The Future Magazine: Business by ExertisMarketing

ISE 2016

SMB VULNERABILITY

What attracted record numbers to this year’s show?

SMBs should be more aware of cyberattacks and what to do to prevent them

SPRING issue 3.

Ricoh MP C2011SP is ideal for the costconscious business which needs versatility and outstanding image quality.

b u s i n e s s

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FUTURE

THE

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THE

LENOVO F U ™TTHINKSERVER URE

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ThinkServer Next Generation systems are purposefully designed for the datacentre of the future. Perfectly blending innovation and standardisation and driving new levels of storage density and connectivity, the Lenovo™ ThinkServer is the ideal platform to host server, network, and storage virtualisation. The newest generation of ThinkServer brings power efficiency with Platinum and Titanium rated redundant hot-swap power supplies, and is designed for continuous operation at 45˚C/113˚F with no time restrictions or impact on reliability.

PUBLIC SECTOR

INTERNET OF THINGS

VERSATILE STORAGE. FLEXIBLE I/O

FOCUS ON HUAWEI

STORAGE DENSITY. FLEXIBLE DESIGN

CONTENTS

Innovation is built in to the Lenovo™ ThinkServer RD550. A cleverly With up to 26 drive bays and 74.4 TB of internal storage capacity, engineered design allows more storage density and I/O connectivity the Lenovo™ ThinkServer RD650 is great for storage-hungry than ever before - giving you the performance and capacity of a 2U applications, such as databases and data analytics clusters. With system in a 1U form factor. Industry-unique Lenovo AnyBay design a dynamic environmental design and a host of high-reliability allows multiple storage types in the same drive bay, including features, the RD-650 offers outstanding storage density without front-accessible PCIe SSD for ultimate performance. sacrificing long-term performance. Phil Brown introduces the March What are the challenges in security edition of The Future and privacy with the IoT explosion?

05 EXERTIS COMMENT

18 INTERNET OF THINGS

06 NEWS IN BRIEF EXERTIS EXCLUSIVE PRICING AVAILABLE 22 THE FEDERATION OF SMALL A quick look at what’s happening in Contact lenovoenterprise@exertis.co.uk for further details the technology market

BUSINESS ADVISES

08 MARKET STATS UPDATE We look at the current technology trends you should be aware of

There are real business savings to be made by improving energy efficiency

26 MARKETING LENOVO™ What SMBs need to consider in marketing in a digital World

THINKSTATION P500 34 SMB SECURITY

The Lenovo ThinkStation P500 workstation is a versatile single processor device that utilises a number of unique features to bring about ISV certified, reliable performance at a reasonable price point. With patented tri-channel cooling, the number of fans has been reduced to three. With the machine sectioned off this way, fresh air is drawn directly where it needs to go in the most efficient way.

10 SOFTWARE DEFINED P500 WORKSTATION

37 ISE 2016 REVIEW What attracted record numbers to the show?

39 FOCUS ON HUAWEI

STORAGE

By using the optional Flex Module or Connector, the P500 can be Weintake a look atofwhat’s customised a multitude ways, happening including Firewire and RAID controllers in this growing market without sacrificing valuable PCI space. The P500 also has the most hard drive expansion space of any single processor workstation. Up to 11 drives can be installed; allowing A SATA. range of best-selling business Opportunity in the multi-purpose use fromknocks lightning fastpublic SSD to high capacity and accessory products available in sector, what's in it for you? March Combined with up to 256GB of ECC memory and Intel Xeon E5 chips, the

14 PUBLIC SECTOR

Why SMBs are just as vulnerable to cyberattacks and what they need to do about it

30 HOT PICKS

Find out how you can take advantage of Exertis’ Certified Services Partner status

47 MUST HAVE ACCESSORIES Our top 10 recommended accessory products for businesses

P500 can handle any task thrown at it.

CONTACT YOUR ACCOUNT MANAGER TODAY FOR MORE INFORMATION ON LENOVO SOLUTIONS

THE

To buy online: store.exertis.co.uk

FUTURE

Publisher Exertis Editor Nerissa Tong Design Sophie Hammond Website store.exertis.co.uk

WELCOME FROM EXERTIS

Altham Sales: 01282 776 776

Welcome to the latest edition of Future Business from our new building Ashwood in Chineham, which consolidates consolidates our Basingstoke employees into one place. We are well ahead with executing our plans for our new demo rooms and support functions in the building. Look out for more news on these soon. It’s exciting times, particularly with the construction of our National Distribution Centre in Altham which will house a 650,000 sq.ft. logistics facility. We have plenty of news in this issue as well, with the announcement of DataCore to our enterprise portfolio coinciding with an article on how software defined storage is changing how companies can store their data and save on their hardware investments. Staying in enterprise, we take a look at how Huawei is shaking up the networking arena. As the only UK distributor with Huawei Certified Services Partner status, we can offer a unique range of products and services to reseller partners who want to plug into Exertis and build a longterm, profitable networking business. Security is never far out of the news and we focus on cybersecurity issues for SMBs highlighting some important research facts on how this is an issue for all businesses large or small. Aligned to the security topic, we take a look at the seemingly unstoppable

momentum of the IoT and how this is raising some concerns over security and privacy. Having just added both Hitachi and Vivitek to our already impressive AV line-up, we report on ISE, confirmed as the World’s largest AV and systems integration exhibition. With record numbers of visitors, exhibitors and show day events, the consensus was that it had been the biggest and best Integrated Systems Europe show so far in its 13-year history. Of course government is never far out of the news and certainly there is a huge appetite to go digital in many areas. We summarise what’s happening in IT across the three verticals of the public sector: government, health and education. Don’t forget to look for our public sector guide on our website. Lastly, we take a look at how the digital World is affecting how we approach marketing with some helpful tips for small business. Enjoy the read and thank you for your continued support.

Phil Brown Sales and Commercial Director

Address: Shorten Brook Way, Altham Business Park Altham Accrington Lancashire BB5 5YJ To place an order please call 01282 776 776 between 9am – 5.30pm Monday to Friday Basingstoke Sales: 01256 707 070 Address: Ashwood Chineham Business Park Chineham Basingstoke Hampshire RG24 8EH To place an order please call 01256 707 070 between 9am – 6pm Monday to Friday

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The analyst tipped mobile security and security management as two growth hotspots in the coming years. However, revenue in the data security and application security segments will grow more slowly than the overall market, it said.

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See page 34

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Altham 01282 776 776 | Basingstoke: 01256 707 070 | store.exertis.co.uk

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As reported of UK businesses – particularly those in the education, retail and telecoms sectors – plan to employ a Chief Internet of Things Officer (CIoTO) in the next 12 months to help plan and manage their growing IoT spend.

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The report said 68% of UK business leaders expected to reap tangible benefits from their IoT investments this year, and one in five were already seeing theChannel benefits. Overall, 94% of businesses claimed to be Business Clearance making preparations for the IoT, spreading their investments across infrastructure, security, R&D, skills and personnel.

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THE

FUTURE

BUSINESS

BUSINESS TRENDS DRIVING DEMANDS

TECHNOLOGY IN SCHOOLS WILL COST AROUND

£623 MILLION IN 2016 ALONE

$71 BILLION

Source: Gartner

SOFTWARE GROWTH TO DRIVE GLOBAL IT SPENDING TO

$2.5 BILLION BY 2019 IDC

72%

THE TOTAL PREDICTED REVENUE FOR IT SECURITY, HARDWARE AND SOFTWARE PRODUCTS, AND MANAGED AND HOSTED SECURITY SERVICES

OF SENIOR PUBLIC SECTOR STAFF BELIEVE THAT THE USE OF CLOUD TECHNOLOGY COULD BENEFIT THEIR ORGANISATION

2020

Source: Ancoris and iGov Survey

BIG DATA SPENDING TO NEAR $50 BILLION BY 2019 IDC

50%

PROPORTION OF ENTERPRISE THAT WILL HAVE STARTED

WINDOWS 10 DEPLOYMENTS BY JANUARY 2017

Altham 01282 776 776 | Basingstoke: 01256 707 070 | store.exertis.co.uk

PowerEdge FX architecture.

Modular IT ﬂexibility that’s precisely tailored, quickly deployed and easily managed for modern and legacy applications.

Workload-deﬁned infrastructure, converged. Next generation PowerEdge FX architecture with Intel® Xeon® processors - redeﬁne your resources without redesigning your datacentre.

Exertis has full demo unit capabilities… speak to your account manager to arrange a visit now. Intel, the Intel logo, Xeon, and Xeon Inside are trademarks or registered trademarks of Intel Corporation in the U.S. and/or other countries.

THE

FUTURE

BUSINESS

THE SHIFT TOWARDS SOFTWARE DEFINED STORAGE Software Defined Storage (SDS) is the abstraction of data services from the storage hardware and it promises a lot: flexibility, cost savings and the elimination of vendor lockin. We take a look at what’s happening in this growing market.

COPING WITH DATA Big Data, the Cloud, mobile technology and IT security are likely to continue to be focus areas in 2016 but it’s no secret that the amount of data generated and stored is exploding. The ability to collect data from a wide range of sources from mobile devices through to social media and now the Internet of Things will increase the growth even more. It’s been estimated that as much as 90% of the World’s data has been generated in the last couple of years. Cisco has predicted that by 2020, there will be 50 billion connected things and not just phones and tablets but other physical objects that can collect data. Companies rely on data to drive their business but are struggling to deal with this exponential growth. Finding ways to capture, store, protect and manage the data cost efficiently is a major concern with

tight IT budgets. One solution to this data deluge is software-defined storage (SDS). SDS enables companies to utilise existing storage investments, easily incorporate new high speed flash technologies and save on their hardware investments. Rather than buying a proprietary product with locked-in functions, customers can choose the best hardware and software and combine them into the most effective solution for their needs. SDS gives them the ability to choose less expensive standard hardware and use it with enterpriselevel software, thereby optimising the use of the infrastructure and improving the price performance.

FROM DISRUPTIVE TO MAINSTREAM Virtualisation has transformed the server market and a similar transformation is happening in storage from the datacentre to the computer room. SDS separates the advanced storage services from the hardware on which the data is stored, eliminating hardware lock-in and the rigidity associated with legacy systems. Reducing storage costs at a time of increasing capacity and demand for higher performance requires a different approach. SDS provides that with a more flexible, more automated solution with built-in resiliency and disaster recovery at a significantly lower price point than was possible in the past.

Altham 01282 776 776 | Basingstoke: 01256 707 070 | store.exertis.co.uk

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UTURE

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The demand for high performance flash storage has never been greater, but the challenge has always been balancing performance with cost, and getting the performance to the right application at the right time. SDS solutions allow administrators to utilise a relatively small amount of high cost flash storage to service the high performance requirements of the applications as needed, while repurposing legacy DAS, NAS and SAN storage for general use, thereby extending the life of existing storage assets. Removing dependencies on expensive, proprietary hardware avoids ‘hardware lock-in’ to traditional vendors and also eases storage TCO while improving manageability.

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One of the biggest drivers of SDS is the ability to consolidate ALL storage into a single place, this means all spare capacity across the network can be used, significantly improving efficiency and reducing overall storage costs. SDS can also provide administrators with greater flexibility, increased responsiveness and even improved resilience depending on key business drivers.

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Exertis recently added DataCore to its enterprise vendor portfolio. DataCore is one of the leading providers of SDS solutions enabling enterprises and organisations of all sizes to benefit from end to end management of their server and storage estate through a virtualised software layer that sits above their hardware investment. Gareth Bray, Server, Storage and Networking general manager at Exertis said “DataCore will provide our resellers with unquestionable storage value and efficiencies by reducing storage costs, improving performance, simplifying storage management through a single user interface and providing ongoing business continuity including disaster recovery. SDS is now the defacto method for data management and we are delighted to be partnering with the established market leader.”

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Resellers will gain access to DataCore SAN symphony-V and DataCore Virtual SAN. DataCore’s solutions are targeted towards the IT data centre that typically services 250 employees and above, although for smaller Hyper-V environments, DataCore offers an entry level, 2 simple 2 node hyper-converged solution, DataCore’s Virtual SAN.

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DataCore recently achieved a new World record, audited by the Storage Performance Council (SPC-1), for price performance with IOPs of 5 pence recorded on Lenovo’s x 3650 systems. On the same platform, the company recorded the fastest response times ever attained, even compared to the many all-flash arrays and multi-million brand systems that have published SPC-1 results. Brett Denly, regional director, DataCore Software commented on the announcement: “Partnering with Exertis allows DataCore to leverage the startling performance results (SPC-1) announced in December that are set to revolutionise the UK server and infrastructure market. This relationship allows us to target partners selling Dell, Fujitsu and Lenovo solutions who would understand the massive performance gains that can now be achieved using DataCore, alongside our traditional storage and virtualisation partners.”

Office Networks People Tablet Technology

Whilst SDS has been around for several years, the momentum behind the technology is increasing exponentially, forcing the market to consider how quickly the approach, traditionally thought disruptive, will in fact become best practice and eventually mainstream in the datacentre. According to a recent IDC survey, more than 25% of organisations have already invested in software-defined storage solutions in 2015 and a further 40% are evaluating options. This was further evidenced by a poll conducted by SDS provider DataCore which revealed that many organisations are moving away from storage functions tied to specific hardware.

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WHAT IS IT AND WHAT’S DRIVING SDS?

FUTURE OUTLOOK

IDC believes that SDS represents a major shift in storage acquisition but one that is probably overdue given that speed, cost-effectiveness, flexibility and resilience are now mandatory requirements. Influential vendors are now promoting SDS as the way forward with software centric companies likely to dominate the market. Storage has never been so important as an IT category and this is likely to be reflected in how IT budgets are spent. Sources: IDC

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At a basic level, SDS allows you to consolidate multiple ‘pools’ of storage on the network and use them as a single usable volume. How and where the storage gets presented is all managed by the software - for example, disks in a few traditional x86 servers could be

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SELECT Partner Program Overview The main purpose of the SELECT Partner Program is to support and incentivise resellers through a dynamic training and rebate Program. As a SELECT EXPERT Partner, resellers will stand out in the market as a partner customers can trust to deliver outstanding solutions. What’s more, we’re committed to providing a reliable, open, communicative and collaborative working atmosphere that helps ensure mutual success. Resellers can sign up for the SELECT Partner Program, visit http://becomeourpartner.ts.fujitsu.com/register.php

Why resellers should become a SELECT EXPERT? Build stronger, closer relationships with complimentary support

Receive SELECT rebates - why not get a rebate for doing what they’re already doing

Enhance their skills - utilise our range of comprehensive and flexible online and face-to-face training resources

Earn additional performance-related rebates - by becoming a SELECT EXPERT they qualify for our Pay4Performance Programme

SELECT Expert Rebates

SELECT Registered

Mobility Solutions Advanced Client Solutions Virtual Client Computing Workstations All-round Servers Advanced Server Solution Data Management Data Protection

SELECT Expert

What’s New? Simplified structure to the SELECT Partner Program

New Rebate Structure

New updated training curriculum based on new Expert accreditions

Additional SELECT Pay4Performance rebates available to all SELECT EXPERT

Easily identifiable learning paths for Sales Professionals, Pre-Sales Consultants and System Engineers

Fast track to SELECT EXPERT level using 3rd party vendor certifications

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Data Protection

PRS

Data Management

Advanced Server Solution

STYLISTIC Tablets

All-Round Server

Workstation

ALL LIFEBOOK (Exc LIFEBOOK A)

Virtual Client Computing

Mobility Solutions

SELECT Rebates

Advanced Client

SELECT Partner Program

CELSIUS ALL ESPRIMO (Exc E4/P4xx/D556)

CELVIN

1% 2%

FUTRO ALL PRIMERGY (Exc TX13xx)

VSHAPE/CLUSTER IN-A-BOX

ALL ETERNUS SELECT Pay4Performance Client (Excl. A/E4/P4/D556)

SELECT Pay4Performance Enterprise (Excl. TX13xx)

Pay4Performance

SELECT EXPERT accredited partners are also eligible for our SELECT Pay4Performance rebates.

What is SELECT Pay4Performance? SELECT Pay4Performance is a target driven rebate program in which Fujitsu account managers will agree a target level of sales for each quarter for both client and enterprise products.

In addition to receiving standard SELECT EXPERT partners at the end of every quarter, all partners will have the opportunity to receive an additional SELECT rebate through SELECT Pay4Performance.

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Digitisation has received tremendous backing from Government with a multifaceted drive towards making the UK a global leader of digital public services. Central Government, Local Authorities and the wider public sector are being equipped with new tools, practices and support to realise this change backed by considerable funding as outlined again in the Government’s spending review. There is a huge appetite to reduce duplication of effort and gain better interoperability across government departments as well as creating a common platform for easier engagement. Felicity Singleton, Director of Digital Policy and Departmental Engagement from the Government’s Digital Service advocates open source and open data to alleviate public service dependence on closed propriety systems. Peter Fleming, Deputy Chairman, Local Government Association wants to reduce the cost of face to face transactions by 98% and provide 24/7 online services.

deliver the best value for money for taxpayers (July); Government ICT 2.0 dedicated to implementing and revolutionising public sector ICT (September) and CyberSecurity Summit 2016 (November).

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If you think this is just hot air, then take a look at the number of major events listed on the government’s website to run throughout this year: Mobile Working in Government 2016 (March); Digital Government 2016 (April), Modernising Justice 2016, through technology innovation and efficiency (June) ; Education ICT 2015, focused on educational software and virtual learning (June); Enhancing Housing Service through innovation and technology

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The government’s objective to take advantage of the digital age was further outlined in the November spending review. Hot on the heels of the programme to digitise the NHS, the government announced its intention to invest £1.8 bn in digital technology and transformation projects across the public sector over the next 4 years. According to the government, “The Common Technology Services programme will deliver flexible and modern technology for the entire Civil Service, opening up more government contracts to suppliers and saving money for taxpayer.”

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Secretary Jeremy Hunt. This is significantly more than the £1bn originally announced in the government spending review. The NHS is on a path to go paper free at the point of care by 2020 with the government investing £4.2 bn in new technology over the next 5 years to deliver better connected services for patients and ensure that doctors and nurses have the information they need at their fingertips. The aim is for patients to have access to their entire health records online and 80% of clinicians in primary, urgent and emergency care to have digital access to key patient information. It’s estimated that the current annual cost of paper storage records could be up to £1million for each trust. Last year, Hunt announced that within the next financial year, a quarter of Smartphone users would be able to access NHS services and medical records, to book appointments and arrange repeat prescriptions using a suite of health apps. The government has earmarked a portion of the £4bn funding for the development of apps, telehealth and building a new nhs.uk website. The DoH is working with mobile platform providers, including Google, Apple and Microsoft, to “ensure that patient-focused apps are fully supported and patients can access them easily from their mobile devices” said Hunt. Certainly, there is no shortage of opportunity and the IT industry was given a further boost with a commitment to spend up to £1bn on the roll-out of free Wi-Fi access across the NHS. This is expected to coincide with the 2020 date. Health Secretary Jeremy Hunt said “Everyone using the NHS expects it to be a World leader in digital healthcare and free Wi-Fi is an essential part of making that a reality. It will give patients and staff the ability to access the services they need as well as freeing up clinical time and reducing overall costs.” As not all Trusts operate the same, there will be a requirement to map out the digital maturity of each to ascertain requirements and implement a solution. According to a report in Computer Weekly, some £1bn of the funding will be spent on infrastructure, cyber security and data consent. Data consent has caused much controversy, particularly concerning the Care.data programme, which aims to extract anonymised patient data from GP records to a central database held by the Health and Social Care Information Centre.

FURTHER EDUCATION REQUIRED digital technology through ESMCP. The enhanced network will enable officers to access key police databases, take mobile fingerprints and electronic witness statements and stream live body-worn video - all while on the move.

GETTING SMES IN “ON THE ACTION” Last summer, the Minister for the Cabinet Office, Matt Hancock, announced that £1 in every £3 that the government spends will be with small businesses by 2020. In addition, Sally Collier, the Government’s Procurement Agency Chief Executive has pledged that every government department would be tasked to identify its own SMB spend to meet the 33% commitment. The Crown Commercial Service has been asked to identify particular IT contracts to champion to SMBs. SDS is now the defacto method for data management and we are delighted to be partnering with the established market leader.

NHS GETS FURTHER SHOT IN THE ARM The government will spend £4.2bn on NHS technology - including apps, Wi-Fi, cyber security and electronic patient records - over the next five years, according to a recent announcement by Health

Education has taken a bit of a backseat in comparison to other forms of public sector spending and there has been much debate on the effectiveness of ICT. However to ignore the benefits that IT can bring in a digital age would surely be a mistake. It isn’t about using less technology in classrooms, it’s about choosing the right product solutions and providing the right training. That’s where IT vendors and resellers, educational establishments, and government need to be focused. Bob Harrison a governor, former headteacher and Educational advisor at Toshiba Information Systems was reported in CRN as saying “…unless schools make teachers confident in using technology, have a reliable infrastructure around Wi-Fi and get a really clear view of why they are using technology, it will be a waste of money. Throwing kit at schools is doomed to fail…”. A BESA survey in 2014 highlighted that schools were under-resourced in terms of Wi-Fi connectivity but the government has pledged to invest £1.7 bn to bring superfast broadband to over 95% of the UK by 2017. Some resellers are already focusing more on providing infrastructure and connectivity into education rather than purely devices and equipment. In trying to reduce costs and improve efficiency across the public sector, IT resellers have the opportunity to capitalise on the myriad of projects that are on the table. Moreover as outlined in our recent public sector guide, Exertis is on hand to help you take advantage of the opportunity.

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Gartner predicts there will be 6.4 bn connected devices in 2016, up by 30% on last year with 20.8 bn devices to be in use by 2020 Juniper Research predicts 38.5 bn by 2020 Cisco predicted the number would be closer to 50 bn Morgan Stanley predicted even more at 75 bn IDC claimed that spending on IoT was £461.8 bn last year and predicts the market will be worth $1.7 trillion by 2020 Whatever numbers you believe and they often change of course, one thing is certain, IoT is here and growing fast with Western Europe set to be one of the fastest growing regions over the next few years according to IDC

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Not surprisingly, as it applies to any object connected to the Internet that can send and receive data, IoT covers a multitude of markets from consumer to business. Indeed virtually every machine that operates in every market and sector can be connected to the Internet fuelled by the continued growth of wireless networks and greater bandwidth. Moreover, with the continued proliferation of Smartphones (more than 55% of adults own a Smartphone and the number of Smartphones in the UK will reach 43.4 million by 2017), the IoT phenomenon is unstoppable. Indeed Gartner predicts that 1 in 5 vehicles will have some form of wireless connectivity by 2020 and Intel believes that by the same time, there will be around 26 Smart objects for every human being on earth. However most Smart devices aren’t in your home or phone, they are in industry tracking inventory, increasing efficiency, saving costs and in some cases saving lives.

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THE INTERNET OF EVERYTHING? However, this proliferation of IoT devices doesn’t come without security and privacy concerns. Indeed for some products you might well feel that perhaps the benefit doesn’t quite stack up. Undoubtedly, there have been some questionable product launches particularly in the consumer space. The ‘Smart diaper’ may only serve a useful purpose if you have lost your sense of smell and equally the ‘Smart egg tray’,that syncs to your Smartphone, may only help the less numerate amongst us that needs to know how many eggs are left. Connecting every device to everything will probably make life more complex not easier and if it isn’t that useful or it doesn’t solve a particular problem then why bother? Far better to have a sensor that can pick up CO2 emissions, meters that can conserve energy use or devices that can report a mechanical fault in an appliance. Indeed the machine to machine communication is a key driving force for IoT. The advantage of M2M extends across a host of vertical markets including: manufacturing, transport, travel, utilities, healthcare, agriculture to name a few. According to Verizon, organisations that have implemented IoT have seen an 82% increase in efficiency, 49% increase in product quality and 45% increase in customer satisfaction.

VULNERABILITIES IN IOT As to the risks, IoT presents a variety of potential security issues that can affect consumers, business and even wider afield. It’s probably its biggest concern. HP released results of a study revealing 70% of the most commonly used IoT devices contained vulnerabilities including password security, encryption and a general lack of access permissions. It uncovered on average 25 vulnerabilities per device. The IoT devices tested, along with their Cloud and mobile application components, were from manufacturers of TVs, webcams, home thermostats, sprinkler controllers, hubs for controlling multiple devices, door locks, home alarms, scales and garage door openers. The most common and easily addressable security issues reported included: privacy concerns relating to the collection of personal data; insufficient authorisation with passwords of low complexity; lack of encryption to the Internet and local network; insecure web interface and inadequate software protection when downloading software updates. Similar risks were mentioned in a Federal Trade Commission report entitled 'IOT: Privacy and Security in a Connected World'.

PRIVACY AND SECURITY Indeed, privacy and security were mentioned as concerns regarding the purchasing of IoT devices by half of respondents in an Accenture survey last year and manufacturers need to ensure they have the trust of the consumer if they want their products to sell. Edith Ramirez, the US FTC chairwoman, has gone on record warning that embedding sensors into everyday devices and letting them record what we do, could pose a massive security risk. Minimising the amount of data collected and retained, by only capturing data that is necessary to the product or service being offered rather than more sensitive personal data, would seem to be a reasonable remedy. Alternatively, consumers should have the right to know that their data is being retained and used for purposes in a way that differs from what might be expected and have the opportunity to consent or deny that use. How practical that is when there is no consumer interface remains to be seen. How worried should we be about these security issues? That obviously depends on the possible outcomes. Certainly there have been some high profile revelations including the tampering of driverless cars, security flaws in some fitness bands and energy meters which

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have provided information on an owner’s location and concerns in healthcare on certain connected devices like pacemakers. Some hackers have taken advantage of IoT devices that are connected to a company’s Wi-Fi network, and they have been able to hack into corporate infrastructures without any physical access. It’s inevitable that IoT devices will find a path into organisations much like BYOD has with mobiles. Furthermore, there is the debate about connecting more of our critical infrastructure and industry to the Internet allowing cybercriminals to inflict more threatening and widespread damage.

QUALITY RATHER THAN QUANTITY Whilst there have not been any major incidents with respect to IoT, can anything be done to increase security? In reality, there is a big difference in the quality of some IoT devices which is usually reflected in the price. Equally, many devices are so small with limited processing power that it is difficult to add security measures like encryption and other more robust security measures. Connected devices need regular updates to help protect them from possible cyberattacks from hackers and many companies don’t offer remote updates for their Smart device. In some cases, particularly at the lower end of the market, companies may not have the financial means or technical expertise to offer such support. In addition they may not have the communication channel to deliver it either. If left to the consumer to manually update, the chances are it’s less likely to happen. Some observers believe that certain companies put profit first and security second ensuring they are first to market. Others point out that new entries into the market may not have the same security awareness of existing technology companies.

REMEDIES At the present time, there is no dominant IoT ecosystem or standards which, if in place, could help address privacy and security issues. The onus is on the IoT manufacturers to put reasonable security at the forefront of product development. What is reasonable security may well depend on the amount and sensitivity of data collected. However, the FTC report recommended that companies should conduct a privacy or security risk assessment, minimise the amount of data collected and retained, and test their security measures before launching a product. In addition, they should utilise service providers that are capable of maintaining reasonable security if that expertise isn’t available in-house and have a procedure to patch known vulnerabilities. The ability to remotely update IoT devices should be a key requirement to maintain security as vulnerabilities are discovered. Even in the more established Internet World, secure applications and systems can be compromised. Certainly as more devices are connected, there is going to be an inevitable requirement to store and analyse huge amounts of data. That can only be good news for the channel. As suggested earlier, IoT is here to stay and in most cases the benefits outweigh the risks. However, should you need advice for you or your customers, Exertis is best placed to help you. We are leaders in the distribution of home automation products and have experts in the Smart tech market that can provide advice and support on the best products. Our technical support teams can also advise on security. Sources: FTC, HP, Intel, IDC, Verizon, Gartner

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highlight the cost of energy as a barrier to the growth and success of their business. Finding energy efficiencies is the single best way to reduce these costs over the long-term and small businesses need all the support and information they can get to help to make these savings wherever possible. The problem is significant. Energy represents a substantial cost for the majority of small businesses and yet the current market is failing them. Many SMEs have either not looked into how to reduce their energy costs, or are simply not experienced enough in identifying areas where they can save money on their bills. In fact, seventy per cent of these businesses experience difficulty comparing energy tariffs and 43% say they have never switched supplier. The Competition and Markets Authority (CMA), which is preparing to conclude its investigation into the energy market, says SMEs in the UK pay around £500m more a year than if competition was functioning effectively. It has voiced concern that 45% of SMEs have been placed on a default tariff, one that has not been actively negotiated, which can be more than twice as expensive as a negotiated tariff. The Federation of Small Businesses (FSB) is representing the interests of smaller businesses by responding to the CMA’s investigation. Substantial savings can be made through the implementation of energy efficiency measures as well as ensuring businesses secure the best tariff available. Many smaller businesses, however, either don’t believe they can make substantial savings, or haven’t trusted the market and the system enough to engage in the process. This is why we have just launched our new FSB Energy service to help members reduce their gas and electricity bills. Members using the service could cut approximately a quarter (23%) off their annual energy bill, which is equivalent to nearly £1,000 for the average FSB member. Small business owners want clear, easy to use advice on competitive rates for utilities and this service will go some way to meeting this need. But while clear and trustworthy advice is important, there is so much more business owners and operators can do to reduce their energy bills. Energy efficiency is something small businesses are really embracing. FSB research suggests that 90% of businesses want to be energy efficient and 58% have already made changes to improve their energy efficiency. The most widely reported energy efficiency measures already introduced are the installation of more efficient lights, lamps and bulbs; the introduction of switch off/turn down policies; and improved insulation. This is good news because the effect can be significant. The Department of Energy and Climate Change (DECC) estimates that the average SME could reduce its energy bill by 18-25% by installing energy efficiency measures with an average payback of less than 1.5 years. The benefits don’t just stop with the financial remuneration either. The great thing about energy efficiency is that once a business makes savings, they go straight on their bottom line and remain there. There are a number of other benefits which come hand in hand with energy efficiency improvements including increased productivity, a more comfortable working environment, financial savings which can be used to fund new employees and the reputational benefits of improving the business’s green credentials. However, there are still major obstacles that need to be overcome. Operating from leased or rented premises is the most significant of these, with over half of businesses citing this as a major obstacle preventing them embracing energy efficiency. One option to

explore is negotiations with landlords, potentially splitting the cost of introducing energy efficient solutions. Other barriers identified include a lack of concern around energy costs and a lack of capital for energy efficiency investment. Cost is obviously a vital driver for small businesses but many of the companies I speak to are also genuinely concerned about their carbon footprint and trying to do their bit to protect the environment. Furthermore, in a World where young people entering the World of work are looking for a different kind of employer-employee relationship, a business that shows it thinks with its heart as well as its head can be a in a stronger position to attract the best talent. The reasons for small businesses to take a serious look at their energy bills and energy efficiency are many and they are powerful. Negotiating the myriad of obstacles has not always made this the easiest of tasks for time-pressed business owners, but hopefully they now have the resources they need and the advice they can trust to enable them to make savings with the minimum of fuss. To find out more about FSB Energy, visit www.fsb.org.uk/benefits

BUSINESSES WISHING TO SAVE MONEY BY BEING MORE ENERGY EFFICIENT SHOULD CONSIDER THE FOLLOWING SIMPLE STEPS: • • • • • • •

•

Setting heating timers to the right date and time, especially when the clocks change Take different working times on weekends and bank holidays into account when setting heating timers Setting the heating in the office to a recommended 19 degrees centigrade Seal up draughts and unused doors Regularly check and maintain any air conditioning units and air filters Making sure all lights are turned off when not needed, including in unoccupied areas Asking staff to turn their computer monitors off if they are away from their desks for more than 10 minutes and that both PCs and monitors are turned off at the plug at the end of the day Make sure all electrical equipment in kitchens are switched off at the plug at the end of the day

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HOW TO STAY AHEAD IN

MARKETING

The World of modern marketing is a much more complex place than ever before. With the digital World opening up many more ways of getting yourself seen and heard more quickly and by more people the temptation is often to get all the tools, get busy and get going, without pausing for thought. Here are some fundamentals that will make the most of your marketing resource, and hence more efficiently and effectively contribute to business growth.

BE CLEAR ABOUT YOUR VALUE Many businesses know what they do and how they do it. But stop a moment and think about what is the value and benefit to your customers? Marketing people call this positioning - where do you sit in the market compared to your competitors, what sets you apart and what is the benefit of this differential? Benefits boil down to saving time, hassle or money, or a combination. To get to them always keep asking “so what?” whenever someone spouts a feature simple example, our solution has a 40GHz core processor fibre array. The ‘so what’ here maybe is that it processes data twice as fast as the nearest competitor, reducing your billing process by 50% - saving time, raising productivity.

KNOW YOUR CUSTOMER If you don’t have a CRM system you can’t know your customer. Long gone are the days when customer intelligence resided in the heads of the sales team and maybe some underused contact management system. CRM centralises customer intelligence and allows everyone in the business to get a view of the customer and enables another marketing fundamental - segmentation. Understand differences in your customer base - geography, sales potential, buying patterns, industry sector, personnel in an account (who buys, who influences and who specifies) and so on. There are two massive gains here - by segmenting and structuring your data you can group like customers together and build communication plans more relevant and personal to their situation and need, and secondly, you can allocate responsibility for contact and engagement to the most suitable resource - immediate leads, and those looking to buy go to sales, marketing handle the bulk of ‘interested’ and nurture them to a sales ready position, support teams pick up post-sale. CRM today is not complicated - there are some great value tools, up in the Cloud that anyone can get going within minutes, and many provide sophisticated marketing, sales pipeline and support tools for a few pounds per user per month.

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BE JOINED UP CRM allows a modern business to be joined up between marketing and sales - see it as total business development. If you know your customer, you know who is not a customer and hence a likely one (typically there will be more of these than customers - what a great growth opportunity), and importantly who you don’t want to be one. Have a lead generation and nurturing programme - buy data of likely prospects and handle inbound interest - from the idly Googling a topic to interested lead to customer, with relevant content served at each stage. Marketing handles the front end bulk, puts in place campaigns to attract and engage with prospects, and hands over to sales when ready for have an informed chat.

ENGAGE & CONVERSE Get hooked up at the earliest point - your business promise and interesting content (this is essential - what’s on your website, your ads, your emails, your thoughts, opinions, articles, infographics, case studies, video ‘how to’ …… ) will attract potential customers. But do more than communicate, reach out, engage and converse. People respond better when they are listened to and understood. This goes for remote dialogue - via email, social media, live chat, phone - as well as face-to-face.

MONITOR, MEASURE AND MAKE BETTER If you’ve got a clear business development, marketing and sales process defined you can monitor and measure. If you can measure you’ll know what works, for what type of prospect or customer, and what you can make better. Engagement with the business (web analytics & behaviour, social activity, links followed, downloads, optins to news and views, webinars and so on) can be gauged, and, key here, have a value put on it because more efficient and better conversions result all along the way.

BE AUTHENTIC However you go about your demand generation, engagement, and nurturing one thing is golden - be yourself and be true to your brand, values and your product or service benefits. There is no room for flannel and fluff these days - the web allows potential buyers instant access to alternatives should you fail to meet their needs or expectations. Way back it was all about creating the impression and corporate posturing, now buyers demand information first, the impressive stuff comes after.

WHY IS ALL THIS SO IMPORTANT? The more relevant and personal you are at each stage and at all times, the more respected you become and hence more trusted. And since trust equates to value this then drives word-of-mouth recommendation and advocacy - still the holy grail of marketing, irrespective of the technology and tools available.

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Productive. Secure. Budget friendly. The ASUSPRO P2520LA notebooks are designed for SMBs with controlled budgets that demand durable high-end performance and failsafe security. With additional USB ports and replaceable battery, they are highly productive. Budget-friendly, they’re the perfect choice for smart up-and-coming businesses on the path to success. • Style and comfort The P2520LA notebooks have a professional look and are ergonomically designed. The anti-glare screen reduces eye fatigue.

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SECURITY IN SMB There is a common perception that cyberwarfare is largely something that affects large organisations, where over 90% experience some form of attack or breach. This is a misconception, largely fuelled by media coverage of the topic, where size counts and reputations are seen to matter more. The impact and consequences a security breach has on an organisation and those individuals affected is as serious in the SMB world as the enterprise one.

The issue of cybersecurity for SMBs is, however, one of paradoxes. The breaches don’t hit the headlines in the same way they do for TalkTalk, the BBC, British Gas, Halifax and so on, and yet the threats are, in counter terrorism language, a real and present danger. Here’s something to think about: • • • •

66% of SMBs don’t consider their business vulnerable Only 16% thought improving cybersecurity a top priority in 2015 Only 32% of organisations use the Government published Ten Steps to Cyber Security, a document published in 2012 The number of organisations with breach insurance fell in 2015 to 27% of SMBs

And yet here are some researched facts: • • • • • •

74% of SMBs had a security breach of some sort in 2015 4 was the median number of breaches per SMB organisation The average cost to SMBs of a breach was between £75k £311k Only a third of small business owners are worried about data theft or loss Despite a rise of 27% over a year only a minority (44%) of SMBs increased information security spend, and only 7% expect to increase it in 2016 10 is the number of days a business is typically taken offline or paralysed

Despite the apparent paradox, and the myriad permutations and differences of UK SMB (Ltd) the picture is clear - SMBs are far more vulnerable to attack or breach and more likely to be exploited because they have a less secure environment compared with large organisations that expend huge budgets securing their estates. Cybercriminals scan in excess of 100,000 targets a day and target ‘low hanging fruit’, so given SMBs hold vast amounts of data and have weaker defences they are ripe for exploitation, and with an increasing complex, yet flexible, technology landscape evolving it is not unreasonable to expect the situation to become more acute, sinister and serious. SMBs that haven’t done so already need to put information security centre stage.

SMB IMPLICATIONS – INTERNAL AND EXTERNAL DANGERS The consequences of a breach are often serious and affect a business financially, operationally and reputationally, the latter arguably being the biggest threat to long-term business survival. SMBs also need to be aware of what a threat is and where it is likely to come from. A threat is not simply some unsavoury types looking to make a fast buck. To draw a castle analogy, the moat, drawbridge, ramparts and so on can be best of breed but if someone lets a wooden horse in over the drawbridge, or throws the crown jewels over the wall at night, or accidentally tips them out with the rubbish, then a breach has occurred. It may be simplistic, but it illustrates that threats are internal as well as external and can be malicious or simply human error. The Information Security Breaches Survey showed 50% of the worst breaches suffered were due to “inadvertent human error”. A breach is not a one-time event, cybercriminals looking to directly profit have an interest to raise the frequency of data theft as the more valid the data, the more valuable it is.

SECURING THE BUSINESS, SECURING THE NETWORK For SMBs to gain control of their security there are some fundamental things they can do, and these broadly fall into the business operations and technology Worlds, although inevitably one affects the other. For advice in identifying, documenting and readying the organisation to get secure, or improve security then one of the best start points is the Government’s Ten Steps to Cyber Security, offering a practical guide to improving business security, and the subsequent GCHQ authored Common Cyber Attacks: Reducing The Impact document. Other sources of invaluable advice for SMBs can be found from the SANS organisation, CyberStreetWise and the Cyber Essentials programme, the Information Security Forum (GB), and the BSI. In terms of technology security and ensuring the network, and the data traffic on it, is safe and operational, taking a layered approach

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company training, policy and procedural aspects of information security management, Network Access Control solutions play a major role here and cover company and user devices. ForeScout CounterACT gives real-time visibility and NAC, endpoint compliance against policy, vulnerability assessment and advanced threat response.

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Exertis Deploy provides installation and consultancy to accelerate implementation and secure deployment • Exertis Maintain peace of mind support contracts range from office hours Monday-Friday with crucial patches and upgrades, to 24/7/365 assistance with a technician and hardware replacement within 4 hours. All underpinned by a 24x7 Network Operations Centre (NOC) manned by vendor accredited engineers for swift incident resolution avoiding damaging downtime. • Exertis Educate delivers training through accredited instructors who have extensive product and support knowledge. Attendees get all the necessary skills and knowledge to securely manage their security solution. • Exertis Manage is a completely managed 24/7/365 security service via our NOC, continuously assessing and managing your customer’s environment. Contact the Exertis VAD Security team to find out more.

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Source: HM Government: 2015 Information Security Breaches Survey Ten Steps to Cyber Security Small businesses: What you need to know about cyber security Cyber Security Myths - Putting a Third Of SME Revenue at Risk Information Security Forum - Threat Horizon 2016

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GA B UM S I IN NE GS A SN D E N T E R T A I N M E N T

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ISE 2016:

THE BIGGEST AND BEST YET? Integrated Systems Europe has just closed the hall doors on its 13th year and is now seen by many as the leading AV and systems integration show in the World. The show could confidently claim to be the biggest so far, with almost 66,000 visitors from over 150 countries attending the, now four day, event (a rise of over 10% on 2015), and more than 1,000 companies exhibiting. But was it the best to date? And what were the highlights in terms of tech and opportunities for resellers operating, or looking to enter this space? Ian Aitken, Exertis AV General Manager fitted his MS Band and clocked up over 12k steps per day investigating all the show had to offer. “Overall the show was definitely the best ever – in terms of the scope of the technology and products, and also in the number and variety of exhibitors in each sector. A clear theme was ‘convergence’ and how the boundaries between typical IT and AV are now more blurred than ever, presenting some great opportunities for both traditional IT and AV resellers. It is a vibrant market to be in and great that Exertis can offer the depth and breadth of product for everyone to succeed. Talking points were many and varied around ‘convergence’ with many networking vendors like Belkin and A-Ten taking stands. Digital signage and connected rooms stole many headlines with other main talking points covering touchscreen, home automation, the Internet of Things, audio and communications, VR and even drones.

STANDOUT PRODUCTS PROJECTION This year there were key developments in laser phosphor projection - predominantly from Optoma and Hitachi. Lamp-based projectors progressively dim from the moment they are switched on. Laser phosphor projectors don’t, they maintain optimum brightness far longer, thereby delivering much better image quality as a result, and because there is no lamp there is no need for lamp and filter replacements. This increased uptime, low maintenance and running costs, and bright long-life make them ideal for high-use settings like

boardrooms, classrooms and location-based entertainment. Optoma also launched an exciting 4K projector, opening new opportunities in the high-end home cinema sector. LARGE FORMAT DISPLAYS Something nobody could ignore was extra narrow bezel videowalls, they were ‘wall-to-wall’! LG, NEC and Samsung all launched new products with bezels from 1.4mm to 1.9mm. Other key highlights were OLED and Transparent OLED, with LG having some stunning Retail POS such as transparent fridges for bars, and perhaps the biggest draw of the show was their dual-sided, curved OLED product. The, exclusive to Exertis, Samsung Interactive E-Board was extremely popular throughout the four days, and high brightness retail screens attracted a lot of interest, especially NEC’s X754HB model. LED More and more fine pitch NPP LED products were on display, with a major focus on the decreasing pixel pitch. Some 0.9mm were shown, although the more mainstream and popular brands were showing 1.2mm-1.5mm product. It’s worth noting that, as prices fall, a 3.0mm pitch LED product now rivals a 2x2 55” videowall.

TRENDS AND SPACES TO WATCH A key takeaway from the show has to be that LED and OLED technology is still a major growth opportunity and products will continue to evolve rapidly enabling display installations considered impossible only a year ago. One additional area that should interest resellers is the growing area of meeting room collaboration systems - Vivitek and Viewsonic showed some exciting new products here. AV is a vibrant market to be in at the moment, the pace of convergence quickens and the opportunities benefit resellers of all shades and hues. Following the show some innovative technology will be added to the Exertis portfolio, one that offers resellers the UK’s broadest and deepest solutions covering the key areas of display, networking, signalling, brackets and cables, unified and virtual comms, server and storage.

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FUTURE NETWORKS: BE PART OF THE EVOLUTION Back in 2014 Huawei made the market sit up and take notice of its intention of becoming the World’s leading IT company. Ten years previously it announced the same in the telecom World and now Huawei is one of the World’s dominant forces. Today Exertis can offer resellers a unique opportunity to prosper from the changing of the networking guard. Join the evolution.

PROFITABLE NETWORKING THE HUAWEI WAY As the only UK distributor with Huawei Certified Services Partner status, Exertis can offer a unique range of products and services to reseller partners who want to plug into Exertis and build a long-term, profitable networking business. With Huawei CSP accreditation, Exertis delivers certified, vendor-backed, services through the entire sales and support cycle. It connects resellers to a product range covering the depth and breadth of the server, storage and datacentre markets with a suite of services to assist and support resellers in all aspects of network planning, design, installation, management and maintenance. Reseller margins of 10-15% can be expected if products and services are sold as a solution. Huawei is now a major global information and communications technology ICT solutions business - a recent market report (IHS) named the four leading enterprise networking companies as Cisco, HP, Brocade and Huawei. Huawei is privately held and builds its business on innovation and a customer first mindset – it doesn’t just listen to them, but works together on installations via its armies of engineers at 28 ‘innovation centres’ around the World. It innovates by spending 12% of global revenue on R&D, and 45% of its 170,000 employees involved in this area. It has been in the UK since 2011 with a mission to ‘build a better connected Britain’, and has contributed almost £1bn to UK GDP. Its products and expertise are found in all sectors and in organisations of all sizes: • • • • • • • • •

Imperial College London: takes ‘big data’ research to new heights through a new Science Innovation Laboratory Newcastle Uni: first 100GE University Core Network in UK Framwellgate School: SAN Storage ensures high availability and delivers virtualisation platform for UK Secondary School IMG: digital delivery in a broadcast environment with a creative approach to cutting-edge technical solutions JKR: Huawei’s OceanStor S5500T for data hungry international brand design giant Next Connex: supercharged fibre connections between UK datacentres using Huawei’s Optical Networking Solutions Datastore365: leading hybrid Cloud storage solution RPMI: innovative Huawei SSD storage solutions give legacy systems a new lease on life EventCity: Huawei 10G Campus Network Solutions

Now is the time to connect with Exertis and Huawei - Dr Brian Wang of Forrester recently noted that Huawei has already shown it can deliver a potent combination of price, service and customisation, and feels sure it will disrupt the IT business just as it did with telecoms.

GET INVOLVED: HELP “BUILD A BETTER CONNECTED BRITAIN” The route to being part of building a better connected Britain and a more profitable networking business is through Exertis. Your account manager can provide product information, quotes, technical advice, and access to training days and Exertis Huawei CSP services and Exertis Maintain and Exertis Manage complementary services.

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WORKFORCE TRANSFORMATION

Wireless technologies for Better Collaboration Intel® Unite™ Software, Intel® Pro Wireless Display, and Intel® Wireless Docking Selling Business and IT Advantages Revolutionise workplace collaboration with smarter meeting spaces, wireless sharing, and wireless docking. Today’s workgroups need smarter ways to collaborate - conference rooms that ensure on-time meetings, secure wireless sharing, and fast docking without clutter. The latest Intel® technologies can improve productivity.

Intel® Unite™ Software Intel® Unite™ software is modernising today’s conference rooms by transforming them into smart, connected spaces. It connects workers from anywhere, seamlessly and wirelessly.1 With a select Intel® Core™ vPro™ processor-based mini PC in the room and the Intel Unite application running on clients, meetings start promptly.1 Both on-site and remote attendees can interact in real-time, and team members anywhere can share screens wirelessly after the meeting is over.1

Lose the Wires

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Intel® Pro Wireless Display Intel® Pro Wireless Display (Intel® Pro WiDi) enables organisations to take advantage of WiDi in the workplace, with all the benefits of wirelessly connecting to projectors and displays through their enterprise networks. It also delivers the security, flexibility, and configuration capabilities that IT requires. You can find Intel Pro WiDi in new Ultrabook™3 2 in 1 systems, mobile PCs, and tablets with the latest generation Intel® Core™ vPro™ processors.4

Intel® Pro Wireless Docking Intel® Wireless Docking with Intel® Wireless Gigabit technology 5/6 offers wireless connection to monitors and USB peripherals, so users get the efficiency of a traditional dock without clutter or clicking in. The instant a laptop or 2 in 1 moves into the area of a wireless dock, the process begins. The dock determines the optimal wireless channel based on the environment - so other devices will not interfere with the performance. Copyright ©2015, Intel Corporation. All rights reserved. Intel, the Intel logo, Intel Core, Intel Unite, Intel vPro, and Ultrabook are trademarks of Intel Corporation in the U.S. and/or other countries. *Other names and brands may be claimed as the property of others.

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5th 5th and and 6th 6th Generation Generation Intel® Intel® Core™ Core™ vPro™ vPro™ Processors Processors include: include: Intel® Intel® Unite™ Unite™ Software, Software, Intel® Intel® Pro Pro Wireless Wireless Display, Display, and and Intel® Intel® Wireless Wireless Docking Docking Intel® Unite software11 Intel® Unite software

Connect with confidence, share with ease, and collaborate in real time. Connect with confidence, share with ease, and collaborate in real time.

Intel® Pro Wireless Display22 Intel® Pro Wireless Display

Security connect devices to conference room big screens and projectors without Security connect devices to conference room big screens and projectors without wires and dongles. wires and dongles.

Intel® Wireless Docking11 Intel® Wireless Docking

Instantly, effortlessly connect a device to a monitor and other USB peripherals. Instantly, effortlessly connect a device to a monitor and other USB peripherals.

Intel® Active Management Intel® Active Management Technology77 Technology

Find it and fix it anywhere with remote management over wired or wireless networks, Find it and fix it anywhere with remote management over wired or wireless networks, across all device types. across all device types.

To To address address these these customers’ customers’ needs... needs...

Sell Sell these these key key Intel® Intel® Unite™ Unite™ software, software, Intel® Intel® Pro Pro Wireless Wireless Display, Display, and and Intel® Wireless Docking benefits Intel® Wireless Docking benefits

SECURITY SECURITY

• Intel® Unite™ software: Meeting access protected by a rotating PIN code, and the host • Intel® Unite™ software: Meeting access protected by a rotating PIN code, and the host controls attendance. Hardware-enhanced security powered by Intel® vPro™ ensures controls attendance. Hardware-enhanced security powered by Intel® vPro™ ensures encrypted data.11 encrypted data. • Intel® Pro Wireless Display: Users must verify their connection to a target projector or • Intel® Pro Wireless Display: Users must verify their connection to a target projector or television prior to displaying content. This can help avoid inadvertently projecting television prior to displaying content. This can help avoid inadvertently projecting sensitive or private information to a display in an adjacent conference room. sensitive or private information to a display in an adjacent conference room. • Intel® Wireless Docking: Intel® Wireless Gigabit technology has point-to-point sharing • Intel® Wireless Docking: Intel® Wireless Gigabit technology has point-to-point sharing that transmits within a short range of the wireless dock. Data shared has Advanced that transmits within a short range of the wireless dock. Data shared has Advanced Encryption Standard (AES) 128-bit hardware encryption and user profiles are saved on Encryption Standard (AES) 128-bit hardware encryption and user profiles are saved on the device. the device.

PRODUCTIVITY PRODUCTIVITY AND AND COLLABORATION COLLABORATION

• Intel® Unite™ software: Both on-site and remote attendees can easily view and interact • Intel® Unite™ software: Both on-site and remote attendees can easily view and interact with content in real time, and team members anywhere can share screens wirelessly.11 with content in real time, and team members anywhere can share screens wirelessly. • Intel® Pro Wireless Display: Users can securely and wirelessly share content from the • Intel® Pro Wireless Display: Users can securely and wirelessly share content from the device to a conference room TV or projector.22 device to a conference room TV or projector. • Intel® Wireless Docking: Users can work and transfer large files without delay. The • Intel® Wireless Docking: Users can work and transfer large files without delay. The system supports up to two external monitors and near-real-time peripheral connectivity system supports up to two external monitors and near-real-time peripheral connectivity with native USB 3.0, and different devices can connect to the same dock at different times. with native USB 3.0, and different devices can connect to the same dock at different times.

MANAGEABILITY MANAGEABILITY

• Intel® Unite™ software: IT can remotely manage & repair all in-room PCs even when • Intel® Unite™ software: IT can remotely manage & repair all in-room PCs even when turned off. turned off. • Intel® Pro Wireless Display: EXCLUSIVE mode gives one presenter control of the display, • Intel® Pro Wireless Display: EXCLUSIVE mode gives one presenter control of the display, INTERACTIVE allows controls amongst attendees, MODERATED sharing allows one INTERACTIVE allows controls amongst attendees, MODERATED sharing allows one person to control display use. person to control display use. • Intel® Wireless Docking: Software and firmware updates are easily pushed by IT patch • Intel® Wireless Docking: Software and firmware updates are easily pushed by IT patch tools or management consoles to Intel Wireless Gigabit technology-enabled clients. tools or management consoles to Intel Wireless Gigabit technology-enabled clients.

1. Intel® technologies may require enabled hardware, specific software, or services activation. Performance varies depending on system configuration. No computer system can be absolutely secure. Check with your system 1.manufacturer Intel® technologies mayor require enabled hardware, specific software, or services activation. Performance varies depending on system configuration. No computer system can be absolutely secure. Check with your system or retailer learn more at intel.com manufacturer or retailer or Display-enabled learn more at intel.com 2. Requires an Intel® Wireless PC, tablet, Smartphone, compatible adapter, and TV. 1080p and Blu-ray* or other protected content playback only available on select Intel® processors with built-in visuals 2.enabled. RequiresConsult an Intel® Wireless Display-enabled PC, tablet, Smartphone, compatible adapter, and TV. 1080p and Blu-ray* or other protected content playback only available on select Intel® processors with built-in visuals your PC manufacturer. For more information, see intel.com/go/widi. enabled. Consult your PCoffered manufacturer. Formodels. more information, see may intel.com/go/widi. 3. Ultrabook™ products are in multiple Some models not be available in your market. Consult your Ultrabook™ manufacturer. For more information and details, visit intel.com/ultrabook. 3. Ultrabook™ products are offered in multiple may notAvailability be availableofinfeatures your market. Consult Ultrabook™ manufacturer. For more information and details, visit intel.com/ultrabook. 4. Intel® vPro™ Technology is sophisticated and models. requiresSome set upmodels and activation. and results willyour depend upon the set up and configuration of your hardware, software and IT environment. 4.To Intel® vPro™ is sophisticated and requires set up and activation. Availability of features and results will depend upon the set up and configuration of your hardware, software and IT environment. learn moreTechnology visit: intel.com/technology/vpro. To learn an more visit: intel.com/technology/vpro. 5. Requires Intel® WiDi-enabled system and Intel WiDi-enabled receiver device. 1080p and Blu-ray* or other protected content playback is only available on select Intel® processor-based systems with built-in visuals 5.enabled, Requiresaan Intel® WiDi-enabled system Intelplayer, WiDi-enabled receiverIntel device. 1080p and and Blu-ray* or other protected playback only available on select Intel® processor-based compatible receiver device andand media and supporting WiDi software graphics driver installed.content Check with your is system manufacturer. Learn more at intel.com/ systems with built-in visuals enabled, a compatible receiver device and media player, and supporting Intel WiDi software and graphics driver installed. Check with your system manufacturer. Learn more at intel.com/ content/www/us/en/architecture-and-technology/intel-wireless-display.html. content/www/us/en/architecture-and-technology/intel-wireless-display.html. 6. Intel® technologies may require enabled hardware, specific software, or services activation. Check with your system manufacturer or retailer. Intel®Active technologies may require enabled hardware, specific software, services activation. Check with your system manufacturer retailer. 7.6.Intel® Management Technology (Intel® AMT) requires activationor and a system with a corporate network connection, an Intel®or AMT-enabled chipset, network hardware and software. For notebooks, 7.Intel Intel® Active Technology requires activation andconnecting a system with a corporate network connection, Intel® AMT-enabled chipset, network hardwareupon and hardware, software. For AMT mayManagement be unavailable or limited(Intel® over aAMT) host OS-based VPN, when wirelessly, on battery power, sleeping,anhibernating or powered off. Results dependent set notebooks, up & Intel AMT mayFor bemore unavailable or limited a host OS-based VPN, when connecting wirelessly, on battery power, sleeping, hibernating or powered off. Results dependent upon hardware, set up & configuration. information, visitover intel.com/content/www/us/en/architecture-and-technology/intel-active-management-technology.html. configuration. For more information, visit intel.com/content/www/us/en/architecture-and-technology/intel-active-management-technology.html.

Dell 4K Model | UP3216Q

Dell UltraSharp 32 Ultra-HD 4K Monitor

Exceptional colour accuracy and professional standards. The UP3216Q features PremierColor for precise, accurate colours right out of the box, and the ultimate colour coverage and precision experience. UP3216Q with PremierColor now offers a wider colour coverage with 100% REC 709 and 87% DCI-P3 in addition to 99.5% Adobe RGB and 100% sRGB, which were available previously in the predecessor. The two new colour spaces are ideal for colour-critical projects that rely on industry standards, and are typically used by content production professionals. Reveal a high level of detail, even in dark areas, with a colour depth of 1.07 billion colours.

UP3216Q Features •

3840 x 2160 Ultra-HD resolution @ 50 to 60 Hz

•

6ms response time

•

1 x DisplayPort, 1 x Mini DisplayPort, 5 x USB 3.0

•

300 cd/m2 brightness

•

1000:1 contrast ratio

•

3-Year Advanced Exchange Service and Premium Panel Guarantee

Partcode DELUP3216Q

Fine-tune your colours using the Custom Colour mode, or make further adjustments with the user-accessible hardware look-up table (LUT). Calibrate the monitor in-house using Dell UltraSharp colour Calibration Solution software with the optional X-Rite i1Display Pro colorimeter (sold separately).

Thank you for making Dell Monitors

#1 Worldwide*

UP2516D (25”) and UP2716D (27”) also available Call our specialist sales team: South (Basingstoke) 01256 707070 / North (Altham) 01282 776776

Instantly Extend Your Tablet & Laptop Connectivity

Use the Travel Dock with your Ultrabook, 2 in1 Laptop, Win Tablet or Macbook Add dual video HDMI and VGA ports | Gigabit Ethernet | USB 3.0 ports x 2 | Micro-USB for power input x 1

Connect & Present

Connect & Work

Connect & Enjoy

Better prepared, more professional

Connect up to two screens

Connect to a TV

Speak to your Exertis Account Manager to find out more

B2B MUST HAVE ACCESSORIES

THE

To buy online: store.exertis.co.uk exertis.co.uk

BELKIN TYPE-C USB CAR CHARGER WITH REMOVABLE USB-C CHARGE & SYNC CABLE

The USB-C Cable + Car Charger makes it easy to charge your USB-C Smartphone or tablet in your car. RRP: £19.99 Colour: Black Part Codes: BELF7U002BT06-BLK

MOZO FOR MICROSOFT LUMIA 650 FLIP COVER

The Mozo Flip Cover replaces the original back cover of your Microsoft Lumia 650 handset. RRP: £26.99 Colour: Black, Cognac Part Codes: MOZSAUNAFBG

MICROSOFT WIRELESS ADAPTER

FUTURE

BELKIN IPHONE 5 AND 6 DESKTOP CHARGE AND SYNC DESKTOP DOCK

Charging your Apple device with the Charge + Sync Dock is fast and easy. RRP: £29.99 Colour: Silver Part Codes: BELF8J045BT

SAMSUNG GEAR VR

With the Samsung Gear VR, you can play amazing games, watch the best movies in your own private cinema, and so much more. RRP: £79.99 Colour: White Part Codes: SAMSMR322NZWABTU

Share what’s on your tablet, laptop, or Smartphone on an HDTV or monitor with Microsoft Wireless Display Adapter.

MICROSOFT UNIVERSAL FOLDABLE KEYBOARD

RRP: £59.99 Colour: Black Part Codes: MSCG400003BLK

Universal Foldable Keyboard is the perfect travel companion, you can get more done on your tablet or Smartphone no matter where you are.

RRP: £99.99 Colour: Black Part Codes: MSGU5-00005BLK

MICROSOFT ARC TOUCH BLUETOOTH MOUSE

Curve for Comfort, Flatten to Pack Experience the Arc Touch Mouse. RRP: £69.99 Colour: Grey Part Codes: MS7MP00003GRY

TARGUS BUSINESS BACKPACK 15.6”

This Backpack appeals to today’s mobile professionals with an active lifestyle and a more casual work environment. RRP: £31.49 Colour: Black Part Codes: TARCN600

TARGUS 15.6” CARRY CASE Designed with simplicity in mind this is an ideal case to carry notebooks with screens up to 15.6 inches.

RRP: £16.99 Colour: Black Part Codes: TARTAR300

TARGUS 15.6” BUSINESS CASE

Targus Intellect Top Loading Case (Black) for 15.6 inch Ultrabook. RRP: £24.99 Colour: Black Part Codes: TARTBT238EU

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Android is a trademark of Google Inc.

Get ahead in print Intuitive Androidâ&#x201E;˘ powered touchscreens mean staff can print and amend documents at the printer. Work smarter. samsung.com/uk/aheadinprint

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