GLive Gitex Chronicles Day-03

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G I T E X 2 0 1 7 S P E C I A L D A I LY

“BACKUP IS ABOUT RECOVERABILITY”

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eeam Software has been participating in GITEX Technology Week for the seventh consecutive year. The company is demonstrating the new Veeam Availability Suite version 10 that bridges the availability gap and drives business continuity and agility to new levels. Gregg Petersen, Regional Sales Vice President, MEA, Veeam Software comments – “2017 has been a huge year for Veeam in terms of new products in what we are launching. We are encouraging customers to come down and see what’s available in Veeam version 10. We also released the second version of Office 365 backup. We want people to come to us and speak about their application availability.”

Veeam has seen a lot of success in the region already. In the new leadership, Mr. Gregg, wants to continue to drive their channel business, grow it and continue to invest in their channel with regards to their partners

and alliances. He also suggests that if the customer wants to backup his infrastructure, they should first choose a vendor who understands the modern data centre or a local company whom they can trust to do the implementation. Also look for who can provide ongoing support. Finally, Gregg feels that reimagining backup is not something to imagine. Backup is always about recoverability.

Choose a vendor who guarantees recoverability an application availability. He also added ““According to the latest Veeam Availability Report, 82 enterprises in the Middle East admit to suffering an ‘Availability Gap’, which is impacting the bottom line to the tune of $21.8 million per year, and almost two thirds of respondents admit that this is holding back innovation. Today’s users are very demanding.

At home, work or school, users want a seamless digital experience and 24.7.365 access to data and applications. Companies

that want to succeed in today’s fiercely competitive business environment realize that there is zero tolerance for downtime.”

“At GITEX we intend educating CIOs and IT managers about the need to re-think their IT strategies and service models and move away from legacy backup and recovery solutions as they virtualize their infrastructures and move to the cloud. Availability solutions for the modern data centre is the way forward and is central to digital transformation.”

GITEX Trade show attendees will get an opportunity to learn about the various innovations in the NEW Veeam Availability Suite v10 that offers a complete end-to-end Availability and cross-cloud data management platform for enterprise customers by supporting any workloads (virtual, physical or cloud) on any infrastructure in Multi-Cloud and Hybrid Cloud environments (private, public, managed or SaaS).

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GITEX 2017

INTEGRATE YOUR BUSINESS TRANSFORMATION In conversation with Ahmed Raslan CEO of Integrated Development.

As a full-fledged software solutions company headquartered in Saudi Arabia and operational since 2004, Integrated Development has been serving the large enterprises, government bodies, SMEs etc with their diverse portfolio of solutions products and services that include special solutions for transportation and eCommerce, custom ERP for business transformation and other special implementation for industry specific needs.

Ahmed Raslan says, “We have an expert and deeply knowledgeable trained team who are building solutions to cover both open source and commercial software. We go to market with our reseller partners and also directly to the customers with our direct marketing activities that are done from our local office. We also have a development center in Egypt that was started a year ago and we are expanding our footprint to Berlin and New York with local offices in these cities.”

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SIMPLIFYING THE HETEROGENOUS COMMUNICATION ENVIRONMENTS According to Ashok Kumar, Chief of Business Development, EMEA & SAARC at Talariax, 85% of the Fortune 500 companies trust Talariax for one simple reason— unifying heterogenous communications environment through omnichannel gateways.

“We help enterprises communicate through Omnichannel, that includes SMS, email and social media messaging as well. You must be familiar with the landscape of any organizational infrastructure. It is quite heterogenous in nature and those are communicating in different languages. If you wish to communicate with people over a handphone it becomes quite a challenge. This is where we come in. We have an appliance in the network that assimilates the entire infrastructure and helps the organization communicate with people holding the handphone.

Talking about the ever dynamic and ever changing partner ecosystem, Ashok says that Talariax has always been a step ahead. “We started off with the distribution structure and Bulwarks is our partner for the ME. Then we started building downstram partners for them and today we have partners right across the ME. We have changed our strategy to enable our partners to form active engagements with the customers. We also have pre-sales initiatives where we architect the solutions for the partners as well.”

SENTINELONE AND EXCLUSIVE POWER UP THREAT DETECTION SentinelOne is participating at GITEX with Exclusive networks to further establish their presence and footprint in the region. The Senior Director for APAC, Middle East & International Channels, SentinelOne, Andrew Rattigan feels glad to be at GITEX as he can meet and showcase their solutions under one roof rather than going to different countries. He believes the region has developed well compared to the last few years. Talking about the journey with Exclusive Networks, he says he has known the Team at Exclusive for over 30 years now. “In this region, with a history of selfsufficiency, in the Asia & Singapore particularly, Exclusive can train, deliver demos and POC’s. As a value-added-distributor, they are promoting our brand, they are recruiting partners, they are delivering POC’s and training” says Rattigan.

On the solution front, SentinelOne combines behavioural threat based detection of unknown threats and well and known with automated mitigation and tools to defeat attacks. The organization also employs a combination of advanced techniques to detect threats. SentinelOne is at GITEX to look for customers who understand what a challenge is and happy to be finding them.

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GITEX 2017

VALUE ALL THE WAY For Nexval, this is the second year that the company has been showcasing their expertise to the Middle East and Africa region at the GITEX. As an emerging company that specializes in software development, which is their core strength, GITEX comes as the perfect platform to put forth their potential. Faizi Abdul Qadir Shahid, SVP sales of Nextval is all smiles on Day 2 as he speaks to us. “The last 2 days has been very busy, we had a great customer footfall in our stand which is a testament to the fact that the kind of solutions that we bring to the market are in demand. Our participation in the show last year was a trial basis, but we could see a great potential in the market and this prompted us to come back.” He adds that he is a seen a drastic change in the customer demand. Last year the demand was more around off-the-shelf solutions, but this year the companies are more interested in software solutions and this is Nexvals’s core strength. “This is what we have been doing for the past 17 years. The market is picking up and people are realizing the need of software and this is a good news for us.”

Nextval actually derives its name from Next Generation Value.

Talking about the value that the company is providing to its customers, Faizi says, “For us, value is all about value for money.

We promise turnaround time with reasonable cost.”

The company is very keen on building new partner relationship in the region and looks forward to establishing a great ecosystem to go to market to.

Core solutions: Web and Social Intelligence, Enterprise Mobile App Development, BI and Analytics, Cloud development and integration, highly motivated and dedicated workforce.

SECURING IDENTITY GlobalSign as an exhibitor of GITEX Technology Week for the first time is showcasing their Internet of Things solutions. As an IoT provider, they implement 3 important things which is authentication, encryption and integrity. Any of the IoT communication or authentication is incomplete without a certification authority(CA). So, they provide highly scalable PKI solutions for enterprises

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needing to conduct needing to conduct safe commerce, communications and content delivery. They are also showcasing solutions like e-mail signing and pdf signing solutions and more.

Having headquarters in Japan, GlobalSign enable businesses, large enterprises and Intern of Things innovators to conduct secure online communications and manage millions of verified digital identities and automate

authentication and encryption.

Mr. Aditya Anand, DGM, SAARC & Middle East comments - “The Internet of Things is incomplete without a certification authority and there a handful of CA’s available in the market. As a Japanese company, our trust is much higher compared to someone who is based off Canada or South Africa. We are in a better position as Japanese technology is much more trusted and valued.

Particularly in the Middle East, the organizations value Japanese technologies and prefer to work with Japanese and they are ore trusted in relationship building which is the advantage that we have.” GlobalSign can issue 3000 certificates per second and aims to be the choicest security partner for enterprises and government organizations across the world.

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GITEX 2017

STARLINK LAUNCHES SCADA PORTFOLIO WITH NOZOMI NETWORKS StarLink will sell, install and support Nozomi Networks products and solutions through its extensive network of channel partners to enterprise and government customers in the region.

Mahmoud Nimer, General

Manager at StarLink said, “In an era when IoT drives transformation, the convergence of IT and OT is inevitable and so our partnership with Nozomi Networks who are leaders in realtime cybersecurity and visibility for Industrial Control Systems is very

timely and exciting”.

Chet Namboodri, Vice President - Alliances and Business Development at Nozomi Networks said “At Nozomi Networks we believe that real-time ICS cybersecurity and process monitoring go together to ensure

operational resilience. With StarLink’s expertise and channel, we look forward to deploying our solution to organizations in the META region to help improve reliability, cybersecurity and operational efficiency.”

THE GROWTH ARROW

VIMAL KOCHER, GM OF ARROW ECS

WHATS NEW FOR ARROW? We are putting a lot of efforts in the software solutions. From Arrow perspective we have created a lot of solutions of which we are basically the resellers that goes to the end customer and talk about the solutions rather than having a specific product. We have put a lot of emphasis on training and certified programs for most of our vendors.

HOW IS ARROW REDEFINING THE TERM VALUE IN VALUE ADDED DISTRIBUTION? Resellers are good in customer relationships but for everything that goes above and beyond that, we wish to play a pivotal role. We support the reseller partners in entirety by assisting them in pre-sales, PoCs, the demonstration facilities, training, enablement etc and all the way to winning the customer.

WHAT IS THE ONE DIFFERENTIATING FACTOR OF ARROW PROFESSIONAL TRAINING AND DEVELOPMENT SERVICE? It is the predictability, delivery and the customer satisfaction.

HOW IS ARROW RE-IMAGINING DISTRIBUTION INFRASTRUCTURE? Our theme is Innovative Club. What we want to discuss is innovation and what we wish to see is the future.

ANSWERING OPERATIONAL PAIN POINTS In an interesting conversation with Proven Consult’s sales director for the GCC region, Karl McGowan, he tells us how they are trying to be a COO’s best friend in business. Proven Consult brings a broad array of services to support your business and enterprise in Saudi Arabia. “With our headquarters based in Riyadh, we work along with our partners to provide solutions specifically tailored to meet our clients’ goals. We help our clients manage their day-to-day operations while meeting their long term goals,” says Karl.

“We have office and operations in Dubai. We go to market with partners and direct touch. Our preference will be the customers.

Our perfect client is the COOs across all the verticals. According to us, the COO is the person who has the worst pain areas in aligning the business operations with the business goals. At Proven Consult, focus encompasses all the areas of concern that are significant for proper management and successful operation of an enterprise.

We understand that despite not being your core competency, these are the processes and functions critical to your growth and success. Working with some of the most experienced and qualified experts, we have identified these areas so that we can support your functions through specific solutions and services.”

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GITEX 2017

NAILING THE CHANNEL In conversation with Charbel Khneisser, Regional Pre-Sales Consultant Manager, Middle East, Turkey & North Africa at Riverbed Technology For Riverbed, 2017 has been a great year where they had some amazing customer conversations. According to Charbel they saw an increased relevance for their solutions in the market and an equally sound reception. “The CIOs are evolving like never before and adopting technology that are meaningful to their organization. We are further propelling this move by providing the customers with a value added service oriented model.”

As a heavily channel driven company, Riverbed is investing significantly in its partner ecosystem. Charbel adds, “We believe that channel plays a very important role. Our partners are always shadowing us and vice versa. We are not here to sell solutions, but process and tools. For us, people are at the center of everything. We have a huge understanding of the ecosystem and we believe that we are ideally positioned to cater to the need of the customers; right from storage, server, virtualizations and all the way to the emerging technologies.”

AL JAMMAZ DISTRIBUTION MAKES A GRAND GITEX DEBUT

TOGETHER FOR SECURITY In conversation with Christian Hewitt, Cyber Security, Channel Development and Presales at Carbon Black and Ian Jones, Divisional Director, Westcon Security How are you as Carbon Black and Westcon reimagining security?

C: One of the big realities in the market today is the failure of the traditional anti virus solutions.

We are helping people reimagine today’s reality by helping them solve some of the ever evolving business problems.

I: From a VAD perspective, we are enabling our channel to understand that the traditional antivirus that they have probably been selling for many many years are not relevant anymore and they need to rethink about new generation endpoint and anti-ransomware solutions are evolving What kind of value have you brought to each other’s portfolio?

I: We have a big partner base. We have been a security centric distribution company. We are able to position Carbon Black strategically in the market within the right industries and thereby adding value to their brand to help develop that market.

C: We are not new to the market, but a major transformation for us in 2017 was because of Westcon. They have been on board and helping us drive the right solutions to the target audience.

Later in the year I have also come on board to take it ahead and together we have been driving the channel strong and efficient.

Al Jammaz Distribution, the Saudi based distributor of advanced technology, products and solutions is making a debut in GITEX Technology Week. The company specializes in data and voice communications, networking, servers, storage, broadband and wireless solutions. Mr. Asim Al Jammaz, Vice President of Al Jammaz Distribution says “We have been visiting GITEX every year but this is the first time as an exhibitor. We used to participate earlier at GITEX Riyadh. Having the GCC region as focus along with other Middle East area, the organization is expanding with partners and vendors.

Al Jammaz Distribution is presenting 8 business units that they have within their technology distribution. For instance, they are participating with their vendors for cybersecurity. “We have our cloud business unit which is providing marketplace to our system reseller to help them to transform their business. Also, we are the collaboration in wireless business unit and mobility where we are showcasing with Cisco, showing Cisco Spark solution screen. We are also showcasing our wireless solution, IP Telephony and Honeywell mobility. Also, we have a data center and private & public cloud business unit showing the data center’ that we have with Dell EMC, Cisco Systems. We are also showcasing our infrastructure business unit with the vendors we are participating like Rittal & Commscope. We are also providing solution related to internet connectivity, connectors, and so on.

Al Jammaz is here at GITEX to exhibit with their vendors ad partners, to show them the solutions and believes it is a great place to showcase the latest technologies and also launch their new innovations.

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The appointment of Christian Hewitt ahead of GITEX follows on from the appointment earlier this year of Miles Rippon as EMEA Channel Director.

Christian will work closely with Miles to develop Carbon Black’s channel strategy in the Middle East region.

Christian joins Carbon Black to lead the identification and engagement of channel partners across this important region

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GITEX 2017

THE 4 PILLARS OF ACCELLION

UNDERLINING THE PRIORITIES Fresh to the Juniper team, Kristian Kerr, Head of Channels, Alliances and Commercial, EMEA ,has his priorities already lined up for the rest of 2017 and 2018 going forward. Kristian says “For me and we as a team at Juniper it is really about bringing accelerated growth to the region, ie EMEA. The priorities are effectively looking around the partner landscape that we have today and how can we build on

that to deliver security on data center and cloud services into the local market. So, we have an extremely strong base of partners in the territory and they look up to us to build these new breed of services that is increasingly being adopted in the region.”

He says that 2017 was a year of transformation and it will continue for the next few years.

He also adds that phase of

technology is moving at such a great speed and IoT is a major driving force behind that.

Talking about Juniper’s Digital Cohesion, Kristian says, “Security cannot be an afterthought. It cannot be built into the network after an event or crisis. Digital cohesion is all about having security built in everything that we and our partners sell together as a cohesive solution to our customers.”

MIMECAST LAUNCHES THE MARKET’S LEADING MULTIPURPOSE ARCHIVE SOLUTION Mimecast Cloud Archive delivers an all-in-one cloud service that integrates: a secure data repository, built-in data recovery, storage management, e-discovery and compliance capabilities.

Mimecast Cloud Archive enables customers to access their email archive anywhere, anytime, and on any device in record speed. Latest innovations will be featured at the Mimecast Cloud Archive global virtual event on October 11, 2017. Mimecast also revealed new data, revealing organizations’ top challenges with archiving solutions. “Most email archiving technology was built when email usage was much different. With email being the top communications channel for business, it’s growing at a rate where these on-premises solutions can’t keep up,” said Peter Bauer, chief executive officer, Mimecast. “Archive needs to be thought of as a digital memory– with multiple dimensions that secure corporate data, empower employees with anywhere, anytime access to email, and ensure regulatory and compliance obligations are met. With Cloud Archive, we’re able to give customers the confidence and control they need, with the industry’s fastest search speeds, to get more value from their email data today.”

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Accellion has been participating at GITEX from the last 4-5 years and in a chat with Mr. Sapan Agarwal, Commercial Director for Middle East, Accellion says “Every year we look forward to participate as we take some good contacts, leads and good customers that help us keep up-to-date in terms of innovation, productivity, getting new features and building the product after getting a feedback from the customers.” Accellion is focusing on 4 pillars which is security, governance, integration with the workflows and collaboration.

Accellion’s solution called the kiteworks, provides a secure governance perimeter around an organization’s sensitive data, whether it resides on-premises or in the cloud. Easily accessible from email, the web, or a mobile device, kiteworks integrates with an organization’s existing security infrastructure, applications and workflows, to safely deliver content quickly and efficiently.

Talking about the key things that Accellion plans to take away GITEX, Sapan says that customers and leads would only be a minor part whereas meeting people from different parts of the world and getting to experience and learn the new technologies would take a major share. “Our focus at GITEX is to talk to the leaders of the industry like the CIO’s and IT heads and pass our message of 4 pillars on a bigger picture” adds Sapan.

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THE CRITICAL

INFRASTRUCTURE FORUM 2017 28TH NOV 2017

THE NEXUS OF GCC COUNTRIES FOR FUTURE ECONOMY Unveiling the investments, roadmap, technolgies and key infrastructure pillars that put GCC on the map of global competitiveness

H E L D U N D E R T H E PAT R O N A G E O F THE MINISTRY OF ECONOMY, UAE

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