PCR November 2015 by Biz Media Ltd

FOR THE UKâ&#x20AC;&#x2122;S PC & TECH COMMUNITY NOVEMBER 2015

6 Dell deal explained We find out what Dellâ&#x20AC;&#x2122;s EMC acquisition means for the industry

21 Conquer the North Find out why you need to attend PCR Boot Camp North this year

48 Security shake-up We look at the changing landscape and the latest software

3 A NOVEMBER 2015 COMPUTER & IT RESELLERS z RETAILERS z SYSTEM BUILDERS z DISTRIBUTORS z VENDORS

WWW.PCR-ONLINE.BIZ

SUPER NOVA

Founder of IT Tablet UK Nova Smith named PCR Woman of the Year 2015â&#x20AC;Ś AN ENTREPRENEUR who turned a ÂŁ3,000 investment into a ÂŁ3 million business has scooped the top award at this yearâ&#x20AC;&#x2122;s PCR Women of the Year event. With no prior experience in manufacturing, Nova Smith, founder of IT Tablet UK, started out with her vision of bringing an affordable and accessible range of tablet PCs to the community. After being duped by Chinese scammers who never sent her first batch of tablets, she remained undeterred, borrowed ÂŁ3,000 from her family and sourced a reputable supplier, before flying back and forth to China to grow the range. Today, she turns over ÂŁ3 million, has six apprentices from the Government apprenticeship scheme and her products regularly feature in the top-seller lists on Amazon. The latest IT Tablet UK product actually became the No.1 best-selling tablet on Amazon during the August bank holiday earlier this year, eclipsing both the Kindle and the iPad. On top of this, she has grown the business whilst dealing with the trauma of losing a child and having a son fight for his life in intensive care for two years. She now sponsors Bliss, the UK charity supporting premature and special care babies, to give it a percentage of her profits from every sale of her tablets. Nova wasnâ&#x20AC;&#x2122;t the only woman in tech recognised on October 16th â&#x20AC;&#x201C; leading ladies from Lenovo, Overclockers and Mad Catz were also honoured. Read more about the day and the winners on page 18.

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CONTENTS & COMMENT

MEET THE TEAM

CONTENTS

COMMENT

Dominic Sacco Editor

REGULARS

PC market picks up pace

dsacco@nbmedia.com

Analysis: Dell’s EMC acquisition

Analysis: eSports in the UK

Number Crunching

@Dom_Sacco

Laura Barnes Deputy Editor

12 Appointments

lbarnes@nbmedia.com

14 Events

@RoraDrum

16 Opinion 44 Retailer of the Month: Chips Computers Jade Burke Staff Writer

47 Mystery Shopper: Enfield

jburke@nbmedia.com @JadeBurke77

FEATURES 18 Women of the Year review Jennie Lane Sales Manager

21 A guide to PCR Boot Camp North 2015

jlane@nbmedia.com @jennielane1

22 PCR Boot Camp North headline partner profile: Microsoft

Sarah Goldhawk Account Manager sgoldhawk@nbmedia.com

27 PCR Boot Camp North event partner profiles

@sarzgoldhawk

37 Rise of the drones 38 Sport sponsorships 41 Behind the scenes: DinoPC

Dan Bennett Designer

48 State of security

dbennett@nbmedia.com

PRODUCTS Elizabeth Newton Production Executive enewton@nbmedia.com

53 Security software and hardware 59 Telecoms products and services 61 Recommended products

Andrew Wooden Interactive Entertainment Content Director awooden@nbmedia.com @pcr_online

OUT OF OFFICE 64 In The Hot Seat: VIP’s Rich Marsden 65 Industry Tweets

Editorial: 01992 535646 Advertising: 01992 535647

Incorporating

66 The Last Word: Dixons Carphone’s Dave Ward

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ISSN: 1742-8440 www.pcr-online.biz

OCTOBER HAS been one of the busiest months I can recall in the UK IT channel, and it’s set to get even busier. We found out how the smart home is going to change the industry at the Smart Home Summit (asking Dixons Carphone’s Dave Ward for his views on page 66), got swept up in the PC gaming eSports excitement as the League of Legends World Championship came to Wembley (page seven), and we celebrated some of the leading ladies in tech at the PCR Women of the Year awards (see page 18 for a rundown of the day). As well as our own event, I want to highlight some of the other great work helping to promote women and young people in the industry, with the likes of CompTIA’s Advancing Women in IT and Dream IT initiatives, the upcoming ARM Forum which is focusing on the next generation of tech specialists, and TeenTech, led by Maggie Philbin, which aims to inspire teenagers to get a career in the industry.

“As well as our own event, I want to highlight the other great work helping to promote women and young people in tech.” Elsewhere in October, Tech Data’s Andy Dow gave an interesting talk at the CompTIA EMEACon 2015 about monetising the Internet of Things (IoT), and urged managed service providers to start working with IoT developers to prepare for change in the industry. Ingram Micro revealed details of its evolution at its IM One 2015 event, and showed off the upcoming Microsoft Surface Pro 4, while Northamber signed a host of new vendors at Northamber Expo 15. Utopia Computers also showcased its new line of workstation PCs at the Living Wage Exhibition. You can read more news from these events over at www.pcr-online.biz. In November, the action continues. We’re hosting our second PCR Boot Camp North conference and expo at the Royal Armouries in Leeds, for a day jam-packed full of essential IT business networking, information and goodies. For a full guide to the conference, expo, after-party and free gifts, check out page 21.The event is free for IT retailers, resellers, etailers, system builders and dealers – simply sign up to attend at www.pcrbootcampnorth.com Elsewhere, there’s the Dell PartnerDirect conference coming up in November, as well as Microsoft Future Decoded, and not to mention Black Friday on November 27th. Bookmark the PCR website and you won’t miss a thing. Dominic Sacco, Editor dsacco@nbmedia.com

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PCR-ONLINE.BIZ ANALYSIS

What does Dell’s EMC buyout mean for the tech industry? After Dell announced it will acquire EMC for £44 billion, many wondered what the announcement might mean for the channel. Here Jade Burke find outs what IT firms really think will happen once the biggest deal in tech history closes… DELL HAS revealed it will acquire data storage company EMC in a deal worth around £44 billion, which has been marked as the biggest deal in history between two tech firms. Once the merger is complete, Michael Dell will be chairman and chief executive of the combined group. In an official statement, Dell said: “The transaction brings together companies that have a demonstrated ability to win in fast-changing markets. The combined company will leverage the top talent and best practices of both Dell and EMC.” The firm has also noted that the deal will offer customers a broad, end-to-end product range portfolio spanning all key compute, networking and storage segments. Plus, the deal may also raise Dell’s profile in areas such as data centres, where EMC held 21 per cent of the storage market in 2014. But what does this deal mean for the tech channel, and how will it affect it? Victor Basta, managing partner at Magister Advisors, said: “The big bet Dell/EMC are making is that corporate IT budgets remain healthy, and there are enough economies of scale to increase margins for the combined company. “Dell must also be betting that they can apply their proven sales and marketing nous from their days at the height of the PC trade to the enterprise storage market and become a top tier choice.” Dell has historically been known to sell its products to consumers directly, but the vendor has recently teamed up with various distributors, including Exertis, which could

6 | PCR November 2015

lead to the EMC product portfolio gradually being opened up further to more reseller partners. “If history taught us anything from the Dell goprivate move, it is that sweeping revolutions in terms of positioning are not on the cards,” Giorgio Nebuloni, research director at IDC EMEA, told PCR. “We believe that for the mid-term, and certainly in the next six months, both companies will continue to operate on proven paths, including their approach to channel partners and service providers.” Following the acquisition, Dell will keep its headquarters in Round Rock, Texas, while its enterprise-systems business will be based in Hopkinton, Massachusetts – where EMC is currently based. Dell stated: “Until the transaction closes, customers can continue to expect the superior solutions, services

“This was the best decision for EMC given the recent market development where storage pricing dropped dramatically.” Alex Mesguich, Context

and experience they have come to rely upon from both Dell and EMC. “Both companies are committed to completing this transaction as seamlessly as possible so that channel partners are not impacted in any way.” This partnership between the two tech firms may prove to be a successful merger, as Dell will have access to a broad range of new products, while EMC will gain access to newer technologies thanks to Dell. Alex Mesguich, VP of enterprise research at analyst Context, commented: “This was the best decision for EMC given the recent market development where storage pricing dropped dramatically impacting their overall revenues, as more and more end users are either using the cloud or adopting new flash tech.” Although some analysts suggest that the deal will

make a positive impact on the tech industry, HP’s Enterprise boss Meg Whitman has taken a swipe at the tech vendor. In an email sent to HP Enterprise employees, Whitman said that the merger is “a good thing for Hewlett Packard Enterprise and an opportunity for us to seize the moment.” She also believes that the deal will be unsuccessful and will cause a distraction to many of Dell’s employees. Michael Dell has since hit back at HP’s Whitman, saying that she ‘got some of the facts wrong’. Certainly, Whitman may feel threatened by the recent partnership, which could suggest why she has taken a stab at Dell. Only time will tell if the two firms will be a success. “It is however, very early to tell at the moment – as the new entity has not laid out concrete plans yet,” concludes Nebuloni.

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PCR-ONLINE.BIZ ANALYSIS

‘UK is fastest-growing eSports market’

The industry expected 2015 to be the year of competitive PC gaming in the UK, and while it has certainly been positive, the likes of Intel and Riot Games tell Dominic Sacco that there is still plenty more room for further growth going forwards…

News Bytes DIXONS ENJOYS SMART HOME GROWTH Dixons Carphone has revealed that there’s ‘room for everyone’ in the smart home market, saying that the strong competition can help grow the sector. The retailer also told PCR during the Smart Home Summit that it has enjoyed a fourfold increase in sales of smart home products during its financial quarter ending April 2015.

HP UNLEASHES STAR WARS NOTEBOOK HP has released a Star Warsinspired notebook, in line with the upcoming film release of Star Wars: The Force Awakens. Inspired by the Galactic Empire, the notebook features a battle-worn, distressed design as well as sixth generation Intel Core i5 or i7 processors. Users can also replace the traditional Windows notification tone with the iconic lightsaber or R2-D2 sound.

THERE IS more demand for competitive PC gaming from UK consumers than ever before. The League of Legends World Championship Quarter Finals took place in London’s SSE Arena in Wembley from October 15th to 18th. The live eSports matches sold out almost instantly – and host Riot Games says the buzz generated will pave the way for more activities of this kind in the UK going forwards. The event followed DreamHack London, which took place in September. Several retailers, system builders and PC vendors in the channel sponsor eSports teams, including Scan Computers, Intel, HyperX, Roccat and many more, in a bid to drive sales of their products and generate awareness with the PC gaming community. “The UK is one of the faster growing, larger markets in Europe for League of Legends,” Jason Yeh, Riot Games’ head of EU eSports told PCR. “And so I think for us it’s really important to figure out more ways to make the game fun for players at a local level.

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“Especially in countries like the UK where sports is such a big part of the culture, I think the competitive element of eSports makes a ton of sense, so we’re definitely interested in figuring out how to bring everything from the professional level like Worlds, down to more local competitions in the UK to players.” Intel is well-known for supporting eSports, and had a large stand at DreamHack London. Anna Cheng, Intel’s UK Enterprise and Technical PR Manager, added: “eSports has always been a valuable industry to Intel that we’ve tried to nurture and grow. “For the UK in particular, I’ve been personally trying to push eSports growth. And I think we’re starting to see a lot more of that, particularly with all the big names and brands that are getting into that space locally here. A lot of these new companies have cropped up. It’s a big step for us in the UK.” This year’s League of Legends quarter finals in London were also covered by the BBC – a first for the

“In countries like the UK where sports is such a big part of the culture, the competitive element of eSports makes a ton of sense.” Jason Yeh, Riot Games

broadcaster – this mainstream recognisiton is something Yeh believes can help grow the scene and in the industry even more going forwards. “ I think having partners like BBC not only producing live broadcasts, but creating other content around eSports, helps people to get a better understanding of who the players and teams are, and why people should care about them,” he commented. “Leveraging their online and TV platform is a great way to deliver this content to more players.” Riot Games sells its own branded League of Legends merchandise through its EU web store, but many system builders promote such games to their customers in order to drive sales of PCs. There’s been plenty of PC gaming/eSports events in the UK in the last few months alone, from the events mentioned above, to the MCM Expo eSports tournament, to EGX and Multiplay Insomnia too. Thanks to events like these, the PC gaming desktop market has been thriving – and it looks set to continue.

COUNCILS IN CHARGE OF BUSINESS RATES Councils in England will have the power to set business rates in their area, thanks to a new plan unveiled by Chancellor George Osborne. Councils will be able to keep the proceeds raised from business rates in their area, and will have the power to cut or increase rates.

MICROSOFT AND GOOGLE RESOLVE PATENT WAR A five-year patent battle between Microsoft and Google has finally come to an end. The two tech firms have dropped around 20 lawsuits, which first started in 2010 over royalties related to technology in the Xbox game console and smartphones from Motorola Mobility. Both companies have pledged that they will now work together in other ways.

UK PC SALES RISE PC sales have risen by 11.2 per cent during the third quarter of 2015 in the UK, so says analyst Context. The report reveals that volume sales of notebooks, desktops and PC workstations through distributors dipped by 3.3 per cent year-on-year across Western Europe.

PCR November 2015 | 7

STATS

Number

crunching

A round-up of the most important stats and facts in the tech channel…

30m

Shipments of virtual reality headsets are expected to reach 30 million globally by 2020, compared to just over three million in 2016. (Juniper Research)

72% 72 per cent of senior public sector staff believe that the use of cloud technology could benefit their organisation. (Ancoris and iGov Survey)

1% Worldwide combined shipments of devices, including PCs, tablets and mobiles, are expected to decline by one per cent in 2015. (Gartner)

8 | PCR November 2015

62%

62 per cent of UK consumers haven’t heard of the term ‘Smart Home’, and 56 per cent say they aren’t interested in smart home products. (Context)

65% Samsung device trade-ins were up by 65 per cent the day before the new iPhone 6s and Plus were released. (SellMyMobile.com)

Q2 2015 £4.7bn Acer reached a projector market share of eight per cent worldwide and 17.8 per cent in EMEA during Q2 2015. (Acer)

Brits are currently sitting on around £4.7 billion worth of unused mobile phones due to their reluctance to recycle old handsets. (Intellibox)

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RECRUITMENT

AMD’s new addition Synaxon gains manager z Promotion at The Hut Group z John Goodwin joins Nedis UK z Senior appointments at Tech Data AMD: BEN RIMMER has stepped up to replace LEON CALLON, who has departed AMD and his position of Northern Europe channel manager. Rimmer and Callon have been working alongside each other for the past six months, and previously worked together at distributor Exertis. SYNAXON: The company has announced the appointment of its first membership manager DAVID HODGES. He joins the team where he will manage the two existing regional account managers, as well as internal customer service staff. He previously worked at IT solutions and services THE HUT GROUP: The Hut and Zavvi’s parent company The Hut Group has promoted MIKE FETHERS to head of technology and games. Prior to his promotion, Fethers worked as senior buyer in games. Fethers said: “We’ve seen incredible growth this year within games and we’re NEDIS UK: The distributor has revealed that JOHN GOODWIN will be joining its team as country manager in the UK. He will be replacing ARVIND PATEL, who will work as a senior key account manager at the firm. Prior to his role at Nedis UK, Goodwin worked as sales director at distributor Hama, TECH DATA: Three new recruits have joined the team, including JAMES TURNER, who has joined as the first dedicated Android business development manager. Turner previously worked at Motorola for four years as national accounts manager. Tech Data has also appointed MIKE LEARY as its

12 | PCR November 2015

Ben Rimmer

Callon joined AMD in 2013, while Rimmer joined the company back in April earlier this year as channel manager. An AMD spokesperson told PCR: “Leon has decided to leave AMD and we wish him the very best. Ben will continue to drive our focus on delivering products, programs and technologies to the UK.”

David Hodges

provider Lima Networks, and distributor VIP Computers. Hodges said: “Synaxon is on the cusp of a new phase of its growth and development, so it’s a great time to be joining. It was very easy for me to see the tremendous potential here and that’s something I very much want to be a part of.”

Mike Fethers

making sure the team are in a position to continue this.” Other new appointments including SAM PHILIPS as tech buyer, MARTYN PLANT as junior buyer and KATE LIVINGSTON as graduate buyer. Also, former games buyer DEEN OLOKODANA will now manage the group’s white label websites.

John Goodwin

plus he also spent time at Switch Electronics Ltd, where he held the role of commercial manager. Goodwin said: “I am delighted to be part of the Nedis organisation, it is such a focused business with clearly defined routes to market and sales strategies that give customers true selling power.”

James Turner, Mike Leary and Phil King

first dedicated business development executive for HP multifunctional devices. The distie’s enterprise arm Azlan has boosted its team with the addition of PHIL KING as technology and services director. King will be part of the senior management team and will help drive solutions and services.

MAGGIE ZABOURA FOUNDER & CEO, ZABOURA COMMUNICATIONS A NATURAL early riser, my mornings are spent getting my brain into gear with some meditation and a shot of wheatgrass. I like being awake when the world isn’t. If that does the trick and I’m not too tired, I might head to the gym for some training, then it’s back home to get ready for the ofﬁce at 9am with a green smoothie to keep me going until lunchtime. I like to travel by bus to avoid those stiﬂing tube carriages, and to soak up the city sights on my journey to work. I pass the Albert memorial every day and it’s always impressive in any season. At Zaboura, we start every day with a team meeting where we pitch our ideas and check out what the industry is saying, identifying any opportunities that catch our eye.

“We have finished moving into our office overlooking Regent Street, which is very exciting! We’re busier and more invigorated than ever.” Our morning huddles are invaluable and keep us dynamic. Our focus is always on exceeding our KPIs for our clients. After lots of client calls and meetings, I might hop onto some webinars to check out the latest innovations or technology available for our industry. Having bolstered our team recently with two new employees, my mind is on how we can work more efficiently and utilise the latest technology to help us deliver better results. We have also just finished moving into our new office overlooking Regent Street, which is very exciting! We’re busier and more invigorated than ever. We were very excited to be at the PCR Women of the Year awards in October, which I was delighted to sponsor. This has kept me busy identifying and drawing upon the inspirational women in our industry and what they are doing right, so we can learn and adopt their strategies. The bus journey home gives me some time to unwind and enjoy some ritualistic Facebooking and Whatsapping. Then, after a day of wheatgrass and green juice, I make up for it with nights usually spent out at dinners, theatre or just catching up with friends or clients. I like to go out and make the most of my evenings; it’s hard not to when there is so much happening in London all the time. When I do have a night in, it’s usually spent meeting up with my fellow female tech entrepreneurs and discussing various start up projects that I’m currently working on. After that, I try and aim for some sleep before I’m up early the next day to do it all over again!

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EVENT PLANNER

Diary Dates

The UK’s channel calendar is full of important events. Here are some highlights for upcoming dates…

NOVEMBER 2015

JANUARY 2016

DELL PARTNER DIRECT SOLUTIONS CONFERENCE

CES 2016

NOVEMBER 3RD – 4TH, HILTON HOTEL, VIENNA Dell is hosting around 400 partners and distributors from EMEA at its seventh annual event, where attendees will get the chance to view keynotes and presentations led by the ﬁrm, as well as discussions on Dell’s entire product portfolio. During the event, guests will hear about updates to Dell’s channel programme, new business opportunities for partners and key tech trends for the year ahead.

JANUARY 6TH – 9TH, LAS VEGAS CES is the largest consumer electronics show in the world, showcasing more than 3,600 exhibitors, including manufacturers, developers and suppliers of consumer technology hardware, content, technology delivery systems and more. It will have a conference program with 220 sessions, and more than 165,000 attendees from 150 countries.

MARCH 2016 PCR AWARDS 2016

PCR BOOT CAMP NORTH NOVEMBER 18TH, ROYAL ARMOURIES, LEEDS This year welcomes back PCR’s Boot Camp North event, where retailers and resellers are invited to join for free. Designed to cater for IT resellers in the Midlands, Scotland, Wales and the North, once again the event will take place at the Royal Armouries in Leeds. There will be a morning conference, afternoon expo and a networking after-party. Sign up for free at www.pcrbootcampnorth.com

After-show Party Host

14 | PCR November 2015

MARCH 10TH, ROYAL GARDEN HOTEL KENSINGTON The PCR Awards returns once again, featuring a mix of networking, partying and recognition of achievements in the UK PC and tech industry. Attendees will receive an evening dinner, as well as refreshments on the night. Distributors, vendors and retailers are all invited to come along and celebrate during the evening, where brands and companies will be recognised for their achievements through a variety of awards and categories.

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TOP: Boot Camp North will take place at the Royal Armouries. ABOVE: The PCR Awards will celebrate the achievements in the UK PC and tech industry.

ONCE AGAIN the annual PCR Awards will return next year, where a similar mix of networking, partying and brand recognition will lead the evening. Guests are invited to take part in the celebration of the evening, which will take place at the popular Royal Garden Hotel in Kensington on March 10th 2016. Distributors, vendors and retailers will be recognised for their achievements in the UK PC and tech industry through a variety of awards and categories, which will include Distributor of the Year, System Builder, National Retailer, Independent Retailer and more. New awards have been added for 2016, including Mobile Computing Device Vendor, Dealer Services Provider, Analyst and PR Agency. There are a number of sponsorship opportunities available. Contact Jennie Lane on 01992 535647 or email jlane@ nbmedia.com www.pcr-awards.com

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OPINION

Don’t panic! How to overcome Prepare and gamify security worries Nick Shaw, general manager for EMEA at Norton by Symantec, believes that gamification is an ideal tool businesses should be using to speed up changes in security…

lack of common understanding of the DON’T PANIC! This was the life lesson latest online threats. that Douglas Adams had emblazoned But there will always be another on every issue of the eponymous scam or vulnerability to exploit. Hitchhikers Guide to the Galaxy. Used Cybercriminals are truly an inventive to temper the fears of the people in set, and will look for any opportunity, his universe, it’s an apt entry-point loophole and backdoor to exploit a into facing the threats that comprise new victim. Small and medium the world of cybersecurity. business owners, unfortunately, It’s difficult advice to follow, I know. appreciate this more than most. 60 In our years of traversing the realm of per cent of all attacks are aimed at cybersecurity, one thing has become SMBs, which often simply don’t have clear, in that the only thing certain is the financial resilience to absorb a uncertainty. In Symantec’s own particularly debilitating attack. traveller’s companion – the annual But remember – don’t panic! As Internet Security Threat Report – we cyber-threats evolve, so does take measure of the cybersecurity cybersecurity. A large part of what the environment and try to help our security industry does customers plot the is monitor for new course of best threats and then practice. But each year, we see new “Tech is only half quickly finds a solution to protect dangers unfold. the answer. customers. Of course, 2013 was the year technology is only half of the Mega Data Businesses need the answer. Businesses Breach with the right training and individuals need unprecedented the right training and attacks on the likes of to protect mindset to protect Facebook, Adobe and themselves.” themselves. Any Target contributing to Nick Shaw, uneducated employee 552 million user Norton by Symantec can be a vulnerability identities exposed – and should be taught about how to 368 per cent higher than the previous spot dangerous activity. Gamification year. The likes of Heartbleed made is a useful aid in embedding best 2014 the year of the zero-day attack – practices and speeding up a change where 24 dormant flaws were in mentality – this could take the form discovered and disclosed. of a game that teaches employees Ransomware attacks, where a victim’s data is captured and encrypted before about the need to set strong passwords or what a phishing attack a cyber-criminal attempts to extort a looks like. fine for its release, also rose 113 per We will probably never reach a cent last year. point where all threats are mitigated, Social media and apps are proving but the priority must always be to stay fruitful new attack vectors for as educated and therefore as example. We found that last year 70 protected as possible. In other words: per cent of all social media scams don’t panic, prepare! were manually shared, underlining a Nick Shaw is the general manager for EMEA at Norton by Symantec. www.symantec-norton.com

16 | PCR November 2015

Placing security at the heart of any channel partner’s portfolio is essential, so says Phil Jones, MD of Brother UK. He reveals his reasons why… for mobile printing and scanning are A SIGNIFICANT challenge in becoming a draw for end users. encouraging uptake of new These systems allow hardware to be technology is overcoming security used in line with the ways many fears. Channel businesses should businesses today want their offices meet this head-on by ensuring that to operate – with greater mobility – information protection is a part of without compromising security. the products and services they offer. We’ve seen overcoming security Security is a well-discussed issue worries play a significant role in the and high on the priority list of CIOs evolution and take up of web and IT directors. It’s not just conferencing systems. Some onenterprise level information hosted premise systems require significant in cloud servers that companies investment and day-to-day upkeep want to protect – more and more are to ensure security. Cloud-based realising that the range of products systems are also able to also protect used in the day-to-day working lives the transfer of data cost effectively. of employees can represent open This is part of the reason why gateways if left unsecure. we’ve seen different organisations To the uninitiated, other use our OmniJoin technology used in service which has the office could appear to have the “Putting security military-grade security through same risk, and at the heart of encryption and a having security secure sockets layer front and centre of how firms sell connection. Being the channel’s products is key to able to start a web proposition is conference between a necessary to quell creating desktop PC, tablet or the concerns of credibility.” smartphone securely c-suite executives Phil Jones, without fear of data of the businesses they sell to. Brother breach is also opening it up to new sectors where However, new versions of security is of the utmost importance products that have been – such as healthcare. commonplace in any office – like The landscape of office printers and scanners – also need to equipment has come a long way. be considered, especially where the End users have invested heavily in role of security features are maybe the central security of their IT not so apparent. infrastructure, and are turning their Security has to match modern efforts to ensuring satellite devices working methods, and these should and systems sharing critical business be front of mind for the channel. information have data protection. Features like pull printing, which Putting security at the heart of how enables users to secure documents firms sell products and services is they print with a PIN number – key to creating credibility and controlling who can access certain relevancy in today’s IT environment. printers, as well as data encryption Phil Jones is the MD of printer vendor Brother UK. www.brother.co.uk

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OPINION

Which security solutions? Ashley Sterland, MD at The Change Organisation, warns consumers must be aware of any changes in the security industry, to ensure devices are correctly safeguarded…

but can fall short of what’s required WHETHER YOUR customer has a for business use. As well as nagging single PC, server or multiple systems, you with pop-ups about upgrading or they all need to be protected as they adverts – all part of the deal – they hold valuable company information – also won’t offer many of the extra that if lost or compromised – can ruin features you get with the paid an organisation of any size, overnight. version. So all those additional However, the range of products firewall, tracking or anti-spam available on the market now is huge, and IT managers all over the world are facilities might make it worth the annual subscription. constantly looking for the latest and Every customer is different so most secure product available. choose security software that suits With every new threat, a new them. If you’re only a small company product comes out, and with then it’s a lot easier to trial new thousands to choose from, ranging software to see how it operates. from the FOC to the thousands of Larger companies might select a few pounds, how does anyone choose? people or computers to act as guinea First things first, you need to know pigs before what actually needs committing to a longprotecting. Then see term investment, and what security software the customer already “Pay attention to then finding that it causes major clashes has, as they might just any changes in or problems. need an upgrade. With high quality There are two types of the industry and cybersecurity software from which always stay on underpinning the you must make a entire digital decision – standalone top of security economy, it’s a (for a small number of with strict prerequisite to keep computers) or centralised (for a large internal policies.” everybody safe. As the number of computers). Ashley Sterland, industry continues to So what should The Change grow and change at your customer do Organisation an alarming rate, it has become increasingly once they know what difficult to stay on top of IT security. they want? Get advice from the Whatever you choose, it’s vital that people that know best. Their IT the security or anti-virus software you supplier or IT support company is a use is installed on all of your good place to start when it comes to computers and servers. And just choosing a security package. Not only because it’s installed, don’t let your are they aware of what’s available, guard down. Pay attention to any they are also in a great position to changes in the industry and always help the customer understand the stay on top of security with strict best solution for their needs. internal policies, a robust plan and a Generally made for personal use, backup system too – you never know free of charge products might sound when you might need it. fantastic to a company accountant Ashley Sterland is MD at distributor The Change Organisation. www.thechange.co.uk

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IT channel can ﬁll knowledge gap As more firms tap into new services, more are putting themselves at risk of security attacks. Exertis’ MD of VAD solutions, Grahame Smee, believes customers need to expand their knowledge of such hacks… their business to be vulnerable to a BY AFFORDING easy access to a cyber attack. global customer base and creating a With so many products and more level playing field in which to solutions on the market, the choice operate, it’s little surprise that SMEs available and where to start can have been quick to embrace the seem daunting to SMEs, particularly potential of cloud technology. without a designated IT specialist to Yet with greater opportunity point them in the right direction. comes a heightened security risk; In a bid to remedy the knowledge namely due to the wealth of data gap, focus is turning towards the now at their disposal. Compounded role of the channel, which is by the more rudimentary uniquely equipped to both preventative measures often recommend specific solutions while employed by time and cashpromoting best practice. It’s an strapped small business, the result example of value-added provides an increasingly enticing distribution, which is beginning to proposition for hackers. underpin the role of the distributor It’s a flipside that many SMEs are as it transitions from being solely a unprepared for as they become ever wholesaler of the more vulnerable to vendor’s products, to the kind of attacks one that is more which have “Cyber threats closely aligned to that traditionally of the tech vendor befallen their larger remain an evercounterparts. changing beast so andThedeveloper. aim is to Compromised data businesses needs stimulate more involving security savvy intellectual to be agile.” behaviour amongst property and Grahame Smee, employees as well as private customer Exertis a better appreciation information is not of the monetary value only costly to the of the data they are handling. business itself but also more Security protection solutions broadly, the wider UK economy, of ranging from anti-virus and antiwhich the SME sector has long been spam software to those that scan the lifeblood. emails, network or website traffic for At the heart of the issue is a possible risks can be recommended, failure to prioritise and invest and backed by on-site support. sufficiently in security protection Cyber threats remain an everwith even basic measures, such as a changing beast, so the way in which secured company email, to prevent businesses respond needs to be phishing scams frequently agile. The threats to SMEs are the overlooked. Latest figures from the same as those facing the largest Government’s Cyber Essentials corporations. Ensuring the solutions programme survey bear out the are just as sophisticated is where the complacency, revealing that two channel can really add value. thirds of SMEs still do not consider Grahame Smee is the MD of VAD solutions at distributor Exertis. www.exertis.com

PCR November 2015 | 17

WOMEN OF THE YEAR 2015 Headline Partner

Event Partner

Winning women The UK’s tech elite gathered together to celebrate female role models in the industry at PCR’s Women of the Year 2015 event. The day was certainly one to remember, where four inspirational women scooped the prestigious accolades on the day. Jade Burke looks back on the ceremony…

ollowing the success of our very first Woman of the Year event last year, PCR held its Women of the Year 2015 awards on October 16th, where women (and men!) from the UK PC and tech industry were invited to celebrate the trade’s leading ladies and network. Taking place at Sway Bar, London, around 100 industry execs packed the room on the day to show their support for their female colleagues, plus it was great to see so many male colleagues who also turned up to celebrate the inspirational female role models. THE WINNERS Four awards were up for grabs on the day, including Rising Star, Marketing and PR, Sales and Woman of the Year. 18 | PCR November 2015

First up was the Rising Star award, where CompTIA’s senior vice president for industry relations, Nancy Hammervik, handed Abigail Bowen, technician from Overclockers UK, the gong. Abigail said: “This has been a complete surprise, I would like to thank my mentor, he gave me the advice I needed to push myself further. Thank you very much.” Second came the Marketing and PR award, which went to Rachel Gordon, marketing manager at Mad Catz, which was presented by Sarah Jasper-Baker, commercial marketing director at The Hut Group. Rachel commented: “I am really humbled, thank you very much.” This year’s Sales award was presented by Sarah Shields,

“Things are very different today, I can see an awful lot of women in this room, and I’m sure they have all been very, very successful in what they do.” Maggie Zaboura, Zaboura Communications

from event partner Dell, and last year’s Woman of the Year, which was awarded to Michelle McGeoch, senior sales manager at Lenovo. Michelle said: “Thank you. I’m very surprised. I have worked in IT for 25 years and I have never felt disadvantaged as a woman but I completely agree that we need to do more for all the women in our industry.” Lastly, Nova Smith scooped the prestigious PCR Woman of the Year 2015 accolade, handed by Zaboura Communications founder Maggie Zaboura. Nova set up IT Tablet UK and is director and owner of Direct E-Trading Ltd. She said: “I honestly did not expect this, I have tears in my eyes. Big up the women!”

She went on to tell the audience her touching story about how she juggled creating her business, whilst coping with the death of one of her children and the ill health of another. Despite these troubles in her life, Smith has gone on to create a successful business, which now turns over £3 million. “I was pregnant on holiday with twins, went into labour at 18 weeks. We lost our first boy but managed to save the other twin. It was a year in Cyprus before we were able to bring our son home on a ventilator. He is now nearly six and at a mainstream school, and he’s amazing,” she said. On the day, headline partner Maggie Zaboura gave a speech where she expressed the importance of working with women in a male www.pcr-online.biz

WOMEN OF THE YEAR 2015

Overclockers UK’s Abigail Bowen (left) received her Rising Star award from CompTIA’s Nancy Hammervik (right)

The Hut Group’s Sarah Jasper-Baker (left) handed the Marketing and PR award to Rachel Gordon from Mad Catz (right)

RISING STAR

MARKETING AND PR

Dell’s Sarah Shields (left) presented Lenovo’s Michelle McGeoch (right) with the Sales award

Nova Smith (left) received her Woman of the Year award from Maggie Zaboura (right)

SALES

PCR WOMAN OF THE YEAR

dominated industry, as well as why having a mentor is so crucial for women. She said: “One of the reasons I am here is because I have been in tech practically all my life, and I didn’t have any women who were mentoring me, mostly men unfortunately. But it’s not unfortunate because it obviously made me who I am today. “It’s very different today, I can see an awful lot of women in this room and they all look amazing and I’m sure they have all been very, very successful in what they do.” Event partner CompTIA’s Nancy Hammervik also spoke during the event. Having previously attended last year’s awards ceremony, Hammervik highlighted how women within the industry are setting www.pcr-online.biz

an example, and why closing the skills gap is crucial to gaining more women in tech. Nancy said: “We just launched a programme called Dream IT. We did a lot of research and we found out that when we asked girls if they like IT, more than 97 per cent said yes. But when we asked them if they want to pursue a career in IT, nine per cent said yes. Because there’s a lot of misconception about careers in IT, we have to work on that, so Dream IT is focused on reaching those young girls. “I would like to congratulate every nominee. I was honoured to be on the panel of judges, and it was a really tough decision and you all deserve recognition.” Dell’s Sarah Shields commented: “Dell is delighted

“I honestly did not expect this, I have tears in my eyes. Big up the women!” Nova Smith, IT Tablet UK

to be a sponsor of this year’s PCR Women of the Year Awards. It was great to present the Sales award to Michelle, who is an incredibly worthy winner. “It was fantastic to return to the awards after receiving my own Woman of the Year Award last year, and the level of talent being recognised at the event this year demonstrates the importance of awards like these. It is an honour to recognise and celebrate female success in business and I look forward to seeing these awards thrive.” A panel of experts debated and decided who won the awards, including Zaboura Communications founder Maggie Zaboura, CompTIA’s senior vice president for industry relations Nancy Hammervik, Mimram Media’s

director Lisa Carter, Dell’s UK sales executive director and general manager Sarah Shields, Context’s global MD Adam Simon, Circus founder Charlie Le Rougetal, GfK business group director Megan Moore, and Indigo Pearl founder and MD Caroline Miller. PCR editor Dominic Sacco closed the event by thanking attendees for coming along to celebrate women in IT. “I want to say a massive congratulations to all of the winners – we had some very strong nominations and it was extremely tough for our judges to pick just one winner for each award,” he said. “I’d like to say a big thank you to our partners: CompTIA, The Hut Group, Dell, and headline partner Zaboura Communications.” PCR November 2015 | 19

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Conquer the North With various vendors and distributors announced, this year’s Boot Camp North looks set to provide businesses with the latest innovations and tech devices. Here PCR reveals who will be exhibiting this year and what delegates can expect on the day…

f you’re looking to get ﬁt for business, then the return of PCR’s Boot Camp North event will help you do just that. A conference programme runs throughout the morning of the event – on November 18th at the Royal Armouries in Leeds – and comprises a mix of keynote talks and panel sessions that will inform, educate and inspire on topics directly relevant to technology dealers. This will be followed by an expo, where dealers will get the chance to do business with vendors and distributors, as well as network with other members of the industry. So make sure you sign up to PCR Boot Camp North 2015 for free now. pcrbootcampnorth.com

KEY INFO When: Wednesday 18th November, 10.15am (registration/coffees)

CONFERENCE SCHEDULE 11am Introduction – Dominic Sacco, editor, PCR PCR’s Dominic Sacco will host the conference and introduce each speaker, as well as taking questions from the audience. 11.05am MICROSOFT The tech giant will open Boot Camp North, talking about its products and services.

11.35am Tech you should be selling in 2016 – Carl West, supply chain director, GfK ANALYST GFK will run through the hottest product categories and the goods that resellers should consider stocking for Christmas and the New Year. West will also give a detailed look at how the UK tech market has changed and trends that are expected to emerge in the future.

11.55am Panel session: Distributors answer YOUR questions Q Alex Tatham, MD, Westcoast Q Richard Marsden, director, VIP Computers Q Darren Perks, sales manager, Entatech Q Jon Sutherland, sales director, Exertis SENIOR TECH distribution executives gather to answer your questions and discuss the shifting PC market. Send your questions in to dsacco@nbmedia.com.

Where: The Royal Armouries, Leeds Contact: Jennie Lane jlane@nbmedia.com 01992 535647 www.pcrbootcampnorth.com

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12.20pm The future is now, Anna Cheng, UK tech and enterprise PR manager, Intel ANNA CHENG will be exploring the biggest trends affecting the market, diversity in tech and the direction the computing industry is set to take in the future. She will also look back on important developments from the recent Intel Developer Forum and how the ﬁrm is even ﬁghting cancer with cloud technology.

EXHIBITORS THOSE EXHIBITING INCLUDE:

12.40pm Panel session: A PC gaming revolution? Q CK, MD, YoYoTech Q Paul Butler, UK and Ireland regional sales director, AOC/MMD Q Steve Ling, executive director, Overclockers UK A PANEL of experts discuss the latest developments in gaming hardware, other sales avenues that retailers, resellers and system builders can explore, as well as the technologies and trends they should be mindful of, from the likes of virtual reality to 8K. 1pm Disrupt or be disrupted: Opportunities from the second wave of cloud adoption, Jo Laking, UKI cloud leader, Cisco Systems WITH A second wave of cloud adoption on the rise, can your business afford not to embrace changes in this area? Jo Laking will take a closer look at this category, how cloud computing is evolving and the new raft of revenue opportunities. 1.30pm Lunch and expo opens More details on the event and the day’s proceedings can be found at www.pcrbootcampnorth.com

Q Page 22 Microsoft Q Page 24 Brigantia, Synaxon, Network Group and GfK Q Page 27 Caseking UK and Centerprise International Q Page 28 LogicNow and M2m Direct Q Page 32 PXS Distribution and TERRA Q Page 34 VIP Computers

PCR November 2015 | 21

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MICROSOFT

MICROSOFT IS participating in PCR Boot Camp North this year as Headline Partner, where the tech firm will exhibit a range of products to the show’s dealer and reseller delegates. The company’s UK execs will be on hand to discuss the critical role its partners play in delivering its technology strategy in an ever-evolving market – and how partners can build a profitable Microsoft business as demand for Windows 10 hardware and cloud services grows. “We work closely with our resellers, and PCR Boot Camp North provides the opportunity to really engage with the channel and get their feedback,” says Richard Wills, Microsoft’s OEM Group Marketing Manager. “The conference provides the platform to give partners an update on Microsoft’s Corporate strategy and overall direction. Equally the exhibition is a great opportunity to have interaction with smaller groups through our training sessions to provide partners with an update on the latest technology and products.” In terms of the cloud, Microsoft is building momentum behind its Office 365 suite of

solutions – on the day it will be showcasing what beneﬁts the cloud has for indie retailers, as well as explaining the proﬁt margins on such products. Of particular focus will be how resellers should consider selling cloud services to help them differentiate in the market.

‘breadth programme’ focusing on low-cost Windows SKUs. The latter went live on October 1st and is a pilot scheme, focusing solely on resellers selling Windows education devices to schools. Of course, in terms of macro trends 2015 has been the year of

“Partners play a critical role in delivering Microsoft’s technology strategy, so we are looking forward to engaging with them.” Richard Wills, Microsoft Microsoft has previously highlighted its ‘born in the cloud’ partners – those that didn’t exist before products like Ofﬁce 365 were available. It says these partners are generally small, nimble and take the time to understand their customers and what solutions are best for them. Away from the cloud, Microsoft also recently launched a couple of new programmes for UK resellers. EduWins offers resellers channel marketing investment and a channel rebate, while Shape the Future is a

Windows 10 for Microsoft, following the launch of its latest OS in July. Windows 10 has been positively received by consumers and will undoubtedly be driving the next phase of product evolution in the PC technology space, with tablet and mobile now also a core focus to the ﬁrm’s approach. This was evidenced recently when Microsoft asked its enterprise customers via its blog how it can improve the adoption of Surface tablets and Windows

10 in the workplace. In addition to this, beginning in early 2016, Microsoft will have a new enterprise warranty and services available to customers via its commercial resellers. In terms of specific hardware, Microsoft has just showcased the hybrid-tablet Surface Pro 4 and the Surface Book ‘laptop’ during its Windows 10 Devices event in New York City, with both devices sure to be a topic of discussion at Boot Camp North. The Surface Pro 4 features a larger screen size of 12.3-inches (compared to its predecessor that came with 12-inches), along with a docking station, updated keyboard and fingerprint reader. Meanwhile, the Surface Book will feature a PixelSense screen that boasts six million pixels, an articulated hinge and 12 hours of battery life. These announcements certainly prove that Microsoft is a key contender within the tablet market, and that the firm is starting to tap into the laptop market aggressively. Microsoft is also taking part in joint marketing campaigns with larger resellers who have invested in syndication tools with

CNET. The initiative allows any partner to utilise Microsoft campaign assets by simply adding a few lines of code to their website. Delegates at Boot Camp North 2015 will be able to find out more details about the scheme, plus the latest on Microsoft’s software and hardware strategy. “Technology is always changing and PCR Boot Camp North is a good opportunity to look at how the market has evolved recently and how partners can embrace this to build a profitable Microsoft business,” says Wills. “Partners play a critical role in delivering Microsoft’s technology strategy, so we are looking forward to engaging with them and hearing how they differentiate themselves.” Microsoft also has a few treats up its sleeve for Boot Camp North delegates: “With the recent launch of Office 2016 this year Microsoft will be giving away free Office 365 subscriptions, which is always up to date with the latest applications,” says Wills. “Customers will be entitled to one copy of Office 365 which is to be used for personal use only.”

CONTACT: www.microsoft.com | 0344 800 2400 |

22 | PCR November 2015

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Our Platform, your ambition. A profitable partnership. MAXfocus provides over 12,000 MSPs and IT support companies globally with the integrated Remote Monitoring, Mail Security, Backup and ServiceDesk capabilities

sales/marketing materials to help you sell.

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BRIGANTIA BRIGANTIA WAS formed in 1998 as a traditional IT buying group, and is now a network of IT and communications specialists that supply to the small business and consumer markets. Founder Iain Shaw says Brigantia exists to add value to its partners’ businesses, either by reducing costs or by increasing sales. In short, Brigantia says most IT business owners will probably never unlock the true value of the companies they have spent many years building – it will be explaining how this can be

SYNAXON addressed on its stand during Boot Camp North. Brigantia provides its partners with a range of essential services for the business and consumer markets. It has formed strategic partnerships with vendors and distributors, which aim to provide its partners with prices that allow them to compete with etailers and multiples. Brigantia also provides advice through partnerships with the likes of GfK, tailored to help local ﬁrms make the most of their place in the market.

CONTACT: www.brigantia.com

SYNAXON IS a channel services dealer group that helps IT and ofﬁce products resellers buy better, sell more and ultimately reduce costs. At Boot Camp North, Synaxon will be explaining how it works with its members and vendor and distributor partners to open up new routes to market, streamline purchasing processes and drive effective sales and marketing activity for the channel. The group offers a range of tools and services to enable its partners to operate their business more efﬁciently, notably its

CONTACT: www.synaxon.co.uk

NETWORK GROUP

GFK

NETWORK GROUP was established in 1996 when 20 companies joined forces to create an IT buying group. Since then, membership has more than trebled with a target of 100 members by the end of 2015. The group will be using Boot Camp North to show prospective members what it can offer. Network Group is owned and run by its members. All proﬁts are given back to the members, either directly or through the funding of group projects such as Managed Print Services (MPS),

GFK’S CHANNEL data provides invaluable insight to PC and tech dealers, etailers and resellers, and the research giant will be on hand at Boot Camp North to run through the hottest product categories, as well as provide a detailed look at how the UK PC/tech market has changed this year, the state of the economy and also what trends are expected to emerge in the future. As well as occupying a booth on the Expo show ﬂoor, GfK’s supply chain director Carl West will also be giving a

CONTACT: www.nbg.co.uk

24 | PCR November 2015

online EGIS platform that allows members to find the best deals available. Synaxon’s iTrends marketing programme helps resellers take products to market and sell more, while the Clic2IT portal enables them to take advantage of multiple distributor feeds to support e-commerce. Recently, Synaxon signed up as a fully-fledged member of the BOSS (British Office Supplies and Services) Federation, the authoritative body for the UK office products industry.

Exist2Game and its own distribution network, TTG. It negotiates volume purchasing agreements with national vendors such as Fujitsu, MSI and Microsoft. Earlier this year, the group signed a deal with HP and its PartnerOne program, giving its members Gold Partner status with the vendor. The deal was a ﬁrst for the UK and a ‘landmark arrangement’, and also looked to the future, talking up the incoming 3D printing offering which is due to launch in HP’s ﬁscal year 2016.

talk during the conference looking forward to the tech that you should be selling in 2016. With more than 16 years’ experience in software and hardware sales as a vendor and within distribution, West has a great understanding of channel, distribution, public sector/corporate channel and the internal dynamics of the retail and vertical reseller channels.

CONTACT: www.gfk.com

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CASEKING UK CASEKING UK will be at Boot Camp North 2015 showing off the latest products from its range of cases, modding, cooling, PSUs, gaming chairs and peripheral products. The company has a growing list of vendors that cover everything from entry level to enthusiast grade systems. “Boot Camp North is a great opportunity to meet with customers and show them our latest products,” says Steve Ling,

opportunities with other resellers, distributors and vendors. Ultimately, we love meeting our customers and making new contacts.” Ling adds that Caseking UK will have various promotions available to Boot Camp delegates and encourages people to stop by their stand on the day to ﬁnd out more. Caseking is a pan-European distributor specialising in

“Boot Camp North is a great opportunity to meet with customers and show them our latest products.” Steve Ling, Caseking UK executive director at Caseking UK. “Most of the products we sell are about looks and the best way to appreciate them is in person. I would encourage resellers to join channel events like PCR Boot Camp. It’s an ideal chance to share experiences and discuss

enthusiast and gaming-related products. It has a UK warehouse that handles sales, marketing, logistics and returns for the UK and Ireland. The company also represents brands on an exclusive basis, acting as the sales, marketing

and logistics partner in Europe for the likes of BitFenix, Lian Li, Phanteks, Raijintek, Super Flower and Xigmatek. In terms of the key emerging trends in the market, Ling highlights the growth in PC gaming and esports: “The channel can get new technologies to market faster than tier one PC makers and customise the look and feel of their systems. “Caseking offers a great range of products for this market segment. Margin is often the biggest challenge for resellers and we manage our channel to provide good margin opportunities to our customers.” Caseking UK is currently working to strengthen its team and bring new brands to the UK market. “We hope to have some announcements before Boot Camp North,” adds Ling.

CONTACT: www.caseking.co.uk | Tel: (0)1782 444488 | Email: sales@caseking.co.uk

CENTERPRISE INTERNATIONAL CREATED 20 years ago as a division of Centerprise International, the distributor is aiming to be the No.1 partner for rugged products in the UK, showcasing a wide range at this year’s Boot Camp North. A key brand for the company are Toughbooks and Toughpads, and through a strong partnership with vendor Panasonic, it is now one of the largest distributors of the products within the UK.

from strength to strength. Panasonic will be releasing some great new products later in the year and we are excited to be one of their most valued partners in the industry.” The Centerprise team is looking forward to engaging with current customers at this year’s Boot Camp North, but it is also looking to connect with prospective new partner too. “We believe that events are a

“Being a small but focused team we can adapt to our customers’ requirements quickly and efficiently.” Emma Loveless, Centerprise International “We have had some fantastic support from Panasonic, who have helped us win big contracts with our customers,” says Emma Loveless, distribution manager at Centerprise International. “We will ensure this relationship continues to go

powerful way of reaching out to customers, so we regularly take part in events that will enable us to engage with our audience,” explains Loveless. Centerprise says that an important part of its client relationship is making sure all

customers have a dedicated account manager who can support them, from choosing the right product up to the delivery of the goods. “We ensure that all staff are experts in their ﬁeld, which enables us to help our customers in choosing the right products for their environment,” adds Loveless. “Being a small but focused team, we can adapt to our customers’ requirements quickly and efﬁciently, which is something our bigger competitors cannot offer.” Loveless says: “We are always looking to expand our business and we soon hope to announce additions to our portfolio. This will increase our product offering, allowing us to meet our customers’ requirements even more effectively.”

CONTACT: www.centerprise.co.uk | 01256 378071 | distributionsales@centerprise.co.uk www.pcr-online.biz

PCR November 2015 | 27

In association with

BOOT CAMP NORTH PREVIEW

LOGICNOW FOUNDED IN Dundee in 2004 as HoundDog Technology and acquired by GFI Software in 2009, the company’s products were rebranded as GFI MAX, with the result being rapid global expansion. Earlier this year the company was spun out by GFI Software and rebranded LogicNow, to focus entirely

LogicNow employs around 500 people. Dedicated to moving away from what is commonly known as a ‘break/ﬁx model’ to a ‘managed service model’, LogicNow’s products and commercials are focused on supporting the growth of its customers’ businesses and helping MSPs to expand the

“Events like PCR Boot Camp North are critical to the success of the channel by focusing on education and enablement.” Deborah Lister, LogicNow

CONTACT:

on cloud-based IT service management. It now boasts the largest customer base globally amongst MSPs in the remote monitoring and management segment. With headquarters in Dundee and Edinburgh, plus ofﬁces and customers across the globe,

reach and breadth of the services they offer. In addition to substantial investments in R&D, the company invests in education and training for its customers in order to support their business growth. “LogicNow invests heavily in the community, knowing that by

MEMORY AND storage will be the focal point for M2m Limited this year, as the distributor will be showcasing its wide range of brands, including the likes of Toshiba, Samsung, Seagate, Crucial and G-Skill. The ﬁrm will also be promoting Klevv gaming memory at the show. The company will be demonstrating the latest

Technology (TSST), and service products including the M2m portal. The distributor was ﬁrst set up in 1998 as a specialist memory supplier, and has since had a turnover of circa £50 million. “From memory we expanded into storage, keeping our focused specialist approach, and we have launched our Enterprise Division

helping our partners grow, we enable the channel to succeed,” said Deborah Lister, LogicNow’s community executive. “Our products are sold through the channel as a platform for allowing solution providers, MSPs and IT organisations to deliver high quality services, and events like PCR Boot Camp North are critical to the success of the channel by focusing on education and enablement.” LogicNow’s MAXfocus product suite includes integrated remote monitoring and management, hybrid backup, mail security, service desk, managed security, mobile device management and management of cloud apps. Over the last 18 months the company has invested in building a data science team to build collective intelligence and machine learning capabilities that will enable it to deliver business and operational insights to customers. This reﬂects the company’s commitment to differentiating itself from its competitors.

www.logicnow.com | 01382 309 040

M2M DIRECT always, meeting new and current customers face-to-face as well as introducing some of those customers to our world class suppliers, we always look forward to meeting and talking to clients at the networking event.” Mitchell adds: “We see Boot Camp as the ideal opportunity to meet new and current clients to update them on M2m products and services.”

“We see Boot Camp as the ideal opportunity to meet new and current clients to update them on M2m products and services.” Ged Mitchell, M2m Limited SSDs for client, server and data centre applications, including M.2, PCIe as well as NVMe technologies. Other products that will be shown off include a range of accessories from Toshiba Samsung Storage

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with some outstanding new supplier engagements,” says M2m Limited MD Ged Mitchell. The after party at Boot Camp is also something Mitchell is looking forward to, offering the team the chance to network and meet with new clients: “As

www.m2m-direct.co.uk | 0208 676 6067 | sales@m2m-direct.co.uk

28 | PCR November 2015

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BOOT CAMP NORTH PREVIEW

PXS DISTRIBUTION PXS DISTRIBUTION will be unveiling the innovative Bitdefender Box at this year’s Boot Camp North event. Bitdefender products feature anti-virus and anti-spyware capabilities against internet security threats such as viruses, Trojans, rootkits, rogues, aggressive adware, spam and

transactions, a virtual wallet option to save passwords and lighter scanning technology with lower impact on computer performance. The Bitdefender Box is a piece of hardware which protects all Wi-Fi devices in a home – increasingly important as the Internet of

“It’s a great chance to listen to resellers’ thoughts on the market, where their focus is and how we can work with them to grow their business.” Robert Hall, PXS Distributon others. Applications include web protection, cloud antispam, firewall, vulnerability scanner, parental controls, file encryption, device antitheft and backup for corporate and home users. The 2015 line includes profiles for performance optimisation, a secure browser for online

CONTACT:

Things (IoT) means that more and more smart devices are being introduced into our lives. Continuing the security theme, PXS Distribution will also demonstrate the full range of products from Bitdefender and Kaspersky. Another crowd-puller for the ﬁrm will likely be the VR One

virtual reality headset from Zeiss, which promises to deliver an unrivalled viewing experience with Zeiss precision lenses and 5.2 inch display of a smartphone, providing stunning and engaging visuals at a mobileleading resolution. “Events like Boot Camp North are a unique chance for us to engage one-on-one with new resellers,” said PXS Distribution’s MD Robert Hall. “We are bringing new products which have to be seen in use to be fully appreciated. It is also a great chance to listen to resellers’ thoughts on the market, where their focus is and how we can work with them to grow their business. He added: “One of the most exciting products at the show from us will be the Bitdefender Box product. “This is going to change the smart home market forever. We will also have the VR One and the rest of the security range from Bitdefender and Kaspersky.”

www.pxsdistribution.co.uk | 0844 879 4212 | support@pxsdistribution.co.uk

TERRA TERRA WILL be at Boot Camp North 2015 promoting its range of SFF desktops, LCD Displays, notebooks and tablets, including a new ruggedized tablet and also a new gaming PC. “As a channel-only manufacturer and a relatively new entrant to the UK market, events such Boot Camp North

Delegates can visit the TERRA stand at the expo to have a go. TERRA sells its own brand products and distributes components, peripherals and software – Jensen says the team continues to expand as the company grows its channel-only business in the UK.

“As a channel-only manufacturer and a relatively new entrant to the UK market, events such as Boot Camp North are extremely important to us.” Neil Jenson, TERRA are extremely important to us in trying to get our brand message across,” says TERRA director Neil Jensen. While it’s at Boot Camp North, the company will be giving away a TERRA MOBILE 1513 Notebook as prize at to the fastest driver on its F1 Gaming experience.

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“Last autumn we invested in our own UK-based service centre for managing all technical queries – onsite, pick-up/return and bring-in service cases and distribution RMAs – from a UK dedicated service team, which helps us guarantee a very quick turnaround time

and professional service to our resellers.” The company’s key brand is TERRA, which has been in existence for 30 years in Europe. In terms of distribution, it carries various brands, including Microsoft, Western Digital, Intel and PNY. Jensen said the biggest issue impacting the market will be whether Windows 10 is properly adopted: “Windows 10 will drive hardware sales and technology take up. Previous versions of Windows received mixed receptions and the reluctance to move OS platforms can stiﬂe hardware developments.” TERRA is currently focused on its own portfolio, however: “Up next for TERRA is continued growth based on quality of service and product, plus the introduction of our reseller cloud services,” said Jensen.

www.terracomputer.co.uk | 03333 444 357 | sales@terracomputer.co.uk

32 | PCR November 2015

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VIP COMPUTERS VIP COMPUTERS will be showcasing its range of PC components, gaming peripherals and devices at PCR Boot Camp North 2015. VIP’s director Richard Marsden said: “PCR Boot Camp North and South are now set in stone in the calendar, and we go there to present and engage

will be promoting that again. It’s a fantastic opportunity for us to meet customers which we wouldn’t necessarily be able to get out and see.” This year marks the 25th anniversary of the distributor, with diversity being a key ingredient in the company’s ongoing success.

“PCR Boot Camp North is a fantastic opportunitiy for us to meet customers which we wouldn’t necessarily be able to get out to see.” Rich Marsden, VIP Computers with our small indies, so it’s something we’ve really enjoyed attending over the past couple of years. “We use Boot Camp as an opportunity to engage with our independent retail channel, through our VIP Club programme, so we

CONTACT:

“We’ve just carried on doing what we do and it’s proven successful for us,” added Marsden. “We’re looking at different markets – we signed a contract with Durabook six months ago and that’s exclusive for the rugged market. We’ve

got a team from our Southern ofﬁce working on that project. “We’re launching our own brand tablet in Q4 this year, we’ve got some Windows and Android tablets under our Vortex brand. That’s new, but it’s something that’s standard in our market. It’s nothing that’s outside the norm, so pretty much it’s been business as usual for us.” With many other companies dealing with tablets reporting a recent slump in sales, that’s not stopped VIP from launching its own brand. “The ﬁrst one will be a 10.1-inch Windows tablet, with a keyboard. And the second one will be an Android tablet. So the differentiation in the Android tablet is we’ll give away 12 months free internet security on the device. “We’ve been working closely with Intel and Microsoft to get the offering off the ground.” There may be samples of Vortex at this year’s Boot Camp.

www.vip-computers.com | 0871 622 7561 | salesgroup@vip-computers.co.uk

BOOT CAMP North 2015 is simply unmissable if you’re a tech retailer, reseller, etailer or system builder. The event caters speciﬁcally for ﬁrms based in the Midlands, North of England, Scotland and Wales, starting with morning

34 | PCR November 2015

talks and panel sessions that will inform, educate and inspire on topics directly relevant to technology dealers. The afternoon expo, meanwhile, will provide a platform for you to do business with manufacturers and

distributors, who will be showing off their latest products and services to the trade. Once again, the event will be followed by an after-show drinks reception, giving attendees the chance to do some further networking.

It all takes place on Wednesday November 18th at the Royal Armouries in Leeds. It’s completely free for dealers and system builders to attend, who will get to go home with either a Veho Azuro sound bar or Philips boom box.

Put simply, PCR Boot Camp North is the region’s premier PC and tech trade event. So what are you waiting for? If you’re a dealer and want to register to attend for free, just visit www. pcrbootcampnorth.com today!

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DRONES

Game of

Drones W hile the word ‘drone’ would once summon the image of terrifying unmanned military helicopters in most people’s minds, in the past few years the term has been used to describe the latest must-have gadget. Ever since Amazon revealed that it was working on a drone delivery service back in December 2013, small smartphone-controlled copters have become a popular Christmas gift for children and adults around the globe. With Federal Aviation Administration official Rich Swayze warning that there will be one million drones sold at Christmas this year, this is an area of the tech market that should be of great interest to retailers. “We’ve always had great success with radio controlled toys and gadgets such as helicopter products, so drones were a natural progression for us,” Maplin’s buying director, Ben Winter, tells PCR when asked why the retailer decided to stock drones. “They were new, innovative and still relatively unheard of in the UK when we brought them in – and over the past year they’ve become a huge trend.” The retailer has sold more than 17,000 drones in the past year. But it’s not just the gadgets themselves. There are opportunities to sell addons and create bundles too. “We currently sell lots of addons for our drone range, including spare batteries, propellers, controllers and prop guards,” adds Winter. Consumer interest doesn’t stop at flying a little drone around your back garden over the Christmas period though. There is now such a thing as ‘drone racing’.

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FPV offered the first UK first person view systems in 2008 and have since set up racing and drone clubs. “Drone racing is destined for great things,” reveals Simon Dale, MD of FPV. “Big sponsors are showing interest as well as many TV production companies, so it shows all the signs of becoming a big international sport.” Winter agrees: “Drone racing is becoming popular. It is early days but we believe there is huge potential for growth in this area.” The UK will be seeing its first Drone Show take place on December 5th to 6th 2015, and the show’s founder, Oliver O’Brien, also sees huge potential for drone racing: “While it’s at a very grassroots level at the moment, it is on the cusp of something big. Our show will be the first major UK event and expo with an indoor FPV track.”

Are drones just a consumer fad or is there more to the unmanned aerial vehicle market than you might think? Laura Barnes finds out why these gadgets have spawned their own UK expo and sporting events, and why that should be of interest to retailers and resellers…

With drone toy suppliers including the likes of Flying Gadgets, Revell, Top Race, Flair and Wow Stuff, it looks like the consumer interest in these gadgets isn’t going away any time soon. But there also appears to be plenty of opportunity for resellers to sell to businesses too. O’Brien reveals that there are actually many more business uses for drones than you might think: “There’s aerial photography, surveying land and monitoring farming crops. Ofcom now uses them on things like the BT tower to check satellite signals. “Hollywood is another example. Where they would use helicopters for sweeping aerial shots before, they are now using drones,” he explains. UAVs (unmanned aerial vehicles) can also be used in humanitarian crises. “Drones can detect phone signals, so if there was

Parrot’s smartphonecontrolled AR.Drone 2.0 in action

“Drone racing is destined for great things. Big sponsors are showing interest as well as many TV production companies.” Simon Dale, FPV

major disaster and someone was buried under rubble and their phone was still working, drones can hone in on them,” O’Brien adds. Consumer products manufacturer Parrot has seen a lot of success with its drone ranges and while it’s continuing to ramp up the consumer products, it’s now also focusing on the commercial market. Vanessa Loury, global PR director at Parrot, tells PCR: “Parrot is moving forward with its strategy to identify outstanding small firms and achieve verticalisation in the commercial drone sector, bringing together and contributing to the development of leading firms in their fields, focused on meeting the needs of its three priority markets: precision farming, 3D mapping and inspection.” To earn money from using drones, whether that is photography or checking oil rigs, you have to obtain a training qualification, which gives you permission for aerial work. Couple this with the fact that drones can be quite tricky to fly without hitting someone (or yourself) in the face, and it’s easy to see why there is now a number of training programmes for both professionals and consumers, including Maplin’s drone academy, which the retailer says is a UK first. So what can we expect from drones in the future? “We’ve seen the demand for drones growing year on year and there are also many professional applications that will definitely develop in the future,” says Loury. O’Brien adds: “Drones will be one of the biggest revolutions in the tech industry for the next 20 years.” PCR November 2015 | 37

SPORT SPONSORSHIPS

Tech can play that game With one in three UK adults having an interest in football, it’s no wonder tech firms are sponsoring famous football teams. But how can smaller businesses take a slice of this action? Jade Burke explores the possibilities…

potting the logo of a well-known brand splashed across the hoardings within a football ground is something we are all familiar with, but why are tech companies in particular choosing to tap into this type of marketing campaign? The fact that millions of people tune in to watch the latest football game on TV, let alone the thousands of fans that actually go along to the game, certainly make it an attracting prospect. According to the Barclays Premier League, the league attracts a global fan following of around 1.46 billion, while in England 32 per cent of the adult population state they are actively engaged with the Barclays Premier League. The population of the UK from June 30th 2014 was estimated at 64.5 million (according to the Office of National Statistics), meaning there are more than 20 million football followers in the UK. Hannspree’s UK territory manager, Martin Kent, says: “Sponsorship increases our visibility and brand awareness, increasing the likelihood of consumer purchases.” Hannspree has renewed its partnership with Watford 38 | PCR November 2015

Football Club for the 20152016 football season, where the firm hopes to expose its various devices through LED displays. But Hannspree isn’t the only tech vendor known for its sponsorships within the sport industry, for example Lenovo is an official sponsor of NFL, while Intel also previously sponsored Barcelona FC. But what are the benefits of working with football teams? “Having used sponsorship activities as a marketing platform since our company’s launch, we are confident that it has proved to increase our corporate identity and brand visibility to the consumer, helping drive pull through sales and create a ‘feel good factor’ towards our brands,” explains Kent. No doubt having a logo emblazoned across hoardings, TV screens and football shirts, will attract a lot of attention, but other firms have reported a hike in social media followers. Electronics vendor Veho chose to sponsor Southampton Football Club as part of a move to increase customer awareness of the brand, and since the Barclays Premier League has a 4.7

billion TV audience across 212 territories, Veho felt that sponsorship was the right way to go. Ben Vallance, commercial director at Veho, adds: “In the last year, coupled with our global social media strategy, the sponsorship has helped to grow our global social media following from around 20,000 to 500,000 with around 30,000 consumer interactions a week. This gives us longevity of consumer brand awareness beyond our current two-year partnership with Southampton FC.” While these larger tech firms are embracing football on a large scale, what can smaller businesses do to help increase their presence? Sophie Morris, strategic marketing and sponsorship consultant at Millharbour Marketing, explains: “Smaller retailers can look at their own local markets. The closer you are to your customers, the more engagement you will be able to have. “If you want wider exposure then look at sports. That might be more cost-efficient investments now, but might give you a strong and growing audience. But it completely depends on who

“Even the roundabout down the road or the seventh tee at the local golf course can be sponsored.” Martin Kent, Hannspree

you are trying to target and what you want to achieve.” In addition to this, retailers should consider events in the local area, or even local hotspots in towns, for example a golf course will always offer companies the opportunity to advertise. Kent concurs: “Even the roundabout down the road or the seventh tee at the local golf course can be sponsored. It is important to choose a partner that is beneficial to your business, but generally most activities will help increase consumer awareness if used to their full potential.” But it isn’t just football teams that firms are sponsoring, for example Kaspersky Lab has renewed its partnership with the Scuderia Ferrari Formula One racing team. Additionally, eSports is another major area where firms are choosing to spend money, and it’s no surprise as more and more gamers are starting to embrace eSports. No doubt every company should consider sponsorship as part of their marketing campaigns, as the increased exposure will certainly lead to a greater brand presence with customers and greater sales in the future. www.pcr-online.biz

The answer is

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BEHIND THE SCENES

FACT FILE Year established: 2007 Number of staff: 17 Contact: 0844 999 4123 Email: enquiries@dinopc.com Website: www.dinopc.com Address: Unit 6C Dominion, Business Park, Goodwin Road, Edmonton, London, N9 0BG

London’s finest: DinoPC makes a bigger footprint As North London’s sole builder of performance systems, DinoPC is also one of the more unique – boasting computers with reptile-style casing and a Google-like office. Now the builder is making a bigger impact, with a fresh website and systems. Dominic Sacco spends a day with owner Vladimir Kuznetsov and his team in their new Edmonton office…

FTER traversing this quiet industrial estate a couple of times, I wonder if I’ve got DinoPC’s address wrong. This little patch of Edmonton is not where I’d expect to find a specialist system builder. I ask a nearby warehouse worker for directions, and he points to a black door with no sign on it. I feel like I’m about to enter an exclusive club. After buzzing in, I walk upstairs into a clean, modern office with a huge dinosaur claw (DinoPC’s new branding) mounted onto the wall behind the reception desk. To the left, some of the firm’s new Carnivore watercooled systems are on display, and in the corner there’s a desk with a see-through cover and a PC inside. All of this is of stark contrast to the ordinary surroundings outside; I feel like I’ve stepped into Santa’s secret grotto. This new office is three times bigger than DinoPC’s

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previous one at Willesdon Junction, giving them space to expand further. DinoPC’s owner and MD Vladimir Kuznetsov and purchasing manager Marco Della Vedova enter the room and introduce themselves, before giving me a tour of the new office. We walk into a large open room, surrounded by smaller connected offices. There’s a large training dummy in the centre of the room, with some boxing gloves next to it. The pair invite me to throw a few punches at it, but I’m not much of a fighter, and politely decline. As we step away, I can’t help but feel like I’ve failed some kind of test! Vladimir and I enter the large meeting room near the entrance to chat about his background and how DinoPC started out. He says he’s originally from Ukraine, and moved to London at the age of nine. “I originally wanted to be an archeologist – probably

“We want to invest in our staff – then you get good ideas out of them, because they’re passionate about their jobs. We want to get their creativity flowing.” Vladimir Kuznetsov, DinoPC

from watching the first Jurassic park and [being inspired by] the guy who finds things,” Vladimir smiles. That explains the system builder’s dinosaur-theme, but what about his other passions? “I’m into Formula One,” he tells me. “It’s about people trying to engineer in a super competitive world. You’ve got these rules and everyone is trying to come up with the best solution to win which is slightly better, that makes a huge difference, especially in F1 where a second can be the difference between winning a race. “It’s insanely competitive, that’s what I love about it. When you follow it, you’ve got to know the ins and outs.” There’s the obvious comparison between F1 and the performance system build market – they’re both about trying to get more out of a machine, and competing with other brands to make the fastest, better-looking and best PCs.

I’m stunned to discover Kuznetsov – who is 29 years old – started DinoPC in his early ‘20s back in April 2007. I berate him for not putting himself forward for PCR’s 30 Under 30 during that time and he laughs it off. This is clearly a man who likes to operate in the background – he’s methodical and has a clear plan in mind for DinoPC, but doesn’t want to be in the centre of the spotlight (something I discover when I try to take a photograph of him for this article)! That’s not a bad thing, of course, and it means the staff around him are given more responsibility to make their mark within the firm. PRIMAL POWER We step out of the office and take a closer look at the three new watercooled Carnivore PCs in the main reception area. They’re the brainchild of award-winning overclocker Luke Szczawinski, who clearly has an eye for the finer details PCR November 2015 | 41

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BEHIND THE SCENES The three new watercooled Carnivore PCs are the brainchild of award-winning overclocker Luke Szczawinski

– the cable ties are meticulously lined up beside one another so everything is neat and tidy. The range includes the £2,399 Troodon, featuring an i7 6700K CPU, 240GB/1TB SSHD and a GeForce GTX 980 Ti 6GB GPU, and the £4,699 Raptor with two 980 Ti cards, an i7 5930K Extreme CPU and a 480GB/2TB SSHD. Then there’s the top-of-therange £9,999 T.Rex, boasting an i7 5960K Extreme CPU, a whopping three GeForce GTX Titan X graphics cards and more. I can now understand why DinoPC’s slogan is ‘Engineered to the Extreme’. All three also feature 16GB 3200Mhz DDR4, and were reviewed favourably by the likes of Custom PC magazine. We step into Luke’s room, and it’s the polar opposite of 8Pack’s messy overclocking area at OCUK. This has to be the tidiest workshop PCR has ever seen – it’s more like an office than a workshop. There are several speakers dotted around the room too – a custom surround sound system Luke has setup. “He’s very particular, super-

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organised and knows his stuff,” Vladimir says. After walking back into the main room, and breaking the ice with Vladimir, I decide to have a go on the boxing dummy – but only for a few moments. I’m as awful as I thought I’d be, and give the boxing a rest! There’s what appears to be a dentist chair nearby. On closer inspection, it’s actually a napping device – visitors or staff can just sit in it, lie back, close the cover around their head, listen to the music and relax. After trying it out, I take a peek into Marco and Vladimir’s office, and I can hear Mambo No.5 playing in the background. There are some Russian dolls on Vladimir’s desk. Come lunchtime, most of the team members are in the brightly-themed kitchen, making and eating pasta together – it’s known as ‘pasta club’ to some in the industry. DinoPC has seven Italians working for the firm out of its 17 staff overall, and it’s clear the pasta club is their creation. There’s a lot of camaraderie here.

“We all have a certain sense of humour, we’re a bit of a collection of oddballs!” Marco Della Vedova, DinoPC

Marco says: “We all have a certain sense of humour, we’re a bit of a collection of oddballs! We don’t take ourselves too seriously, but we are a serious company.” The team are tight-knight, like a family. Marco has known Vladimir for nine years, while marketing manager Nic Carnelutti has been at the firm for nine years. All in all, the office lets off one of the most laid-back yet professional vibes I’ve experienced. It’s very Google, and Vladimir explains why. “We want to invest in our staff – then you get good ideas out of them, because they’re passionate about their jobs,” he says. “We want to get their creativity flowing and let them learn on the job. We don’t want them just doing database stuff or have to be told exactly what they need to do everyday.” Marco adds: “We expect our staff to take the initiative.” DinoPC has plans to hire apprentices and give work experience staff a chance of securing a job – and has created an attractive working environment to do so.

The company has recently revamped its website, with a focus on being more vendorneutral and informative, with high-quality photos, videos and social media activity, to help the customer make a more informed purchasing decision. And on the new office, Vladimir wants to make it as impressive as possible. “I put this all together – I want it to be perfect,” he says. “But I don’t want to get distracted on how it looks, we want to focus on the business – we’re really ambitious.” To conclude the tour, we head down the stairs at the back of the office to DinoPC’s warehouse area. Vladimir explains: “It’s not fully ready yet. We’re working on it and are ordering bits and pieces. But it’s fine for now. “It’s not as big as other people’s warehouses, but we focus on computers, while some focus on components as well. The important thing is it’s a lot bigger than our old one – we have more space.” On the left there are some systems being boxed up. The sleek new DinoPC claw logo discreetly placed on the side of the box is a cool touch – it seems like there’s an animal inside raring to be unleashed. “We want to build the little things to create a positive impression of DinoPC, so that the customer can trust us,” says Vladimir. “You’ve got to differentiate yourself.” So, what’s next for DinoPC? What are their aims and ambitions for the next few years, and how do they think the industry will change? “Virtual reality – I think that’s the future,” says Vladimir. “We haven’t really dabbled in it but I see it growing massively. Whatever it is now, in five years time it could be 1,000 times bigger. It could be huge. “But right now we’re focusing on what we do best – gaming PCs and custom PCs,” Vladimir says. “So we’ve got to make sure we get all the basics right, and then to expand…” “We will probably have two sites at some point. “It’s not easy to pack up and go, but sometimes you’ve got to take that leap of faith.”

PCR November 2015 | 43

RETAILER OF THE MONTH

FACT FILE Year established: 2005 (store opened in 2013) Number of staff: 2 Address: 13, Heywood Street, Brimington, Chesterfield, Derbyshire, S431DB. Telephone: 01246 200214

Chips Computers

Email: Sales@chips-pc.co.uk Website: www.wefixanycomputer.com

Having started out as a call-out only service, Chips Computers is now an award winning store. Phil Griffiths tells Jade Burke what it’s like to have a female employee in store and why the team makes Star Wars inspired PCs… Tell me us about how your business started… The business started in 2005 as a call-out only service, where we would go to residential and business users. We have been continuing that and do repairs and upgrades, and even sell new machines to people and set them up. In 2013 we opened our first store and it’s run by my wife and myself. It’s quite a small store in comparison to some, but we’d like to think of it as the biggest small store. Just you and your wife run the store. Is it difficult having such a small team? I’m going to say we are unique as we do have a woman working in the store, but the catch is you have still got sexism. But the advantages are that we get women coming in specifically to see her, because they feel more at ease talking to another woman about things. What products and services do you offer? 44 | PCR November 2015

We offer standard services and we have a system set up where people can come in and design their own machines – it gives you 306 trillion combinations of computers. We also custom build laptops as well. Also, we offer services to people who have mental disabilities, like Parkinson’s or Alzheimer’s, where we go to their house and set up their machines. At the moment we are getting large on gaming peripherals. About a year ago, I’d say we probably had five or ten per cent of the store dedicated to gaming stock, and now about a third of the store is dedicated to gaming peripherals. One of the things we do is go to the extremes in building computers. We can turn old toys into computers, for example Star Wars toys like the Millennium Falcon or Doctor Who’s Tardis. Why would you say there has been an increased popularity in PC gaming?

I think it’s mainly down to the latest generation of consoles, which are probably not what everyone expected or wanted them to be. Some of the consoles can’t play some of the games in HD, which in this day and age is pretty much a must. So people seem to go down the

Well it was the second time we had been nominated for it in the two years they have been doing it. The first year we lost out to another local store. The second year we won it and it meant a lot to us, because that meant in the first year we had improved the store to actually beat one of our competitors, who had a store for maybe ten years.

“It’s a small store in comparison to some, but we’d like to think of it as the biggest small store.”

Do you stock any software or home security products? The only security products we tend to stock is security software, like BullGuard, Kaspersky, Norton and so forth. Hardware wise, it’s not something we have really got into at the moment.

Phil Griffiths, Chips Computers gaming options for the PCs, because they do more and you can get things to look 10 times better. You won the 2015 Chesterfield Retail Award for Best Technology. What did that mean to you?

What are your thoughts on the security sector and large-scale hacks on wellknown companies? The reason why big companies get hacked is the same reason why people rob rich people. They have got more money or more information. But, there’s not

much the home user can do other than keep changing their passwords. What’s your top-selling product in store? I’d say our top end gaming stuff at the moment, including Razer and Mad Catz products, which seem to be very popular. What are your future plans? We’re keeping our eye on virtual reality or augmented reality, with the Microsoft HoloLens or the Oculus Rift. I have a feeling augmented reality will probably be the bigger of the two, if and when it ever comes out, if the price is right for customers. Regarding stores, we’re not saying we want to move, but if something right popped up in our area and it had all the facilities we needed, then we would consider moving, rather than add an extra store. We are also always expanding our maintenance contracts, which are aimed at a lot of residential users. www.pcr-online.biz

Stylish Designs Versatile Functionality

Prime

Legend

Pulse

Active24

www.hannspree.co.uk

PCR BOOT CAMP NORTH IS BACK

WEDNESDAY NOVEMBER 18TH 2015 THE ROYAL ARMORIES, LEEDS PCR Boot Camp North– the conference, expo and networking party for tech retailers and resellers – is returning to Leeds on Wednesday November 18th, after a hugely successful debut event last year. As ever, dealers get in completely free. Each delegate is given a complimentary gift bag to take home worth nearly £100. There’s a full day of conferences, networking and exhibition time, as well as lunch and dinner and a free bar at the after party. For exhibitors, it’s a fantastic opportunity to get in front of retailers and resellers, network and grow business.

For more information on the event contact Andrew Wooden on awooden@nbmedia.com For partnership opportunities talk to Jennie Lane on jlane@nbmedia.com or 01992 545647

MYSTERY SHOPPER

Enfield Town This month our Mystery Shopper went in search for a smart home security kit and some anti-virus software in hopes of keeping their PC and home more secure. With Enfield Town as the backdrop, here is how they got on…

6/10

7/10 WHSMITHS I TOOK a stroll around WHSmith and eventually stumbled across some Kaspersky products. A lady to my left was busying herself stocking up a display, so I decided to ask her if the store had any more security products. She said Kaspersky was the only brand available, and recommended I check online for Norton Security. I prompted her for some more help by asking her if she could explain the difference between Kaspersky

TESCO

SONY CENTRE Internet Security and Total Security. I was informed that Total Security would be the best to purchase out of the two. She also suggested that if I currently use another brand of anti-virus software, that I continue with them, as I may be eligible for cheaper deals. The assistant went on to stress how important it is to secure my PC, and told me that the store also sadly did not stock any home security kits.

THE SONY Centre was buzzing with life as I entered, with tablets and TVs all whirring to life. As I walked around the store, soon enough one of the store assistants approached to see if he could help. I told him I was on the look out for some security devices, including anti-virus software for my PC and security home kits. My request was soon followed by the shake of a head, as I was told the store stocked no such products.

I couldn’t hide the disappointment on my face. I think the assistant noticed my disappointment, as he suggested I try out Maplin for home kits. Although my visit to the Sony Centre proved to be a little bit hopeless, I cannot fault the customer service that I received while I was shopping in the store. Plus, I appreciated the assistant’s honesty when it came to referring a competitor to help with my needs.

STAR STORE

9/10

8/10 MAPLIN A ROW of mini electric cars caught my attention in the shop window as I made my way to Maplin. As I entered, no one approached or greeted me so I took a wander around to see if I could locate any smart home security kits. Much to my delight, I found a whole section dedicated to smart home devices, but I couldn’t find any security kits. I asked an assistant if he had anything to offer, and he knew exactly what I was after. www.pcr-online.biz

ARGOS Pointing to the selection on offer, I saw Maplin stocked both Swann and Sentient products. He told me that Swann’s Security System for £249.99 would be ideal, and explained that I could sync the device with my smartphone, or hook the camera up to a TV or PC. I felt the advice given to me was incredibly helpful, and the fact it actually stored smart home devices was a relief, unfortunately it didn’t have any antivirus goods.

I ATTEMPTED to locate some smart home security kits using the electronic Argos catalogue, but I noticed a staff member was free. I told him I was looking for some security products. He seemed more concerned about the queue of people behind me waiting to pay, so noticing his distress, I asked if he would like to serve the customers behind me first, and much to my surprise, he said yes. While I waited by the side of the till, another

5/10

assistant waved me over to help. They were also keen to assist and told me that there was a wide range of home kits available, and suggested that the Motorola Focus 66 WiFi HD set for £69.99 would be the best solution. She told me I could pair the system with the Hubble App, which was compatible with iOS and Android. Plus, as soon as I mentioned anti-virus software, a string of brands rolled off of her tongue.

THE STORE was bustling with shoppers when I arrived, and I thought that the large superstore must stock anti-virus software or smart home devices, but I had trouble locating either. I proceeded to walk up and down the aisles until I found a staff member to help with my query, but all I could find were two assistants chatting away. I politely interrupted their conversation, and when I mentioned I was on the lookout for some

security software, a bemused look was my only return. I tried to elaborate more, and was asked if I was looking for some Norton software. “At last”, I thought, “we’re getting somewhere”. When I replied, “yes”, I was told that Tesco doesn’t stock this kind of software, nor does it have any smart home devices for me to take a look at. They offered no alternative, just an apology, so I made my way out of the store.

SUMMARY ALL IN all, Enfield Town was a difficult spot to locate either anti-virus software or home security kits. For instance, large superstore Tesco stocked neither and the store assistant I approached for some advice seemed to have no recollection at first of the kind of software I was after. Similarly, the Sony Centre had no home security products, but I was impressed with the honesty and customer service I was given. The service I received in WHSmith was great, but I was disappointed to find that the retailer only stocked one brand, offering me very little variety. However, I appreciated the assistant’s concern in the store as she highlighted the importance of protecting devices at home. I was quite shocked that over half of the stores I visited didn’t have home security products. But Maplin proved to be ‘the electronics specialist’ it claims to be, as it was one of only two stores that actually stocked smart home kits. I was impressed with the assistant’s knowledge, plus there was a wide selection on offer. Additionally, I was delighted by the enthusiasm I received by one of the assistants in Argos. I was concerned my visit would be a little fruitless when I spoke to the first staff member, but thankfully all of my queries were resolved when I spoke to the second, and it turned out the store had the biggest selection of smart home and anti-virus products, making it my Star Store this month.

PCR November 2015 | 47

STATE OF SECURITY

How are security threats evolving? Laura Barnes asks a number of security experts how selling security has changed over the years, what subscriptions and auto-renewals mean for retailers and resellers, and how IoT is going to shake up the security industry…

ll you have to do is have a quick sift through the major headlines of the past year to see a number of stories surrounding high profile data breaches. Despite this focus on big brands, ‘security’ is something of a concern for businesses of all sizes, as well as any consumer that owns tech products and has their own bank account. Greg Aligiannis, senior director of security at Echoworx, reveals that the Internet of Things (IoT) is growing at breakneck speeds, ‘from two billion objects in 2006 to a projected 200 billion by 2020’, while Tom Gaffney, security advisor at F-Secure, calls 2015 ‘the year of password hacks’. Couple all this with stats from Norton that shows malware increased 26 per cent in 2014 and there are now one million new threats across the globe per day. PCR thought it was about time to speak to a number of security experts to find out exactly what some of the biggest

48 | PCR November 2015

threats are, how retailers and resellers are still making money from the changing security landscape, and how businesses should be protecting themselves. IN WORKING ORDER The Sony hack and Ashley Madison data breach are recent examples of the damage that can be done to businesses that are breached. As Duncan Brown, European security practice research director at IDC, puts it: “Without a doubt, the most significant threat to a business is a persistent, targeted attack. There is a near-certainty that such an attack will be successful.” While the Sony hack focused on circulating unreleased films and employees’ personal information, and the Ashley Madison breach appeared to be a name and shame campaign, a lot of attacks are centred around collecting bank cards and banking details. “Whether it’s raids on banks or retailers’ servers, the trade in stolen credit card and

“Ransomware is evolving and continues to grow – increasing 113 per cent last year.” Gareth Lockwood, Norton

banking details is thriving on the dark web,” says Steve Bell, security expert at BullGuard. It seems the culprits of these attacks are no longer mere individuals as they once were thought to be. “These are large-scale co-ordinated attacks, highly sophisticated and driven by groups of cyber criminals distributed across the world,” explains Raghuram Gorur, program director at Happiest Minds. Rob Hall, director of PXS Distribution, points out that the changing working environment can lead to companies being exposed to cyber crime too. “The BYOD phenomenon coupled with mobility has increased the malware and phishing landscape drastically,” he says. “Vulnerability in general is higher than ever.” LIFE’S A BREACH It’s not just organisations that have to continue to ramp up their security. Consumers continue to be affected by various cyber crimes, and last year saw increases in the number of different targets,

including healthcare and National Insurance numbers. “Having a person’s NI number allows cyber criminals to get high-demand prescription drugs in the consumer’s name and have the potential to blackmail those people,” explains Brendan Rizzo, technical director for EMEA at HP Security Voltage. Social media-based threats have also caught the attention of security firms. “This is a stand out area,” says Bullguard’s Steve Bell. “Hackers are continually developing new techniques to exploit social networks to send users to dubious web sites and malware infected links. From the criminals’ perspective, it’s a relatively risk-free endeavour, which can bring lucrative rewards.” As well as the increase in these more uncommon threats, ransomware and bank detail theft have continued to be problematic for consumers. Gareth Lockwood, EMEA consumer product specialist at Norton, tells PCR: “Ransomware is evolving and www.pcr-online.biz

STATE OF SECURITY

continues to grow at a rapid rate – increasing 113 per cent last year. “This is where a victim’s data is captured and/or encrypted, then a cyber criminal will extort a ‘fine’ in exchange for the safe return of consumer or business data.” IDC’s Duncan Brown adds: “Ransomware has risen dramatically in the last year or so, and it is extremely distressing for victims. Phone and bank card fraud scams, though not pure cyber security threats, are often enhanced through online profiling of targets.” One of the biggest threats for consumers, and eCommerce businesses, over the past year has been the increase in Card Not Present fraud (CNP fraud), according to Jackie Barwell, head of fraud products at payment systems firm ACI Worldwide. “CNP fraud has grown with the widespread adoption of EMV (so-called smart cards, also called chip cards or IC cards, which store their data on integrated circuits rather than magnetic strips). www.pcr-online.biz

“The adoption of EMV has seen more and more fraudsters move from the more traditional channels of card theft and domestic counterfeiting to CNP and cross-border counterfeit fraud,” says Barwell. SELLING SECURITY With all the ever-increasing threats to individuals and businesses, and more largescale cyber crimes being reported on, does it make it any easier to sell antivirus? As Happiest Minds’ Raghuram Gorur simply puts it: “Security is no longer seen as a cost but it is an essential enabler.” So as security stops being considered as an ‘add-on’ product and taken more seriously, what does that mean for those selling security software, products and services? “At the consumer level it’s an easier sell. Very few people today would go onto the internet without some form of security,” Steve Bell tells PCR. “At the business and especially SME level, security needs simplifying. Vendors

who can offer simple comprehensive security in one package, from mobile protection to network safeguards and malware detection, will hit the jackpot in the SME market.” IDC’s Duncan Brown adds: “Security used to be sold as an optional add-on, purchased in the same way that people buy insurance for consumer appliances. Today, it is increasingly being integrated as a core component within other solutions, or even the starting point for some companies as they seek to re-architect their IT infrastructure.” Fraser Kyne, principal systems engineer at Bromium, comments: “There’s been a shift around where the security is implemented. For a long time people have tried to do it at the network perimeter, but the definition of a perimeter has evaporated with the internet, mobility and cloud. So now we’re seeing a re-focus on security on the endpoint device.” It seems the successful vendors are taking a consultative approach, helping their customers understand the potential risks then provide appropriate recommendations. “This is why the channel is still so successful,” says F-Secure’s Tom Gaffney. “Almost no security vendor can provide a one-stop shop solution, so the trusted partner who has relationships with a number of vendors can be best placed to provide the right set of products for the end user.” James Vyvyan, regional VP for the UK and Ireland at Sophos, goes as far as to announce the specialist point of sale as ‘dead’: “Sales people need to understand the wider context that the customer operates within and sell a whole solution that deals with the complex advanced persistent threats of today’s environment. “Security sales today need to help enable and support IT across all products rather than just focus on preventing specific threats.”

20 NEED-TO-KNOW SECURITY TIPS We asked all of the security experts that took part in this feature to give us their top tips for business security. So whether you’re looking to increase your own security, or wanting to better understand the main issues businesses face so you can answer customer questions more efficiently, check out the 20 important tips below... 1. Know where your sensitive data resides, take time to discover how it is coming in to your organisation and where is it going.

11. Get rid of excessive permissions and group memberships.

2. Decide who in your business needs access to sensitive data.

12. Look for innovative ways to improve your security, rather than just doing ‘more of the same’ stuff.

3. Practice data-centric security. Protect data by encrypting it as it comes in to your systems.

13. Install, configure and maintain an advanced enterprise security solution.

4. Become aware of all potential security threats ranging from network security to attack vectors, employee ignorance and mobile security.

14. Take the necessary steps for digital cover and insurance.

5. Shift your emphasis from protection and prevention strategies to detection and remediation. 6. Have a breach response plan and test it regularly. 7. Stop focusing on a physical perimeter and start focusing on data assets that need protection. 8. Communicate the due diligence early and often. Being publicly vigilant about your security measures will go a long way for customer trust. 9. Eliminate global access. When sensitive data is in folders available to every person at the company, the risk of a breach is very high. 10. Create a shared folder with fake sensitive files, open to the entire firm and observe what happens. This is a fantastic way to discover possible threats.

15. As more consumers engage with retailers through multiple channels, merchants should try to gain access to global fraud intelligence that can help them interpret and respond to fast changing patterns of fraud. 16. Take stock of the smart devices already deployed in your business and audit their security. 17. Take your users out of the equation. In an age of selfdriving cars and domestic robots, there is no need to rely on users to ensure the security of your data. 18. Employ a combination of fraud rules and analytics to add speed and sophistication to fraud detection. 19. Create a true omni-channel environment for payments and fraud management within your business. 20. Assume that the worst can and will happen. PCR November 2015 | 49

STATE OF SECURITY MAKING MONEY FROM SUBSCRIPTIONS One of the most noticeable ways that selling security has changed is the shift from oneoff boxed products to the sale of subscriptions and auto-renewals. While this is good news to the end-user, who now has more options to pick from when it comes to updating software, what does that mean for those who have built up a business around selling these products? “Shifting from a licensing business model to a subscription-based one has transformed security into a comprehensive service,” says Catalin Cosoi, chief security strategist at Bitdefender. “Auto-renewal is a strong way to show customers that they are continuously protected and that they don’t need to be concerned with the expiration date of the licence and thus, any exposure to e-threats.” These offerings present repeat business with little investment required. “The right security software that provides rigorous and easyto-manage protection at the right price will have people clicking the renew button,” says BullGuard’s Steve Bell. “To really benefit from this, retailers need to have a revenue share deal on renewal business with the vendor, like the one BullGuard has with its partners.” IDC’s Duncan Brown comments: “Consumers are more likely to buy security features if they are integrated and embedded in other online products or services.” Bromium’s Fraser Kyne likens renewals to car insurance, saying that vendors rely on consumers’ apathy and inertia in the knowledge that a certain percentage will just renew without thinking. “Smart/ good vendors will continue to provide sustainable value to warrant the renewal,” he says. Subscriptions also give those who offer them an opportunity to engage with customers directly. “In addition to financial incentive such as competitive 50 | PCR November 2015

pricing, rebates and revenue share, retailers have the option to add value for new customers and renewals,” explains Norton’s Gareth Lockwood. “This can be through offering separate paid add-ons such as additional backup capacity or utilities/tune-up software, for example.” THE FUTURE OF SECURITY So now we know what businesses and consumers should be protecting themselves against now and in the near future, but the security landscape never stops changing. We asked the industry experts how we can expect cyber threats to evolve in the near future, and what new tech is most likely to cause the most security issues. IoT was mentioned by nearly all that we spoke to, and many were in agreement that mobile-based threats are set to continue to gather greater momentum. “A huge potential for threat in any country is the ubiquitous Internet of Things,”

“A huge potential for threat in any country is the ubiquitous Internet of Things.” Brendan Rizzo, HP Security Voltage

says HP Security Voltage’s Brendan Rizzo. “IoT devices themselves were not designed with security of data in mind. Most devices have a minimum protection over a default password, but consumers are not aware they need to change it or go over security settings for their devices. This allows the cyber criminals to access wider systems as the insecure device or router allow them in.” BullGuard’s Steve Bell believes that we are set to see more mobile malware aimed at Android-based devices: “As the world increasingly moves towards mobile computing, so do hackers driven by the opportunities. Research has already uncovered huge rises in instances of Android specific malware – we’re talking a predicted two million instances by the end of 2015.” PXS’ Rob Hall agrees: “The search for and phishing for personal and critical business data will continue to increase. Connected devices, mobile devices and the connected home ensure that the speed

of the phishing and malware attacks are infinitely faster.” Given the synergies between mobile devices and other internet-connected devices, Norton’s Gareth Lockwood expects ransomware to quickly permeate smartwatches, refrigerators, TVs, surveillance cameras and even cars. “We’ve already demonstrated a proof-of-concept attack on a Moto 360 smartwatch,” he says. “Apps that push data from smartphones to smart devices create an open playing field for attackers when left unsecured.” F-Secure’s Tom Gaffney adds: “IoT threats will make the news. We’ve seen multiple vulnerabilities highlighted by security analysts that show how attacks can be triggered on anything connected to the internet, from cars to light bulbs. Too many things are going online without security built in by design. “The first major attack will happen on a widespread consumer device, this year next year? Who knows – but it will happen.” www.pcr-online.biz

SECTOR GUIDE

Security software and hardware With more people at risk of security breaches in their homes and online, it has never been more crucial to offer devices to safeguard consumers. Jade Burke selects the best of the bunch from software to CCTV cameras…

MOTOROLA FOCUS 73 OUTDOOR CAMERA

IIYAMA PROLITE C1911S-B3 19” MONITOR

BITDEFENDER TOTAL SECURITY 2016

BULLGUARD INTERNET SECURITY

Distributor: Exertis

Distributor: Mentor Distribution

Distributor: PXS Distribution

Distributors: Spire Technology, Target Components, Exertis, MicroWarehouse

Users can view footage in HD using this camera from Motorola, which is compatible with smartphones, tablets, laptops and PCs. It also boasts infrared capabilities, and content can be viewed via the free Hubble app.

This display has been designed for CCTV and broadcast applications, and boasts a 5m/s response time and a 1000:1 contrast ratio. BNC and VGA inputs are included, along with an RCA adapter, plus it is also VESA compliant.

By using machine-learning tech, this software fights off cyberthreats. It also includes a new firewall, redesigned parental controls and helps recover or block devices in cases of theft.

This software features a multi-layered antivirus system, firewall and safe browsing, which will alert users to online dangers and block suspicious websites. Integrated parental controls also help to protect children.

Specs: HD video streaming, infrared, compatible with Hubble app.

Specs: 19-inch display, 16.7 million display colours, 1,280x1,024 resolution, 5m/s response time, LED backlight.

Specs: One-click optimisation tool, parental controls, two-way firewall.

Specs: 5GB free online storage, PC tune up tools, three-PC license.

SRP: £159.99

SRP: £159.02

SRP: £59.99

SRP: £49.95

ASUSTOR AS5010T 10-BAY NAS

NETGEAR ARLO SMART HOME CAMERA KIT

ESCAN UNIVERSAL SECURITY SUITE

SC-70BV CCTV FACILITY

Distributor: VIP Computers

Distributor: Exertis

Distributor: The Change Organisation

Distributors: CPC Farnell, Netbit UK Limited

Designed to meet high capacity storage needs, this NAS offers capacities of up to 80TB. An Intel Celeron 2.41GHz Dualcore processor and 1GB DDR3L memory powers the NAS, which also boasts read/write speeds of up to 112MB/s.

This wireless security camera kit can be used indoors or outside thanks to its weatherproof cameras, plus they are also battery powered and can last for up to six months.

This edition from eScan has been designed to provide protection to devices and computers running Windows, Mac, Android or Linux. It comes with various features, including MicroWorld and Winsock Layer.

A fast shutter control of up to 1/100,00 seconds is available with this CCTV set. It comes with infrared and has an approximate range of 40 metres, plus the wall mount means the camera can be positioned in a range of areas.

Specs: Equipped with four Ethernet ports, compatible with Windows, Mac and Linux, 80TB of storage.

Specs: Motion sensors, wireless, weatherproof cameras, free app to view camera footage.

Specs: Gaming mode, file and folder protection, eScan remote support, parental controls.

Specs: IP66 waterproof rating, manual zoom, 700 TV Lines horizontal resolution, 40 metre infrared distance.

SRP: £650

SRP: £359

SRP: £36.79 excluding VAT

SRP: £44.99

www.pcr-online.biz

PCR November 2015 | 53

IT Channel Expert – your new portal for resources and opinions from the tech industry

The PCR team has launched IT Channel Expert – a website providing you with the latest white papers, case studies, research, reports, opinions and advice from the IT channel. Whether you’re a services provider looking for advice on how to grow your business, or a tech reseller researching the pros and cons of selling cloud – IT Channel Expert has a comprehensive library of material on subjects ranging from market data and people management to remote working and security.

Need help preparing for that important meeting? Planning to pitch your brilliant idea to the boss? Ironing out all the ﬁner details of your new business strategy? IT Channel Expert has got you covered. Registering is free and gives you access to all downloadable content on the site, so you can have your preferred resources to hand whenever you need them.

Head over to www.itchannelexpert.com/register to SIGN UP FREE today

SECTOR GUIDE

TP-LINK NC200 WIFI CLOUD SECURITY CAMERA

ASUSTOR AS-204TE 4-BAY NAS

NORTON SECURITY DELUXE 3.0

BITDEFENDER ANTIVIRUS PLUS 2016

Distributor: Exertis

Distributor: VIP Computers

Distributor: Exertis

Distributor: PXS Distribution

A built-in microphone is included with this cloud security set, plus the camera can also act as a wireless extender to help expand a home’s wireless network. It can record footage in real-time with MJPEG compressions to fit various bandwidth environments.

This NAS comes with four USB ports, including two 3.0 and two 2.0 ports, allowing users to connect to up to four external USB hard rives. It also features RAID technology, which can combine multiple hard disks into a single local storage volume.

Norton Security Deluxe can protect identity and financial data on up to five devices, plus it also warns users of risky Android apps before they are downloaded. In addition, this software works on smartphones, Macs and PCs.

Bitdefender’s antivirus software comes with automatic protection that can safeguard a user’s personal identity. It also uses machine-learning to fight off cyber-threats without impacting the device’s performance.

Specs: 4x digital zoom, built-in microphone, cloud recording.

Specs: Intel Atom 1.2GHz Dual-core processor, compatible with Windows, Mac and Linux.

Specs: Compatible with iOS, Windows and Android systems, web portal, automatic backup.

Specs: Compatible with Windows 7, 8, 8.1 and 10, requires 1GB memory, personal identify protection.

SRP: £29.99

SRP: £300

SRP: £49.99

SRP: £39.99

PANDA INTERNET SECURITY 2016

KASPERSKY LAB INTERNET SECURITY

TRANSCEND DRIVEPRO CAR VIDEO RECORDER

CANARY CONNECT

Distributors: Entatech, Exertis, Westcoast, Blue Solutions

Distributors: Ingram Micro, Exertis

Distributor: Entatech

Distributor: Exertis

Panda Security’s internet protection software works on Macs, PCs, Android devices and Apple products, including iPods and iPhones. It provides users with maximum antivirus and online fraud protection, as well as firewall and Wi-Fi protection. Plus, users can specify the file they wish to protect.

This software from Kaspersky offers protection for PC, Mac and Android devices by safeguarding privacy and identity. Extra layers of security are also included, to help secure online banking and shopping, while extra security features are also included to help safeguard children online.

A 2.4-inch colour LCD screen is included with this recorder, while a GPS receiver allows drivers to log their driving records. Parking Mode is also included, which helps to safeguard vehicles when parking, while a Forward Collision Warning System is available to help cars keep a safe distance from others.

Canary is a security system that can be controlled through a smartphone. Users can view footage through the 1080p HD camera, receive instant alerts when activity is detected and view recorded videos. Users can also protect their home with a 90+ decibel alarm that can be controlled remotely.

Specs: Parental control options, Wi-Fi protection, bars ransomware threats such as CryptoLocker.

Specs: Compatible with Windows, Mac and Android devices, protection for photos and music.

Specs: 16GB microSDHC MLC on-board memory card, 470mAh battery, IP video camera.

Specs: Infrared LEDs, monitors air quality and temperature, 1080p HD camera, instant alerts.

SRP: £47.99

SRP: £31.99

SRP: £129.99

SRP: £159

www.pcr-online.biz

PCR November 2015 | 55

SECTOR GUIDE

BULLGUARD MOBILE SECURITY

PHISHIELD CYBER FRAUD AND PHISHING COVER

SEAGATE SURVEILLANCE HDD

Distributors: Spire Technology, Target Components, Exertis, MicroWarehouse

Distributor: PXS Distribution

Distributor: Tech Data

BullGuard’s Mobile Security software helps to keep malware at bay, plus it also offers anti-theft, remote lock, locate and swipe functions. Users can also use the software to block unwanted calls and SMS messages, while parents can take advantage of the parental controls.

This product will work with devices that already have a security product already installed, and can safeguard devices from phishing scams as well as card fraud. Plus, the software can protect users when making online purchases and EFT funds transfers.

This seventh-generation surveillance HDD has been tuned for high write workloads operating 24x7. Plus it comes in capacities of up to 6TB and can support 64 cameras per drive. It also comes with RAID support, and can perform in multi-drive systems.

Specs: SIM protection for data wipe or lockdown, automatic virus scans, backs up and restores data.

Specs: Compatible with PCs and Macs, protects mobile transfers.

Specs: Up to 128MB cache, SATA 6GB/s interface, supports up to 16 drive bays, 9.0W operating power.

SRP: £16.95

SRP: £24.99

SRP: From £39.99

MCAFEE TOTAL PROTECTION

SWANN DVR8-4400 DIGITAL VIDEO RECORDER

SC-70DV CCTV CAMERA

Distributor: Exertis

Distributor: Entatech

Distributors: CPC Farnell, Netbit UK Limited

Parental control features are available with this software along with anti-SPAM capabilities. The software offers Wi-Fi protection, web safety and boasts PC optimisation tools, along with file protection. In addition, users can log in to sites and apps using facial recognition.

Four 720p HD cameras are included with this recorder set, plus users can view live or playback video in HD to an HDTV, LCD screen or monitor. A 1TB hard drive is included with this recorder set and comes with 1MP image sensor.

Infrared night imaging is available with this CCTV camera with a range of up to 20 metres, plus it comes with a fast aperture of F2.0. This camera can be mounted to a ceiling, as well as a wall, plus it boasts a horizontal resolution of 700 TV lines.

Specs: Compatible with Android, Mac and iOS devices, facial recognition, file encryption, security status check.

Specs: Up to eight video channels, one VGA port, two USB 2.0 ports, four 780p HD cameras.

Specs: IP66 weatherproof rating, Sony SuperHAD 2 CCD sensor, 3.6mm multi-coated lens.

SRP: £79.99

SRP: £399

SRP: £39.99

CONTACT Blue Solutions ............. 0118 989 8222

Exertis IT .......................01256 707070

Netbit UK Limited ....... 0845 375 2128

Tech Data .................... 01256 788 000

CPC Farnell ...................03447 880088

Ingram Micro............... 0871 973 3000

PXS Distribution ......... 0844 879 4212

The Change Organisation01227 779000

Entatech ...................... 0333 101 1000

Mentor Distribution ....01462 814000

Spire Technology ........ 01202 828 444

VIP Computers ............ 0871 622 7500

Exertis Home ............... 01279 822 822

MicroWarehouse ... 0353 01 616 0400

Target Components.... 01977 739 300

Westcoast.....................0118 912 6000

56 | PCR November 2015

www.pcr-online.biz

THE PCR 2016 WALL PLANNER PUT YOUR BRAND IN FRONT OF THE WHOLE IT/TECH INDUSTRY - FOR A WHOLE YEAR

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SECTOR GUIDE

Telecoms and video conferencing With predictions that homes will no longer own a traditional landline by 2025, VoIP services are set to increase. To find out which devices you should be stocking up on in the near future, check out Jade Burke’s latest list…

SENNHEISER SP 20 SPEAKERPHONE

LOGITECH CONFERENCECAM

HOSTED VOIP

SENNHEISER D10

Distributors: Corptel, Nimans, Tech Data, Westcoast, Westcon

Distributor: Exertis

Distributor: Cloud Telephones

Distributors: Corptel, Nimans, Tech Data, Westcoast, Westcon

Designed for mobile and fixed conference calling, this speakerphone allows users to hold personal and group meetings on PCs or softphones. It boasts Sennheiser voice clarity, echo cancellation and a dual talk function.

Designed for meetings with up to six people, users can view footage in 1080p HD with the Logitech Conferencecam Connect. A built-in battery powers the device, which comes with zooming capabilities of up to 4x.

This hosted voice over IP (VoIP) service offers users calls to 01/02/03 landlines and UK mobiles, and provides control for all features via an easy-to-use web portal. Hosted VoIP is available through BT, Gamma and Vonage.

This wireless DECT headset comes with single sided design targets for improved comfort while in use and can be worn in various positions. Noise cancelling and advanced digital signal processing deliver clearer sounds.

Specs: Microphone, call and volume controls, portable, built-in cable system, HD sound quality.

Specs: Wireless screen mirroring, 12foot audio diameter, 1080p HD video, built-in battery.

Specs: Wi-Fi access, download speeds from 17MB to 76MB, three month free contract.

Specs: Up to 12 hours talk time, built-in call management, wireless.

SRP: £150

SRP: £449.99

SRP: Varies

SRP: £199

ASUS 55” SD554-YB DISPLAY

VTECH ERISTERMINAL SIP DECT BASE AND HANDSET

PRESENCE MOBILE SERIES BLUETOOTH HEADSET

GOOGLE CHROMEBOX FOR MEETINGS

Distributor: Tech Data

Distributor: Entatech

Distributors: Corptel, Nimans, Tech Data, Westcoast, Westcon

Distributor: Tech Data

A built-in multimedia player comes with this 55-inch display from ASUS, which automatically detects and plays a range of media file formats. It features a 1920x1080 resolution, plus users can also plug-and-play through a USB drive.

Users can add up to five more SP601A SIP cordless handsets per base station, each with its own extension or unique phone number. In addition, the base station can be configured for up to six lines.

Equipped with Sennheiser HD voice clarity and optimised for unified communications, Presence is designed for mobile workers. It also comes with an advanced microphone array to help filter out background noise.

This Chromebox from Google packs a web camera, speaker and microphone into its chassis, as well as an ASUS Intel Core i7 processor. Various ports are also included, such as an HDMI, DisplayPort and four USB 3.0 ports.

Specs: Built-in 7W stereo speakers, 55inch display, 178 degree viewing angle.

Specs: Up to four concurrent calls, compatible with Asterisk, BroadSoft, Genband and more.

Specs: 10 hours talk time between charges, ActiveGuard technology, intuitive on/off function.

Specs: Remote control, Intel Core i7 processor, 24/7 support, Ethernet capability, dual-band Wi-Fi.

SRP: £1,199

SRP: £69.99

SRP: £139

SRP: £850

CONTACT www.pcr-online.biz

Cloud Telephones ....... 0844 561 6653

Exertis (Home) ............ 01279 822 822

Tech Data .................... 01256 788 000

Corptel ..........................01942 262526

Exertis (IT) ....................01256 707070

Westcoast .................... 0118 912 6000

Entatech ...................... 0333 101 1000

Nimans......................... 0161 925 1980

Westcon ........................01285 647000

PCR November 2015 | 59

EVERYWHERE

FOR THE UKâ&#x20AC;&#x2122;S PC & TECH COMMUNITY SEPTEMBER 2015

Over 14,000 retailers, resellers and IT trade read PCR via print, iPad, iPhone, Android devices and online every month Over 51,700 unique visitors to PCR-Online.biz every month*

To book a trade marketing campaign with PCR contact jlane@nbmedia.com or sgoldhawk@nbmedia.com *Source: Google Analytics

Recommended The latest tech Editorial Planner

Dedicated monthly product coverage

6th Generation Intel Core processors or 6th Generation AMD APUs are included in the new devices

HP’s new mini PCs come equipped with Windows 10 and DDR4 memory

Both desktops are designed to fit anywhere and come with an optional HP PC Mounting Bracket

Downsizing the desktop HP HAS bolstered its range of desktops with the addition of the EliteDesk 705 and 800 G2 Desktop Minis, dubbed the world’s smallest businessclass desktops. Designed to pack all of the power of a traditional sized desktop within their chassis, these new devices also come equipped with Windows 10. 6th Generation Intel Core processors or 6th Generation AMD APUs are included with

the Minis, along with DDR4 memory. Plus, the EliteDesk 800 Desktop Mini also offers additional flexibility, with an Intel-based 65W CPU option for applications requiring faster processing power. Both desktops are designed to fit anywhere and come with an optional HP PC Mounting Bracket, which can attach the Mini to HP EliteDisplays. Alex Cho, VP and general manager for commercial PCs,

printing and personal systems group at HP, said: “Customers told us that they love our highest-end Elite notebooks and asked us to bring innovation from the C-suite to their broader employees across both notebook and desktop products. “We responded by delivering thin, light and sleek designs, improved collaboration and integrated, modern security to

mainstream business devices with the Elite 705 and 800 Series PCs, so every employee can experience cool, more productive and secure devices.” The AMD-based EliteDesk 705 Desktop Mini is expected to be available in the UK sometime in November, while the Intel-powered EliteDesk 800 series is expected to be available in the UK during October.

HP also unveiled a new allin-one desktop named the HP EliteOne 800 G2 AiO, which boasts integrated wireless charging built into the stand, plus a fingerprint reader. The vendor has also showcased the world’s thinnest and lightest mainstream business-class notebooks with the HP EliteBook 705 G3 series, which is available in 12.5, 14 and 15.6-inch variants.

Contact: HP | 0845 270 4215 | Price: Starting from €399

www.pcr-online.biz

PCR November 2015 | 61

RECOMMENDED

Scratching the Surface DURING MICROSOFT’S Windows 10 Devices event in October, Microsoft unveiled its very first ‘laptop’, dubbed the Surface Book. Microsoft said that the Surface Book ‘redefines everything you expect from a laptop’, claiming that it is twice as fast as Apple’s MacBook Pro. The laptop sports a silver chassis similar to Apple’s iconic Mac design, however, unlike the Mac, this laptop can separate itself from the keyboard, much like the Surface Pro. It boasts 6th Generation Intel Core i5 and i7 processors, with up to 12 hours of battery life, and features a 3.5-inch optically bonded PixelSense display. In addition to the Surface Book, Microsoft showcased the anticipated Surface Pro 4 hybrid device (pictured), which features Intel HD graphics embedded within the device, as well as 6th Generation Intel Core M, Core i5 and Core i7 processors.

It is 8.4mm think and comes with a 12.3-inch PixelSense display that boasts a 3:2 aspect ratio. In addition, Microsoft named the new display ‘one of the brightest and most accurate displays Surface has ever made’. It features 267 ppi and a 1300:1 contrast ratio, supports 100 per cent sRGB colour, and has five million pixels. Microsoft has also updated the Type Cover, which features a redesigned mechanical keyboard, an optional fingerprint reader and a 40 per cent bigger trackpad. Satya Nadella, CEO of Microsoft, said: “With Windows 10 and these new Microsoft devices, you are at the center of magical new experiences. “We’re moving people from needing to choosing to loving Windows, and these devices

promise to fuel even more enthusiasm and opportunity for the entire Windows ecosystem.” The Surface Pen has also been redesigned, and packs 1,024 levels of pressure sensitivity, allowing users to write, draw and mark documents with precision ink on one end, while an eraser function is included on the other.

Contact: Microsoft | www.microsoftstore.com | Price: Surface Book starting at $1,499 (£980), Surface Pro 4 starting at £859.99

Samsung’s solid drives PROfessional chips DESIGNED FOR the laptop market, AMD has introduced its latest series of chips with the PRO A-Series mobile processors, formerly codenamed Carrizo PRO. In collaboration with HP, ExactTrak, and Qualcomm Technologies, AMD’s new chips are designed to power some of the first-to-market Windows 10 equipped laptop systems for businesses looking to upgrade. David Bennett, corporate VP and general manager for commercial products at AMD, said: “Our new AMD PRO processors enable performance, reliability and opportunity for today’s

businesses by giving customers choice and affordability to meet their specific business needs. “We enable IT managers to maintain a secure, stable and reliable environment, offering unmatched dependability, stability, processor longevity and an opportunity for richer system configurations.” Supporting Distributed Management Task Force (DMTF) industry-standard Desktop and Mobile Architecture for System Hardware (DASH) standards, AMD says the new chips offer businesses greater management flexibility.

Contact: AMD | www.shop.amd.com | Price: TBA

62 | PCR November 2015

SAMSUNG HAS developed its first NVMe 950 PRO SSD, which boasts an M.2 form factor so the SSD can be used within ultra-slim notebook PCs and workstations. It also uses vertical NAND (V-NAND) technology and supports a PCIe 3.0 interface, plus it offers improved random and sequential performance over (SATA) interface drives utilising the legacy Advanced Host Controller Interface (AHCI) protocol. The 950 PRO will be available in 512GB and 256GB storage capacities,

and the 512 variant offers sequential read/write speeds of up to 2,500MBs and 1,500 MBs, and it boasts Samsung’s second generation MLC V-NAND 32-layer 128GB die with UBX controller and magician software. Un-Soo Kim, senior VP of branded memory and memory business at Samsung, said: “With the introduction of the 950 PRO using NVMe and PCIe, Samsung is able to provide its customers with the memory needed to handle increased storage demands.”

Contact: Samsung | 0330 726 7467 | Pricing: TBA

www.pcr-online.biz

RECOMMENDED

A logical choice

Pixel perfect GOOGLE HAS developed the Pixel C, the first tablet built end-to-end by the firm. Launched at Google’s San Francisco event, the tablet comes with a 10.2inch display at 2560×1800 (308 PPI) resolution and 500 nits bright, while an Nvidia 256-core Tegra X1 runs inside the tablet.

OFFERING 25 per cent faster actuation than standard mechanical keyboards, Logitech’s new G410 Atlas Spectrum TKL Mechanical Gaming Keyboard features exclusive Roma-G mechanical switches. It offers improved durability and sports 70 million keystrokes, while the compact design and structure makes the keyboard ultra-light. Central backlighting is incorporated, plus users can also customise the lighting in every key from a range of 16.8 million colours.

Ujesh Desai, VP and general manager of gaming at Logitech, said: “We worked closely with gamers of all ages and our eSports teams to create this ultra-light keyboard that is durable and comfortable. “The G410 Atlas Spectrum is the mechanical keyboard that our fans have been requesting – small enough to allow extra space to move your mouse and light enough to throw in your backpack and take outside the house for all of your gaming activities.”

Contact: Logitech | 0175 387 09 00 | Price: £119.99

It also houses a Maxwell GPU and 3GB of RAM, and runs on the latest version of Android, Marshmallow 6.0, plus a USB Type-C port is included. No release date for the device has been confirmed yet, however Google did reveal during the event that it would be available in time for the holidays. An optional Bluetooth keyboard is also available for $149 (£97), which works by docking with the tablet. It sticks to the back of the device when not in use, plus it charges the Pixel C when it is closed shut. Two different versions of Google’s tablet device are also available from the firm, including a 32GB model as well as a 64GB variant.

Contact: Google | www.store.google.com | Price: From $499 (£326)

Editorial Planner

A look at the biggest features coming up in PCR over the next few months...

2015

YEAR IN REVIEW

DECEMBER 2015

JANUARY 2016

FEBRUARY 2016

REVIEW OF THE YEAR AND 2016 PREDICTIONS

CLOUD FOCUS

NETWORKING SPECIAL

We look back on the key industry trends of 2015 and ask the experts what’s around the corner.

Cloud computing is still on the increase – to celebrate, we inspect the market including the current service offerings.

We delve in to the networking sector and see how the landscape is changing.

We also preview CES, and review our PCR Boot Camp North conference and expo.

In addition, PCR reviews the biggest consumer electronics show in the world, CES.

Also this month, PCR reviews education technology show BETT and takes a look at the managed services sector.

Advertising Deadline

November 16th

December 10th

January 11th

www.pcr-online.biz

PCR November 2015 | 63

OUT OF OFFICE

IN THE

HOT SEAT Rich Marsden, VIP Computers After being nominated last month, VIP Computers’ director Rich Marsden reveals how he once ended up in the Thames, and why his unbeaten FIFA status is so important… How competitive are you (inside and outside of work)? How important is this to you working in tech? I am a very competitive person. I think you have to be to survive in this industry for any period of time. Inside work I am currently unbeaten on FIFA in the office, and will fight tooth and nail to extend my unbeaten run into a fourth year. What’s one of the most embarrassing or funniest memories you can remember from the tech industry? After years of trying at Realtime we finally won the then coveted ATI Distributor of the year award. Due to the inexplicable amount of drink plied upon us, both the award and our then sales director ended up in the Thames. Highly amusing now, but it was a tough Monday morning back at the office. What’s the strangest thing you have cooked or eaten? I don’t generally cook, as my wife prefers meals that are edible. I was once tricked into eating Octopus – generally I eat fairly safe. What are your tipples of choice (inside and outside of work)? Would you rather a pint of beer or a tumbler of whiskey? Outside of work I am a typical northerner and like a pint of

64 | PCR November 2015

TRADE GATHERS AT WOMEN OF THE YEAR EXECS FROM the UK PC and tech industry gathered to celebrate leading female role models at PCR’s Women of the Year event on October 16th, over a glass or two of bubbly. It certainly was an event to remember as Nova Smith, founder of IT Tablet UK was crowned this year’s Woman of the Year, while Rachel Gordon, European marketing manager from Mad Catz UK took home the Marketing and PR award. The Rising Star accolade went to Abigail Bowen, technician from Overclockers UK, and lastly Michelle McGeoch, senior sales manager at Lenovo bagged the Sales award. Once the awards were given away, guests continued to network with each other, following Nova Smith’s command: “Big up the women!” See page 18 for our full review of the day.

bitter, later on after a few it’s gin and tonic. In work I am a coffee man. What was your fist job before you started out in the tech industry? I worked as a temp for an agency when I left school and they sent me to a mushroom farm to handpick mushrooms. Safe to say it gave me the motivation to get my career moving. What’s your dream car? I don’t have a dream car. Cars don’t really motivate me. AMD’s EMEA senior sales manager Neil Spicer nominated you last month. What’s it been like working with him in the industry? I have known Neil for over 15 years through his work with ATI, Sapphire and AMD. He is a good guy to work with and very easy to get on with. Over the years we have developed a very good relationship, he is one of the few people I will go out and have a beer with in the industry, so he must be doing something right! Would you like to nominate anyone for the next ‘In the hot seat’? A man I have known even longer than Neil. I worked with him at Realtime and have had a successful relationship with him at Razer – Darren Roberts.

FROM THE ARCHIVE PC Retail December 2003 DATA HAS revealed that men are far more likely to shop online than women, according to a survey sponsored by DirectLine.com…Verdict research has predicted that during the final quarter of 2003, consumers will spend £72.6 billion in the run up to Christmas…According to the DTI’s Small Business report, the retail sector declined by seven per cent in 2002…PC World has launched its biggest and best outlet yet at Staples Corner, with over 30,000 feet of floor space…The end of the third quarter in 2003 saw further steady recovery of the application software market, so says analyst GfK… Plus: Michael Breeze from Interactive Ideas takes on The Hot Seat… Thanks to the ‘National Continence Management Strategy’, Australia has a national public toilet map online, which can found at www.toiletmap.gov.au... www.pcr-online.biz

OUT OF OFFICE

NEW MICROSOFT DEVICE SURFACES DISTRIBUTOR Ingram Micro held its annual IM One event in Milton Keynes on October 15th, where PCR was able to get hands on with the latest Surface Pro 4 from Microsoft (pictured). With only two currently in the UK, it’s no wonder so many delegates tried to get their hands on the sleek device and its brand new magnetic stylus. The surface wasn’t the only piece of tech catching guests eyes though. HP’s 3D all-in-one known as Sprout was also on show, where the machine created a mini 3D elephant.

140 CHARACTERS OF NEWS AND VIEWS What the industry’s been tweeting about this month… CONTEXT @contextworld Congratulations to Nova Smith at @ittablet for winning top PCR Woman of the Year 2015! #womenintech @pcr_online David McQuarrie, Lenovo @mcquarried @chloe_jones @lenovo_UKI @lenovo @pcr_ online Congratulations Michelle! What a result! 2 finalists & a winner- AWESOME! #veryproud #iamlenovo AAG Systems @aagsystems Congratulations to @ittablet’s Nova Smith on scooping the #PCRWomanOfTheYear award! @PCR_Online

It came from…

JAPAN JAPANESE electronic vendor Sharp has developed a nextgen mobile phone, which comes complete with a small projector. Dubbed RoBoHon, the mini robot measures 19.5cm tall, which can fit inside a bag or pocket. Sharp created RoBoHon, which also encompasses Sharp’s mobile phone tech, in collaboration with

Japanese robot creator Tomotaka Takahashi. It also boasts basic smartphone features, including Wi-Fi, calling and messaging, as well as a 2.0inch LCD touch panel. No pricing has been revealed for the little droid, but let’s cross our fingers we will be able to afford the mini RoBoHon.

CROWDFUNDING CORNER DRONES ARE well known for their flying capabilities, but now a new Kickstarter campaign has launched an underwater version. Dubbed Trident, the drone features a unique design that combines the control of an ROV (Remotely Operated Vehicle) and an AUV (Autonomous Underwater Vehicle), plus it also comes with a hydrodynamically offset thruster design, which allows the drone to move quickly through water. www.pcr-online.biz

Hollie Whittles, Fraggleworks @FraggleWorks Huge congratulations to the winners of 2015 #PCRWomenOfTheYear I was proud to be a finalist :o) thank you @pcr_online Entatech UK @Entatech Good luck to the finalists of the @pcr_online #WomanOfTheYear awards today! Special good luck to Elsa Chen @entanet Charlotte Kubler, Lithium Technologies @Tyzaa_ Today is @pcr_online’s UK’s Women in Tech Awards, and I am a finalist for the Rising Star Award! Send positive vibes my way :) Kingston Technology @kingstontech Good luck to @AnnKeefe , Kingston’s UK & Ireland Regional Director at this year’s @pcr_ online Women of the Year Awards #PCRWomenOfTheYear Panda Security UK @PandaSecurityUK Very excited about @pcr_online Women’s awards today. Hope everybody enjoys themselves IMUK_DELL @dellimuk Good Luck to our @IngramMicroUK Marketing colleagues at the @pcr_online #Womenoftheyear awards! @tleese123

It has been designed to fit in back packs, so users can always take the Trident with them when they decide to hit the beach. Plus it is

capable of reaching depths of up to 10 metres, while the lighting at the front helps to light up the water while the drone is searching the sea.

Gemma Telford, IT Marketing Agency @gemmaitmarketng So today I’m off to the @pcr_online #Womanoftheyear event, where I’m amazed / delighted to be nominated! Two days in a dress? Need jeans! :) PCR November 2015 | 65

THE LAST WORD

Security needs to get smart Could the smart home sector eclipse the traditional computing market? Dave Ward, Dixons Carphone’s head of new technology, innovation and the connected home, predicts where the category will be in the next five years… AS DEVICES become more connected, the whole of the model can change in terms of how you sell things. Will business models evolve where people come round to do maintenance on smart home products? Of course they will. Will it be for everybody? No. But there will be different services for different people. You’ll get to the point in smart home where there will be niche services that we will develop over time. Other markets will evolve as the smart home grows. Think about the monitored alarm market in the UK, traditionally this is a very expensive market.

with security built-in. That’s key. I think there’s a part for vendors to play outside of those hubs, like what happens in the cloud. You’ll start to see partnerships in different places – such as antivirus vendors protecting the smart home, and you’ll see governments regulate in terms of introducing standards to adhere to. We see the smart home exploding at some point in the future. It’s going to hit a lot of people like a meteorite. When this hits, it will transform businesses very, very quickly. What we see in the smart home market is very similar to wearables. During the last

“We see the connected home and smart home exploding at some point. When it hits, it will transform businesses very, very quickly.” Dave Ward, Dixons Carphone Products need to be NSI approved, they need Redcare phone lines, and they need to have double-tap. It’s expensive, but that will evolve. While smart home cameras don’t yet have these requirements, they will over time. At the moment I can wander around a million different protocols and standards, but eventually the government will regulate that. There’s a push for more central control of security software. So we’re seeing security vendors starting to put software on hubs in general – for example outside the smart home, you can now get routers

quarter alone (up to the end of April) we’ve seen a fourfold increase in sales of smart home products. The size of the market is incredible. In time [the smart home market could eclipse the computing market]. Some of the local PC retailers will evolve to accommodate this, others won’t, but there’s going to be clearly defined markets. The smart home market and the computing market will be a separate thing. At the moment the smart home is an emerging category which is being treated on its own. In the next five years, connected products will be the norm.

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66 | PCR November 2015

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