The Future Business

FIGHTING FIRES WITH THE RIGHT FIREWALLS

HOW TO BUILD A SUCCESSFUL PARTNERSHIP

SMBs need to invest in NGFWs

Relationships can be key to business success

Autumn Issue 13.

See everything in

business

The Ultimate CCTV Security

FUTURE

THE

Copyright ©Exertis (UK) Ltd 2018

Discover the best kept secret in business

Only Nokia smartphones give you: Android Enterprise Recommended Business validated and approved by Google.

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Google, Google Photos, Android One are trademarks of Google LLC.

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16 WI-FI: THE CHALLENGE AND THE OPPORTUNITY IN HOSPITALITY

FUTURE

26 IT’S TIME TO TAKE ADVANTAGE OF THE WINDOWS 10 OPPORTUNITY

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35 AV PROVIDES AN OPPORTUNITY TO RETHINK COMMUNICATION AND COLLABORATION STRATEGY

CONTENTS 05 EXERTIS COMMENT Phil Brown introduces the Autumn edition of Future Business.

30 HOT PICKS A range of best-selling products designed to make you more margin.

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

41 FIGHTING FIRES WITH THE RIGHT FIREWALLS Next Generation Firewalls offer better prevention and detection than traditional routers. It’s time for SMBs to make the change.

08 NEWS IN BRIEF A quick look at what’s happening in the technology market.

13 FEDERATION OF SMALL BUSINESSES Apply for the FSB Business awards.

16 WI-FI: THE CHALLENGE AND THE OPPORTUNITY IN HOSPITALITY Wi-Fi can become a valuable business asset rather than a cost centre. We take a look at some of the solutions that resellers can additionally provide.

24 AN ARRAY OF STORAGE OPPORTUNITIES With declining costs, All Flash Arrays are now a viable proposition for storage solutions in the SMB market.

26 IT’S TIME TO TAKE ADVANTAGE OF THE WINDOWS 10 OPPORTUNITY With Windows 7 approaching its end of support, resellers should be urging their customers to migrate to Windows 10 with the opportunity to provide higher end devices that will last longer.

33 HOW PARTNERSHIPS CAN BE GOOD FOR BUSINESS There are clear benefits for building strategic partnerships whether that’s strength in numbers or for new opportunities.

35 AV PROVIDES AN OPPORTUNITY TO RETHINK COMMUNICATION AND COLLABORATION STRATEGY AV can make a huge difference to the workplace and provide new ways of working. Upgrading equipment and training is essential to maximise the opportunity.

37 A BIG CASE FOR SMALLER LI-ION BATTERIES IN UPS SYSTEMS A look at the benefits of Li-ion batteries and their potential in the UPS market.

43 SMART TECHNOLOGY AND INSURERS ARE NATURAL BEDFELLOWS Insurance companies are well positioned to take advantage of IoT and smart home technology and can even increase the usage of these products.

46 B2B MUST HAVE ACCESSORIES Our top 10 recommended accessory products for business.

More Space for Multi-Tasking

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Publisher Exertis Editor Lucy Hall Design Sophie Hammond

WELCOME FROM EXERTIS Welcome to the Autumn issue of Future Business.

Since the last issue, we’ve made some important announcements in terms of continuing to add technologies, products, solutions and expertise to our business with news that DCC Technology has acquired Stampede, to accelerate our growth in the ProAV market across a number of territories, and Kondor to strengthen our retail proposition. We’ve also integrated our Hammer server and storage business with our enterprise solutions division at Exertis in order to provide more opportunities for our enterprise customers by offering a wider vendor portfolio and access to enhanced professional services. It’s certainly an exciting time at Exertis and with the appointment of Tim Griffin as DCC Technology and Exertis Group managing director, we are strategically planning ahead for the future whilst continuing to focus on delighting our customers by offering you great technology solutions and services.

In another bumper issue of Future Business, we cover a variety of topics that hopefully can prompt you to look for opportunities to grow your business with us. Business is about relationships. Perhaps building a relationship with other reseller companies can complement your business? We look at why and how you can build a partnership that is mutually beneficial on page 33.

SMBs are often behind in taking advantage of the latest technology but the argument for deploying Next Generation Firewalls is pretty clear and we have a market leading solution on page 41. Of course, sometimes it takes time for technology deployed in the enterprise to work its way down to smaller companies.

This can be for a number of reasons. Cost is certainly

Website store.exertis.co.uk

one consideration. So, the fact that All Flash Arrays are now becoming a cost-effective, storage solution for SMBs is good news as noted on page 24.

Something that you can’t put off for long is moving your customers to Windows 10 because the popular Windows 7 is approaching its end of support. A timely reminder on page 26. Having the latest technology can make life a lot easier. However, there are still plenty of companies, big and small, that could improve communication and collaboration by looking at their AV equipment. The article on page 35 highlights some of the issues and opportunities. Our ProAV division is ready to help.

Battery life is always a talking point when it comes to a mobile phone but perhaps not so much in the enterprise arena, unless, of course, it can be applied to a UPS system. Li-ion technology is making in roads here and we look at the benefits this can bring on page 37.

We’ve come to expect robust, secure and free Wi-Fi wherever we go. For the hospitality industry, this has both challenges and opportunities as discussed on page 16. Security is also a hot topic for the homeowner so perhaps it’s not surprising to find that insurance companies are seeing the chance to add products to their service offering. More on page 43.

Finally, don’t forget to take a look at the offers and information from our vendors, our regular market stats feature, our hot picks and must have accessories, and the latest news from Exertis and the industry.

Thanks for your continued support and enjoy the read.

Phil Brown Sales and commercial director, Business

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 Burnley Sales: 01282 776 776 Address: Technology House, Magnesium Way, Hapton, Burnley, Lancashire, BB12 7BF To place an order please call 01282 776 776 between 9am – 5.30pm Monday to Friday

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FUTURE

BUSINESS

BUSINESS TRENDS DRIVING DEMANDS

ONLY 65% OF ORGANISATIONS HAVE A CYBER

SECURITY EXPERT (GARTNER)

EMEA PRINTER

HARDWARE

SHIPMENTS GREW BY

3% IN Q1 2018

IN

(CONTEXT)

2017 WORLDWIDE IAAS PUBLIC CLOUD

SERVICES MARKET

GREW 29.5% (GARTNER)

SMARTPHONES THAT RUN ON ANDROID

ARE CURRENTLY THE MOST POPULAR WITH

81.7% OF THE

GLOBAL MARKET (STATISTICA)

PRO AV REVENUES EXPECTED TO INCREASE FROM $178.4 BILLION IN 2016 TO $198.7 BILLION IN 2019 (INFOCOMM)

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

FormBox A Desktop Vacuum Former to Bring Ideas to Life • Makes moulds in seconds

• Compact and simple to use

• Quickly replicates 3D prints

• 100x faster than a 3D printer

• Cast in dozens of materials

• Works with any vacuum cleaner

The Mayku FormBox gives designers, crafters and educators the power of making. Helping them prototype at speed, create short runs of bespoke products or bring STEM subjects to life - as simply as baking a cake.

The FormBox provides advanced manufacturing technology in a small simple package. Used by thousands all over the world to make incredible things. Customers range from R&D engineers to families and schools the FormBox is a versatile partner in any production line.

How it Works 1

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Take it out and make hundreds more in minutes.

Or use it as a mould to cast in dozens of materials.

Speak to your Exertis account manager today

Heating & Coo

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F U T Digital URE

Installation Home Entertai Networks IT Accessories Installation Office Land Air IT People Lighting All-in-one Land Peripherals Logistics Attach Lighting PRINTER SALES ON THE RISE Print Marketing Audio Market intelligence analysts, CONTEXT, reported a 3% increase Logistics in printer sales through distribution in Q2, Products the first positive in 12 months. Multifunction printers were the catalyst boosting imaging Microsoft sales by 7% YoY. However, revenue remained flat overall due to Automation declining ASPs. Marketing Professional Services INTELLIGENT ASSISTANTS(VAD) WITHIN Mobile Business BUSINESS Microsoft 40% of large businesses expect to implement AI Sector chatbots or Public intelligent assistants by 2019. Across all company sizes, Microsoft Mobile Services Channel Cortana is the most popular intelligent assistant in the workplace.

Among organisations that have implemented intelligent assistants or Mobile AI chatbots for work-related tasks, 49% are using Microsoft Cortana, according to Spiceworks.

Retail Clearance Mobile Services UC Systems Retail Services Cloud

BUSINESS

Creative DVDs and Entertainment Digital

NEWS IN BRIEF

Emerging DVDs and Entertainment Enterprise Emerging

Exertis

Enterprise Factory Exertis Gadgets Factory Games Gadgets Gaming Games SecurityGaming Servers CYBERCRIME COURT INDICATIVE OF SECURITY CONCERNS Security Software

Visual Revenue / Finance UC Systems Components SAMSUNG UNPACKED 2018 EVENT Wearables Sea Visual Computing

The UK government has announced the creation of a specialist court in London to hear cases relating to cybercrime. Hackers stole a total of £130bn from consumers in 2017, including £4.6bn from British internet users, according to a report from a leading security vendor in a ZDNet article. More than 17m citizens were hit by cybercrime in the past year with the most common generated through social engineering techniques.

Servers

Samsung revealed a number of exciting additions to the Galaxy family and eco-system including:

Specialist Software

Wearable Technology

Software

Whilst ransomware has seen a fall in usage, variation is up - a ransomware attack has been estimated to cost £111 on average.

Losses are not just financial, each victim having to spend on average nearly two working days to deal with the issue.

Galaxy Note 9, upgraded with a choice of two models, a 4000mAh all day battery, 6.4” sleek display, a camera that uses AI to take better photos and an SPen which lets users remotely control the phone’s camera. Available now.

Wearables

Storage

Specialist Software

Supplies Storage Supply Chain Supplies

Wireless Networks Wearable Techn

Galaxy Watch, stylish and water resistant with an emphasis on health and fitness.

Galaxy Home, a Bixby-powered smart speaker. Coming soon.

Xbox Office

In addition, the Samsung Galaxy Tab 4, a high-end Android tablet completes the new range.

Wireless

People

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Xbox

es

Cloud Land

To buy online: store.exertis.co.uk

Enterprise Consumables EXECUTIVE APPOINTMENT Exertis Consumer Tim Griffin has been appointed as the divisional managing director of DCC Technology and the managing director of the Exertis Group. Tim assumes global responsibility for the strategic direction and performance of Exertis as we build on our continued success and geographic expansion.

Factory Creative Gadgets Digital

Previously, Tim has enjoyed a very successful career with Dell for more than a decade, most recently as CEO and general manager for Dell EMC UK & Ireland. Prior to that he was based in Asia Pacific responsible for growing and developing Dell business in that region.

Games DVDs and Entertainment

DCC Technology has also announced the acquisition of Stampede, a leader in value added ProAV distribution with offices in the United States, Canada, Europe, Asia and Australia. “The acquisition of Stampede adds an exciting new brand to our portfolio that complements our Exertis brand in Europe. The combination of Stampede’s expertise in value added distribution and our resources is going to unleash a new wave of opportunity for our partners in ProAV around the world. By establishing a presence in North America, we will be strategically positioned to leverage all of the new opportunities we expect to develop as a result of this acquisition” said Tim Griffin, DCC Technology, managing director.

Gaming Emerging

Enterprise Security

EXERTIS HAMMER STRENGTHENS Exertis ENTERPRISE OFFERING Servers

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Business F U T U Components RE

OVER THE EDGE

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Computing Logistics Heating & Coo Clearance

Exertis is providing a “Branch in a Box” – a complete solution for Edge Computing requirements. The pre-configured, ready to use bundle utilises key components from APC by Schneider Electric’s data centre infrastructure portfolio including its physical enclosure, UPS, PDU, cooling, environmental monitoring, security and management software. Branch in a Box also includes redundant hyperconverged appliances based on Dell/EMC servers, VMware hypervisor and virtual SAN software from StorMagic. Organisations can instantly implement a highly energy efficient, cost effective, IT solution which is optimised and ready for rapid deployment on-site with the ability to scale over time.

Marketing Home Entertain Networks Cloud Microsoft Installation Components Office

Mobile DELL PRECISION WORKSTATION EVENT IT Computing People

Mobile Services Land Peripherals

Exertis held a successful workstation event at the Jaguar Experience Centre in Castle Bromwich, Birmingham for customers in conjunction with Dell, featuring presentations from the vendor as well as from NVIDIA, AMD and Intel.

Traditionally, thought of as the province for computer aided design, scientific and technical areas requiring number crunching analysis, there is growing interest in workstations for 3D animation software, digital content creation, video editing, virtual and augmented reality, gaming, and graphics. In line with increasing applications, there is more scope across a number of vertical markets in both industry, commerce and the public sector.

Networks Lighting Print UC Systems Office Logistics Products Visual

People Marketing Professional Services Exertis is also offering a build to order scheme on theWearables Dell T3620 and T3640 models. We will stock the base (VAD) units and add the RAM, graphics card and HDD separately meaning we can customise orders Accessories Consumables and ship out to customers within 5 working Peripherals days.

Gadgets Microsoft Specialist Software Public Sector Wearable Techn MAYKU FORMS PARTNERSHIP WITH EXERTIS Air Consumer Print Hammer will also adopt the Exertis name under the brand ‘Exertis Games Hammer’, further reflecting the integration of the businesses whilst Mobile Storage Retail Wireless recognising the equity and strong affiliation that has been developed James Ward has been appointed the managing director for the combined enterprise businesses of Hammer and Exertis reporting to Paul Bryan, Exertis UK managing director. “With the integration of the Hammer and Exertis enterprise commercial and sales teams, we will provide even greater value to our customers by offering an enhanced vendor portfolio, with an extensive professional services wrap, and significant employee expertise that can address the differing requirements of our customers and their vertical markets.” said Bryan.

hammer

Factory Software

over the past twenty-seven years with its customers and vendors.

“The name itself is the main change here,” says Ward. “But at the same time, this is an opportunity to refocus on our customers and core strengths with better utilisation of our complete enterprise skillsets, to deliver a more comprehensive and compelling offering to our customers. This customer focus will see Exertis Hammer concentrate on vertical markets and Exertis’ enterprise division focus on VARs.”

All-in-one Gaming Supplies

Attach The combined Exertis Enterprise SolutionsSupply division now provides Chain a vendor portfolio that comprises enterprise components and enterprise solutions ranging from server, storage, networking and Audio Security HCI to security, wireless, UC, software and cloud. It also provides a full range of professional services which resellers can white label.

Tablet Servers Automation Technology Software Business Television

Mayku, manufacturers of the most affordable, simple to use and most powerful desktop vacuum former has chosen Exertis as its distribution partner. The Mayku FormBox works with any vacuum cleaner and a wide selection of different materials, enabling moulds to be made in minutes with no software or digital model manipulation needed. Exertis will supply the product along with Mayku’s range of consumables with two types of sheets - Form and Cast.

Creative Products Mobile Services Retail Services Xbox Professional Services Digital (VAD) Revenue / Finance DVDs UC andSystems Public Sector Entertainment “We are delighted to be associated with an exciting new concept that brings a new dynamic to the market, providing a wide range of creative Sea opportunities for home crafters, educational establishments and R&D centres,” said Jamie Brothwell, Exertis print general manager.

“Mayku Visual has launched a breakthrough product that provides independent Emerging Retail makers with production powers they’ve simply never had before. It provides the perfect accompaniment to 3D printing and has huge potential in the education, consumer and B2B markets.”

Wearables Enterprise Retail Services

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

We've moved!

Follow us @ExertisUK

From now on, you can simply follow us @ExertisUK. Just one account will make it easier for you to keep up to date to what’s happening across our business at Exertis, the latest industry news and vendor updates.

If you have been following us using any other Exertis Twitter handle, please now follow the new one. All other accounts will be closed.

T UN N CO TIO AC MA S TI OR ER INF EX RE UR MO YO R O T AC R F NT GE CO NA A M

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features for a health conscious working environment.

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WHY THE SEARCH IS ON FOR THE UK’S ULTIMATE SMALL BUSINESSES AND THE SELF-EMPLOYED The best small businesses and self-employed will be identified through a huge UK-wide search begun on 10th August 2018 by the Federation of Small Businesses (FSB). From exporters to start-ups, from digital innovators to green businesses, and from scaleups to the best young entrepreneurs, FSB says it is vital to recognise a sector that makes up 99.3% of all private sector businesses.

• • •

FSB’s Celebrating Small Business Awards 2019 is open for entries.

Number of UK smaller businesses and the self-employed has risen to 5.7m.

The sector contributes £1.9tn to the economy.

FSB National Chairman Mike Cherry said: “Small businesses and the self-employed from across the UK contribute so much to our economy and our communities. The FSB Celebrating Small Business Awards recognise the best, most innovative and most determined of these, from every sector, industry and background.

“This is why we choose to keep entries to the awards free, and have them open to all smaller businesses and self-employed people, whether they are current FSB members, or not. The entrepreneurial spirit in the UK is alive and well, with small businesses now numbering an incredible 5.7m. Everyone should help us to celebrate that.”

Entries are expected to exceed 2,000 as the number of self-employed people continues to rise and confidence amongst the sector is at its highest level for a year. More businesses are recognising the value of industry awards as part of their business plans.

WHAT BENEFITS CAN ENTERING FOR A BUSINESS AWARD BRING? Business can benefit hugely from winning an industry award. Even being shortlisted as an area or national finalist creates added value to the business and its brand. Winning or being a finalist for a credible and highly regarded business award enhances your business’ reputation amongst stakeholders including suppliers, customers and the community. The award badge can be added to email signatures and website.

The entry process can be rewarding in itself, allowing a time to reflect on what has been achieved over the past year. It’s also a good news story. Local and industry media can be told to get coverage in newspapers and broadcast media. If you win a national award you could benefit from national press coverage too.

Having fresh, engaging and newsworthy content on social media channels is valuable. Entering awards gives a ready-made social media campaign, from announcing that you’re applying, through to sharing the award ceremonies. Remember to include photos where you can, and use the official awards hashtag to reach a wider audience - FSB has over 56,000 followers on Twitter alone.

Award ceremonies provide a fantastic opportunity to create new faceto-face business contacts, both regionally and nationally. Networking at a prestigious event like that is really enjoyable as well as useful.

Last year’s FSB Small Business of the Year 2018 winner was scale-up superfood brand Creative Nature from Surrey. CEO Julianne Ponan said: “We’ve gained national and international recognition from winning the award, including loads of media coverage. I would definitely recommend other businesses enter in 2019 as it gives your business so much credibility being a national award, even if you don’t win it’s such a great networking opportunity.”

Twelve area finals will be taking place between January and April 2019 across the UK, with the UK national final taking place on 23rd May 2019 at Evolution Battersea, London. Here, 10 UK category award winners will be announced from which the FSB Small Business of the Year 2019 will be chosen. To enter, please visit fsbawards.co.uk

ABOUT FSB As experts in business, FSB offers members a wide range of vital business services, including advice, financial expertise, support and a powerful voice in Government. Its aim is to help smaller businesses achieve their ambitions. More information is available at www.fsb.org.uk. You can also follow us on twitter @fsb_policy and instagram @fsb_uk.

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Introducing the Samsung Galaxy Tab S4.

The powerful, flexible and secure Android tablet; for business that’s going places Your business needs to be more mobile than ever. You need high-performance tools that empower you to do more in any location—at any time.

People are turning to 2-in-1 tablets in greater numbers. And with innovations that keep users connected, boost productivity, and protect business and personal data, the Galaxy Tab S4 is the ideal choice.

Samsung DeX. Use your tablet like a PC. With Samsung DeX you can quickly switch from standard Android tablet mode to a PClike experience. DeX mode activates with a single tap, or when you connect the Book Cover Keyboard1. So you can drag and drop from multiple resizable windows, and work just as you would on a laptop. Plus, by connecting to a monitor with a single cable2, you can work or present on a bigger screen, with your Galaxy Tab S4 working as a second screen.

S Pen. Boost efficiency and productivity with the refined S Pen, included in the box. The enhanced sensitivity, comfortable grip and ultraprecise tip enables you to take notes and capture ideas simply and quickly.

Sign contracts or other digital documents directly on your tablet.

Battery and fast charge.

With an extended battery life of up to 16 hours, the Galaxy Tab S4 is up for whatever you are. Whether you’ve got back-to-back meetings, or you’re heading off on a long journey, your tablet can keep up with you. With fast charge times, you can get to full power quickly.

Or just top up to keep going. The intelligent technology also knows when to stop charging, helping to prolong the life of your battery.

Flexible format.

Samsung Knox.

The Galaxy Tab S4’s flexibility means you can use it as a tablet or a mini PC. Scroll through apps, watch movies or surf the web in standard Android tablet mode.

Then attach the Book Cover Keyboard1 to type more easily and work on the go. Or connect to a monitor through USB-C2 to work on a bigger screen—and charge your device at the same time.

The Galaxy Tab S4 is protected

by Samsung Knox, our defencegrade security platform built from the chip up. No matter where you and your team go or what you do, you can be sure your business’ data stays secure with superior protection that’s easy to manage.

Book Cover Keyboard sold separately.

1

USB-C to HDMI adapter and HDMI cable sold separately.

2

Book Cover Keyboard sold separately.

1

USB-C to HDMI adapter and HDMI cable sold separately.

2

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WI-FI: THE CHALLENGE AND THE OPPORTUNITY IN HOSPITALITY

Demand for pervasive wireless continues to grow and users expect great Wi-Fi to be available anywhere and anytime. Moreover, they are increasingly expecting it to be free. Free Wi-Fi used to be a welcome surprise for customers and a great selling point for many involved in the hospitality sector: hotels, restaurants, coffee shops, bars and tourist attractions. For many people it’s now a deciding factor in choosing where to go or where to stay. In a highly competitive industry like hospitality, it’s no longer simply nice to have, it’s a must. Most surveys point to that. Indeed, according to Hospitality Technology’s 2017 Lodging Technology Study, a whopping 89% cited this as a deciding factor.

Over the last few years, companies have tried different ways to monetise their investment in Wi-Fi. Hotels, train stations, airports and the like have, for instance, tried to provide a two-tier provision model, offering a limited bandwidth but complimentary service or requesting a fee for a higher bandwidth for more intensive operations such as video streaming or conferencing. Another method has been to provide the premium bandwidth free but for a limited duration that is defined by the administrator. Thereafter, the user has to pay for the service.

Of course, it’s important that there is a clear benefit and discernible difference for paying for the better bandwidth. The complimentary service must at least perform well for general web browsing and e-mail.

However, there is a revenue stream for both which can be shared by the venue and the operator.

In reality, the days of expecting revenue through payment for Wi-Fi are numbered. If outlets like McDonald’s and Starbucks can afford to offer free Wi-Fi to their patrons, then it’s surely not acceptable for hotels to just offer free Wi-Fi in the lobby or business centre, particularly as guests are already paying to stay there. Whilst hospitality outlets may

have lost cash revenue, they can still gain revenue by other means by providing a service that their customers want. Clearly in the first instance, customers have a choice. Secondly, they are more likely to stay longer and therefore the venue is gaining higher spending customers.

MAKING USE OF SOCIAL MEDIA Social media Wi-Fi which allows customers to connect with a company’s Wi-Fi by authenticating through their social media: Facebook, Twitter, Linked-In and Instagram enables the user to gain quick access to free Wi-Fi without having to complete the time-consuming procedure of filling out their personal details. That has benefits for both parties: faster access for customers and authorisation to use the customer’s profile information for the benefit of the company - providing details such as gender, age, and location. By gaining the customers’ social media profile in a legally compliant way, the company can start to engage with them in a meaningful two-way conversation. Whilst no cash is exchanged, the company gets a great deal in return such as Likes/Followers and Posts/Tweets which drive social media exposure.

Most importantly, it provides valuable data, allowing them to interact with their customers and remarket to them.

In addition, it immediately increases a company’s online presence by driving traffic to a wider network. Customers can share their location and their views to their friends and followers. Marketing through referrals is a great way to get a return for providing good Wi-Fi. As GDPR takes hold, companies will have to look at their marketing databases. Wi-Fi is a great way to get a database of opted in contacts.

Monetisation can also be achieved through different forms of

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AIRANGEL’S CAPTIVNET PLATFORM Onboarding: At its core, Captivnet provides simple, secure wireless onboarding for guest users. This alone is enough for some organisations. Hotels and student accommodation, for instance, are increasingly being judged and reviewed based on the quality of service and ease of use of their guest Wi-Fi. Monetisation: Other organisations are increasingly looking at the more advanced features available from providers like AirAngel. The Captivnet platform makes it very easy for companies to monetise their Wi-Fi, creating a new revenue stream for them or perhaps helping to cover the costs of their networking investment. This also allows for options – the organisation could offer ‘Free’ and ‘Premium’ Wi-Fi options to users, increasing their choice as the consumer.

Marketing: If the venue has Wi-Fi throughout its site and lots of guests are using it, why not market to them over the network? Captivnet and similar solutions can offer the ability to send marketing messaging to guests’ devices over the wireless network. Hotels can remind guests of how great their restaurant is and offer a voucher for that evening’s meal. A stadium might want to remind matchday visitors to purchase their ‘man of the match’ shirts from the merchandise store, or even offer an early-bird discount to loyal customers.

Network management: Some organisations want to take advantage of very specific network management tools. For instance, the ability to very quickly create sub-networks for guests attending specific events to add to the sense of occasion or the customer’s overall feeling that every effort has been made to create a bespoke environment for them.

Depending on the wireless vendor, these configuration options may not be available or easily accessible.

sponsored advertising and using data analytics to reach the customer with highly targeted promotions and offers just at the right time. For instance, the customer could be prompted to buy a ticket for the next match whilst their team is winning, or reminded to pre-order drinks for the interval. Making additional revenue by this method offsets the cost of the Wi-Fi. Companies can build loyalty by welcoming back a customer who enjoys instant access, encouraging customers to like or follow them, or take advantage of a more discreet advertising message which presents other services.

In short, Wi-Fi can become a valuable business asset rather than a cost centre.

Deploying wireless networks does however present a number of challenges, both in terms of the cost of the right solution and the complexity of the design required. No one hospitality site is the same, with each organisation requiring a solution tailored to their own individual needs. Organisations, or the resellers and integrators they are partnered with, are therefore increasingly having to look beyond their core wireless infrastructure vendor and to consider ‘attach’ solutions to overcome these challenges and to get more out of their network.

Exertis provides wireless solutions from Ruckus, Huawei and Aerohive and work with a number of vendors who offer attach solutions.

Personalised experience: Guests increasingly want to feel the personal touch when they stay at a hotel. Brands can interact with guests in a way that feels personal, basing their communication on data about past activity or preferences.

Ventev is another solution that helps organisations to maximise the effectiveness of their wireless solution. Whilst many environments present design challenges when it comes to Wi-Fi deployments, some are particularly tricky, partly because Wi-Fi hardware isn’t pretty.

Imagine a prestigious hotel housed within a listed building, with beautiful grounds that are a favourite spot for wedding photo shoots… we can’t just stick white plastic access points with flashing LEDs all over the place, that would ruin the beauty of the environment and, even in some modern buildings, the architects simply won’t allow the wireless to interfere with their building design.

But all is not lost! With the support of vendors like Ventev, networking equipment can be cleverly concealed so that the quality of service is excellent but the hardware is invisible to the untrained eye. For instance, Wi-Fi APs could be deployed within existing lighting bollards that line the pathways crisscrossing a hotel’s grounds, allowing for excellent wireless coverage outdoors without actually adding any more visible infrastructure. The solution could equally be as simple as deploying small form-factor antennas that can be painted to perfectly match the scheme of the room.

For end users under pressure to deploy Wi-Fi but struggling to justify the investment, incorporating these solutions can make the difference between winning and losing the opportunity, or even whether the customer goes ahead with the investment at all. Exertis has specialist teams for wireless and networking. We can provide a range of solutions for the hospitality and other markets.

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The Big Picture Why Exertis for Samsung Large Format Displays?

Audio Visual. Sound and Sight. The two primary senses through which we all interact with the world around us. Is it any wonder then that, in this age of technological expansion, innovation in this field has never been more pronounced and the vehicles through which we deliver that innovation never more important?

Exertis recognise this fact and that’s why we strive every day to provide a unique end-to-end proposition to our reseller partners. We recognise the challenges that go hand-in-hand with the opportunity this innovation offers, and are therefore immensely proud to offer the only truly comprehensive, global solution to the trailblazing organisations at the forefront of these exciting developments.

One of the leaders in this exciting field is of course Samsung, and in particular their range of Large Format Displays which are taking both picture quality and reliability to a whole new level.

What we expect to see and how we consume media have changed almost beyond recognition in the last decade, and companies now see advanced digital signage as a versatile and effective way of promoting their brand and increasing their audience engagement levels. While the exact needs for each individual business and industry vary, some commonalities exist during the signage evaluation process.

Showcasing content as crisply and clearly as possible, with new innovations such as UHD picture quality offering customers something new and exciting. Beyond graphic precision and accuracy though, businesses also seek new technologies that make their lives easier. This flexibility ranges from features that expand operational capabilities and reduce maintenance to the maximisation of data security and protection. Take a look at two of the most recent additions.

All-in-One Signage Solution Samsung’s SMART Signage Platform 6.0 backed by the TIZEN 4.0 operating system delivers a powerful, all-in-one signage solution with an embedded System-on-Chip (SoC) semiconductor. Featuring an integrated media player and advanced graphic presentation features, the QM-N Series lets you deliver high-quality content without the need for an external set-back box or PC.

The QB-N As more businesses turn to UHD displays for differentiation, Samsung’s QB-N Series offer the ideal customer engagement forum.

The displays’ UHD picture quality and sleek, stylish design capture audience eyes, while seamless and consistent presentation expands message sharing possibilities.

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The QM-N With stunning 4K UHD quality the QM-N Series delivers an all-in-one digital signage solution with exceptional stopping power delivering content 24/7. IP5X certification protects against dust ingress, while a non-glare panel with 500nit brightness offers improved visibility for an audience viewing the content.

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Stunning life like image quality with 4K UHD resolution plus seamless configuration for multi-display UHD daisy chains.

Non-glare panel with 500nit brightness offers improved visibility of your message.

Dependable 24/7 continuous run-time and IP5X-certified dust protection to meet around the clock operating requirements.

All-in-one digital signage solution featuring an integrated media player and System-on-Chip (SoC) technology.

The QB-N Series displays leverage Samsung’s Intelligent Picture Quality technology to elevate content delivery in any setting.

This refined presentation transforms content from any source to UHD-level quality, and optimises on-screen text and imagery with crisp edges and fine detail.

The embedded MagicINFO Player S6, backed by the powerful TIZEN operating system, boosts the displays’ overall performance, allows for painless content management and ensures seamless content transition and playback.

Samsung’s KNOX platform provides rigid three-layer protection while also securing and controlling USB and user network exchange through dedicated signage device management.

With added security, businesses can facilitate remote, PC-free meetings without risk or complexity.

The QB-N Series’ durable, IP5x-validated design ensures continuous content delivery regardless of environmental conditions. As a result, transportation hubs and other areas susceptible to dust, dirt and lighting exposure can activate and run the displays without an external enclosure.

These two products represent only the merest tip of a very large iceberg, and when combined with the technical knowhow, commercial acumen, flexibility, experience and drive of Exertis, you have a powerful team that constantly has one collective eye on the future, whilst keeping both hands firmly on the wheel of the here and now.

We know that the pressure on reseller partners like yourself to deliver services and benefits outside of your traditional skillset has never been more intense, however it simply isn’t possible to be experts in everything, and flexibility is very often constrained by factors outside your control. Exertis are forging the path of the true Value Add Distributor for Samsung LFD, with our support and ancillary services now being of at least equal importance as our traditional logistical capabilities.

In partnership with Samsung we have one very simple goal… to increase our service offerings and continue to innovate relentlessly to deliver, what we hope, will become the standard by which all Value Add Distributors are judged.

Why not sample the Exertis and Samsung difference for yourself?

Contact your Exertis account manager today to find out more about the full Samsung LFD range.

Let your ideas flow Introducing Samsung Flip, the digital flipchart that helps you get the most out of your meetings.

Find out more.

An offer too good to refuse We’re pretty sure that your customers will love Flip – our new and innovative digital flipboard.

It’s packed with clever features and designed to give boring business meetings a makeover, add pizzazz to presentations, clear the way for better colleague collaboration and help creativity to flow.

So what’s so good about Flip Flip is the future. It’s here to transform the way your customers’ businesses work and help teams and colleagues create and collaborate more effectively.

Leave paper flipcharts in the past. Flip lets colleagues write, draw and create together on a digital display.

And it feels as smooth and natural as pen and paper.

Contact your Exertis account manager for more details.

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AN ARRAY OF STORAGE

OPPORTUNITIES HYBRID SOLUTION

Cost and cost benefit are always key considerations in any technology purchase. Only a few years ago, All Flash Arrays (AFAs) were considered as niche products for specialised storage applications such as mission-critical databases due to their higher cost compared with other more traditional forms of storage.

Consequently, hybrid disk arrays utilising a combination of HDD and SSD entered the market. With prices continuing to fall, it is anticipated that AFAs in different sizes, shapes and capabilities will not only dominate the primary storage market but also become an affordable proposition for the SMB market.

Whilst the traditional spinning hard disk drive has been the favoured storage medium in the past, due to its ability to store huge amounts of data at a very low cost per GB, in terms of performance they are typically around 75- 200 IOPS with a latency of around 10ms. In comparison, SSDs containing flash memory use a different technology (there are no moving parts in an all flash array) and are considerably faster, providing many thousands of IOPS and sub-millisecond latency.

Whilst AFAs offered greater performance, they also came with a much greater cost. Hence, combining the two in some way became a sensible solution where you could use SSD at the very front of the array for fast commonly accessed data, then tiered down through to SAS and finally SATA bulk data storage. This kept cost down to a minimum while using automation software to place workloads.

A hybrid array with as little as 5% of flash storage could in certain scenarios double the IOPS of an HDD array and reduce the latency from 10ms to 4-5ms. That extra performance could be generated at a more palatable 15 to 20% more than an HDD. Besides better performance, there are also some other benefits in terms of size, weight and cooling. Flash arrays run cooler than disks, reducing data centre cooling costs. They are also lighter and more compact with considerable savings on rack and floor space that can help reduce facilities outlay. There is a huge difference in weight with flash drives being considerably lighter. Many AFAs incorporate easier management both in terms of set-up and dayto-day storage management. Vendors focus on some of these value-adds as capacity and storage are features common to all.

Both hybrid and all flash arrays offer improved storage performance when compared to traditional HDD arrays. However, despite the success of SSDs, there is still a market for HDDs with vendors making capacity gains by increasing areal density and packing more heads and disks into single drives. With SSD costs declining, it’s difficult to be precise about cost differential but IDC forecast that HDDs will only cost 2.2 times less than SSDs by 2021. That would narrow the gap considerably. Hybrid arrays, which consist of about

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make ETERNUS AF650 an ideal storage system for any kind of business data.

HUAWEI OCEANSTOR DORADO V3 Huawei’s OceanStor Dorado V3 all-flash storage, the industry’s first commercial use of NVMe storage, is the ideal choice for enterprise mission-critical businesses.

It employs Huawei FlashlinkTM technology to provide 7m IOPS, boosting application performance by 3 folds, and keep 0.5 ms consistent latency with inline compression, inline deduplication, and snapshot enabled. It delivers a gateway-free active-active solution to ensure RPO=0 and RTO≈0, upgradable to 3DC solution to achieve 99.9999% availability. It also features 3:1 data reduction guarantee, leading to 75% OPEX savings.

The OceanStor Dorado V3 is applied to databases, VDI, server virtualisation, and SAP HANA.

DELL EMC UNITY 350F ALL-FLASH STORAGE 10% flash and 90% hard drive capacity are currently the main competition to AFAs for primary storage. Whilst, they outsell the AFA market by offering near-flash speeds at a lower cost, the AFA market is growing more rapidly. IDC reported all flash arrays storage revenue at $2.1bn in Q1 2018 up 54.7% on the previous year.

That means AFAs sales account for about one third of the entire worldwide enterprise storage systems market. Hybrid flash arrays rose by 23.8% year on year to reach $2.5bn for the same period.

Unquestionably, all-flash arrays offer unbeatable storage performance, but a comparison of the benefits of hybrid vs flash arrays may well depend on other factors. The right storage system for one organisation may not be the optimum solution for another, as HDD, hybrid and all-flash arrays all have their pros and cons.

But as the price of flash-based storage continues to decline, the benefits of fast persistent storage in hybrid or all-flash arrays are becoming increasingly accessible to everyone.

Indeed, the continued fall in cost of SSD has allowed the “all flash” array to become a very attractive option for the SMB market, with the customer able to experience a very reliable storage system with huge speed improvements, less ambient noise and running costs - all contained in a relatively small footprint. This provides a great opportunity for the channel and Exertis offers a range of AFAs, from leading vendors, to suit different storage requirements.

FUJITSU STORAGE ETERNUS AF250 S2 The ETERNUS AF250 S2 is the ideal choice for application scenarios with demanding data and performance requirements. The system delivers impressive IOPS performance with lowest latency even at full load. Thus, it offers a solution that resolves all performance issues in critical applications such as real-time business analytics or VDI environments - without requiring any complicated tuning. It also fits best as general purpose storage for all Tier-1 applications in small and mid-sized companies.

This model is available for next day delivery from Exertis.

FUJITSU STORAGE ETERNUS AF650 S2 The Fujitsu All-Flash Storage system ETERNUS AF650 S2 delivers leading storage performance and automated quality of service management enabling a maximum of system utilisation and contributing to a fast ROI. It is the perfect solution when consolidating data of large-scale databases, business-critical applications and business analytics / big data - all into one all-flash system. Extensive high-availability and disaster recovery capabilities

Dell EMC Unity 350F all-flash storage is the entry point to the Dell EMC Unity All Flash family, bringing high performance and low latency to a broad range of SAN and NAS use cases. Ideal for mixed workloads, storage consolidation, server virtualisation, and more.

Dell EMC Unity sets a new standard in primary storage systems for the midmarket. Its modern architecture is designed for flash, rich data services, simplicity, and affordability, all in a footprint as small as 2U. High-density SSD technology and inline data reduction add to performance and value.

DELL EMC UNITY 450F ALL-FLASH STORAGE Deliver consistent high performance for midrange workloads with Dell EMC Unity 450F all-flash storage. Dell EMC Unity All Flash brings you high performance and low latency across a broad range of SAN and NAS use cases.

Dell EMC Unity redefines simple, modern, affordable, and flexible primary storage for the midmarket. Its modern architecture is designed for flash and rich data services, in a footprint starting at 2U. High-density SSD technology and inline data reduction for all-flash pools add to performance and value.

DELL EMC UNITY 550F ALL-FLASH STORAGE Ensure high performance for the broadest range of mixed workloads with Dell EMC Unity 550F, part of the Dell EMC Unity All Flash series of midrange storage.

Dell EMC Unity All Flash is engineered for high performance and low latency, at a cost that’s right for midrange SAN and NAS use cases.

Excellent for storage consolidation, server virtualisation, and more.

DELL EMC UNITY 650F ALL-FLASH STORAGE Turn up the performance for mixed workloads with Dell EMC Unity 650F, the fastest Dell EMC Unity All Flash midrange storage system.

Dell EMC Unity All Flash brings high performance and low latency within reach for the broadest range of SAN and NAS use cases.

Perfect for storage consolidation, server virtualisation, and more for midmarket to enterprise organisations.

Meet demands for flash, affordability, and remarkable simplicity. Get high-density flash and rich data services in a size as small as 2U. Ask your Exertis account manager for further details or speak to one of our product specialists for the best AFA solution for your customer.

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IT’S TIME TO TAKE ADVANTAGE OF THE WINDOWS 10 OPPORTUNITY Every Windows product has a lifecycle. The lifecycle begins when a product is released and ends when it’s no longer supported. There are two phases of support: mainstream support and extended support. Microsoft ended mainstream support for Windows 7 on January 13th 2015 with extended support due to end on 14th January 2020.

Whilst, customers can still use the product when it goes end of life, it’s a risky business.

WHAT IS THE DIFFERENCE BETWEEN WINDOWS MAINSTREAM SUPPORT AND EXTENDED SUPPORT? Mainstream support and extended support define the amount of time Microsoft gives for its Windows operating systems – essentially, expiration dates.

When a computer’s operating system is within the mainstream support period, it means Microsoft is responsible for that version: providing security updates for any bugs that emerge or releasing design changes.

Microsoft usually ends mainstream support five years after the release of an operating system, which then pushes it into extended support. This period usually runs for another five years but with less support. Essentially it means the company stops adding new features and ends complimentary support for that version of Windows. Whilst it still provides bug fixes and patches, security updates may no longer be available.

This applies to Microsoft’s business, developer and desktop operating system products.

However, end of support can be a significant challenge for companies.

It requires planning and investment. Updating and upgrading computers can be a time-consuming and expensive business. Existing hardware may not be able to handle the system requirements of an upgrade and of course for productivity gains, training on a new system is also required. Furthermore, prior versions of Windows, including Windows 7 and Windows 8.1 have limited support when running on new processors and chipsets from manufacturers like Intel, AMD, NVidia, and Qualcomm. A device may not be able to run prior versions of Windows if the device hardware is incompatible, lacks current drivers, or is otherwise outside the original equipment manufacturers (OEM) support period.

On the other hand, not upgrading can be more expensive. For instance, the WannaCry cyberattack, which affected parts of the NHS, was down to organisations running legacy systems. Change usually takes time and Windows 7 was certainly a popular choice of operating system. Indeed, according to NetMarketShare’s latest 2018 data, whilst the gap is slowly closing, 41.23% are still using Windows 7 – compared to the 36.58% who have moved on to the latest operating system, Windows 10. It’s estimated by Microsoft that 46m devices worldwide still run on Windows 7 using devices 4 or more years old, so it’s a big opportunity for the channel to exploit. Indeed 55% of SMBs were either slightly aware or not aware of Windows 7 EOS, according to recent reports from Microsoft.

As highlighted earlier, with under 18 months to go, companies need to start preparing and planning in order to ensure a smooth transition. This might include: • • • • •

Identifying machines that need to be upgraded or replaced.

Replacing legacy systems using older operating systems and/or software with updated technology.

Developing a timeline and budget for upgrades and replacements.

Implementing security controls to separate critical systems from Windows 7 machines that cannot be upgraded or removed.

Planning for employee training to learn the new system.

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WINDOWS 10 REQUIRES A DIFFERENT APPROACH The good news moving forward is that with the introduction of Windows 10, Microsoft announced a new procedure known as Windows-as-a-service replacing the traditional upgrade path for new versions. This provides for continuous upgrades and support.

Businesses deploying Windows 10 will automatically remain up-todate with the latest fixes and upgrades.

Prior to Windows 10, Microsoft released new versions of Windows every few years, imposing a training burden on users because the feature revisions were often significant. That schedule also meant waiting long periods without new features which according to Microsoft is “a scenario that doesn’t work in today’s rapidly changing world, a world in which new security, management, and deployment capabilities are necessary to address challenges”. Now Windows 10 will deliver smaller feature updates twice per year, around March and September, to help address these issues.

Deployment of Windows 10 is simpler than with previous versions of Windows and the process can be used to automatically preserve apps, settings and data. One of the biggest challenges for organisations when it comes to deploying a new version of Windows is compatibility testing. Whereas this was previously a concern for organisations upgrading to a new version of Windows, Windows 10 is compatible with most hardware and software capable of running on Windows 7 or later. Because of this high level of compatibility, an app testing process can be greatly simplified. Microsoft maintains that most Windows 7 compatible applications will run with Windows 10 straight out of the box and on most devices. In fact, the minimum hardware requirements to run Windows 10 are the same as those required for Windows 7. Most hardware drivers that functioned in Windows 8.1, Windows 8, or Windows 7 will continue to function in Windows 10.

With Windows 10, companies will need to change the way they approach deploying updates. There are two release types: feature

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updates that add new functionality twice per year, and quality updates that provide security and reliability fixes at least once a month. Because feature updates are delivered more frequently than previous versions, changes will be in bite-sized chunks rather than all at once, thereby reducing the end user readiness time. Monthly updates in previous Windows versions were often overwhelming because of the sheer number of updates available each month. Many organisations selectively chose which updates they wanted to install and which they didn’t, and this created countless scenarios in which organisations deployed essential security updates but picked only a subset of non-security fixes.

FEATURE AND QUALITY UPDATES In Windows 10, rather than receiving several updates each month and trying to figure out what the organisation needs, administrators will see one cumulative monthly update that supersedes the previous month’s update, containing both security and non-security fixes.

This approach makes patching simpler and ensures that customers’ devices are more closely aligned with the testing done at Microsoft, reducing unexpected issues resulting from patching.

To align with the new method of delivering feature updates and quality updates in Windows 10, Microsoft introduced the concept of servicing channels to allow customers to designate how frequently their individual devices are updated. For example, an organisation may have test devices that the IT department can update with new features as soon as possible, and then specialised devices that require a longer feature update cycle to ensure continuity.

Windows 10 offers 3 servicing channels. The Windows Insider Programme provides organisations with the opportunity to test and provide feedback on features that will be shipped in the next feature update. The Semi-Annual Channel provides new functionality with twice-per-year feature update releases. Organisations can choose when to deploy updates from the Semi-Annual Channel. The Long Term Servicing Channel, which is designed to be used only for specialised devices, receives new feature releases every two to three years.

With Windows 7 approaching its end of support, resellers should be urging their customers to migrate to Windows 10 with the opportunity to provide higher end devices that will last longer. Exertis has a wide portfolio of PC brands, all with Windows 10 installed, from Dell, Lenovo, Fujitsu, Acer, ASUS and Toshiba. Speak to your Exertis account manager for further information.

Veriton X Series

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8th generation Intel® Celeron®, Pentium® or Core™ i3/i5/i7processors matched up with Intel® Optane™ technology PCIe, PCI and M.2 expansion slots Small Form Factor

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TOP 5 BEST-SELLING BUSINESS PRODUCTS

LENOVO V330 Purposeful simplicity to get the job done. Value-conscious without sacrificing performance, the stylish and reliable V330 15” laptop helps focus on running a successful business. Optimised for security, flexibility, and reliability, it will reduce the burden on an IT team.

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COMPACT SECURE VPN ROUTER FOR IOT The Allied Telesis AT-AR2010V is the ideal choice for applications that require reliable, high-capacity data transfer in demanding scenarios - including IP video surveillance, outdoor digital signage, kiosks and remote office VPN back-up. The Compact VPN Router also includes SD-WAN & Wireless Controller functionality.

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HOW PARTNERSHIPS

CAN BE GOOD FOR

BUSINESS

We’re used to partnerships and building relationships in the IT industry. The channel is a perfect example of where business depends on it. The relationship between vendor, distributor, reseller and end customer is critical in bringing technology to market. But with technology moving so fast and organisations expecting and demanding solutions that bring efficiency and productivity in one complete solution, companies can ill-afford to work in isolation.

Of course, choosing the right partner is key to a successful relationship but the old adage of “two heads are better than one” can mean the difference between gaining, retaining or losing business. A partnership can be long-term or project based depending on the reasons for the intended relationship. For it to work, there has to be clear benefits for both parties. Therefore, determining the objectives and metrics of success needs to be addressed before formally committing to working together. This should ensure there are no surprises. Equally, it requires an understanding and appreciation of each other’s unique strengths and competitive advantages. Acknowledging that your partner can provide something that you can’t is usually a primary reason for wanting to enter into the relationship in the first place. Communication between parties is key with open and effective channels of communication to ensure you are on track, collaborating effectively and leveraging each other’s skills to fulfil your mutual objectives. Naturally, there are other considerations. Trust is important in any relationship. Sharing similar brand values and cultures will make it much easier to work together and, in some scenarios, physical location may be a factor.

So, what are some of the circumstances for entering into a partnership.

As mentioned above, strategic partnerships can provide companies with access to additional business, resources and skills, not available by operating alone. This could be expanding into new territories, acquiring expertise in a particular technology or solution. It could be simply adding a number of skilled technicians or engineers to meet a particular deadline. On the other hand, it could be a way to diversify

into new market areas and capture new customers. Whatever the reason, it is one way to grow and expand in a manner that would have been more difficult or even impossible without the establishment of a partnership.

Building a relationship between a vendor, reseller and distributor should by and large have no conflicts of interest. They will all share a mutual goal of providing a solution that meets the need of the customer.

Indeed, it’s possible for each one to add value to the other. Whilst competition for business can be fierce amongst the reseller community, equally there are opportunities where it can make sense to have built a relationship with a business that offers complementary solutions.

Indeed, for smaller resellers, this can be an effective way to compete for business against a larger competitor. Certainly, convergence in some technologies has made this need more likely. For instance, the rapid expansion of networked AV solutions that might also encompass a unified communications and security proposition requires specialist expertise in each of those areas. For some, it could well be worth partnering with a company which has that missing expertise to provide the knowledge that isn’t currently in-house, in order to win or even retain the client.

Winning new business can also put a temporary strain on resource.

A large project may require additional engineers or technicians to implement a solution. Resellers can look to Exertis in this scenario to provide that support using their professional services team. Our services can be white labelled and deployed as and when required, reducing the need for more costly investment.

There are clear benefits for building strategic partnerships whether that’s strength in numbers or for new opportunities.

For further information on Exertis’ professional services, contact your account manager.

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THE

To buy online: store.exertis.co.uk

FUTURE

35

AV PROVIDES AN

OPPORTUNITY

TO RETHINK COMMUNICATION AND COLLABORATION STRATEGY

One of the greatest advantages of today’s AV equipment is that increasing sophistication and simplicity of use go hand in hand. Often in the past, users were faced with equipment that provided more problems than solutions. Technical issues and a lack of training meant the technology never lived up to its expectations. Presentations that couldn’t be delivered, meetings that were delayed, VCs that couldn’t connect, videos that wouldn’t run, sound that was anything but audio, and an IT department that suddenly had AV to deal with.

It’s been estimated that more than one in five of all delayed meetings are due to problems with meeting room equipment. According to a recent survey by ITPro, the average British employee depends on IT support to set up presentation and meeting room technology with IT departments at mid-size companies reporting an average of 11 requests for help per week. Either employers invest in training their employees to troubleshoot boardroom technology or they modernise their presentation technology and use wireless, easy to install and use equipment.

Thankfully, advancement in technology has made equipment easier to use and more intuitive. With AV’s convergence into the IT world, more companies have more opportunities to provide robust solutions that can drive efficiencies, improve productivity and increase professionalism. Consequently, AV can make a huge difference to the workplace in terms of communication, collaboration and providing new ways of working.

As referenced in last quarter’s issue of Future Business, small meeting rooms, which can cater for impromptu meetings and presentations for between two and four people using high definition displays, are becoming more suitable and desirable for the modern workplace. This has also coincided with an increase in lower cost video conferencing and cloud-based solutions allowing employees to collaborate regardless of location using common devices like laptops, tablets and mobile phones. Moreover, there are many video conferencing systems on the market designed for the huddle room. There is no longer the requirement to kit out a small meeting space with an expensive system - cutting edge video conferencing endpoints and professional VC cameras are available. We are also witnessing the evolution of

meeting room displays that provide a total collaborative solution bringing together the benefits of on screen presentation annotation, VC and wireless connectivity. Two perfect examples of this are the CTOUCH 2Share and 2Meet products. The benefits of fully immersive collaborative products are now accessible to both the small business as well as the large enterprise providing all the benefits of removing geographic boundaries, reducing travel time and maintaining a face to face engagement.

DEMONSTRATING COMPANY CULTURE THROUGH AV At the other end of the spectrum, a well-kitted out larger space that can accommodate a company-wide Town Hall meeting indicates that communication is an important part of the culture of the organisation. Certainly, AV has a key role to play in new office design and refurbishment providing the ideal opportunity for organisations to rethink their communication and collaboration strategy and provide tools that add professionalism to their organisation. Large format displays have replaced the need for desk or wall mounted projectors and can easily be paired with VC options. Wireless solutions have negated the need for endless cables. Sharing can now be just a click of a button and handy charging pads can also be part of the inventory.

What’s more, your customers can now even do away with one of the old favourite pieces of equipment in the meeting room, the paper flip chart. With the Samsung Flip, you have an easy to use, and highly mobile, digital replacement for either the traditional whiteboard or flip chart whilst gaining numerous collaborative benefits but maintaining better security of important documents.

With more importance being placed on communication and collaboration both in and out of the workplace, customers of all sizes and vertical markets rely on their resellers for technology advice and support. Increasingly, solutions span the IT, AV and UC markets. Exertis is ideally placed to help you provide great solutions. We have the best range of LFD panels from NEC, LG, Samsung, Philips and DynaScan; interactive panels from Promethean, C-Touch and Samsung including the new Samsung Flip; UC and wireless solutions. In addition, you can work with our specialist AV and professional services teams to help with planning, installation and a range of managed services. Ask your Exertis account manager for details.

THE

To buy online: store.exertis.co.uk

FUTURE

37

A BIG CASE FOR SMALLER

LI-ION BATTERIES

IN UPS SYSTEMS

In a market that’s not exactly known for making rapid technological change, batteries in UPS systems could well be shifting from traditional valve-regulated lead acid (VRLA) batteries to Lithium-ion (Li-ion). Data centres and other installations needing power protection have favoured VRLA for UPS back-up but the balance of power may well be tipping. Advances in battery technology for devices ranging from smart phones to electric cars have equal merits for the UPS industry.

So, what are the benefits of Li-ion batteries. Firstly, they provide multiple times the energy and power density in comparison to VRLA. As a result, they can take up only about a third of the space or less of a VRLA-based UPS system, weigh considerably less (about two thirds) but deliver the same power. The smaller footprint provides customers with greater flexibility of where they can install the systems which can often avoid costly building modifications. For data centres, there is also the advantage of a reduction in the cooling requirements. Indeed Liion batteries can operate at higher temperatures and can withstand a wider temperature range than VRLA. Far less sensitive to temperature fluctuations, they can accept spikes with almost no effect on battery life.

For all of these reasons, companies have tended to create battery rooms specifically to house their VRLA batteries. Li-ion technology promises to enable a dramatic reduction in the size of these rooms, by a factor of 2 to 3, simply because Li-ion batteries pack so much more energy into a much smaller footprint. This will increase the footprint available for IT space while also reducing cooling requirements, which saves on both capital costs and ongoing operating costs.

Li-ion batteries also come with sophisticated battery monitoring systems providing a better picture of battery run time and health. In addition, they have an increased life expectancy. Most UPS systems with VRLA batteries need to be replaced between 5 and 7 years. In contrast, a UPS system with a Li-ion battery has the potential to last 10 to 12 years. This reduces the burden and cost of replacements. Li-ion batteries aren’t maintenance free but the costs are estimated to be less than those of VRLA. End of life disposal costs are lower as well.

LI-ION UPS BENEFITS AT A GLANCE •

Reduced UPS footprint and weight allow for a more effective, flexible use of space

•

Reduced cooling capacity

•

Increased energy storage availability and ability to predict UPS failures

•

Extended UPS life and reduced maintenance overhead

BETTER TCO Whilst Li-ion batteries are more expensive with a higher purchase price of more than double that of VRLA products, the total cost of ownership (TCO) is less. TCO, estimated to lower a customer’s cost by 53%, is likely to improve still further as the cost of Li-ion batteries has dropped significantly and will continue to do so.

Initially, Li-ion batteries were considered less safe with news of exploding phones, hoverboards and electric cars catching fire. However, UPS requirements are very different. For instance, car batteries are designed to run for as many hours as possible before recharging. With UPS, the requirement is to provide a lot of power quickly for a relatively short period of time, usually a few minutes before back-up generators kickin.

There is a growing interest in Li-ion UPS systems and APC by Schneider Electric has been one of the first to market using this technology, installing these in organisations that range from large companies including co-location providers and financial services companies with enterprise level data centres to industrial applications and server rooms.

They are also ideal for distributed IT environments for edge computing and industrial IoT applications. Clearly the technology is applicable to a wide range of situations. Indeed, Bloomberg New Energy finance has forecast that in 2025 Li-ion batteries will account for 5.6GWh of data centre battery back-up capacity, compared to 8.3 GWh for traditional VRLA batteries, securing 40 per cent of the market share in just 8 years.

Furthermore, companies that use scalable and adaptable integrated data centre architectures such as Schneider Electric InfraStruxure, could benefit further from Li-ion technology. With such architectures, IT racks, power and cooling components are built and tested as part of an integrated data centre solution which can then be expanded as necessary over time. Li-ion batteries will make these integrated “pods” even more space- and energy-efficient than they already are, while delivering the same benefits associated with having the UPS/battery combination close to the IT loads they protect, and easily scalable to keep up with data centre growth.

Exertis is a distributor for APC by Schneider Electric. For further information on these products call your Exertis account manager.

Sources & acknowledgements: APC by Schneider Electric

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THE

To buy online: store.exertis.co.uk

FUTURE

41

Certainly, NGFWs are packed with a multitude of new features and functionality allowing them to inspect traffic at a much finer level.

Some features include: • •

•

Intrusion prevention systems (IPS): These systems inspect network packet signatures and use advanced anomaly detection features to not only identify but also to block threats.

Deep packet inspection (DPI): This technology goes beyond just the inspection of packet headers to search for and block known threats within traffic packets as they pass through an “inspection point” within the NGFW. SSL inspection: This technology inspects encrypted traffic to stop known threats, even if they’re encrypted.

Many of the features in a NGFW can be purchased as standalones, such as IPS, DPI and SSL inspections. A NGFW integrates these capabilities into a single system.

FIGHTING

FIRES

WITH THE RIGHT FIREWALLS

Keeping on top of network security is a relentless occupation. The ability to detect and block attacks such as ransomware and breaches that are delivered through malware and intrusion attempts has never been more needed. SonicWall has reported a 102% year to date increase in malware volume over 2017 in its latest Cyber Threat Report published in July this year and 2018 is already outpacing last year’s record numbers.

Next Generation Firewalls have been around for some time, yet there are still end user customers relying on traditional router technology that cannot cope with today’s increasingly sophisticated cybercriminals or an inadvertent action by an employee. Entry points can now include employees’ laptops, desktops and smartphones as well as the network itself. As the name implies, NGFWs offer more advanced features than a traditional router protecting companies from a much wider range of intrusions.

TRADITIONAL VERSUS NEXT GENERATION There are some similarities in features. Both use static and dynamic packet filtering and VPN support to ensure that connections between the network, internet and firewall are valid and secure. More common features of a traditional router include support for Network Address Translation (NAT), Port Address Translation (PAT), Virtual Private Network (VPN) and the ability to provide a high level of availability and performance. Gartner defines a NGFW as “a deep-packet inspection firewall that moves beyond port/protocol inspection and blocking to add application-level inspection, intrusion prevention, and bringing intelligence from outside the firewall.”

SCANNING ENCRYPTED TRAFFIC With more applications being pushed to the public cloud or outsourced to Software-as-a-Service providers, a higher level of granularity is needed to ensure that only proper data is coming onto the network.

NGFWs extend beyond blocking network threats to protect, manage and control application traffic by providing advanced intrusion prevention, anti-malware, content filtering and anti-spam. Many applications are delivered over the web sharing common ports and HTTP or HTTPS protocols. This effectively leaves traditional routers blind to these applications and unable to prioritise productive and secure versus unproductive and potentially insecure traffic. Next-generation firewalls provide insight into the applications themselves, providing a critical capability for networking professionals. It’s estimated that 68% of the internet today is encrypted which means that if you’re not using a NGFW that can scan HTTPS encrypted traffic, then an organisation is effectively only scanning 32% of the traffic coming into the network.

In addition, with some NGFWs you can use a range of features that can both protect a business (important with GDPR in force) whilst not curtailing legitimate employee use of apps in the workplace. These could include: • • • •

Managing the bandwidth for critical applications, prioritising certain apps over others.

Controlling but not eliminating the use of social media apps in the workplace.

Gaining a better picture of application activity on the network and user activity.

Creating a policy to block e-mail attachments that contain “company confidential watermark” from leaving the organisation, even over a web mail service.

Companies of all sizes need a fast, reliable and secure network. The NGFW market is one of the largest and most mature in the cyber security industry. Industry analysts* estimate that the market will have grown from $2.39bn in 2017 to $4.27bn by 2022 at a compound annual growth rate of 12.3%. SMBs are perhaps the most vulnerable sector and resellers have an opportunity to ensure that their customers are deploying the right firewall for their business. NGFWs may be more expensive but putting a price on security is a false economy. Nowadays, it’s possible to pay for this technology by a monthly subscription, moving the expenditure from a capex to an opex model. Resellers can take advantage of using Exertis’ Firewall-as-a-Service proposition to enable their customers to do just that.

Exertis provides a great range of NGFW’s from SonicWall, a market leader, ranked #1 in the SMB sector where it provides 1 in 4 of the firewalls. Its unique SonicWall Capture Advanced Threat Protection Service detects and blocks intrusions and malware until a verdict can be reached using multi-layer sandboxing to analyse suspicious activity.

Ask our security team for help and advice in choosing the right firewall for your customer. *Sources and Acknowledgements: SonicWall, NSS Labs, Digital Guardian,

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THE

To buy online: store.exertis.co.uk

FUTURE

43

SMART TECHNOLOGY AND INSURERS

ARE NATURAL BEDFELLOWS The market for “smart” connected home gadgets is increasing exponentially from around 100m units in 2017 to a forecast 600m by 2021 according to IHS Markit, with Gartner predicting the number of connected things to be 20.4bn by 2020. The consumer segment is about 60% of the market and whilst it has attracted the biggest names in the technology industry, it hasn’t gone unnoticed in other markets either. Insurance is one vertical which could see benefits for customers as well as insurance companies.

Indeed, a number of smart insurance companies are already winning new customers by adopting a different approach to business and acting more like service providers by expanding their offerings beyond simply providing a reduced insurance premium for the deployment of sensors and security devices. Some like insurance giant Aviva have struck up a relationship with a company specialising in connected home insurance solutions that can provide a range of connected smart devices such as indoor security cameras, door and window sensors and leak and smoke detectors. They have also tackled one of the main issues preventing smart device deployment by arranging and taking care of the installation. As part of its connected home portfolio, Aviva offers an app that can alert the homeowners to a leak, smoke or an intruder if they are away from the premises.

An example of a Smart Tech vendor aligning itself with the insurance market is Cocoon, a recent addition to the Exertis portfolio. Together with PolicyCastle, the vendor is changing the relationship between customers and insurers, from cleaning up after things go wrong, to stopping them before they happen. Their smart home security partnership provides a win-win for customers who receive a 15% saving on home insurance and the insurers who can benefit from fewer claims. A property with a home security system is five times less likely to be burgled than one without according to Police Crime Prevention data from Police.uk. Each year over 650,000 families in the UK fall victim to a break-in. This is devastating for individuals and costs the UK economy over £1.5bn in home insurance claims*.

Besides security, water damage can be one of the most expensive and common causes of insurance claims. Approximately a third of household insurance claims are linked to water leaks. The Association of British Insurers estimates that this type of damage, whether it’s burst pipes or floods can cost households more than £20,000 and in some severe cases temporary loss of accommodation. Leak detection devices can provide early warning of an issue and mitigate against greater losses and claims.

There are of course a number of other products that can also be considered in this scenario. For example, Hive door and window sensors can notify the homeowner if a window has been left open or there is movement in the home. Honeywell leak sensors can detect and notify the homeowner when a leak starts, automated lighting can come on at set times and smart locks can be deployed that remotely allow entrance to visitors or tradesmen monitored by a camera and sensors using a mobile phone.

There is clear evidence that insurance companies are recognising the importance of smart devices. Smart home data can provide useful information about the home: occupancy patterns and environmental changes. These can provide a better risk assessment of the customer’s attitude and behaviour and, as a result, insurance premiums can be reflected accordingly.

Insurance companies are well positioned to take advantage of IoT and smart home technology and can even increase the usage of these products. That can only be good for the channel because homeowners are likely to add other products to their eco-system.

Exertis has the widest portfolio of Smart Tech products from leading brands including a range of safety, security and detection products.

In addition, we are adding to our range of services by offering the opportunity to bundle installation for certain products.

Sources and Acknowledgments: Moneysupermarket, HIS Markit, Gartner, Aviva, *PolicyCastle.

Why choose Lenovo Mobile Devices

Finest Materials

360° Security

Lenovo devices use a top cover comprising of carbon fiber foam between two layers of carbon fibre that results in a much thinner and lighter device.

Lenovo provides best in class security with features that fit into the device’s hardware, like Match on Chip Fingerprint Reader (MoC FPR) reader and discrete Trusted Platform Module.

Unmatched Innovation

Long Battery Life

All Lenovo devices come with superior engineering and innovation, like enhanced WiFi connectivity to stay connected anywhere and Owl Wing Cooling that provides 38% increased airflow for better cooling and a lower failure rate.

Lenovo, with its internal 3 cell batteries and external swappable batteries, provides extended hours of battery life with single charges that run almost an entire day. The rapid charge option can charge the device from 0 to 80% in less than 1 hour.

ThinkPad T Series The ThinkPad T series builds upon superior design with the performance and durability professional users demand. It is ideal for a mobile workforce that needs true business-class notebooks to keep up with their on-the-go work schedule. The ThinkPad T series enhances productivity with features like:

Up to 8th Gen Intel® Core™ processors

Uncompromised security

Long battery life

Good connectivity features

Call your account manager today

ThinkPad T580 Part code: S10191799

Design Edge Computing solutions faster than ever.

With the Local Edge Configurator, it’s easier than you may think.

Edge Networking made easy, with APC. In today’s changing IT landscape, partners need a way to transition the complexities of IoT into immediate revenue in local edge environments. IT deployments at remote/branch offices are more critical than ever, and for converged and hyper-converged solutions in these spaces, a standardised, redundant physical infrastructure is needed.

At APC™ by Schneider Electric™, we can help you provide resilient and agile Edge networking solutions to your customers and with our Local Edge Configurator, it’s easier than you may think.

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• • • •

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Contact your Exertis account manager today or visit apc.com/personalpage for more details.

FUTURE

B2B MUST HAVE ACCESSORIES

THE

46

1

BUSINESS

2

SANDISK EXTREME MICROSDXC 64GB

The SanDisk Extreme MicroSDXC 64GB is the perfect memory card to capture unforgettable Full HD and 4K Ultra HD action video.

RRP: £24.99 Part Code: S10211066

3

Modern modular design. The sleek design and comfort curve layout keep keys within easy reach, while straightening wrists with ergonomic palm support that protects against inflammation and repetitive stress injuries.

RRP: £69.99 Part Code: MSL3V-00006

4

TARGUS CITYGEAR 14” LAPTOP BACKPACK

The Targus City Gear Backpack is the perfect commuter bag; users can carry their tech in this slim backpack with casual styling, clever capacity and comfortable carrying.

BELKIN QODE ULTIMATE LITE KEYBOARD CASE FOR IPAD AIR 2

This fully protective case keeps user’s iPad truly mobile, a premium aluminium keyboard with wellspaced keys delivers an enhanced typing experience, and advanced power management features preserve battery life.

RRP: £59.99 Colour: Black Part Code: TCG655EU

5

MICROSOFT SCULPT COMFORT WIRELESS KEYBOARD + MOUSE

RRP: £99.99 Colour: Black Part Code: F5L190eaBLK

6

LOCKNCHARGE CARRIER 30 CART™

Charge, store, secure and transport up to 30 devices. The Carrier 30 is designed to make life easier for Chromebook, Tablet, Laptop and iPad deployments.

KENSINGTON SMARTFIT LAPTOP RISER WITH QI

Combining comfort and convenience, the Laptop Riser blends 20 years of ergonomic expertise with the latest in reliable wireless charging technology.

RRP: £1899.00 Part Code: S1016900

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7

8

CYGNET 20,000MAH USB-C POWER BANK

BELKIN DURATEK USB-C CABLE

With a 63W total output, and a 45W USB-C port, the ChargeUp Pro can now support charging the latest USB-C laptops, smartphones, tablets and gaming devices.

Kevlar® fibres reinforce the inner wiring for added strength, abrasion-resistant nylon forms a tough outer jacket, and highly flexible insulation minimises damage from friction.

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9

TARGUS PRIVACY SCREEN 22”W (16:10)

Keep your business your business and protect your on-screen data.

Targus privacy screens block angled viewing from prying eyes and reduce blue light for better protection and reading comfort.

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10

J5 CREATE JUD481 USB 3.0 BOOMERANG DOCKING STATION

Enable users to add a second monitor instantly via HDMI and VGA connectors. Get things done fast by simply connecting any monitor, keyboard, mouse, speakers and more to a laptop with this single USB 3.0 cable.

RRP: £81.99 Part Code: S10191454

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

Fujitsu recommends Windows 10 Pro.

The Evolution of Going Small FUJITSU Workstations CELSIUS W580 & J580

Previous generation W Series 28 litre

CELSIUS W580 Desktop Workstation 21 litre up to NVIDIA® Quadro® P4000 8th generation Intel® processors

CELSIUS J580 Small Form Factor Workstation 10 litre up to NVIDIA® Quadro® P2000 8th generation Intel® processors

8th generation Fujitsu Workstations – Made for Innovators and Creators The first-ever desktop workstation in 1995 was a pioneer of its era, and Fujitsu has never stopped innovating and enhancing the products since.

FUJITSU CELSIUS workstations, featuring NVIDIA® Quadro® graphics, provide the ultimate in performance and reliability to increase application efficiency for CAD users, architects and engineers. All products are whisper quiet thanks to their excellent thermal management and are optimised for use with a host of leading workstation applications, like Autodesk, Dassault Systèmes, Siemens PLM or PTC.

More information around Virtual Reality: www.fujitsu.com/global/ products/computing/pc/vr/ Copyright 2018 Fujitsu Technology Solutions GmbH Fujitsu, the Fujitsu logo and Fujitsu brand names are trademarks or registered trademarks of Fujitsu Limited in Japan and other countries. Other company, product and service names may be trademarks or registered trademarks of their respective owners, the use of which by third parties for their own purposes may infringe the rights of such owners. Technical data are subject to modification and delivery subject to availability. Any liability that the data and illustrations are complete, actual or correct is excluded. Designations may be trademarks and/or copyrights of the respective manufacturer, the use of which by third parties for their own purposes may infringe the rights of such owner. All rights reserved.

Contact your Exertis account manager for more information

Intel® 8th generation

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For more information contact your Exertis account manager today