Infra Insight 14 by GEC Media Group

Welcome to GITEX 2014! We are GL events, the official stand contractor for the Dubai World Trade Center. This manual contains essential information about what is included in the stand or package that you purchased and what we can provide you in addition. Please read it carefully, follow the instructions and note the deadlines to ensure that you are able to receive the service you require. If you have employed a outside contractor to handle the construction of your stand who will be ordering services on your behalf, please ensure that they are aware of all instructions and deadlines. Table of Contents

Contents How to Place an Order & Important Deadlines Stands & Packages Types of Stand and Packages Upgraded Shell Scheme, Clouds & Pods Exhibitors Grid Plan Information Stand Construction Information Stand Decoration & Labor Requests CEO, Fascia & EMT Signage DISTRIBUTION Lighting & Electrics Flooring & Carpet Furniture & Additions Space Only Exhibitors Additional Services Lighting & Electrics Flooring & Carpet Furniture Additions Graphics & Printing Audio Visual Payment Information

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MOHAMMAD MOBASSERI

Eyeing the

Top Spot Forms & Deadlines

Form Grid Plan Form Stand Fitting Order Form Lighting & Electrics Order Form Fascia Panel Form (Form 2) Furniture Order Form Graphics Order Form Audio Visual Form

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Deadline September 17, 2014 September 17, 2014 September 17, 2014 September 17, 2014 September 17, 2014 September 17, 2014 September 17, 2014

His pragmatic approach to the business has attracted many vendors to be along with him to create strong VAD option for the partners.

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EDITORIAL

Knowing the Market Better

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

Before going for any implementation there has always been a call to know if the company has any implementation in the region to showcase, if the implementation was successful or not, what were the challenges, etc. The challenge for the vendor is to reveal the name of the customers. Keeping that in mind we have created this supplement known as InfraInsight -A technology Coffee Book of MEA. This supplement focuses on the customers’ implementation. We have taken projects representing various enterprise solutions including virtualization, data centre, networking, enterprise application, enterprise security, etc. I knowit will be of great help to the customers visitingGitex, Along with the projects, we have also taken a lot of stories around VADs and partners.We know that VADs are the very importantconduit to the market. They are the true interface between the vendor and the customers and they are the people who offer right insight to the partners and the vendors. And the new crops of VADs are actually very exciting to watch in terms of their progress. Africa and KSA markets hold great importance to both the vendors and partners in this region. Many industry pundits say that the next phase of growth will come from Africa and KSA. KSA has already a lot of implementation in place but the market is growing so fast that the technology implementation can easily go out of roof. Africa as a market is in the nascent stage today but in next 10 years, the market will really explode. Countries like Nigeria, Kenya, Morocco, Ghana and Algeria are the geographies are building up infrastructure and the market can go up to 120 billion US dollars by 2016. Therefore we have special coverage on the Africa and KSA market. The purpose is that the partners who are eager to expand can get insights out of it. The Europe and American market are at the slow growth curve and the vendors need to invest a lot to develop this market in order to sustain their own growth. From the perspective of Gitex, this supplement is a great initiative as it will help spread the importance of the event as it will be carried back by most of the visiting customers and partners in the region. ë

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SMART GOVT.

DSG to Showcase Realistic Model of Future Dubai

DSG will showcase the services of the government entities participating under its umbrella through a unified connected platform, which will have the latest data and updates. n B Y: 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 >

H.E. AHMAD BIN HUMAIDAN, DIRECTOR-GENERAL, DSG

ubai Smart Government is a pioneering initiative in the region to provide government online services across the spectrum of corporate and community life in the emirate. Dubai Smart Government officially directs and supervises the implementation of the process of eTransformation in over 30 government entities and is one of the world’s only governments to have established an official eGovernment branch in the capacity of an independent department. DSG has completed its technological, media and administrative preparations for participating in the 34th edition of GITEX Technology Week 2014. As many as 37 government entities are participating in the event at its 3,800 square-metre stand in Sheikh Saeed Hall 3. Apart from their eServices, the participating entities will showcase their latest smart solutions and apps under one

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roof in addition to many surprises pertaining to new and distinguished smartphone apps. This was announced during the press conference held by DSG on 23rd September, at its headquarters in HH Dubai Ruler’s Court. The press conference was conducted by H.E. Ahmad Bin Humaidan, DSG Director-General; Wesam Al Abbas Lootah, Asst. Director General; Marwan Bin Haidar, Executive Director of Planning & Development; departmental directors and heads of sections and a number of mass media representatives. H.E. Ahmad Bin Humaidan said: “Our commitment at Gitex 2014 is to provide a fully equipped platform for the public and visiting delegations to be familiar with the practical steps followed by DSG and government entities for transformation into smart government in implementation of the initiative launched by HH Sheikh Mohammed Bin Rashid Al Maktoum,

Vice President and Prime Minister of the UAE and Ruler of Dubai, and the directives of HH Sheikh Hamdan Bin Mohammed Bin Rashid Al Maktoum, Crown Prince of Dubai and Chairman of Dubai Executive Council, for the prompt shift to smart government by displaying the latest smartphone solutions and apps and conducting an on-site experiment as part of the connected smart government, which will contribute to positioning Dubai as an integrated, creative and knowledge-based smart city in the 21st century for the convenience and happiness of the citizens, residents and visitors of the emirate.” An independent part of the DSG stand will be dedicated to displaying a realistic model that simulates smart services in the government of the future and the city of the future and where the smart services provided by Dubai Government to three segments: tourist sector, business sector and individuals (citizens and residents) will be showcased. The model has been designed in such a manner that allows the stand visitors to make a live tour that will enable them not only to explore a bouquet of smart services provided by Dubai Government but to apply them in effect and interact with them as well as part of an exciting experience that allows the prospects of the government and city of the future to be explored. Earlier in September, H.E. Sultan Saeed Al Mansoori, UAE Minster of Economy had inaugurated the first-ever Smart Living City Dubai 2014, the Dubai edition of the biannual event that focussed on highly successful local and international ‘smart’ startups. Held under the patronage of H.H. Sheikh Hamdan Bin Mohammed Bin Rashid Al Maktoum, Crown Prince of Dubai and Chairman of the Dubai Executive Council, the show ran until September 16, 2014. H.E. Sayed Aqa, UN Resident Coordinator, United Nations Development Program (UNDP) Resident Representative in the UAE, Qatar, and Oman, spoke on ‘Dubai as an example of a smart city and outlining various government initiatives for its success along with importance of such events to build momentum for a global strategized plan.’ Featuring three main themes – High-Level Discussion Panels, Exhibitions of Local and International Smart Solutions, and Master Classes for Participants – Smart Living City Dubai 2014 hosted over 17 exhibitors and 39 speakers from around the world. Some of the leading public and private organizations participating in the two-day event included the Government of Dubai, Stanford University, Massachusetts Institute of Technology (MIT), Microsoft, Terreform ONE and HBMSU. ë

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FOCUS AFRICA 06

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FOCUS AFRICA

Africa Beckons AFRICA

We are moving towards living in a modern more connected world; Africa is not lagging behind in the race either. The region is still at the beginning of its growth curve; but with evaluation, innovation and technology, the markets here can leap anytime soon. The potential is ripe; the region promises one heaven for ICT players. 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 >

frica is just like that soft mound of clay that can be crafted according to the wishes of the designer. Proper planning, excellent designing and intelligent innovation can make the most out of it. Some of the African countries have been reported as the fastest growing economies; the journey however has just begun. Thereâ&#x20AC;&#x2122;s still a long way to go; the companionship of smart ICT players can definitely position Africa as the latest pie of business eyes. Market opportunities for ICT in various countries of Africa region are varied and disperse. East Africa tends to have a faster adoption rate for technology in comparison to West Africa where competitive pricing drives technology choices rather than the presence of new capabilities. Some African countries have been making fast strides in ICT implementation.Kenya has been very impressive in ICT implementation at

18%

BIGGEST ICT MARKET

South Africa has the biggest ICT market, closely followed by Nigeria, Kenya and Morocco which are also significant.

y-o-y growth

They found that the entire ICT market in these countries is forecast to grow at 18% year on year between 2013 and 2018.

43%

ALGERIA MOROCCO

GHANA NIGERIA K E N YA

accelerated growth in ITaaS

There is accelerated growth in ITaaS (43% year on year to 2018) as well as IT services, apps and networking although there are differences across various countries.

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a Macro level. Significant investment has gone into building ICT infrastructure and a lot more is going into enabling ICT based innovation. Ghana in West Africa with its oil, gas and rubber industries as well as Kenya in East Africa are ahead of their respective neighbours in terms of technology due to the presence of several large local industries driving the need for advancements to be made. South Africa is another country where widespread investments have gone into building ICT infrastructure. Fortinet have always seen the North African countries and Egypt taking the lead. But recently smaller countries such as Namibia and Indian Ocean islands are also becoming great growth areas. They expect a great deal from West and East Africa in the next two years. ICT policy in both South Africa and Kenya is quite progressive. In the South African case, there is currently a review of ICT policies to ensure that a more integrated approach is taken in order to maximise the benefit of ICTs across sectors. In the Kenyan case, policy has developed quickly to encourage investments through things such as a simpler licensing regime for service providers. As far as the socio-political scenario of Africa is concerned in the light of ICT industry and foreign investments, progress has been good in some respects and very slow in others. Each country is different but there are some similarities in certain regions. For example, security risk in most of Southern Africa has been quite low while according to the Corruption Perception Index

NAZIMFRAIJAT

SENIOR SALES MANAGER MEA, SEAGATE

“We see Nigeria with its largest population of 180 million and highest GDP picking up where citizens are highly connected”

“South Africa is another significant market for us— one where we have been a market leader for some time”

there is still some way to go. The good news for the ICT industry is that the socio-economic landscape in ripe for ICT solutions. There is recognition from many parts of the continent that ICT is part of the solution to challenges that have existed for decades. An example is that of mobile money to deal with the fact that most Africans cannot afford a bank account.

The crucial question that might arise in your mind is how relevant is the market for ICT vendors and partners. According to BaxolileMabinya; Group Strategy Executive, Dimension Data Middle East and Africa, the African market (outside of South Africa) is a significant one for Dimension Data but admittedly smaller in context of the global business. It does however hold large potential into the future, as the economy of the continent grows and attracts further investments, so too is the increase in demand for ICT infrastructure. Importance of Africa for Seagate is quite apparent as well considering the three-year plan initiated by them in 2013 to extend their presence in the African continent. “We invested in headcounts wherein we hired three new Channel Relation Managers in countries like Algeria, Nigeria and Kenya to help optimize our strategy and channel programs across these countries. This will help us in driving opportunities related to growth of cloud and the increase of storage demand”, remarks Christian Assaf, Senior Sales Manager MEA, Seagate. Africa is identified by many vendors and partners as an opportunity for growth, especially in times when developed markets are experiencing recession or slow down due technology saturation. “There are 55 countries in Africa and 21 of these are rated amongst the 50 fastest growing economies globally. They all have GDP growth rates in excess of 5% per annum. These are the

PROJECTED ICT EXPENDITURES IN AFRICA TO 2016 Estimate for rest of Africa

155-180

Set of 10 countries representing 65-70% of African GDP*

Assumes ICT maintains share of GDP

11% annual growth 2005

US$ billions

95-100 60-65

2009

2016

6.7%

6-7%

ICT expenditures (% of GDP estimated) 6.3%

Countries in sample set are Algeria, Cameroon, Egypt, Kenya, Morocco, Nigeria, Senegal, South Africa, Tunisia Note: ICT expenditures include computer hardware and computer software, computer services (information technology consulting, computer and network systems integration, Web hosting, data processing services, and other services); and communications services (voice and data communications services) and wired and wireless communications equipment.

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CHRISTIAN ASSAF

MANAGING DIRECTOR, LEVANT AND EMERGING AFRICA (LEMA), EMC

FOCUS AFRICA

COUNTRIES WITH HIGHEST NET ADDITIONS OF INTERNET USERS IN AFRICA, 2000-2008 10.9

Nigeria 3.3

Kenya Uganda

2.5

South Africa

1.8 1.4

Zimbabwe Ghana

1.0 1.0

Senegal

0.7

Zambia Cameroon

0.5

Angola

0.5 Millions of internet users added (2000-08

Source: ITU World Telecommunication/ICT Indicators database.

sort of economies that have a massive appetite for technology”, says Perry Hutton, Regional Director for Africa, Fortinet. According to NazimFraijat, Managing Director, Levant and Emerging Africa (LEMA), EMC, “the African market is one of our prominent markets in the world and we have a very strong direct presence through established EMC offices and through our ICT vendors, partners and service providers”. Additionally they have opened an EMC training centre in Lagos equipped with the latest EMC technology

to provide knowledge transfer. Nazim adds, “We see Nigeria with its largest population of 180 million and highest GDP picking up where citizens are highly connected. The government is very open to new technologies and adaptation of latest solutions and the operators and banks there need to acquire latest technologies in order to provide the services that customers require as well protect themselves from any cybercrimes. Among our growing markets there is Kenya, Morocco, Angola, Algeria, and Tanzania as well and our technologies are perfectly adhering to

ICT DRIVING AFRICA’S RENAISSANCE Private investment in telecoms, 2000-2010 Investment commitments in Sub-Saharan Africa in Telecoms, US$ million

14,000 12,000 10,000 8,000 6,000 4,000 2,000

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10 20

Source: World Bank, World Development Indicators, PDI Database.

01 20

their demands.” George Ezzat, CEO of Elite Value Added Distribution says, “We are very well established in Africa with our offices in Cairo,Nigeria and Kenya and soon in South Africa. We have resellers on each country”

MAIN MARKET VERTICALS DRIVING THE ICT INDUSTRY IN AFRICA Telecommunications has and still is growing at an exponential rate. Financial Services is yet another large vertical for ICT services. Public sector growth in many markets is also fuelling ICT growth as governments look to enable online services for the people of the countries. In certain markets retail is taking off based on increased spending power of the population and the entrant of larger chain stores and brands. Since Africa has its own distinct culture, bureaucratic requirements and technologyrelated demands different from other regions, most ICT players prefer to work closely in association with the local partners on ground, who are best placed to understand the exact customer requirements. Baxolileof says, “Dimension Data focuses on long term relationships with its clients and invests in working with them on a one on one basis to understand their needs and match the appropriate IT solutions to their environment”. WD has launched many initiatives in the region such road shows targeted at consumers and CSR activities

FOCUS AFRICA

focused on health. They help their partners with in-store branding and education. As part of our go-to-market strategy in Africa, the main focus of Seagate’s local Channel Relation Managers is to drive the expansion of Seagate Partner Program (SPP), which helps in offering cash rewards for customers, offers training on the latest drive technologies, as well as keeps customers updated with the latest news about the IT industry. EMC has established offices across Africa and a wide Channel partner’s ecosystem. Nizam says, “Our strategy to achieve this has 3 main pillars: Building local training centers that can deliver the latest expertise and knowledge such as in Lagos and Johannesburg. Partnering with number of universities across Africa with our EMC Academic Alliance Program and the third is running EMC customers and partners events across Africa throughout the year”. The “EMC Forum” will be taking place this year in November for the second time in Africa. The market strategies differ country by country based on the local market requirements and demand. The overarching strategy between all countries is to support out multinational clients in their expansion ambitions as regional players in the various verticals. Dimension Data has partnered with local companies as an entry strategy to most markets. Over time some of the companies have become 100% owned and others remaining with a minority shareholding. WD has a local sales presence in Nigeria as well as an in-country distributor that operates across Africa. “We are reaching out to the consumer and enterprise users through our local distributors who already have an established physical presence. We are equipping our distributors with training and the necessary domain expertise required to address customer’s needs so that they form long term relationships and build brand loyalty as their demand grows in the future rather than focus on short term sales” says KhwajaSaifuddin, Senior Sales Director- Middle East, Africa, India & Turkey, WD. Seagate have in place a three year strategy to grow their presence and investments in Africa. Kenya, Nigeria and Algeria have been their main focus since 2013 when they started investing in people and channel programs to extend their market presence across the continent. “South Africa is another significant market for us—one where we have been a market leader for some time”, adds Christian Assaf, Senior Sales Manager - MEA, Seagate. Perry of Fortinet says they have always following the approach of initially developing

BAXOLILEMABINYA

GROUP STRATEGY EXECUTIVE, DIMENSION DATA MIDDLE EAST AND AFRICA

“Dimension Data Middle East and Africa is present in 11 countries in Africa outside of South Africa”

our channel structure. “Once we have a base of partners in place then typically we would look to investing in our own in country/in region resources. In conjunction with this we ensure that we are represented in local trade shows which general ensure local awareness”, he adds. Talking about Fortinet’s presence in Africa, Perry states that Fortinet currently has a team of 18 professionals deployed across 6 of the fastest growing and largest ICT economies in Africa. Furthermore, they have a network of distributors and authorised partners totalling some 450, even in countries where they do not have a direct presence. Fortinet sees some large deals coming out of new markets for them such as Ethiopia, Kenya and Uganda in East Africa and Nigeria, Ghana, Burkina Faso, Senegal and Cameroon in West Africa. These deals are predominantly in the Telco sector. Typically the telco sector is their prime target closely followed by Financial Services. EMC is working in Africa with the Government to build Government Cloud that will offer services to all government entities and ministries and provide new services to citizens. They are partnering with service providers to provide cloud services to customers and SMEs.

KHWAJASAIFUDDIN

SENIOR SALES DIRECTOR- MIDDLE EAST, AFRICA, INDIA & TURKEY, WD

“We help our partners with in-store branding and education so that they in turn can better inform customers about applicable storage solutions”

HOW FAR IS AFRICA READY FOR THE CHANGE? The consumers and business users are very much open and looking forward to the technology that they know is available in the global market but the challenge is the local laws and red tape that often delay the arrival of this technology.Each country may have different regulatory environments which may impact certain technologies. However there are numerous cases where the adoption rate of leading edge technologies is higher than in other parts of the world due to the lack of investment in older infrastructure that would need to be phased out. African companies tend to leapfrog and as a result move to cutting edge solutions.It has been mostly observed that products that address specific enterprise, SOHO or consumer problems experience the highest adoption rate. One segment that does not experience much adoption in this region is cloud based solutions and this is due to the lack of the internet infrastructure required.

FOCUS AREAS FROM THE TECHNOLOGY STAND POINT Dimension Data’s focus includetheir 5 global technology areas – Networking, Communica-

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FOCUS AFRICA

tions, Next Generation Data Centres, End User Computing and Security; being supported by our consulting, IT as a Service, and Managed Services and outsourcing engagement models. WDâ&#x20AC;&#x2122;s focus areas are mobile external storage such as the My Passport series and the whole range of higher capacity desktop hard drives. Assaf of Seagate says the demand for enterprise storage systems continues to grow rapidly and is fuelled by long-term demands for scalable storage; especially with the increasing popularity of cloud.They also see a huge growth in segments like business NAS and surveillance, as well the huge demand for more advanced consumer storage devices. Fortinet focuses on providing solutions that

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protect corporation from malicious attacks from the Internet. These include gateways that provide firewall, anti-virus, anti-spam, IPS, Application Control, Web Filtering, Sandbox, and VPN functionality. Since Africa is still in its starting phases, does it mean advanced new technologies have no place? Itâ&#x20AC;&#x2122;s not so.Prospects are very good for Cloud, Big Data and Security for various reasons. Firstly, the model of replicating infrastructure investments across geographies is one that will prove costly and is bound to take a significant amount of time. Cloud computing is partly the answer to this issue, especially in areas where there is a serious lack of ICT infrastructure. A lot of activity is being seen around cloud computing and the

requirements are pushing providers to think out of the box. Big data is still at its infancy but a lot of conversations and POCs are taking place in the area. The fact that the continent has a massive untapped market across various industries (telecoms, retail, insurance, banking etc.) means that there is a lot of opportunity to understand current and future consumers of services and companies see Big Data as one way of achieving this. Security is becoming more prominent across countries. The new Internet economy is clearly presenting some unforeseen security challenges that need to be solved and the complexity of the new digital world do not make that easy. A recent study done by IDC and EMC has shown that by end of 2020 our data will grow

FOCUS AFRICA

PERRY HUTTON

REGIONAL DIRECTOR FOR AFRICA, FORTINET

GEORGE EZZAT

CEO OF ELITE VALUE ADDED DISTRIBUTION

“The internet is providing “We are very well Africa with a unique established in Africa with opportunity to improve our offices in Cairo, Nigeria competitiveness on a global and Kenya and soon in scale.” South Africa. We have resellers on each country” by 600% and we will need to leverage on the structured as well as unstructured data which will give the channel new opportunities to create and develop new analytical services where we will see resellers take concrete Big Data business models to their customers. Not only will it help channel partners expand their portfolio of solutions, services and certifications, it will help them broaden their vertical reach and expertise; creating new opportunities for growth and sustainable competitive differentiation. The promising potential of the region is clearly evident from the investment plans of ICT players here. Dimension Data continues to invest in all of our territories with training and development of staff to take our new offerings to our client base. “We believe that making local investments is a great way to understand the context in which our clients operate in. This places Dimension Data well in developing relevant solutions for our clients across multiple geographies”, adds Baxolile. Saifuddinof WD says, “Our investment centres around training, supporting and educating our distribution network so they can cater to the needs of the users”. “I believe that investing in people within the country is the key that can drive future expansion”, remarks Assaf of Seagate. He elaborates saying,“local Channel Relation Managers can

for example, identify the right channel partners for which we create a tailor-made development program, helping them to grow and scale their business in line with the market’s needs”.

AFRICA IS A BIG REGION; SO WHICH ARE THE COUNTRIES TO LOOKOUT FOR? Dimension Data is focusing on all of its existing country presence for growth over the next five years. The individual focus and investment requirements differ for each country based on a combination of market readiness and client demand. WD has an interesting take on its focus countries; Saifuddin says, “Over the long term we are focused on all the countries in the region. The reason being, the same countries that encounter infrastructure or bureaucratic hurdles today may be the high growth territories of tomorrow. Rather than lamenting about what could or should have done we want proactively ensure that we are well positioned in advance should or when improvements to the technological climate occur” Fortinet currently has direct representation in Morocco, Tunisia, Ivory Coast, Egypt, Nigeria and South Africa. They have identified these countries and their neighbouring areas as high

growth areas for them. This is based on demand, as well as research into the particular country looking at figures such as GDP, as well as ICT spend as a %of GDP. Fortinet furthermore has indirect representation via channel Partners in all but 7 of the 55 countries in Africa. Important to note is that the largest economies do not necessarily represent the greatest opportunity. Good examples would be medium sized African economies such as Senegal and Morocco which enjoy the highest ICT spend as a % of GDP on the continent. Obviously these sorts of economies become far more attractive than larger economies with very low ICT spend. “For example, we know that the Kenyan ICT market is growing at approximately 15% year on year and the operating environment as well as ICT infrastructure is maturity”, comments Baxolile of Dimension Data. WD expects the highest growth in the near term from Kenya and Ghana which have large local industries that demand storage solutions.

FINALLY… As emerging markets come from a lower starting base but with the potential to leapfrog, the expectation is that these markets should grow exponentially quicker than other global markets. The African market is full of potential when it comes to the existing and new technologies. ë

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CASE STUDY

Government of Tanzania Uses Epicor Mobility was considerate to a technology for most of the industry verticals except the hotels as they do not have scope to work remotely. But looking at the capability of mobility, hotel industry is enabling the works for their daily chores an replacing paper documents and delay - whatsoever - in time from the instruction to the action. CUSTOMER PROFILE GOVERNMENT OF TANZANIA

Challenges • Requires a solution that can be tailored to user requirements with improved usability to ensure correct inputs resulting in correct outputs • The complexity of the Government’s processes called for a system that can manage multi-organizational processing and reporting • Professional and efficient local support is critical. Solution • Epicor ERP Benefits • Efficient management of Government budget, funding, commitments, and expenditure • Reports created with ease using real-time data to facilitate informed decision making • Reduced the number of bank accounts required by the Government

of Tanzania as IFMS facilitates the configuration of single account.

support. This put the Government in a precarious position.

The main function of the Office of the Accountant General, operating under the Ministry of Finance of Tanzania, is to control disbursements and report on funds to all Government Ministries and Independent Departments. As this process is complex and intricate, it impractical do complete manually. In 1998 the Government of Tanzania underwent financial reforms and computerised part of its financial functions through a standalone system known as the Central Payment System. The system was developed by a local consultant and was designed to manage Tanzania’s exchequer and expenditure. The problem with the system was that it was owned by the consultant who designed it. He was the only one who knew how it operated and he was also the only one capable of providing

Finding a New Solution A solution had to be found that was proven, easy-to-use, and able to manage the Government’s complex budget, income, and expenditure processes to help ensure transparency, efficiency, and facilitate reporting. “To help ensure that the ideal solution was implemented, we drew up a list of criteria to support the selection process,” explains Adam Mshangana, head of the technical support team for the accountant general of Tanzania. Among them were the following: • The system must support strict international financial management and reporting requirements to manage budget, funds, and control commitments • Easy to integrate with other systems • Intuitive and easy-to-use

INDUSTRY: GOVERNMENT COUNTRY: TANZANIA WEBSITE HTTP://WWW.TANZANIA. GO.TZ/

ADAM MSHANGANA

HEAD, TECHNICAL SUPPORT TEAM, THE ACCOUNTANT GENERAL OF TANZANIA

“EPICOR ERP OFFERS THE BEST ACCOUNTING FINANCIAL MANAGEMENT AND REPORTING SOLUTION. IT ENABLES US TO OFFER OUR CUSTOMERS EXCELLENT SERVICE WITH IMPROVED EFFICIENCY THROUGH THE AUTOMATION OF PROCESSES.”

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CASE STUDY

• Accompanied by sound local support Why Epicor and Soft-Tech Consultant Ltd “After evaluating the world’s top business software providers, we chose Epicor ERP. Not only because it offered the best fit for our requirements, but also because it was supported by Soft-Tech Consultants Ltd,” says Mshangana. “They proved that they have the expertise and experience to implement the system and ensure a continued high level of support.” “The professional service, level of expertise, and excellent support is something that Soft-Tech Consultants Ltd. should be proud of,” says Mshangana. “Soft-Tech Consultants Ltd. takes customer support very seriously,” explains Harish R. Bhatt, managing director of Soft-Tech Consultants Ltd. “We work closely with our customer so that we understand their needs and deliver on our promises.” The centralization of data and the ability to integrate with other systems makes Epicor ERP stand out from other systems. Added to this, the system’s flexibility and scalability means that it can be tailored to accomodate a customer’s needs and adapt with them as they grow. The Nuts and Bolts The process started with Soft-Tech Consultants Ltd. gaining an intricate understanding of the Government of Tanzania’s financial processes and needs. This resulted in the following Epicor ERP modules being implemented: • Budget management • Fund management • General ledger • Accounts payable • Accounts receivable • Cash management • Purchase order • System manager “Epicor offers a number of modules, which are relevant to our organisation,” explains Mshangana. “As we progress, we expect to add additional modules as we require them. To date the most significant benefit we have enjoyed is that of management and reporting of payments.” The Result The Government of Tanzania now controls all of its expenditure and revenue using Epicor ERP. In particular, Epicor ERP manages the Government’s:

government financial information • It has played a significant role in the implementation of international financial reporting and statistical standards like IPSAS and GFS • Timely production of various financial reports Success “The ease with which we can process payments and supply data to our customers and other stakeholders has resulted in stronger relationships. The same can be said for our development partners as we can now provide them with the information they require safe in the knowledge that it is up-to-date,” explains Mshangana. Customers now enjoy a more efficient payment system and reports are readily available. The preparation of financial accounts and the reconciliation of data can be done with ease, while the automation of accounting and financial control has resulted in the improvement and implementation of international accounting and financial policies.

• Budgeting management • Funds management • Financial transactions receipts and payments • Printing reports meeting international standards • Procurements and commitments. “The ability to generate financial reports based on real-time data, to international reporting standards, supports strategic decision making and helps minimize [reporting] errors,” explains Bhatt. “Epicor ERP also integrates with the banking system known as TISS (Tanzania Interbank Settlement System) to facilitate EFTs so that payments can be made via banks. This has considerably improved the way that the Government manages cash flow and interacts with stakeholders. Later, we plan to add integration with payroll and debt management systems to further enhance the Government’s efficiencies.” Improved Efficiency with Epicor ERP Some of the most significant benefits of Epicor ERP centre is UK English - and this is for African where UK English spelling is used on improved efficiency: • Epicor ERP has played a critical role in expenditure control to help minimize overspending • Enhancement of security, accuracy, reliability, efficiency, effectiveness, and availability of

About Soft-Tech Consultants Soft-Tech Consultants Ltd. is a leading IT solution provider based out of Dar es Salaam, Tanzania dedicated to providing quality, innovative IT consulting locally and in sub-Saharan Africa. Soft-Tech is recognized as a preferred provider of information technology services and serves a diverse client base across all sectors of the economy including private industry, government, and non-profit organizations. Soft-Tech clients typically share a common desire to increase revenue, reduce costs, improve customer service, improve workforce collaboration, and increase resource utilization. For more information, visit www.stcl.com. About Epicor Epicor Software Corporation is a global leader delivering business software solutions to the manufacturing, distribution, retail, and service industries. With more than 40 years of experience, Epicor has more than 20,000 customers in over 150 countries. Epicor solutions enable companies to drive increased efficiency and improve profitability. With a history of innovation, industry expertise and passion for excellence, Epicor inspires customers to build lasting competitive advantage. Epicor provides the single point of accountability that local, regional, and global businesses demand. For more information, visit www.epicor.com. ë

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SUCCESSFUL PROJECTS

Mashreq Bank Installed Avaya UC

Avaya has helped Mashreq Bank in getting rid of fielding thousands of customer calls on a legacy call center

MOHAMMED AREFF

About Mashreq Bank: Mashreq has provided banking and financial services to millions of customers and businesses since 1967. It is one of UAE’s leading financial institutions with a growing retail presence in the region including Egypt, Qatar, Kuwait and Bahrain. We focus on providing our customers access to a wide range of innovative products and services. Mashreq is invariably among the highest performing banks in the Region. It’s financial performance reflects on its commitment to continue leading the UAE banking industry Addressing the Pain Points One in every two households in the UAE bank trust Mashreq, and those customers have expectations that they are going to be treated like family when they call. That can create something of a challenge. Just a few all-too-short months ago Mashreq bank was fielding thousands of customer calls on a legacy call center – a huge volume, that supported little-to-no customer segmentation, a flat, first-in, first-out priority queue that was a nightmare, and because of it the institution couldn’t improve, prepare, or even serve many of the almost 200,000 calls they received each year.

Solutions Implemented: Avaya Aura Call Center, including custom Interactive Voice Response (IVR) with dynamic tiering system - essentially a self-learning software protocol that calculates and prioritizes expected responses. Avaya Aura, and Avaya Communications Manager. Outcome and ROI: At Mashreq the real future-tech is consumer video communications – the customer service of tomorrow. Logging onto the bank’s website prompts access to a live agent walkthrough of your personal banking procedures through video coordination: an instant connection to personal banking officers, livestreamed users’ web portal. No other bank in the region can boast pure video integration, and the installation on the staff end is smooth, streamlined, and agent-oriented: video engagements enter and are serviced in the same cue as calls are, and any customer can do their personal banking queue-free at any branch with agent support. Video, screenshare, chat, and link sharing, all secure, personalized, and incredibly efficient. Time period of delivery: Not available. ë

MANAGING DIRECTOR, GCC, AVAYA

“No other bank in the region can boast pure video integration, and the installation on the staff end is smooth, streamlined, and agent-oriented: video engagements enter and are serviced in the same cue as calls are, and any customer can do their personal banking queue-free at any branch with agent support.” O CTO B E R 2 014

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www.datacenterfuture.com

CASE STUDY

Alcatel Lucent Enabled Radisson Blu Hotel, Doha

ABOUT RADISSON BLU, DOHA Radisson Blu Hotel in Doha boasts a central location and offers standard rooms, business rooms, suites, and a wealth of dining and recreational facilities.The Radisson Blu Hotel in Doha is an accommodation befitting the world’s richest city. It is convenient to the guests and has close proximity to commerce, shopping and the airport. The hotel rooms include themed suites and free high-speed, wireless Internet. With an appealing central location, striking design and expert hospitality, the Radisson Blu Hotel in Doha makes an obvious choice among hotels in the area. Its 583 guest rooms and suites showcase intriguing styles from clean-lined contemporary to classic Arabic.

CHALLENGES Guest accommodation on the 36 m2,11 floor X2 buildings includes 583 guest rooms and suites, making it the largest hotel in Qatar. The hotel also includes several restaurants, recreational facilities, as well as conference facilities. With the limited number of IT resources, Radisson Blu Hotel in Doha was looking for a converged solution to meet the expectations of guests by upgradinginternet services in all rooms and public

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areas. They were looking for a reliable system that is trouble free and most importantly, provides future scalability. As a solution, Alcatel-Lucent Enterprise looked at creating a flexible and reliable IP communications infrastructure capable of supporting guest requirements.

SOLUTIONS “We realized that not only would we be integrating and deploying something that needed to fit today’s requirements, but also those coming few years,” says N.K.Wahi,Director of Finance, Radisson Blu Hotel, Doha. “The great thing with an IP infrastructure is that you can enhance it with new features and applications that are relevant to the business. There will always be ad hoc requirements and it is good to know we have a solid platform in which we can always add applications to.” Huzefa Husain, IT Manager, Radisson Blu Hotel, Doha says it is now commonplace for guests to arrive carrying laptops, smartphones or iPads. Wireless access is not a luxury option anymore, but a standard requirement: “At this level of the market, guests expect to have wireless access with good upload and download speeds and without getting charged for it. It only makes sense to go ahead and facilitate guests with such offerings.”

NajehKhalil, Regional Director, Upper Gulf, Alcatel-lucent enterprise commented saying that the company was happy to be part of this project and were able to demonstrate to the hotel the features they are looking for, which include stability, ease of use, reliability, future scalability and affordability in terms of total cost of ownership. Free Internet: As part of the E@syConnect Service concept, the hotels offers free high-speed and/or wireless internet access for all guests throughout the hotel. One Touch Service:Whether it is room service, questions for the concierge or a special request. Guests can press the One Touch Service button on their room telephone to have their requests handled. Alcatel-Lucent and its partner Intercol Dyarco were among the few companies to develop a realistic proposal based on the given budget and requirements. The competition was hard and against other global players such as Cisco and Avaya. While many proposals were competitive,

CASE STUDY

HUZEFA HUSAIN

IT MANAGER, RADISSON BLU HOTEL, DOHA

“AT THIS LEVEL OF THE MARKET, GUESTS EXPECT TO HAVE WIRELESS ACCESS WITH GOOD UPLOAD

the direct 8780 OmniVista management system for configuration and managing the entire voice network with billing system. Finally, each room in the hotel enjoys two Alcatel-Lucent phones 4028 and 4018.

AND DOWNLOAD SPEEDS AND WITHOUT GETTING

BENEFITS

CHARGED FOR IT.”

Radisson Blu Hotel in Doha is one of the first hotels in Qatar using complete converged solutions of voice data and Wi-Fi. The hotel is satisfied with the solution and the value for money and the platform that enables them to add applications when needed. “The hotel offers free internet access and Wi-Fi access throughout the hotel. This meets guest expectations but is only the beginning of Radisson Blu’s plans for making the most of its new IP infrastructure.” “In management terms, with a centralized solution through the IP network access voice data and wireless access internet, Mr. Huzefa. Husain has a clear view of IT operations.” ë

Alcatel-Lucent was the only supplier that had a full end-to-end converged solutions portfolio that is specific to the hospitality industry. In addition to that, Intercol also offered complete turnkey solutions for active and passive components. The implemented solutions included IP Telephony, Networking and OXE, which is a platform for a variety of applications that are designed to enhance the business communication processes of the organization. The OmniSwitch 9700E was used which features the highest port density and performance, a no single point failure,

smart continuous switching operation and low power consumption levels. Additionally there were two blocks connected on a 10GB backbone network, a 1GB infrastructure on the IDF level, 512 access points and 6000 series controller, and 55 mobile wireless IP phones (Model no. 8118. 4028 and 4018, 4068) for housekeeping so that staff can be connected on the move. Moreover, the implementation solutions included 2200 voice ports, 250 pieces of AP93H, which takes one hard port and connecting their customer data behind our access points for wired internet, and

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CASE STUDY

Aruba Enhances Guests’ Experience at Emirates Palace The need for an overhaul of the network was apparent and Emirates Palace, guided by local Aruba Networks partner MDS UAE, made a decision to conduct the simultaneous upgrade of its wired and wireless infrastructure.

REQUIREMENTS l

Centralize administration of wireless network and eliminate manual configuration of each individual access point l Overhaul wired and wireless infrastructure to upgrade from 54Mbps capacity to 1.3 Gigabit speeds l Enable advanced security features and ability to customize network configuration based on requirements of each individual meeting or event l Build a platform for innovation to support ambitious future plans such as IPTV, online gaming, music streaming and smart device control of room facilities

SOLUTION l

Centralized Aruba 6000 Mobility Controller

l 1000+ (we need to get the exact figure for this) Aruba AP-225 wireless access points l ArubaOS Mobility Software l Aruba Airwave Network Management Platform

BENEFITS l

Centralized configuration and management of all access points from single intuitive GUI l 1.3 Gigabit wireless connectivity across the entire property including the 1.3 km private beach l Trouble-free integration with newly deployed wired infrastructure l Vastly improved security and ability to customize the network according to individual needs of guests and business customers

ORGANIZATION OVERVIEW Located in Abu Dhabi, the capital of the United Arab Emirates, Emirates Palace is an iconic hotel that combines traditional Arabian opulence with the finest in hospitality. A venue that regularly hosts royalty, heads of state, celebrities and VIPs from across the globe, the hotel boasts 394 meticulously designed rooms and suites, 40 meeting rooms, a 1200 seating capacity auditorium, a spa and fitness club, tennis courts, 1.3 km of private beach and a state of the art marina capable of accommodating up to 167 yachts. Emirates Palace, an iconic hotel in the capital

MEHMET AKDENIZ

DIRECTOR OF IT AND AV AT EMIRATES PALACE

“WE WERE DETERMINED TO GET OUR NETWORK UP TO THE EXTREMELY HIGH STANDARDS THAT IS THE HALLMARK OF THE HOTEL,”

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of the United Arab Emirates, offers world class accommodation to VIP guests, celebrities, heads of state, and royal families from all over the world. Opened in 2005, this expansive modern day marvel boasts 302 grand rooms and 92 suites that are lavishly designed and furnished, 15 restaurants, 40 meeting rooms, a 1200 seating capacity auditorium, an Anantara spa, tennis courts, a state of the art fitness center, a pristine 1.3km stretch of private beach and a marina capable of accommodating up to 167 yachts of various sizes. A testament to the warmth and generosity of Arabian hospitality, Emirates Palace combines exquisite Arabian themed architecture and design, with world class facilities and the most advanced technologies to give its guests a truly unforgettable world class experience. In keeping with its commitment to excellence, the hotel continuously analyses and assesses the needs and preferences of its valued customers. Of these, the growing demand for high-speed wireless internet connectivity has been a significant market trend. While Emirates Palace was quick to cater to this requirement, the system being used was not centralized and therefore required manual configuration of the over 1000 wireless

access points (APs) around the property. This proved to be a daunting challenge that was only exacerbated during the multitude of high-profile conferences and events that were regularly held at the iconic venue. With 600-700 guests utilizing the network in an average day and peak usage rising to anywhere between 1200 and 1400 daily users, the strain on the network began to cause noticeable performance issues. As guests increasingly utilized bandwidth-hungry video and multimedia rich applications, both the speed and security of the network were brought into question. Furthermore, the IT team at Emirates Palace observed that between 100 to 150 users were connecting to the access points using 802.11ac devices. 802.11ac is the latest wireless LAN (WLAN) specification from the IEEE (Institute of Electrical and Electronics Engineers) that delivers Gigabit wireless data transfer rates. The need for an overhaul of the network was apparent and Emirates Palace, guided by local Aruba Networks partner MDS UAE, made a decision to conduct the simultaneous upgrade of its wired and wireless infrastructure. “We were determined to get our network up to the

extremely high standards that is the hallmark of the hotel,” said Mehmet Akdeniz, Director of IT and AV at Emirates Palace. “Any upgrade to the network however requires on-the-fly changes to the implementation process so as not to cause any inconvenience to the guests. This can be challenging and time consuming so we decided to opt for a solution that would meet our requirements for at least the next 4-5 years.” This forward thinking approach led Mr.Akdeniz and his IT team to consider an 802.11ac-based wireless network, a decision that would make Emirates Palace the first hotel in the Middle East to deploy this cutting-edge standard.

A STANDOUT SOLUTION Through a 6 month selection period, Mr.Akdeniz and his team evaluated solutions from Aruba Networks along with two other market leading vendors. Aruba stood out as the only vendor offering 802.11ac technology. With a rising number of guests already utilizing devices that supported this standard, this would prove to be a distinct advantage to the hotel. Combined with the capabilities and functionalities of the Aruba Networks’ controller, it’s remarkably high

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degree of security and the entire system’s effortless integration with the newly deployed wired infrastructure, the decision for Mr.Akdeniz and his team was simple and straightforward. The deployment of an Aruba 6000 Mobility Controller and over 1000 Aruba AP-225 wireless access points was rolled out across the sprawling property over an 8 month period to avoid inconvenience to guests. MDS UAE also implemented Aruba’s AirWave Network Management platform which delivers visibility into all devices and connections on the wireless network thus allowing administrators to proactively plan for capacity, visualize client performance and troubleshoot application issues. Seamless integration with the wired network and minimal effort for configuration meant that installation was trouble free. Emirates Palace also availed of a one week training program offered by Aruba. “We believe that our in-house IT team should have excellent technical capabilities. Aruba helped our network engineers not only learn about their solution but also gave them a detailed understanding of the broader market technologies. This has ensured that we are capable of utilizing the solution to its utmost potential and managing even complex tasks in-house,” said Mr.Akdeniz. The entire deployment was expertly executed by MDS UAE who managed to seamlessly integrate the Aruba solution with the wired network. Mr.Akdeniz said, “Having a competent Aruba Platinum Partner carry out the implementation

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was a huge benefit to us. Even industry leading technology is only as good as its implementation and MDS UAE ensured that the entire system was configured for optimal performance.”

ARUBA – PROVIDING A PLATFORM FOR FUTURE INNOVATION While the most instantly noticeable advantage of the new system was the monumental increase in capacity from 54Mbps to 1.3Gbps, the centralized nature of the solution proved to be one of the most appealing features for the IT team. The Aruba 6000 Mobility Controller has completely eliminated manual configuration of individual access points and even automated software updates of all the Aruba-225 APs. Furthermore, with solution features such as white list coordination, valid AP lists, control plane security (CPsec) certificates and wireless intrusion detection and coordination, Emirates Palace has now achieved the highest level of security for its wireless network. Through the controller’s intuitive Graphical User Interface (GUI) administrators are capable of making rapid changes to network and its security settings. This has been a key enabler of the high degree of customization of the network that is required to meet the specific needs of each high-profile meeting and conference that is held at the prestigious venue. Mr.Akdeniz said, “We no longer waste precious manpower tending to labour intensive processes. Everything is easily

managed from one location and our new-found visibility into every element of the network has enabled proactive troubleshooting and thus drastically reduced our reaction time. Complaints about poor network performance have virtually disappeared and our business customers are often amazed to find how quickly we can accommodate their connectivity requirements.” Mr.Akdeniz believes that the Aruba solution will now stand as a platform for further innovation. While currently the wireless infrastructure is used to support internet services, point of sales and digital signage, the new network capabilities have opened up the possibility of offering a complete range of cutting-edge guest services. Emirates Palace already has plans under way that will enable it to offer IPTV, online gaming, internet music streaming and smart device controlled operation of in-room electronics. All of these services will rely heavily on the abundant availability of bandwidth - something that the solution from Aruba Networks will guarantee for the foreseeable future. “In the hospitality sector today, it is no longer about providing wireless. That is practically a given. But not all wireless is equal and this is something that our guests will be able to recognize instantly. We now have a solution that enables us to improve their experience in ways that they have not even considered as of yet. This is the kind of service excellence that Emirates Palace is synonymous with and we are happy to say that Aruba has been an enabler of our success,” concluded Mr.Akdeniz. ë

SUCCESSFUL PROJECTS

NETWORKING

Delivering Technological Masterpiece

Habib Medical Group had ambitious plans for new medical facility and Avaya’s solutions became a perfect match for them.

About Dr. Sulaiman Al HabibMedical Group: In the year 1995, Dr. Sulaiman Al Habib established the first medical Center in Riyadh which marks the humble beginning and the foundation of DrSulaiman Al Habib Medical Group. Presently, Dr. Sulaiman Al Habib Medical Group (HMG) is one of the leading Private Health Care Groups currently operating 9 Medical Facilities, including 4 Hospitals and 5 Specialized Medical Centers and in the near future 2 Medical Cities, 2 Hospital and 3 Medical Center are underway across the Kingdom of Saudi Arabia, UAE and Bahrain. Addressing the pain points: Habib Medical Group (HMG) is one of the most prestigious healthcare providers in the GCC region - an elite, service-oriented organization. And unsatisfied with just their leadership as one of the largest providers of comprehensive healthcare services in the MENA, operating 14 Medical Facilities across Saudi Arabia, UAE and Bahrain, including 7 Hospitals and 6 Medical Centers, and developing one of the largest private medical cities in Saudi Arabia, HMG planned to expand on its small medical center in Dubai in 2014. Their vision for a new facility was ambitious. It was to be a beautiful, innovative, and technologi-

cal masterpiece, with video on demand for every patient, IPTVs in every room, and state of the art infrastructure. Solutions Implemented: A next-generation network on a full-stack deployment of brand new connectivity, UC, and underpinning tech structure. Digital patient care forms and IP internal and external phone dialing, and a data center that extends straight to the edge of the new facility. IPTV & Patient Entertainment Systems, Virtual Desktop Infrastructure (VDI), Digital Signage, IP CCTV, and VENA Fabric Connect Networking Other Projects: Dubai World Trade Center Software-Defined Network Installation Outcome and ROI: At the Dr. Sulaiman Al habib medical center, customers can walk into their hospital for cutting-edge radiology, surgical, or clinical services treatment, and on their side will be the top-level technology that a modern enterprise demands for truly advanced communications in any industry. That is the definition of end-to-end solution, designed perfectly for the patient. ë

MOHAMMED AREFF

MANAGING DIRECTOR, GCC, AVAYA

“At the Dr. Sulaiman Al habib medical center, customers can walk into their hospital for cuttingedge radiology, surgical or clinical services treatment, and on their side will be the toplevel technology that a modern enterprise demands for truly advanced communications in any industry.” O CTO B E R 2 014

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NETWORKING

Providing Smart Wi-Fi Networks

Ruckus Wireless, in collaboration with Swisscom enabled the successful deployment of Smart Wi-Fi networks to the Radisson Blu Yanbu and Radisson Blu Jeddah hotels in the KSA

Radisson Blu hotels & Resorts, part of the Rezidor Hotel Group, currently operates more than 230 hotels worldwide, with another 51 projects under development. Radisson Blu is a first class full service HOTEL brand with key differentiators such as the 100% Guest Satisfaction Guarantee and the Yes I Can! spirit of service. Carlson, a privately held, global hospitality and travel company, based in Minneapolis (USA), is the majority shareholder of The Rezidor Hotel Group. Together, Carlson and Rezidor have hotels in more than 90 different countries, 1,070 hotels in operation and 240 hotels under development. Addressing the painpoints: Ruckus Wireless, in collaboration with Swisscom enabled the successful deployment of Smart Wi-Fi networks to the Radisson Blu Yanbu and Radisson Blu Jeddah hotels in the Kingdom of Saudi Arabia (KSA). These new networks provide more reliable and faster wireless Internet access than the hotels’ legacy Wi-Fi systems across both properties, inside and outside, enabling Radisson to meet the rising demand for Wi-Fi created from bandwidth heavy data, voice and video traffic, especially from mobile devices such as smartphones and tablets. Solutions Implemented: Ruckus Wireless, along with Swisscom offered an overall HSIA (High Speed Internet access)

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Solution to deliver the infrastructure required based on fewer APs. For the Radisson Blu Yanbu, Ruckus supplied 48 Access Points in total. For the Radisson Blu Jeddah, Ruckus supplied 110 access points. Other projects: Ruckus Wireless has worked with a number of renowned hospitality customers in the region and globally, including Fairmont, Marriott Hotels and the Four Seasons. Moreover, the company’s latest customers for public areas and outdoor Wi-Fi delivery have been a great testament to the success of the company’s solutions in this sector with clients such as the Maracanã stadium in Brazil that hosted the 2014 World Cup finals, and the cities of San Francisco and San Jose in the USA (smart city Wi-Fi provision). Partners involved in the projects The project was a collaboration between Ruckus Wireless, global supplier of advanced wireless systems for the rapidly expanding mobile Internet infrastructure market, and Swisscom Hospitality Services, a group company of Swisscom which designs and operates integrated technology solutions for hotels, for Radisson Blu Yanbu and Radisson Blu Jeddah Hotels in KSA. According to Roger Hockaday, Director of Marketing, EMEA, for Ruckus Wireless, “The collaboration between the three parties, Ruckus Wireless, Swisscom, and the Radisson Blu hotels

ROGER HOCKADAY

DIRECTOR OF MARKETING, EMEA, FOR RUCKUS WIRELESS

“The collaboration between the three parties, Ruckus Wireless, Swisscom, and the Radisson Blu hotels was highly efficient and proactive.” was highly efficient and proactive, resulting in a quick delivery of service. Ruckus has been collaborating with Swisscom on hospitality projects for a long time and our prior shared experience contributed to the overall success of the project.” Outcome and ROI: The speedy implementation of the solution was highly appreciated by the Radisson Blu Hotels and the impact on guest complaints regarding issues with wireless access was immediate - they dropped by 95%. Results indicated that Wi-Fi coverage highly improved and advanced applications run more smoothly. Time period of delivery: The project was completed within a ten week planning and implementation timeline. ë

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Lexmark connects people, processes and information.

Lexmark connects unstructured information - paper and digital- with the people and processes that need it. Simple as that. Processes run more smoothly. People work more effectively. Customers remain more satisfied. Choose from a variety of customizable solutions for your business needs.

Contact your local distributor, or email

sales@lexmark-me.com

14EMEA3141

www.lexmark-me.com ÂŠ 2014 Lexmark International, Inc. All rights reserved. Lexmark, and the Lexmark logo, are trademarks or registered trademarks of Lexmark International, Inc. in the U.S. and other countries. Other names may be trademarks or registered trademarks of their respective owners.

SUCCESSFUL PROJECTS

CLOUD COMPUTING

eDHF Deploys Hosting Solution for Tejuri.com eHDF delivered a comprehensive hosting solution for Tejuri.com by offering infrastructure as a service (IaaS) for hosting the customized application within eHDF’s private cloud.

Supported by Dubai’s Department of Economic Development, Tejuri the e-Shopping Mall will build on the success of Tejari FZE, the B2B online portal that pioneered supply management technologies and professional services over the past decade. Tejuri gives you the ability to look at all the available choices in one secure and convenient, 24/7 location, so you can shop smart, with more control over your shopping choices. Addressing the Pain Points: eHDF implemented cloud-based infrastructure services for Tejuri.com, UAE’s leading online mall. eHDF addressed Tejuri.com’s growing IT priorities including the need for agility, responsiveness, performance, and latency within eHDF’s private cloud. Additionally, eHDF also managed Tejuri.com’s website security, which was recognized as one of the most secure sites. Solutions Implemented: Based on their requirements, Tejuri.com decided to work with eHDF for cloud-based infrastructure services within the UAE. eHDF delivered a comprehensive hosting solution for Tejuri. com by offering infrastructure as a service (IaaS) for hosting the customized application within eHDF’s private cloud. The solution included

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dynamic scalability, 24x7 availability, enhanced security and continuous monitoring of the application, servers and network devices. eHDF also deployed other features to ensure that Tejuri’s website was protected. These include: l Next-gen Anti-malware and HIPS solution. This solution doesn’t use Agents on Operating System and the protection is directly provided at Hypervisor level l Hybrid Firewall solution where Cloud Firewall integrates with Hardware firewall l VXLAN/VCD-NI Network segmentation Emcor Facilities Services: eHDF assisted Emcor, a leading facilities management company, to transition their IT to hybrid-private cloud in order to effectively deliver infrastructure-as-a-service (IaaS) without compromising the bottom line of depleting project budgets. eHDF also provided them with highend computing hardware and security like servers and firewalls, leased data center infrastructure including core switching, perimeter security, load balancers and storage area networks. Outcome and ROI: eHDF’s service provision to Tejuri.com covers the complete monitoring and management of

YASSER ZEINELDIN

CEO, EHOSTING DATAFORT

“The solutions helped develop Tejuri. com’s e-retail and commerce platform by providing reliable, scalable and user friendly cloud solution.” the IT infrastructure including servers, network devices, operating system and databases. On demand storage and flexible backup policy along with burstable internet bandwidth means that the solution can easily scale as the business grows. The solutions helped develop Tejuri.com’s e-retail and commerce platform by providing reliable, scalable and user friendly cloud solutions. Customer Testimonial: Ayaz Maqbool, MD, Tejuri.com, said, “There is great potential for eCommerce in the Middle East with the internet-savvy younger generation leading the trend in online shopping. However, to tap into this fast-growing segment and generate significant revenue, local retailers require a strong, secure and reliable eCommerce infrastructure. At Tejuri.com, we aim to bridge this gap and help retailers demonstrate that we can offer global standards in security, services and a holistic shopping experience. Undoubtedly, eHDF has been a reliable partner, putting us on the path towards achieving our objective and growing our business.” ë

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Atlantis, The Palm Enhances Five Star Travel Experience with Mobile Devices Managed by AirWatch Mobility was considerate to a technology for most of the industry verticals except the hotels as they do not have scope to work remotely. But looking at the capability of mobility, hotel industry is enabling the works for their daily chores an replacing paper documents and delay - whatsoever - in time from the instruction to the action. n W O R D S : S A N J AY M A H A PAT R A < S A N J AY @ E N T E R P R I S E C H A N N E L S . C O M >

THE CLIENT Atlantis, The Palm is the first entertainment resort located at the centre of The Palm Jumeirah in Dubai. The unique ocean-themed resort opened in September 2008 and features a variety of marine and entertainment attractions, as well as 17 hectares of waterscape amusement at Aquaventure Waterpark, all within a 46 hectare site. Atlantis, The Palm is known as the culinary destination in the region with a collection of world-renowned restaurants, including Nobu and Ronda

Locatelli. The resort boasts an impressive collection of luxury boutiques and shops as well as extensive meeting and convention facilities. From the hotel architecture to the award-winning restaurants and must-visit aquatic attractions, this is one of Dubai’s luxury resorts that never ceases to amaze the senses.

THE CHALLENGE Atlantis, The Palm has earned a reputation for being a luxury hotel that provides guests with excellent service,

largely due to the contributions of the housekeeping staff. Prior to using mobile devices, each housekeeping staff member was given a printed sheet listing the rooms they needed to clean. Unfortunately, this method did not account for all housekeeping changes, including late guest checkout times and guests not wanting to be disturbed. “These delays accounted for a considerable amount of wasted man-hours during peak seasons,” said Joe Tesfai, senior vice president of information technology, Atlantis, The Palm.

SOLUTION OVERVIEW CLIENT ATLANTIS, THE PALM INDUSTRY HOSPITALITY GEOGRAPHY DUBAI SOLUTIONS BYOD, MDM, MAM DEVICES 1,000-5,000

JOE TESFAI

SENIOR VICE PRESIDENT OF INFORMATION TECHNOLOGY, ATLANTIS, THE PALM

“THE CONSUMERISATION OF TECHNOLOGY IS PUSHING THE HOSPITALITY INDUSTRY TO QUICKLY ADOPT NEW TRENDS. AIRWATCH ENABLES US TO KEEP PACE AND IMPLEMENT A MOBILITY PROGRAM TO ENSURE WE ARE A STEP AHEAD OF THE COMPETITION.”

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CASE STUDY

Through market research, Mr. Tesfai and his team identified a software-based solution that promised to dramatically change the way the housekeeping tasks were managed and assigned. It integrated with front-of-house computer systems, keeping room information up-to-date for housekeeping staff. This solution required each staff member to use a network-connected iPod within the hotel. To support and deploy more than 150 iPods, Atlantis, The Palm needed a mobility management platform to enable comprehensive mobile device administration. Bring your own device (BYOD) was also an important option for Atlantis, The Palm. “In the past, our executive team used BlackBerry devices for company email access,” Mr.Tesfai noted. “Other employees expressed a desire to use their personal smartphone to access company email and resources, so finding an enterprise mobility management (EMM) platform that could support BYOD functionality was essential for enabling greater employee productivity and satisfaction.”

THE SOLUTION Mr. Tesfai and his team researched a number

of EMM providers in the marketplace. Guided byEMW, a leading Middle East-based supplier of ICT products and services, Atlantis, The Palm selectedAirWatch as its provider of choice. The roll-out was managed by EMW in collaboration with the hotel’s IT team. EMW also provided detailed technical trainings to streamline day-today operations at the hotel. With AirWatch, Atlantis’s IT administrators can now track and monitor managed devices wherever they are and can push critical profile and security updates to the devices without requiring staff interaction. “We were impressed by the AirWatch content delivery capabilities,” said Mr. Tesfai. “The ability to containerise content and deploy it directly to multiple devices is something we now see as essential to hotel operations. It helps us ensure that every device is up-to-date and maintains a high level of security while limiting data leakage.” Atlantis, The Palm also plans to use iPads to streamline the guest check-in process and to create digital menus for its signature restaurants. “We are striving to reduce check-in lines for guests by providing booking details on iPads to

hotel staff,” explained Mr. Tesfai. “Adopting the tablet alternative to hard copy menus allows us to dynamically update food pricing and availability and share special offers with our guests. Mobile devices impress our guests and enhance the world-class customer service that we provide,” he said. AirWatchenables the hotel to embrace BYOD, which allows more than800 devices to access corporate information and email. The cloud-based nature of the solution means device management is possible from any computer with a Web connection, allowing Atlantis, The Palm to keep track of hotel-owned and BYOD devices from any location. This has contributed to a return on investment for the hotel within a few months of initial implementation. While improving employee satisfaction, BYOD has also meant that employees approach IT to fix broken devices or retrieve lost devices less frequently. “The consumerisation of technology is pushing the hospitality industry to quickly adopt new trends. AirWatch enables us to keep pace and implement a mobility programmeto ensure we are a step ahead of the competition,” said Mr. Tesfai. ë

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SUCCESSFUL PROJECTS

VIRTUALIZATION

Avaya Simplifies the Network of DWTC Dubai World Trade Center (DWTC) Software-Defined Network Installation by Avaya has helped reduce costs and has provided agility

About DWTC: The Dubai World TRADE Centre has played a pivotal role in the growth of international trade for the Middle East, ever since our inauguration in 1979. Then, it was through the landmark 39-storey Sheikh Rashid Tower. Today we are the region’s largest purpose-built complex for events and exhibitions. The epicentre for business tourism in the region, we power the MICE sector through our size, resources, diversity of calendar and scale of events. As well as connecting people through the events we host, we play a major role within Dubai’s economy, attracting revenue for the city’s sights, restaurants and HOTELS. Each year, DWTC events create more than 25,000 jobs or 36,000 including ancillary sectors that benefit from our events. Addressing the Pain Points: Dubai has grown since the inception of the DWTC and so too have the demands of exhibitors, vendors and visitors. FaridFarouq, Vice President IT Dubai World Trade Center, realized that the IT infrastructure for the event giant needed to be streamlined. “We were doing things manually” he recalled, “and we have always pro-

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vided an extremely high level of customer service, but I knew we could do it even more efficiently.” With over 500 events annually ranging from exhibitions, conferences, meetings, concerts, and even weddings, Farouq realized that the network infrastructure must be agile, resilient, and able to quickly adapt to fast-changing environments.” Solutions Implemented: l Avaya Fabric Connect :Avaya Fabric Connect offers a future-proof foundation for today’s megatrends—network virtualization, cloud, mobility, and video—while simplifying the network and reducing operational costs. l Many networks are vulnerable to outages, lack efficiency, and are complex to operate and manage. They can cause bottlenecks that slow the deployment of applications and services. Get around these obstacles with an innovative way to design, operate, and manage networks. l This enhanced implementation of the Shortest Path Bridging standard helps you achieve interoperability and create hybrid private/public clouds. See faster time to service, better agility, better business continuity, and increased efficiency in your network.

MOHAMMED AREFF

MANAGING DIRECTOR, GCC, AVAYA

“The new technology helps automate service provisioning, improve performance, and reduce network outages.” Other projects: Full stack implementation for Suleiman Habib Medical Center, Dubai Healthcare City, and others undisclosed. Outcome and ROI: The result was a fully integrated, end-to-end network virtualization solution. The new technology helps automate service provisioning, improve performance, and reduce network outages. Thousands of switch ports, hundreds of access switches, tens of core network elements serving over 2.2 million visitors and exhibitors with their devices and applications, all work seamlessly during mega shows such as GITEX, Gulfood, and Arab Health, yearlong with no interruptions. Time period of delivery: Not available. ë

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MY OPINION

INTERVIEW

Bending Policy for Loyalty In the competitive world of B2B operations what matters is how transparent are the vendors and what benefits they pass on to the partners.

ELHAM ALIZADEH,

CHANNEL MARKETING MANAGER AT ESET MIDDLE EAST

What is your channel strategy in the region? Our channel strategy in the Middle East is based around our ESET Partner Program which was launched at the start of the year. Through this program, we offer more support and recognition to our strong and growing regional channel base. An extension of ESET’s global partner program, the scheme has been tailored for the region and aims to empower our reseller and system integrator partners to help them secure greater market shares in both, the business and home user segments. The ESET Partner Program categorizes partners as Gold, Silver or Bronze according to their revenues, commitment to ESET and ability to provide dedicated end-user support. We extend benefits that include free sales and technical trainings, discounts, demo license keys as well as pre-sales and post-sales support to all partners registered in the program. In addition, higher partner levels are offered rebate programs, dedicated managers from ESET, access to sales leads and funding for marketing activities. In order to better serve the needs of its valued clients, we also offer pre-sales consultancy, POCs and post-sales support to our Gold partners. How different is it from others in the competition? As a special consideration for the region, the ESET Partner Program makes certain concessions that enable partners and system integrators to qualify for a particular status based on their

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loyalty to ESET and market position, even if they do not meet certain requirement criteria. ESET also has a clearly defined deal registration policy. This prevents multiple bids to the same lead and ensures that it is not just the cost that determines the success of a bid. Our clients therefore get the best possible implementation and services along with our solutions. What is the training landscape in this programme? Partner trainings are a very important part of our channel commitment. We regularly conduct trainings across the entire region. We have even recently increased our training room size and facilities to enable more partners to avail of these trainings simultaneously. Furthermore, twice a year, senior training professionals from our global team are brought to the region to deliver highly specialized trainings. What other programmes you have to enable the partners? Throughout the year, we incentivise our partners and reward them for their efforts. An example of such a program that we conducted this year is the ‘ESET Summer Bonanza’ which enabled sales executives from our reseller partners to win a trip to Cyprus, a weekend stay in a luxury hotel or a gift voucher for achieving pre-determined sales targets. Under the ‘Summer Retail Rewards’, ESET’s retail partners too stand a chance of being rewarded with gift vouchers for amounts that are directly linked to their sales revenues.

“The ESET Partner Program makes certain concessions that enable partners and SIs to qualify for a particular status based on their loyalty.” What are your in house resources to support the channel strategy? Our sales teams also support our partners at every phase of the bidding process right from pre-sales to the POC etc. Since we are a 100% channel driven organizations, it is essential for us to be highly committed to our channel partners and so we do our very best to provide them with our best support. I actively engage with our channel partners to conduct activities such as incentive programs, joint customer events etc. What kind of growth are you expecting to the programme ambit? We have launched our partner program at the start of year 2014 and it has been well accepted by our partners and distributors. We donot see a need for change immediately however we are open to suggestions from our team and partners. ë

COVER FEATURE

EMT

Eyeing the

Top Spot Even though it is a new company in the region but emt Distribution has already created splash in the market because of its high profile CEO’s on-ground experience and expertise in information security domain. His pragmatic approach to the business has attracted many vendors to be along with him to create strong VAD option for the partners.

s per the press release of Gitex Technology week, the IT spending of the region till 2020 is 15 – 20 billion US Dollars. It means there is a huge opportunity for the IT companies to play in this region. But they need very smart strategy with right solutions and services in their arsenal. Along with this experience and relationship will matter the most. Talking about emt Distribution, in this situation, the positives are outweighing the negatives. The CEO of the company for this region, Mohammad Mobasseri, is a star in this region as far as B2B IT market is concerned. He brings a lot of vendor relationship on his own and with emt Holding at its back, emt Distribution ME becomes a stronger proposition for the market. Therefore within a year of its operation, the emerging VAD, as many call it, has become the sore of the established VADs. Not only has it expanded its vendor relations but also has expanded its geographic reach and partner numbers. Mobasserisays, “We were focusing on few

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things last year, like Partner Program improvement, adding new products and increasing brand awareness, and after 1 year our internal evaluation and external review shows that we have 100% achieved our goals. This year, we intend to be among top five Security Value Added Distributor in the ME region. As always, emt’s focus has been working with best of breed technologies and vendors. This year the company has successfully launched seven new brands in the region and they are as follows: n AlienVault n Avira n WhatsUp Gold from IPSWITCH n GWAVA n GalaxKey n Bee-ware – DenyAll n ICS

From the geography perspective, headquartered out of Dubai, emtis focusing on middle east and Africa region. Mobasseri added, “However after GCC being our main focus this year we could expand our reach to Africa and also Levant region, of course our APAC office also has a drastic expansion to India market and accordingly all other eightemt office world-wide had reasonable growth.” Highlighting the role of the partners, Mobassericommented, “We have been fortunate to have loyal partners associated with us and it is our pleasure to work with them for many years however we have been able to start working with more enterprise System Integrators due to wide range of product portfolio we have.” As a growing company adding professional and experience staff has always been the priority. As per Mobasseri, he has been able to find right candidates for right jobs that enabled the company to increase its resources by 30% in recent months. As per him, today, the company is fully equipped with experienced professionals

COVER FEATURE

MOHAMMAD MOBASSERI,

CEO, EMT DISTRIBUTION

“As we are going to focus on emt Academy this year I believe it will give a greater advantage for partners to join us.”

from various nationalities that can speak almost seven languages, and this is one of the greatest resource emt has as it helps partners to easily communicate in their own language. Nevertheless, Gitex 2014 is a platform where emt would like to explore and exploit. When the company is going to talk about all its products in the expo, but the focus will be more on Secunia, Avira, Kaspersky Lab, 2X, GWAVA, WhatsUpGold and DenyAll solutions. Based on its last years’ experience and footfall at its booth, this year the company expects over 1000 visitors to visit emtduring GITEX Technology Week. Last year, emt booth had witnessed good amount of visitors from Africa but generally it is a healthy mix of all the countries across Middle East Africa.The company would certainly like to see its reach expanded to every possible corner of this region. Hence Mobasseri is open to any association from any part of the MEA region. In order to support the partners, the company has developed a beautiful partner programme known as “emt Magnitude”, which accommo-

dates best practices for the development of any partner. Mobasseri added, “However our partner advantage program will be added to this, plus we regularly update the program to make it more exciting for the partners.” In order to train the partners on various new technologies that the company has been aligned with, emt has created a training academy for the partners known as emt Academy. As per Mobasseri this will surely trigger high vector growth or emt as they are going to focus on emt Academy this year.He concluded, “I believe it will give a greater advantage for partners to join us and not only sell and support our solutions but also get advantage of the training and knowledge transfer benefits.’

FINALLY… As the arsenal of a distributor needs right products, right manpower, right programme and right strategy to pass on technology knowhow for growth, perhaps emt has accomplished all the requisite traits to make it big. So post Gitex it will be certainly an exciting time for the company. ë

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SUCCESSFUL PROJECTS

FORTINET

Fortinet Protects Holy Spirit University of Kaslik 8,000 students, 1,300 instructors and 400 employees going for BYOD, the Holy Spirit University of Kaslik wanted to implement a solid security strategy .

About USEK: The Holy Spirit University of Kaslik (USEK) is a private Catholic higher education institution founded by the Lebanese Maronite Order (LMO). It is, thus, the first university which was established upon a Lebanese initiative and by Lebanese citizens (in this case by the LMO monks). From that moment, these monks, who had been entrusted with a teaching mission for more than three centuries, have undertaken the management of USEK. Their remit was to provide university teaching, in conformity with the requirements of the labor market and in close association with scientific research. Addressing the pain points: With the proliferation of the university’s students and faculty staff use of personal mobile devices (BYOD), such as tablets, smartphones and laptops via the university’s wireless network,it became crucial to implement a solid security strategy to enforce both wired and wireless access and use policies to both internal and external resources to prevent possible security threats without compromising the user experience. USEK were seeking a UTM solution/ NGFW that contains rich features like IPS, Application control, Bandwidth management, Web-content filtering and VPN with the ability to create, deploy and manage security profiles in a very efficient and simple way.In May 2014, the university decided to replace its existing Cisco,

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Tipping Point and Blue Coat security solutions with a single provider in order to standardize our network security and simplify the management of its security appliances. “We previously relied on solutions from different vendors to protect our network and applications, moreover with Fortinet’sFortiGateplatform, we have broad security features within a single appliance. Only FortiGate had all the security and authentication features that match our specific requirements without compromising security and performance. During our various tests, Fortinet’s solutions proved to be technically superior to competing solutions both in terms of performance and reliability,” said Ziad Eid, IT Director and CIO at the Holy Spirit University of Kaslik. Solutions Implemented: l The institution implemented Fortinet’sFortiGate Next-Generation Firewall (NGFW), FortiAuthenticatoruser identity management, and FortiAnalyzer for network security logging, analysis and reporting. Fortinet’s appliances were chosen for their high-level of performance, broad range of security features and ease of deployment and management. l The implementation of two FortiGate800C next generation firewall appliances, two FortiAuthenticator-1000D and one FortiAnalyzer-1000C was completed in May 2014 by Fortinet’s partner, Triple C, to deliver the follow-

ing integrated features : IPS, application control, web-content filtering, SSL and IPSec VPNs, with the ability to create, deploy and manage security profiles in a simple and efficient way. The migration from the previous Cisco firewalls to Fortinet was smooth and seamless, while a unique approach integrating with the existing wireless controllers, USEK were able to receive accounting messages related to 802.1x wireless authenticated users through the Forti-Authenticator device. l User identity and access security was strengthened using the FortiAuthenticator1000D Single Sign On (SSO), to manage and enforce the unique user’s security profile for both wired and wireless access. The big advantage of Fortinet over all the competition is the ability to do seamless authentication with Active Directory. It enables user identity based security without impeding the user or generating work for network administrators. Built on the foundations of Fortinet Single Sign-On, the FortiAuthenticator is the network’s gatekeeper, identifying users, querying access permissions from third party systems and communicating this information to the FortiGate devices for identity-based policies enforcement. Now a user will benefit from the same security profile applied whether using a desktop or using any mobile device. l Finally, the FortiAnalyzer-1000C, Fortinet’s logging and reporting appliance, securely collects and centralizes daily logs of FortiGate devices and allows the creation of

SUCCESSFUL PROJECTS

ZIADEID

IT DIRECTOR AND CIO AT THE HOLY SPIRIT UNIVERSITY OF KASLIK

“Only FortiGate had all the security and authentication features that match our specific requirements without compromising security and performance.” to solving the problems they had with the existing solution.”

reports and statistics for complete visibility of the network security posture and network traffic analysis. Thanks to FortiAnalyzer, the reports generated help USEK in improving its services and optimizing our security profiles. Other Projects: We have few Fortinetprojects, we are currently deploying three Fortigate 300C within our remote campuses as well as our Hospital (Centre HospitalierUniversitaire, Notre Dame De Secours) Partners in the Project: Fortinet’s Gold partner Triple C carried out

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the implemention. “Since the beginning of our business relationship with Fortinet in 2004, Triple C have adopted Fortinet’s security solutions and promoted its innovative products in various vertical markets across Lebanon,” says Jacques Rahmouch, VP of Business Development at Triple C. “As a Fortinet Gold partner with 5 FCNSP certifications, we have conducted successful POCs against the major players in the market to proof the Fortinet solution value, and our certified technical team successfully rolled out the solution by migrating from legacy products to Fortinet. We are glad that USEK entrusted Triple C for its security expertise and outstanding technical support and Fortinetsecurity solutions

Outcome and ROI: Having completed the deployment of Fortinet’s solutions at its main campus, the institution is now evaluating network security at its other locations. We are securing more than 8000 students, 400 employees and around 1300 instructors who are using our systems and internet connection heavily. “Very soon we will implement FortiGate-300C at our biggest branch in the Zahle area. We have acquired a good level of technical know-how and are capable of deploying and managing our Fortinet appliances. This success has motivated the IT team to have more Fortinetimplementations at branches and remote faculties as well,” explains Abdo Karaki, Head of Network and Security Division at the Holy Spirit University of Kaslik. Business wise, major benefits have been noticed since the Fortinet implementation. l All applications have been identified and their usage is being controlled efficiently l UTM policies are being applied to both wired and wireless users. l Maximum productivity with fair‐use enforcement. l Identity‐driven policies without complexity of deployment. l Improving ROI and significantly lowering TCO (Total cost of Ownership). ë

Ashok EDM.pdf 1 03-Oct-14 3:02:20 PM

OUT-OF-BAND 2-FACTOR AUTHENTICATION

via sms ONE TIME PASSWORD ALL IN ONE APPLIANCE GATEWAY FOR OTP GENERATION, AUTHENTICATION AND AUTHORISATION

ConeXa

CMY

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ConeXa

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sendQuick® ConeXa was honored with Gold at the Golden Bridge Awards 2014 in San Francisco for Technology in 2-Factor Authentication!

SUCCESSFUL PROJECTS

ADVERTORIAL

Websense® Triton® Ideal for Web, Email, Data and Mobile Threats The security threats facing today’s enterprise organisations are complex and rapidlyevolving. What protected you in the past won’t protect you today or in the future. You need a security system as sophisticated and intelligent as the threats themselves.Websense TRITON architecture is the solution.

he TRITON architecture is the result of years of intensive research and development by Websense. It combines the industry’s leading Web, email and data loss prevention (DLP) security technologies into a single, unified security system that protects your organisation across all seven stages of the advanced threat Kill Chain. TRITON security solutions offer point-of-click protection with inline, real-time defences with the Websense® Advanced Classification Engine (ACE). ACE unites the seven security defence assessment stages in a composite scoring model using predictive analysis. These unmatched, real-time defences are backed by the Websense® Threat Seeker® Intelligence Cloud™—the world’s largest security intelligence network—and the expertise of the global Websense Security Labs™ research team. “Websense TRITON is the most advanced integrated security solution on the market,” said John McCormack, Websense CEO. “No other solution offers the broadest range of threat protection across the entire advanced threat Kill Chain, in a completely integrated system. Organizations are vulnerable if they rely on security solutions that only address part of the problem. TRITON provides comprehensive security that stops attacks other solutions miss. Today’s TRITON advances are yet another important step forward for our customers in enhancing their security defenses.”

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Unlike any other securityproduct on the market, TRITON solutions contain DLP in their DNA. The TRITON architecture uniquely leverages DLP as a defence as well as for compliance. Email gateways include WebsenseTruEmail DLP defences at their core, and their most advanced Web gateway provides full WebsenseTruWeb DLP policy controls, containment defences and unique features such as optical character recognition (OCR) of text in images. Additionally, forensic reporting provides comprehensive, industry-leading details and data capture on security incidents that are all easily accessed from

an advanced threat dashboard. DLP endpoint protection functions off-network and uses registered (fingerprinted) data for Windows and Mac OS systems and portable decryption secures data from endpoints on USB devices and portable media. Depending on the size of your organisation, you can deploy software, an appliance, Cloud services or a hybrid solution with the ability to host Web, email and data security on one platform. Hybrid appliance/Cloud-based deployments allow you to equally protect offices and remote users with ACE security defences.

TRADITIONAL SECURITY SOLUTIONS ARE EASILY BYPASSED. DATA THEFT OFTEN GOES UNNOTICED. Imaging a determined hacker breaks into your network to steal your intellectual property. He’s an expert, so he encrypts the data before removing it from your network. Would that trigger an alarm in your defences? Could your security solution distinguish between this attack and an employee banking online? It’s a tough call. And one that Websense can help you make.

CONTACT WEBSENSE For more information email: me@websense.com Meet with the Websense team, visit our distributors at Gitex.

Hall 1, Stand A1-12

Hall 1, Stand B2-3

Hall 2, Stand A2-2

TRITON STOPS MORE THREATS. WE CAN PROVE IT. © 2014 Websense, Inc. All rights reserved. Websense and the Websense logo are registered trademarks of Websense, Inc. in the United States and various countries. All other trademarks are the property of their respective owner.

SUCCESSFUL PROJECTS

JOHN MCCORMACK,

CHIEF EXECUTIVE OFFICER, WEBSENSE

“Websense TRITON® is the most advanced integrated security solution on the market.” stem from Web, email, instant messaging and peer-to-peer file-sharing. TRITON™ SOLUTION SUITES There are two TRITON solution suites: Websense® Triton® Enterprise and Websense® Triton® Security Gateway Anywhere. Both comprise Web security, email security and DLP capabilities.

Investing in TRITON solutions comes with the flexibility to expand security defences in the future over Web, email and data security. Looking for a leading proxy web gateway and integrated DLP as a defence and for compliance?Or, do you needadvanced malware defences and malware sandboxing analysis tools? You don’t have to settle for separate vendors that can’t offer the integration you need. Get all three from Websense, with the total integration, innovation and cost efficiencyof the TRITON architecture. The Websense Difference: ACE ACE provides real-time, inline, contextual defences for Web, email and data security by using composite risk scoring and predictive analytics to deliver the most effective security solutions available. ACE provides containment by analysing inbound and outbound traffic with data-aware defences for data theft protection. Classifiers for real-time security, data and content analysis—the result of years of research and development—enable ACE to detect more threats than traditional anti-virus engines every day (see the proof for yourself at www.websense.com/ proveit). ACE is the primary defence behind all TRITON solutions, and is supported by the Threat Seeker® Intelligence Cloud™. Websense Threat Seeker Intelligence Cloud:The World’s Largest Web Monitoring System

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The ThreatSeeker Intelligence Cloud, managed by Websense Security Labs™, provides the core collective security intelligence for all Websense security products. It unites more than 900 million endpoints, including inputs from Facebook and, in conjunction with ACE security defences, analyses 3-5 billion requests per day. This expansive awareness of security threats enables the Threat Seeker® Intelligence Cloud™ to offer real-time security updates that block advanced threats, malware, phishing attacks, lures and scams, while providing the most up-to-date Web ratings. The ThreatSeeker Intelligence Cloud is unmatched in size and in its use of ACE realtime defences to analyse collective inputs. Websense Security Labs™: Global Experts Working 24/7 Websense Security Labs drive security research and discovery, as well as investigating and reporting on advanced threats that traditional security research methods cannot capture. Recognised as a world leader in security research, Websense Security Labs publishes their findings to hundreds of security partners, vendors, media outlets, military and other organisations around the world, 24 hours a day, seven days a week on their award-winning Websense Security Labs blog. With a team of more than 100 global threat experts and operations in the Americas, Europe, Middle East, Africa and Asia Pacific, Websense Security Labs continuously monitors threats that include Internet-borne threats, and those that

TRITON SOLUTION MODULES The two TRITON solution suites are comprised of the following modules, available separately or in various combinations to meet your organisation’s needs: l WebsenseWeb Security Gateway Anywhere l WebsenseEmail Security Gateway Anywhere l WebsenseWeb Security Gateway l WebsenseEmail Security Gateway l WebsenseData Security Suite TRITON MOBILE SECURITY Websense® TRITON® Mobile Security is the only Cloud-based security solution that extends your existing security policies to mobile devices. Secure your dataand enable your businesswherever you and your employees go. TRITON Mobile Security provides effective Web security, mobile malware protection, app controls and reporting for mobile devices. It safely enables mobile devices in your workplace while protecting them from mobile malware, Web threats, phishing attacks, spoofing and more. A CHOICE OF PLATFORMS With TRITON®solutions, you have the option of choosing a single platform or mix of platforms and solutions that will best meet your needs. l V -series appliances—extendable, simple, powerful l I n-the-Cloud deployment—eliminate hardware and software installation and support costs l T rue hybrid deployment—the best of all worlds ë

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SUCCESSFUL PROJECTS

DATA CENTER

eHDF Enabled Dubai Aluminium With eHDF’s disaster recovery site, DUBAL would not face downtime in cases of disasters or emergencies

About DUBAL: Dubai Aluminium (“DUBAL”) is an operating entity of Emirates Global Aluminium (“EGA”), a jointly-held, equal-ownership company formed by shareholders Mubadala Development Company of Abu Dhabi and the Investment Corporation of Dubai. Dubai Aluminium (“DUBAL”) owns and operates one of the world’s largest aluminium smelters. Built on a 480-hectare site in Jebel Ali, the complex’s major facilities comprise a one million tonne per annum primary aluminium smelter, a 2,350 megawatt power station (at 30°C), a large carbon plant, casting operations with a capability of over 1.2 million tonnes per annum, a 30 million gallon per day seawater desalination plant, laboratories, port and storage facilities. Addressing the Pain Points: DUBAL (an operating subsidiary of Emirates Global Aluminium or EGA) has a production capacity of more than one million tonnes per annum and serves over 325 customers in at least 60 countries worldwide. The organisation has huge ICT requirements, which are met by its in-house IT experts who manage a large IT infrastructure including an in-house data centre. Given its massive operational requirements, maintaining business functionality during any potential crisis scenario is critical for DUBAL. The implication that any disruption could have on long-term business growth prompted DUBAL to consider an off-site services provider for disaster recovery. The company identified Enterprise Resource Planning (ERP) and email as the most critical applications for which a disaster

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recovery site at a third party data centre was imperative. Since DUBAL’s ISO20000 compliant data centres required the security and services of a certified managed services company, they decided to work with eHDF as we adhere to international standards and best practices, and have been awarded several ISO certifications. Solutions Implemented: eHDF hosted DUBAL’s offsite Disaster Recovery (DR) and Business Continuity Management (BCM) service as a fall back option in the event of downtime or disruption. This is accompanied by eHDF’s managed services such as managed security services, network infrastructure and management services, monitoring services and systems management services Other projects: eHDF boasts some of the Middle East’s most technologically advanced data centres with unparalleled infrastructure, high security, and a host of incomparable features. The environment is secure and highly available, offering significantly lowered downtime, reduced overall operating costs and faster time to market. eHDF’s tier-3 data centers are the backbone of our co-location and managed hosting services and have been successfully driving many enterprise businesses. We cater to local and global customers and some of our notable clients include Dubai

Financial Market, Panasonic, DUBAL, Tejuri. com, Khaleej Times, Société Générale Bank, TRIMEX Group, JRG International, Paramount Computer Systems, Dunia Finance and Geotab ME. We have deployed several crucial projects from our data centers. Some of these are highlighted below: l eHDF helps Dubai Financial Markets with 99.98 per cent data center availability and a secure server for the web application disaster recovery platform. eHDF’s tier-3 datacenter in Dubai hosts the complete replication and backup for the DFM website, along with other managed services, to provide backup in case of service interruption, high levels of demand or other occurrences that could risk the availability of the service. l Geotab, one of the largest fleet and asset management companies in the world, employed eHDF to host a crucial business application - the GPS tracking system. eHDF addressed the requirements for this application for low latency and round-the-clock live fleet data very effectively. They now offer a locally-based cloud hosting services solution hosted at their data centres in Dubai with speedy response time and minimal latency to the server. Outcome and ROI: With eHDF’s disaster recovery site, DUBAL can be assured of business continuity. This impacts bottom line results in the long run, as they would not face downtime in cases of disasters or emergencies.

SUCCESSFUL PROJECTS

YASSER ZEINELDIN

CEO, EHOSTING DATAFORT

“eHDF’s tier-3 data centers are the backbone of our co-location and managed hosting services and have been successfully driving many enterprise businesses.” “One reason we chose eHosting DataFort is they are Tier 3, which gives you 99.98% availability of the service. Availability is crucial. We are ISO 9001, 27001; eHosting DataFort also is certified – so even before we signed with them we knew they were certified, that makes us more comfortable dealing with them, and it means we have the same concerns in terms of information security, processes and change management. This matters for us, and it makes life much easier. They have a good technical team, with different skills, this makes us comfortable, also the security aspect of it, and the bandwidth, they are very flexible with us, if we require more bandwidth they deliver it on the fly. We don’t need to wait or call, it is automatic. This makes things much easier,” Hassan Abdulrahman Al Serkal, Executive Vice President, Chief Operations Officer, Head of Operations Division, Dubai Financial Markets.

Customer Testimonials “We are pleased to work with eHDF, who implemented a comprehensive disaster recovery and BCM solution as per our specifications, thus demonstrating a strong understanding of DUBAL’s requirements. Both the DUBAL and eHDF teams worked together seamlessly to achieve the defined objectives and even conducted live tests of the system to ensure everything is in place. eHDF’s technical competency has ensured

smooth delivery of the solution.” Ahmad M Almulla, Senior Vice President, Information Technology, DUBAL “Now, all of a sudden, we don’t have to worry about it. There’s somebody else that’s always there, so if something happens to the server, they are there. I don’t have to drive from somewhere or send somebody to take care of it. It means we can concentrate on the business,” Johan Wolhuter, Regional Manager, Geotab ME.

Customer Testimonial: Ayaz Maqbool, MD, Tejuri.com, said, “There is great potential for eCommerce in the Middle East with the internet-savvy younger generation leading the trend in online shopping. However, to tap into this fast-growing segment and generate significant revenue, local retailers require a strong, secure and reliable eCommerce infrastructure. At Tejuri.com, we aim to bridge this gap and help retailers demonstrate that we can offer global standards in security, services and a holistic shopping experience. Undoubtedly, eHDF has been a reliable partner, putting us on the path towards achieving our objective and growing our business.” ë

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SUCCESSFUL PROJECTS

COMMSCOPE

Oman Data Park Empowered by CommScope

CommScope provided the structured cabling solutions for Oman Data Park (ODP) which helped the organization have more control over the data centre infrastructure.

Oman Data Park is a joint venture between Omantel, a leading telecom services provider in Oman and 4Trust LLC, a leading Data Centre company in Oman. This brings about an unparalleled blend of experience, stature, and goodwill to provide IT services with the highest standards of reliability and responsiveness. The management team of Oman Data Park has a wide-range of competences to achieve, augment and support the IT and business practices of organizations both large and small. Oman Data Park being the first managed service provider in Oman with a vision to transform the future, where IT services will be available on demand. Oman Data Park has a notable portfolio of services like, Managed hosting, Cloud services, Hosted Applications and Managed services; all these are obtainable with a guaranteed uptime on an unparalleled customer support. The key to delivering these services are Oman Data Park’s state of art Data Centre which combines redundant systems with an integrated facility management infrastructure. Addressing the Pain Points CommScope was requested to provide the structured cabling solutions for Oman Data Park (ODP). Since cabling is a vital component of a reliable network, CommScope’s SYSTIMAX GigaSPEED X10D cable for 10 Gigabit Ethernet

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was installed by ODP alongside the fibre network to achieve redundancy while providing the bandwidth, data throughput and network efficiency. SYSTIMAX InstaPATCH 360 System, a pre-terminated Fiber Solution, is specifically designed to support locations such as data centres for that reason and complements the SYSTIMAX LazrSPEED 550 multimode fiber solution that was deployed to ensure future migration path towards 40GB and 100GB. Partners Involved: For this project, CommScope worked with their local partners in Oman, 4Trust, who provide both Turn-Key and Powered Base Building options. “CommScope is our partners of choice when it comes to data center solutions. Their aftersales support and on-going assistance has strengthened that partnership. With the regional technical support teams and partner programs, investment is always protected. The extensive regional presence and high calibre profile are a guarantee that CommScope’s competence is available to assist in any concern. Furthermore, our access to the comprehensive global website and content data base, as well as global client list, made the design of the data centre easier, as the access to sites where the solutions had already been installed, giving the

JIM CURRAN

VP, ENTERPRISE SALES, COMMSCOPE, MEA

“For this project, CommScope worked with their local partners in Oman, 4Trust, who provide both Turn-Key and Powered Base Building options.” possibility to talk to those clients around lessons learned and ideas on how to do it better.” – Ben Selier, Sales and Technical Director at 4Trust. Outcome and ROI: CommScope’s intelligent infrastructure management solution has also significantly contributed to ODP’s business success by giving them more control over the data centre infrastructure. Being a hosting facility, it is paramount for ODP to keep control over and track and record changes from within the network. This technology enabled ODP to monitor devices, changes and problems on the network as well as automate work orders. It has not only improved the process and operational efficiency and productivity, but it has also helped ODP save costs by minimizing potential expensive downtime. Time period of delivery: The total period for the delivery of the project was 9 months. ë

INFRASTRUCTURE

RITTAL

Rittal to Display Datacentre Solutions This Gitex is very large in many ways because the industry size is growing. The solution landscape is also changing and the buying pattern is also changing. Therefore, the vendors, who are present in the expo,are looking it as a platform to pause and take decisive action as per the market direction.

Founded in 1999, Rittal Middle East FZE - a subsidiary of Rittal GmbH & Co. KG. -is also staging a strong presence at Gitex 2014 with a large innovative stand of 108 SQM at Hall1, Stand A1-15. Being one of the world's leading system suppliers for enclosures, power distribution, climate control, IT infrastructure and software & services, the company expects customers from all sectors of industry, from mechanical and plant engineering, as well as from the IT and telecoms market, will show up in Rittal stand. IT Racks & Data Centre solutions will be the key focus for the company in this Gitex. Therefore, Rittal will display the New Generation SMART Systems for IT Infrastructure. Joseph Najjar, Managing Director, Rittal Middle East, said, “Innovation defines Rittal and differentiates us from competition. We are proud to be a leading adaptor to the Industry 4.0 revolution.” “Talking about the merging of IT and industry, i.e. the way in which a virtual, software-supported world is networking with the real world. Instead of simply focusing on individual products and process sequences, the task now is to take into account entire value chains. As in previous years, we introduce NEW products acknowledging market feedback and requirements for niche verticals & market segments. Partners benefit

from new product additions as it opens up new business avenues for them. GITEX platform is viewed as the launching pad for our Innovations and this year 2014 we are geared up to showcase our latest Innovations comprising a range of ‘SMART Systems for the IT Infrastructure,” he added. Rittal’sDatacentre solutions. n “RiMatrix” – Our Signature Data Centre offering, includes 5 important hardware elements in a Data Centre namely Racks, Power, Cooling, Security and Monitoring & Remote Management products. n “RiZone” - Rittal's DCIM software, provides a common management platform for the above data centre infrastructure and also forges a bridge between the two worlds of IT and building infrastructure. Rittal’s Dynamic Rack Control solution integrates RFID technology in the racks to provide Asset Management & Data Centre Capacity Planning, resulting in higher efficiencies. Physical Security solution ranges from specialized enclosures, to offer physical protection for 19” equipments, to IT security room to offer physical protection for the entire Data Centre He added, “Gitex also serves a great platform to engage with various professionals from different

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.” technology arenas - who are looking at collaboration of solutions and enhancing the offerings to the growing needs of the customers across all verticals. Attracting more than 800+ onsite registrations – we expect the number to grow this year. Rittal Channel Community would join the Rittal team supporting engagements with the audience at the Rittal Stand.”

FINALLY… Growing demands on new emerging enterprise technologies to maximise productivityand optimum availability of products at the customers end is having the integrators, resellers and distributors on the foot. Value-addition is now acompulsion than a choice to maintain stability on growth & revenues for all parties. Rittal’s innovative engineering, with focus on high efficiency, has brought about a refreshing change in the way the IT community started looking at Data Centres, reducing the operational expenses and reinforcing “Green Commitment”. ë

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FOCUS SAUDI ARABIA 52

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FOCUS KSA

KSA

KSA: The Kingdom Of Prosperity

As the world rapidly evolves, access to a modern ICT infrastructure, supported by strong regulation and active competition, is a key to reducing geographic and cultural barriers and furthering knowledge that helps to bridge gaps between cultures, economies, and societies. Saudi Arabia has not been insulated from these global trends either. 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 >

n 2006, Saudi Arabia made it easier to start a business by simplifying processes at its Ministry of Commerce. The Saudi Arabian General Investment Agency (SAGIA) finalized agreements with 17 government agencies to remove impediments and introduce incentives for businesses. In 2009 a one-stop system was created at the Ministry of Commerce for business registration and permits. It combined all registration procedures for local limited liability companies as a simplified process to encourage foreign investment. The size of the Saudi Arabian ICT market provides excellent operational scale, as well as the advantages of locating in a technology hub catering to over 350 million Arabic-speakers in the region. Because Saudi society is young and growing rapidly, its consumer market is weighted heavily towards technologically literate early

adopters.Saudi Arabia is the region’s largest ICT market with strong growth in consumer and enterprise end markets. ICT adoption is also increasing rapidly thanks to rising personal wealth and an unprecedented commitment on the part of the public sector to achieving leadership in connectivity and information technology. Saudi Arabia has embarked on a twenty-year ICT plan that will support widespread technology and telecommunications adoption across KSA’s households and enterprises. A combination of deregulation and substantial public investments will create attractive investment opportunities for the private sector. Faycal Saile, General Manager, Middle East, Africa and Turkey, Red Hat, says “Public sector IT spending is expected to cross 4.71Bn SAR in 2014 and is expected to grow to reach 6.79Bn SAR in 2017. New investments are expected

in areas such as Government-wide Enterprise Architecture, Cloud computing, Open source, Datacenter consolidation, Mobile Government (m-government).” The ICT investment in KSA has been very strong and there are few primary areas of interest. These are: Mobility: Enterprise mobility applications are allowing employees to access data and work on the go. The usage of mobile devices to increase engagement with customers or the organization’s target audience is also a trend. BYOD is also proving to be an attractive option as organizations can shift the cost of procurement to the employee. Security: With the new employee owned mobile devices connecting to corporate networks, security has taken centre stage in IT discussions. Most importantly, organizations are looking to leverage security solutions that do not interfere

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FOCUS KSA

with or degrade the usage experience in any way. Unified communications: This is a growing market in Saudi Arabia owing to the popularity of enterprise IP voice and collaborative applications. The key demand has been for solutions that are simplified and specifically tuned to the needs of the particular vertical market in which the

customer operates. Verticals driving the ICT industry in KSA Most of the ICT investment in the Kingdom is state driven which is why identifying the verticals driving ICT is as simple as knowing which sec-

SAUDI ARABIA BUDGET

Actual Budget set in the past 5 Years

Saudi Arabia Budget Growth in the past 5 Years - Billion SAR 820

855

690

540

2010

580

2011

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2012

2013

2014

tors have been emphasized in the governmentâ&#x20AC;&#x2122;s budget.In the budget released for 2014, education and healthcare were set as the top priority, accounting for 37 percent of total spending.Further, in May this year, King Abdullah approved a five-year plan worth more than 80 billion riyals ($21.33 billion) to develop Saudi Arabiaâ&#x20AC;&#x2122;s education sector- in addition to what is being allocated annually to the education ministry. A good example of how technology is being leveraged for education is the collaboration between the Ministry of Labour and EdX. Announced in July 2014, the new partnership enables the launch of an open platform Massive Open Online Course (MOOC) portal designed to bridge the gap between education and employment in Saudi Arabia and throughout the Arab world. Revamping the traditional education system with the hope of churning out more scientists, engineers and economists is the aim of this spending so it can be expected that increasing the utilization of ICT in the education sector will also follow. Pradeesh VS, General Manager at ESET Middle East believes that as a security provider, this is a huge opportunity for them. Children and young adults today are exposed to a number of online threats so protecting them will require utilizing the right security

FOCUS KSA

UNIFIED COMMUNICATIONS, CONFERENCING, AND TELEPRESENCE

MANAGED SERVICES, MANAGED NETWORK SERVICES

ENTERPRISE APPLICATIONS (ERP, CRM, SCM), BIG DATA AND ANALYTICS

CLOUD SERVICES, DATACENTRE SERVICES, HOSTING AND COLLOCATION

MARKET OPPORTUNITIES FOR ICT IN KSA

TELECOM SERVICES, ENTERPRISE MOBILITY

solutions. Similarly, with schools digitizing records, it becomes essential that sensitive information relating to students do not fall into the hands of cyber criminals. The Kingdom is also pushing for the increased utilization of ICT in the healthcare industry. In fact, King Faisal Specialist Hospital & Research Center in Riyadh and Jeddah, Saudi Arabia, was the first hospital in the region to achieve Stage 6 on the Electronic Medical Record Adoption Model (EMRAM). As we see wider adoption of such technologies, it will become imperative for hospitals to ensure that sensitive patient records are secured from cyber threats during their storage and transmission. Also as recently as the last few months, there has been a massive boom in the Hospitality sector and from stadiums. Accommodation and tourist attractions are driving the hospitality market and increased project spending until 2017 in these areas are projected at 24% and 23% respectively. Stadium build outs are also big areas of investment with plans to build 11 brand new stadia already announced. As a new area of investment, there will be plenty of need for consultancy, implementation and support services for these new developments. Furthermore, both the hospitality and stadium verticals are customer oriented markets which is why organizations are sparing no expense in ensuring that the latest and best technologies are leveraged to deliver the best possible experience. With the technology revolution in KSA, the different vendors are leaving no stones

SECURITY

MACHINETO-MACHINE SERVICES

unturned to launch new products and solutions to cater to the region’s demands. The mobility trend has resulted in the need for better connectivity solutions. Aruba Networks’ survey in the Kingdom found that 65% of respondents prefer Wi-Fi over any other form of connectiv-

VERTICALS DRIVING THE ICT INDUSTRY IN KSA EDUCATION

HEALTHCARE

HOSPITALITY

STADIUMS

IP-VPN AND ENTERPRISE DATA NETWORKS

ity. Companies must not only deliver reliable and ubiquitous Wi-Fi to employee and guest users, they must ensure that the performances matches up to user expectations. AmmarEnaya, general manager of Aruba Networks Middle East says that older 802.11n wireless enterprise networks are no longer sufficient. “This is why enterprises are turning to the 802.11ac Gigabit Wi-Fi standard. 802.11ac standard provides better signal and coverage for lower cost than its predecessors and provides enough WLAN capacity for users to see equivalent performance to wired Ethernet. Our 802.11ac APs feature a unique hardware and software design that improves the mobility experience of all users - even those with 802.11n devices”. One of the main areas of focus for ESET in the KSA market has been mobile security. According to a recent report by Ipsos Media CT, the Kingdom enjoys an impressive smartphone penetration of 79%. Yet, they feel that this market is being under served. While with enterprises, there is more awareness around mobile device management and security products, there remains a large gap in the consumer space. One of the main problems has been the lack of security solutions that are specifically designed for native Arabic speakers. ESET enjoyed a very positive response to their solutions because they stepped in to address this. Available in Arabic, ESET’s mobile security solution deliver features such as Antivirus, Real-time Scanning, Remote Lock, Remote Siren, GPS Localization and Tablet Support.

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SAFWAT ALSHAWAF

TERRITORY MANAGER, SAUDI ARABIA, INTERACTIVE INTELLIGENCE

RAMI KARAJA

CHANNEL MANAGER, KSA, FORTINET

“Our market strategy is “A majority of government organizations are evolving to be a leader for security solutions in the region and adopting the latest technologies in their contact and we aim to accomplish it by having focused and centres to provide better increased penetration in services and streamline the key customer verticals.” communications with citizens.” Pradeesh of ESET says they are also keen on driving uptake of their Remote Administrator 6 solution. With more devices connecting to the network from remote locations and branch offices, the job of managing the security infrastructure has been greatly complicated. The Remote Administrator tool enables centralized oversight and control of all ESET security solutions deployed in the network.

Aruba Networks has also been focussing on the small enterprise and consumer segment. There they are touting a product range that delivers enterprise quality Wi-Fi at a cost of procurement that fits the budgets of smaller organizations. Current products offered by Interactive Intelligence in KSA include their flagship Customer Interaction Center(CIC) product. It

POTENTIAL OF NEW TECHNOLOGY IN KSA Government entities and large enterprises lack faith in the public cloud and are instead likely to adopt a private cloud computing model. This is justified given that enterprise security is still a major concern. As cloud provider respond with solutions that address these areas, the need to improve business agility, optimize IT operations, and enhance operational efficiency will drive cloud momentum in the Kingdom. “BYOD is closely linked with Enterprise Security and Aruba ensures that its solutions address both the mobility and security needs of its customers”, says Ammar. Pradeesh echoes similar sentiments saying, “BYOD is where security will be compromised so we are ready to help our customers with the right products”. IT departments no longer deploy solutions and then work in security as an afterthought. Today, security is seen as a fundamental part of any deployment. Also, instead of security being seen as a business expense, businesses are acknowledging the cost savings they bring about in the form of reduced downtime, faster response and mitigation and better brand image.

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AMMAR ENAYA

GENERAL MANAGER, ARUBA NETWORKS MIDDLE EAST

“Aruba is a leader in the mobility and wireless domains. The mobility trend has resulted in the need for better connectivity solutions.”

is an all-in-one IP communications software suite that can be deployed in the cloud or on-premises. It offers contact centre, unified communications, and business process automation functionality to organizations of all sizes and types.SafwatAlshawaf, territory manager, Saudi Arabia at Interactive Intelligence says, “Currently, a majority of government organizations are evolving to Unified Communications and adopting the latest technologies in their contact centres in an effort to provide better services and streamline communications with citizens. This is where we believe our technology can provide significant value”. KhwajaSaifuddin, Senior Sales DirectorMiddle East, Africa, India & Turkey, WD says that WD expects demand for remote access NAS products such as the My Cloud EX4 to increase amongst SMBs while the desire for the new high capacity 6TB WD Red and WD Green drives is expected to be strong amongst consumers and businesses alike. He adds, “The WD Purple drive for the surveillance industry has rapidly become the de facto storage device for the industry and is becoming popular amongst corporate customers especially after its integration into leading DVR and camera

FOCUS KSA

manufacturer’s products”. Most of the vendors adopt a strong channel strategy for business in this region. Ammar of Aruba says, “It is our strategy to establish and develop partnerships both horizontally and vertically. By horizontally, I mean that we partner with leading IT technology vendors such as Dell, Microsoft, Alcatel, Brocade, Juniper etc. to co-develop integrated solutions that deliver end-to-end capabilities to our joint customers”. Aruba adopts a 100% channel driven approach. In Saudi Arabia, they have three distributors who sell to a network of 35 partners. Each of these partners is fully enabled with engineers who have been trained and certified by Aruba. Aruba has a large office in Riyadh and a smaller branch office in Khobar. They are also present in Jeddah. Ammar adds, “Our team is extremely proactive and will very often assist partners through the bidding, design, implementation and support phases of a project”. ESET caters to the KSA market through a wide network of channel partners who procure through their two distributors for the country. Interactive Intelligence has invested in building a local team in Saudi Arabia which covers

several areas including sales support as well as after sales support. They also have a local support team in Saudi Arabia to support our channel partners as well as customers. Their strategy is to sell their solutions through a solid partner network. Interactive Intelligence continues to expand its operation in Saudi Arabia. Though the picture of ICT is quite shiny in KSA, there is still a way to go before technology is all permeating in the kingdom. Several strategies are being adopted by vendors for creating technological awareness in KSA. Part of Aruba Networks’ vertical support strategy is partner education delivered through their training centre. They have a well established training partner based in Dubai that has branches in countries across the region including Saudi Arabia. Trainings are held bi-weekly to ensure that all our partners are up to date. Since they believe that training must be an ongoing process, they also have a dedicated team of in-house channel engineers who conduct quarterly technical reviews of each of the partners to ensure that they have been trained and certified. Khwaja of WD puts it across interestingly stating that their strategy for spreading awareness is two pronged – it focuses on our partners as well as our users. “We offer our partners extensive ongoing training programs so that they understand how WD’s solutions fit into user’s lives, making them more effective at promoting and selling our products. We increase awareness amongst consumers by

directly engaging them with periodic road shows. We also work with our partners to localize our marketing materials including in-store branding in Arabic so as to convey our message more effectively”. From the technology stand point, every player has been trying to tap its strength to maximise its market share in this region. The market has shown a growing demand for mobility, security and unified communications. Aruba has been mainly targeting mobility solutions and combines these with solutions from Juniper Networks, Dell and Palo Alto to deliver rock-solid security. For unified communications, they leverage their partnerships with Alcatel and Microsoft to cater to customers’ requirements. According to Pradeesh of ESET, besides mobile security, they have also found great potential for growth in endpoint security solutions. These are a vital component in any organization’s IT infrastructure and the host of regional threats have only further validated their relevance. Businesses need to keep in mind that a large number of data leaks in the enterprise can be traced back to human error and internal causes. He adds, “Our solutions provide administrators with advanced remote management tools which help them to manage endpoint devices. We also deliver proactive protection, high performance scanning, encrypted communications scanning and complete diagnostics like the ESET sys-inspector, ESET Sys-rescue, device control, web control, HIPS etc.” Interactive Intelligence is mostly focussed on Contact Center Solutions, Unified Communications and Business Process Automation. With the increase in APT’s (Advanced Persistence Threat’s) in the market, Fortinet is focusing on positioning its FortiGate and FortiSandbox portfolio as these provide an

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FAYCAL SAILE

GENERAL MANAGER, MIDDLE EAST, AFRICA AND TURKEY, RED HAT

KHWAJA SAIFUDDIN

SENIOR SALES DIRECTOR, MIDDLE EAST, AFRICA, INDIA & TURKEY, WD

PRADEESH VS

GENERAL MANAGER, ESET MIDDLE EAST

“Public sector IT spending “Our strategy for spreading “One of the main problems is expected to cross 4.71Bn awareness is two pronged has been the lack of SAR in 2014 and is – it focuses on our partners security solutions that are expected to grow to reach specifically designed for as well as our users.” 6.79Bn SAR in 2017.” native Arabic speakers.”

STILL THINKING WHY TO INVEST IN KSA Region’s largest ICT market Deregulation, privatization and WTO accession promoting private-sector opportunities Public-private funding partnerships Strong commitment to e-commerce and e-governance Significant unmet demands for web-based and mobile services Increased enterprise and government usage of web-based services Massive public investment in connectivity Public investment in education, healthcare and hospitaliy

added value and competitive edge over other Sandboxing technologies and are also more efficient with respect to the defence against APTs & unknown threats. Red Hat has just introduced Red Hat Enterprise Linux 7, a product that redefines the Enterprise Operating System. It not only lays the foundation for the open hybrid cloud and serves enterprise workloads across converged infrastructures, but it also pushes the operating system beyond today’s position as a commodity platform. Faycal adds, “We have also recently announced the general availability of Red Hat

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Enterprise Linux OpenStack Platform 5, the third enterprise release of Red Hat’s OpenStack offering, designed to serve as the foundation for building OpenStack-powered clouds for advanced cloud users, telecommunications companies, Internet service providers (ISPs), and public cloud hosting providers.” Red Hat Enterprise Virtualization 3.4 is now available globally as well as in KSA. It brings enhancements for traditional virtualization infrastructure, guest support for the newly released Red Hat Enterprise Linux 7, as well as advanced OpenStack support across compute, storage and networking.

Creation of technology awareness There are quite many players who don’t have a dedicated presence in the Kingdom. In such cases to ensure that the partners are extremely well versed with solutions, regular partner training and road shows are conducted by the vendors. Because of scheduling conflicts, it is sometimes difficult for certain partners to attend trainings. This is overcome by frequent webinars and newsletters. For example, Fortinet organized two key events namely the MENAISC and IDC Summit. This is just one example; most of the vendors organise their own events or participate in third party events. The question that arises is whether KSA does give back the ROI it promises. Results are quite positive. Aruba Networks have enjoyed a 30% year-on-year growth in the Middle East, with the KSA market reflecting this. They expect that this impressive double digit growth will continue as theyare focussing big time on the growing hospitality industry of the region. ESET expect growth in the education and SMB sectors.

FINALLY… Saudi Arabia continues to remain a high growth market. Companies can leverage capabilities in the health, education and hospitality sectors to make the best out of the glory the Kingdom has to offer. ë

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VAD

Mindware Steps into the Next Phase of growth

Over last 5- 6 years, the ICT business dynamics has changed and it has forced the traditional IT businesses to make a transition in their approach and products. So also has been done by Mindware but now that the industry requirements are becoming further intense and specialized, the company becomes pragmatic by changing its identity to sound more relevant to the partners.

MARIO GAY

GENERAL MANAGER, MINDWARE

“The mnemonic incorporated defines our corporate strength and emphasizes our forward thinking mindset and objective to achieve strong growth and drive innovation in the IT market.”

indware will roll out the launch of its new corporate logo this October 2014, marking this as the most dramatic change in its visual identity since 1991. The new visual identity presents Mindware as modern and evolving reflects the strength and direction of its IT portfolio and where we are heading, and emphasises its commitment to sustainability and focus on its corporate strategy. Mario Gay, General Manager, Mindware said, “Our new logo better com-

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municates what Mindware is today and reflects our expertise, loyalty to the partners and vendors with the focus on the colours of Blue chosen, the mnemonic incorporated defines our corporate strength and emphasizes on our forward thinking mind-set and objective to achieve strong growth, drive innovation and focus on sustainability in the IT market.” The visual identity chosen delivers and connects visually to both ends of the spectrum to the channel & vendors on our commitment, loyalty, and success. In addition to the launch of new logo, Mario

said, “As part of our strategy to ensure our partners and customers are up to date with upcoming event, new product updates, news and careers we have launched a Mindware APP available for download for free on APP Store & Google play which will be ready for use during Gitex 2014.” “In addition to the availability of key features to our channel partners and endusers on the APP; to make the Mindware APP experience a more interactive and enjoyable experience we have also launched a game within the APP which users can play, collect points for a chance to win rewards,” he added. ë

VAD

KNOW MORE ABOUT MINDWARE TEAM Behind the success and growth of Mindware, there is a strong team of leaders who take right decision at the right time. Let us know about them.

geographies, he currently lead and manage the virtualization business unit for Mindware across Middle East and LEVANT.He also works closely with partners and vendors across the region to ensure joint success.

Jeff Jacob, Business Unit Manager A veteran of 15 Years in the Middle East IT Channel, he has been with Mindware since 2005 and is currently responsible for running the business units of Microsoft and Dell. A cloud evangelist and chief team strategist involved with Mindware’s go to market strategy to maintain synergies with the new Devices and Software strategy of Microsoft & Dell. Prior to Mindware Jeff was with the SMS&P Team with Microsoft Gulf and also a stint with Microsoft in India. He has an MBA degree in marketing and a degree in economics from India. During his tenure,Mindware has been awarded multiple times for the being the best Microsoft Distributor in Gulf, MEA and EMEA. Wissam Hajj, Regional Operations’ Manager As Mindware’s Regional Operations Manager in an IT distribution industry, the main focus of Wissam is concentrated on the different recourses, activities and parameters affecting the company’s supply chain processes while simultaneously not overlooking commitment to the different stakeholders involved in our business. His responsibility also includes proper analysis, understanding and handling of these factors which enable Mindware to be at the competitive advantage sideand at the same time deliver the several products & services it currently represents. Vinod Kumar. K, Senior Credit Manager As a senior Credit Manager, he takes care of credit &collections, risk management, letter of credit administration, credit insurance management, customer visits and meetings andmanagement reporting. Vijay Kumar, Sales Director – Virtualization Division IT Sales professional with 14+ years of direct and Channel selling experience in different

Rabih Choucair, Symantec Product Manager. Joined Mindware in 2012, he has been handling the responsibility of the Symantec team and product line for the Gulf region. With over 13 years of experience,he believes that Mindware’s recipe for success is the ability to coordinate with the internal Teams and Channel community (Partners and Vendors) to develop the markets and promote Symantec and Quantum solutions.

on margins, stocks and receivables. To achieve this, this role is to develop a clear team structure & goal with regular feedback, training and fair evaluation of performance.

Adam Khan, Dell Unit Manager As a Dell Unit Manager, hemanagesDell business for UAE and Gulf, excluding Saudi and Lebanon territories.His role includes managing the sales team, and aligning channel strategies with Dell and focusing on reaching sales growth of Mindware.

Salim Karam, Country Manager – Levant As the Country manager of Mindware Lebanon, he leads sales, finance & operation team covering Levant region (Egypt, Jordan, Lebanon & Iraq). His goal is to develop the market for Mindware in that region and lead the market share.

Manoj Panchal, Sales Director – Volume Division His role includes motivate an engaged team to drive profitable growth in line with Vendors’ (Dell, Intel, Lenovo and Microsoft) and Mindware goals. This includes size as well as shape of the business. This includes keeping a sharp focus

Seema Wadhwa, Business Unit Manager - Intel,Lenovo. Her current role comprises handling the components business and hardware business (Intel, Lenovo). As a Unit manager she has to ensure the increase in market share as well as profitability of the product she manages.With the ability to see opportunities in driving technology into markets through partner connections and a close ear to market sentiments, relying on her teams’ skills and ability to gauge the right timing he has succeeded in helping the BU grow business by almost 50% over 2013 and has excelled by delivering high levels of performance and results, in a consistent and worthy manner.

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VAD

Eyad Aleriksousi, Business Unit Manager As the business Unit Manager, he is responsible for managing Juniper Business Unit across MENA region by setting individual teams and country objectives, and ensuring they are achieved through sales support, product management, and marketing planning. His main responsibility is to set sales and business strategies in coordination with management, ensure their communication to the team, and monitor the successful implementation. At another level, his responsibilities include engaging with channel partners to drive and support the channel sales and build mutually beneficial business relationships. Rania Al Khatib, Marketing Manager As a Marketing Manager, she is responsible for developing and directing variousmarketing strategies and activities across all regions to promote Mindware’s products and services, which include formulating and implementing marketing plans and budgets along with vendors for partners and ensuring they are a success, working with advertising and media agencies, monitoring and reporting the success of all marketing campaigns,analyzing market trends and delivering marketing communication for Mindware.

Shadi Tahan, Sales Director – Value Division Joined Mindware in Saudi early 2005, he currently manages a team of sales, pre-sales & operation across MENA covering mix portfolio of Security, Storage and infrastructure products, building go to market plans to enhance the footprints of the vendors tailored to in country objectives and liaise with the channels to have a long fruitful business relation for all parties. Sami Samara, Unit Manager – EMC Her role as Unit Manager is to oversee all related aspects of EMC business in Mindware. With a team of nine highly skilled people across the gulf and Pakistan, herjob is to recruit new partners, enable partners and generate together business in enterprise and SMB segments.

Jihad Arnaout, Country Manager - Kuwait, Qatar and Bahrain As the country manager for Kuwait, Qatar and Bahrain, he works closely with the Mindware business unit managers and to assist channel partners to benefit from Mindware services while aligning with the organization mission, strategic objectives and policies. His role includes managing the team across the regions, overseeing sales and coordinating with vendors to ensure availability of products.

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Arkan Saleh, Finance Manager As the finance manager, his role is to work closely with Mindware’s decision makers in ensuring that all financials are aligned with vendors, working on financial budget and audits with the group, manage and oversee the day to day operations for the accounts team and ensuring that we support the sales teams on any issues.

CASE STUDY

Sage Enabled BELHOUL SPECIALITY HOSPITALS – DUBAI Belhoul Speciality Hospital’s mission was to provide high quality, cost effective services in a warm, personalized environment with high caliber manpower, the latest medical technology and world-class systems.

Belhoul Speciality Hospital, a subsidiary of Belhoul Life care which also comprises of Belhoul European Hospital established in 1996 as the first day care hospital in the UAE,offersan extensive range of medical specialties, advanced diagnostic technology and outstanding services, making it a state of the art, comprehensive healthcare provider in the region. The Belhoul Speciality Hospital has been making waves in the rapidly changing health care segment in the Middle East. Conveniently located in buzzing emirate of Dubai, Belhoul Speciality hospital is a multi-speciality healthcare provider that offers advanced tertiary care combined with a holistic

approach to Lifestyle management with a strong emphasis on prevention and cure. This speciality hospital providesan entire spectrum of healthcare specialties under one roof, making it convenient for patents to receive all the medical attention they require at the same place. The hospital consists of more than 20 state of the art clinics, equipped with cutting edge technology and world class systems tocater to various areas of healthcare, diagnostics& surgical specialties. Vision To be the most advanced, internationally recognized multi-speciality healthcare center in the U.A.E.

Mission To provide high quality, cost effective services in a warm, personalized environment with high caliber manpower, the latest medical technology and world-class systems. Challenge The hospital’s managementwas concerned about the harsh challenges faced in executing and implementing proven business management solutions in the hospital so the medical representatives could address healthcare conditions in the UAE while adhering to the local healthcare regulations and authorities. Another challenge that the hospital faced was catering to a comprehensive

CUSTOMER PROFILE COMPANY: BELHOUL SPECIALITY HOSPITALS INDUSTRY: HEALTHCARE COUNTRY: DUBAI EMPLOYEES: 1,000 WEBSITE HTTP://BELHOULSPECIALITY. COM/HOME.ASPX

MR. RAJENDRA PRASAD

FINANCE & MIS MANAGER

“ENHANCING PATIENT CARE WITH AN INTEGRATED WORKFLOW PROCESS WAS ONE OF THE PRIMARY NEEDS FOR US TO LOOK FOR ANENTERPRISE HOSPITAL INFORMATION SOLUTION.”

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CASE STUDY

insurance network, satisfying the hospital staff ’s functional and operational needs to maintain the smooth-flow of daily activities, providinghealthcare providers a simple way toaccess patient information, entering diagnosis, minute details and results with minimal/no key-type entries and providing the entire hospital staff with an integrated information system so every department could get access to the scores of patient records from this central database. Solution The need to have a single, central solution that would cater to the hospital’s needs for clinical and patient services by having comprehensive EHR, an integrated multi-function operations module with seamless integration with the back - office functions such as finance, insurance, procurement, HR and maintenance, could only be answered by implementing a proven enterprise architected technology solution built with a user –friendly interface, customizable platform and immense experience in the healthcare domain. MIMSYS SAGE Hospital ERP was the obvious choice for Belhoul Speciality Hospital. The MIMSY team, with their diligent approach and years of experience to back them up,identified and designed the hospital information solution, covering all areas of enterprise hospitals without compromising on technology. This ensured the security, stability and scalability of the solution for the real world requirements of the healthcare business which has a tendency to change rapidly. The MIMsys Hospital ERP includes a comprehensive set of modules that cover all aspects of hospital operations, including: • Patient management and hospital administration • Electronic Medical Records (EMR or EHR) which are speciality specific • Integrated Nursing (both OP and IP), Operations Room, IP Management (bed, pharmacy, CSSD) • Enterprise Laboratory Information System (LIS) modules with clearly defined clinical pathways • Pharmacy management (IP and OP) and point-of-sale • Billing and finance, including EDI for insurance claims& re-claims management • Back office modules of accounting and finance, Human Resources management, Fixed Assets management • Specialized Asset and Facility Maintenance Technology MIMsys Sage 300 Hospital ERP is built on the internationally recommended andaward-

winning, world class architecture of Sage ERP 300 SDK. Sage ERP 300 financials are utilized by thousands of small, medium and large enterprises worldwide. The Sage ERP 300 has an award-winning platform withstate of the art multi-tier development and deployment architecture, put together perfectly for the end user to carry out business operations with ease. The CPA Technology Advisor in the United States has once again awarded Sage ERP with 5 out of 5 stars for the fifth year in a row. MIMsys Hospital ERP is designed to be an independent Platform/Operating systemand it works on Microsoft® Windows® or Linux operating systems. It is even database independent which supports Relational Database solutions for Microsoft SQL Server, IBM DB2, Oracle® and Pervasive SQL™. MIMsys also supports Client/Server interface or Web interface. Numerous device interfaces are available for medical equipment’s and PACS, and they also providesEHR apps on Tablets, Mobile Apps on Android and iOS cell phone and critical care devices. Benefits MIMSYS SAGE Hospital ERP enabled Belhoul Speciality Hospital to • Support cost control and budgeting to improve the overall performance of the hospital, clinics, labs, etc. through extensive MIS reporting and automated calculations. • Generate accurate and comprehensive statistical information on patients flow, collections, stocks, etc. • Generate comprehensive analytical queries and reports to help the hospital’s management make quick and efficient business decisions. • Maintain medical and administrative information related to patient visits, both as outpatients and inpatients, and make patient services efficient by accuratelyposting medical orders, diagnosis and fast billing. • Enable providers to deliver the best possible care to patients by allowing them to quickly gain access to all relevant patient information together into one module called Electronic Medical Records (EMR). Highlights MIMsys Hospital ERP, along with its solution implementation process assisted Belhoul Speciality Hospitalto attain the international industry specific certification from Joint Commission International (JCI) for quality operations and management.

Belhoul Speciality Hospital is one of the few Hospital in the region to have received5 level status awards byDubai Health Authority(DHA) for its implementation and use of software and is highly commended by DHA for anabove average submission of online/e- prescriptionsof medications required by patients. About MIMsys MIMsys has more than 15 years of experience in the Healthcare Domain to design and develop Enterprise Healthcare Solutions. MIMsys offers flagship solutions “MIMsys Hospital ERP” and “MIMsys Clinical Laboratory ERP” for Healthcare Institutions of all types and categories. With its balanced team of skilled functional and technical consultants, MIMsys ensures for successful implementations of Healthcare projects with clients well within the time and budgets. The company’sapproach to continuous improvement enables it to offer clients on-time support and updates for its solutions. For more information about MIMSYS, please visit www.mimsystech.com Success “The ease with which we can process payments and supply data to our customers and other stakeholders has resulted in stronger relationships. The same can be said for our development partners as we can now provide them with the information they require safe in the knowledge that it is up-to-date,” explains Mshangana. Customers now enjoy a more efficient payment system and reports are readily available. The preparation of financial accounts and the reconciliation of data can be done with ease, while the automation of accounting and financial control has resulted in the improvement and implementation of international accounting and financial policies. About The Sage Group plc The Sage Group plc is a leading global provider of business management software to small and medium sized companies, creating greater freedom for them to succeed. Sage understands how and why each business is unique. We provide products and services that suit varying needs, are a pleasure to use and are secure and efficient. Formed in 1981, Sage was floated on the London Stock Exchange in 1989 and entered the FTSE 100 in 1999. Sage has over 6 million customers and more than 13,380 employees in 24 countries covering the UK & Ireland, mainland Europe, North America, South Africa, Australia, Asia and Brazil. For further information please visit www.sage.com. ë

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MY OPINION

CHRIS CORNELIUS

SENIOR VICE PRESIDENT SALES & SUPPORT, TECHACCESS

“Complementing cross vendor solutions at a one-stop shop” ECONOMY IS ON A NORTHERLY ASCENT; ENTERPRISE SPACE IS SHIFTING TOWARDS CONVERGED SOLUTIONS AND IN SUCH A SCENARIO THE VALUE ADDITION OF DISTRIBUTORS BECOMES QUITE IMPORTANT. SOUMYA OF ENTERPRISE CHANNELS MEA SPOKE TO CHRIS CORNELIUS, SALES DIRECTOR, TECH ACCESS. EXCERPTS...

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Tell us about Tech Access. Tech Access is an enterprise distributor. We distribute our vendor products to a partner community we have. We got offices in UAE, KSA and Egypt. We look after the MENA region as well as Pakistan and Afghanistan. We were originally a CDP (Channel Development Partner) for Sun Microsystems and later on we acquired other vendors as well which was HDS as well as Symantec Security. What’s your portfolio? We have been expanding our portfolio by including networking as well. Recently, Extreme Networks have appointed us as one of their distributors. We also have NetScout which deals in network monitoring and sniffing. We have also signed up with iVedix which is a mobile app for BI. So, traditionally speaking Tech Access has been a distributor for infrastructure and just recently, we have started with networking as well on requests from our partners. What’s your offering to your partners? Tech Access brings value to our partners through the financial facilities for them; we also have an advanced solutions centre and we do Proof of Concept, benchmarking,testing and we have lots of demo equipment that we give our partners when necessary. We also support our partners in the back office through logistics and an order desk. How many partners do you have in ME? Tech Access has around 250 partners in the region. We don’t sell to end-users, instead sell to our partners. And we help our partners with pre-sales, sales and technical support. The best thing we do is we enable the partners in the best way so that they can sell the vendor products. We enable them by giving them training and assistance. We are on the lookout for new partners. We have acquired quite a few new partners recently. We got some top partners like ITS, STME, NDS, etc. We can also help our new partners get associated with Oracle and HDS. That has been our strategy; growing through enabling our partners. We have been very selective while choosing vendors, and try to avoid conflicts of any kind. What is your partner selection strategy? We have a process of selecting our partners. As

you know, there are thousands of partners out there. We can’t support all of them. We approach the partners; understand their financial strength, business and the breadth of solutions they cater to in the marketplace- whether those will add value to our portfolio. We support our partners but appreciate partners who can support themselves too. We got our unique planning process we call DIGGER – an acronym for our partner procurement. First is the Drive - we go and look for what they can do for a vendor and what the vendor initiatives are. Then we Identify them and then we set them Goals and once that’s done we go for Enablement after which we have a Reward program. We have Tech Access Partner Loyalty Program where we expect growth from our partners. We got platinum, silver, gold partners and so on. And we expect a growth of at least 10% from them. We have awards for top partners wherein they can take their pick-going for either a business award wherein we send

responsibilities to look after their people. There are ongoing massive projects in the kingdom for healthcare, national ID etc. The UAE for us has never been a very big growth area. But Dubai and Abu Dhabi seem to be picking up really well. Qatar and Kuwait have been doing well too. Bahrain is starting to look good. Yemen is going down. Rest of the countries seem to be on the upward curve. What are the main changes you have witnessed in enterprise space? One of the biggest changes seems to be the advent of cloud although I don’t think cloud services in this part of the world has yet culminated into what the western world thought it was going to be. Here, the inclination is towards hybrid systems; the information which is not missioncritical is being put in the cloud. Economy is booming in UAE and investments are flowing in. In order to accommodate all the incoming people and resources, there has been a rise in the business as well. Some vendors are focussing

“TECH ACCESS BRINGS VALUE TO OUR PARTNERS THROUGH THE FINANCIAL FACILITIES FOR THEM; WE ALSO HAVE AN ADVANCED SOLUTIONS CENTRE AND WE DO PROOF OF CONCEPT, BENCHMARKING, TESTING.

them to premier universities like Oxford, Cambridgeetc for a MBA or they can choose a pleasure trip. Do you have expansion plans elsewhere? We are coming up with a legal entity in Algeria. We have got North Africa presence already. We deal with 17 countries, but we don’t need to have legal entities in every place. We have our people in the Gulf, Riyadh and Egypt. How do you view the different markets in ME and Africa? Business has gone down in the North African countries. Egypt seems to have really good growth potential for the future. They have issued bonds for $5 billion. There is money in the country again and we are really looking forward to it. Egypt used to be one of our top-performing countries. KSA remains a big player with the market and the money they have. The Saudi leaders are more aware than ever before of their

more on converged solutions or engineered systems. It does make sense that the end users wish to invest to buy a mission-critical stack they need to run their operations from one vendor. People want solutions not discrete products. Solutions are the future. Are you going to be participating in GITEX? We shall be participating with our vendors. How are you different from the other VADs? We differ in the value addition we make-we have support for pre-sales and sales, solution centre for PoC, benchmarking, testing; we have demo equipments. We enable our partners from all angles be it finance, technology, support or logistics. We strive to give the best services to get recurring business. Tech Access is a one-stop shop. We are not box-movers but the all-in-one distributors who make business better for our partners. ë

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AT GITEX

FINESSE

Finesse to Showcase Innovative Business Solutions at GITEX Technology Week. Finesse, a Red Herring Global Top 100 Winner & ICT Integrator Software Solutions Integrator of the Year, will be showcasing their range of Innovative Solutions at GITEX Technology Week, October 12-16, DWTC, Dubai. Enterprise Channels meet up with Mr Eljo JP, Business Development Director& his Team to know more about their plans.

ELJO JP

DIRECTOR – BUSINESS DEVELOPMENT

Can you tell us about the solutions offered by Finesse? Finesse is always at the forefront in bringing the most innovative business & technology solutions to the region. Finesse solution offerings are primarily focused on three areas including, Business Intelligence & Analytics, Enterprise Content & Business Process Management as well as Governance, Risk & Compliance areas. Our key focus verticals are Financial Services,Education, Energy, Healthcare & Hospitality, out of which Energy & Hospitality are quite new initiatives. How’s Finesse performing over the years? We have grown in all dimensions. Our staff strength is almost touching 200. We have acquired more than 100+ enterprise clients. We have won several accolades, including the Red

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Herring Global Top 100 Award, ICT Software Solution Integrator of the Year 2014 etc to name a few. We have started offices in Canada and Singapore and set up our offshore center based in Bangalore India. What will be your strategy @ GITEX? We have introduced several new solutions, including for Big Data Analytics, Customer Experience Management, Corporate Performance Management, Governance, Risk & Compliance, Cloud Security etc. We expect that these solutions should attract tremendous interest at Gitex. We have lined up our solution and subject experts at the event to receive our guests. ‘We are excited and looking forward to showing our delegates at GITEX Technology Week why we are an award winning technology company and how we can add value to their business.

AT GITEX

AJAY ALEX

PRACTICE HEAD – BFSI

Have you added any new solutions to your BFSI portfolio? We offer a basket full of solutions to the Banking & Financial Services Industry. Some of our solutions include for Anti Money Laundering, Risk Management, Regulatory Reporting, Internet / Mobile Banking, Credit Process Automation etc., We have also added Real–Time Fraud Management, Omni Channel & Customer Experience Management Solutions, Treasury and a suite of Governance, Risk & Compliance solutions recently to our BFSI portfolio.

BAIJU MEHTA

PRACTICE HEAD – HOSPITALITY

HIREN BHATIA PRACTICE HEAD - CPM

Where do you see Finesse positioned in the Hospitality Industry? Our aim is to be a trusted technology partner to the hospitality services industry by facilitating hoteliers in their goal to achieve process efficiency, increase productivity and create ‘WOW’ experience for their guests by bringing innovative solutions for both guest facing systems & for back office processes.

How will the CXO’s benefit from your Corporate Performance Management Solutions? Our Corporate Performance Management solution unifies a multitude of complex processes, including Budgeting, Forecasting, Consolidation, and Performance Reporting. With Tagetik CPM solution, the CFO’s& CXO’scan get deeper insights and analyses organization’s business performance.

VENKAT RAMAN ARTI GUPTA

PRACTICE HEAD – CEM

Tell us about your Customer Experience Management practice? We help organizations make their customers happy. In this experience economy, differentiated Customer experience is the key to sustainable competitive advantage. Our team of experienced consultants helps our Clients chart their Customer experience journey. Finesse also brings multiple Futuristic solutions for Customer experience to the region. These solutions help our clients get closer to their customers by harnessing the power of absolute real time analytics.

RAJAT KATARIA

DIRECTOR - FINESSE SINGAPORE & PRACTICE HEAD – CLOUD

Can you briefly tell us about your Cloud Security solutions on display? Finesse has partnered with Seclore to deliver the best security solutions for cloud computing. We will be presenting Seclore’s suite of Information Rights Management Solutions at GITEX Technology Week. Our secure cloud computing solutions are something that every business aspires to have. Our stand will be showcasing how businesses here can adopt cloud systems securely to ensure they have easy access to data no matter where they are.

PRACTICE HEAD - ECM

How does your ECM solution road map compare to the current and/or future market trends? Optimizing the value of business content begins with a coherent strategy for capturing, managing, delivering, protecting, and archiving information assets. Our ECM portfolio includes solutions for Imaging & OCR, Document Management, Workflow, Project collaboration, Records Management and Web content management. Combining the capabilities of Business Intelligence & Analytics, our road map is to become a successful EIM (Enterprise Information Management) company.

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MY VIEWS

PHILIP VAN DER WILT

VICE PRESIDENT SALES EMEA, COMM VAULT

“Singular Information Management, Organic Growth, Happy Customers” WHEN WAS THE LAST TIME YOU CHOSE TO PRINT A PICTURE INSTEAD OF JUST SAVING AN ELECTRONIC COPY? DIGITIZATION IS IN A FULL BLOOM; LARGE AMOUNTS OF DATA ARE BEING CREATED EVERY MOMENT AND WITH THAT COMES THE UPHILL TASK OF MANAGING ALL THESE HUGE AMOUNT OF DATA.

proper mechanisms in place to manage all this data. Data management includes everything from protecting it, archiving it, backing it up, restoring it, searching through it, making some sense out of that vast amounts of data, etc. So, all this mayhem that has been created out of this data growth is gold to us. Comm Vault is here to solve these problems. How is the Middle East market behaving differently than other regions? Cloud adoption here is relatively slower than in other markets. This is mainly because of the difference in levels of infrastructure and bandwidth.

WHAT ARE THE PROBLEMS AND WHERE ARE THE SOLUTIONS? SOUMYA OF ENTERPRISE CHANNELS MEA SPOKE TO PHILIP VAN DER WILT, VICE PRESIDENT SALES EMEA, COMM VAULT. EXCERPTS:

What are the prime challenges of data management in the Middle East market? All the key IT priorities, be it virtualization,

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cloud computing, big data, consolidation, BYOD- all of these have rose out of the data growth. Growth in large amounts of data by default means that organizations have to have

Does the slow pace of cloud adoption hamper your business in any way? No, because we created separate business units that are cloud-specialised. We are helping customers on the journey to the cloud. It’s a great opportunity for us when we are here with them from the beginning; we can really help them.

MY VIEWS

To reach to the cloud, one needs to do some housekeeping that comprises consolidation of data, a unified platform, categorization of data on the basis of on-premise and cloud-feasible data. Not every data is qualified for cloud. The business in countries with under-developed infrastructure lies still in the housekeeping stage and that’s a huge amount of business. We help our customers do the right investments that would cater for their five-year needs. We don’t want customers to look for a change every two three years. Where do you have your presence in the MEAT region? UAE, KSA, Qatar, Turkey and South Africa are the prime hubs for us. Do the less developed regions of Africa also hold market potential for your technologies? At the end, irrespective of whether the customer sits in UAE or Kenya, he demands the same quality of service. If you see the top five fastest economies in terms of GDP, two or three of them are even in Africa. The start point may be low but the markets there are growing quite aggressively, for example, countries like Nigeria. We want to ensure a great customer experience for all who associate with us. The go-to-market strategy may slightly differ from region to region, but we are doing it very well and are quite successful. What’s the highlight about your Simpana solutions? Simpana cloud management capabilities and Simpana Solution Sets are designed to transform how companies of all sizes protect, manage and maximize the value of business information amidst a rising tide of data and compliance requirements. The new Simpana Solution Sets are designed to speed cloud adoption and data center modernization by delivering next-generation software innovations. Supporting mobile productivity and improved self-service access, they help customers lower cost and reduce risk with enhanced data and information management for all leading cloud, hypervisor and storage platforms. CommVault has added capabilities for Amazon Web Services and Microsoft Azure that include robust cloud reporting as well as end user self-service provisioning, recovery, software snapshots and virtual machine resource management. The new Simpana solution sets can be individually deployed or combined as part of a comprehensive data

protection and information management solution.

anywhere. Depending on their compliance regulations, we work with them.

Do you think your offerings still continue to maintain the uniqueness in the market? Haven’t your competitors tried to replicate your solutions? We definitely are distinct; others are trying hard and they may keep that up. We don’t ask you to trust our words, look at what Gartner has to say. It’s so hard even for the big vendors to pervade into this space. We are a company focussing only on information management and still leading consecutive years in a row. We are the only supplier with a single platform who can give you the centralised view on information totally independent from the hardware.

How secure is data management using your solutions? Security definitely is the weakest link in the chain. By providing opportunity for application managers and IT managers to have access to the data, we take away many loopholes by which security breaches occur. We have advanced encryption systems in place to protect sensitive information. Our software allows native encryption of the data by using highly complex encryption algorithms. Even if the data is intercepted, it can’t be decrypted without the necessary keys.

Are there any challenges you are facing? Because we are fast-growing, what we need to make sure is that the end-user experience is the same everywhere. The challenge is not to spread thin because that will tend to impact customer satisfaction. Do you have training programmes to help the organizations in successful implementation of your technology? Yes, we do. We don’t just sell a product but also act as the customers’ consultative expertise. We invest a lot in channel programs. We have welldesigned training certification programs for partners and also have proper training modules for customers. What is your partner selection strategy? We are 100% channel. We try to maintain a consistent approach in all countries. There are certain rules of engagement that everybody in this organization have to sign, which imply how we deal with each other, how we commit to our associations. When it comes to partners, we value quality over quantity. Depending on the specific vertical we are targeting, the breadth of solutions offered by the partner, we start a dialogue and then follow it up with extensive certification programs for them. What are the main verticals being targeted by you? These are the government, security, education, healthcare, telecommunications, finance etc; since data is everywhere, our solutions can be

So, how is Comm Vault different from the other players in the market? We have been growing organically. We have had a unified platform since the outset. Instead of going on acquiring features, we built our own technology and we are focussed. We don’t do too many things; instead we try to do one thing with the best expertise. This is why our customers love us. What are your investment plans for the region? We got pretty aggressive plans in place led by senior experienced leaders. We want to develop all the aspects including pre-sales, sales, aftersales, consultation and gain a strong foothold in the various markets we are already operating in and the neighbouring regions as well. What’s going to be your focus at GITEX 2014? CommVault will showcase Simpana 10 that protects corporate data in faster and more cost efficient ways, while transforming enterprises into scalable, intelligent, and far more productive units. Our executives will demonstrate how by using Simpana, regional customers can slash costs by as much as half, reduce administrative overhead by up to 80 percent and lower aggregate support costs by up to 35 percent. With Simpana software featuring unified archiving, backup, reporting, snapshot management, eDiscovery and secure data access within a single software platform, it provides regional enterprises with unparalleled data management capabilities besides the unique ability to unlock business value from data. We hope to meet a large number of potential customers at Gitex and convey these powerful value propositions. SIMPANA – Singular Information Management PANA (World Wide) – the name says it all. ë

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MY OPINION

ANDREW HORNE

GM, XEROX EMIRATES

Trusted Vendor for MPS WHEN IT COMES TO PRINTING SOLUTIONS WITHOUT ANY DOUBT XEROX COMES TO MIND. IT IS WORTHWHILE KNOWING MORE ABOUT HOW THE COMPANY HAS EVOLVED AND HOW HAS IT INFLUENCED THE PARTNERS’ BUSINESS. ANDREW HORNE, GM, XEROX EMIRATES SPOKE TO ENTERPRISE CHANNELS MEA. EXCERPTS…

Provide a detailed description of Xerox printing solutions? For more than half a century, Xerox has been a leader in document technology and services. We continue to build on this heritage of innovation. Our services, technology and expertise enable workplaces – from small businesses to large global enterprises – to simplify the way work gets done. Broadly, the Xerox portfolio consists of Xerox Services (Information Management & IT Outsourcing); Technology Products (Office,

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Production and MPS) and Post Sale (Copy Centers, Supplies, Call Center and Service) Our Xerox services is strongly oriented towards delivering end – to – end solutions to the customers by taking care of its vital functions like Data Migrations, Back up and Disaster recovery and storage optimization. Xerox Services integrated offering combines Managed Services, Consulting services, System Integration, and Industry products. Information Management includes Customer Experience management, enterprise content management, Capture & scan-

ning and Business Process Management. Our technology portfolio of products includes a range of A4 and A3 multifunction printers (both Color & Mono), Solid Ink Technology, and softwares to support SMB’s & Large enterprises. Our production segment includes high end color and black and white digital printers and presses, solutions for short-run book publishing, ondemand documents, transactional applications, cross-media customized campaigns, etc as well as workflow software to simplify how print jobs are created and managed. Our Post Sale includes our strategically located Copy Centers in Dubai & Abu Dhabi, our service center with over 100 trained engineers, and supplies & spares. Provide a detailed description of your managed print services and document management services? The Managed Print Services definition is broad, but the end result is simple: gaining visibility and control of printing, which helps save money and boost productivity. Our expertise in document

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management helps customers spend less and do more. l Save up to 30 percent on printing costs through Managed Print Services that optimize the use of document systems across an entire enterprise l Manage in-house print operations and special events by handling technology procurement and print/copy centers l Make information easier to manage and find through digital imaging, archiving and indexing l Improve commercial print operations sales and profits through document outsourcing. Why Xerox for Managed Print Services? 14,000 service delivery professionals across 160 countries l X2 MPS market share versus closest competitor (Gartner 2011) l 4,000 + clients sites services from SME’s to Multi – nationals across the globe l 1.5 million phone calls handled daily in call centers across the world l 1 million devices managed, half of them from competitors l 12+ years of delivering document & print related services l 9,400 active patents and an ongoing commitment to MPS Innovation. When it comes to printing, most companies have five simple requirements: l Cost Savings l Sustainability – environmentally & fiscally l Printing from Mobile devices l Security, governance & compliance l Automating paper based processes Here’s how we can help companies migrate to an MPS environment: l Assess & Optimize:We’ll conduct a comprehensive evaluation of a client’s print environment, document infrastructure, and workflows. By doing this, we will be able to give you an accurate baseline of your current print spending. Then we’ll develop a roadmap for your ideal future state, including cost savings projections. l Secure & Integrate:Transition from your current state to your ideal future state design with our help. We’ll also help connect everything to your IT environment in a secure and compliant way. This is when we’ll turn on solutions for secure printing from mobile devices and take over the responsibility of managing your print servers and print queues.

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l Automate & Simplify:Sit back and relax while we manage the day-to-day operations of your print and document infrastructure. Through ongoing data collection, review and analysis, we’ll help you continue to improve productivity and the end user experience. We can also help you to automate paper-based processes with the goal of further enhancing productivity through reduced printing.

Provide a comparative matrix of MPS vs owning printers?

l Gain visibility into print activity and trends with online tools to improve control and management of your devices. l Customize your MPS solution for your network, print devices and operational priorities l Streamline operations, standardize equipment and increase efficiency

What is the scope of non-Xerox partners to align with you? Xerox Emirates believes in partnering with

“XEROX EMIRATES OFFERS A STRONG FINANCIAL PROPOSITION, FACILITATED BY THE BROADEST PORTFOLIO OF PRODUCTS, SOLUTIONS & SERVICES IN THE INDUSTRY, BACKED UP BY BENCHMARK SERVICE & SUPPORT.”

In the new economy, cost-efficiency is a priority every day. For most companies, the cost of office printing—cost-per-print, routine maintenance, and service—is an unexplored opportunity for significant, cumulative savings.By choosing Managed Print Services, below are some of the key benefits: l Cut costs on print consumables and service hence lowering the total cost of ownership l Reduce energy use through device consolidation and upgrade. l Reduce waste, order only the supplies needed, with no excess contributing to a sustainable environment. l Free up IT resources for more business critical work than the support and maintenance of print devices. l Optimize efficiency with remote management and lifecycle management. l Streamline operations with centralized support for multiple brands and models. l Increase uptime with on-site service coverage.

companies with strong ethical values & professional business standards, customer focused and have a clear business strategy supported by successful sales practices and who have the desire to take their business to greater heights and will capitalize on the market opportunities. What is the margin opportunity for them? Xerox Emirates offers a strong financial proposition, facilitated by the broadest portfolio of products, solutions & services in the industry, backed up by benchmark service & support. At Xerox, we also offer all of the necessary incentives such as rebates, channel training, bid support, global account penetration, marketing interlock funding, e-tools, sales incentives and sales operational excellence awareness. In addition, Xerox Emirates offers quarterly demand generation offer campaigns which consist of discounts on equipment, free copies or warranty and bundle offers to the end customer. Our Channel program and robust business processes make it easy to do business together. ë

SUCCESSFUL PROJECTS

SAP

SAP Enabled RAK Ceramics RAK Ceramics needed to prove its robustness for handling operations across its various manufacturing facilities and distributions worldwide. All RAK Ceramics operations now run with a comprehensive suite of SAP ERP

About RAK Ceramics: Established in 1991 by H.H. Sheikh Saud Bin Saqr Al Qasimi, the ruler of Ras Al Khaimah, RAK Ceramics is a USD 1 billion global conglomerate that supplies to over 160 countries across five continents. His Highness Sheikh Mohammed Bin Saud Al Qasimi, Crown Prince of Ras Al Khaimah heads the company as Chairman and directing the company to global competitiveness. Addressing the Pain Points: As the world’s largest manufacturer of ceramic and porcelain tiles, RAK Ceramics faced three key challenges in upgrading its IT infrastructure to support its international growth: constant system availability, volume and complexity of data migration, and extremely high expectations. RAK Ceramics needed to prove its robustness for handling operations across its various manufacturing facilities and distributions worldwide. The company counts around 7,000 employees in UAE and 14,000 employees worldwide. State-ofthe-art Ras Al Khaimah plants produce 227,000 sq.m of tiles and 8,500 pieces of bathware per day. Global production exceeds 360,000 sq.m of tiles and 12,000 pieces of bathware per day. Supporting its continued growth, RAK Ceramics required the most advanced software and a strong partner that could provide an implementation with well-defined project

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organization, dedicated teams, and effective communication, focusing on business KPIs. Solutions Implemented: RAK Ceramics has stepped up its international ambitions with the roll-out of industry leading software solutions from SAP across its global manufacturing facilities in China, India and Bangladesh. All RAK Ceramics operations now run with a comprehensive suite of SAP Enterprise Resource Planning (ERP) tools improve transparency, efficiency and productivity. The ceramics giant had previously gone live with the solution across its UAE operations in February 2013 at 12 factories, 15 warehouses, 6 showrooms, and administrative offices. Other SAP solutions set to be implemented include Business Planning & Consolidation, Performance Management, as well as Treasury and Risk Management. RAK Ceramics has also enlisted SAP to deliver an additional solutions in the UAE, making the project one of the largest software deals of its kind in MENA. Other Projects: SAP’s Mill Products solutions enable companies to boost their profits without compromising safety or efficiency. Customers can reduce their inventory with greater visibility into supply and

demand. Accelerate order configuration processes for more timely deliveries, reduce carbon output to lower their energy consumption, and gain the insights they need to make better, faster decisions, and meet change with agility. Among SAP’s key global customers in Mill Products solutions are: - The VELUX Group, the Denmark-based skylight manufacturer, used SAP solutions to increase usage of BI tools by 25 percent in the first year, while decreasing IT spending, expanding self-service capabilities, and standardizing reporting. -Mohawk Industries, the US-based floor covering manufacturer and leading plastic soda bottle recycler, deployed SAP CRM solutions to improve the customer experience, while reducing administrative demands by 30 percent. Mohawk Industries expects an increase of USD 25 million in sales year-over-year. -YOKE Industrial Corporation, the Singapore-based manufacturer of industrial safe lifting components, has deployed SAP solutions for a strong, stableintegrated IT platform, which has improved its overall production capacity and management efficiency. In the future, Yoke will use SAP HANA to provide all product sales– related data analysis to its business staff, at any time and from any location.

SUCCESSFUL PROJECTS

DINESH MOHAN

CIO, RAK CERAMICS

“RAK Ceramics has achieved tangible business benefits through the SAP implementation in all key areas of the business.” ABDALLAH MASSAAD

CEO, RAK CERAMICS

“SAP gives us the competitive edge we need to maintain our reputation anywhere in the world, as well as lay the foundation for considerable innovation moving forward.”

Outcome and ROI of the project By adapting and adopting quick wins through timely stakeholder management and project governance, RAK Ceramics has been able to automate operational business processes, ensuring speed, accuracy, and savings in time and effort.

SAP solutions have streamlined and standardized order entry processes, ensured collaboration, enabled financial and operational audit-trail, empowered employees with access to information, provided clearer visibility on production. RAK Ceramics has improved efficiency in material, manpower, and machine utilization; while

increasing supply-chain effectiveness. Moving forward, RAK Ceramics plans to increase profitability and supply-chain effectiveness in each market-segment through collaboration, innovative business models and technology. RAK Ceramics also plans to rollout these solutions across its worldwide operations; enhancing costs through centralized global procurement, and having a single platform for quick global consolidation and review. Time period of delivery: The implementation for RAK Ceramics’ UAE operation was achieved in just eight months. Over 100 executives across RAK Ceramics departments were engaged in the project and over 350 employees underwent training to handle the system. Phase two of the project will see RAK Ceramics adopt advanced data analytics and mobility services for unprecedented real-time analytics, transparency and flexibility. ë

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TOP 5

INNOVATIONS

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INNOVATIONS

Red Hat Innovations during the past year- 2014 During the past year, Red Hat has introduced several software innovations across the globe and the Middle East: July 2014 – Companyannounced the general availability of Red Hat Enterprise Linux OpenStack Platform 5, the third enterprise release of Red Hat’s OpenStack offering, designed to serve as the foundation for building OpenStack-powered clouds for advanced cloud users, telecommunications companies, Internet service providers (ISPs), and public cloud hosting providers. Red Hat Enterprise Linux OpenStack Platform delivers an enterprise-class cloud platform built on Red Hat Enterprise Linux, co-engineered and integrated with Red Hat’s OpenStack technologies, offering IT organizations the agility to scale and quickly meet customer demands without compromising on availability, security, or performance. June 2014 – Introduces Red Hat Enterprise Linux 7, Redefining the Enterprise Operating System. . Red Hat Enterprise Linux 7 not only lays the foundation for the open hybrid cloud and serves enterprise workloads across converged infrastructures, but it also pushes the operating system beyond today’s position as a commodity platform. Built to meet modern datacenter demands along with next-generation IT requirements, Red Hat Enterprise Linux 7 powers the spectrum of enterprise IT, from application containers to cloud services.

June 2014 announced the global availability of Red Hat Enterprise Virtualization 3.4, bringing enhancements for traditional virtualization infrastructure, guest support for the newly released Red Hat Enterprise Linux 7, as well as advanced OpenStack support across compute, storage and networking in tech preview.This newest release of Red Hat Enterprise Virtualization enables organizations to scale their traditional virtualization workloads to an enterprisescale level, while providing an on-ramp to deploy cloud enabled workloads based on OpenStack. Red Hat Enterprise Virtualization has enabled global enterprise customers to streamline and optimize their traditional virtualization infrastructure while building a foundation for private cloud capabilities. April 2014 announced several new Linux Container innovations in support of the company’s vision for streamlined application delivery and orchestration across bare metal systems, virtual machines and private and public clouds via containers and Docker technology. These innovations include: l Project Atomic – a new community project to develop technologies for creating lightweight Linux Container hosts, based on next-generation capabilities in the Linux ecosystem. The tools that result from Project Atomic will allow creation of a new variant of Red Hat Enterprise Linux – Red Hat Enterprise Linux Atomic Host— which Red Hat plans to debut with Red Hat Enterprise Linux 7.

l GearD – a new OpenShift Origin community project to enable rapid application development, continuous integration, delivery, and deployment of application code to containerized application environments. l High-Touch Beta Program – an expansion of the Red Hat Enterprise Linux 7 high-touch beta program to include Red Hat Enterprise Linux Atomic Host and Docker container technologies that will enable select customers to evaluate these new container technologies in enterprise environments.

April 2014 – Red Hat and Dell announced the availability of co-engineered, enterprise-grade, private cloud solutions based on OpenStack, the Dell Red Hat Cloud Solution, powered by Red Hat Enterprise Linux OpenStack Platform. The companies also have extended their collaboration to enable the compatibility, portability and reliability for Platform-as-a-Service (PaaS) offerings that enterprise customers need as they build public, private and hybrid cloud environments. April 2014 announced OpenShift Marketplace, a one-stop shop that will enable customers of all sizes to find and try solutions for their cloud applications. The OpenShift Marketplace will bring the power of Red Hat’s OpenShift Platform-as-a-Service (PaaS) partner ecosystem directly to OpenShift Online customers, enabling them to experience the benefits of enterprise PaaS with tightly integrated, complementary

solutions developed for the public cloud – all without losing time on technology integration. March 2014 – Red Hat announced the industry’s most comprehensive open source business process management suite, Red Hat JBoss BPM Suite 6, which includes the next version of its business rules platform, JBoss BRMS 6. With JBoss BPM Suite 6, Red Hat brings a unique combination of business process management (BPM), business rules management (BRM) and complex event processing (CEP) technologies together in a single product offering. February 2014 announced the general availability of Red Hat JBoss Data Virtualization 6, a comprehensive platform for data integration and unified access across disparate data sources that is designed to turn big data into actionable information. Data is spread throughout organizations in various big data and traditional stores such as Apache Hadoop, relational databases and NoSQL stores such as MongoDB. Integrating and transforming data from these disparate stores can be a challenge to access or productively use. The difficulty of making this data accessible to external applications, such as analytics and business intelligence software, can be a barrier to effectively leveraging these technologies to extract valuable and actionable information from the data. JBoss Data Virtualization helps solve this problem by allowing for simultaneous access to these disparate stores.

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INNOVATIONS

Brocade Networking Innovations During the Past Year - 2014 During the past year, Brocade has introduced several networking innovations across the globe and the Middle East which are shaping the future of the networking industry: June 2014 – unveiled the Brocade Vyatta Platform, the first phase of a multiyear strategy that delivers an open and modular networking platform for cloud and telecommunications service providers. Supporting the build-out of both Application and Subscriber Clouds, the Brocade Vyatta Platform is the industry’s first articulation of this open strategy. Embracing the requirements outlined within the ETSI NFV ISG, the Brocade Vyatta Platform encompasses proven Network Functions Virtualization (NFV) and emerging Software-Defined Networking (SDN) technologies based on open standards and open source initiatives. May 2014 – Brocade has collaborated with VMware to provide intelligent and powerful analytics capabilities for Fibre Channel Storage Area Networks (SANs) supporting cloud environments using VMware vCenter Log Insight 2.0. March 2014 – Brocadeannounced support for OpenFlow 1.3 across its IP portfolio of routing and switching products, extending the company’s leadership and evolutionary approach to Software-Defined Networking

(SDN). A key component of the company’s comprehensive SDN strategy, the expansion of OpenFlow support from the Brocade MLXe and CER/CES product families to the Brocade ICX and VDX switch families enables customers to achieve new agility and programmability across the network—from the data center to the campus to the wide area network (WAN).

Kong, Brocade demonstrated its proposal, the Dynamic Network Resource Manager (DNRM) blueprint to extend the advanced networking capabilities of the OpenStack Networking framework, Neutron. The blueprint is intended to simplify the deployment and management of physical and virtual networking resources within cloud infrastructures.

January 2014 Brocade announced today the availability of its multitenant solutions, including VCS Virtual Fabric, and new additions to the Brocade VDX switch portfolio with new VCS Fabric-enabled switches based on Brocade’s next-generation ASIC. The new products include the industry’s first fabric-based 1 Gigabit Ethernet (GbE) top-of-rack switch that can be upgraded to 10 GbE through a software license, offering customers unmatched investment protection. In addition, Brocade announced a complete suite of next-generation line cards for the Brocade VDX 8770 chassis switch ranging from 10 GbEBase-T to 100 GbE.

October 2013announced the availability of new Brocade Fabric Vision technology capabilities, delivering the industry’s most advanced storage area network (SAN) management solution. The new features, Monitoring and Alerting Policy Suite (MAPS) and Flow Vision, provide breakthrough capabilities that dramatically simplify SAN administration and reduce operational costs, while further improving the availability and performance of Brocade Fibre Channel SANs.

November 2013 – Launch of ICX 7750, the first high-density 10/40 Gigabit Ethernet (GbE) fixed-port solution purposely designed to enable scale-out solutions for campus aggregation October 2013 Brocade drives physical and virtual networking advancements with OpenStack contributions. At the OpenStack Summit in Hong

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October 2013Launch ofBrocade ICX 6450-C Switch, which delivers enterpriseclass features in a compact form, and supports the simplification and automation provided by the Brocade HyperEdge Architecture. Executing on the company’s strategy to deliver innovation for specific customer segments, the Brocade ICX 6450-C is designed for the unique and stringent requirements of public sector organizations. September 2013Brocade and Aruba Networks

announced a strategic relationship to deliver an open-standards based unified campus network to support secure mobility, the proliferation of mobile devices within campus environments, Bring Your Own Device (BYOD) initiatives and emerging technologies, such as Software-Defined Networking (SDN). The resulting integrated wired and wireless solution provides a best-of-breed approach that enables customers to eliminate vendor lock-in and reduce total cost of ownership by nearly half as compared to equivalent offerings. September 2013Furthered its Ethernet Fabric technology leadership by announcing a number of significant advancements to its VCS Fabric technology and Brocade VDX switch portfolio, including new VCS fabric capabilities that provide native multitenancy, storage-aware networking and 100 Gigabit Ethernet (GbE) performance for the most demanding data center environments. Brocade has also unveiled the industry’s most complete, end-to-end blueprint for delivering scalable data center multitenancy, from the server to the WAN. August 2013 – Brocade collaborated with VMware to develop a new management pack that enables enterprises to proactively manage Fibre Channel storage area networks (SANs) operating within highly virtualized environments to lower operational costs and increase application availability.

INNOVATIONS

NetAppNew Flash Storage System Platforms With more global organizations transforming IT operations to keep pace with evolving business requirements, NetApp has steadily enhanced its comprehensive system and software portfolio to provide the flexibility and choice required for current and future enterprise application environments. In June 2014, NetApp introduced two new storage system platforms—the extremeperformance FAS8080 EX and the entry value-priced FAS2500. With the FAS8080 EX growing organizations and service providers can confidently drive the performance-intensive SAN and NAS workloads at the largest scale. The new entry-level FAS2500 hybrid arrays can simplify operations, increase productivity through superior integration with an ecosystem, extend system life and minimize future costs. l Extreme performance and scale with the NetApp FAS8080 EX: NetApp’s most powerful, patented scale-out array ever, FAS8080 EX is purpose-built for the most-demanding businesscritical applications. The resilient FAS8080 EX

scales to ~4 million IOPS of performance and offers advanced quality-of-service capabilities for predictable performance that meets or exceeds challenging service-level objectives. For highspeed, low-latency applications, the FAS8080 EX can be configured either as an all-flash array with >4.6PB (petabytes) of flash storage or as a hybrid array with an industry-leading flash cache of nearly half a petabyte. Additionally, the FAS8080 EX dynamically responds to growing

data requirements with seamless scaling to nearly 70PB of capacity and more than 600 I/O connections, which are critical for service providers and large organizations that are consolidating workloads. l Superior price/performance with NetApp FAS2500: Setting a new standard for value, the FAS2500 offers expanded flash support to accelerate workloads by up to 46% and increase usable capacity by 48% . With enterpriseclass data management capabilities, the FAS2500 harnesses the power of its patented NetApp Data ONTAP® storage operating system to simplify data management across the entire enterprise IT environment—from the local office to the datacenter to the cloud. Organizations can scale operations seamlessly as their needs evolve. In addition, customers can better manage acquisition costs while mitigating risk of disruption to business operations. Customers can also reduce setup time and eliminate repetitive operations with software management capabilities that automate tasks with the click of a button.

IMPROVEMENTS TO FLASH PORTFOLIO NetAppmaximizes the value of flash across the entire compute, network, and storage stack with the industry’s most comprehensive flash portfolio, improving efficiency and accelerating business-critical application performance. For customers who need the high performance and low latency of flash along with the enterprise reliability and extensive data management capabilities of Data ONTAP software, all-flash configurations of the FAS8000 are available. For example, all-flash configurations of the FAS8080 EX and FAS8060 provide an ideal solution for VDI deployments with high-IOPS and low latency requirements, and for business critical application database workloads.A new NetApp All-Flash FAS Reference Architecture for VDI – that delivers high performance and low cost per desktop - is now available. By offering a broad portfolio that includes both hybrid and all-flash storage offerings, NetApp is enabling IT organizations to optimize the level of performance, efficiency, and scalability to meet their specific needs. NetApp sold 18PB of flash in FY14

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Q4, with 93PB of flash storage to date. l Business critical application support: The complete FAS unified, scale-out storage system portfolio is designed to support the most demanding enterprise application workloads. The FAS unified scale-out architecture enables organizations to adapt quickly to changing business needs, while delivering on core IT requirements for uptime, scalability, and costefficiency. Enterprise applications, including those from Oracle, Microsoft, Citrix, and SAP, run fast, efficiently and reliably on NetApp. Our

hybrid architecture, combined with our patented storage clustering technology, maximizes uptime and delivers low-latency performance to enable predictable application performance. l NetApp Services for OnCommand® Insight: For enterprises and service providers who are required to manage their virtualized and cloud environments, OnCommand Insight provides a patented solution that enables storage cost management, rationalization, and optimization of storage services. NetApp Services for OnCommand Insight is a tailored service offering for customers who deploy high-end FAS8000 systems across heterogeneous datacenters. This comprehensive, customized service offering leverages NetApp resources, tools, and best practices to construct IT analytics with relevant dashboards and reporting capabilities that are aligned to a customer’s particular business parameters. Customers quickly achieve the business value they need to more effectively and self-sufficiently manage their physical, virtualized, and cloud environments.

INNOVATIONS

Aruba Networks Solutions in past year - 2014 During the past year, Aruba Networks has introduced several networking innovations across the globe and the Middle East in the field of wireless networking: June 2014 – Aruba and Juniperpartner to deliver an open, converged, high-IQ Enterprise Network. The companies have signed a strategic agreement to deliver open, converged wired and wireless network solutions based on best-of-breed technologies. The partnership includes both joint development efforts and go-tomarket collaboration, with the goal of providing innovative solutions for the toughest problems facing enterprises. As part of this effort, Juniper is enabling technology partners, like Aruba, to take advantage of Juniper’s programmable silicon by making available key software elements and new programmable application programming interfaces (APIs) to enable the High-IQ enterprise – an open, smart approach to enterprise networking that allows customers to fundamentally transform the user and operator experience. This will help foster industry collaboration to accelerate innovation for customers and partners. March 2014 Aruba Networks Introduces the All-Wireless Workplace Designed for #GenMobile. The company unveiled Aruba Mobility-Defined Networks™, a new architecture for IT departments to build an all-wireless workplace designed for improved #GenMobile job satisfaction and

productivity. Supporting the new architecture, Aruba also introduced five new software innovations that deliver IT granular visibility, performance optimizations and security automation to support the networking needs of highly mobile employees.As a part of Aruba Mobility-Defined Networks for the all-wireless workplace, Aruba is delivering five essential firsts: l Next-Generation Mobility Firewall Unlike other Wi-Fi firewalls, Aruba’s new Next-Generation Mobility Firewall uses advanced deep packet inspection (DPI) to set granular role-based policies, quality of service and bandwidth contracts for more than 1,500 mobile applications, even when they are encrypted l Interactive Unified Communications Dashboard Aruba AirWave now offers the industry’s most advanced and intuitive user interface for visualizing and controlling Unified Communications (UC), like Microsoft Lync, over Wi-Fi. The new UC dashboard is the first tool of its kind for IT professionals to bring UC and network performance metrics together in one, simple, consolidated view. l ClearPass Exchange and Technology Partners The new Aruba ClearPass Exchange makes it easy for IT professionals to automate security workflows for the all-wireless workplace. IT administrators can leverage a set of common language application programming interfaces (APIs) and data feeds that allow ClearPass to automate workflows with almost any thirdparty IT and business system from Aruba partners like IBM, AirWatch

and MobileIron. l Auto Sign-On New Aruba Auto Sign-On enabled by ClearPass and ArubaOS, uses a workplace’s Wi-Fi login to automatically authenticate an employee into Single Sign-On (SSO) enabled applications, like SalesForce.com. l AirGroup, now for DLNA and UPnP™ AirGroup, enabled by ClearPass and ArubaOS, allows #GenMobile to wirelessly share screens and stream media with Apple and Digital Living Network Alliance (DLNA) and Universal Plug and Play (UPnP) devices. February 2014 Aruba Networks Unveils First Enterprise-Grade Gigabit Wi-Fi Solution for All Outdoor Environments. Ideal for densely occupied public facing enterprises that require high-performance and small cell capabilities, the new Aruba 270 Series Access Points (APs) reset the bar for outdoor Wi-Fi performance, aesthetics and ease of deployment in a form-factor designed to blend into its environment.The demand for high-performance, enterprise-grade Wi-Fi by mobile hungry users – known as #GenMobile – in education and enterprises campuses, large-scale resorts, indoor/open air malls and other high density public venues, has increased dramatically due to the influx of Wi-Fi-enabled mobile devices. Dell’Oro Group, an industry analyst firm, reports that the number of outdoor APs will grow approximately 146 percent from 2013-2018 worldwide according to its January 2014 Wireless

LAN 5-year Forecast Report, which represents a significant market opportunity for Wi-Fi vendors. Today, organizations that want to deploy Wi-Fi outdoors are forced to compromise performance, installation efficiency, resiliency or aesthetics. While there are solutions that provide some of these critical attributes, only the Aruba 270 Series APs address all these requirements. October 2013 Aruba Networks Introduces NextGeneration Cloud Wi-Fi Solutionthat combines the simplicity of a cloud service with the performance, manageability and reliability of enterprise-grade Wireless LANs (WLANs).The Aruba cloud Wi-Fi solution combines the new Aruba Central cloud-based management service with Aruba Instant access points (APs) – including the new Instant 155 wireless and wired AP, the new Instant 220 series 802.11ac wireless AP, and a new version of Aruba Instant OS, to meet the requirements of diverse, distributed organizations and mid-sized networks. Offering 10x faster Wi-Fi speeds than competitive solutions and all the features of a traditional enterprise-class WLAN, Aruba’s cloud Wi-Fi solution allows branches to benefit from the ease of cloud management without the usual compromises. In addition, Aruba is expanding its switching portfolio with the new Aruba S1500 Mobility Access Switch, optimized for cloud Wi-Fi and designed for both large, distributed enterprises and smaller locations.

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Anniversary THANK YOU ALL Thank you all for supporting Enterprise Channels MEA for bringing out so many meaningful magazines and supplements. Please subscribe to these magazines by dropping a mail to info@accentinfomedia.com or if you wish visit www.enterprisechannelsmea.com to read the magazines.

INNOVATIONS

AccessDataInSight Platform AccessDataResolutionOne Platform, the world’s first Continuous Automated Incident Resolution (CAIR) platform, delivering comprehensive, real-time insight, analysis, response and resolution of data incidents. ResolutionOne is a Continuous Automated Incident Resolution (CAIR) platform, delivering the workflows and capabilities necessary to detect, analyse, and resolve any data event—from security breaches to e-discovery and other Governance, Risk and Compliance (GRC) issues. It is the industry’s first integrated, and automated platform to work seamlessly across third party security solutions and the sharing of incident data across company organizations. The ResolutionOne Platform integrates network,

endpoint and malware analysis, endto-end e-discovery and remediation technologies into a single, scalable solution. This makes it possible for all security, legal and compliance teams to do their jobs using one platform, automating tasks and collaborating in real time to address virtually any security incident or legal matter. AccessData announces industry’s first mobile threat detection and response for iOS and Android devices, fully integrated with the ResolutionOne Platform. In a technology first, the mobile device support provides comprehensive, real-time visibility, intelligence and resolution capabilities across iOS and Android devices on or off corporate networks.

KEY CAPABILITIES n Full Coverage of iOS and Android Devices First technology to provide deep visibility through activity recording and data collection on both iOS and Android devices. n Threat Intelligence First to auto-correlate mobile data against Resolution One’sThreatBridge™ threat intelligence engine to detect known threats. n Analytics Identify unusual behaviors and anomalies that stand out when looking at aggregated mobile device data across the enterprise. n Incident Replay Allows users to see what happened at any point in time in detail, formulating a timeline of events and the ability to reconstruct an incident. n Geolocation Visualization Provides geolocation information so investigators can track devices accurately on a graphical map.

ACCESSDATA MOBILE PHONE EXAMINER PLUS AccessData Mobile Phone Examiner Plus (MPE+) Support of iOS 7 Devices.With this release, AccessData’s market-leading mobile forensics solution adds iOS 7 devices to its extensive list of supported devices. In addition, this MPE+ release introduces several new advances in iOS device handling. Mobile forensics examiners can now unlock devices using keys that can be found in any computer where the device was previously synced, and examiners can enter known passwords directly into the MPE+ interface to decrypt data on the fly. Furthermore, if an iTunes password is not known, MPE+ can still obtain and extract application data, all caches related to each App Store application installed on the device, MMS, SMS, Contacts and more.Depending on the iOS version running on the device, MPE+ software will auto-detect the different capabilities that may be available and present investigators with a list of data types that can be extracted.

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AccessDataInSight Platform,Industry’s First Intuitive Platform Incorporates Endpoint and Network Visibility, Multi-Source Threat Intelligence, Integration, and Automation Capabilities for Faster Response to Cyber Attacks. The intuitive InSight Platform enables the entire incident detection, analysis and resolution lifecycle in a single, consolidated platform with the ability to automate every step. As threats are identified, endpoint and network forensics information, contextual data, and analysis results are automatically obtained, digested and presented in a unified view for immediate analysis. Delivering on AccessData’s vision of Continuous Automated Incident Resolution (CAIR), the InSight Platform has one common code base that consolidates existing market-leading cybersecurity, forensics and e-Discovery products and leverages their combined capabilities to identify and resolve every data incident or data request as efficiently and accurately as possible.

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KEY CAPABILITIES n Apple Backup Service: The Apple Backup Service capability extracts much of the device’s user data by creating a backup of the device, in a similar way that iTunes creates a backup. The Apple Backup Service capability is the ONLY capability that requires a backup password n Application Network Usage and Diagnostics: This capability provides a diagnostic dump of applications installed on the device, and a day-byday breakdown of network bandwidth usage in kilobytes. n Device Diagnostics: This capability will provide battery cycle information, WiFi, HDMI, IO Registry and more. n Entire File System: If the target device has had a jailbreak installed, this capability may be available if the jailbreak tool that was used created this service. n Extended Third-Party Application Data: This includes downloaded page caches, user credentials, databases of friends, accounts, and more. This capability is available even if backup encryption is enabled and the password is not known.

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