Glive Gitex Chronicles

“Spearheaded by regional investment and development, the Middle East continues to be a significant pace setter in driving forward innovative discussion, implementation and knowledge exchange around IoT agendas” — TRIXIE LOHMIRMAND, SENIOR VICE PRESIDENT, DWTC, ORGANISERS OF GITEX TECHNOLOGY WEEK 2015

BROUGHT BY

GITEX 2015 SPECIAL SUPPLEMENT

INSIDE PG. NO. DELL, HP, DU............................... 5 ARUBA, GEMALTO, HDS............. 6 CISCO, VCE................................... 7 DELL SOFTWARE, FORTINET, SOPHOS.................... 8 MANAGEENGINE, RITTAL, FIDELIS......................................... 9 BULWARK, ESET, ACCELLION................................ 10 MINDWARE................................. 11 COMGUARD, LANDESK, NETGEAR.................................... 12 SPECTRAMI, LOGRHYTHM, A10.............................................. 13 PURE STORAGE, UNIFY, TPLINK....................................... 14 COMMVAULT, AVEPOINT, VEEAM........................................ 15 GEC AWARDS 2015............... 16-17 REDDINGTON, CHECKPOINT, AEC.................... 18 ACRONIS, NETAPP, PULSESECURE.......................... 19 PFU, ARROW,NUTANIX............. 20

GITEX 2015 DRIVES MIDDLE EAST’S IOTBUSINESS

Leading the Journey Towards a Smart Future in the Middle East and Beyond

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he Middle East is primed to become a global driver in Internet of Things (IoT) connected innovations. On the opening tour of GITEX Technology Week 2015, His Highness Sheikh Hamdan Bin Mohammed Bin Rashid Al Maktoum, Crown Prince of Dubai was accompanied by a number of leading dignitaries. Connected cloud technology such as mobile apps, e-government, drones, 3D printing, and robotics formed

the foundation of the region’s rapidly-growing Future Cities – a key spotlight at the landmark 35th GITEX Technology Week, running 18-22nd October. By 2025, the global Smart Cities market will reach USD 3.3 trillion, with nearly half of the world’s 26 Smart Cities arising in emerging markets such as the Middle East.

Innovation, Interoperation and Disruption continued as themes across the GTX Ignite conference, a powerhouse of global thought

leadership, and GTX Innovation Tech Talks, with 150-plus global futurists, including the Prime Minister of Estonia, ICT ministers from Egypt, Kenya, and Nigeria, and senior executives from Accenture, BP, Boeing, and Facebook. In particular, the next generation of transformative technologies were showcased at the new GTX Horizons Zone.

The Kingdom of Saudi Arabia served as the Official Country Partner.

FINESSE, HID, OXYGEN............. 21 STORIT, EQUINIX........................ 22 CREDENCE, ENCODE, GIGAMON.................................... 23 HONEYWELL, 3CX, VERITAS...... 24 INFOR, PROLOGIX, AVAYA......... 25 SCREENCHECK, SYNERGIX, AKOUSTIC, UNITRENDS............ 26 IXTEL, JACKY, MOMENTA.......... 27 LANCOPE, LEVITON, POLYCOM . ................................. 28 GITEX 2016.................................. 29 EVENTS DELL........................................... 30 VEEAM........................................ 31 SPECTRAMI................................ 32 MINDWARE................................. 33 STARLINK................................... 34

NOVEMBER 2015

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GITEX 2015

ESTONIAN DELEGATION PRAISES DSG

“GITEX - A PLATFORM FOR INNOVATION, KNOWLEDGE AND SMART EDUCATION” HE Sheikh Mohammed instructs the competent authorities in Dubai, the DWTC in particular, to give this major event more attention as well as to come up with new creative ideas that make GITEX the world’s number one technology exhibition.

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Vice President and Prime Minister of the UAE and Ruler of Dubai His Highness Sheikh Mohammed bin Rashid Al Maktoum toured GITEX Technology Week. Accompanied

by Deputy Ruler of Dubai His Highness Sheikh Maktoum bin Mohammed bin Rashid Al Maktoum and a number of senior officials, Sheikh Mohammed toured the halls

and exhibitors’ stands where he was briefed on the latest IT trends and products as well as smart applications, security solutions for transactions and network protection against hacking.

He also viewed a remotely controlled device for traffic safety and toll gates, showcased for the first time in the region by software giant Microsoft.

Sheikh Mohammed then

visited Saudi Arabia’s pavilion where he viewed a smart car used by Saudi police as an advanced mobile operations room.

Sheikh Mohammed also viewed the first-of-its-kind Smart Mall, which allows users to shop through an interactive screen at Metro stations, being showcased by the Roads and Transport Authority (RTA).

SAIF BIN ZAYED VISITS THE GITEX HH Lt. General Sheikh Saif bin Zayed Al Nahyan, Deputy Prime Minister and Minister of Interior, visited the GITEX Technology Week Exhibition at the Dubai World Trade Centre. And he briefed on the latest technical solutions and products offered by the major exhibitors at the event. During his tour, he visited many exhibitors’ platforms and talked with those responsible for these platforms of the biggest leading brands.

Dubai Smart Government Department’s (DSG’s) received a high-level delegation from Estonia headed by Taavi Rõivas, Prime Minister. Rõivas and the accompanying delegation were briefed on Dubai Now, a first of its kind unified hub for smart government services, which enables customers to access all services and conduct all transactions, allowing them to benefit from over 50 smart services provided by 22 government entities participating in the hub. Rõivas praised the UAE’s distinguished experience in developing smart government, expressing his admiration of the innovative services and the latest smart apps that characterize Dubai, which is taking confident steps go be the smartest city in the world.

STRONG QATAR RESPONSE FOR GITEX

The 35thGITEX Technology Week 2015 saw a strong presence from Qatar industry leaders to drive ICT innovation agendas, and network with industry experts.Thanks to large-scale infrastructure and government projects in transportation, healthcare, and education, Qatar’s IT services market growth is set to outpace that of Oman, Bahrain, and Kuwait. Accessible, high-speed, and affordable broadband technology will lay the foundation of Qatar’s near future, in line with the Qatar National Vision 2030 goals to enhance the quality of life residents and the country’s diversified economy.

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GITEX 2015

DEWA SIGNS MOU WITH DSG

HOST TO PLENTIFUL NEW PRODUCT LAUNCHES GITEX Technology Week 2015 Hosts Plentiful New Product Launches Supporting Internet of Things Innovation

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upporting Smart City innovation, Huawei launched its Smart In-Vehicle Internet of Things Security Solution.

Panasonic ‘s new Interactive Mirror uses the in-built high definition cameras, the mirror is enabled with face analyzing feature to point out every flaw and suggestions to fix them.

LG also launched the world’s thinnest bezel video wall, the VH7B Direct Backlit LED Display video wall at 0.9 mm for airports, shopping centres, and hotels.

Marking the strong growth in Islamic finance, Dubai-based X-Concepts launched a series of Islamic IT products, including the world’s largest Islamic mobile app imurshid, the Islamic Router, and the Islamic

tablet. Potentially transforming the UAE’s e-commerce sector is the launch of the new mobile commerce platform by Trriple, a startup born in the UAE, which offers highly secure and convenient payment solutions that include NFC between consumers holding its mobile wallet and merchants deploying its mobile point of sale terminal.

Supporting healthcare innovation, Intracom Telecom and Cambridge University Hospitals launched regionally the UKeMed healthcare platform- a first-of-its-kind medical knowledge and content service that allows worldwide healthcare professionals to address and streamline hospitals’ and medical

institutions’ training and e-consultation needs.

Additional launches include Aspenta fleet management service, Avaya and Al Othman Holding’s first private cloud services model for the Eastern Province, ELM’s e-services, Epson’s mobile projectors, F5’s cloud services, Gemalto’s smart bank card, HP’s high resolution printers, ManageEngine’s auditing software, Microsoft’s Lumia smartphones and Surface tablets, Polycom’s collaboration solutions, Redington Value Distribution’s RedCloud, Sharp’s LCD display, Spoors’ EFFORT cloud solution, Starlink’s vertical security, StorIT Distribution and HASZone’s managed services, WACOM’s Bamboo Spark interactive device.

SHARJAH FINANCE DEPARTMENT REVEALS ITS SMART SERVICES The Central Finance Department of Sharjah (CFD) unveiled its latest smart services, which enable vendors of the Emirate’s governmental departments, to register and update their data, in addition to view Request for Proposals (RFPs), submit tenders, and review payments history.

The launch of these two electronic services comes in line with the CFD’s strategy to enhance the processes and procedures of Sharjah government departments in relation to financial matters, by providing smart and creative electronic services and solutions. The registration portal enables “Tasheel” listed vendors of Sharjah government entities, to sign up their companies with CFD electronically and without having to submit paperwork to any governmental department. These new services complement CFD’s already-existing integrated financial system “Takamul” (Integration).

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HE Saeed Mohammed Al Tayer, MD & CEO, DEWA signed a MOU with HE Ahmad Bin Humaidan, Director General of DSG), during DEWA’s participation at GITEX 2015. The MoU supports and will further develop the existing strategic mutual partnership, exchange of information and skills, to achieve an integrated strategic partnership with all government organisations in the UAE and Dubai in particular.

DSG will support DEWA’s services, especially in information exchange, communications and e-payment services, as well as monitor support service levels including procedures of sending requests for services, and responding to both sent and resolved requests as well as procedures for monitoring Key Performance Indicators, solving problems and enhancing efficiency.

INTERNATIONAL TOUR OF INNOVATION

At one of the most international editions of GITEX Technology Week in the event’s history, attendees got the chance to discover technology innovations from around the world at a variety of national pavilions. The 35thedition of GITEX featured industry leaders from 3,600 exhibiting brands from 62 countries. Some of the countries with their pavilions were Germany, Switzerland, Egypt , India and the Kingdom of Saudi Arabia. The Kingdom of Saudi Arabia was the event’s Official Country Partner, demonstrating strong investment opportunities in the country/

GITEX 2015

MAKING BUSINESSES FUTURE READY

BASIL AYASS,

MARKETING DIRECTOR AT DELL MIDDLE EAST

“This year we re-designed our approach to GITEX. For the first time in history, Dell brought in the distributors. on its stand. We have consolidated the number of distributors from 20 plus to 4 in the MEA region. We also brought in our preferred partners. So, today, we at Dell are really embracing the channel. We are announcing a new gateway on the IoT, an update to the Wyse portfolio, an update to our data protection solutions, and a Sonicwall update as well. The IT world is at an intersection right now - the future holds many decisions to be made. With Dell, we are giving the option to businesses to be future-ready. The solutions they are investing in aren’t made unavailable in the next 3-4 years. Everything here is open-standard, scalable, can be installed with a software defined architecture so we are really looking at making customers ready for future. Dell... Our partners are excited. The acqusition of EMC is the biggest technology acquisition in history. The way I see it, it’s a WIN-WIN-WIN. Dell wins because we get a much wider portfolio and access to the top 1000 accounts worldwide wherein EMC is very strong. Even our products are complementary, and the only overlap is in the area of storage SAN .Once the acquisition is done, our partners wil have much choice.

Our customers are excited because this will create the largest end-to-end IT solution provider in the world. If this merger closes, our combined strength will put us in 22 Gartner MQs. With EMC’s strength in the G1000, and our strength in the mid-market,we shall be able to address every single customer requirement.”

BUSINESS IN AN IDEA ECONOMY

ALAA ALSHIMY,

VP, ENTERPRISE GROUP AND MANAGING DIRECTOR FOR HP MEMA

“We are working strategically from the business side. Our strategy is providing solutions for the new style of business.

You see the changes happening in the industry and the transformation happening in general. HP actually started that 4 years back. The current scenario has lots of risks and opportunities. The opportunity is about coming up with smart ideas and being able to translate these into products or services or solutions- this is what we call the “idea economy” and we see it as a new style of business. At HP, we provide solutions to enable our customers to provide this new style of business for their customers.

We have 4 key pillars in our strategy- Transformation of legacy systems, Protection, Empowering data-driven organizations and Enabling the Smart Workplace. We are the biggest investors in R&D in the IT industry. HP today has the most comprehensive portfolio in the industry. We see the competition going for acquisitions and integrating together because these have just realised that if one plays in few areas only, they won’t be possible to make it. The future is converged and about the cloud and the idea economy. We are ahead of competition. For sure, we continue to keep listening to our customers, understand their needs and translate that into IT solutions. Every step we take-we ensure our partners are enabled for the next step. We go hand-in-hand.”

TAILOR MADE SOLUTIONS RANGARAJAN K, HEAD OF LARGE ENTERPRISE AND GOVERNMENT, DU

“We have seen very good growth on the corporate side. Several new entities have come up in the UAE; thus spurring telecom needs. Because whenever you set up a new company, the first thing you look for is communications which is basic to initiate any business. Currently we are focussed on UAE only and see a lot of growth within the region. The focus is to build up on the growth momentum that’s available in the UAE. We are primarily looking at meeting all the customer requirements as an integrated solutions player. The main advantage we have is that we are able to meet customer requirements in terms of the value and the TOC. Plus, we are a very customer-focussed entity and are quite flexible to cater to their needs.”

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GITEX 2015

MOVING ‘TOMORROW’ AMMAR ENAYA, GENERAL MANAGER, MIDDLE EAST, ARUBA NETWORKS

Mobility and cloud together defines how tomorrow moves. And that is what Aruba and HP are focusing on in this GITEX.” said Ammar Enaya, General Manager, Middle East, Aruba NetworksAruba has had some major customer wins recently, namely the Bonnington Hotel, Royal Clock tower in Mecca, Tecom etc which redefined the models of networking and mobility. Aruba had undertaken an initiative making Aruba the perfect ‘4S’s, the most secure, safe, scalable and simple mobility solution in the market. We realized that we were always strong in security but maybe we were a bit complex. So we decided to make Aruba simple. “This initiative was trending well in the market and it was blended with a beautiful marketing campaign called the GenMobile which assures that we are closer to your mobile platforms while maintaining your security as a user.” Said Alain Carpentier, VP EMEA, HP Networking.

Aruba also showcased its leading wireless and switching portfolio—ClearPass Access Management System and Meridian mobile app platform that enables venues to quickly and easily create mobile apps or improve existing apps with features such as turn-byturn directions within venues.

Answering a question on how 2020 would look like, Ammar says that “Aruba is a vital part of every chapter in the 2020 book whether it is around secure access, whether it is around wireless access etc. and when we talk about the future, you will definitely see this booth (Aruba stand) ruling the floors.”

SAFEGUARDING THE DIGITAL WORLD SEBASTIAN PAVIE,

REGIONAL SALES DIRECTOR, MEA, GEMALTO

“Encryption is one of the top priorities of security leaders in the region. Gemalto is also very strong in the M2M area. As a security arm of Gemalto, we have to make sure that when the region advances in the smart metering, smart cab and smart home solutions, the bad guys do not hack them. So we are prepared for tomorrow with the strong encryptions in place.”

Gemalto promotes a four-step approach to safeguarding our digital world: we design security architecture from the ground up that protects the right elements at the right level, encrypt all sensitive data at rest and in motion, securely manage and store all encryptions keys, and control access and authentication of all users.

With dual presence at Gitex 2015, Gemalto placed special focus on its encryption solutions. eBanking security was Gemalto’s other key focus at Gitex 2015.

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SIMPLICITY ACROSS STORAGE TOM PEGRUME, VICE PRESIDENT EMERGING MARKETS EMEA AT HDS

“A large number of organizations are trying to cut down their IT costs. The boardroom discussion is that how we can churn the data that we have collected into useful information. CIOs are under tremendous pressure as work cannot be continued in the classic methods. So there is immense pressure to introduce new capabilities for the modern data centres. So what we do from a software defined data centre point of view is that everything we do is software defined.

What we do at the classic storage space is that we have a single operating system for all our storage products and solutions. So there is simplicity and we are able to virtualize other vendor storage products behind our projects” In the next 6 to 12 months, HDS expects a significant growth from the Saudi market.

GITEX 2015

DIGITAL ACCELERATION RABIH DABBOUSSI, MANAGING DIRECTOR, GENERAL MANAGER, CISCO UAE

“Cisco’s business has always evolved. Though our heritage is network and connectivity, what we have done is we have taken the core business of routing and switching- which is the heart and brain of networks and we have expanded in both directions in adjancecies. We invest in the adjacencies.

We have also taken our platform and invested in the vertical stack. Now we develop applications. We are investing heavily in software that would be complementary to the infrastructure layer and allows us to make the infrastructure layer sensory of intelligence and then build software to help organizations , governements and individuals get the value. Every transaction is becoming digital and when that happens, it’s to be carried over that platform. And when it’s carried over the platform, there’s a 80% chance that it’s going to be over a Cisco product. Because of our global presence and wide reach, we are able to attract start-ups as well as established MNCs and we cook together solutions that are meaningful for the needs and the requirements of every city and individual. What we’re doing in Dubai is trying to translate our global knowhow and international expertise into mraningful requirements of Dubai. We are very proud to say we are partnering with the Government entities to help them achieve the vision. At the same time we are very humble about our approach, we don’t believe we have the answer to everything. We believe that for any city to be succesful in the journey of digitization to become a smart city, they have to bring together multiple players- technology firms, consultancy firms, global MNCs, local start-ups, government thought leaders, enterprise world- that partnership is going to deliver the best outcome . At the same time, we are confident about our capabilities. I am optimistic and feel very bullish about our ability to achieve the vision of His Highness of turning Dubai into the smartest and happiest city in the world.”

THE FUTURE IS CONVERGED

SAID AKAR

REGIONAL DIRECTOR FOR TURKEY, EASTERN EUROPE, AFRICA, AND MIDDLE EAST AT VCE

“VCE is participating in GITEX for the first time. We believe it’s a great opportunity for us, for our customers and partners to showcase the solutions VCE has and do the necessary knowledge transfer. Globally, VCE business is growing 50% YOY. Middle East is one of the fast growing markets; in 2014, VCEs Middle East was one of the fastest growing entities within VCE. That proves the adoption by customers in the Middle East, specifically in the UAE ,KSA , Qatar, is really high and moving at a fast pace...

In the recent big news, Michael Dell specifically mentioned that the converged infrastructure with EMC was one of the most important things they were looking for in this acquisition. This shows the importance of VCE in the market . VCE will be a very important part of the new combined company and EMC and Cisco are committed to working together to ensure that we continue to deliver the industry’s best Converged Infrastructure customer experience.

VCE is a company focused on converged infrastructure and this is what we shall continue to do. We have created this market when VCE was started in 2009. VCE started with the trademark V-block around converged infrastructure. We were the first to bring to the market this unique experience of how we can pre-engineer a system, premanufacture, support it as one, sustain it as one , manage it as one in a simple way and create great value to the customer. In 2015, We have brought new products; we introduced hyper-converged Vx Rack and now are one unique company providing blocks, racks and appliances.

So, not only, we cater mission-critical applications with V block, we also can cater to scale out solutions, distributed environment, cloud, etc. “ Dubai’s Roads and Transport Authority (RTA) has selected a VCE Vblock System for its Automated Collection System (ACS), a contactless smart card scheme for customers using public transport facilities.

RTA selected VCE after a thorough evaluation process which found that its solution was the industry’s only true converged infrastructure that could dramatically reduce the cost of its IT initiatives while improving time to market for its applications.

NOVEMBER 2015

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GITEX 2015

KILLING THE KILLERS ALAIN PENEL, REGIONAL VICE PRESIDENT, MIDDLE EAST AT FORTINET

“This is a special GITEX for us as we are celebrating our 15th anniversary. We are leaders in network security and want to continue that. We are demonstrateing our Advanced Threat Protection (ATP) solutions to break the Kill Chain. Fortinet’s latest Software-Defined Network Security (SDNS) framework is the first of its kind across the industry to provide advanced threat protection through the integration of security into the modern agile data center environment. IoT security is another burgeoning issue that Fortinet is focussing on.”

Fortinet has appointed Redington Value as its new value-added distributor (VAD) for the Middle East and Africa (MEA). Now, Fortinet’s security solutions will be distributed by Redington Value, Exclusive Networks and Oxygen. Fortinet has also acquired Meru Networks hence expanding on its secure wireless vision and enterprise growth focus, broadening the company’s solutions portfolio, and expanding its opportunity to uniquely address the global enterprise Wi-Fi market with integrated and intelligent secure wireless solutions.

SECURITY THAT COMMUNICATES HARISH CHIB, VICE PRESIDENT MIDDLE EAST & AFRICA FOR SOPHOS

“ The company’s spotlight is on its concept of communication between its IT security solutions for endpoint and network. Sophos’ the latest version of its UTM hardware series – its new generation of network security appliances fully supports the best of two worlds - from Sophos’ and the Cyberoam technology. With accelerating digitization, businesses in the region seek one-stop reliable security expertise against the known as well as unknown threats. With IoT and digital transformation as core agenda, this edition of GITEX brings us a well-timed opportunity to showcase how our latest innovations unify Network and Endpoint to improve the quality of defense and protect everything - including users, apps, network, devices and data”

COMPREHENSIVE ENTERPRISE SECURITY FLORIAN MALECKI, DIRECTOR OF PRODUCT & SOLUTION MARKETING FOR EMEA AT DELL SOFTWARE

Dell has launched a new, full range of security solutions that enable customers to implement a comprehensive enterprise security strategy to protect their organizations from evolving threats while strengthening business agility. New future-ready solutions from Dell’s security portfolio include: a new approach to detecting and blocking advanced persistent threats; expanded user security for cloud apps with multi-factor authentication; enhancements to the Dell Data Protection (DDP) suite of data security solutions; management and policy integration across Dell next-generation firewalls (NGFWs), the switch and wireless access points; and new application security services.

These new solutions reinforce Dell’s commitment to delivering a full range of security solutions designed to meet the myriad of security challenges a customer faces.

Among several interesting launches, Dell Services is introducing Dell AEGIS, a tool that helps enterprise customers identify and assess the vulnerabilities associated with a company’s mission-critical applications and take preventive measures..

Dell’s approach to security is based on simplicity, efficiency and compliance connectivity that tie together the siloed aspects of IT security into a modular and integrated solution capable of sharing insights and control across the organisation..

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GITEX 2015

SMART TECHNOLOGY, STRONG STRATEGY PETER G. GEORGE , PRESIDENT/CEO & CHAIRMAN, FIDELIS CYBERSECURITY

“We put about 23% of our spend into making sure we have wonderful technology that’s ahead of the others. And then our go-to-market strategy is all about finding really good partners in the region and investing in the region both with our own people and also with key partners like Spectrami.

We spent three years as part of General Dynamics- a world-class defense contractor.

We grew a lot inside it. We just got bought by a firm named Merlin- a private equity firm based out of California- they are very excited about investing in our company. And because of that, we have hired 150 people in the last five months , we have doubled the size of the company and we are putting more people in our engineering team and sales team to make sure we get more of the market coverage we want. Our new owners are very aggressive about going after the market. The fact of the matter is that it may be a small part of the overall budget, but security is a big part of this market. And when we think of the EMEA regionthis is one of the fastest growing regions. So, we are investing a lot in here. The sensitivity around security is heightened here and because of that, we have strong capability in terms of technology to help customers protect themselves from advanced threats. The commercial side of our business is growing faster than the Government side too.”

LISTENING AND INNOVATING FOR SPEED & SIMPLICITY JOSEPH NAJJAR, MANAGING DIRECTOR AT RITTAL MIDDLE EAST

“Rittal Middle East headquarters is based in Dubai and we are covering the whole Middle East region including Egypt and Pakistan. We have been participating in the Gitex since 20 years. Gitex is very strategic for Rittal ME and Rittal globally as well. It’s a great platform to meet new and existing endusers and partners. Rittal has been growing exponentially in the region. Political instability is a challenge in the region; however, the opportunities are tremendous as well which can be tapped. For us, localization is important. It’s important for us to hear the voice of the customer, the voice of the market. We are always innovating our solutions and also making it fast and simple. We have also entered into a new partnership with IBM. “

EFFORTLESS MANAGEMENT NIRMAL MANOHARAN, REGIONAL DIRECTOR OF SALES, MANAGEENGINE

“Gitex has been very good for us- 9th year we have been here. We have around 40 different products and several updates in them. To mention a few, we got a new feature in Applications Manager called Dependency Mapping which helps to get a complete view of the complex IT infrastructure. With ADAudit , in realtime, ensure critical resources in the network like the Domain Controllers are audited, monitored and reported with the entire information on AD objects. In Mobile Device Management, Mobile Device Manager Plus enables you to perform app distribution and management to any number of devices be it iOS, Android or Windows effortlessly. The average growth rate of business has been 30%. We are aggressively working in the area of cloud. Africa market is also on our radar. “

NOVEMBER 2015

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GITEX 2015

SECURITY RE-INFORCED JOSE THOMAS, MANAGING DIRECTOR, BULWARK TECHNOLOGIES

“We have positively achieved what we were aiming for in terms of reinforcing our presence in the Middle East region and the reach of our solutions offering to all industry segments. It was a remarkable success for us from all aspects, from a brand exposure to partnerships acquisition as well as our regional channel and customer base growth. Gitex Technology Week 2015 provided an excellent platform for our brand visibility and communication, boosted our presence in the Middle East region and provided an ideal opportunity to strengthen the business relationships with our key vendors, partners and customers whilst developing many new prospects in the region which we anticipate will allow us to grow our business aggressively in the months to come.”

During the five-days of the show, Bulwark announced major partnerships with Varonis (Enterprise Data Governance Solution) and Jacarta (Environmental and Power Monitoring Solution). The Value-Added Distributor also spotlighted and demonstrated their following ‘Best in Class’ products and solutions and elaborated on their collaboration with key vendors namely Cyberoam, ESET, Secureway, Linoma, Accellion, Malistore, Netsupport, Sendquick, Radar Services, Netwrix etc.

SECURITY FOR MSPS AND BANKING

NEO NEOPHYTOU,

MANAGING DIRECTOR, ESET MIDDLE EAST

“We have launched the Version 9 of eset smart security and eset NOD 32. The major differentiator this year is that with this, we are launching a banking security for online banking, which is a key thing in the present day. More importantly, the whole product is also coming in an Arabic version- for the first time, there’s a home security product for the whole Middle East in their native language. We are also launching the MSP program for the Managed Service Providers.

MSP business is growing and security in this portfolio is a necessity. Moreover, another highlight is that we are working with technology alliance partners such as Storage Craft- a US back-up solution company with whom we are working hand-in-hand to establish the business in the Middle East. The Middle East region is still not picking up positively in the area of protection of mobile devices. It seems like till date, there’s no widespread feeling that these devices are in danger. People are reluctant to take steps to protect their Android devices by using simple mobile security. Gradually, people have to do it more and more;especially with online banking becoming a trend now, we need to have enhanced protection. Hopefully, things will change for the better in 2016. eset today is ranked number 5 worldwide amongst other serious anti-virus players. The aim of the company is to always come up with solutions to the malware threats we have around us.”

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MAKING DATA AVAILABLE, ANYWHERE DR. PAUL STEINER SENIOR SALES CONSULTANT ME, ACCELLION

“We are well established and have a strong customer base in the ME. As mobile devices are gaining momentum in the workspace, we are experiencing a strong drive to our business. We are on the ‘data’ side so we will help the companies have secure access to data and work on their files from anywhere and everywhere. We are well positioned in the cloud solutions space as well and what makes us different is that we provide on premise solutions as well. The existing challenge is that mobile industry has moved very fast and security is a key concern. Accellion’s focus in GITEX 2015 -‘Kiteworks’. Kiteworks enables secure access and sharing of enterprise content from any device including laptop, desktop or mobile. It enhances business productivity while ensuring data security and compliance.”

GITEX 2015

WORKSPACE MOBILITY ON THE CLOUD SHELLY VARGHESE, BUSINESS UNIT MANAGER - VIRTUALIZATION AND NETWORKING AT MINDWARE

“The new story of Citrix is around cloud workspace. And the interesting thing is we make Citrix work even better with the help of complementing technologies like Atlantis Computing. We bring down the costs making the bundled package more attractive to the market. Workspace Cloud replaces Citrix management infrastructure with easier to use cloud-based management services. Cloudbased services centralize and simplify the design and deployment of virtual apps and desktops, mobility management and secure file sharing solutions – no matter where they are deployed. Workspace Cloud replaces Citrix management infrastructure with easier to use cloud-based management services. Cloudbased services centralize and simplify the design and deployment of virtual apps and desktops, mobility management and secure file sharing solutions – no matter where they are deployed.”

IT ON THE EDGE WITH EMC

KEEPING IT SIMPLE JUDITH PLANELLA, SENIOR MARKETING MANAGER AT ARCSERVE

Arcserve provides organizations with the assurance that they can recover their data and applications when needed. Their new unified architecture, Arcserve Unified Data Protection (UDP), drives a full range of highly efficient and integrated data protection capabilities through a simple, web-based user console. Arcserve Unified Data Protection (UDP) is based on a next-generation unified architecture for both virtual and physical environments. Its unmatched breadth, ease of use, and Assured Recovery capabilities set it apart from other data protection solutions. Moreover, they have also launched Unified Data Protection Appliance - Hardware, plus software—now with expanded capacity to protect up to 90 TBs of source data. Arcserve solutions are distributed by Mindware.

WELCOME TO THE FUTURE OF STORAGE AND COMPUTE DAVID BECK, REGIONAL SALES DIRECTOR, MIDDLE EAST, ATLANTIS COMPUTING

“Gitex has been fantastic for us.

Mindware has been a great host. We are introducing a new technology that combines compute, storage and SAN in one box. The problem with today’s technology is that the CPUs are too fast and storage can’t keep up with them. So, storage vendors resorted to flash arrays; but a flash array is like having a ferrari running over a dirt track because the SAN acts as a limiting factor on the way to great speeds. So, customers are looking for faster performance, cheaper costs, reduced footprint and this is what we provide. The times are hard at the moment. They are all looking for lower prices so it’s the perfect time for us to capture the market. “

VIJAY KUMAR, SALES DIRECTOR - VIRTUALIZATION AT MINDWARE

“Dell-EMC- I think it’s a win-win situation- i see it as a one-stop shop for with all the quality products. EMC is focussing on three main areas currently- Software Defined Storage, Data Protection and the XtremIO All Falsh Array.

EMC ViPR is a software-defined storage offering from EMC . XtremeIO has already crossed over a billion dollars in revenue. We have also signed up with EMC to sell VSPEX BLUE, which is in the converged space. VSPEX BLUE gives you a single appliance with compute, storage, networking and management. It is the simplest way to redefine your IT.”

BANKING ON MINDWARE JOHNSON WANG, TERRITORY MANAGER, BIOSTAR GROUP

Biostar is a leading manufacturer of motherboards and graphics cards.

They have recently entered into partnership with Mindware as the exclusive distributor in the Middle East region. BIOSTAR has enriched its competence in the design and manufacture of products such as add-on cards, multi-media and system products to develop the market and meet the demands of customers for more integrated solutions . They are looking forward to a great reach across the region through Mindware’s channel.

NOVEMBER 2015

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GITEX 2015

DEBUTING WITH ALL THE GRANDEUR MARC LANDWERLIN, COUNTRY MANAGER FRANCE, SWITZERLAND, IBERIA, MEA AT LANDESK

“Comguard was added to our ecosystem a few months back to distribute our solutions and services in the Middle East as we needed a company that could leverage our business opportunities. Landesk is a spin off from Intel and goes back to the early PC days. Landesk has evolved from therein to provide IT asset management solutions. It started with security and system management solutions. It is really an engine to provide automation of IT to serve the customers and end users and we call this user oriented IT. As IoT rings in, automation garners attention. That is why we have changed our licencing models from device centric to user centric. We have deep investment in this section and you will see many innovations coming from Landesk” Landesk is a 100% channel driven company. “We have intensive training programs and provide our partner with technical service both pre sales and post sales.”

TOWARDS NEW HORIZONS AJAY SINGH CHAUHAN, CEO OF COMGUARD

CONNECTED ALL THE TIME ALI AHMAR REGIONAL DIRECTOR- MIDDLE EAST,,NETGEAR

“Gitex has been great for us- it’s always a great opportunity to meet our partners and spread the word about the brand and innovation. We are trying to make people connected all the time. We have introduced couple of new products during Gitex. NETGEAR was first to introduce the world’s fastest WiFi router.

That’s just the latest evolution of a legacy of innovative wireless routers and modem routers.We have also introduced 100% wireless security cameras.

And we have also introduced our LTE products for connectivity especially in countries where we don’t have fibres, etc. We prefer to keep a limited number of good channel partners to prevent any kind of inter-channel conflict that can be negative for our business.”

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“Gitex has been the true absorber of all kind of technologies in the region. It is the first to announce and uphold any kind of innovations and ice breakings happening in the tech world” “I believe, in years to come IoT will be a space which is going to be very vast. IoT could be a bigger wave than the internet, so we realize that we need to invest in that space early in order to have a good understanding of the project so that we can train our partners for the journey ahead.”

Comguard has had a long journey with Gitex and has been a witness to the gradual movement of the region from strength to strength. Gitex 2015 saw Comguard bathed in a new glory by its venture into Comguard ET

GITEX 2015

REDEFINING VALUE ACROSS TECH HORIZONS

ANAND CHOUDHA,

MANAGING DIRECTOR, SPECTRAMI

“As a company Spectrami has seen phenomenal growth. We are not a start-up anymore, we are a young company, we are working with over 9 vendors and we have seen almost 40 to 50% growth YoY. Middle East has been a mix market. On one hand it has accepted new and niche technology and on the other hand it has been sceptic of the support and that’s where Spectrami tasted success. We not only brought niche technologies to the market, but we also became the support mechanisms around it. Every company reaches a threshold when it has to rebrand itself, and to move to our next 5 year plan we had to rebrand ourselves.”

Redefining Value is the new mantra of Spectrami. Value is all about understanding what the vendor needs as a vendor extension model. “ “We are always here to disrupt. We are not here to repeat traditions. And as the region is facing several ups and down s with oil price slackening, we have heard people saying that the project cost has cut down but not the investment in security.

So Spectrami is on the right track and the next 2 years belongs to Spectrami.”

GREAT TIME FOR A10 GLEN OGDEN, ‎REGIONAL SALES DIRECTOR MIDDLE EAST AT A10 NETWORKS

“We are doing extremely well in terms of business. We have recruited two new very good distributors in the region- Spectrami and Shifra. This has been very well-received by the reseller community. We have a great partner program- Affinity ; for this region, we have worked to make required changes in the program to suit the two-tier model we have here unlike the single tier system in US. While we continueto focus on our whole portfolio, there’s heightened focus on security this time. Security has been getting a lot of traction especially with the instability and vulnerability of the region. We are focussing on the SSL INSIGHT- A10 Networks enables organizations to analyze all data, including encrypted data, by intercepting SSL communications and sending it to thirdparty security devices such as firewalls,threat prevention platforms and forensic tools for inspection. And then we have the A10 Thunder Threat Protection System (TPS) - The networking industry and business analysts are seeing a trend in increasing DDoS attacks. These attacks are occurring more frequently and with greater volumes and increased sophistication. TPS has been designed from the ground up to address these problems and protect services and connectivity from the next generation of threats..”

ELEVATING SECURITY MATURITY MAZEN DOHAJI, REGIONAL DIRECTOR ME OF LOGRHYTHM

“We have always supported partners by adapting to their new models and Spectrami would be no different.We have been conducting various workshops focused on partners and to make them aware of the various solutions and services that we are bringing to the market. Our partner programs have enabled our partners to be independent and cater to the concept of cyber security in the region. We have conducted 2 training programs for our partners in the region and they have enabled LogRhythm to have more successful technical engineers”.

“Cyber security is a key focus area for a number of organizations in the Middle East. Our security intelligence platform would benefit a wide range of enterprises to reduce the mean time in detecting threat”

NOVEMBER 2015

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GITEX 2015

RADICALLY SIMPLE, STRONG AND FLASHY CHRISTIAN PUTZ, SALES DIRECTOR, EMEA AND EMERGING, PURE STORAGE

“Gitex for Pure Storage has been very exciting with lots of customer meetings. We through Gitex wish to demonstrate our commitment to the market and it’s really exciting seeing the response we have been getting so far. We have also established a local office in the region already to further show our commitment to the market.

Currently, we work with Global Distribution . We definitely look forward to expand our partner landscape to enhance our market coverage in the key markets of the region.

We started in the UAE, we are in Qatar, KSA, and starting in Kuwait. Pure Storage is an enterprise storage company focussed on all-flash technology. We are not restricted to a particular niche part of the data centre. Our current success mostly comes from database acceleration, database consolidation, server virtualization and VDI; those seem to be the problem areas where the customers face the problems. Flash is the way moving forward. We have been recognized by Gartner a leader in that space second time in a row. In June , we launched our Flash Array m, a revolutionary design to scale out our all flash capabilities in the market. We also introduced a cloud based service offering called Pure 1. And from a disruptive point of view, we introduced Evergreen- this is the only solution where we let our users grow without being asked to refresh.

THE WINNING SAGA HAS BEGUN

BASHAR BASHAIREH,

VP - MIDDLE EAST & AFRICA AT UNIFY

“In spite of being a global leader, Unify didn’t have similar market share in the Middle East. We are now rolling out a global transition from directly doing business to a purely channel driven model as we have realized this is the only way for us to scale and acquire the leading market share across all markets. We launched our partner program at the outset of the fiscal year 2015 and we were on the lookou for our next-gen Value Added Partners. We have signed up Mindware and Oxygen as our new VADs in addition to Tech Access who are mainly focussing on the market in KSA..” “ We wish to focus on innovation, R&D so as to bring new technologies in the field of unified communication to the market space. We are offloading logistical resources to the channel partners while we can focus on bringing innovation to the market. “ “We will keep investing in developing our flagship OpenScape platform for SME market. In the meanwhile, we’ll also focus on OpenScape4000 - a market leader in its segment already. We are already pioneers on cloud side; Circuit brings HD video, voice, screen share, messaging and file sharing into a single pane of glass..”

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LOOKING TO THE FUTURE DENNY LIANG, GENERAL MANAGER, TP-LINK MIDDLE EAST ,

“In the coming year, our main focus is going to be SMBs though we shall be maintaining the power of our existing products. This year we launched OnHub, a router from Google that is built for all the ways you Wi-Fi. If there’s ever a problem with your network, the Google On app tells you what it is and how to fix it. We also introduced the first wireless 1900Mbps touchscreen display W-Fi router, the AC1900 Touch Screen Gigabit Wi-Fi Router – Touch P5, making it simple for even the most inexperienced users to tap into and take full advantage of their broadband networks. Meanwhile, we have a smart-phone section for smart accesories. By the end of this year, we’re going to launch our mobile phone.”

GITEX 2015

TRANSFORMING DATA CENTRES WITH EFFICIENCY

WAEL MUSTAFA,

CHANNEL SALES DIRECTOR AT COMMVAULT.

ALWAYS-ON BUSINESS GREGG PETERSEN REGIONAL DIRECTOR, MIDDLE EAST AND SAARC, VEEAM SOFTWARE

This year, Veeam celebrated its 5-year anniversary at GITEX Technology Week! The focus has been on the Veeam Availability Suite v8- Veeam Availability Suite combines industry leading backup, restore and replication capabilities of Veeam Backup & Replication with the advanced monitoring, reporting and capacity planning functionality of Veeam ONE. Organizations are modernizing their data centers in order to provision IT services faster, strengthen security and control, and lower operational costs. While building modern data centers, organizations invest in server virtualization, modern storage applications and cloud-based services. However, businesses are facing new demands from end users including access to data and applications 24/7, no patience for downtime or data loss, and exponential data growth at 30-50% per year. This opens a gap— an availability gap—between the requirements of the Always-On Business and IT’s ability to effectively deliver availability. Veeam bridges this gap by providing customers a new kind of solution—Availability for the Modern Data Center.

Organizations now can leverage their investments in the modern data center to meet new demands of the always-on business. Next in line is the NEW Veeam Availability Suite v9 and NEW Veeam Backup & Replication v9 that extends these capabilities by further leveraging IT investments in modern storage and the cloud and by providing additional enterprise-ready enhancement.”

“I believe Gitex has been crowded and we interacted with customers who wish to know how they can manage their data centres better. Our aim is to show how our customers can transform their data centreshow they can better do data management, data protection, compliance and more and how Commvault can help them more in this.”

“We are increasing our coverage in the region. We have entered into a new partnership with TechAccess, the VAD - this is to get more reach to our customers. We are hiring more resources. We have also announced the new version of the partner program and are offering several rebates and plans for our partners. “ Commvault has launched the next generation of its market leading solutions portfolio, delivering a broad spectrum of innovation designed to help customers address the increasing challenges of managing data and information in highly disrupted, fast-paced global business environments..

WINNING THE REGION WITH ‘COMPLIANCE’ CHRIS THORPE, SENIOR TECHNICAL SOLUTIONS PROFESSIONAL AT AVEPOINT

“Our products are very flexible. So we work in accordance with the organization’s need. We carefully look into the end users requirement for having a proper compliance. We work closely with their internal requirements and help them establish their own compliance policy.” “Emitac Enterprise Solutions is one of the leaders in the MEA region it is a very important strategic relation that we are building with them. We are conducting a training program for EES and very soon they will be certified in all our products. It’s a win win situation for us as AvePoint’s rich experience in enterprise collaboration coupled with Emitac’s service excellence enhances quality and assures delivery of a range of SharePoint and compliance solutions to organizations in the Middle East region. Additionally, it will also promote usage and adoption of Microsoft cloud technologies”

NOVEMBER 2015

15

GEC AWARDS 2015

GUESTS

150

TOP EXECUTIVES INCLUDING IT LEADERS, CIOS, HEAD OF GOVT. AGENCIES

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GEC AWARDS 2015

NOVEMBER 2015

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GITEX 2015

CELEBRATING A DECADE OF DOMINANCE RAJESH MATHRANI, GENERAL MANAGERM SALES-ME, REDINGTON

“Redington is celebrating a decade of dominance as a VAD at Gitex 2015” says Rajesh Mathrani, General Manager Sales ME at Redington.

“We have had some major product launches and accolades this season that reinforces our value as a leading VAD in the region.”

At Gitex 2015, Redington Value launched the RedCloud, which is a marketplace that offers customers a one-stop solution for all their Enterprise Cloud requirements. The company is in the process of partnering with about 30 to 40 SaaS (software as a solution) service providers thereby facilitating clients with a single log-in platform for all products, unified billing and online payments, while offering live chat and agent management among other features.

Redington also won the Gitex HP Channel Award for the Best Enterprise Distributor during Gitex. Other than that Redington also signed a new partnership with CyberArk that will enable Redington Value to distribute CyberArk’s Privileged Account Security Platform across the Middle East and Africa region.

FLAUNTING CAPABILITIES THAT ARE SECOND TO NONE ZIAD H MUSALLAM, SVP, ENGINEERING & DEVELOPMENT, AEC

One of the major reasons for AEC’spresence at GITEX 2015 was to showcase its capabilities in terms of solutions and products in the market. “We always bring our new area of IT to Gitex. This year our focus is on our partnership with SAP as the gold partners. We are bringing in all the skills and solutions that we are ushering in with SAP as our partner. We are also very competitive in the cyber security arena with great skill sets.” Said Ziad H Musallam, SVP, Engineering & Development, AEC. AEC is also contributing immensely towards the smart city projects with its cutting edge smart grid and smart metering solutions. “Gitex is one of the most important exhibitions in the whole world to meet your partners and customers under one roof.

“AEC is unoqiely recognized in the region for our capabilities that are second to none in KSA in terms of skilled people and our ability to implement mega projects. Our ability to do electronic manufacturing from the scratch is also another key strength.

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FRONT RUNNER IN NETWORK SECURITY RAM NARAYAN , CHANNEL MANAGER,CHECKPOINT

“A lot of emphasis is being given to network security, so we are launching a couple of new cyber threat security solutions. One is related to APT (Advanced Persistent Threat) second is for mobile security and the third is virtualization security.”

“IoT is helping us because we are primarily focusing on security. We will also see a great traction coming up as things would advance.”

“Check point as a solution provider has been actively initiating many programs for the smart city. In 2015 we are planning to refurbish our channel ecosystem. We have got a lot of security focused partners joining us” “With Oil and Gas undergoing various dynamics, SCADA security would be a key focus during Gitex 2016. Technology is evolving and Check Point is at the forefront of technology, and it is the right opportunity for partners to work with Check Point to go to the market with the best of breed technology.”

GITEX 2015

‘FABRIC’ FOR THE NEXT GEN STORAGE CHRIS BURNET , CLOUD SERVICES AND SOFTWARE SOLUTIONS MANAGER FOR MEEEAR AND CIS, NETAPP

Chris Burnet, Cloud Services and Software Solutions Manager for MEEEAR and CIS at NetApp said that the security, regulations and compliance in the region has been a strong reason for the slow adoption of the cloud. NetApp’s focus is greatly on the cloud at the moment. “We possess the ability to manage and move you data efficiently from on premises to anywhere. We can move data anywhere with little cost of bandwidth and it also takes away the fear of using the cloud.

At Gitex 2015, NetApp released its new Data Fabric solutions and services.

Building on its GITEX theme ‘Liberate your data with DataFabric’, NetApp demonstrated its leadership in enabling customers to seamlessly manage data across whatever IT resource they choose, speeding innovation and enabling better business decisions.

Talking about NetApp’s partner ecosystem, Chris said, “We have lot of enablement programs on how to move to the cloud. NetApp is now a Google Cloud Platform Technology Partner. Technology Partners provide tools which integrate with Google Cloud Platform to extend its reach and functionality. It is all around taking legacy applications, legacy workloads, and legacy data out of the data centre into the cloud.”

BACKING UP VALUE, RESTORING BUSINESS

GUURPRIT AHUJA,

DIRECTOR - MIDDLE EAST & AFRICA, ACRONIS

“Acronis has seen a great shift in the market, there is great potential and we are actively involved in the market with 60% growth YoY.Comparing to other DRaaS solution providers on the scale of affordability, we are much more ‘value for money . I will not say cost effective. The user interface is much more simpler and easier and that sets us apart. The other key aspect is that, there are some solutions which are good to have and there are some solutions which are ‘must have’. So we provide the must have solutions and that is again a key differentiator.”

“The competitive edge that we have is that, a lot of our competitors are having back up on virtual machines, back up on cloud etc. The beauty of Acronis is that we help you take back up of your physical machines and you can restore it to dissimilar hardware.”

During Gitex 2015, Acronis highlighted its key solutions like the; Acronis Backup Cloud, Acronis Disaster Recovery Service, Acronis Files Cloud, and Acronis Access Advanced.

NEXT-GEN SECURE ACCESS ABDUL REHMAN, REGIONAL MANAGER AT PULSE SECURE

“Pulse Secure is a “new” company born from the sale of Juniper Networks Junos Pulse product line to Siris Capital, a leading private equity firm. We have a 10+ year understanding of customer needs and goals, and as a standalone company, Pulse Secure now brings additional resources and focus to solve the challenges in enterprise mobility faster than ever before. 80% of the Fortune 50 use Pulse Secure solutions.. Mindware being one of our VADs was the best host for us at Gitex. We plan to bring next gen remote access to our customers. The Middle East team is growing and we are planning an aggressive journey ahead.”

NOVEMBER 2015

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GITEX 2015

CARVING A NICHE IN SCAN WORLD MIKE NELSON, VICE PRESIDENT AT PFU (EMEA) LTD.

PFU added a unique touch to Gitex 2015 with 2 separate stands. One stand was dedicated to the entire range of ScanSnap scanners for personal productivity whilst the other stand gave visitors a unique opportunity to see presentations from leading software partners.

ScanSnap was definitely one of the key attentions at the Gitex 2015. Fujitsu’s GITEX theme “Scan Everything, Scan Everywhere” highlights the opportunities that come with Fujitsu imaging innovations. “This is our largest presence ever at GITEX, and the theme perfectly fits the broad range of industry solutions and product highlights that we are bringing to the show”, says Mike Nelson, Vice President at PFU (EMEA) Ltd. PFU has also launched its new channel enablement program that all set to revamp its partner ecosystem.

AIMING WITH THE RIGHT ARROW

RICHARD NOUJAIM,

MANAGING DIRECTOR, MEA REGION, ARROW

“The region has distinguished itself with high growth demand for IT solutions, rapid introduction of new technologies, leading users for mobile and other devises. Our focus is IT security and on storage, these are the fasting growing segments in the industry and we happen to be in the sweet spot. Security is top of the list for end users, increase in demand for security” “What makes Arrow stand apart is its long standing record in industry. Founded in 1930, Arrow has gone through various cycles but is still standing strong. Intimacy with our vendors which translates into the technical knowhow to the resellers and end users is another strong point of Arrow.”

“Capacity, skill and conviction is our greatest strength. 2015 is the year where we are refocusing our offering to the main vendor brands because every vendor has a wide portfolio. We are committed to developing the business of the entire portfolio of our vendors.”

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VIRTUALIZATION SIMPLIFIED

JAN URSI,

SR. DIRECTOR, CHANNEL SALES & ALLINACES- EMEA AND INDIA, NUTANIX

“There are a lot of initiatives in the Middle East region and people want to deploy their products as fast as possible but are faced with various challenges and complexities of time and in bringing together all the components that eventually slows down their delivery time. This has been a fuel for Nutanix because we bring that simplicity in integrating everything together and within 30 minutes their project can be up and running. Storage, networking, servers and virtualization everything comes pre integrated. So they just have to switch it on, put their workloads on it and get going with it. The Middle East region is gold in our hands.”

Nutanix laid emphasis on its Invisible Infrastructure at Gitex.

GITEX 2015

YOUR SECURITY CONNECTED IAN LOWE, SENIOR MANAGER OF PRODUCT MARKETING, IDENTITY ASSURANCE WITH HID GLOBAL

TAKING TRUST TO NEW HORIZONS SUNIL PAUL, CO-FOUNDER AND EXECUTIVE DIRECTOR, FINESSE

Finesse has been a part of Gitex since 5 years now and this year the recognition that it received was truly overwhelming according to Sunil Paul, Cofounder and Executive Director at Finesse.

Talking about customer response during Gitex, Sunil says that “The oil price fluctuation has definitely had an impact on the government spending. There is a kind of pause in decision making.” As the region is undergoing tremendous changes, Finesse, as an SI feels that these challenges are opportunities for them. “The world is moving into Big data and analytics where everything is connected and there would be a lot of challenges in terms of integration and security and in terms of connected infrastructure itself.

So, Finesse helps in providing solutions for this infrastructure, integrations and security.” Two major handshakes that Finesse had during Gitex was with Gulf Precast and Zulekha hospitals.

Finesse has been selected by Gulf Precast to provide strategic consulting to define arobust BI (Business Intelligence) platform. Finesse would be implementing their MIS in Zulekha hospital as a part of the tie up. Finesse also showcased the Smart LongPen – Live Remote Wet-Ink Signature Solution , the only robotic device that empowers you with the capability to remotely sign from anywhere in the world through any touch screen device (smart phone or tablet).

“Our theme is Security Connected; What’s unique about HID is that we can deliver end-to-end solutions for banking customers, government customers, enterprise customers and enable them to easily create , manage and use identity. We are also emphasizing on how we can empower mobile identity. According to our recent survey, there’s a lot of concern around security of mobile devices. We are here to show companies that they don’t have to be concerned, that we can actually marry a great user access experience with security on mobile devices.

That brings us to the solution we launched earlier this year with Microsoft- that solution is called ActiveID Tap. It allows our customers to empower their employees with a single identity credential card that they can use to open a door, and also tap the same card to a mobile device to access securely around 2500 cloud applications. This solution solves a problem around two-factor authentication.”

UNIFY- THE ICING ON THE CAKE OF OXYGEN KHALID LABAN, CEO OF OXYGEN MIDDLE EAST

“Historically Oxygen was built around wireless. Later wireless grew up to be a mobility kind of solution. We were determined to be the strongest and best in the world of mobility. Mobility breaks security- so we expanded into making sure that mobility is secure, hence we provide secure mobility solutions. A lot of customers were missing the unified communications in our proposal. This is wherein Unify came in as the perfect match. That led us to partner with a great company that Unify is. We believe we are on the right track to the future and Unify is going to be a great value add. We have a strong presence in the KSA; this will be a great booster for Unify. “

NOVEMBER 2015

21

GITEX 2015

MANAGED SERVICES LIKE NEVER BEFORE SUREN VEDANTHAM - MD - STORIT AND HEMESH DOGIPARTHI -DIRECTOR - HASZONE

As Suren puts it across- “Gitex is a great platform for us, to go out & meet the entire network of resellers at one place, connect with them, share the roadmap and also show our gratitude for all these years of business we have been doing so far. One of the biggest initiatives of the year which we have introduced now is Managed Services in partnership with HASZone,. a leading MSP from the US. Right from your infrastructure management to your databases your applications , your entire environment can be entirely managed, so those are the services we have rolled out to our resellers who can actually go back to the end users and share the same thing which really creates value in terms of huge cost saving at the same time there is enhanced service portfolio from reseller to the end users. So The point is about continuously creating value and enhancing the service value capabilities of the resellers and making sure we are right on the top of the technology curve. “ “What makes our Managed Services unique is that , no distributor in the region does this today, in the real sense of the managed service model while having a network operation center and feet on ground along with managed service capability, remote IT management capability.- that’s what makes us different. nobody can offer skills on site at the same time manage your environment remotely through the managed services system .. nobody has those kind of capabilities in the region & no distributor does that . What they do is bit & pieces of software .. nobody can install the entire system & manage it remotely and at the same time have resouces on ground to support the client .. that is unique to StorIT”

UNVEILING FUTURE OPPORTUNITIES IN INTERCONNECTEDNESS JEROEN SCHLOSSER, MANAGING DIRECTOR, EQUINIX MENA

“If organizations want to be more competitive then cloud is mandatory. Middle East is leading in some of IT technologies around the cloud. Cloud and data centre collocation is also becoming one of the key trends in infrastructure.”

Gitex was a significant platform for Equinix to highlight the crucial findings of their survey ‘Enterprise of the future survey- Equinix, the global interconnection and data centre company, has released the findings of its Enterprise of the Future survey revealing that the UAE is one of the world’s leading countries in terms of pursuing interconnection, with 86% of UAE businesses intending to be interconnected by 2017, putting the UAE ahead of countries such as Netherlands and Switzerland.

The Equinix Dubai International Business Exchange (IBX) data centre is the first world-class, network-neutral aggregation point in the MENA Region, enabling organisations to access fast-growing markets, interconnect, expand, and accelerate their business with high-speed connectivity to anywhere in the world, from the Americas and Europe to Asia Pacific.

Stuart Turnham, Director, Enterprise & Financial Service EMEA added “There is a big gap in the industry in cyber security being a problem and having the required IT infrastructure to cope with it. Security is one key concern.”

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GITEX 2015

MAKING SECURITY WORK BETTER TREVOR DEARING, EMEA MARKETING DIRECTOR AT GIGAMON

“What we fundamentally do is make companies’ technologies work better. So, Gitex this year, we are fully focussing on the security industry. We enhance the way the other security technologies work.

That’s creating a lot of interest with both our channel partners as well as end-users. Giga Secure is capable of optimising individual security technologies. What we do is quite unique. “ “We have recently opened an office over here. We are looking to extend to more countries in the region. Another key thing is recruting the right channel partners. So, we wish to build a strong channel ecosystem.” “In the last quarter, we grew about 45% YOY and are hoping the same to continue.”

SECURITY THAT YOU CAN TRUST GARRETH SCOTT, SALES DIRECTOR OF CREDENCE SECURITY

*This is our first Gitex. We are very excited; we are representing nine vendors namely DigitalGuardian, Fidelis Cybersecurity, 41st Parameter, Access Data, Beachhead Solutions, eSentire, Everbridge, NetClean and Popcorn Training. We are a niche player and we look into forensics, cybersecurity and incident response and some of the wraparound services around that like training and awareness. We are a Value Added Distributor so, we have capabilities in POC, technical value add, workshops with our customers, etc. We take a slightly different approach to a standard distributor. We have a number of academic training programs as well. We are also the ATC for our vendors. We work closely with our channel partners in the region , support and enable them to ensure that we all are succesful. We aren’t trying to be everything to everyone. Rather, we’re trying to say if you’re looking for cybersecurity and forensics, that’s our bread and butter and we understand that space very well. Our company has 9 offices across EMEA but from Dubai, we focus on MEA and India; and got offices in Dubai, Kenya, Nigeria and South Africa and soon in India and Abu Dhabi. Our Tier 1 focus includes KSA, UAE, Qatar and Oman.”

SECOND-TO-NONE SECURITY INSIGHTS PANOS DIMTRIOU, CTO, ENCODE

“Gitex has been fantastic and busy. We started Encode back in 2001 and are here in this region since 2005. Right now, we are coming with a very new value proposition around helping customers and big organizations counter advanced cyber threats. Our highlight is our solution for helping companies augment their security operations centre capabilities with unprecedented insights on detecting advanced cyber threats and how to respond to the threats thereafter. We are mostly into telecom, banking and in general, high enterprises. The Public sector is also growing. The main differentiator of Encode is that we have a second-to-none expertise on the offensive side. Apart from the UAE, we are seeing Qatar, KSA , Oman and Kuwait and plan to extend reach through the channel. We are focussing a lot on security analytics as well.“

NOVEMBER 2015

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GITEX 2015

NO CHANGE IS BAD IF IT’S FOR THE BETTER RAMZI ITANI, REGIONAL CHANNEL DIRECTOR, EMEA EMERGING REGION, VERITAS

“The market here has been growing double-digits. Now we are going through some rough times due to the oil and security issues. However, we have learnt a lot from 2008 depression. Dubai is investing a lot- lot of projects are being executed. In spite of the challenging market conditions, as Veritas, we are going very aggressively. With the separation from Symantec, we brought down the number of partners from 60 to 11. We are focussing only on high growth, high revenue partners. Veritas was almost 70% of Symantec business. The ones who developed the partner program belonged to Veritas; so they inherited the program. Symantec is developing their own program. Any new change to the program will be announced after the separation is complete in January and the two companies have different owners. “ “Veritas has Mindware and Aptec as its distributors in the UAE and an additional one in the KSA. “ Veritas has industry-leading solutions that cover all platforms with backup and recovery, business continuity, software-defined storage, and information governance that enable organizations to harness the power of their information. Symantec has entered into a definitive agreement to sell its Veritas information management business to The Carlyle Group. The Carlyle Group possibly has plans to add more to its portfolio down the lane.

CONNECTED AND SECURE YASHDEEP SULE, HEAD-MARKETING, MIDDLE EAST & AFRICA FOR HONEYWELL BUSINESS

“Honeywell is a world technology leader focussing on different areas like aerospace, performance technologies, automation and control systems, which pretty much impact homes, buildings and industries. What we’re trying to bring to Gitex is a lot of our connected technologies which address the demands of the end-users in the IoT space.

Honeywell is a thought leader and also a market leader in the IoT space, so everything that we’re showcasing here encompasses connected technologies which will help drive homes to be connected, buildings to be connected, and workers to be connected.

The platforms we are showcasing also address security concerns of building owners in a very connected way. Our theme is around peace of mind. Our solutions make sure that comfort is enhanced without compromising on security. The penetration of internet and smart devices in this region is one of the highest. Thus this is a very promising region for us. Soon, we need to update on Arabic apps as well. “

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CONNECTING THE MODERN WORKPLACE NICK GALEA, CEO AT 3CX

“It is much easier to install and manage other than other pbx systems. It can be easily handled by the administrator, hence cuts down the need for an outside IT consultant. An employee can use his phone and be connected to the office phone.

It delivers mobility by allowing employees to work from home using a remote extension. Sitec is the main distributor of 3CX. Its Go to market strategy is completely through channels. 3CX also has partner programs that have been designed with the reseller in mind. At Gitex 2015, we are showcasing new version of 3CX Phone system 2014 which we have launched recently which has a lot of new features including support for Web IPC and follows Google standards to allow phone communication between any mobile phone and an open browser.”

GITEX 2015

MEETING NEXT GEN IT INFRASTRUCTURE NEEDS SARWAN SINGH, DIRECTOR, PROLOGIX DISTRIBUTION

REDEFINING NEXT GEN COMMUNICATIONS

“We are working with latest technologies in testing and measurement and wireless. In wireless we are displaying products from Zebra, Cambium and Trango systems. On the testing and measurement side, we are working with Fluke Networks, Empirix, AFL etc.”

“The focus on IoT which Gitex has brought gains prominence from IoE concept of Cisco and IoT of other vendors, so we are focusing on that with our management and monitoring solutions. So, for the IoT we are providing the infrastructure and the monitoring and management solutions. We are working with the government in the region and have been noticing that the investment in infrastructure is high. The future is IoT because of the automation, be it smart metering or smart home.

And as we are an IT infrastructure company, we have to ensure that we have cutting edge technology for the customers. “

SAVIO TOVAR DIAS, DIRECTOR - SALES ENGINEERING, AVAYA

“Avaya has gone from strength to strength from a small strip to the big stand you see now. There has been a lot of investment in technology and lot of opportunities in digitalization in the MEA region.

The market is ripe on acceptance.

Holistic architecture is our key attraction— Our unique combination of UC and CC. Avaya has always done live demonstrations of our solutions as we believe in ‘What you see is what you get’ principle. After all the consumerization of IT is all about the end user choosing the technology of their choice being in an enterprise.”

The Guardian Angel was the key focus at Gitex.

‘Guardian Angel’ is a live demonstration of Avaya innovations that deliver on the promise of Internet Of Things (IoT) to enable new customer services and experiences. The solution incorporates IoT endpoints, such as drones, Droids, smart devices, networking technology, collaboration solutions, and application development to enable emergency services to quickly respond to a crisis, receive more accurate feedback on events, and deploy resources more effectively – ultimately saving lives

REINVENTING BUSINESS APPLICATIONS MONZER TOHME, REGIONAL MANAGER, MIDDLE EAST.,INFOR

“We are showcasing the whole portfolio with key emphasis on our CloudSuite offering, which is key for us in driving business over the next few years.

Customers in this region are very selective when it comes to cloud. The main concern is around security and we go into discussions to prove that cloud is as secure as an on-premise solution. “ “Healthcare is a key industry vertical for us. We are also very active in other verticals like manufacturing, public sector, hospitality, non-profit organizations, financial services, general trading and distribution, heavy machinery etc. “ “Our key differentiators are our vertical focus, the technology we bring , user experience and our cloud offering.”

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SECURE IDENTITY FOR A SECURE WORLD FAISAL MOHAMED, GM, SCREEN CHECK MEA

“Today, when security tops the chart of all decision makers, Screen Check creates complete ID solutions. Identity solution is at high demand in the market given the current scenario when there is a lot of uncertainty around security. So government, private, and social organizations alike require secure identity solutions for their premises, their people and their systems. Our RFID solutions are already in line with IoT. Retail is one of our major target as far as the Item Intelligence and IoT is concerned. IoT is a vast area, so we have partnered with various organizations in consortium to provide these solutions.”

‘SOUND’ SOLUTIONS FOR SOUND TECHNOLOGY MYRIAM MARCETTEAU, BUSINESS DEVELOPER, AKOUSTIC ARTS

“Sound is a very important part of enterprise communication and in the near future we will be seeing more and more niche applications in this area. In close partnership with Sitec, we will be organizing some training programs and partner events. We would not have much visibility on papers as we want our customers to feel our products rather than see our products.”

Established in 2010, Akoustic Arts has been pioneering in innovative sound solutions. Headquartered in Paris, Akoustic is all set to establish themselves in the Middle East market with Sitec as their major distribution partner. At Gitex 2015, Akoustic Arts showcased its innovative « A » : the directional, personal and communicative speaker. The application is relevant for both public and professional applications, but also for the industrial sector to be integrated to some products.

PRECISION ACROSS INDUSTRIES ALAN POURMIRZA, GM AT SYNERGIX INTERNATIONAL

“Synergix International was established in 2000; we have pretty long and strong background in the market. We have got special products from Fluke, Fluke Networks, Infilink, Inno, Telegartner, etc. for professional services. We have tools that can advice how many access points we need and where we need to place them for the best connectivity. We have handy equipments to detect faults in realtime. We have highly sensitive infra-red cameras which can predict if your car is going to have any problem in the future. We also have fusion machines, connectors, cabling solutions etc. We also offer training and sales support for everything we sell. We cover the entire MENA region.”

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BACK-UP FOR PHYSICAL AND VIRTUAL WORLD MIKE DALTON, SENIOR VICE PRESIDENT OF WORLDWIDE CHANNELS AND INTERNATIONAL FIELD OPERATIONS, UNITRENDS

“We provide solutions for back-up and disaster recovery. And we provide our solutions for both virtual and physical devices. We talk to our customers to find what’s their issue and accordingly provide a solution to suit their needs.

It could be a software, it could be an appliance or a combination of the two. We provide disaster recovery through the cloud as well. In our new user interface, we have simpliifed things reducing the number of clicks it takes to complete any particular task. One of the key differentiators between us and our other competitiors is that because we back up both physical and virtual machines, you only have one console to use.

So, it’s easier from the user standpoint. For a system administrator, this means reduced costs.

Moreover, we are quick. We got a vast array of appliances all the way from 1 TB to 100 TB or if you’re going bigger than that, just use our software. We are new to this region and been trading here for about a year. Business has been good and growing. We are looking to recruit far more partners than what we have got because we just can’t reach all customers we have got with our own team. We work with two key distributors in the region- StorIT and Bridge. We are introducing a new channel programme for which partners can pre-register with us . “

GITEX 2015

BIG DATA, BIGGER ROI DR.ROHIT VERMA, EXECUTIVE DIRECTOR MOMENTA - BIG DATA EXPERT

“Momenta is a company with a significant presence here. It’s generally an IT services company. But we have a big data offering in the other regons that we wish to bring to the Middle East. This occasion is the launch of our big data services platform- what we call Clarity. There’s a lot of hype around bid data.

What we do is try and make sure we can provide quick and effective ROI for projects that people have. We use amalgamation of big data technologies and tools , our skillset in analytics and domain expertise . We work with any level of data maturity our clients will have. That’s a differentiator for us. Whenever there’s a new technology coming up, typically what ends up happening is there’s a lot of buzz around it, a lack of understanding and consequently a desire to spend money which is not very well-directed. That’s happening with big data as well. Two things I shall recommend to anyone anywhere implementing big data- make sure you find a champion who’s more business oriented and secondly, choose a project where you have quick ROI. We do 3-4 month projects with a quick ROI and these are very measurable matrices.”

GROWING WITH TIME AND TECHNOLOGY ASHISH PANJABI, COO, JACKY’S BUSINESS SOLUTIONS

“Gitex was about fax machines and photo copies 20 years ago and that was what we were exhibiting along with our competition.

But times have changed, this is the region of innovation and we have seen the push of the government for innovation.”

Jacky’s Business Solution highlighted its 3D printing solutions at GITEX. “We have seen a change in the conversation in the last 4 years. Customers coming to Gitex this year are well equipped with the knowledge of 3D printing. Even various educational institutions are adopting a project based learning method, so when these students get into the workplace, it is no more a theory, it is all practical.”

We are working with a channel of resellers and we have subject specialist working with us in various areas, so we have a chain of educational resellers, engineering resellers, and architectural resellers and similar others working with us. We believe ourselves to be a part of the Middle East community and we wish to see how we grow with the community.”

CUTTING EDGE IT SERVICES MEHDI QURAISHI, CEO, IXTEL “We are not into any product or box shifting. We carry one of the niche portfolio in the market that boasts of services with new technology and local experience.

We are a complete turnkey solution provider. We are a very vendor agnostic company. We ensure that we understand the painpoints of the customers and choose the perfect partner to deliver the apt solutions and services.” Ixtel had 5 major product line showcase at Gitex 2015. Ixtel also launched SaaS-based vulnerability management platform in partnership with edgescan, which detects network & application vulnerabilities on an ongoing basis.

Recently Ixtel partnered with Qumu for providing innovative video solutions to ixtel customers and Nexthink for end user IT Analytics .

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DELIVERING WORKPLACE OF FUTURE TODAY GLYNN JONES, VP OF EMEA CHANNELS AND ADVANCED TECHNOLOGY GROUP, POLYCOM

“Today, we are taking a quantum leap in achieving our vision of unleashing the power of human collaboration. As we celebrate our 25th year of innovation and leadership, we are announcing breakthrough collaboration experiences that uniquely place people at the heart of collaboration enabling them to work better, smarter, and more efficiently. We are delivering the workplace of the future today. Mobility for others means telephone and mobility for us is collaboration. “ At Gitex 2015, Polycom showcased Polycom RealPresence Trio, the first smart hub for group collaboration that transforms the iconic three-point conference phone into a voice, content sharing and video system and Polycom RealPresence Centro, the industry’s first unique centre-of-the-workspace collaboration solution built for the natural way humans brainstorm, ideate, and solve problems.

NETWORK SECURITY LIKE NEVER BEFORE MARCUS JOSEFSSON, DIRECTOR CHANNEL SALES - MEAR & APAC, LANCOPE

‘CABLING’ THE SMART CITY ASEF BADDAR,

SENIOR MANAGER, TECHNICAL SALES AND SERVICES NETWORK SOLUTIONS, LEVITON

“Wireless, on the contrary has been fuelling the demand for cables. Wireless access points are dependent on cables and as the region is increasingly adapting and going wireless, we see a surge in cabling. I don’t see cabling vanishing for the next 30 years. We are very strong with the government and military as they look for the best quality solutions. With 2020 round the corner, hospitality is yet another focus area for us and we are seeing great demands there. We have the Best services support and we are building on the reputation. Quality product and range of products is another key strength” Leviton showcased its Structured cabling network solutions including copper and fibre end to end solution at Gitex 2015. Leviton also showcased its home automation and security solutions.

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“Our 3 key strengths are “Policy enforcement, visibility and detection across whole infrastructure, ability to go back in time and use forensics.

A major part of our revenue is through Cisco.

Cisco was a customer of Lancope. They liked our security products that very well complimented the Cisco standards. A novel focus of ours is the ‘Network as a Sensor’. 70- 80% of our market share comes from that. A major share of the traffic passes through the router so we use every router and switch as a sensor and monitor the traffic. IoT is really a gold mine for us as it is all about M2M, so we look at the behaviour of the machines and it is very predictable.”

One of the key showcase for Lancope in Gitex 2015 was its endearing partnership with Cisco.

Lancope’s StealthWatch System and Cisco routers and switches transform the network into a sensor to detect sophisticated cyber-attacks anywhere on the network without the high cost of deploying expensive probes.

GITEX TECHNOLOGY WEEK 16-20 OCTOBER 2016

DUBAI WORLD TRADE CENTRE

HUMAN CONNECTIONS INTELLIGENT CITIES The need to create innovative, intelligent cities by mobilizing human connection with artificial interface is becoming vital to deliver true value to citizens. This human connection will create experiences like never before. GITEX Technology Week 2016 is all set to make you experience Human Connections in city of the future.

WHAT’S HOT AT GITEX 2016

INTELLIGENT CITIES 4 dedicated experience zones iEducation, iTransport, iUtility, iHealth showcasing touch points of human connections in an intelligent future city.

ADTECH A showcase of game changing digital and adtech solutions including data technology, programmatic search, mobile, video content, social media and more

CONSUMER TECH AND WEARABLES Driving businesses to be at the forefront of the dynamic consumer tech industry explosion by highlighting disruptive consumer tech and wearables products

VERTICAL FARMING Equips businesses and governments with vertical farming, space, light and logistics solutions to address food security.

SPACETECH Enables commercial space, satellite technology providers and governments to explore the next gen space and satellite sector.

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AUTONOMOUS VEHICLES A demonstration of innovative driverless technology in realworld environments and self-driving cars ready to reach the consumer nearterm.

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