Infra insight October by GEC Media Group

MARIO GAY

GENERAL MANAGER, MINDWARE

Simplifying Technology,

Amplifying Business

Mindware has been constantly evolving to make things simpler for vendors as well as partners and resellers and this has surely given them the edge in the Middle East market. After reigning over the Arab land, the VAD has set its eyes on Africa. /52

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EDITORIAL

Hello Friends

S A N J AY M O H A PAT R A S A N J AY @ A C C E N T I N F O M E D I A . C O M

Wish you have a great time at Gitex 2015, Dubai. The five days - from 18-22 October - will surely have impact on the future of the organizations in the region. This is a place where you can test and evaluate technology and commitment from the vendors. At the same time your (vendors’) solutions and capability will be on showcase for 130,000+ visitors from the region. The venue and time is absolutely apt to understand the requirement of the customers from their and your future growth perspective. So extend your best foot forward. Digitisation, IOT, Cloud and Big Data are the top of the mind of the customers for some time and these technologies are disruptive in nature. Security threat is rampant given the growth of these technologies. There is a caution in the wind. Not only the CXOs but also the vendors and their ecosystem partners are apprehensive about these technologies as these technologies can be catalysts of the future business outcome. We at Enterprise Channels MEA understand the nicety of the time and as a responsive publication, we bring out this valuable publication aka InfraInsight 2015 (2nd Edition) specially designed for the event. Infra Insight comes once every year and this is the second edition. The objective of bringing out the supplement is to provide a holistic documented solution around infrastructure to the customers and the partners. Today modernising infrastructure is the greatest challenges for the customers. They even do not know what will be unfolded before them in future. Cloud computing, VDI, IOT, Mobility, Digitization are some of the applications that they wish to invest but the challenge lies in their data centre whether that is robust enough to sustain the pressure. So unless they have the ruggedized infrastructure they cannot take any decision around enabling their organization for a better business outcome or customer service. There are multiple vendors offering adaptive infrastructure and there are also multiple vendors available who are offering adaptive applications in open standard. The customers have done huge investment in setting up their data centres now since the disruptive technologies are demanding modernising the infrastructure, they are simply baffled what to do. They are completely dependent upon the consultants and the partners. Therefore Enterprise Channels MEA has tried to create a single documented solution, which can enable the customers to understand where the industry is heading to and what kind of solutions are available in the market and which solutions are best fit for your organizational need. We have also included case studies that have changed the course of business of the organizations. I know that there will be though leaders in the venue to share their experience, which is fantastic, but at the same time this InfraInsight 2015 will offer you a lot of insights in to the changing dynamics of business and role of disruptive technologies. Feel free to share your views ; you can mail me at sanjay@accentinfomedia.com. ë

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MESSAGE FROM DWTC

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

TRIXIE LOHMIRMAND SENIOR VICE PRESIDENT EXHIBITIONS & EVENTS MANAGEMENT DUBAI WORLD TRADE CENTRE (DWTC)

Since the humble debut of the Gulf Computer Exhibition in 1981 -- when half of the 3,000 Gulf-based attendees did not even have work computers -- the event has grown to GITEX Technology Week,the largest ICT exhibition in the Middle East, Africa, and South Asia, and the third largest in the world. Though the show’s name has changed, one thing has remained constant: being at the forefront of ICT innovation. GITEX has hosted, powered, and partnered withmajor events,such as ITU Telecom World, GITEX Shopper, GISEC, and IoTX, and has seen thousands of regional product launches that have put Dubai, the UAE, and the region on the global leadership map.GITEX’s conferences, also celebrating 35 years, have driven dialogue on the latest industry trends. Technology has come a long way from the virtual newspapers and graphics computersat the 1981 show. While some trends have remained –Arabic software, videoconferencing, and Big Data–GITEX continues to have its pulse on innovations such as 3D printing, smart transformation, drones, robotics, cloud computing, and the Internet of Things. Whichever technology impacts our daily lives over the next 35 years, GITEX will guide business leaders as one of the world’s trendsetting authorities on technology.Join us, thanks to the archives of the Dubai World Trade Centre and Gulf News, on a GITEX journey through the decades…

CONTENTS

GITEX SPECIAL SUPPLEMENT ISSUE 02 OCTOBER 2015 W W W. E N T E R P R I S E C H A N N E L S M E A . C O M

LEADING VENDORS 20 INFRASTRUCTURE 24 SECURITY 39 STORAGE & RECOVERY 56 DISPLAY 58 MOBILITY 60 NETWORKING 68 ENTERPRISE SOLUTIONS

COVER STORY: INTERNET OF EVERYTHING

PLUS SPECIALS

/10

IOT: THE MODERN BIG BANG THEORY

4 EDIT

THE STAGE HAS BEEN SET FOR THE FOURTH INDUSTRIAL REVOLUTION— AS EXPERTS TERM IT. IOT IS THE MODERN BIG BANG THEORY THAT IS ALL SET TO CREATE A WHOLE NEW PLANET.

8 SUCCEEDING AT GITEX 14 TECHNOLOGY THAT EXCITES 66 ICT LANDSCAPE COVER FEATURE

SMART CITIES

/16

DESIGNING FUTURE READY CITIES INCREASED MIGRATIONS TO DEVELOPED COUNTRIES HAVE BEEN MOUNTING THE PRESSURE TO RE-IMAGINE INFRASTRUCTURE AND UTILITIES IN A SMART WAY.

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MINDWARE: SIMPLIFYING TECHNOLOGY, AMPLIFYING BUSINESS MARIO GAY, GENERAL MANAGER, MINDWARE

76 LEADING DISTRIBUTORS 84 LEADING PARTNERS 89 ENTERPRISE SERVICES 92 PARTNER PROGRAMS 94 PREDICTIONS- GITEX 2016

DEMYSTIFYING GITEX

GITEX

Succeeding @ GITEX 2015

Whatever your reason to visit GITEX between Oct 18 and 22, it is a fantastic opportunity to meet different types of people and experience different kinds of technologies. It is an occasion to expand your virtual rolodex by several folds and re-kindle old relationships.

ome the week starting Oct 18 and several thousand visitors will stroll through the halls of Dubai World Trade Center to attend GITEX, the Middle-East region’s technology show. The exhibition is the largest in the region and witnesses exhibitors pulling out all stops on resources and budget. The upward rising costs of space rental, stand building, opportunity costs etc don’t seem to deter the ever expanding list of participants. Exhibitors invest in the show to generate revenue from new and existing customers, however the attendees visit for myriad reasons. They are categorized along broad groups (as below) and if you are a visitor, here are some tips to the make the most of your visit.

The IT Manager or End Customer For most participating companies, the IT Manager is the raison d’etre at GITEX. This group of visitors can be further splitamongthose with an identified need and those who are looking to remain updated with the latest know how. GITEX often groups competing product suppliers in particular areas to optimize a visitor’s time looking for a particular type of solution. The former group, the one with an identified need, walk with purpose and with a gait that often leaves others behind. The latter group waddles and flits from stand to stand trying to glean the most.

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The GITEX platform offers the focused IT manager an opportunity to compare competitive products and view demos that might not have been available in the bidding stages.

Partners - Systems Integrator, Reseller or Distributors The 2-Tier channel model is the mainstay of many technology vendors and GITEX creates an environment conducive for new relationships. Exhibitors, looking for a first foray intothe region, participate with the hope of meeting distributors, resellers and/or systems integrators. Similarly, channel players visit in order to bolster or compliment their existing portfolio with new offerings from hitherto unknown suppliers. Even established vendors such as AlcatelLucent Enterprise welcome new channel partners and in the 2014 edition, we recorded 50% of the participants as new potential channel partners. The GITEX handbook of exhibitors or website is a logical place to start hunting for exhibitors or products. Once you identify the company, comb Linkedin to seek out contacts and set up meetings before hand. Alternatively, nothing beats walking up to a stand and confidently asking for a Channel Sales representative.

Job Seekers GITEX serves as a platform to meet existing customers and exhibiting companies put their

n WORDS: MANISH PUNJABI, CHANNEL MARKETING MANAGER, MEA, A L C AT E L- L U C E N T E N T E R P R I S E

head honchos, often hidden behind layers of gatekeepers, on display. Or as in the case of multinational vendors like Alcatel-Lucent Enterprise, we bring our HQ based senior teams from Europe. This top brass happens to hold the key to the future head-count. My advice to job seekers is to put on their Sunday best and hit all the stands armed with their CVs. Identify the target companies via the GITEX website, identify the potential participants and approach them with a confident smile. Use the name researched as your opening salvo to reach someone in authority. Gatekeepers will turn you away with feeble excuses like “In a Meeting”, “Stepped out for lunch” etc but don’t be dis-heartened and persist. In case if you haven’t heard of the company before, approach the stand with an intention to learn something new. Elicit company information such as number of employees, growth plan, ecosystem etc and make a break for the decision maker at the opportune moment.

4. In it for the Freebies!

The bane of all marketing folks is the visitor type that visits stands with the sole purpose to ask for freebies, collectibles, brochures and bags. If you a freebie hunterthen feign interest in the exhibitor and spend a few mins to learn about the products on display. Fill the feedback form with a nonexistent email id because more often than once, a filled form extracts a reward. ë

INTERNET OF THINGS

IoT: The Modern Big Bang Theory The stage has been set for the fourth industrial revolution— as experts term it. IoT is the modern Big Bang theory that is all set to create a whole new planet. n WORDS: ANUSHREE <ANUSHREE@ACCENTINFOMEDIA.COM>

‘The future ain’t what it used to be.’- YOGI BERRA

ith IoT ruling the charts and breaking all records, FUTURE is predictably unpredictable now. ‘In 2015, the Middle East’s combined IoT combined hardware and revenue is set to reach USD 1.95 billion, with growth outpacing the global average, according to Deloitte.

SUNIL PAUL,

CO-FOUNDER AND COO OF FINESSE

“It is the IoT platforms, application software and services that will become the larger percentage of revenue generators” 10

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“With the Internet of Things quickly picking up momentum in the Middle East, combined with an increasing number of connected devices, broadband services, and Smart City initiatives, Big Data generation is growing exponentially,” said Trixie LohMirmand, Senior Vice President, Exhibitions & Events Management, Dubai World Trade Centre (DWTC).

CHANGING THE COURSE OF ‘THINGS’ As Engineer Mohammed Alabbadi, General Manager, Cisco KSA, beautifully puts it across“We

TRIXIE LOHMIRMAND,

SENIOR VICE PRESIDENT, EXHIBITIONS & EVENTS MANAGEMENT, DUBAI WORLD TRADE CENTRE (DWTC)

“Big Data generation is growing exponentially,”

think technology has only just barely begun to improve our lives to the degree to which it is possible. We believe that the Internet of Everything (IoE) and Country Digitization will profoundly enhance the human condition.” Cisco believes that having the right digital ecosystem in place will be a necessity to achieve any of these things. The region is ready, and has already experienced a 360 degree revolution. “With the vision of the government towards smart cities and beyond, the market is opening up in infrastructure, transportation, utilities, healthcare, etc.” says Sunil – Co-founder and COO of Finesse.

BHASKAR PERURI,

REGIONAL SALES MANAGER MIDDLE EAST – SILVER PEAK

“It is important that endcustomers are kept abreast of solutions that are being developed ”

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POWER SYSTEMS

INTERNET OF THINGS

NICOLAI SOLLING,

DIRECTOR OF TECHNOLOGY SERVICES AT HELP AG

“My specific concern is that there are 3 things which impact the development of the IoT: Functionality, Price and physical/power footprint.”

ENGINEER MOHAMMED ALABBADI GENERAL MANAGER, CISCO KSA

“It’s our goal to help governments around the globe accelerate their plans to develop this ecosystem as the world transitions into this new digital era.” Exponential growth can be predicted in IoT technologies including smart appliances, automated public transport, real time health monitoring, digital signage, connected cars, traffic monitoring

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SHERRY ZAMEER,

SENIOR VICE PRESIDENT TELECOMMUNICATION SOLUTIONS FOR MIDDLE EAST & AFRICA AT GEMALTO

“We are dedicated to helping our customers unleash the potential of IoT by enabling trust in this deeply interconnected future” and many more. “Our prediction is as IoT grows companies in this region will concentrate on areas for potential savings, which will call for a high demand for cost-effective solutions such as ours. Any enterprise that has a WAN router is a potential customer for SD-WAN” says Bhaskar Peruri, Regional Sales Manager Middle East of Silver Peak. “IoT will help government and municipalities collect real-time information on traffic, civil defense, parking and utilities to optimize the quality of life for citizens” says Ali Kassab, Executive VicePpresident, Corporate Growth, Middle East, Africa and APAC, Vocalcom of Vocalcom.

SECURITY IS RISKY !! The world, though bound by geographical fences, is boundless in technology. “Given the virulent nature of the breach landscape, it’s clear that the future of IoT will rely on the ability to create a foundation of security, trust, and data integrity” says Sherry Zameer, Senior Vice President Telecommunication Solutions for Middle East & Africa at Gemalto. Nicolai Solling, Director of Technology Services at Help AG says, “ First of all there are two areas that will be increasing with the requirement of IoT: One is the bandwidth requirement, and the other one being the analysis of data that IoT will require – And delivering this at a price where services are required.

ALI KASSAB,

EXECUTIVE VICEPPRESIDENT, CORPORATE GROWTH, MIDDLE EAST, AFRICA AND APAC, VOCALCOM

“ocalcom aims to play a vital role in the smooth, efficient and non-stop operations of the public sector’s customer service centers to keep people” NOT A BED OF ROSES We can expect a ‘Big Bang’ to occur soon enough— that would once again create a whole new world. As Sunil says, “With hundreds of exabytes of data that is expected to get generated, another challenge is of Data explosion. If this data cannot be stored, processed and analysed adequately for actionable insights, it totally beats the purpose.” “As Help AG primarily focuses on cyber security that is of course our focus – My specific concern is that there are 3 things which impact the development of the IoT: Functionality, Price and physical/power footprint,” says Nicolai. “Another key area in the IoT era will be the need for cybersecurity models to radically change in order to provide the right level of protection for this new, connected world. Apart from that “A critical roadblock that needs to be addressed in the Middle East will be the growing gap in networking professionals,” says Mohammed Alabbadi.

FINALLY... If we try to predict the future, with IoT, the convergence of the physical and virtual worlds through M2M and will be ‘the largest organic growth opportunity in the history of business. The future is definitely not what it used to be. ë

TECHNOLOGY THAT EXCITES

TECHNOLOGY 3-D PRINTING

AUTONOMOUS VEHICLES

With an estimated 59% CAGR by 2017 globally*, 3D printing is set to revolutionize industries such as manufacturing, medicine, architecture, aerospace, education and more. GITEX 2015 will explore the business applications and benefits of 3D printing through demos along with sessions led by industry experts at its dedicated 3D printing zone. As businesses and government embrace 3D printing, Dubai is taking the lead by building the world’s first fully functional 3D printed office building using a 20-foot tall 3D printer**.

Middle East and Africa region ready to embrace the Autonomous Vehicles era.

ROBOTICS

UAVS

This year, Dr.Soliman Fakeeh Hospital (DSFH) from Saudi Arabia has announced an investment of AED 1 Billion* in a medical facility offering Robotics Surgery in the UAE.

MENA CxOs are quickly embracing drone technology with the Drone and UAV industry ready to reach a whopping $4.5 Billion* by 2023.

Some reports say that by 2018, more than 3 million workers globally will be supervised by a “roboboss”

By 2040, it is predicted that four out of every 10 vehicles on the road will be autonomous.

Robots can leverage clouds to do massive data processing and exchange information with other robots in real time. Robots will make robots in future, climb the corporate ladd expand skills and thus eliminate human workforce.

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In the US alone, autonomous cars are expected to generate savings of more than $600Billion** a year by the dramatic decrease of fatal/non-fatal car accidents along with the timesavings by regulating traffic on the roads. Dubai will be using Autonomous Vehicles by 2020* as it embraces Smart Mobility solutions.

90% of cars will have internet connectivity by 2020 and that this will be a major element in expanding the Internet of Things

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SMART CITY

Designing Future Ready Cities As 1.1 billion connected devices gear up to design the cities of ‘Tomorrow’, Gartner predicts that Smart homes and smart commercial buildings will represent 81 percent of total connected things in use in 2020. Increased migrations to developed countries have been mounting the pressure to re-imagine infrastructure and utilities in a smart way. The other side is not just greener— it’s SMARTER n WORDS: ANUSHREE <ANUSHREE@ACCENTINFOMEDIA.COM>

ince time immemorial, cities have been metamorphosing to the aspirations and ambitions of their inhabitants. Respective to the Archaeological Ages, we have seen the world and its cities creating wonders in stone, bronze, iron etc…. LO and Behold! It is the dawn of SMART AGE. An age where technology and its master-minds come together to create a Sustainable, Mature,

Amazing,Radiant, and Transparent City. RACING AHEAD

Globally, Smart Cities market is projected to grow from $386.55 billion in 2014 to $1,386.56 billion in 2020, at a CAGR of 20.48% over the forecast period. Focusing on the MEA region, one can affirm that, as Cisco puts it across, no Middle East city has more closely aligned itself with the Smart City goal than Dubai, where the Dubai Smart City initiative has made strong progress since its 2013 launch, in the journey to becoming one of the world’s best-connected, “smartest”, and happiest cities by 2017. “The Internet of Everything’s impact on cities is not theoretical. Today, Global Smart Cities have already reduced water consumption by 50 percent, enhanced energy savings by 30 percent, and reduced traffic by 30 percent. “In Dubai, the deployment of citywide Wi-Fi will form the backbone of smart, mobile government services, with the Dubai

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IAN EVANS,

SVP AND EMEA MANAGING DIRECTOR, AIRWATCH

“The convergence of EMM and IoT provide organisations with broader control and visibility over their connected devices in the enterprise, and enables them to make smarter, real-time operational decisions”

SHEIKH MOHAMMED BIN RASHID AL MAKTOUM,

VICE PRESIDENT AND PRIME MINISTER OF THE UAE AND RULER OF DUBAI

“While a single human mind, and individual country or a specific community is both unique and remarkable, it is by working collaboratively that we truly advance”

SMART CITY

Smart City Executive Committee guiding public sector access to systems, collaboration tools, and business insights” says RabihDabboussi, General Manager, Cisco UAE. As governments across the world are increasingly investing in cutting edge technologies, leading players in the game are also heating up the scenario with various competitive projects. “The march towards smart cities and a digital future is real. In Japan we have the Fujisawa Sustainable Smart Town, for the development of which Panasonic has been strongly involved”, says Mr. Yasuo Yamasaki, Director- System Solutions, Panasonic.

THE ‘SMART’ PACEMAKERS As we have been saying, Smart city is not a ‘Project’- it’s a journey that realizes various milestones throughout its passage and creates various benchmarks for others to follow at each stage. “Our competitive advantage in this space comes from the fact that we operate in an integrated ecosystem within the larger EMC federation. AirWatch manages and secures the devices, Pivotal provides analytics for the big data, EMC looks after storage and VMware processes the workload that the IoT is going to bring to the equation,” says Ian Evans, SVP and EMEA Managing Director, AirWatch. “By leveraging our solutions for visibility, optimization, and control, the IT teams administrating the IT environments in which these applications are deployed will always remain two steps ahead. We give them the ability to pre-empt any performance related issues and proactively mitigate them before end-users are impacted,” says Taj ElKhayat, Regional Vice President, Middle East and Africa at Riverbed Technology. Working with Fujisawa City and its eleven partner companies, Panasonic was instrumental in opening Fujisawa SST in 2014. Fujisawa SST is a sustainable town that makes the most of the blessings of nature and promotes local production for local consumption. “We have created a smart city that enhances people’s lives with photovoltaic power, security, mobility, community, and healthcare” says Yamasaki. The Cisco way of leveraging a smart city is to leverage its networking pillars. “The transformational phases involve eight key tracks: Real Estate, Utilities, Transportation, Safety & Security, Learning, Health, Government and Sports and Entertainment,” says Rabih.

SUCCESSFUL PROJECTS PANASONIC’s Fujisawa Sustainable Smart

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TAJ ELKHAYAT,

REGIONAL VICE PRESIDENT, MIDDLE EAST AND AFRICA AT RIVERBED TECHNOLOGY

“Four key elements to start looking at are support from the government, infrastructure, the right mindset of the citizens, and an all-encompassing security strategy.” Town- A smart community lifestyle based on residential comfort, regional characteristics, and future living patterns ‒ taking into account the aspects such as energy, security, mobility, and healthcare. Entire town designed with optimized smart spaces like homes and facilities to realize this smart lifestyle. Finally- an optimum smart infrastructure to support this new way of living. In October 2014, AirWatch and VMware announced they had joined the Industrial Internet Consortium (IIC) to further advance and support enterprise Internet of Things (IoT) initiatives. In August 2015, AirWatch announced its sponsorship of the Center for the Development and Application of Internet of Things Technologies (CDAIT) at the Georgia Institute of Technology (Georgia Tech). As one of the initial founding members, AirWatch will partner with CDAIT to help identify, understand and solve the challenges and problems that may arise along the IoT value chain. The Department of Economic Development (DED) Dubai, has launched ‘24/7,’ an innovative round-the-clock service point developed on Cisco technology. Cisco has also been awarded the contract to provide advisory and consultancy-led services as

RABIH DABBOUSSI,

GENERAL MANAGER, CISCO UAE

“We have created a powerful, integrated platform that incorporates top technology, applications and business models”

well as a Data Virtualization Platform for Dubai Design District’s (d3) smart city project. Cisco has joined forces with UAE Ministry of Interior (MoI) to launch a Cisco Networking Academy program at the Ministry’s training center.

FINALLY... The biggest strength of the region in attaining the status of the smartest city is the ‘visionary leadership’ of the government and the rulers. According to the Dubai Smart City forum, key policies that would shape a smart city are; making digital infrastructure development a priority, further collaboration among government entities and greater public private partnership. Publicprivate partnerships would be key in digitization of investment, imagination and expertise. Smart city is not an overnight transformation. A city needs to transcend barriers of legacies and boundaries to attain this vision. Infrastructure— that includes the right connectivity regulations, cabling and transportation— needs to be enhanced and intact. Technology has to co-exist with humans to eliminate the risk of disasters. Words have limit here, but not the journey, not the vision… and definitely not the technology. Smart city is just getting smarter ë

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INFRASTRUCTURE

DELL

Power to the Partners GITEX has come to be – a platform to make action possible. Dell remains strongly committed to making action possible and enabling Customers with the power to do more! It is anticipated that Dell will be announcing some key product launches during GITEX this year which overlaps with Dell World.

his year Dell’s GITEX participation will be a unique channel led engagement. For the first time ever the Dell stand will be led by our Partners. In this very important platform Dell aims to also showcase their local talent and presence through their channel network. GITEX provides a hotbed of exploring the possibilities with technology – through interactions with peers, global vendors, and local partners. Often times you’ll see Customers who are on the fence on key business technology agenda items and/or decisions, come to a solid conclusion within GITEX technology week; if not a decision, definitely a solid game-plan as to how to reach one. This really is what GITEX has come to be – a platform to make action possible. Dell remains strongly committed to making action possible and enabling our Customers with the power to do more! GITEX Technology Week is often a great place for the “meeting of the minds” of regional technology decision-makers and doers. Dell has always had a great experience in this great platform in connecting with a variety of Customers to learn from them as well as to share with them Dell developments and industry trends.

SHAMS HASAN

ENTERPRISE PRODUCT MANAGER, MIDDLE EAST, DELL

FOCUS AT GITEX 2015 We hope to build relationships, expand our customer and partner base and showcase our unique capabilities in the IoT, Security, and Cloud spheres. Dell will showcase its latest portfolio of end-to-end software and technology

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solutions designed to help customers of all sizes integrate, optimize, and automate their infrastructure, applications, and IT service delivery and management. It is anticipated that Dell will be announcing some key product launches during

GITEX this year which overlaps with Dell World, the company’s annual main event that brings together technology and business professionals who are crafting a vision for the future of their enterprise. ë

INFRASTRUCTURE

RITTAL

New Generation Smart Systems for IT Infrastructure The whole is more than the sum of its parts. The same is true of “Rittal – The System.” Rittal, a leading manufacturer of IT Racks and Datacentre solution provider continues to reinstate its strong presence in Middle East region with their New Generation SMART Systems for IT Infrastructure displayed and showcased on their 108 SQM Innovation Stand participation at GITEX 2015.

MR. JOSEPH NAJJAR,

MANAGING DIRECTOR, RITTAL MIDDLE EAST

“Innovation defines Rittal and differentiates us from competition. We are proud to be a leading adaptor to the Industry 4.0 revolution. Instead of simply focusing on individual products and process sequences, the task now is to take into account entire value chains. Partners benefit from our innovations and solutions to meet the growing trends and needs of the IT industry. GITEX platform is viewed as the launching pad for our Innovations and this year 2015 and we are geared up to showcase our latest Innovations, help our partner community to Explore – Create - Win with Rittal ‘SMART Systems for the IT Infrastructure’. “

GITEX 2015 –SPOTLIGHT

GITEX FOR RITTAL

Datacentre-in-a-Box tailored products and solutions l Latest TS-IT frame and variants l Outdoor IT Racks l Cooling solutions l DCIM software showcase l A preview into the Standardised Datacentre solution from Rittal – ‘Rimatrix S’

GITEX platform being a regional meeting event, with growing international recognition – will surely help in building great brand awareness and consolidate Rittal brand equity too. Since GITEX is the only IT exhibition where Rittal participates directly in the region, it’s an important event that offers a growth stimulus for Rittal in the region. Gitex also serves a great platform to engage with various professionals from different

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technology arenas - who are looking at collaboration of solutions and enhancing the offerings to the growing needs of the customers across all verticals. Attracting an applauding visitors to our stand, and looking at the onsite registrations - only to grow from last year - we expect the number to reach higher this year. Rittal Channel Community would join the Rittal team supporting engagements with the audience at the Rittal Stand. ë

Physical virtual logical

access GRANTED. Today, security solutions need to stretch beyond just physical access. With a mobile workforce on the rise, eliminating network vulnerability is just as critical to securing your most valuable assets. HID Global offers the most broad portfolio of advanced IT security solutions in the world. From smart device interoperability using SEOS technology to embedded credential readers and biometrics, we’re strengthening defenses even as we streamline process and accessibility. You’ll call it the evolution of IT security. We call it, “your security connected.” YOUR SECURITY. CONNECTED

Visit us at hidglobal.com

ENDPOINT SECURITY

ESET

Live Security, Radiate Agility ESET has been a global pioneer in proactive IT protection for more than two decades. They deliver leading-edge security solutions against cyber threats. They are dedicated to developing highperforming security solutions for home users and corporate customers, detecting and disabling all known and emerging forms of malware.

PRIMARY STRENGTH We pride ourselves on our ability to deliver solutions that enable both business and home users to ‘enjoy safer technology’. That is, we encourage them to maximise their device usage while guaranteeing the best and least intrusive protection. It is because of this commitment to reliable and non-obstructive IT security that ESET has managed to become the first company to receive 90 VB100 awards from Virus Bulletin having not missed a single threat in Virus Bulletin’s tests since 1998. Today we are ranked by Gartner among the top 5 antivirus vendors globally.

FOCUS AT GITEX 2015 We will unveil version 9 of ESET Smart Security and ESET NOD32 Antivirus. These proactive antivirus and antispyware software solutions eliminate viruses, spyware, adware, worms, trojans, rootkits and other malware before they attack systems. With version 9, we will introduce Banking & Payment Protection, which offers users a secure environment for online transactions by automatically detecting vulnerabilities when they visit banking or payment sites. Of course this builds upon many proven features such as Botnet Protection, Anti-Theft, AntiPhishing and Advanced Personal Firewall. We will also use GITEX as an opportunity to officially announce our partnership with StorageCraft, a leading provider of data backup

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and disaster recovery solutions.

GEOGRAPHICAL FOOTPRINT We have very strong presence in the Middle East and have been active in this region for a considerably long time. ESET Middle East has its regional office in Dubai Internet City and manages an extensive partner network in 11 countries: United Arab Emirates, Saudi Arabia, Kuwait, Qatar, Oman, Bahrain, Yemen, Lebanon, Jordan Egypt and Libya.

WHAT’S NEW? Through our partnership with StorageCraft, we are capable of offering an award-winning backup software and disaster recovery, data protection, and migration solutions for physical, virtual, and hybrid Windows and Linux IT environments. Our partner’s solutions enable users to maintain business continuity during times of disaster, computer outages, or other unforeseen events by reducing downtime, improving security and stability for systems and data and lowering the total cost of ownership.

WHY ESET? Our solutions have a strong reputation for their superior detection capabilities and low system requirements which have repeatedly won us industry awards from independent anti-malware

PRADEESH VS,

GENERAL MANAGER, ESET MIDDLE EAST

testing organizations. Best of all, this high reliability in mitigating the threats of viruses, spyware, adware, worms, trojans, rootkits and other malware is all made possible with the minimum resource utilization and at high scanning speeds. We have constant refresh cycles for our solutions to ensure that they are always up to date and capable of mitigating ever evolving threats. Furthermore, through our ESET Technology Alliance Program, we have tied up with vendors whose solutions compliment and add functionality to our products. This allows our customers to buy comprehensive security solutions that are guaranteed to work together seamlessly to address every aspect of IT security. ESET also differentiates itself by having an extremely broad portfolio of products that enable us to serve everyone from home users to the largest of enterprises. We bring the same level of professionalism and expertise to any deployment irrespective of the size of the order. We are also different in how we sell. Unlike other security vendors who rely on generating fear to sell their solution’s, ESET’s approach is to encourage its customers to utilize their systems to the best of their potential. This ideology is perfectly captured by our slogan ‘Enjoy Safer Technology’. To this end, we invest a significant amount of time and money into educating our customers about the latest threats and trends. This wealth of information is made readily available through our security portal http://www.welivesecurity. com/. ë

SECURITY

FORTINET

Fortifying Networks; Securing Businesses Fortinet protects the most valuable assets of some of the largest enterprise, service provider and government organizations across the globe. They are strengthened by the industry’s highest level of threat research, intelligence and analytics. Unlike pure-play network security providers, Fortinet can solve organizations’ most important security challenges, whether in networked, application or mobile environments - be it virtualized/cloud or physical.

TURNOVER AND GROWTH IN H1 Fortinet achieved a turnover of US $770 million in 2014, an increase of 25% compared to 2013. In the Middle East region, according to IDC, Fortinet is the No. 1 vendor in Middle East region for the first semester of 2015, based on factory revenue and represented 19% of the total security appliances market in H1 2015.

CUSTOMER BASE Fortinet protects more than 247 000 customers worldwide and its solutions are widely adopted in the region and deployed across many verticals. We provide network security appliances and security subscription services for any organization, from small businesses to carriers, services providers, data centres, large enterprises across the world. In the Middle East, our customers include major entities from the public sector, governments, service providers, banking, education, and many others.

COMPETITIVE EDGE One of our greatest strengths is in the synergy of our proprietary software, high-performance appliances, and most importantly, the FortiGuard Labs. Fortinet is the only network security vendor, which has its own global threat research &

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response team, composed of over 200 dedicated researchers analysts, engineers and forensic specialists located around the world, continuously monitoring the threat landscape and providing customers with ongoing and real-time protection against the latest Internet threats.

SOLUTIONS POOL Fortinet designs, develops and markets its portfolio of products and services to deliver the most innovative highest performing network security platform that allows organizations to securely build and grow their IT infrastructure, while simplifying it and reducing costs. We have pursued this vision for the last 15 years and continue to innovate on our FortiGate platform, enriching it with products that provide protection at, and around, the gateway. From wired/wireless networks and messaging systems to web applications, databases and much more, Fortinet’s solutions help secure the broad enterprise information infrastructure, allowing customers – from small businesses to carriers, service providers and enterprises - to ensure security and control of their networks, users and data. In parallel, Fortinet’s centralized management and reporting solutions allow customers to effectively manage and monitor any Fortinet

ALAIN PENEL,

REGIONAL VICE PRESIDENT – MIDDLE EAST, FORTINET

deployment, from a few devices to thousands of appliances and endpoint security agents.

SUPPORT SYSTEM FOR BUSINESSES Fortinet is the first network security vendor in the region to have a dedicated senior technical support team on the ground, to provide high quality services to our partners and customers. The centre is staffed with engineers providing a comprehensive range of services such as technical support, premium and focused security services, as well as professional services.

MESSAGE TO THE ENTERPRISES It’s important for CIOs to be involved with business-focused networks in the region. Building and maintaining close relationships with key technology and service providers, and vendors, can help but these relationships need to be in place all the time, not just when it’s time to invest in something. Companies should also look at solutions that incorporate current security capabilities, emerging technologies and a customised learning mechanism that creates actionable security intelligence from newly detected threats. The latter component is arguably the most critical aspect to staying ahead of the threat curve. ë

SECURITY

SOPHOS

Solutions that ‘just work’

Sophos is driven to help customers and partners bring a new paradigm in Network and IT security. It’s not about launching yet another UTM or Firewall but about making available evolved security technologies and solutions that tie with changing business & IT landscape and security challenges. Besides delivering a complete IT security solution, they ensure that their innovations are also simple, manageable and easy to deploy and use

SPOTLIGHT AT GITEX 2015 The Middle East is a very important market for Sophos and GITEX, being the largest technology exhibition in the region, is an ideal platform for us to showcase our best-in-class security solutions portfolio, meet with regional customers and partners at a single venue and strengthen our channel network. l The company will place the spotlight on its concept of communication between its IT security solutions for endpoint and network. l The world of IT security has become even more complex and more difficult to manage for enterprises of all sizes, thus it is time for a new approach to IT security solutions. This event will show partners and prospects from both worlds the huge benefits of combining the Cyberoam network security expertise with the Sophos portfolio. l Sophos plans to showcase the latest version of its UTM hardware series – its new generation of network security appliances that fully supports the best of two worlds - from Sophos’ and the Cyberoam technology. l Moreover, visitors will be able to take look at the most up to date versions of Sophos Cloud, Enduser Protection Bundles, SafeGuard, Sophos Mobile Control, Sophos Email Appliance

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and Sophos Web Appliance. Also on display will be Cyberoam’s future-ready network security with its wide range of Next-Generation Firewalls and UTMs.

SPREAD ALL ACROSS THE REGION l Together Sophos and Cyberoam enjoy entrenched presence across the MEA region, which spans across 45 plus countries. l And to augment our expansion, we have a team of 40 plus people dedicatedly working for the region, working closely with customers and partners. l The region is set to take a big leap in digitization and we are ready to capitalize this opportunity with our demonstrable competence, since we have proven experience of partnering customers from a broad range of verticals and scale.

THE SOPHOS EDGE Reiterating our unique commitment to simplicity, I would like to add that we understand security for a broad range of customers and have a formidable portfolio of solutions, which covers security for everything – including users, apps, network, devices and data. l

HARISH CHIB,

LEADING MEA SALES AND CHANNEL FOR SOPHOS

l Our approach continues to be partner-driven and customer-centric. l We understand that as a business grows more connected, emerging digital, security needs also grows. To this end, we enable our customers to choose and scale as per their needs, ensuring longer relevance to their investments in our security technologies. l Security has never been and never will be a ‘one-size-fits-all’ business. Having partnered a diverse range of customers, and supporting businesses of various size and scale, we have innovated security for a wide array of business and security use cases. Indeed, we understand the domain better than point-products providers. l Also we have unique in-house strengths, such as our state-of-the-art threat research capabilities and a history of industry-firsts. l We know where traditional security fails and therefore Sophos strives to help business close gaps, emerge more agile, nimble and productive when it comes to security. l Also we are steadfast on our mission, which is to deliver a simple, easy-to-deploy and manage platform. This is why we are best poised to garner a clear competitive advantage and emerge a vendor of choice for all their security needs, enabling a safer cyber-space for the Middle East. ë

SUCCESS STORIES

CYBEROAM’S IDENTITYBASED PLATFORM WINS MEDNET’S HEART As MedNet ventured into expanded online services, there was a critical need to have the security intact to boost work productivity whilst lowering cost. Cyberoam shouldered the responsibility with its best in class Web Filtering, Bandwidth Management and User Activities Monitoring.

CUSTOMER OVERVIEW

THE CYBEROAM SOLUTION

MedNet is a managed care service provider of quality solutions that meet an individual’s longterm healthcare needs and offers financial protection against unforeseen health crisis and expenses. MedNet is well positioned as the leading managed care service organization, specializing in health risk management.

After careful evaluation of all the selected products, MedNet found that Cyberoam was a clear winner with its best in class Web Filtering, Bandwidth Management and User Activities Monitoring. They purchased One (1) CR 200iNG and deployed it in Bridge Mode at their Head Office.

THE MEDNET CHALLENGE

BENEFITS REALIZED:

Being a leading provider of customized managed care services, MedNet drives advanced state of the art technical solutions and services. As they are proceeding with more online services, they needed to have a security solution in place to ensure compliance with IT governance. “We were looking for a solution that would help us to be compliant with IT governance and boost our work productivity”, said Mr. Einstein Rozario, IT Manager at MedNet. According to Mr. Rozario, the issues that they faced were:Unrestrained Internet Access ANDBandwidth Clogging.“We were looking for a solution that could help us assign appropriate network bandwidth to individual users and applications, as per business requirements”.

Efficient Web and Application Filtering After successfully integrating Cyberoam with an AD server, Mr. Rozario has created Identity based filtering policies to regulate the content accessed over the Internet. He has customized the filtering policies taking into account the corporate requirement of MedNet. Cyberoam’s content filtering database has more than 100 million sites neatly grouped into more than 89 categories.

NETWORK BANDWIDTH MANAGED Cyberoam’s Bandwidth Management offers Layer 8 Identity-based bandwidth control, preventing

congestion, bandwidth abuse and optimizing bandwidth and delivering higher ROI. In addition, Cyberoam’sQoS feature allows Mr. Rozario to restrict bandwidth usage by implementing bandwidth policies based on User, Firewall Policy, Web Category and Application.

USER ACTIVITIES MONITORED “Cyberoam’s On-Appliance Reporting helps us to identify Internet usage of each employee, which in turn, helps us to design filtering policies accordingly”, said Mr. Rozario. The Reporting Module is bundled with many useful features like 4-eye Authentication, Traffic Discovery, Internet Bandwidth Usage Monitoring, Top Accessed Categories and Google Search Reports, which enhances the visibility of a User’s online behavior.

GLOBAL SUPPORT EXCELLENCE Cyberoam is world’s first Network Security player and the only UTM vendor to achieve Global ISO 20000 Certification. “Thanks to Cyberoam’s excellent support, if we run into any rough weather, the Cyberoam support team is always there to guide us”, said Mr. Rozario. ë

MR. EINSTEIN ROZARIO

IT MANAGER MEDNET

“BANDWIDTH MANAGEMENT WAS ONE OF THE KEY FEATURES WE WERE LOOKING FOR IN A SOLUTION AND CLEARLY, CYBEROAM HAS WON OUR HEARTS WITH ITS IDENTITY-BASED PLATFORM”

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SECURITY

DELL SOFTWARE

“Better Security Better Business” Opportunities abound today for information technology (IT) to drive value for enterprises. The right solutions can deliver business agility and innovation for staying ahead of the market curves as well as attracting and retaining more customers than ever imagined. But for your organization to truly fulfil the promise of IT, you have to efficiently manage its myriad pitfalls and intricacies. Dell Software can deliver the extensive capabilities one needs to tackle these challenges and thrive. Their simple yet powerful software – combined with Dell hardware and services – provide scalable, integrated solutions to drive value and accelerate results. Whether it’s Windows infrastructure, the cloud and mobile computing, or networks, databases and business intelligence, they drastically reduce complexity and risk to unlock the power of IT.

FOCUS AT GITEX 2015

alternate option of virtual appliances wherever applicable, grow Firewall as a Service business model via the MSP program.

Our primary focus is to present our products and solution to our customers and partners that visit us from across Middle East and Africa region. We would like to present the power of Dell with Dell Security offering that delivers Network Security and Identity & Access Management from a single vendor. We would like to focus all our major solutions ranging from Next Generation Firewalls, Wireless Security, Email Security, Secure Remote Access Solutions, WAN Optimization, Privilege Access Management, Two Factor Authentication, Global Management etc.

STANDING TALLER THAN OTHERS Been a veteran player in the industry, we strongly believe in delivering what the businesses expect based on our years long interaction with customers from diverse business needs. We strongly believe in taking the complexity out of the product at the engineering level and to bring the products and solutions that are easy to install and manage with minimal burden. At the same time we recommend our new customers to follow the independent bench marking reports on product comparison and positioning.

SPREAD ALL ACROSS THE REGION The operations in Dubai cover the Enterprise Middle East, Turkey, Eastern Europe and Africa excluding South Africa.

WHAT’S NEW? Our focus this year is to bring more feature enhancements on existing solutions, refresh the appliances from old generation to new generation hardware and OS functionality, introduce an

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PARTNERS IN SUCCESS

SHAHNAWAZ SHEIKH

DISTRIBUTION & CHANNEL DIRECTOR - META AT DELL SOFTWARE

We build our channel partner list around the verticals exists in each territory/county and enable them to be specialist solution provider for one or more of our products and services. We work with small to large SI’s who focus on Network Security infrastructure and Governance and Compliance needs of our customers. ë

VISIT US @ GITEX 2015 STAND# D1-21, HALL 1 DUBAI WORLD TRADE CENTER, DUBAI

PIONEERING..

SMARTER TECHNOLOGIES

SECURITY

INTEL SECURITY

Security ConnectedFrom Chip to Cloud

Intel Security’s main focus is inventing new security solutions to cope with the increasing security threats seen in the world today with a special focus on the enterprise portfolio.

MIDDLE EAST- HACKERS’ FAVOURITE? The Middle East region is wealthy and home to constant political instability which makes it a unique target for hackers and cyber criminals. And as such hacking is higher in the Middle East than in the rest of the world. A successful detection, prevention and protection strategy based on proactive response to cyber threats becomes a key regardless on where you are in the world.

AIMS AND BUSINESS FOCUS IN THE REGION We aim to enhance our partnerships with leading companies and governments in the region as we seek to build new partnerships with partners who share the same objective as ours of creating, as much as possible, a secure cyber world. Intel Security’s main focus is inventing new security solutions to cope with the increasing security threats that we see in the world today with a special focus on the enterprise portfolio; the evolution of the McAfee product and solutions portfolio and the integration of this portfolio within the Security Connected Framework; strengthening of Intel Security’s leading position in the market as provider of choice of the best and

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latest IT security solutions and services, as well as maintaining our relationship with our current partners and customers from both public and private sectors in the MENA region while gaining new customers.

INTEL SECURITY’S TOP RELEASES FOR 2015 l l l

TIE New virtualization capabilities New SIEM related releases

PREDICTIONS FOR THE SECURITY LANDSCAPE In the coming few months we expect Internet vulnerabilities to continue with cybercriminals creating more malware that will try to take advantage of known vulnerabilities. It is important businesses move quickly to shore up their systems once notified of any vulnerabilities discovered. We do expect Internet trust exploits, mobile, Internet of Things and cyber espionage to continue to be the top threats.

MESSAGE TO THE MARKET Security always must come first and it is

HAMED DIAB,

REGIONAL DIRECTOR, INTEL SECURITY

important to be constantly aware of the threats that cyber threats pose and will only continue to do so. As such it is essential that we employ the right techniques and strategy, including cyber security training for employees and individuals, to identify, counter and mitigate these threats and the damages they may cause, and to remember: l No one and nothing is immune to cyberattack from personal information and photos of ordinary individuals and celebrities to confidential information and data of governments, businesses and global enterprises. l No one entity can solve all of today’s cybercrime issues – we need greater industry and government collaboration to secure the strongest defence. l Cyber Defence Centre operating in Dubai since 2013 a step towards keeping the region cyber secure by providing greater intelligence sharing and gathering. l Time to detection must dramatically decrease. l Businesses must also look at greater integration between the technologies and systems deployed. l Integrated Security is becoming more important than any time before as just now 98% of CIOs have realized the importance of having an integrated Security rather than standalone security. ë

SECURITY

HID GLOBAL

Security vs ConvenienceStriking the right balance Recognised for robust quality, innovative designs and industry leadership, HID Global is focused on creating customer value and is the supplier of choice for OEMs, integrators, and developers serving a variety of markets. From smart cards and printers, to managing identities in the cloud to using them on mobile devices, HID Global provides solutions spanning the entire lifecycle of secure identities.

THE HID EDGE HID Global is focused on creating customer value as the trusted source for innovative products, services, solutions, and know how related to the creation, use, and management of secure identities. l We are dedicated to ensuring that when customers purchase Genuine HID products and solutions, they are purchasing absolute confidence in performance, value and service. l When you work with HID Global, you draw on 50 years of experience gleamed from working in hundreds of countries, each with customers that had and continue to have unique requirements. l As a company, we are constantly focused on research and innovation and, today, hold thousands of patents, which helps us to create innovative products and solutions that enable customers to seamlessly create, manage and secure identities. l

ADDING VALUE, REDUCING BUSINESS RISK

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Through our various professional services, we can offer customers strategic consulting, implementation-, dedicated-, technology partner-, and implementation partner-services. Through each service we can address a customer’s specific needs via proven project delivery methodology, which enables us to offer bullet-proof project assurance.

TECHNOLOGY UNDER THE SPOTLIGHT One of the key technologies we are currently focused on is our Identity Assurance offerings that include the ActivID Authentication solutions. The solution is ideal for organizations securing mobile employee remote access to networks and applications behind the firewall and in the cloud, or governments, banks and healthcare providers securing access to online services for citizens, customers and patients.

BIGGEST THREATS, APT REMEDIES Today the big threat that enterprises and governmentsare facing is securing mobile access.

ANDREW LINTELL,

DIRECTOR OF SALES, IDENTITY ASSURANCE, EMEA WITH HID GLOBAL

While organisations recognise the opportunities and productivity gains that can be garnered from anywhere, anytime access, it is a challenge to effectively support and secure it. In our view information protection, today, almost always calls for a bespoke solution that offers bulletproof security and user convenience. Implementing and managing secure identity and access management can be a daunting task for CIOs. However, with the right foundation, organisations can solve the authentication challenge while protecting everything from the cloud and desktop to the door. In the mobility era convenience is king but this shouldn’t be at the expense of security. Mobile devices and tablets that are used to access enterprise resources and cloud applications make for highly attractive targets. Creating separate secure areas, or zones, for personal data and work data is a potential solution. This concept enables organisations to secure corporate assets residing on personal mobile devices by first creating a remotelymanaged zone inside the device that is encrypted. Then, according to policy, the organisation can limit the interaction between the zone containing corporate data and the rest of the device. All applications and other ID credentials are segregated between personal and enterprise use. An added layer of security is typically applied using strong two-step/factor authentication to access the applications and data residing within this separate corporate zone. ë

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Visit us at hidglobal.com

SECURITY

ENCODE

Encoding Tight Security As an early bird catches the worm, Encode believes in early warning and adaptive response capabilities against advanced cyber threats. Know your enemy, Proactively— Says Encode.

PANOS DIMTRIOU,

CTO AT ENCODE

FLAUNTING THE STRENGTH Encode delivers an advanced Security Analytics & Response Orchestration platform and Cyber Security Operations and Services. These empower organizations with early warning and adaptive response capabilities against advanced cyber threats. Encode’s powerful Enorasys Security Analytics & Response Orchestration platform enables continuous cyber situational awareness and targeted response, an effective antidote to advanced cyber threat actors and APT attacks. The solution is customer centric, agile and can be delivered as a Managed Security Service, Cloud/SaaS, or on-premises solution.

SHOWCASING AT GITEX 2015 Security Analytics Enorasys Security Analytics is continuously analysing and modelling relevant activity and through a unique analytics approach that combines pattern detection with activity profiling and external/environment-specific context, assigns risk scores to users, nodes and corresponding activity attributes. The system goes one step further and by correlating such risk scores is effectively connecting the dots to attack paths, allowing for both backtracking of the attack to its origin and the continuous

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monitoring of its evolution and extent over time and until it is properly contained or eradicated.

Greece (+Eastern and Southern Europe)

SOCStreams EnorasysSOCStreams in combination with its Adaptive Threat Response (ATR) engine takes the Incident Response process one step further, by providing SOC/CIRT analysts with a central focal point, the integration and the tools required to orchestrate response, ranging from security alert handling to targeted investigation and response.

Yes. There is a continuous programme of new product development.

SIEM Enorasys SIEM system dramatically expands visibility into network activity, user activity and application activity, giving unprecedented intelligence into potential offense sources across the entire network. Ease-of-use in setup and maintenance is among Enorasys SIEM key strengths and competitive advantages compared to other SIEM solutions. Through a combination of embedded SIEM use-case knowledge, security intelligence and advanced automation Enorasys SIEM system significantly simplifies and minimizes deployment and support tasks.

MAPPING THE GLOBE UAE / Middle East United Kingdom & Ireland (+Western / Northern Europe)

SHINY NEW PRODUCTS

RISING ABOVE THE COMPETITION Our competitive advantage comes in the form of a truly integrated use of security analytics calibrated to the cyber kill chain, delivering a unified signature and signature-less breach detection capability in near real time.

PARTNER ECOSYSTEM We have strategic partnership in place with the following companies and will be developing these relationships in the region in the coming months: l IBM l Splunk We also have technology partners with companies such as: l CyberArk l Paulo Alto l Bit9+Carbon Black l Imperva l Digital Guardian l Balabit l Tripwire ë

STORAGE

EMC

Redefining Transformative Capabilities Growing with partners on the ideals of three touchstones- simplicity, predictability and profitability, EMC has been redefining storage, converged infrastructure, big data and cloud.

LEADING THE 3RD PLATFORM EMC’s vision is laid out to lead at the Third platform and help our customers transform. At EMC our number one priority is our customers; we engage with them not as a vendor but more as a technology partner that consults them and support them through every step of their transformation journey.

ENABLING THE PARTNER JOURNEY With the speedy pace of the transformation to the third platform of IT powered by cloud, mobile, social and big data, we plan to continue to enable & help our partners, through the EMC Business Partner Program that we introduced last year, to design solutions that solve customers’ challenges and help them embrace the opportunities presented by evolving technologies.

RESELLER CHANNEL AND EMC This is a very exciting time in the region right now, with trends such as the Internet of Things and the Third Platform of computing making themselves more and more evident and set to drive further IT growth. We are already seeing that organizations today want IT to assume the role of a strategic driver of business and are more aligned to business goals in order to identify

the means of revenue while cutting down costs and enabling excellent service delivery in order to achieve competitive advantage and sustain business growth. This has largely impacted their approach to investing in storage solutions and we are already seeing such demand for the virtualization, cloud, flash, converged infrastructure and software-defined solutions as enterprises work towards sustaining their competitive differentiation, driving down operational costs and maximizing efficiency.

GROWING WITH MINDWARE The journey with Mindware began in 2013 and it has continued to be central to our success in the region. Channel partners don’t just drive our business but ensure that the right set of solutions and services are offered to customers. This is why we continue to introduce initiatives that provide them with the technologies, tools, resources and support to ensure they are prepared to leverage new business opportunities that lie before them with the transformation to the third platform of IT.

WALKING THE GITEX 2015 RAMP EMC will outline its Smart City platform built upon technologies from the EMC Federation of companies.

ASHRAF HAMID,

CHANNEL MANAGER , GULF & PAKISTAN , EMC

In addition, we will also focus on showcasing the power of the Federation, with an emphasis on big data, converged infrastructure and Flash solutions like XtremIO, as well as solutions like the Federation Enterprise Hybrid Cloud and the Federation Business Data Lake. We will lay special emphasis on the power of Flash technology that is transforming the storage industry and we believe is a huge potential market. EMC is prepared to work with partners to leverage this great opportunity through an extensive portfolio to take advantage of the transformative capabilities of Flash, led by the industry’s number one all-flash array, XtremIO.

ROADMAP EMC’s Business Partner Program aims to bring our partners the enhanced flexibility and choice by harnessing the power of the EMC Federation to enable partners to deliver exceptional value in the market.

TECHNOLOGY TRACKING FOR THE NEXT 18 MONTHS One of the biggest highlights going forward is the Federation Business Data Lake (FBDL),The EMC FBDL solution accelerate the move from a data warehouse environment to a data lake and together with EMC Global Services assists enterprises with the transition regardless of where they may stand in their journey. ë

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STORAGE & RECOVERY

VERITAS

HARNESSING THE VALUE of DATA As Big Data is growing exponentially, the opportunities for Veritas is just immense as they gear up for major growth plans and upgrades. Veritas industry-leading solutions cover all platforms with backup and recovery, business continuity, software-defined storage, and information governance.

GEARING UP FOR GROWTH Veritas is gearing up for regional growth and has operational and dedicated partner and customerfacing teams to serve the channel community. This year, Veritas has launched key products for rapidly evolving data centres and announced upgrades to its core portfolio of backup and information management products. Partners will be able to make sense of the tremendous volumes of data seen from its customers and enable them to gather the insight critical to support their business goals.

ENABLING THE PARTNER JOURNEY The Veritas team will be more focused on a smaller set of technologies that will be more rewarding for partners to do business together. The sales teams are focused on information to empower our partner base who can benefit from a very profitable channel program. Veritas has switched from volume-based to value-based rewards to focus on specialized managed partners that are invested in the relationship through such means as certifications. Engaged partners have already seen a significant uptake in profitability. We are also committed to the channel and will

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grow the indirect sales from approximately 78 per cent as it currently stands to 85 per cent. Veritas also wants to simplify the way how partners can do business with them. This includes bringing in a new buy-in program, new ways of licensing its technology, reducing the amount of skews in the channel by 17 per cent, and introducing a single price list as opposed to multiple ones.

CHANNEL INITIATIVE ROLLOUT This year, Veritas will be reinforcing its commitment to the Middle East channel community and distribution partners in the region. We value these relationships as instrumental to our regional growth and we will be letting the community know about forthcoming updates to our channel program in the new quarter.

RESELLER CHANNEL AND EMC Resellers can also drive significant growth in product areas like NetBackup Appliances. Veritas has been able to increase its position in the integrated backup appliance market from 0 to 40% over the last five years.

GROWING WITH MINDWARE

AMER CHEBARO,

REGIONAL DIRECTOR - GULF & KSA AT VERITAS

Our distribution partners, such as Mindware, are an extension of the Veritas team and act as a catalyst to showcasing the value of the Veritas solution portfolio, product roadmap, as well as assisting in positioning the Veritas value proposition against regional competitors. The Mindware teams acts as a knowledge transfer partner to our resellers by training their technical and sales team to deliver the best consultative solution to customers. Our strategic partner network can demonstrate the value of the Veritas partner program and overall benefits to our reseller base - such as Growth Accelerator Rebate, Renewal Rebate, Opportunity Registration Rebate and Partner Development Fund. At Gitex, Mindware can explain to resellers and customers the reasons behind the split from Symantec into a privately held company owned by equity group, Carlyle. Mindware will also be able to articulate how the split will enable Veritas to invest more in products and solutions that are relevant to our customers based in the Middle East in solving their current and future requirements.

WALKING THE GITEX 2015 RAMP At Gitex, the Veritas team will be allocated on the Mindware stand to demonstrate the new product portfolio in Information Management, Information Availability and Data Insight. ĂŤ

STORAGE & RECOVERY

NETAPP

Accelerating Businesses with Intelligent Data Solutions

NetApp’s strength lies in understanding customer requirements and offering unique, customized data solutions. Throughout the world, leading organizations count on NetApp for software, systems, and services to manage and store their data. They enable enterprises and service providers to envision, deploy, and evolve their IT environments. Innovation is a key focal point for NetApp.

FOCUS AT GITEX 2015 GITEX is the biggest IT tradeshow in the region and we will exhibit again this year – as it has proven to be a great opportunity for us to meet with customers, distributors and of course the media. l This year we will be showcasing our range of innovative solutions which address the challenges faced by CIOs in the Middle East today.The NetApp Data Fabric offers a cohesive solution that increases efficiency, improves IT responsiveness, and accelerates innovation through the ability to control, integrate, and consistently manage data across the hybrid cloud. l One of the solutions being exhibited is the NetApp flash portfolio. The All Flash FAS (AFF), with enterprise-grade feature functionality, addresses enterprise storage requirements, offers flexibility and best-in-class data management. With Data Fabric andall-flash storage arrays customers can drive greater speed, responsiveness, and value from key business applications. l Concurrently being shown at the exhibition is NetApp’s E-Series portfolio of storage solutions. l

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The E-Series storage system uses a modular architecture for a true pay-as-you-grow solution to address growing data storage requirements. l FlexPod, jointly developed by NetApp and Cisco, will be another focus during GITEX. It is one of the worldwide leading datacentre solutions and provides a flexible, converged infrastructure that delivers pre-validated storage, networking, and server technologies. l NetApp is constantly innovating its product and solutions. We’ll use GITEX as the opportunity to share the latest additions and enhancements to our portfolio with the attendees.

SPREAD ACROSS THE GLOBE NetApp provides data solutions to customers across the globe in the Middle East, Africa, Europe, America, and Asia Pacific. Professional services teams from NetApp alongside our partners offer assessment, design, and implementation services to a diverse set of clients across multiple sectors; ultimately making NetApp Data ONTAP the #1 branded storage operating system

FADI KANAFANI,

REGIONAL DIRECTOR MIDDLE EAST, NORTH AFRICA & PAKISTAN

worldwide.

NETAPP – SOLUTIONS WITH AN EDGE l Trusted relationshipsbuilt with partners and customers over 20+ year history, which have withstood the test of time l A broad range of new products and innovative technologies that support key changes in the IT infrastructure – scale-out, flash, converged infrastructure, and web-scale l Ease of seamless management of data across platforms and multiple clouds while building hybrid IT architectures l Ability of customers to have choice of cloud infrastructure with control of their data.

SUCCESSFUL PARTNERSHIPS NetApp works closely with leading technologyand reselling partners across the Middle East and Africa region as well as worldwide. Their offerings are uniquely tailored to individual companies’ needs, ultimately giving the customer numerous options to choose from. To ensure data security and accessibility, NetApp also cooperates with local best-in-class service-provider partners as well as orchestration and automation providers that deliver a comprehensive portfolio of cloud services. ë

STORAGE & RECOVERY

PURE STORAGE

Transforming business at light speed The power to transform your business today and pave the road to the future. Pure Storage gives the power and reliability one needs to tackle the most demanding business and IT problems.

foundation of the Pure1 Cloud, an expansion of PureStorage’s existing CloudAssist technology, and consists of four elements: Manage, Support, Connect and Collaborate.

EVERGREEN STORAGE

FLASHARRAY//M

power, space, and efficiency improvement.

FlashArray//m, the fourth generation of Pure Storage’s flagship FlashArray product, delivers complete end-to-end integrated hardware and software innovation, a first for an all-flash array. FlashArray//m features a modular upgradable architecture, and delivers a 50 percent increase in performance, 2.6x improvement in density, and 2.4x improvement in power efficiency-perterabyte over previous FlashArray generations. The FlashArray//m fully integrates two highperformance Intel Haswell controllers running the Purity Operating Environment 4.5, new NV-RAM cache modules, and new dual-drive flash modules inside the three rack unit (RU) chassis. This density results in the consolidation of racks of legacy disk storage, driving a 5-10x

Pure1 is a single platform for cloud-based storage management and support that improves productivity by giving IT staff the freedom to monitor storage across the globe from mobile devices. Pure1 brings the previously fragmented management and support processes together into one cloud-based experience, enabling customers, partners, and Pure staff to work together to provide seamless coordination and ultra-proactive support. Pure1 reduces costs by eliminating dedicated storage management servers at each site where arrays are located and simplifies integration with applications in virtualization and cloud computing environments. Pure1 is built on the

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PURE1

Pure Storage’s new Evergreen Storage model eliminates the three- to five-year rip-and-replace storage lifecycle that has impaired IT efficiency for decades. With this new model, customers deploy storage once and upgrade it in-place for generations. Evergreen Storage is delivered by combining FlashArray’s modular, stateless and software-defined architecture with Forever Flash, the company’s standard maintenance program. Forever Flash delivers predictable ongoing “flat and fair” pricing, and includes software updates as well as periodic hardware upgrades, keeping the FlashArray modern over time. Pure Storage also provides Upgrade Flex Bundles, which enable customers who are expanding their capacity to upgrade their FlashArray controller hardware, if desired, and receive trade-in value for their existing controller investment. Evergreen Storage enables enterprises to invest in a storage infrastructure that helps their business be faster, smarter and more innovative – both today and tomorrow.

PRICING & AVAILABILITY All three products are available for immediate purchase through one of Pure Storage’s certified channel partners. ë

VISIT US @ GITEX 2015 STAND# D1-21, HALL 1 DUBAI WORLD TRADE CENTER, DUBAI

PIONEERING..

SMARTER TECHNOLOGIES

STORAGE AND RECOVERY

ACRONIS

Securing Trust, Recovering Value

By bringing Quantum Encryption to Cloud Data Protection, Acronis has climbed yet another ladder in ensuring that companies stay in control of their data at all times. Founded in 2003, Acronis is leading backup software, disaster recovery, and secure data access provider that protects the data of over 5 million consumers and 500,000 with more than 50 patents. True to its latin etymology, Acronis serves and supports as a vital part of your enterprise body.

FLAUNTING THE STRENGTH Acronis sets the standard for New Generation Data Protection through its backup, disaster recovery, and secure access solutions. Powered by the AnyData Engine and set apart by its image technology, Acronis delivers easy, complete and safe backups of all files, applications and OS across any environment—virtual, physical, cloud and mobile.

SHOWCASING AT GITEX 2015 The main focus will be our products Acronis Backup Cloud and Acronis Disaster Recovery Service. Visitors will have the chance to see a live demo at our booth. We will also show a Backup and Access demo at a second counter.

MAPPING THE GLOBE Acronis has a strong partner ecosystem reaches customers in more than 145 countries worldwide. The company has over 5,000,000 individual customers and over 500,000 business customers in a broad range of industries have chosen Acronis to protect their business continuity. Through their award winning customer support centers, Acronis offers 24/7 assistance to their

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customers worldwide. Acronis is now also based out of Dubai

RISING ABOVE THE COMPETITION Built on the most advanced cloud architecture, the Acronis Data Protection Platform transforms the way data protection is delivered to end user customers by service providers, resellers and distributors. The Acronis Data Protection Platform delivers everything needed to safeguard data and ensure business continuity and productivity, including backup, disaster recovery, and secure file sync and share. Easy to sell and implement, Acronis Data Protection solutions expand the product portfolio of the customer and help to quickly attract new customers and realize incremental revenues. The platform is powered by the Acronis AnyData Engine – a set of unique, deep, and powerful data protection technologies that capture, store, recover, control, and access any data from any location.

PARTNER ECOSYSTEM Distributors: iAxcess, Redington Partners: Fixit, Alphadata, Cadgulf, and Enterprise Objectives

GUURPRIT AHUJA,

DIRECTOR – MIDDLE EAST & AFRICA, ACRONIS

PRODUCT HIGHIGHTS Acronis Disaster Recovery Service It is a complete IT business continuity solution that protects, and restores data, servers, or entire data centers suffering from a natural or man-made disaster.Whether you need to recover a single file, a database, or an entire server – it is as easy as a push-of-a-button. Acronis Disaster Recovery Service ensures that your business stays in business by providing a flexible, pay-as-you-go service. Acronis Access offers Mobility solutions for enterprises Data, files and content are the lifeblood of today’s business. Organizations use data every second, every minute, and every day to make decisions, increase revenue, decrease costs, improve customer satisfaction, improve products and drive other key business initiatives. Acronis’ easy, complete and safe solutions empower organizations to more efficiently access and share their content and files with colleagues, partners, customers and other constituents. Across a wide array of mobile devices, Macs, and PCs, Acronis makes sharing and accessing corporate content and files easy and safe. ë

STORAGE & RECOVERY

UNITRENDS

‘Recover more than just your data’ Easy Recovery, Agile, All-in-one, Heterogeneous and 24/7 Expert Support— Those’re the Top 5 features given by Unitrends as a key differentiator. As a protector of more than 120 operating system versions—physical, virtual, and deep virtual, Unitrends is all set for major backup software releases this GITEX season and geared up to take the market with storm with its newly launched channel driven go-to-market strategy.

FLAUNTING THE STRENGTH Unitrends focuses on delivering complete backup and recovery cloud enabled solutions which offer comprehensive protection for any mix of physical and virtual assets. The particular strength of Unitrends is that the solutions offer end-to-end protection; backup, recovery, replication, archiving, and cloud and hence no other solutions are necessary. The Unitrends solutions work with over 220 versions of operating systems, hypervisors and applications.

SHOWCASING AT GITEX 2015 Unitrends plans to showcase its cloud enabled appliances and virtual appliance solutions. l Through product demonstrations, we will show visitors how Unitrends can help organizations recover more than just their data. Unitrends’ all-in-one solutions are easy to use l

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and include everything that is needed in backup and recovery. The Unitrends solutions will allow organizations to save time and money, enabling them to recover other aspects of their life such as their time, their sanity and their weekend.

MAPPING THE GLOBE With its corporate headquarters in Boston USA and its European headquarters in London, Unitrends also has offices in Philadelphia, Columbia USA, Spain, Sydney and Germany. In the Middle East, Unitrends is well represented through our strong channel network and a local regional manager.

SHINY NEW PRODUCTS Unitrends will showcase the beta –version of the much-awaited Release 9.0, a major Unitrends Backup software release with improved usability and scalability for the Recovery-Series at GITEX 2015.

RISING ABOVE THE

MIKE DALTON,

SENIOR VICE PRESIDENT, WORLDWIDE CHANNELS AND INTERNATIONAL FIELD OPERATIONS, UNITRENDS

COMPETITION Unitrends provides true end-to-end protection for physical and virtual environments. Our solutions provide Disaster Recovery Assurance, which automates recovery testing and report to ensure RTO’s and RPO’s are met. Unitrends’ solutions are compatible with over 220 versions of operating systems, hypervisors and applications and have the lowest TCO in the industry.

PARTNER ECOSYSTEM Unitrends recently adopted a 100 percent channel-driven go-to-market strategy, where we are strengthening our channel ecosystem and cultivating new and existing relationships with partners around the world. In the Middle East, our partners are StorIT Distribution and Bridge IT Solutions & Distribution. Through our partners, we are looking to onboard new resellers from the regional markets to further strengthen our channel network and market reach. GITEX 2015 will offer us a platform to do just that. ë

STORAGE AND RECOVERY

ACTIFIO

Halfway into the cloud

Freeing organisations’ data from their legacy physical infrastructure with copy data virtualisation - just as virtualisation did for servers a decade ago – is the way forward.

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ASH ASHUTOSH,

FOUNDER AND CEO, ACTIFIO

chained to the ground. So how do you free it? Although we still think of it asnew technology, the concept of virtualisation has been around since the IBM mainframe of the 1960s. Today we’ve moved far beyond these conceptual roots,

to a point where virtualisationis a practical and in some cases essential enabler of the modern IT ecosystem. You can virtualise pretty much anything these days; computer hardware platforms, operating systems, computer networks and storage devices, just to name a few. Companies of all sizes around the world rely on datacenters connected to virtualised platforms, systems, and networks.It’s been an essential building block of new architectures enabling us to runmore and more applications on ‘the cloud,’ dramatically improving the efficiency, availability, and scalability of our applications and the businesses they power. Whiletremendous progress has been made virtualising servers and networks, however, too few organisations have made that crucial next step; that of creating virtual copies of their essential enterprise data. Much of our data – typically duplicated, copied and stored across multiple networks and systems ad infinitum – is chained to use case-drive silos of physical infrastructure. The structure and complexity of these silos not only consumes vast excesses of resources and man time, it actually makes it impossible to realize the full potential of cloud-based IT architectures. So how do you go about decoupling data from infrastructure, virtualising it and integrating it into the cloud, to become more resilient, agile, and scalable? The key is rethink your data management model for the “copy data” – data produced by systems that make a copy of what’s in production – that typically constitutes the majority of your enterprise data. A single, unified copy data management platform should enable you to capture data directly from production applications, manage it through systems with the intelligence to minimize the volume of data moving across your network and the amount being stored, and use it when and where you need to. Even capable IT professionals are often held back by old software and hardware, and by old assumptions about what alternatives exist. Freeing organisations’ data from their legacy physical infrastructure with copy data virtualisation - just as virtualisation did for servers a decade ago – is the way forward. In this way, businesses will be able to easy access current data without impacting production systems. Working on a single physical ‘golden’ copy which can create innumerable virtual copies won’t take up server space or valuable network bandwidth. Don’t go halfway into the cloud. The sooner you make it easy to move your data to the best place to run your applications – wherever that may be – the better off you’ll be. ë

Connect. Share. Give. Take. Solve. Save. Smile. Unify. Introducing Unify. Unifying business communications for the new way to work. unify.com

FEATURE

MINDWARE

Simplifying Technology,

Amplifying Business

“Any intelligent fool can make things bigger, more complex; It takes a touch of genius to move in the opposite direction.” With the technology market favouring box-pushers no more, many joined the value distribution wagon; but what point is the value that comes with too much complexity? Mindware’s philosophy has been the other way round- constantly evolving to make things simpler for vendors as well as partners and resellers. A riveting conversation with Mario Gay, General Manager at Mindware. n W O R D S : S O U M YA < S O U M YA @ A C C E N T I N F O M E D I A . C O M >

“You have to set new goals every day” -JULIE KRONE

obody but a winner can grasp the truth behind the aforesaid words. Currently considered amongst the top notch Value Added Distributors of the Middle East region, Mindware is all set to take the victory to the African territories. Mindware is committed to adding value to the channel and is continually working strategically to retain this commitment. Though analysts across the globe might have

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varying opinions on the implications of falling oil prices, it wouldn’t be an exaggeration to say that the GCC countries’ economies will definitely face the heat in ways more than one. Sitting with one of the market leaders in technology, it was tough indeed not to be curious about how business has been for them of late and the way they foresee the days to come.

WHEN THE GOING GETS TOUGH, THE TOUGH GET GOING Mario tells us that H1 has been quite positive for Mindware, despite the apprehension that the

business might face some kind of recession due to external conditions prevailing in the region. Mindware entered H1 of 2015 with a very strong pipeline from 2014. Mario agrees that there are some challenges in the market and it’s definitely not as strong as it was back in 2014. “2016 is a question mark. If the oil prices continue to be low, there’ll be less government spending and less demand associated with the public sector. Budgets will be reduced and therefore by default, you can’t keep up with the SMB or enterprise space or compensate what you’re losing from one side”, remarks Mario. But as the saying goes, “If opportunity doesn’t

FEATURE

MARIO GAY

GENERAL MANAGER, MINDWARE

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FEATURE

NETWORKING

STORAGE

SECURITY

VIRTUALIZATION

VISION

MISSION

Mindware Academy is the new Educational Brand of Mindware UAE. Born directly from the will to establish a direct relationship between Brands and Resellers. The purpose is to become the most credited reference point in the IT Distribution Companies of MENA. Because VAD is not only an acronym but a true business reality.

To reach their goals the team of Mindware IT Experts will be engaged in a complex information gathering and searching for product updates, news and presentation events. E-learning, Live chat for engaging customers and web seminars are all parts of the strategy tools. Using all the Web integration and coordinated Social Media Communication, Academy could be the lighthouse for any professional oriented reseller and a precious ambassador for main Brands.

knock, build a door”; Mindware is definitely not one to crib upon encountering obstacles. The VAD is all set to tame new shores; after conquering the Middle East, the next target is Africa.

AFRICA IS THE FUTURE Today Mindware is expanding in Africa. Following reorganization, they have two offices in the region– one in Casa Blanca, Morocco and the other in Nairobi, Kenya. As Mario says, “Africa is an area we are looking to tame, increase our presence. By year end, we’ll have 12 people, distributed between the two base camps at Casablanca and Nairobi, covering Africa.” Mindware has got the franchise for entire Africa for McAfee. The already had Citrix; in addition, they are moving ahead with few two products in their portfolio in the new region. Mario is of the strong belief that the strong solution portfolio they possess will give Mindware the much-needed support to initiate and sustain the operations there. “Mainly we’ll be moving

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ahead with software and networking in Africa”, he adds. A point to ponder here would be-in spite of the great opportunity that African markets hold, the challenges are many too. But then difficult roads often lead to beautiful destinations.

THE BIGGER THE CHALLENGE, THE BIGGER THE OPPORTUNITY The Africa market is a hard task master. As Mario elaborates, the market is entirely different from how it’s in the UAE or even other GCC countries for that sake. One of the first hurdles that you encounter is the currency fluctuation; one needs to take smart and cautious measures to cover risks. The next biggest problem is that posed by limited knowledge of the customers. Unlike in GCC, where one can have a 360° visibility, in Africa, the visibility is much more limited. When one plans for Africa, any strategy needs to consider the fragmented nature of the region, the way every country is so different from the

other, many hours of flights, complicated hassles of taxation, the language barrier and many more issues that might crop up along the way. In addition, Mario remarks, “when in Africa, we’re talking about doing business in selected countries because you can’t cover all of Africa.” In the first phase, the focus of Mindware is on North and West Africa –the English speaking regions; in the meanwhile, they are also preparing ground to make foray into the French speaking regions. Talking of verticals, in Africa, the focus of Mindware would be to tap the financial sector, oil and gas industries in few countries like Nigeria, healthcare sector which has huge potential to be expanded and improved, and hospitality industry in few of the countries of the region.

SIMILAR INGREDIENTS, DIFFERENT CUISINES The importance of training can never be emphasized enough. But the significance instantly escalates when Africa is being talked about. In contrast to regions like UAE, where it’s not difficult to procure talent and bring the best of competencies to work; in Africa, the same thing is a big challenge. Mindware has always been involved in several kinds of training programs; however, now they have put together the best of their knowledge together to bring out the Mindware Academy, which is kind of a unique repository of all valuable information for partners and resellers. It comes equipped with its own app as well, by virtue of which partners can have total visibility to the training calendar and can even be directed to the training centers through the app. New territories, new plans, new training initiatives- so are there new additions to the solution landscape as well? As it turns out, the novelty saga continues there too. Mindware has been well-known for its solutions in security, networking, storage, etc.; however, there were few gaps in its portfolio preventing it from providing an end-to-end solution bundle to its partners. In order to counter that, the distie is all set to announce its two new partnerships at the exciting podium of Gitex Technology Week 2015.

NEW ARROWS IN THE ALREADY POWERFUL QUIVER Gitex 2014 had been witness to Mindware signing the distribution agreement with Riverbed Technology for Middle East. And this time, the 35th edition of the coveted technology gala shall be the host for Mindware announcing two of its new partnerships. Though the details are under wraps, it’s being said that the new partnerships will ensure that Mindware will be empowered

FEATURE

to offer to its customers a complete solution pool comprising the various technology needs of any enterprise. As of the existing vendors and customer base, Mindware is constantly working to tailor the solutions according to the changing requirements of the time and the users. The market has evolved from box pushing distributors to value added distributors; however, though every other distributor might claim that they add value to the solutions, it’s no cakewalk to offer true value to the customers that makes their investment seem worthy in the real sense. Mindware has been leading in the VAD space since long; so how is the concept of value addition changing with time? We asked Mario.

VAD –STAYING TRUE TO THE NAME According to Mario, the next step of value addition is going to be all about providing a seamless connection platform for offering multiple solutions present in-premise as well as on cloud. “The market is shifting on to the cloud. In order to combine so many products as per the needs of the customer, standard tools aren’t enough and hence the market is going to need a distributor which can make things easy and doable for them, without affecting their business continuity and that’s where Mindware comes in”, he adds. Technology is exciting and innovation doesn’t cease ever. And it’s possible for several distributors to have an amazing line up of products and solutions. Standing tall as a market leader, what is it that distinguishes Mindware from the others in the game?

RIGHT FOCUS, SUSTAINED SUCCESS Be it in terms of solution portfolio, or partner training; Proof of Concept or excellent after-sales support- Mindware have always set trends. Instead of blending in, they have managed to stand out and are constantly evolving to make sure the game is never lost. Established in 1992 and with over 20 years of operations in this industry, to date Mindware has expressed dynamism by successfully aligning itself with vendor strategies and adapting to the changing market landscape. Their bouquet of vendors offered as VAD products & solutions is adapting to suit new trends like cloud computing, BYOD, and expanding to green field markets like Iraq, Afghanistan etc. In terms of business development Mindware has already successfully built a solid foundation for its channel partner program, which enables it to provide end-toend solutions to partners across a wide array of segments, including networking, components, hardware, servers, storage, software, and security, all under one hub. Mindware has significantly invested heavily to continue the steady growth of the business by strategically investing and aligning with regional vendor strategies across the regions. Going ahead, they are working upon combining software, storage and all sundry as services on a common platform. It won’t be long before their customers can have the privilege to choose any service or combine more than one just at the click of a button and get access to unmatched agility without losing business continuity. Mindware

MINDWARE- THE BRAND, THE TRUST EMPOWERING R ESELLER ENHANCING R EACH

ACHIEVING R ECOGNITION

is all set to ensure that the only thing which is disrupting is technology. Less and less vendors are interested in spending their energy and resources for building a complex channel for their solutions. They prefer having a distributor to provide all the possible service. A distributor who provides all the services they require according to their needs and then goes the extra mile to add more value to the solutions enhancing its market value and acceptability. No prizes for guessing that Mindware does this in a befitting manner and has been always recognized by the best technology providers time and again for its expertise. A good distributor is one that offers value, quality and speed; Mindware has been constantly offering that package in addition to updating its business model with several key features to improve performance and overcome market challenges and also to maintain reseller interaction at the level of today’s market trends. So, what are the grand plans lined up for the VAD this GITEX 2015?

GITEX- GETTING READY TO INVENT THE FUTURE GITEX 2015 shall be the launch pad as Mindware will announce its two great partnerships post which the VAD can re-affirm its claim to fame as the one-stop shop indeed for enterprise needs. Apart from that, the Mindware Academy shall be under spotlight. In addition to the amazing solution portfolio, the focus shall also be on Africa – the journey to the tough yet beautiful market.

FINALLY.. Mindware’s culture has grown out of the understanding that customers are their primary concern. Through strategic partnerships, Mindware is able to concentrate on bringing effective solutions to the market. Mindware’s focus on personal service, competitive pricing and fast delivery is paramount. They are constantly upgrading their solution delivery so that their partners and resellers get the best market ready services at light speed and with a seamless integration across multiple platforms. “I don’t believe in mindless revolution rather prefer the continued process of changing, upgrading and evolving every year. We try to be easy in doing business with; we try to simplify as much as we can. We don’t know how successful we have been but we try our best”, Mario signs off; as we are left with food for thought- isn’t simplicity the ultimate sophistication? With the insights of a seasoned player and the energy and genius of a tech geek, they are Simplifying Technology, Amplifying Business. ë

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DISPLAY TECHNOLOGY

Innovating Technology, Delivering Experiences LG is the world’s leading innovator of display technologies, consistently delivering cutting edge technology to the region. Not only is LG innovating technology, but this innovation comes from market intelligence and understanding what the customers want and resulting in LG creating solutions that truly enhance their business models.

and many more leading solutions and innovative technologies for various verticals across the region wanting tomorrows technology today.

THE LG EDGE

SPOTLIGHT AT GITEX 2015 Among many other revolutionary products, this year we have the global launch of the Clover Full HD Video Wall display, which is the world’s narrowest video wall with its 0.9 mm bezel, which is set to redefine the aesthetics of wall display solutions worldwide.

NEW KIDS ON THE BLOCK Other products on show at the LG booth include the 98” Premium 4K Display showcas-

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MAYS TALIB,

REGIONAL MARKETING MANAGER, B2B DEPARTMENT, LG ELECTRONICS MIDDLE EAST & AFRICA REGION (MEA)

ing Smart Retail Solutions; Hospitality TV’s with multiple Global partners showcasing their impressive solutions and references worldwide; 84” 10-point touch UHD display targeting the Education vertical showcasing a Cloud Collaboration Solution; LG’s webOS platform

As the market is evolving, regional enterprises are exploring creative and out-of-the-box display solutions to effectively communicate its key messages to their customers and in turn grow their business. With our innovative solutions, LG is helping multiple verticals to bridge the gap between traditional media and online marketing by incorporating data driven digital signage into their marketing strategies, which is critical to keep abreast with the evolving marketing landscape of the region. In addition to this, what strongly enables LG to stand out in this region when compared to other brands is our holistic approach in working closely with our partners and system integrators to offer a full 360 degree solution to their clients. Rather than just offering a product, we have the competitive edge of being the pioneers in offering a complete B2B solution including hardware, software, analytics and service.

GEOGRAPHICAL FOOTPRINT LG Electronics Middle East & Africa Headquarters has 79 locations alongside 13 sales subsidiaries. ë

U3277PqU

UltraWide viewing, enhanced productivity The AOC U3277PQU helps you stretch your productivity to the limits. 4K Ultra HD resolution reveals the finest details on a large 32-inch 16:9 screen that is ideal for multitasking. Featuring advanced IPS panel technology, you’ll enjoy accurate color reproduction (100% sRGB, 1 billion colours), wide viewing angles and quick refresh rates, no matter what you’re doing. A range of connectors like HDMI 2.0, DisplayPort and DVI-D makes it easy to hook up your PC, laptop and other devices, plus built-in speakers deliver clear sound for music or video. Whether you’re editing photography, working with CAD/CAM, or designing a new website, the height-adjustable ergonomic stand tilts, swivels and pivots for hours of comfortable viewing.

www.aoc-europe.com One World Computer Networks Algeria - Tunisia +971 42868330 khalid@oneworld.ae

Online Distribution Pakistan +971 50 389 6542 farhan.naqvi@odl.com.pk

Trigon LLC UAE, Yemen, Jordan, Qatar, Kuwait, Bahrain +971 4 342 6060 kamran@trigon-gulf.ae

Redington Gulf Saudi Arabia +966 1 4625323 Bilal.ahmed@redingtongulf.com

SUCCESS STORIES

ARUBA NETWORKS

TECOM Eradicates Legacy with Aruba Networks

Being a real estate master developer and offering clients end-to-end real estate solutions, TECOM Investment had tremendous strain on the existing wireless infrastructure. Aruba Networks came as the true benefactor with its leading enterprise mobility solutions.

THE CHALLENGE TO UPDATE LEGACY Prior to the Aruba implementation, the TECOM Investments IT department relied on four decentralized, disparate wireless networks to provide wireless LAN service to TECOM employees across the company’s two office locations. With over 1,000 employees and the growing popularity of BYOD, the TECOM Investments’ IT department began to see an exponential growth in number of PCs, tablets and smart phones connecting to its network. These devices put tremendous strain on the existing wireless infrastructure, resulting in very slow connectivity, which ultimately impacted employee productivity. So the core requirements were: l Centralized, streamlined wireless network l High-bandwidth, high-density network to support growing number of PC, tablet and smartphone devices l Improved security and mobility

ARUBA NETWORKS – A ROBUST, FLEXIBLE AND SECURE SOLUTION One of the key reasons for selecting Aruba was for enhanced enterprise mobility. “Aruba’s Secure

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Enterprise Mesh solution provides a flexible, wire-free design, allowing access points to be placed wherever they are needed whether it be indoors or outdoors,” said Mr. Mohamed Sabah, CIO at TECOM Investments. In addition to being easily adaptable to the network requirements of the organization, the improved security of the Aruba solution was another factor that set Aruba apart from the competition. According to Mr. Sabah, “Aruba’s system performs authentication, access control and encryption for users and devices, delivering state-of-the-art wireless security.” l 2 Aruba 3600 Mobility Controllers l 124 Aruba AP-93 Access Points l 6 Aruba AP-105 Access Points

IMMEDIATE BENEFITS Working with EMITAC, Aruba’s Silver level Value-Added Reseller (VAR) in the UAE, TECOM executed the implementation in two phases. To ensure that the TECOM IT team completely understood the Aruba technology, Mr. Sabah took advantage of Aruba’s training services and had the entire network team attend one course on Mobility Controllers (MBC) and two courses on Aruba ClearPass. Since the implementation, the Aruba solution has outperformed expectations; highlighted by

MR. MOHAMED SABAH,

CIO AT TECOM INVESTMENTS

the fact that the system scored 34 out of a possible 36 points on TECOMs network test protocol. The Aruba solution has helped the TECOM IT department overcome all the challenges posed by the earlier network infrastructure. For one, the higher bandwidth has had a positive impact on user connectivity and productivity. Secondly, having a centralized network infrastructure has significantly reduced maintenance costs while increasing control. The TECOM IT department now has the capability to control wireless user access and monitor and report per application usage of their wireless corporate users. Finally, Aruba network’s Wireless Intrusion Detection capability has greatly improved security.

AT A GLANCE: Centralized network with increased bandwidth resulting in improved connectivity and better user experience l Flexible and adaptable system that could be tailored to the organization’s IT requirements l Significant security upgrade l Reduction in infrastructure management costs “Aruba’s wireless technology is high performance and cost-effective, and has provided a seamless and efficient wireless experience to all of our corporate users,” concluded Mr. Sabah. ë l

ENTERPRISE MOBILITY

HP ARUBA

No Wires Attached

Your infrastructure no longer has to hold you back from moving your business faster with cloudfirst, mobile-first business apps. To keep up and to simplify your network operations, the way you design campus networks has to change.

or many businesses, the question is no longer whether they’ll leverage cloud-based infrastructure, but when they will, and how. But what’s the point of having your applications in the cloud if the data that powers them is still trapped in your data center? Virtualizing servers and networks are important steps toward the cloud, but you can’t improve the resiliency or the agility of your business if your data is still chained to the ground. So how do you free it? In today’s increasingly mobile world, the ability to connect whenever and wherever you are is no longer a luxury, but an expectation. Providing an optimal mobile experience is key to increasing customer experience and satisfaction, and pivotal to increasing productivity. To do it, you need a way to move quickly toward a mobile-first, cloudfirst approach. We made the observation a decade ago that the world, if it could go wireless, would go wireless, and stay mobile. At the time, workers were tied to the computers on their desks. Wireless networking helped free them to work in a mobile environment. However, Aruba needed a partner who could help them scale up to match the size of the market. HP provided that power. Wireless connectivity is such a central part of our lives that it’s easy to forget how recently most of us did without it. It’s only within the past five years that Wi-Fi truly arrived, becoming available everywhere at home, at work, and at countless

places in between. Aruba Networks has seen firsthand how the ubiquity of the digital world alters physical environments in both obvious and subtle ways. Aruba—which was acquired by HP—creates dedicated wireless infrastructures within enterprises, schools, hospitals, large public venues and other environments and has been a part of that transformation from the start.

VALUE PROP Aruba, together now with HP, is upending the traditional tops-down, vendor-defined approach to networking: instead of having to simply accept the limitations of what vendors determine they need based on number of ports and square footage, users can now define what they need their network to do to support their business. We start with a platform that provides alwayson access, security wherever you go, with unified policy and management. Because HP and Aruba are guided by the principle of open systems, where the mobility context can be shared with the developers, network admins and partners can make their existing solutions smarter about devices, apps and users. All with solutions that are designed to run on multi-vendor infrastructure, avoiding the vendor lock-in that defined the networks of the past. We see the need for a unified management console for Aruba wireless and HP wired infrastructure. We are also looking for a way to do SDN between wired and wireless infrastructure,

MANISH BHARDWAJ,

SR. MARKETING MANAGER, MIDDLE EAST AND TURKEY ARUBA NETWORKS, AN HP COMPANY

and at doing unified policies between the two. Wired’s not going away, we need wired networking on the back end. Over-the-air networking bandwidth exceeds 1 Gbit per second, But wired access today maxes at 1 Gbit. So we see a campus network refresh needed to support multi-Gbit technology. The growing trend involved more than just people going wireless; products and services were also connecting in what’s being called the “Internet of Things.” As you create the digital workplace to meet the needs of GenMobile, move end-user computing to BYOD, and invest in smart buildings powered by IoT, you cannot assume that legacy proprietary network architecture models will be able to adapt. To keep up and to simplify your network operations, the way you design campus networks has to change. Our unique solution offers dynamic QoS policies for mobile UC across the LAN, WAN and WLAN, up to 40% greater Wi-Fi capacity for mobile devices, multi-vendor network and policy management tools, the first-and-only managed mobile engagement solution, and automated onboarding of BYOD and IoT devices. All purpose-designed to get you ready for how tomorrow moves. With Aruba’s leading wireless LAN technology and differentiated software solutions, coupled with HP’s switching portfolio, HP Networking will boast market leadership in the $18 billion and growing campus networking market. We will be an innovative, agile vendor ideally positioned to solve customers’ toughest challenges in mobility, security and networking. ë

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NETWORKING

A10 NETWORKS

Harmonizing Critical IT Architecture Available, Accelerated and Secure— that is the A10 mantra for solving the complexities of growing network and security challenges. With ACOS as the backbone, A10 has been overtaking competitions with its aces like the ‘Thunder’ series that have truly been roaring security across the region.

FLAUNTING THE STRENGTH Our Advanced Core Operating System (ACOS) platform is designed substantially greater performance and security relative to prior generation application networking products. Our software-based ACOS architecture provides the flexibility that enables us to expand our business with additional products to solve a growing array of networking and security challenges across cloud computing and mobility. l Application Availability – ensuring that application servers and networks are reliably accessible regardless of user, device type, location or connectivity; shielding network resources from volumetric resource attacks intended to deny service; and bridging the accessibility gap so that legacy services using IPv4 address space can be accessible to devices using the new IPv6 standard, and vice versa. l Application Acceleration – improving website and application performance with extremely high-performance application-aware load balancing, including server offload functions like content caching, connection multiplexing, compression, and SSL (encryption) offload, delivered at massive scale up to 1 Tbps with our aVCS virtual chassis system. l Application Security – delivering a

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range of security features that decrypt, authenticate and inspect application flows, and then detect and mitigate the growing array of sophisticated cyber security attacks that threaten availability of the largest websites and networks around the world.

SHOWCASING AT GITEX 2015 A10 Networks will showcase the company’s ‘Thunder’ series of application-layer networking products including Application Delivery Controllers (ADCs), Carrier Grade NAT (CGN) and Threat Protection Systems (TPS) that assure user-to-application connectivity is available, accelerated and secure. We see huge potential for uptake of A10 Thunder TPS product line of Threat Protection Systems which provides high-performance, network-wide protection against distributed denial of service (DDoS) attacks, and enables service availability against a variety of volumetric, protocol, resource and other sophisticated application attacks. We intend demonstrating this at Gitex. Apart from DDoS threats, IPv6 migration is something that simply cannot be ignored any longer. Those companies wanting to mitigate their risk are reaching out for Carrier Grade NAT to extend their IPv4 space. A10 Thunder

GLEN OGDEN,

REGIONAL SALES DIRECTOR, MIDDLE EAST, A10 NETWORKS

CGN product line of Carrier Grade Networking gateways provide high-performance, highly transparent address and protocol translation that allows enterprises and service providers to extend their IPv4 network connectivity, while simultaneously making the transition to IPv6.

MAPPING THE GLOBE We have offices in Dubai. We have a team in Saudi Arabia and we cover all the countries in the Middle East & Egypt from North Africa.

RISING ABOVE THE COMPETITION Outside of A10 Networks, all of the existing highly recognized security vendors will struggle against large volumetric DDoS attacks. Their largest solutions (as a single unit) are around 40 gigabytes/second of protection. A10 Networks has 155 gigabytes/second which is over three times the performance of competitors. Whether it’s Application Delivery, Virtualization, Cloud Enablement, Security or IPV6 Migration, A10 Thunder appliances are the next evolution in Application Networking - taking Application Delivery Controllers (ADC) and Server Load Balancers (SLB) to the next level. A10 Thunder delivers unrivalled performance in a 1RU form factor, fully featured without any licensing which is changing the face of Application/Service Delivery. ë

NETWORKING

BROCADE

Steering the new IP transformation Brocade is the industry leader in data centre storage networking solutions with a focus on SAN switching and server connectivity. The company is extending its proven data centre expertise across the entire network with future-proofed solutions built for consolidation, network convergence, virtualization, and cloud computing.

SPOTLIGHT AT GITEX 2015 Brocade has been one of the leading advocates of ‘The New IP’ over the past year and this trend is gaining considerable momentum worldwide. Brocade will continue to reinforce this concept through this year and next and so the overarching theme at Brocade’s participation at GITEX this year will be ‘The New IP’. Implementing the New IP requires underlay and overlay infrastructures. For medium to large enterprises, Brocade’s underlay offering is an Ethernet fabric, which is the technology most often recommended for the New IP. l Trade visitors at GITEX will be able to get a look at the recently launched Brocade SDN Controller 2.0, a commercial distribution of the OpenDaylight (ODL) controller based on the Lithium ODL release, and two new softwaredefined networking (SDN) applications—Brocade Topology Manager and Brocade Flow Manager. l On display will also be Brocade’s virtual router, which is an industry first, too. It’s the only virtual router and network software suite designed from inception to run on an Intel chip, instead of being ported from its original design.

ACROSS THE REGION l Brocade’s Middle East regional headquarters is based in Dubai Internet City in Dubai, UAE. The company has an office in Saudi Arabia and Egypt as well as staff operating out of

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Kuwait and Qatar. l The company has a unique two-tier channel approach very different from competition and has two key distributors covering the whole region. l Brocade makes it a point to have a high involvement, ‘direct touch’, sales approach with end-users and work on opportunities alongside our partners, as this helps build the confidence of clients

NEW ON THE BLOCK l Brocade has just launched the Brocade SDN Controller 2.0, a commercial distribution of the OpenDaylight (ODL) controller based on the Lithium ODL release, and two new softwaredefined networking (SDN) applications—Brocade Topology Manager and Brocade Flow Manager. These will be showcased for the first time at Gitex. These new solutions reinforce Brocade’s leadership in open source SDN, providing greater innovation, interoperability and choice while eliminating vendor lock-in for customers. l The Brocade Topology Manager, a free SDN application, displays discovered network topology, allowing administrators to create a list of nodes and conduct simple searches for nodes. l The Brocade Flow Manager extends the capabilities of the Brocade Topology Manager by enabling users to view and interact with the network topology using near-real-time informa-

YAROB SAKHNINI,

REGIONAL DIRECTOR, MEMA, BROCADE

tion to perform traffic engineering and network segmentation based on end-to-end flow views. l In addition, the new Brocade SDN Controller supports the recently-announced Brocade Flow Optimizer to intelligently manage traffic flow and proactively mitigate network attacks.

WHAT MAKES BROCADE STAND OUT? l Positioned in “Visionaries” Quadrant on Gartner Magic Quadrant for Data Centre Network Infrastructure. l A pioneer and leader in Data Centre Ethernet Fabric technology l More Ethernet fabric customers than any other vendor l Dominates the SAN market and in the Middle East it has over 70 percent market share l A pioneer in defining SDN standards and constantly embedding SDN technologies into its solutions l The undisputed industry leader in NFV and SDN l Industry’s first-of-its-kind network infrastructure acquisition financing type

POWERFUL PARTNERS We have 2 distributors - Westcon ME and Aptec and a number of key SIs we work closely with. ë

NETWORKING

SILVER PEAK

‘Broadband Your WAN’

Unprecedented levels of visibility, security and control—is what Silver Peak promises. Most recently, with the combined interoperability options with Infoblox, Nutanix, and Zscaler, Silver Peak is capable of creating the most agile broadband WAN that also powers industry-leading performance improvements to any form of connectivity.

MIKE HEMES, VICE PRESIDENT EMEA – SILVER PEAK,

FLAUNTING THE STRENGTH Our core strength lies in providing easy-to-use, simple and flexible software-defined Wide Area Networking (SD-WAN) solutions, while cost-effectively utilising both Multiprotocol Label Switching (MPLS) and the Internet to reduce costs to the end user. We also specialise in zero-touch deployment of our installations, which makes use of the Internet to deliver our enterprise-class Wide Area Network (WAN) connectivity. This can be applied to both a hybrid MPLS network, or as a standalone Internetbased network in a secure, adaptable, and easily manageable system for corporate offices, and that is what we will be offering as vendors at GITEX 2015.

FOCUS AT GITEX 2015 The focus at GITEX 2015 will be on our latest SD-WAN solution: Unity EdgeConnect. Unity EdgeConnect enables enterprises to reduce the cost and complexity of building a WAN by leveraging broadband to connect users to applications. With real-time traffic direction over MPLS

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links, edge-to-edge data security, and high-quality private line performance over the public Internet, and a unique Cloud Intelligence feature, the product will definitely garner a lot of attention at GITEX 2015.

RISING ABOVE THE COMPETITION

Globally, we operate in all major regions – the United States, Asia-Pacific, Europe, Middle East and Africa. Silver Peak is steadily expanding as the Internet is becoming more and more business-critical to enterprises around the globe.

l Very simply put - flexibility. Our solutions are flexible and completely scalable to cater to our customers’ changing needs. l With zero-touch deployment, there is no longer a need for trained IT staff to install the equipment. l Silver Peak’s solutions provide flexibility, security, ease-of-deployment, ease-of-use, all whilst reducing IT-infrastructure related costs by 90%.

SHINY NEW PRODUCTS

PARTNER ECOSYSTEM

SPREAD FAR & WIDE

That would be our new SD-WAN solution, Unity EdgeConnect. This solution was launched this year in June as a unique zero-touch deploymentbased SD-WAN solution. What it enables is the ability for end users to leverage the Internet and reduce their networking costs by subscribing to a flexible, scalable, and zero-touch or virtually deployable solution to corporate branch offices. The cost reductions we are talking about here are significant – up to 90%, actually.

Overall ME: Dell, EMC, Gulf IT, K Logix, Alpha Data, Oregon Systems, Hitachi, and Infotech, among others. Qatar: Qatar Datamation Systems (QDS). Bahrain: Oregon Systems Oman: Sultan and MHD Infotech. Most recent partners are Gerab System Solutions in Dubai and we are in dialogue with MTS and others. ë

VISIT US @ GITEX 2015 STAND# D1-21, HALL 1 DUBAI WORLD TRADE CENTER, DUBAI

PIONEERING..

SMARTER TECHNOLOGIES

ICT LANDSCAPE

IT© S NOT THAT WE USE TECHNOLOGY,

WE LIVE TECHNOLOGY BIG DATA

IOT

Financial Services

22 %

Technology

16 %

Telecommunitions

14 %

Retail

09 %

Government

07 %

Health Care

07 %

Advertising & Entertainment

06 %

Gaming

06 %

Data Services

03 %

Energy & Utilties

03 %

SI Consulting

03 %

Shipping

01 %

Transportation

01 %

SOURCE

SOURCE : DATAFLOQ

CLOUD COMPUTING

SMART CITY

CLOUD MARKET OPPORTUNITY THROUGH 2018

SMART CITY SMART INFRASTURE INVESTMENT BY INDUSTRY, WORLD MARKET: 2010-2020 $ 18,00

Smart Goverment

$ 16,00

Smart Building

$ 14,00

Smart Taransport Smart Utilities

$ 12,00 $ 10,00 $ 08,00 $ 06,00 $ 04,00

2015

$ 02,00

2010

$ 2010

2011

2012

2013

2014

SOURCE: PIKE RESEARCH

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2015

2016

2017

2018

2019

2020

SOURCE: FORBES

ICT LANDSCAPE

PENETRATION OF INTERNET MOBILITY

SOURCE: XCUBELABS

SOURCE: ARABIAN GAZETTE

SECURITY

SOURCE- MARKET CONNECTIONS & SOLAR WINDS

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SUCCESS STORY

CSC

Simplifying Healthcare in the Kingdom

King Khalid Hospital in Al Majmaa has been implementing Comprehensive Health Information Management Solutions designed by CSC for more than 10 years. CSC is a Saudi company specialized in designing, developing and implementing E Health, E Commerce, Business Intelligence, Big Data and mobile applications. CSC has developed six versions of comprehensive solutions since 1995.

ealthcare services are costly, complex and demanding. On top of that, there’s the issue associated with the big loss accounted by expired drugs, chemical reagents and insurance rejections, especially if those not managed properly and precisely. Big organizations with huge budgets manage to acquired advanced American solutions, which take time to customize and localize. For an example, one Saudi hospital started the implementation since 1999 and not yet completed the implementation up to date. On the other hand, Comprehensive Cloud solutions come with complete functionality and features, are bug free, low priced and reduce costs of running operating and maintaining. They use the HL7 and are designed by certified professional programmer surgeon; and are optimized for efficiency, ease of use and patient safety. As the solutions are developed locally, so the need for the localization is not required. The development of 6 versions of healthcare solution over 20 years have enriched the features and the user experience and users’ acceptance. The solutions support Arabic,

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English and French languages. The cost of the development and the implementation of the comprehensive cloud solution is far less than the implementation of the American Healthcare solutions.

COMPREHENSIVE HEALTH INFORMATION MANAGEMENT SOLUTIONS (C HIMS) These solutions were designed by physician programmers for physician users for HIMS. Comprehensive Paperless medical records were implemented in many public and private hospitals, clinics and research centres, so the doctor can maintain patient records through one screen; in addition, the records are integrated with laboratory machines, e prescriptions, radiology and operation reports. The primary goal is to make the process simpler, more efficient ensuring patient safety.

C HIMS AT KING KHALID HOSPITAL King Khalid Hospital is a Ministry of Health

DR. SURAYIE AL DOUSARY

MANAGING DIRECTOR , COMPREHENSIVE SYSTEMS COMPANY

hospital and the main referral hospital in Sudair region for other four hospitals and a lot of primary care centres. It is a 279 bedded general hospital which takes care of all the medical and surgical cases in the region. The hospital started implementing the comprehensive health management information system (HMIS) version 4.0in 2005. It’s a multi-tier architecture solution for all the services in the hospital from patient registration and appointment, pharmacy and e-prescription and inventory control, laboratory and lab machine interfacing using HL 7, admission, discharge and transfer and theatre information system and radiology information and Human resource management systems. The solutions were upgraded to comprehensive Health cloud in 2012 as they implemented the Paperless electronic medical record. It enhanced the process of patient care and the end users were undoubtedly happy with the ease of use that came alongside the time saving and the accuracy offered. The solution was also implemented subsequently in other public and private hospitals. CSC Headquarter is located in Riyadh Tel: 920000865. sale@csc.net.sa www.csc. net.sa. ë

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SUCCESS STORY

Education on Cloud Nine University of Hail is a Government, nonprofit university serving around 40,000 students in the province of Hail, at north of Saudi Arabia. It has 11 campuses within Hail city as well as in remote Towns around it at the distance from 5KM to 250KM. Adoption of private cloud not only enabled UOH in Meeting Challenging SLAs and migrating from aging Infrastructure to state-of-the art computing environment but also to have the right platform for upcoming Smart University City.

CHALLENGES UOH IT was facing many challenges, due to Internal and External factors such as rapid growth in university students and faculty, emerging business requirements and demand for e-services, aging and accidental infrastructure and applications, E-Gov initiative, HighCapex and Opex, Limited Disaster Recovery and Business continuity.The university’s IT staff ’s time and efforts were mostly being spent on troubleshooting and keeping the services up and running. UoH IT was extremely short of the resources to expand the infrastructure rapidly enough to meet the SLAs and community’s high expectations.

ment of upcoming high demand initiatives such as Smart University City that requires Computing Platform build for big data and Internet of things IoT.

university campus is fully digitalized on all e-correspondences and communications as well as all transactions, academics, financial, and administrative operations.

PROCESS

RECOGNITION GALORE

SOLUTION

UoH has deployed the private cloud with much smaller footprint and migrated all of its mission critical tier 1 services to it within a short period of 6 months saving large amount of Capex and Opex.Core business applications virtualized are Oracle EBS R12, Ellucian Banner SIS, MS SharePoint 2013, EllucianLuminis 5, MS Exchange 2013, Laserfiche ECM supporting more than 10K concurrent users without compromising application performance.

UoHIT had two alternatives to solve above mention challenges -either to go for the classic design of IT infrastructure(Physical) or choose state of the art converged IT Infrastructure to establish Services Oriented Architecture i.e. Private/ Hybrid Cloud and benefit from Virtualization and cloud computing. IT at UoHhas decided to go for Private cloud implementation utilizing converged IT Infrastructure having five 9s of availability, best of breed infrastructure components from technology leaders, to not only offer the right solution to the existing challenges but also to ensure the future scalability and rapid deploy-

UOH IT is enjoying Improved business-support Agility, the five 9s Business Continuity,On demand resources provisioning, near native performance of Mission Critical Applications, improved IT efficiency and TCO,reduced Opex, and ability to rapidly implement newhigh tech solutions such as Smart University City, Wireless Blanket etc. Such robust infrastructure renovation has enabled the university to join the E-gov era and e-services are offered to all end users including students, staff and employees. Hence, the

UOH has been internationally recognized for the above achievements by receiving the following awards: • “Excellent Certificate for UoH case study” at Campus Technologies, Boston, USA, July 2015 • “The e-Initiative Cloud Excellence Award” at20th Middle East e-Government and e-Services Excellence Awards, DubaiUAE, 20 May 2015 • “Middle East 3rd and 4th Line Leaders Excellence Award”, DubaiUAE, June 2014 • “Run smarter Award” at Laserfiche Empower 2014, C.A. USA, Jan 2014 • “The e-Initiative 2013 Excellence Award” at 18th Middle East e-Government and e-Services Excellence Award, Dubai UAE, May 2013

RESULTS

FUTURE OPPORTUNITIES Next, UoH will use the Private cloud for its upcoming SMART University City initiativeas central platform to Manage BIG data generated by IoT. ë

DR. MAJID ALHAISONI

DEAN OF INFORMATION TECHNOLOGY AND E-LEARNING ACTING DEAN OF THE COLLEGE OF COMPUTER SCIENCE AND ENGINEERING UNIVERSITY OF HA’IL

“CLOUD ENABLED UOH IN MEETING CHALLENGING SLAS FOR MISSION CRITICAL APPLICATIONS AND TO HAVE STATE-OF-THE ART ROBUST PLATFORM FOR FUTURE SMART UNIVERSITY CITY”

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ENTERPRISE SOLUTIONS

RIVERBED

Power Packed Partners, Powerful Solutions

As enterprises are moving into new territories, Riverbed Technology ensures that the application performance of your hybrid enterprise matches your strategic objectives.

‘GOING DEEPER WITH FEWER’ We have been working hard to increase Riverbed Technology’s relevance with its VARs, SIs and service providers in the region. This is in line with our policy of ‘Going deeper with fewer’. Our aim is that these partners will increase their commitment to Riverbed and begin to embed our technology into their solutions and IT architectures. Also key to our channel strategy has been ensuring the profitability of our channel partners.

ENABLING THE PARTNER JOURNEY We regularly conduct face-to-face trainings as well as monthly WebEx training programs. We also delivered comprehensive trainings that enable our partners to qualify as certified support partners. We believe in deeper engagement with a select group of focused channel partners who demonstrate exemplary commitment to Riverbed, and its partner ecosystem. We encourage these partners to gain technology knowledge from VMware, Microsoft and other cloud application providers in order to integrate the Riverbed Application Performance Platform™ with other key components of the hybrid enterprise such as Office 365, Azure etc.

TAJ ELKHAYAT,

REGIONAL VICE PRESIDENT, MIDDLE EAST AND AFRICA AT RIVERBED TECHNOLOGY

One of our programs in particular which has been very well received by the channel is the Riverbed Technical Summit, which will run once a year. Furthermore, we have unveiled the Riverbed Authorized Training Partner (RATP) program across the METNA region. Under this initiative, we have enabled our certified training partners to offer the full range of technical education courses to customers, employees and partners, in accordance with our international processes and standards of quality. Finally, we have created a focused sales initiative to leverage and further drive our channel led business. This has meant investing in sales and technical resources from Riverbed, as well as our distributors and channel partners.

reseller community and provide the technical capabilities necessary to support the channel. Our distributors work closely with the resellers to increase Riverbed’s penetration through their customer base. They also support the reseller community by delivering the Riverbed Application Performance Platform as a solution. As for resellers, we follow a channel strategy of ‘going deeper with fewer’ in the Middle East, Turkey and North Africa (METNA) region. For these partners, we employ a hand-holding approach; providing them with complete support in each phase including pre-sale, sales, POC, implementation and after-sales support. This shadowing involved a significant investment of man-hours on the part of Riverbed but rapidly advances the confidence and capabilities of our focused channel partners.

RESELLER CHANNEL AND RIVERBED

WALKING THE GITEX RAMP

We are a channel centric organization and maintain that the channel is our preferred route to market and is key to our growth. For this reason, the opportunities and revenue potential for our reseller partners can be substantial.

As we are participating through our partner Microsoft, a major focus will be on our solutions for visibility, optimization, and control for Microsoft’s Office 365, SharePoint and Azure platforms. We intend to highlight solutions such Riverbed SteelHead, Riverbed SteelCentral and Riverbed SteelCentral App Internals as these enable IT teams to optimize Office 365 and SaaS delivery, assure SharePoint performance, and develop and deliver applications on Azure. ë

2015 ROLLOUTS

GROWING WITH MINDWARE Riverbed’s expectation of its distribution partners such as Mindware is that they deliver value to our

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ENTERPRISE SOLUTIONS

MANAGE ENGINE

Simplified IT Management for all businesses ManageEngine has been an R&D-focused company right from day one. Their core strengths are their products and the breath of products they offer in the IT management space. These products are affordable and easy to use, and they efficiently cater to various businesses and industry categories. Founding on the trust from customers over the years, they have been getting stronger in the region with a clear focus to build great products in increasing productivity and providing better ROI. As the IT industry in the region is fast growing, they have aggressive plans to expand and they are also looking for more channel partners to reach out new avenues in the region.

FOCUS AT GITEX 2015

ManageEngine has been to build great products that can be quickly deployed and evaluated. Most of ManageEngine’s fully functional products are available as a free downloadable edition with the file size as low as 30-40 MB for evaluation for up to a month.

We will be showcasing our entire product suite, which includes solutions for network performance management, IT help desk, application performance management, desktop and mobile devices management, log analysis and security, privileged password management and active directory management & reporting, at the event.

PARTNERS IN SUCCESS

GEOGRAPHICAL FOOTPRINT The Middle East has been one of our best performing markets next to the U.S. and Europe, with a year-over-year revenue increase of over 30 percent. We extensively operate through our partners in Middle East. We have over 14 elite partners (Platinum, Gold& Silver) & dozens of entry-level partners operating in over 8 countries in the Middle East.

NEW ON THE BLOCK We are planning to launch new version of our Applications Manager, Mobile Device Manager Plus, Desktop Central, and ADAudit Plus during the event.

WHY MANAGEENGINE? From the inception, ManageEngine’s business objective has been to break down the complexity in IT management. IT management was traditionally a costly and complex affair wherein most organisations would deploy a solul

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Elitser Technologies LLC, Hilal Computers - Al Hilal Group, Burhan Technology Co. W.L.L, Future Technology Systems Co, Qatar Computer Service, Alnafitha International for Information Technology, Alnafitha International for Information Technology, Alnafitha International for Information Technology, Trust Information Technology, IT Pillars, Naizak Global Engineering Systems, Digital Waves IT Solutions (DWITS), Zawawi Business Machines LLC, are some of our key partners in the region. l ManageEngine conducts periodic user conferences, seminars and webinars on various industry trends and on its latest product feature additions in order to educate the partners and users on the latest technologies available in the market and from ManageEngine. These engagements are designed to be interactive sessions so that there is room for knowledge sharing and potential for collaborative learning. These sessions have been enabling both the partners and customers in the region to reap better results from the products and thereby increase productivity. ë l

NIRMAL MANOHARAN,

REGIONAL DIRECTOR (SALES-MIDDLE EAST) AT MANAGEENGINE.

tion, investing a lot of time, effort, and money in it. Moreover, most organizations had little to no expertise with those complex products, so they wound up hiring consultants to get them up and running at considerable, additional cost. l The underlying philosophy at

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ENTERPRISE APPLICATIONS

FOCUS SOFTNET

Enabling Businesses to Do what they do best With more than 10000 customers in the GCC, Focus Softnet stands as a veritable force in providing the best solutions to companies

ALI HYDER,

GROUP CEO OF FOCUS SOFTNET

he hallmark of Focus growth story is its zeal and ability to keep itself technologically ahead so as to provide its customers the best. Be it the first to develop a GUI based ERP application on DOS or among the very first in providing built-in report writer or integrating BI tools with the ERP, Focus has always been way ahead of its competitors. The company’s latest versions of its products boasts of state-of-art features such as integrated Mobile Apps, integrated CRM, multi-server synchronization, highly customizable MRP to Retail POS and many more modules in between.

FOCUS AT GITEX 2015 l Focus Softnet will be showcasing the tremendous leaps in product enhancement that our development team has brought about in our flagship new product, Focus 8, and our other mainstream solutions such as the Focus CRM Suite, with the Sales & Service, Facilities Management, and Property Management solutions, as well as the Focus Retail Suite, which includes the Focus Point of Sale and Focus Restaurant Management Systems, at GITEX Technology Week 2015. l In addition to this, Focus Softnet will showcase our successful range of generic and vertical specific enterprise software solutions for various industries including manufacturing, trading, healthcare, services, and real estate, to name

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a few, and showcase our aggressive partnership model as well. l The company will also promote its Managed Services, HR and Recruitment services, Business Process Consulting and implementations services to partners and customers from across the region. l The main product to be showcased at GITEX will be Focus 8, the company’s flagship new generation ERP that fully integrates a comprehensive BI tool and provides real-time, multi-dimensional posting of transactions which result in real-time reports. l Also on the list of products will be Focus Softnet’s Focus i, a revolutionary mid-tier ERP solution with fully integrated with Business Intelligence (BI) tools, and the complete range of Focus’ ERP solutions, equipped with Financials Management, Supply Chain, HCM, and other related modules. l Focus will also demonstrate its vertical specific capabilities through demonstrations of the enhancements within the Focus CRM Suite, Focus Retail Management Suite, as well as the various other industry specific solutions including INSTA, Focus’ healthcare industry solution. l We will be announcing new cloudversions of some of our solutions as well as mobile apps at GITEX. Focus Softnet will be exhibiting at Stand D7-20 in Hall 7 where visitors can meet with technology experts from the company’s development team to

understand the features and benefits of Focus’ highly customizable products.

SIMPLIFYING OPERATIONS ACROSS THE REGION l Over the last two decades, Focus Softnet has emerged into an established multinational organization with an extensive worldwide network of 27 offices spread across 17 countries. l Focus Softnet began its Middle East operations in 1995 and then moved its regional headquarters to DIC in 2001 with only 10 employees. Since then, the company has experienced a resounding growth across its Middle East business with over 250 + employees working across its Middle East offices now. l In 2008, Focus Softnet established of its fully-owned subsidiary in the Kingdom of Saudi Arabia and in 2009, the company moved its international headquarters to Grosvenor Business Towers in TECOM.

FOCUS- THE COMPETITIVE EDGE l High return on investment with low total cost of ownership l Solutions to strengthen core functions for greater impact l On-time, on-budget project delivery l 100% total maintenance support l Customizable solutions ë

LEADING DISTRIBUTORS

COMGUARD

“Our Skills Are Our Strength” ComGuard is a leading Value added Distributor in the IT security space and has a reach across the Middle East and North Africa region. It is a part of Spectrum Group which is engaged in IT networking and security training, and consultancy. Hence, the biggest strength for ComGuard is the skill sets which has made it one of the fastest growing Value added Distributor in the region and have been recognized by several awards from vendors and jury platforms. ComGuard believes that great partnerships are driven by true commitment. Backed by a strong vision and sustained growth rate, the company’s distribution reach has spread to 14 countries across Middle East and India with above 1000 partners. As new challenges unfold, ComGuard remains at the forefront in deploying and distributing security technology and the endeavor is to empower enterprises with knowledge and innovative ways to make most out of technology.

SOLUTION GALORE ComGuard’s core business is Value Added Distribution in the Information Technology and Security space. ComGuard, the Flagship Division of the Spectrum Group of companies and brings to the fore a mix of complementing technology solutions in various disciplines including Security Information and Event Management (SIEM), Intrusion Prevention System (IPS) / Next Generation Firewall, Application Security, Encryption Solutions, Web Vulnerability Scanning, End Point Security / Network Monitoring and Security / eMail Security & Archiving Solution / Internet Faxing Solution, Antivirus and Internet Security, Web Filtering / Threat Management / Content Filtering / BYOD Solution, Wireless Intrusion Prevention System (WIPS) / Secured WiFi (WLAN) / Cloud Secured Wi-Fi, Application Delivery Controller / Access Gateway(AG) / WAN Optimization, Authentication / Data Encryption, Network Recorder, Analysis and Monitoring, DNS / DHCP & IPAM, Network Automation, Identity and Access Management, End User IT Analytics, Web Application & Penetration Testing, Privileged Access Management (PAM) / Vulnerability Management / Active Directory Audit, 4th Generation Malicious DLP Solution, Cybersecurity / Network Performance

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Optimization, Anti-virus, Disk Encryption, Mobile, UTM, Real-Time Endpoint Threat Detection & Response, Security Configuration Management / Vulnerability Management / Log Management, Internet Of Things, Big Data, IT Service managementamongst others.

STRENGTHS l

Afully trained and technically adept

workforce l l

A robust partner network A premium vendor line-up

GEOGRAPHICAL PRESENCE Our focus is on the MENA; we plan to expand our local presence within this region

AJAY SINGH CHAUHAN

CEO, COMGUARD

CONTACT DETAILS CORPORATE HEAD QUARTERS 29th Floor, BB2, Mazaya Business Avenue, Jumeirah Lakes Towers, Dubai, United Arab Emirates Email:info@comguard.net Tel No.: +971 4 4576500 Fax: +971 4 3908520

PLANS ON THE RADAR We are constantly evolving as a company. We are now expanding into the IoT, big data Analytics and ITSM domains

COMGUARD AT GITEX 2015 Our core focus for Gitex 2015 is to launch the latest addition in our family, ComGuard Emerging Technologies. ë

LEADING DISTRIBUTORS

STORIT DISTRIBUTION

Spirit of a Start-up, Soul of a Veteran StorIT’s proven track record of successfully introducing the very best of breed technology providers of the world to the Middle East market, by establishing and enabling a robust reseller channel, has been a key factor in sealing its credentials as one of the most reliable, resilient and far-sighted value distribution organizations in the region.StorIT’s superior domain expertise helps it identify, train and enable knowledge based reseller channel that is highly competitive in generating demand and successfully delivering cutting-edge solutions to consumers across the region.

SOLUTION POOL

vendors into the market, which enables its partners to reduce costs.

StorIT has a wide portfolio of turnkey solutions including Data Storage, Information Management and High Performance Computing Solutions from partners such as EMC, Huawei, Quantum, QLogic, Emulex, Mellanox, Unitrends, SAS, ATTO, Supermicro, Moonwalk, and Aptare..

PLANS ON THE RADAR We are always looking to add innovative and disruptive technologies to our strong product portfolio. At GITEX, we will look to sign vendors who technologies will complement our existing solutions.

STRENGTHS The key pillar of strength for StorIT is our domain expertise in the areas of Data Storage, Data Protection, Data Management, High Performance Computing and Data Analytics solutions and services, our technical skills and expertise that we impart to our partners through training & certifications to enable them to sell and deploy the latest technologies and the extensive reach of our channel partners.

SPREAD FAR AND WIDE Headquartered in Dubai, StorIT has operations across the region, in more than 12 countries including Saudi Arabia. The company works with value added resellers and solution providers in offering comprehensive end-to-end solutions to customers in the SMB, SME and high enterprise segments of the market. StorIT’s loyal channel network backed by its channel & support resources helps it sell, deploy and support new

STORIT AT GITEX 2015 We would like to demonstrate our strength as the leading technology solutions provider in the Data Management, Storage and Data Protection space and promote our wide portfolio of Professional Services and Training programs, which are designed to help partners stay ahead of competition in the fast evolving technology landscape. l We will showcase its extensive range of solutions for Converged Infrastructure, Cloud computing, Virtualization, Business Continuity & Disaster Recovery, High Performance Computing, Flash Storage, Archiving, Data Analytics and Data Centre solutions to name some. l Some of our key vendor-partners will also be showcasing their most recent technologies and presenting on the latest trends in converged storage and business continuity and disaster recovery at our stand ë l

MANJU MATHEW,

MARKETING MANAGER, STORIT DISTRIBUTION

CONTACT DETAILS StorIT Distribution FZCO JAFZA BUILDING 15 404-405 P.O. Box : 17417 Jebel Ali Free Zone Dubai, United Arab Emirates Tel: +971.4.881.9690

Fax: +971.4.887.1637

GPS Coordinates: +24° 59’ 10.87”, +55° 5’25.31”

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LEADING DISTRIBUTORS

SPECTRAMI

Focused Partners, Satisfied Customers

Spectrami was incepted with the vision of bringing Niche and specialised technologies relevant to customers who donâ&#x20AC;&#x2122;t have a presence and deliver a seamless service level akin to leading vendors in the region and building up a successful business model. They termed their model as vendor extension model, wherein they aspire to give same experience a vendor would give to customer for enterprise solution delivery in terms of multi point engagement from sales, presales, marketing, delivery and channel fulfillment.

SOLUTION PORTFOLIO

are trained, certified and enabled with right tools to be able to represent our technologies on their own.

Spectrami solution portfolio consists of leading and bleeding edge technologies in the Security, Mobility and Storage space with many of them endorsed by industry analysts as leaders or innovative solutions in their space. This includes l Advanced Threat Protection l SIEM l Network Security Analytics l Incidence Response Platform l Vulnerability Management l DLP, Advanced Forensics l Open Source Intelligence in security l Enterprise Mobility Management in Mobility and Copy Data Management and All Flash Array in Storage solutions

MARKET STRATEGY As part of new strategy in 2015, we are trying to create multiple new touch points and engagement strategy to engage with customers to demonstrate the capability of our solutions. The focus is not only to help customers adopt solutions but being able to engage with customer on a continuous basis to make them realize the true potential of technologies by re-engaging with them through persistent touch model. As we are growing, the next challenge is to scale up internally as well. As a result, we have put up local resources and presence in all the GCC countries to be closer to our customers and reseller channel partners. We have also created a

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NEW GROWTH MARKETS ON THE RADAR Egypt and Kenya in Africa

THE SPECTRAMI EDGE Majority of technologies Spectrami represents started with no visibility in the region. One of key aspects of marketing has been to create visibility for the products and making both channel and customer aware of the potential these solutions represent. Our strategy is pretty much woven around this fundamental tenet l Customer Satisfaction Team who constantly interact with customers to ensure that they are happy with the service being delivered and any escalations or CSAT issues are addressed through the team. By this we are trying to ensure highest level of customer satisfaction being delivered to our customers and stay closer to them. l We have two teams of technical complement, one the Business Technologist team which works with customers pre sales in terms of helping them identify and adopt technology and service delivery team consisting of service delivery professionals and PMO who are responsible for service delivery post sales. l Innovative, integrity, and invaluable Ecosystem Partner Community. ĂŤ l

MR. ANAND CHOUDHA,

MANAGING DIRECTOR, SPECTRAMI

CONTACT DETAILS 2402, Mazaya Business Avenue, BB1 Tower, JLT, P.O. BOX 487840, Dubai, UAE Tel : +971 4 4357209 Fax : +971 4 4357216 Email: info@spectrami.com

focused Channel vertical division to engage and work with Channel partners to ensure that they

LEADING DISTRIBUTORS

SPIRE SOLUTIONS

IT security provider of choice

Spire Solutions is a premier reputable provider of Information Security services. Spire Solutions utilizes its proven competence to offer their clients the best possible solutions, consultation, support and training. They work closely with each one of their clients to ensure full implementation of their Information Assurance Strategy and maximize the secure operation of their network systems. Their purpose-built services have been designed to make the daily lives of IT professionals much easier. To achieve this important objective,they offer value-driven tools and services that can efficiently solve a broad range of IT management challenges.

SOLUTION POOL

PARTNERS

Spire Solutions offers a range of innovative information security solutions in the market. Our solutions are considered niche and unorthodox but we believe it is no longer a luxury to have these solutions. Our point of view is that they are a requirement to face today’s sophisticated cyber attacks and threats. Our solutions help our customers do realworld vulnerability assessments, penetration testing, web application security assessments, find and stop zero-day sophisticated attacks and orchestrate a company’s entire security operation center to respond to attacks in close to real-time.

STRENGTHS Our Customers and their appreciation Our internal Information Security Professionals andselective technology partners l Our channel partners l l

WITH SUCCESS COMES RISK As of today we cover the Middle East, North Africa and the Indian sub-continent. l We plan to expand our scope of services to include the developing African markets. l

SAMEH SABRY,

ASSOCIATE VICE PRESIDENT AT SPIRE SOLUTIONS

CONTACT DETAILS Spire Solutions #1504 Level 15 Jumeirah Business Center -3 Cluster Y Jumeirah Lake Tower Dubai PO Box 393447 Tel: +971 4 427 9940 Fax: +971 4 428 9038 Email : info@spiresolutions.com

Damballa – Advanced threat protection with the ability to predict unknown threats and empowered defenders to combat attackers and keep their enterprise out of the breach headlines.. Damballa Failsafe is an advanced threat detection system built on nearly a decade of scientific research and big data visibility. It automatically and accurately identifies hidden infections in real time on live traffic. Rapid7 - security data and analytics softwareto help solve security’s complex challenges, Rapid7 Incident Detection and Response solutions complement your security program with intruder analytics technology and subject matter expertise. Invotas – Security Orchestration for reduced resolution time ; .Invotas shows organizations how to move from simply executing on individual threats – to orchestrating their responses Solarwinds - IT management software that works– and that delivers on the promise of “unexpected simplicity.” Digital Immunity - Revolutionary Next-Generation Endpoint Security solution to prevent 100% of malicious and destructive cyber attacks on critical assets ë

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LEADING DISTRIBUTORS

BULWARK

Securing Enterprises from All angles

Bulwark Technologies is the leading value-added distributor for IT Security in the Middle East.Working with resellers and system integrators, the value-added distributor delivers the right solutions to end customers.With an intense focus on boosting the IT security, communication & technology industries in the region, UAE-based Bulwark Technologies, one of the pioneering IT specialty value added distributors has a wide array of internationally acclaimed products/ solutions adorning its portfolio.

SOLUTION POOL

Linoma : Managed File Transfer Solution Arellia : Least Privilege Management solution

We have launched two entities of distribution, Bulwark Distribution & Bulwark Technology. Bulwark Distribution focuses on channel growth & development for fast moving Security products, while Bulwark Technology will emphasize on high end corporate security solutions through major System Integrators in the region. Mentioned below are the list of products/solutions adorning the portfolio of the two entities: Bulwark Distribution: Cyberoam : Unified Threat Management ESET : Endpoint Security / Antivirus Netsupport : Classroom Management, Helpdesk and Multi-Platform Remote Control software Kerio : Mail Server, Firewall, VoIP based PBX Mailstore : E-mail Archiving Radar Services : Managed Security Services SecurEnvoy : Tokenless Two-factor Authentication Jacarta : Environment and Power Monitoring for Datacentres Bulwark Technology: Accellion : Enterprise Mobile File Collaboration Cyberark : Privilege Identity Management Cloud Access : Unified Security from the Cloud Webtrends : Web Analytical Solution Netwrix : Change Auditing Talariax : SMS Appliance for Enterprise Messaging

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STRENGTHS We are constantly enhancing our portfolio by adding new technology vendors to meet the security challenges & emerging business enablers like Social, Big Data, Cloud and Mobile & Internet of Things. l We are constantly involved in enabling our channel partners by creating & executing well-crafted channel programs. l Through the recent launch of two entities, Bulwark Technology LLC and Bulwark Distribution FZCO, we are providing more focused and world-class customer service to meet the ever-growing demands of our vendors, partners and customers. breaches and discoveries emerge every moment and we are prepared to meet such challenges with latest technologies. l

MR. JOSE THOMAS,

MANAGING DIRECTOR, BULWARK TECHNOLOGIES

CONTACT DETAILS BULWARK TECHNOLOGIES IT Plaza, Suite 910 P.O. Box 48739 Dubai Silicon Oasis Dubai United Arab Emirates Phone: +971 4 326 2722 Fax: + 971 4 326 3315 info@bulwark.biz

BULWARK AT GITEX 2015 Gearing up for the mega event Gitex 2015, the specialized IT security value-added distributor reiterates the importance of building a strong, integrated security infrastructure in the region. We will be showcasing and offering the latest technologies spanning privilege identity management, vulnerability management and two-factor authentication, in addition to our other security technologies at the event. ĂŤ

LEADING DISTRIBUTORS

ALMOE DIGITAL SOLUTIONS

Choosing the right blend of techno-trends

Almoe Digital Solutions is a leading distributor & solutions provider of customized business technology solutions specialized in the field of Audio-Visuals & IT and distinguish themselves by offering innovative and cost-effective solutions that deliver high performance, reliability and most of all ease of operation. At Almoe, they develop a custom solution to accommodate any business culture or architectural vision. Integrating today’s technologies to expand teaching options through visual presentations; they have the ability to properly design and install the components needed to create dynamic effective communications.

SOLUTION POOL

the globe.

Almoe Digital Solutions’ brand portfolio includes a gamut of the world’s leading brands in Audio Visual, Office Automation, POSand IT equipment. This division also acts as a solutions provider, offering its integration services to various projects across the Middle East.

NEW KIDS ON THE BLOCK l We have added several new brands to our portfolio this year and continue to venture into new domains. l At GITEX we are pleased to launch a new product range of Computer Lab Systems under the European brand EBS. EBS has been developing and manufacturing customized solutions for computer based training and education, for over 30 years. l We are also showcasing interactive flat panels for the corporate industry, new video conferencing and Auto ID solutions for the first time.

STRENGTHS l

Our Clients who help us achieve our

goals Our Partners who help us grow Our Employees who reflect our values and principles. l l

WITH SUCCESS COMES RISK y. We have grown tremendously as a group and we owe our success to our loyal clients and partners. However,with success comes risk as well. Growing competition and an influx of new products and ideas requires constant innovation. ‘New’ is momentary and one must therefore keep up with the pace of technology.

GEOGRAPHICAL COVERAGE We serve the entire GCC and Indian subcontinent domain. We aspire to place our mark across

INDRANIL BANDYOPADHYAY,

GENERAL MANAGER

CONTACT DETAILS Almoe Digital Solutions LLC (AV)Almoe Digital Solutions LLC (IT) P.O. Box 14730, Dubai, U.A.E.P.O. Box 14730, Dubai, U.A.E Email: info.dxb@almoe.comEmail: sales.it@almoe.com

FOCUS AT GITEX We plan to showcase our new products, network with our customers and partners, build potential connections and open new business avenues. l We shall also be showcasing a range of projectors, professional displays, printers, POS solutions and a new range of Auto ID Solutions, Computer Lab Systems and Conference Solutions. ë l

Phone: +971 4 3378118Phone: +971 4 3964775

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LEADING DISTRIBUTORS

OPTIMUS

The ‘Optimus’ Prime of New Gen Solutions

As a forerunner and first-mover in the global technology marketplace, Optimus has been redefining the role of a contemporary VAD. With the region exploring and accelerating its investment in newer technologies, the ground is open and Optimus is striking just the right goal with its IaaS.

PRODUCTS ON PALETTE Low Voltage solutions containing Structured Cabling, Racks & Cabinets, Raised Floorings and UPS & Solar Solutions; l Enterprise Networking & Network Security: Routers, Switches, Wireless, Next Generation Firewalls, UTMs, etc; l Unified Communication Solutions: IP Telephony, Contact Centers, Video Conferencing including our own cloud based Video Conferencing as a Service; l Data Centers & Cloud Computing Solutions: Servers (Rack, Blade & Converged), Storage, Micro/Modular/Container Data Centers; VDI, etc; l Information Security Solutions ranging from simple end point protection to virtualization security to DLP solutions to Governance & Risk Management solutions such as SIEM, IDM, etc

is still lagging behind with respect to the uptake and implementation of innovative or disruptive solutions from across the globe. And the primary cause is a lack of awareness on part of the partners and customers about the benefits these solutions bring. To overcome this Optimus has accelerated its investment and focus on business consulting services, that help enterprises see the larger picture and the business ROI of technology investments.

PILLARS OF STRENGTH A complementary product & 1. solution offering that enables us to provide an integrated solution using our different vendors and products. Supplementing this is the robust relationships we have built with top technology suppliers, software vendors and service providers. 2. Ourhighly skilled team. Optimus has invested in developing its talent pool, which gives us an edge over the market. 3. Anin-depth understanding of supplier and channel requirements, a wealth of technology & market expertise,

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FOOTPRINTS ON THE GLOBE

MEERA KAUL,

CEO OF OPTIMUS

CONTACT DETAILS 1603, Millennium Plaza Hotel Tower, near Emirates Towers metro station, Sheikh Zayed Road, Dubai Email - partners@optimusdistribution.com Tel - +971 4 237 9001

FIGHTING CHALLENGES The key challenge we face is in introducing new best-of-breed solutions to the market. But despite the technological advancement in the region, it

We currently work across Middle East, South Asia, Levant & North Africa. OWith 5 distribution centers worldwide, that serve more than 1200+ resellers in approximately 17+ countries, we provide support and enable approximately 18000+ technical professionals in our partner network. Our future plans include an expansion into rest of Africa in the coming few years.

WALKING THE GITEX 2015 RAMP We plan to showcase our cutting edge offerings and the value they bring to the market. We shall be present on our various vendor stands and expect to highlight the strength of our combined product & service offerings. A key thrust will be showcasing our strength in implementing industry specific solutions .We also hope to generate a lot of traction around our Business Consulting and Cloud Consulting Practice,ë

PARTNERS IN SUCCESS

EMITAC ENTERPRISE SOLUTIONS

Powering Growth, Maximizing Efficiency EES enjoys a long standing relationship with all the vendors, some of which are more than several decades! Known to be the most forward thinking, and progressive Company in the region, Emitac has always stayed one step ahead of the rest, with many credible achievements, innovative initiatives and strategic technology partnerships.

KEEPING PACE WITH THE TECH REVOLUTION The new trends of IT are becoming mainstream practices and today Cloud, Mobility enabling Social Media and Big Data are present in most of our customers’ IT budgets, but you can be sure that it won’t be the last revolution in the IT industry. Beyond all the trends, we will continue helping our customers serve their end users and clients. Change will never end, and our customers’ businesses and organizations will rely more and more on technology. In a nutshell we foresee growth in Cloud computing, Security, Mobility, Internet of Things, and Big data Accordingly, our portfolio of Technology Solutions around our different core competencies are well aligned to the demand. Today we offer l Datacentre Infrastructure, including solutions and services to help our customers in the journey to the Cloud and covering very important subjects such as service continuity and disaster recovery l Networking and Security, with special emphasis on integrated solutions for secure mobile networks l Software solutions around Microsoft Technologies. We provide the most complete range of solutions in this space that you can find in the region, covering from software asset management

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and licensing, to expert consulting on Cloud offering on Office 365 and Azure, and from core infrastructure to business productivity solutions, with a strong track record on process automation using SharePoint l Enterprise Management Solutions, enabling our customers to manage the full IT lifecycle in complex installations l Business Solutions based on Analytics, Big Data, BPM and Mobility Around all these solutions offering, we are also growing our Services portfolio significantly including: l Managed Services, l Support services for complex installations and business applications l Professional services and consulting l Project Management

SYNONYMOUS WITH SUCCESS l 2014 was a good year for EES, growing fiscally by 20%. With an equally strong start to 2015, EES opened its new Network Operating Centre (NOC) in Dubai at the beginning of August to control and manage customer installations 24x7, further growing our service offering. l Details to improve our offshore resource factories that feed our service delivery teams are

MIGUEL ANGEL VILLALONGA,

CEO, EMITAC ENTERPRISE SOLUTIONS

also being finalized. Furthermore, we have also expanded our service practice with the opening of our new full fledge managed services division. l Yet another milestone was the successful execution and completion of many prestigious large scale projects including FEDNET(Subcontractor for Cisco and Etisalat) where we built the Network Operations Center for TRA’s flagship project; Emirates Transport l Another credible milestone: We achieved significant growth in our Software business unit. The Unit on its own has been growing at a rate of more than 100% YoY. And their commendable growth with MS is in excess of 88%.

NEW PARTNERSHIPS ON THE RADAR We would be signing exclusive partnerships with leading vendors in collaboration & content management; compliance, data governance and mobility space. Leveraging this partnership, we wish to enhance technology deployments within the UAE. Emitac has always focused on optimizing their client’s investments by delivering solutions necessary for efficient collaboration, while lowering TCO and maximizing client’s ROI. The partnership with these new technology partners will widen our range of enterprise solutions offerings helping us to meet specific customer needs furthermore.ë

PARTNERS IN SUCCESS

HELP AG

Security that Accelerates Business

Help AG has the in-depth technical expertise with the highest technical vs. sales workforce ratio and follows a strict internal product pre-selection process to ensure that customer needs are met. No wonder, they have established themselves as one of the best partners in the region.

STEPHAN BERNER,

MANAGING DIRECTOR AT HELP AG

NEW PARTNERSHIPS IN THE PIPELINE ENVIABLE PORTFOLIO OF SOLUTIONS We provide leading enterprise businesses across the region with strategic information security consultancy services combined with tailored cyber security solutions that addresses our clients’ diverse requirements elevating them to a higher security posture. For us a product is defined as a technical security control which enables us to put all the right technologies together to build a highly secure, robust, fast, and reliable best of breed solution. Keeping in mind that the solution has to support any international or local framework, such as ISO27001 and/or ADSIC, ISR, NESA, NCEA. There we address the spectrum from Network Security to Application Security, Visibility and Reporting, DLP, Mobile Security, Database Security, Modern Malicious Malware Detection & Prevention, to Malware Analysis, Incident Response and Forensics as a whole..

UNENDING SAGA OF SUCCESS IN THE REGION l For a regional police force, we implemented one of the largest and most complex security incident event management solutions in the region. This included the consultancy

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services necessary to identify and build more than 20 security use cases for efficient incident handling for the customer. The benefit was that with minimal effort they are now able to identify security events and due to the nature of this customer’s segment, this translates directly to the public benefit. l For one of the largest financial institution in the region, we developed a cutting edge design which has completely transformed the way they deliver security in the data center environment. Once fully implemented the solution will enable the organization to move services between data centers with minimal disruption to users thereby meeting organizational goals of being the number one financial services providers in the region. l For a government entity that leverage our Co-ordinated Threat Mitigation (CTM) service, the solution helped protect the customer from 75,000 attacks within the time span of 10 minutes with no impact to the Service. This reduced load of back-end servers by 75%, load on Network Security systems by 50%, and the WEB security logs by 90%. The same service also helped protect a private enterprise against a huge DDoS attack of over 1.2million attacks in less than one hour

At Help AG, signing new partnerships is an ongoing process that is driven by market requirements. We go to great lengths in order to identifying new solutions and constantly evaluate our product portfolio and see if it meet the requirements of our customers and the security requirements we see coming up. Our security analysis team is a great source of knowledge and insight for this task. We identify the major areas where we need technology and then finally, we begin evaluating vendors. Vendors are evaluated from both a technical and commercial perspective, but all aspects of a solution need to be correct. As a result of this process, in the first 6 months of 2015 alone we signed new partnership agreements with four vendors- OPSWAT, SafeNet, Elastica and Bit9+Carbon Black.

STRONG AND EXPANDING l We have our regional headquarters in Dubai and fully staffed offices in Abu Dhabi, and Doha (Qatar). l Most recently, we inaugurated a new office in Riyadh, Saudi Arabia which marked our entry into the Kingdom. From these offices, we serve customers across the GCC as our current focus is to serve this region alone. ë

GEC AWARDS GLOBAL ENTERPRISE CONNECT

2015

15th October 2015 Raffles Dubai, Wafi Mall 7:00 pm onwards

GET INSPIRED We at GEC understand the crucial importance of competition, inspiration and recognition. These are extremely vital to success in any field whatsoever. Hence, just like in 2014, we shall be glad to give away awards to the ones taking the lead in the ICT revolution across the Middle East region. The best shall be awarded, and the rest shall definitely be inspired to put up a tougher fight next time.

BROUGHT BY

ORGANISED BY

GLOBAL ENTERPRISE CONNECT

FOR DETAILS VISIT WWW.GECOPEN.COM

Contact: Ronak Samantaray <ronak@accentinfomedia.com> + 971 555 120490

Gec Open

GECOpen

Enterprise Channels MEA

www.enterprisechannelsmea.com

LEADING PARTNERS

FINESSE

Transcending Challenges with Vision

The competency model of Finesse is built on the basis of providing value by being a service provider with a deep understanding of the business function that our teams deliver. They were one of the first to recognize and build their strategy on the basis that sooner or later pure technology skills would become a commodity product.

VENDOR PORTFOLIO Finesseâ&#x20AC;&#x2122;s innovative solutions and services are backed up by our partnerships withleading technology vendors such as IBM, Oracle, Microsoft, Software AG, EMC2, Qlik, MetricSteam, Seclore, Kofax, Spoors among others.

CATERING TO THE EVOLVING TECH LANDSCAPE We are also continuously extending our solutions portfolio based on the market dynamics. Some of the new solutions introduced recently include for Big data and Real time analytics, Internet of Things, Enterprise Performance Management, Converged Infrastructure, Enterprise Archive etc.

RECENT SUCCESS STORIES A content management solution for 1. entire enterprise content and an e-procurement solution for a premier dry dock and ship repair facility in the region 2. An Enterprise Management dashboard supporting the requirement of both Executive and Operations management teams for a leading

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bank in Dubai A consolidated reporting system for an investment and holding company covering 20 different subsidiary entities. 4. An enterprise wide multi-county Big Data Analytical solution to a global pharma giant, with a business discovery platform for 450 sales executives, including 60 senior managers in the MENA region, combining data from disparate sources into a single view

NEW PARTNERSHIPS Finesse is in the final stages of partnership discussions with several vendors in the areas ofEnterprise Performance Management, Big Data and Internet of Things (IoT) to represent them in the regions.

GEOGRAPHICAL PRESENCE l Finesse operates out of 10 global locations, has an on-demand support centre based out of Bangalore, and has offices in Chennai, Mumbai, Singapore, and Canada among others. l It is recognized as the No.1 trusted SI in the

RAJU RAMESH,

CO-FOUNDER AND CEO AT FINESSE

region including the UAE, Oman, Qatar and Bahrain. l Finesse plans to expand its footage in Kuwait and KSA in the coming months. We are also looking at extending our network in different geographies across the globe in the coming months.

MANAGED SERVICES PORTFOLIO Finesse is one of the fastest growing companies in the Managed Services space in the region, providing Application delivery, Application management as well as Support and Maintenance services to Enterprise customers, particularly banks. We are the partners of choice for many banks considering the various functions we support on managed services model. Apart from core banking Finesse also provides services on other sub-systems including enterprise risk, fraud management, treasury, loan origination & lending systems as well as Trade Finance systems. Our services offers enterprises with a potential competitive advantage in the marketplace as it provides them with the ability to rapidly out source, reduce operational costs and ultimately increase profits. ĂŤ

ENTERPRISE SERVICES

EHDF

Constantly Delivering Service Excellence

Established in 2001, eHosting DataFort (eHDF) is a leading provider of Managed Hosting and Cloud Infrastructure Services. They own and operate multiple Tier 3 data centres delivering high-end managed services through reliable infrastructure, 24/7 support, guaranteed uptime and credit based Service Level Agreements.

YASSER ZEINELDIN,

CEO, EHDF

SERVICES PORTFOLIO eHDF’s comprehensive services and solutions portfolio include Managed hosting, Managed Co-location, Cloud services, Disaster Recovery, Remote Infrastructure Management, BIZPACK (an IT and Managed Services bundle for newly established enterprises setting up new operations in the UAE) etc.

RECENT SUCCESS STORY eHDF implemented more than 25+ projects over the past one year, one of which was with INTUIT Micro.With a local development team, they have built innovative healthcare applications. Considering the growth potential for IT solutions by the healthcare sector in the Middle East and the benefits that technology brings into patient care, INTUIT Micro started their business by focusing on managing incredible volumes of digital image data. The company then expanded by introducing additional IT solutions to their suite of data storage services. This growth led to the need to partner with a data centre services provider who could meet their specific requirements for secure data storage and distribution. eHDF, with its flexible and scalable solutions supported the dynamic needs of INTUIT Micro’s clients’ and lived up to the expectations of a highly secure environment that maintains complete

confidentiality of patient information. eHDF was also able to cater to the large bandwidth requirements needed to tackle the enormous volumes of imaging data.

GEOGRAPHICAL PRESENCE eHDF is primarily based in the UAE. However, on the solutions and services front, eHDF launched 5 new products and services last year, which include Remote Management and Monitoring, Public Cloud, Managed Remote Back-up, BIZPACK and Microsoft Office 365. eHDF is working on designing new solutions which include: l Active / Passive DR Solution l Active / Active DR Solution l DR Automation & Management

WHY EHDF ? eHDF has been a pioneer in the regions managed services and cloud industry space since 2001 and we strive to continue to bring in the latest and most innovative technologies and services for our clients in this region. l We invest heavily in technology refresh and new network, security and storage technologies that support our existing services. l Also, we regularly collaborate with keytechnology partners to further improve our services and solutions and heavily invest in hiring l

skilled professionals, upgrading infrastructure and investing in R&D. l To meet growing customer demands, we invested more than AED 11 million on our data centre infrastructure upgrades, such as: Further redundancy introduced at the DC level Tighter 3 layered security by introducing protection at system, network and application layer Moved internal servers and applications to virtualized platform Cooling units replaced for better resilience l In order to enhance client interactions, eHDF’s service desk introduced new features like customer interaction tracking system, privilege access management to the data centre and user session recording. l eHDF recently obtained the notable Cloud Security Alliance (CSA) STAR Certification, becoming the first company in the region to achieve this. l We also achieved the acclaimed ISO 22301 certification for Business Continuity this year and are already certified for ISO 9001 / 20000/ 27001. l The key reasons that make eHDF stand out in the managed services marketplace is its ability to provide customized solutions that offer strategic, financial and operational benefits to customers and act as an extension to their in-house IT department.. ë

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ENTERPRISE SERVICES

Bringing people and businesses together According to IDC’s ‘Business Value of Managed Services’ report, time lost to network outages per user averages at 6.2 hours without managed services; with managed services, this reduces to 0.9 hours – a reduction of 86%. Every business must seize the opportunities presented by the dynamic market and world we all find ourselves in, and, as such, the company is positioned at the very forefront of managed services provision.

MANAGED SERVICES PORTFOLIO We offer a range of managed services for our business customers. Our consultative approach helps to understand enterprise’s business needs and develop tailored solutions. All solutions are based on proven methodologies and have been designed to ensure a transparent, impartial, and meets business challenges. Our managed Services has five key portfolios: l Global Managed Services: Stay connected seamlessly to your international business locations around the world. Tap into our secure and fully-resilient global MPLS network, and replace your multiple point-to-point legacy technologybased connectivity. l Business Cloud: du business cloud solutions offer organization the ability to leverage benefits of private, public or hybrid cloud backed by industry leading Colocation services. l Managed Security: Our managed security services allow customer to focus on business while du managed security services take all the operational challenged and stay ahead of the evolving treat landscape. l Unified Communications: Managed Video Conferencing as a service allows organisations to collaborate quickly and efficiently l Mobility: People can now communicate, collaborate as well as connect seamlessly with

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their core business activities while on the move. Our range of services includes Mobile Device Management (MDM) and Machine to Machine (M2M) communications.

RECENT SUCCESS STORY International Horizons College - our customer and a college in higher education delivers a complete infrastructure less learning environment completely built by du managed services on the cloud. It allows the college to cut their operational costs by 90% and deliver doubles the efficiency while rolling out services to new students. They are able to scale on demand and deliver education to students anytime, anyplace using the du Managed Video Learning as a Service.

DU- THE COMPETITIVE EDGE l By choosing a managed service provider, such as du, businesses handover the operation and management of their IT processes and systems, in order to benefit from optimal, best in class functions, at a pricing structure that is designed to suit individual customers’ budgets and requirements. This could include, for example, Infrastructure as a Service, which removes a company’s dependence upon its own resources to plan, procure, install and configure IT infrastructure and servers, and places the responsibility into the hands of professionals. Not only does this offer peace of

ABOU MOUSTAFA,

VICE PRESIDENT, ENTERPRISE MANAGED SERVICES & SOLUTIONS AT DU

mind, but it provides seamless scalability, quick deployment of upgrades and new innovations, and ensures that all IT resources are secure and reliable. In addition, customers not only enjoy better network performance to host their infrastructure locally but are also assured that all their data stays in the country. l As a managed services leader, du is closely aligned with the UAE’s Smart Government ambitions, and is providing the means for numerous Government divisions to harness the power of the nation’s digital evolution. l Telecommunication is no longer confined to simply playing the role of an enabler; in today’s digitised world, mobility and solutions take centre stage and providers such as du are empowering national transformation across industries’ horizontals and verticals. l With managed services, du is able to enable its customers to become more agile, with a faster time to market, and with a higher degree of workforce mobility. l We enable customers meet the challenges of managing complex enterprise data, voice & video networks and simultaneously save between 20%30% of the TCO. l We can provide applications aware communications infrastructure (based on an IP class of service enabled private virtual network) and service management solution that is maintained at optimal efficiency and benchmarked to global standards and frameworks such as ITIL/ISO to leverage true value for clients and stakeholders. l By freeing up customers’ scarce resources we enable them and their management to focus on their core business issues & needs. ë

PARTNER PROGRAMS

‘Through Thick and Thin’- Enabling Partners for the Journey SARAH MACLEAN,

BENJAMIN FRANKLIN,

“The best partnerships aren’t dependent on a mere common goal but on a shared path of equality, desire, and no small amount of passion.”

endor portfolios are changing dynamically and competitively to match pace with the speed in which business are consuming technology. Partners who were the wheels of a vendor or business are increasingly becoming the drivers for growth and advancement. ‘Changing with the Channel’ is the new mantra. Hence, the booming landscape of investment in technology has created a dire need for investment

“An investment in knowledge pays the best interest.”

in partner programs, education and training that helps the partners to be in lieu with the vision and roadmap of a vendor and their approach in the region. Partner programs have been evolving with time and market. According to a survey, ‘The challenge for both vendors and partners is keeping pace with training as well as developing the right mix of IT professionals. And, observers say, vendors that do the best job of training their partners will have an edge at being successful.’ Reports also claim

FINESSE

that as the cloud is rapidly making great shifts in the paced of business and shifting of IT budget to line-of-business decision makers, industry players see the need for broader education and IT channel training around business basics and improved communication with customers. We take this amazing platform to showcase some of the key partner enablement programs that have been making waves in the market recently and their contribution towards the Middle East IT fraternity. ë

ESET

PROGRAMS

l Internal training (pre-sales, sales and post sales support) under vendor partner programs. l Road shows, demos and hands-on-workshops for prospective and existing clients l Vendor training program with EMC l Qlik – “Know the whole story” COMPETITIVE EDGE: Successful training prepares us to cater to client requirements, cultivate long-term customer relationships and develop new markets and thereby growing our business and increasing profits. NEW PROGRAMS: Planning similar programs with our other partners including VCE, Software AG, EMC2

l 1st ESET Partner Program in ME launched in 2014 l ESET Retail Partner Program in April 2015: recognizes and rewards partners who have a proven track record of promoting and selling the ESET® Smart Security and the ESET® NOD32 Antivirus products. COMPETITIVE EDGE: One of the most important aspects of the ESET Partner Program is around channel enablement

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PARTNER PROGRAMS

OPTIMUS

CISCO PROGRAMS

PROGRAMS WAFA: Optimus' initiative to strengthen its relationship with its existing channel, by rewarding loyalty and incentivizing performance, and also serving as a value-offer for new partners. OPTIMUS ACADEMY: is a dedicated knowledge enablement and training facilitation arm of the company, to train, support and qualitatively strengthen the skill level of Optimus’s channel and end customer eco-system. COMPETITIVE EDGE: train, support and qualitatively strengthen the skill level of Optimus’s channel and end customer eco-system NEW PROGRAMS: Enhancing service offerings and encouraging our partners to take advantage of our SLA driven support services as well as our Consulting Services in the area of Data Center, Information Security, Big Data and Cloud Adoption

RIVERBED

l Over 80 “Channel Ready” 3rd Party Solutions at Cisco Solutions showcase l Approved Solution Incentive Program (SIP) for partners selling the IoE. l Advanced IoT Connected Safety and Security specialization, the Advanced IoT Manufacturing specialization and the Advanced IoT Industry Expert specialization. l Internet of Everything Partner Playbook COMPETITIVE ADVANTAGE: We were amongst the first to do a value-based program, where instead of looking at sales volume, we also considered a number of other metrics such as certified engineers, specialization, and mix of products. This has now become standard across the industry. NEW PROGRAMS: Changes to Cisco’s partner certification structure focused on MS and cloud -- and bundles all of Cisco’s deal registration programs, including the Cisco Opportunity Incentive Program (OIP) and Teaming Incentive Program (TIP), into one.

XEROX

PROGRAMS

l Riverbed Authorized Training Partner (RATP) Program in the Middle East, Turkey and North Africa (METNA). l Partners can focus on what matters, which is to expertly deliver trainings that help our customers realize the full benefits of the Riverbed Application Performance Platform. l All courses will leverage Riverbed’s exclusive eLab technology, which allows students to simulate real-world deployment scenarios for a true ‘hands-on’ experience. l Riverbed has eliminated challenges related to logistics and the need for RATPs to purchase and maintain hardware and software specific to classroom needs

l Xerox Personalized Application Builder program COMPETITIVE EDGE: One of its kind that provides tools, training and marketing resources that help partners create personalized solutions from office and managed print services (MPS) to production. For partners who wish to develop complex solutions, but lack in-house software development resources, Xerox is developing a community of authorized developers: l Foxway l Southern Solutions l Xerox

EMC PROGRAMS Business Partner Program (BPP) providing EMC partners with a common, unified framework. The new BPP brings together all previous EMC partner programs to create a simple, predictable and profitable experience for each partner. PURPOSE-BUILT SOLUTIONS Designed to increase opportunities for selling EMC solutions and services. Partners will have access to five new purpose-built solutions to drive higher value engagements across cloud, Big Data and security. CONSULTING SERVICES l For the first time ever, EMC is offering qualified partners expanded access to resell and deliver an enhanced portfolio of Consulting Services that leverage industry leading methodologies, best practices, and resources. REBATES l Solution Provider partners will now earn rebates for selling EMC products, software, and services starting at the first dollar of sales and increasing at a graduated rate as specific revenue thresholds are met.

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PREDICTIONS

â&#x20AC;&#x2DC;hardware moving over to softwareâ&#x20AC;&#x2122; environment

Light moments in the midst of chaos for visitors security, privacy and protection of data

Clever branding and marketing

Cloud computing and SaaS solutions

Exciting and futuristic technologies, especially in the IoT space

software-defined WAN

Cloud-based and Mobile apps

analytics

GITEX 2016 Through the Looking Glass

Mobility

IT Security solutions that are intelligently communicating with each other and are easy to manage Network Functions Virtualization (NFV) and Software Defined Networking (SDN) Convergence of technologies under established brands Innovation Professional Services and Competency

Disaster Recovery customizable solutions for any system setup

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Sell with confidence. Sell with Dell. To learn more, visit Dell.com/partner/yoursuccess