Reseller Middle East June 2014 by Reseller Middle East

ISSUE 210 // JUNE 2014 WWW.RESELLERME.COM

C H A NN

PTAINS A C EL

T CHANNEL DLE EAS D I M HE FT O S R AKE M OVERS AND SH

PUBLICATION LICENSED BY IMPZ

3D printing prospects

distree middle east 2014

CONTENTS

ISSUE 210 // JUNE 2014

cover feature Highlights 6

News

We help you catch up on all the major news and announcements in the regional channel community.

Opinion 21 Is IaaS a reseller play?

Andrew Hug from Polycom explores Infrastructure as a Service (IaaS) provider partnership opportunities.

22 Securing data centres

Anthony Perridge, EMEA Channel Director, Sourcefire, discusses the importance of protecting data centres.

APTAINS C L C H A N NE

Feature

LE EAST CHANNEL MIDD HE FT O RS AKE M OVERS AND SH

59 Taking the leap

Why channel partners should take up the opportunities present in 3D printing.

Vendor focus 65 ‘Innovation is a tough space’

channel captains

Commending the Middle East channel players’ fortitude and progress, Reseller Middle East highlights the captains of the channel who have remained strong anchors through tough times.

Jack Lee, Senior Vice President, XTouch, shares market trends and company plans.

66 Serving the connected

customer

Hozefa Saylawala from Motorola discusses how retailers can reach out to the omni-channel customer with effective solutions.

Events 69 Profiting from security

Linksys releases WRT1900AC

Reseller ME’s Partner Connect event discussed how best to capitalise opportunities present in security.

76 Enabling business

DISTREE Middle East 2014 offered a platform to not only share market trends but also to do business.

HTC unveils its new Desire 310

Siemon unveils V800 - high density cabinet

JUNE 2014

Reseller Middle East

“For me, results matter.”

editorial Chairman Dominic De Sousa CEO Nadeem Hood COO

Georgina O’Hara Publishing Director Rajashree Rammohan raj.ram@cpimediagroup.com +971 4 375 1511

Back on the right track

Editorial Group Editor Jeevan Thankappan jeevan.thankappan@cpimediagroup.com +971 4 375 1513 Assistant Editor Janees Reghelini Contributing Editor Anna Bricker Online Editor James Dartnell Advertising Sales Managers Merle Carrasco merle.carrasco@cpimediagroup.com +971 4 375 1510 Nasir Bazaz nasir.bazaz@cpimediagroup.com +971 4 375 1512 Circulation Database and Circulation Manager Rajeesh M rajeesh.nair@cpimediagroup.com +971 4 375 1645 Production and Design Production Manager James P Tharian james.tharian@cpimediagroup.com +971 4 375 1643 Designer Analou Balbero analou.balbero@cpimediagroup.com +971 4 375 1504 Digital www.resellerme.com DIGITAL SERVICES Digital Services Manager Tristan Troy P Maagma Web Developers Erik Briones Jefferson de Joya

Jeevan Thankappan Group Editor Talk to us: E-mail: jeevan.thankappan@ cpimediagroup.com Facebook: www.facebook.com/ ResellerME Twitter: @ResellerME

We are almost halfway through the year and it’s very safe to assume that the worst is over for the Middle East channel, which was plagued by shrinking margins and changing market dynamics in the last couple of years. If the numbers being reported by partners are anything to go by, the business is gaining steam again, especially in some technology categories such as mobility, security and networking. If there is one key facet that defines the channel this year, it is one of evolution. Some of the names have changed, some exited the market but are being replaced by someone else doing something else completely differently. Vendors are realising the need for sophisticated partnerships to succeed in this market, and partners, on their part, are ramping up their skills in order to succeed and stay relevant to their customers. Channel partners who are going through this transition are looking at vendors for directions and insights. The brand owners, recognising the value added by the channel, have been investing in resources and programmes that offer a greater share of the wallet for partners. We have been talking to captains of the industry for this special issue and one common theme that emerged is this – the regional channel is at an inflection point. Some of the technology megatrends have thrown open opportunities for the channel to uniquely define its value propositions in terms of services and solutions that will be relevant to their customers. We believe our annual partner conference and awards couldn’t have come at a more opportune time. This year’s conference is packed with an agenda that reflects the realities of business and growth opportunities for the channel. We have a stellar line-up of thought leaders from the industry joining us for the conference to discuss the key issues related to the channel and share their expertise. Later in the evening, on the same day, the partner excellence awards will celebrate the amazing resilience displayed by the partner community in face of challenges and pay tribute to those who have weathered the storm. Come and join us on 11th June at the Godolphin Ballroom as we recognise and celebrate channel excellence, and to see if you have earned a place at the podium.

Photographer and Social Media Co-ordinator Jay Colina webmaster@cpimediagroup.com +971 4 440 9100 Published by

Registered at IMPZ PO Box 13700 Dubai, UAE Tel: +971 4 375 1500 Fax: +971 4 447 2409 Printed by Printwell Printing Press © Copyright 2014 CPI All rights reserved While the publishers have made every effort to ensure the accuracy of all information in this magazine, they will not be held responsible for any errors therein.

JUNE 2014

Reseller Middle East

highlights

News

Infoblox appoints new management Network control provider, Infoblox has appointed Cherif Sleiman to lead the region from the company’s offices in Dubai. It is expanding in the Middle East by strengthening its management, sales, and marketing and technical support teams. With more than 20 years of sales, technical and business experience with networking and telecommunications technology companies, Sleiman has held key executive roles, including chief operating officer and chief technology officer at Core Communications, a software and IT services company focused on cloud-based business services and web and mobile apps. He spent more than six years at Cisco in various leadership positions, the last being senior director, leading the enterprise business for Middle East and Africa. He also developed the strategic vision and technology roadmap, and managed all aspects of research and development, for Nortel Networks in his role as CTO, Enterprise Business Unit. In addition, Peter Goodwin has been appointed Systems Engineering Manager for Infoblox in the Middle East. Goodwin’s previous roles include Technical Director for EMEA at Netcordia before the company was acquired by Infoblox in May 2010 and a number of senior technical positions at companies including Simpay, HP, Vodafone and British Aerospace.

Sleiman said, “Trends such as cloud, Big Data, virtualisation, security and mobility are in full effect in the Middle East. Infoblox is uniquely positioned to help organisations across the region to scale, control and secure their networks. “Our focus is on critical national infrastructure such as oil & gas, manufacturing, banking and finance, government and utilities, logistics, healthcare and education. These verticals form the backbone of any economy and the Middle East is no different,” Sleiman continued. “Organisations in the Middle East are unencumbered by legacy systems, which mean that as they embrace the latest technologies, they have the opportunity to leapfrog established organisations in other parts of the world. Infoblox is here to accelerate this transformation.” With its Middle East presence headquartered in Dubai, Infoblox has representation in most countries in the region and is also actively expanding its network of distributors and partners. “We believe in quality of partnerships rather than quantity,” Sleiman said. “At the moment, most of our business in the Middle East is created by direct outreach to customers. Infoblox is working to create more partner-generated sales through channel enablement programs that allow our partners to grow with us.” Infoblox has built a comprehensive

Cherif Sleiman,Regional Director, Middle East, Infoblox training and certification program tailored to the types of partners the company works with, and has established Authorized Training Centres (ATCs) to carry out partner training. The company says it has already experienced success in creating and funding Centers of Excellence with partners who have exceptional Infoblox capabilities. The centers enable partners to focus on ramping up their expertise rather than worrying about finding the money to do so, the company said. Also, the professional services team at Infoblox will work closely with new partners on local implementations as they gear up their knowledge and capabilities.

Logicom expands Qatar and Kuwait operations Technology solutions and services distributor Logicom has announced they are expanding their local operations in Kuwait and Qatar. The office in Kuwait is located in the Hawally Business District, while the warehouse is based in the Ardiya area of Kuwait City. In Qatar, the new office will be located in Doha City, Al Mansoura, with a warehouse in the Doha Industrial Area. Logicom’s investment in the new Kuwait and Qatar facilities is a direct

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response to its partners’ needs in the region, in a move that is in line with the company’s 2014 growth strategy. Logicom is now in the position to offer its local partners access to the technologies and solutions from vendors including Adobe, APC by Schneider, Cisco, Citrix, CommVault, HP, Intel, Jabra, Kingtson, Linksys, Qnap, WatchGuard and WD. Sajith Raj, General Manager, Logicom Dubai, said, “Logicom is taking its next

strategic steps in Kuwait and Qatar in order to expand the company’s multinational presence in the Gulf region. This is part of our continuous efforts to better serve our partners, and meet all our stakeholders’ expectations, in any way and from any location we can. Leveraging on our international expertise and an expanded local presence in these countries, we look forward to providing even more opportunities for prospective vendors and partners in the region.”

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highlights

News

Jacky’s Electronics opens new Samsung brand store

Samsung Electronics increases its footprint in the region with the opening of its latest brand store in the UAE. Located in Deira City Centre Mall, the store will be a new addition in a series of openings as a result of Samsung’s partnership with retailer Jacky’s. The new brand showroom will showcase latest Samsung products including the Galaxy S5 smartphone. B.K. Yoon, President & CEO, Samsung

Electronics, said, “Our vision at Samsung is to improve people’s lives across the globe through our products. The GCC region is a very important market with high potential and it is very rewarding to know that people here support our business. The opening of our new brand store in the UAE marks our international expansion and commitment for delivering excellent products in every part of the world”.

Young Soo Kim, President, Samsung Gulf Electronics, said, “The opening of our new brand store in the UAE is testament to the strength of Samsung as a brand in the GCC region and the customer loyalty we have built over the years. We see very positive things in store for the UAE’s future economically, and we expect consumer sentiment to remain positive and indeed move from strength to strength. As such, we feel this is the right time to expand our footprint across the retail space.” Ashish Panjabi, COO, Jacky’s Group of Companies, added, “The latest store to be added to our portfolio is testament to the values Jacky’s shares with Samsung. The customer experience remains central to the services we provide, and this has ensured a strong partnership between ourselves and Samsung. We are confident that shoppers in the local area will soon consider Samsung’s Deira City Centre Mall as their first stop shop for all their electronic needs.” The new store will also have a Customer Service counter, where staff will be able to conduct minor repair jobs on the spot.

TP-LINK announces expansion plans for the region

In a recent development, Jeffrey Chao, Chairman, TPLINK Technologies announced the company’s expansion plan for the region with added thrust in the Middle East and African markets. Chao, who was in Dubai for the regional

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conference, stressed the importance of MEA market in the overall growth plan of the SOHO and SMB networking solutions provider. The company is strategically geared to meet the growing demands of

these markets. The regional conference was attended by dignitaries including Jason Xu, Vice President of Asia Pacific & MEA; Denny Liang, General Manager, Middle East; Will Liu, General Manager, Africa; Barbara Kao, Marketing Manager and also included delegates from Asia Pacific markets. Chao said, “The Middle East in general and UAE in particular is a very important market in our growth plan. TP-LINK is now at the right phase to plan and expand our width to Africa as well as increase our depth in

the Middle East countries. At TP-Link, we are committed to growing within the networking and communications industry by constantly improving without deviating from the primary goals and product segments.” He encouraged his team members, “To be a practical man and to do things with clever judgment in order to enhance the quality of life.” Established in 1996 and headquartered in Shenzhen, China, TP-LINK entered the international market in 2005 and entered this region in 2011.

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highlights

News

ConnecteDevice showcases connected watches

Julien Ribeyrolles, Sales Manager, Middle East & Africa, ConnecteDevice

ConnecteDevice, a global manufacturer of connected watches, has introduced its Cogito brand of watches and previewed the Cookoo 2.0 to retailers from across the Middle East at Distree Middle East, held in Abu Dhabi. Keeping in line with the market trends, wearable technology is one of the new additions of Distree this year and the Cogito classic was featured on stage as part of Wearables Live, a session to examine the future of wearable devices and impact on retail and distribution channels in the region. Julien Ribeyrolles, Sales Manager, Middle East & Africa, ConnecteDevice, said “We’re excited to bring our connected watches to DISTREE. Cogito and Cookoo are a great fit for the Middle East consumer culture, with so many devoted and savvy smartphone users.” “We have a product for every customer segment,” adds Ribeyrolles. “We’re keen to show retail executives our full range of

connected watches with colors, styles and functionality that appeal to everyone — both men and women, students and executives, tech geeks and watch lovers.” With significant consumer spending power in some Middle East markets, wearable technology is seen by many retailers and distributors as a fast-growing and high margin product category for 2014 and beyond. The company’s unique design philosophy emphasises both fashion and function, meaning the products to stand apart from other brands, says Ribeyrolles “Unlike other smartwatches, Cogito and Cookoo models do not require a regular recharge,” adds Ribeyrolles. “Extended battery life, plus our focus on fashionable design and quality craftsmanship, really differentiates our watches from others. We are attracting interest from consumers who never considered buying a smartwatch before.”

SanDisk to enhance market presence through key retailers DISTREE Middle East is a must-attend event for SanDisk, considering the event’s potential to expose the solutions provider to new partners. But even more so this year, as the company is looking at growing its market share through a focused retail strategy. It is looking at expanding its market presence by expanding its distributor footprint both vertically and horizontally in terms of specialised product related distributors and retailers, as well as consumer market segments. “The Middle East continues to provide ample new opportunities for flash storage in the consumer electronic, mobile, and imaging as well as IT channels. We’ve been witnessing the growth opportunities for the category in non-traditional channels such as food and drug, fashion and lifestyle channels as well,” says Tareq Husseini, Regional Sales Director, SanDisk Middle East and Africa, having seen a good year in 2013.

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At DISTREE MEA in Abu Dhabi, the company shared its regional flash storage strategy for 2014 and 2015 and connect with key retail channel partners. Husseini further adds that over the past few years the company has revolutionised its distribution and channel strategy in an effort to better service its customers, gain market share over its competitors and help retailers sell more products. The flash storage solutions provider offers retailers with category leadership, retail know-how, consistent supply, second to none product portfolio, demand generation as well as profitability, explains Husseini. “SanDisk has also seen its expansion go geographically across the GCC. Since, entering the region officially in 2005 by opening its regional headquarters in the Middle East, SanDisk has been continuously growing its storefront presence. A large part of this growth can be directly attributed to pioneering indirect sales channel

Tareq Husseini, Regional Sales Director, SanDisk Middle East and Africa marketing, working closely with our retailers and constantly adapting market development strategy,” concludes Husseini.

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News

Toshiba presents H/W+ services at Distree Middle East 2014

Santosh Varghese, General Manager, Digital Products and Services, Toshiba Gulf Toshiba Gulf has been participating at Distree for the last ten years. Seeing that the event is the ideal platform to engage

with partners, Santosh Varghese, General Manager, Digital Products and Services, Toshiba Gulf, says, “It acts as a facilitator

to get industry insights, share strategy and new products, meet new partners and liaise with competitors.” At this year’s DISTREE, Toshiba will focus on its B2B Products, and present its new business opportunities for the channel such as Toshiba’s H/W + Strategy, semiconductor technology products, wireless storage, flash drives, SD cards and wireless memory storage devices. Talking about key trends influencing the event this year, Varghese says, “B2B, both retail and Dealers to Business are key trends that we need to address. H/ w+ services/solutions are another major area for our strategy at DISTREE.” Having been able to close partnership deals in previous editions, Toshiba is hopeful to repeat the success story this time around as well. The company has been able to sustain profitable business operations in the last year and what’s more, it has emerged as one of the top three notebook brands in the Middle East region. Some of its other highlights has been garnering the top market share in markets such as KSA, Jordan, Kenya, Tanzania and Ethiopia while also maintaining a successful engagement programme with the channel. “And above all, we continue to ensure that we satisfy our customers’ needs and demands,” adds Varghese.

XYZprinting expands regional coverage with 3D printers XYZprinting dedicated to bringing costeffective 3D printing to the market, is unveiling da Vinci, a personal 3D printer in the Middle East markets, making it the most affordable 3D printer of its capacity on the market, according to the company. The da Vinci is a plug-n-play 3D printer designed specifically for households and small businesses with no assembly required. The da Vinci 1.0 has successfully held the market share by topping the number one selling item in the same category on the major e-tailers globally.

Reseller Middle East

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The da Vinci uses fused filament fabrication (FFF) technology and features the largest build-size in its class, producing items 20 percent larger than those created by other personal 3D printers on the market. The innovative printer requires no set-up and is an enclosed machine with unique safety features including a censored door that alerts users if open, offering protection from the interior high temperatures required to print. The 3D printer also leverages an open-source cloud

database, enabling users to create thousands of items from bowls and cups to key chains and smartphone cases. Owned by New Kinpo Group, headquartered in Taiwan, XYZprinting has broad experience in the printing and manufacturing industries. In addition to da Vinci 1.0, XYZprinting will be displaying da Vinci 2.0 on the DISTREE event show floor (Booth #A9). These printers are part of XYZprinting’s future line of 3D printers and offer dual-color printing and print in ABS.

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DESPEC MERA LTD, P.O.Box 61050, Dubai, UAE. | Tel : +9714 8811191 | Fax : +9714 8811190 Email : info@despec.com

*Distributions agreements for brands are country specific and are only eligible for authorized regions only

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Global Distribution signs ME agreement with Pure Storage Global Distribution has announced that it has signed a Master Distribution Agreement with Pure Storage and will distribute the Pure Storage FlashArray enterprise storage solution to its Resellers in the UAE, Oman, Qatar, Bahrain and Kuwait. The flagship Pure Storage FlashArray is deployed worldwide across a variety of workloads and applications, including virtual desktop infrastructure (VDI), cloud computing, and database and server virtualisation. Mario M. Veljovic, Vice Presdient, Solutions, MENA Global Distribution, said, “Our Vision is to introduce cutting-edge technologies and solutions to our Resellers and enable them to offer high performance enterprise solutions to their customers across all industry verticals. We are very proud we partner with Pure Storage to make flash storage available to our Resellers in the Region.” “Global Distribution FZE is a standout Solutions Distributor with extensive experience and an excellent reputation in Channel Development and Enablement,” said Steven Rose, Vice President, EMEA, Pure Storage. “We are delighted that they have signed with us and become part of our network of valued partners. Strong partners like Global Distribution FZE help us achieve our mission to make flash storage the storage medium of choice for IT environments of all sizes. Together, we will expand the footprint of flash in the data centre and enable customers across industries to realise new levels of storage efficiency.”

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Huawei signs up StorIT as ME distributor

Dong Wu - Huawei and Boby Joseph - StorIT

StorIT has signed a new distribution agreement with Huawei to serve customers across the GCC region with the latest innovations in enterprise-level storage technology. The agreement will see StorIT distribute the entire range of Huawei’s Enterprise Storage Solutions through its wide channel network of value-added resellers and systems integrators. As a value-added distributor for Huawei, StorIT will further enhance the vendor’s offerings through its dedicated channel network which will be supported by the distributor throughout the entire cycle of sales and technical support. The agreements includes presales consultancy, solutions architecture and design, and through to post-sales implementation and support. “StorIT is very pleased to announce its new partnership with Huawei which is one of the fastest growing global ICT technology brands and who have made significant strides in the Middle East market in recent years. Huawei’s commitment to the region is very impressive and their portfolio of products and their future roadmap makes them a perfect partner in growth for StorIT who has built an enviable reputation with unparalleled expertise and success in the Data Storage, Data Protection, and Data

Management domain in the Middle East,” said Boby Joseph, CEO, StorIT. “Huawei is committed to developing reliable and smart storage solutions which exhibit a consistent balance between technological capability, environmental considerations, product strength and market performance. Our products have been well received across the globe and we are looking forward to having yet another strong partner with a proven track record to bolster our success in this region,” added Dong Wu, President, Huawei Enterprise Business Middle East. “StorIT is a specialist valued added distributor in the Middle East with expertise in the data management and storage domain, and hence a perfect partner for our portfolio of enterprise storage products. With their market expertise, valued-added services, exceptional customer service and a true technical understanding of our products, StorIT will assist us in our efforts to deliver unparalleled value to our customers.”“Huawei complements our existing portfolio of products and helps us to sustain our competitive edge in extending best of breed solutions based on latest innovation to our customers,” added Joseph.

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Coming together today, to create better opportunities for tomorrow Redington Value is now an authorized distributor for Oracle in the Middle East. Oracle is the leading provider of the most complete, open, and integrated business software and hardware systems. Redington, with its diverse reach and excellent strength across the region, will now offer the entire stack of Oracle products and value added support services including pre sales, credit, local billing and concept centers spread across its locations in the Middle East.

To place an order, please write to sales.oracle@redingtongulf.com or call 971 50 2286236

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AlienVault signs up emt Distribution for Middle East

Mohammad Mobasseri, CEO, emt Distribution

AlienVault has partnered with emt Distribution to deliver its Unified Security Management products to resellers and customers in the Middle East region including countries such as KSA, UAE, Oman, Kuwait, Qatar, Bahrain, Lebanon, Jordan, Egypt, Afghanistan, Iraq, Pakistan, and Yemen. The products bring together five distinct capabilities in one convenient package

Justin Endres, Senior Vice President of Worldwide Sales, AlienVault

including asset discovery, vulnerability assessment, threat detection, behavioral monitoring, and security intelligence reporting, according to the company. Mohammad Mobasseri, CEO, emt Distribution said, “We are delighted to partner with AlienVault, and their products will complement our existing product portfolio. The new products offer total

scalability, from SMB right up to major enterprises. We are confident that the unique products from AlienVault will open up several new avenues for our partners to expand their market base.” Mobasseri added, “AlienVault security solutions will help customers eliminate weaknesses and minimise vulnerabilities in their network security. This proactive approach greatly reduces exposure to financial and reputational risk.” As part of the distribution agreement, the distributor will offer technical and sales training, joint marketing and selling programmes, and first and second-level technical support. emt will collaborate with the company to ensure that customers have local support from experienced security experts. “We’re pleased to add emt Distribution as a top value-added distributor in the Middle East,” said Justin Endres, Senior Vice President of Worldwide Sales, AlienVault. “With our Unified Security Management platform, AlienVault Labs Threat Intelligence and the Open Threat Exchange, we deliver a unified, simple and affordable solution for threat detection and compliance management. Now, with the addition of emt Distribution, we have an accelerated path to those resellers who are seeking alternatives to costly and resource-intensive SIEM solutions. We look forward to a long and successful relationship with emt Distribution and the Middle East.”

Fortinet appoints Rami Karajah as Saudi channel chief

Rami Ali Karajah, Channel Account Manager, KSA, Fortinet Fortinet has announced the appointment of Rami Ali Karajah as its new Channel Account Manager for Saudi Arabia. Karajah’s main focus is channel development, in addition to driving channel

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marketing activities and increasing the number of certified engineers in the Kingdom. Riyadh-based Karajah will report to Alain Penel, the networking security firm’s Regional Vice President for the Middle East region. “I am pleased to be part of Fortinet, a leading security vendor in the Middle East region and a solid company that has, since 2005, enjoyed an impressive growth,” said Karajah. “My top priorities are to build a strong and qualified channel and strengthen our relationships with strategic partners in order to identify all business opportunities and cover all major verticals”. Rami Karajah has spent nine years in the region’s IT industry, and prior to joining Fortinet as Channel Accounts Manager for Saudi Arabia, he held the position of

Channel Sales Director at Oxygen, Territory Manager for SP verticals at Aruba Networks, and Sales & marketing manager at Menatelecom among other organizations. “Karajah’s appointment reinforces our commitment to our partners in Saudi Arabia and to provide them all the support they need to help our local customers,” said Alain Penel, Regional Vice President, Fortinet Middle East. “As Saudi Arabia is a crucial market, his wealth of experience, skills and leadership will contribute towards building a stronger partner network and lead to the growth of Fortinet in the Middle East region. With Rami on board, I’m confident that we are in a good position to expand our business across all segments and verticals and thus consolidate our market leadership in the Middle East.”

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Oxygen and Fortinet hold training for partners

Khalid Laban, CEO, Oxygen Oxygen, a regional secure mobility ValueAdded-Distributor (VAD), and the network security provider, Fortinet, jointly conducted

training for its key channel partners across Saudi Arabia. The training covered areas such as the evolution of threats, types of attacks, defense options as well as debuted the introduction of four new distributed FortiDDoS security appliances. Khalid Laban, CEO, Oxygen said, “DDoS attacks are evolving so very rapidly, every time a new attack arrives they’re switching to a different strategy. Attackers are getting much more sophisticated in their capability and what aspects of the IT stack they’re hitting. There is a consistent need to defend the critical on-premise and cloud infrastructure from such attacks as well as to protect the internet-facing infrastructure from threats and service disruptions by surgically removing network and application-layer DDoS attacks.” “The new FortiDDoS appliances overcomes all of the above as it has the ability to detect and prevent DDoS attacks by utilising a new single-path custom ASIC for performance, increasing up to 10 times the speed compared to competing DDoS mitigation appliances. The

new FortiDDoS models, automatically identifies any type of DDoS attack, including zero-days, and immediately takes action to mitigate it,” adds Laban. Emad Abu Jazar, Country Manager, Fortinet said, “We are pleased to have conducted this training for our key channel partners across KSA region along with our distributor Oxygen. Channel partners can now provide their end customer with our new FortiDDoS-400B, 800B, 1000B and 2000B, which feature an innovative 100 percent behavior-based DDoS attack mitigation engine, to identify and mitigate, current and future threats, based on patterns and intent rather than content. Fortinet also uses a 100 percent custom ASIC approach to its DDoS appliances, which eliminates the overhead with CPU or CPU/ASIC hybrid systems, and FortiDDoS appliances are able to performs up to 10X faster than other competing DDoS mitigation appliances that use a combination of ASIC and CPU or total CPU for traffic, which leads to bottlenecks and slow down the system’s performance.”

Al Jammaz Distribution organises channel event Al Jammaz Distribution organised a channel event last month, where it brought together its channel partners and vendors on the same platform to network and share ideas and business strategies. Top 35 resellers that included all decision-makers along with vendors such as Symantec, EMC and VCE attending the two-day event. “The idea was to gather our partners outside Saudi Arabia, in a location where we can all sit together and share ideas about the potential of the Saudi market and discuss the different opportunities that resellers can join in towards making the business better. This is so that, they can support and complement each other rather than competing with each other. This will

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Asim Al-Jammaz, Vice President, Al Jammaz Distribution enable better to have better margins and healthy business,” says Asim Al-

Jammaz, Vice President, Al Jammaz Distribution Apart from management presentations and executive seminars that dealt with go-to-market strategies and ideas, the event was a good opportunity for vendors to share their thoughts and ideas on how can they add value to these top resellers in the market. “We also had a lot of activities including social ones like desert safari and sport activities like playing volleyball. The event gave the opportunity to executives from SIs and vendors to socialise on an informal platform.” Al-Jammaz says the company regularly holds such channel events and the aim is to make each event bigger and more of a value-addtion than the previous ones.

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Overland Storage signs up FDC as ME distributor Overland storage has signed a distribution agreement with ProValue Divison, the value unit of FDC International for the Middle East region. According to the Data protection and storage appliances vendor, it is targeting the growth verticals in e-government, education, digital security surveillance, banking, oil exploration and Smart Cities. “Overland sees its initial strategy in growing business in the GCC countries and expanding rapidly into the rest of Middle East countries and Africa,” said Saif Shaikh, Regional Channel Manager, MEA, Overland Storage. Shaikh added, “FDC offers a unique value to Overland Storage. FDC is one of the most established and recognised distribution in the Middle East region. Its coverage of the Middle East region means that it is well aligned to our company’s growth strategies. FDC’s ProValue division provides a consistent level

of professional services and consulting that is needed by both partners and customers. FDC’s mature logistics model also means that our technologies can reach partners and customers effectively and cost effective manner. With this strong capabilities and wide coverage, Overland Storage will be able to penetrate deep and wide into the Middle East region.” Ram Praveen, Business Unit Manager, FDC ProValue said, “We are proud to add Overland Storage, a global leader in data management and protection technology to our ProValue Portfolio. Our relationships and seamless partnership with our Middle East channel will strengthen and grow the business of Overland Storage significantly in the region. We will ensure our value proposition will be of significant value bridging channel partners with Data Management and Protection domain through Overland Storage”

Having charted out a customer centric growth strategy for the region, the vendor said it is going to be hundred percent channel centric. Headquartered in Dubai, the company works closely with its network of partners across the region to build the Middle East growth vision. “Our go-to-market strategy is anchored on a comprehensive network of volume distributors, value-added distributors, tier 1 partners and elite partners,” said Shaikh. “We recognise that our partners’ profitability in driving services. Many a times we also recognise that our partners understand our customers’ needs and infrastructure best. We want to enable our partners to be able to deliver solution with a high level of competency. The channel partners in the Middle East can expect Overland Storage to invest heavily in the region driving enablement through training and certification,” he added.

Polycom

opinion

Is IaaS a reseller play? Andrew Hug, VP, Systems Engineers EMEA, Polycom, explores if resellers are missing out on potential opportunities by not partnering with a ‘mainstream’ Infrastructure as a Service (IaaS) provider.

Andrew Hug, VP, Systems Engineers EMEA, Polycom

Infrastructure as a Service is not dissimilar in principal to many of the other ‘as a service’ avenues that resellers are already exploring. In terms of IaaS for voice and video solutions, the infrastructure, directory services and network connections would all be hosted and managed by the service provider. It offers customers the choice between retaining their existing and owned endpoints, or they can buy or lease endpoints from the service provider. Resellers do have a revenue opportunity here, but the truth is they probably aren’t taking full advantage of it at the moment. For many resellers the financial resources required to commit to developing their own infrastructure services can be offputting. But this is only one option. For many larger distributors this is a viable choice, they can develop infrastructure then provide it to their resellers to sell as a white-labelled service to the end customers. This requires investment in both the infrastructure and connections necessary to facilitate this. As a reseller, you can earn a reasonable markup on this. It’s an opportunity to provide direct services to your customer base, and larger partners are able to offer wholesale services to the wider partner community to sell on their behalf. In my opinion, if you are a larger reseller or a distributor, it seems like a great business opportunity. It makes sense to look into either developing

this in partnership with a vendor, or even developing your own model to sell to the rest of the channel. The market is already heading this way in certain areas of Europe. The Nordic market is especially mature in terms of IaaS. In fact, the Nordics are very proservice models generally, right down to leasing client devices. I see a scenario in which the reseller provides client devices and infrastructure, both on a subscriptionbased service model. This would become Unified Communications as a Service (UCaaS), as more and more elements of the communications and collaboration environment are outsourced. The SMB market is very likely to look at ‘as a service’ models for many elements of its IT infrastructure and processes, so I think we really need to encourage and support our resellers to take advantage of this trend. The medium-sized market will also be heavily biased towards IaaS, often to support their owned devices. For many customers the traditional hardware, on-premise-based infrastructure model will still suit their requirements, but the popularity of software in a virtualized environment cannot be ignored. That’s why we have developed our software-based solution RealPresence One. The success of this subscription based, UC software model shows a greater trend towards everything as a service, and resellers shouldn’t miss out on these opportunities. //

June 2014

Reseller Middle East

OPINION

Sourcefire

Securing data centres Anthony Perridge, EMEA Channel Director, Sourcefire, now a part of Cisco, discusses the importance of protecting data centres.

The end goal of many cybercrime campaigns is to reach the data centre and extract valuable data or cause disruption. In fact, a recent Ponemon report shows that cyber attacks caused 34 percent of downtime in 2013, compared to 15 percent in 2010. And the 2014 Verizon Data Breach Investigations Report reveals that data centres with their high bandwidth pipes are also becoming the vehicle of choice for launching some of the largest Denial of Service attacks we’ve ever seen. With attackers increasingly centered on the data centre, administrators need security solutions that allow them to be increasingly ‘centered’ on effective protection. Data centres are evolving and becoming more intelligent to support changing business models and new competitive environments. Applications can be provisioned dynamically.

Reseller Middle East

June 2014

Anthony Perridge, EMEA Channel Director, Sourcefire

Resources automatically shift as demands change. Virtual devices and services can be deployed and retired on demand. And visibility and control are now expanding across the data centre. However, many of today’s security solutions, designed for the Internet edge and not the data centre, simply do not support these advances in the data centre or the new, targeted threats aimed at these highly prized targets. Traditional data centre security and bolt-on solutions fall short in a number of ways: taking days or weeks to provision; lacking performance and scalability to handle dynamic environments and high-volume bursts of traffic; involving fragmented solutions that aren’t integrated across the data path,creating management overhead and policy handoff errors; and focusing only on preventing attacks before they happen with no ability to see and proactively respond to threats that inevitably get through. Because the wrong security solution can actually impede business goals, many organisations increasingly choose to scale back on security in order to maximise the flexible and dynamic services built into their data centres. In fact, Gartner finds that 95 percent of data centre breaches occur due to a misconfigured firewall. Complexity and challenges mount as data centres are migrated from physical to virtual to nextgeneration environments like SoftwareDefined Networks (SDN) and Application Centric Infrastructures (ACI). Security for the data centre must evolve in three important aspects to deliver the control administrators’ needs, without compromising protection and functionality.

Security must be designed for the data centre: Many Internet-edge security solutions are being inappropriately positioned in the data centre where the need is visibility and control over custom data centre applications, not traditional web-based applications. Security must also be integrated into the data centre fabric, and not simply at the edge, in order to handle not only north-south traffic, but also east-west traffic flows between devices. Security must be able to adapt: Data centre environments are highly dynamic and security solutions must be as well. As data centre environments evolve from physical to virtual to nextgeneration SDN and ACI environments, data centre administrators must be able to easily apply and maintain protections. Security must provide protection against advanced threats: What’s needed is a threat-centric approach to securing the data centre that includes protection before, during, and after an attack, and that understands and can provide protection for specialised data centre traffic. Advanced attackers are infiltrating networks and moving laterally to reach the data centre. Once there, the goal is to extract valuable data or cause disruption. Data centre administrators need technologies that allow them to be as ‘centered’ on security as attackers are on the data centre. With solutions designed for the data centre, able to evolve as data centres embrace hybrid and next-gen environments, and built to deliver protection before, during, and after an attack, data centre administrators can gain control without compromise. //

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Leaders and luminaries

Channel Captains The Middle East channel market has bounced back on its feet from the impact of the recession with most players closing 2013 on a positive note. Having recorded a profitable growth overall, the channel players are optimistic about Q2 of 2014. Commending its fortitude and progress, we highlight the captains of the channel who have remained strong anchors of the trade. 24

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june 2014

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Leaders and luminaries

Ajay Singh Chauhan Group CEO, Spectrum

2013 has been a fairly stable year for the regional industry. Ajay Singh Chauhan, Group CEO, Spectrum, says, “The political stability of the region has driven its economic growth in 2014. I can see a significant expansion growth, compared to last year. I believe the region will see double digit GDP growth.” For the company, 2013 was a year of solid growth, which has translated to a great start in 2014. In the first five months of this year, the distributor has already locked 80 percent of last year’s business, giving it a head start to achieve its aim of doubling the turnover from last year. However, says Chauhan, it is difficult to zero in on a particular growth driver as the region has been positive all around. “This buoyancy is also being reflected in the channel. People are identifying opportunities in the market and are willing to take advantage of it by investing and taking the risk,” he says. Another related impact seen on the

channel is the huge amount of growth on the small and medium businesses front. Having been in the channel business for the last 28 years, Chauhan says, the channel provides the best possible medium to reach out to customers with the required tools such as technical knowledge and know-how of the solution, provided by the distributors. Channel partners have a closer relationship with the end customers. Cloud, storage and virtualisation are some of the buzzwords going around the market. Agreeing, Chauhan adds, “Although they are buzzwords, we definitely see that cloud is going to be big. But for the Middle East region, where data privacy is a big issue, cloud solutions will be implemented in a different manner.” He says a hybrid model where the data resides in private clouds with the ability to connect to other clouds on the back end could be the way ahead. “As the region is sensitive to data and to where the data resides, hybrid models could be the order of the day.”

“What ‘value-added’ essentially means is to add value to a product so that the customer can benefit from it,” says Ali Baghdadi, President, MEA & Turkey, Aptec, an Ingram Micro company. Today, some players view value addition simply as a good service. With sophisticated products around today, it is more the job of the channel rather than the distributor to develop a tangible value-add to the software or hardware, says Baghdadi. Heading the Middle East and Africa operations for Ingram Micro, Baghdadi has been a channel player all his life. Closing revenues at $43.5 billion globally last year, the company is focusing largely on its four business units – technology solutions, mobility, cloud and logistics. “Ingram Micro is doing really well, we have posted growth quarter-on-quarter. The MEA region is probably one of the fastest growing markets in the world,” adds Baghdadi. “Some of the focus areas are complementary because when you talk

about mobility, IT and cloud, they are all convergent. When you distribute hardware, the engine of distribution is logistics. Therefore, it is all interlinked.” Furthermore, the company is looking at increasing its services in all the regions and also increasing the portion of value advanced solutions that it offers to the market place. “We want to do this because it generates more business for our partners and it is profitable for us as well,” he explains. Cloud is another major area of focus for the company. According to Baghdadi, partners need to watch out for technologies in analytics. “Analytics is not understood well by the people and there are only few players in this field, so this is definitely an area where partners should invest more time and efforts in. Another exciting technology is Internet of Things (IoT), especially within the region and UAE in particular, as smart governments are being launched here.”

Ali Baghdadi President, MEA & Turkey, Aptec, an Ingram Micro company

Reseller Middle East

june 2014

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Leaders and luminaries

Anand Choudha Managing Director, Spectrami

A relatively new entrant into the channel space, Spectrami has grown significantly since its inception three years ago. “It has been fun-filled, challenging and a great learning experience for us in 2013 and we did grow our business significantly. We are continuing the trend in 2014, experiencing a growth-driven market. We have increased our headcount; business is growing and have also launched our South African operations this year,” says Anand Choudha, Managing Director, Spectrami. The company aims to establish a firm footprint in South Africa and Saudi Arabia and also expects to add new products to its portfolio in 2014. “In terms of technologies, we will consolidate our offerings in storage, security and mobility. We have a motto this year of ‘channel first’, wherein we are driving innovative campaigns to empower the channel drive and derive a higher value for our solutions,” he adds. According to Choudha, copy data management is turning out to be a buzz

word. Also, seeing a market for all flash storage, he adds, it is another area which is seeing better resonance with customers. Security, advanced threat protection and real time vulnerability management with incidence response and next-gen SIEM are some of the other segments, which customers are looking at deploying into their infrastructure. “BYOD and mobility is the third area, which we are betting big time to drive market growth for the next 18 months.” Channel is getting mature and looking towards new specialised technologies. It is becoming more responsive to customers’ demands and involving itself to be a part of the change that customers are looking for, he says. “Niche products require higher efforts to evangelise, hence they are more bottom line driven rather than top-line, certain technologies going mainstream are driving top-line. Our bet is to have the right balance between the two and drive an inclusive growth.”

“The biggest challenge in the channel space is to maintain the commitment and loyalty, and have a healthy growth year-on-year,” says Antoine Hakim, Channel Manager, Fortinet. Fortinet’s ‘Power to Learn’ enablement programme is equipped with resources, which has been developed to help its partners in their interaction with the vendor. Online webinars, tutorials, procedure and programme guidelines, and technical training are constantly being developed to assist and guide partners, explains Hakim. “The Fortinet partner portal is populated with relevant documents, covering a wide range of topics from product-specific sales support tools to educational webinar recordings.” Hakim believes partners are not maximising opportunities present in the security market, as a majority of them focus only on oil and gas, and government sector, where the competition is aggressive. However, Hakim says, “They can work on sectors where the investment and turnover are almost the same, and less competition

exists. Some potential sectors could be finance and larger corporate enterprises.” Cloud, BYOD, IoT and Big Data are some of the new trends that are catching on in the region. “I believe it presents opportunities for our partners. Cloud, BYOD, and Big Data, are technologies which demand high-performance security solutions. As adoption of these technologies grow, so will the demand for the security solutions, which means our partners will see an increased requirement,” he says. Apart from these, Hakim encourages the industry to watch out for trends such as sandboxing solutions, APTs and DDOS. “We are seeing a lot more investment in research projects, lab reports and references.” The region’s channel space is everevolving, so is Fortinet. “We are evolving in terms of the security space. We will continue to focus on our newly launched products,. We also plan to expand our regional resources to meet our customers’ growing demands,” Hakim adds.

Antoine Hakim Channel Manager, Fortinet

Reseller Middle East

june 2014

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Arun Chawla CEO, Trigon

Gross margins and good business have been the pillars of any business, be it distribution or reselling, according to Arun Chawla, CEO, Trigon. “Companies who chase top-line growth develop cracks under the surface without realising and eventually collapse,” explains Chawla. Rather than simply selling, he advises resellers to look for sound, secure and safe business. Coming from one of the longest serving distributors in the region, this is definitely something partners need to consider seriously. “Channel players who are pre-occupied with top-line sales growth need to pay more attention to the bottom line basics,” he adds. With a strong foothold in segments such as channel, retail, corporate and exports, the distributor boasts brands such as Samsung, LG, ViewSonic, Xerox, 3M, Acer, Creative and D-Link to name a few, in its portfolio. What matters in the IT channel is gross profit margin and the bottom line, says Chawla. “This has been our focus, which

reflects that we are serious about the longterm ambitions to continue to grow and exist in the market.” Today, he says, distributors often overlook support and services in terms of channel development. “Distributors are busy grabbing market share on price and price alone. This myopic outlook damages the brand image and the channel confidence in the long run. Too many fail to realise that success of a business model and health of the company depends on the bottom line.” In terms of driving the business growth in the region for 2014, the distributor aims to leverage the opportunity presented by its vendors, who are focusing on the B2B segment and placing a strong emphasis on solution business. Apart from that, the company plans to partner with its power retail partners who have aggressive expansion plans for this year. “Regional expansion plans are in place and the feasibility study is being concluded to identify the areas for expansion in 2014,” he adds.

More than a decade ago, IT was only five percent of Jacky’s Electronics’ retail operations, says Ashish Panjabi, COO, Jacky’s Electronics, although the retailer did well with white goods then. Today, IT accounts for 85 percent of the business, having capitalised on the opportunities in the laptop space, when the boom happened a few years ago. And then onwards, there was no turning back, says Panjabi. “The IT industry works in waves, we missed the first wave of desktops but when the laptop wave came, we were present to maximise it,” he says. Last year saw the company undergoing a few major changes. The retailer created new brands within the company, the first being Jacky’s Business Solution, which dealt with B2B solutions and also entered into an agreement with Samsung, to operate its franchise stores under the name of Jacky’s Retail. Panjabi adds, “We opened four stores in four months, although all the stores are branded as Samsung. This is a fairly major

move for us. We still have quite a few important things in the pipeline for 2014.” Although 2014 began on a positive note, it has also been a year of adjustments to date, according to the COO. The retailer added a few new stores and have plans to renovate its largest store at Dubai Mall, which has been in operations for the last six years. “Here, customers will see some new concepts and overall, we have seen a better year,” he says. As is with most IT and electronics companies in the region, GITEX is an important event for the retailer. Having had a successful GITEX Shoppers this year, Panjabi says, the show brings out the best from all its employees as they have to work in an extremely competitive environment, and therefore they are all leaders by their own right. In terms of technologies, he says, the market will see a lot of innovation in the wearable space although there is still time before it becomes mainstream. 3D printing is another space to watch out for, he adds.

Ashish PAnjabi COO, Jacky’s Electronics

june 2014

Reseller Middle East

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Leaders and luminaries

Asim Al-Jammaz Vice President, Al Jammaz Distribution

Although not an IT distributor traditionally, Al Jammaz Distribution has made a name for itself in its home country, Saudi Arabia, since the IT division’s inception in 1998. When the company started out, the infrastructure of the internet in the country was only beginning to develop, because of which, many companies did not invest in IT systems. But the scenario changed a few years down the line, when operators in Saudi Arabia began to invest more in the Internet connectivity for businesses. “This is where we really focused at that time,” says Asim S Al-Jammaz, Vice President, Al Jammaz Distribution. “We moved our business to providing valueadd to the infrastructure and broadband connectivity, data centres and soon will move to cloud now.” He adds that since the company has started, it has been growing consistently year-on-year, which has been recognised by many of its vendors. “Today, the Saudi market is one of the most important markets in the Middle East region

and we have seen our vendors grow with us in this market by placing stronger channel strategies,” Al-Jammaz says. In terms of technology, the company has been focusing on broadband for the last seven or eight years. And this will continue to be the focus in 2014 as well, shares Al-Jammaz. “Today, although people have already adopted broadband connectivity solutions, they are now demanding faster speeds. And apart from broadband, we are also moving more and more to data centre solutions and we have partnered this year with VCE, which is the leading data centre cloud solution provider. Storage is another focus that comes hand-in-hand with data centres. We have seen a huge growth in storage in Saudi Arabia,” he says. As far as plans in 2014 are concerned, the distributor says regular programmes and workshops for the channel will be a continuous initiative so that the channel community is enabled to reach out successfully to the end customer.

A recent entrant to the Middle East IT market, TP-Link, the networking solutions provider, doubled its total revenue in 2013, compared to 2012, says Denny Liang, General Manager, TP-Link, Middle East. “We do our work practically step by step, and now we have more than 30 distributors in the region. We want to maintain the relationships and get even more benefits for both sides, more than anything else.” Focusing on SOHO products, the company is not only aiming at building a high quality Wi-Fi environment but also wants to increase the brand awareness within the region. With around five years of experience in the channel business, Liang says, this year, the company is looking at a higher goal. “We are working at the right phase to expand our width to Africa and increase our depth in the Middle East countries. This is a special region, with people and culture diversity, I am looking forward to studying the countries more and provide the best

networking solutions to each individual market,” he adds. Liang believes the development of 4G products is still mainstream and provides the most need to the public. “Mobile Wi-Fi products can always stay in tuned and provide signals, especially for young people and businessmen who need the Internet anytime, anywhere. We will continue working on this and make sure our mobile Wi-Fi products do enhance the Wi-Fi quality in their lives.” Although the company has done well in the region, its General Manager believes there’s still room for improvement. He says, “For the applause we have received, we will keep up and continue doing our best. And we still have a lot to improve and will work on that, and thanks to all the partners who have given us the most support and made us shine in the region. We hope TP-Link can become a top ranking brand in network products, that is my goal.”

Denny Liang General Manager, TP-Link, Middle East

Reseller Middle East

june 2014

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Leaders and luminaries

Fady Iskander Most channel players say 2013 was a stable year, recovering well from the impact of the recession a few years ago. This means the region has witnessed high growth and positive outlook last year. But 2013 was also the year when the region witnessed an increased number of security breaches compared to 2012. This has made organisations in the region sit up and take notice of the wide gap present in their security systems. Fady Iskander, Regional Commercial and Channel Manager, Symantec, says the company has termed 2013 as the year of mega breaches, having witnessed eight incidents in the last year alone, compared to just two in 2012. “We have been approached largely by the oil and gas and telcos sector for data protection solutions. The Middle East in particular is an interesting area because as the economy flourishes, it not only attracts finance but also malicious activities,” Iskander says. But having said that, 2013 was an

Regional Commercial and Channel Manager, Symantec

exciting year for Symantec, with the company investing heavily into the region. Having moved to a new office recently, Iskander says, the company has expanded its presence regionally too. Calling it a year of expansions, he says, “We have established a legal entity in Qatar in 2013 and we have increased our resources in Kuwait, Pakistan and Egypt plus enhanced our existing presence in Saudi Arabia. This expansion has come at the back of the regional market demand for Symantec solutions.” 2013 was also the year of reflection for the company as it looked into the markets and restructured its partner programme to offer better value to its channel partners. The security vendor also has restructured its products in order to provide a bigger solution for the customer. This means 2014 will be another year of execution, says Iskander. “We are excited about this year, it has started off very well and the next couple of months look very promising.”

CMY

Fadi Moubarak

Channel and Midmarket Director MEA and Turkey, Avaya

Reseller Middle East

june 2014

In an extremely pressurised business environment, how do channel players maintain a top-line growth without costing its bottom line? “It is a continuous challenge,” says Fadi Moubarak, Channel and Midmarket Director MEA and Turkey, Avaya. It is at the end of the day, an art, which revolves around focusing on profitable growth by meeting the customers’ demands. “If you focus on delivering the customerexpected outcome everything else will fall into place appropriately,” he adds. Today, even channel partners are updating their value proposition to better service end customers, using solutions and services that support customer requirements. “That shift towards the customer is also opening the door for a new set of ecosystem partners and resources. Most organisations will not be able to execute comprehensive changes all in one go, so cooperation is a key solution during these times of transition in the channel landscape,” explains Moubarak, who

has about two decades of experience in a channel-facing role. As a vendor, Avaya focuses on developing the key services that complement its partners’ capabilities, and assist them and their customers. “The channel landscape is changing, and it is moving closer and closer to the customer.” Executing a multi-year plan, Moubarak further says that although the macro environment remains challenging at many locations around the globe, and within the region, “it is not distracting us from focusing on the issues that we can control.” “As market conditions and communications trends continue to evolve, the age of information is now moving towards the age of collaboration. Avaya has transformed its business and is focused on technology innovation, which can help people collaborate more easily, allowing easier access to information across devices and platforms- fostering greater productivity,” he adds.

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Leaders and luminaries

Fari Boustantchi Regional CEO, Exclusive Networks

Having acquired Secureway, a security valueadded distributor in the region, Exclusive Networks entered the Middle East region at the end of last year. Fari Boustantchi, Regional CEO, Exclusive Networks says, “Exclusive Networks gives us a much wider visibility and allows us to leverage the group’s strengths to the regional market here.” With brands such as Infoblox, Fortinet, F5 and Sourcefire in its portfolio, he says, “Our job has always been to be a kind of incubator for these brands. Also, sometimes to do the job of the vendor until it decides to heavily invest in the Middle East.” With more than 20 years of experience, Boustantchi shares that the company grew around 40 percent last year and is expecting around the same growth in 2014. “This year, we have seen a tremendous Q1, which we managed to double against Q1 of 2013. The market is mature for the security message and customers understand that security does not simply mean having a firewall or an antivirus.”

He goes on to say that security has many components and threats are evolving and emerging every day. “And even after knowing this, organisations’ networks remain vulnerable against new threats. This is also why our business is booming because there is a real sensibility on the security aspect now in the market, not only in UAE but also in other countries such as Saudi Arabia.” Focusing on security and virtualisation solutions primarily, Boustantchi says the company is also looking at Big Data and storage as Exclusive Networks has a dedicated division for this. In the coming months, the specialised distributor plans to add new vendors to its portfolio by virtue of the group’s heritage. “We believe some gaps exist in our offering, which will hopefully be covered by the new products that we will add. We will begin our training sessions with our partners too in the summer months, in order to prepare them to face the market growth.”

Virtualisation has been one of the key trends for IT organisations, reducing dependency on infrastructure and enabling consolidation of resources by saving costs. This scenario also presents ample opportunities for channel players, including systems integrators (SIs) such as GBM. Hani Nofal, Executive Director, Intelligent Network Solutions, GBM says, “As IT departments continue to consolidate their servers, storage capabilities, applications and data, SIs will be in a unique position to add value. Many SIs already have deep knowledge of data centre creation and migration, and have specialised knowledge in areas such as security and service orientation.” According to Nofal, talent is becoming a major challenge within the regional SI channel, something the industry should work on together. As IT becomes a real business enabler, it can no longer be isolated from a corporation’s core business strategy. “And SIs, now more than ever, need to identify and provide the required IT solutions that

will address the needs of the business. This means that we will need business solution architects and practitioners that could understand and analyse the business needs and goals, and translate that into IT solutions,” he explains. With over 18 years of experience, Nofal shares that this year has been positive for GBM so far, and the second half also looks favourable. “Our role as industry leaders in the region is to continue supporting them with our expertise and equipping them with the best solutions in the market.” As systems integrators, he continues, it is important to always scout for the most advanced technologies and solutions in the market, and proactively introduce customers to the latest trends in the industry. Adapting to customer needs has always been a challenge for IT companies, however staying updated with new technologies will not only strengthen a systems integrator’s positioning in the industry, but it will also allow it to surpass customer expectations.

Hani Nofal Executive Director, Intelligent Network Solutions, GBM

Reseller Middle East

june 2014

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Leaders and luminaries

Harrison Albert Regional Director, D-Link Middle East & Africa

Growing over 15 percent year-on-year in 2013, D-Link has seen a substantial contribution from the Gulf region last year, which neutralised the negative growth the company faced in countries such as Egypt, Syria and Libya. “These countries have been impacted by the post-spring revolution, and with a concept of understanding the local requirements, we have introduced many new models to these markets. This helped us greatly to keep up with the intended growth pattern. 2014 looks positive for us with an 18 percent growth YoY as of the end of April,” shares Harrison Albert, Regional Director, D-Link Middle East & Africa. What has made this growth possible is the fact that the company has successfully built consumer-based cloud solutions with the concept of access, control, view and share. “We have successfully launched state-ofthe-art cameras, routers and storage devices on a cloud platform for consumers to use out-of-the box with easily usable apps. On the solution side, we aim at offering end-to-end solutions for SMB and SME, from structured cabling to unified

solutions, backed by in-country technical support and training programmes,” he further says. The latter part of 2014 will see the company launching more models of the recently introduced baby camera, along with products in other categories such as 11AC business products, IP cameras and other portable devices. Albert says, “The 802.11ah series of cloud-based Home Automation products are another segment we are looking into adding to our product portfolio.” Albert is confident that the big revolution in the Middle East and Africa markets will be LTE, which will bring higher bandwidth to homes and offices. The change will be felt stronger, especially in regions where the wired infrastructure is weak. “With the increased bandwidth, the use of mobility devices will increase with bandwidth-demanding applications growing at a faster pace. IP surveillance, remote management, migration to higher wireless speeds using 11AC, video conferencing, home automation, cloud-based storage are some areas we could expect a rapid growth,” he says.

Having experienced a prosperous first quarter, Havier Haddad, Channel & Alliances Director, Turkey, Eastern Europe, Africa, & Middle East, EMC, says, “In 2013, we saw distributors increase their share of the EMC EMEA channel business by more than 10 percent, to just below 60 percent. 2014 has been great so far, the rest looks promising especially with the transformation the IT industry is currently witnessing.” Earlier this year, the company announced that it has acquired DSSD, a new company that is focused on delivering specific solutions for flash storage. It also introduced the Elastic Cloud Storage (ECS) Appliance to deliver the ease-of-use, agility and cost benefits of public cloud, with the control and security of an on-premise private cloud. “With the two announcements, we look forward to further strengthening our positioning in the market. I can see a clear target for the coming six months,

because this is where the industry is heading in the short term period. These big announcements will act as tools to penetrate new industries and market segments,” adds Haddad. The company recently announced at EMC world their new Business Partner Programme (BPP), which is aimed at providing flexibility and choice to its partners. “This is done by positioning solutions and combing this with services for our partners and supporting them to move with us into the third platform, all aimed at making the programme simple, predictable and definitely profitable.” The four mega trends that will continue to drive IT transformation, according to Haddad, are social, mobile, cloud and Big Data, and this is where the company’s focus will be. It is also an area where partners can capitalise on. He says, “We aim to help enterprises leverage the powers of these trends to drive business value and growth.”

Havier Haddad Channel & Alliances Director, Turkey, Eastern Europe, Africa, & Middle East, EMC

Reseller Middle East

june 2014

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Leaders and luminaries

Hesham Tantawi Vice President, META, Asbis Enterprises

Asbis Enterprises’ Vice President, META, Hesham Tantawi, has been in the distribution business for almost three decades. With his many years of experience, Tantawi has seen the channel space evolve over the years. And he says, the landscape hasn’t changed much. “We have seen that some players have grown their business successfully while others have had to face the pressures of the market, with some players exiting it.” He adds, “We have noticed that the traditional computer dealers are increasingly becoming fewer in number while the retail sector is booming in the region. And at the moment, e-tailing is growing to be an interesting space, one that players should keep an eye out for, because soon it will be a prominent regional market place.” In 2014, the distributor plans to continue growing and focusing on the mobility of the business with its products. He says, “We are beginning to focus on components, this is because of the consolidation happening in the market. Our components business has

been growing well, around 5 percent year on year, which is quite substantial.” And he also adds that in the overall market, the components business has not done so well. But the company has managed to grow, primarily because of its focus on this segment. Even when it comes to maintaining a balance between top-line and bottom line growth, it has got to do with focus, he says. “If you focus and develop, you will maintain the balance between top-line and bottom line. By focusing on specific segments, we plan to continue to grow with the market.” Smart devices is going to be a huge area of growth in the coming years, according to Tantawi. “I am talking about devices which can connect to your smartphone and tablets – wearables is one of the rising technologies of 2014 and will take its place in the market only by 2015,” he adds. Apart from that, he also encourages channel players to focus and develop local markets as there are huge opportunities.

Celebrating its 20th anniversary this year, Despec, the value-added distributor for office and printer supplies, has had a commendable 2013. The company experienced substantial growth in B2B and retail markets within the region. Jaison Korath, Group CEO, Despec says, “We have seen a 54 percent growth in retail from the region last year. And from a B2B perspective, Kuwait witnessed a significant in-country growth. All in all, 2013 was a very good year for Despec.” This year also has been looking quite positive for the company so far. Identifying opportunities in Qatar, the distributor commenced in-country operations last year. “We have had good business locally in Qatar so far in 2014 and we have completed setting up our office and warehouse in the country. This year, we are positive that these local operations will bring in some additional business and that should be our kick-off point for this year,” Korath explains. Having grown to be a strong contender in the regional market, Korath firmly believes

that the key to success has been the relationships that the company shares with all stakeholders. Understanding that successful business relies on a creditworthy relationship especially in the region, he adds, “Price is one factor but at the same time a lot of orders do get confirmed simply based on relationships.” In the second half of 2014, we will see the company growing in a structured manner. Korath says, “We are not looking at an exponential growth but a structured one. We plan to grow the business organically in a structured way.” In terms of future plans, the company will develop its margin structure and look at adding more brands and categories. Talking about balancing the top-line and bottom line growth, he explains, “We have both ‘push’ products where we can make some margins and also ‘pull’ products, which are automatically driven by the market and generate a lot of revenue, and great for the top-line. A combination of these two types of products allows us to maintain the right balance.”

Jaison Korath Group CEO, Despec

Reseller Middle East

june 2014

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Leaders and luminaries

Jason McMillan Channel Manager PPS Middle East, HP

The value proposition from HP is multifaceted, says Jason McMillan, Channel Manager PPS Middle East, HP. “It includes the breadth of our portfolio, strength of our channel programme and the expertise of our loyal channel partners,” he says. With a varied channel experience of over 20 years, McMillan says 2013 was a challenging year, largely because the IT market evolved in the consumer computing space and the industry witnessed a huge rise in tablets and smart devices and consumers were demanding simplified ecosystems. “And apart from that, the corporate and enterprise markets are demanding more solutions and innovation to simplify business IT processes. This year we have continued to see similar trends and we have successfully entered the smart device market with our 6-inch VoiceTab in April and are continuing to expand our portfolio and solutions in the consumer and commercial segments,” he explains. The second half of the year is going to

be an action-packed period for the company with new products and solutions being introduced in the PPS arena. The company is focused on delivering a differentiated experience to its customers. “Our teams will be bringing new solutions in the computing, print hardware and supplies. Managed print services is a key focus with corporate and enterprise customers wanting greater return of investment from their printing fleet,” McMillan says. According to him, 3D printing is a key technology, and is expecting to make an announcement in this area, towards the end of the year. As far as the channel is concerned, he says it evolves as the demands of the industry shift. “What we have seen in the recent time is the importance for our channel to specialise and build sustainable service models beyond the box. The HP channel programme helps partners through this specialisation process and rewards the partner as they grow.”

Comparing Dell’s channel partners to super heroes who have their own super powers or capabilities, John Coulston, Director, Global Commercial Channel, Emerging Markets, Dell, says these capabilities need to be developed, to help them grow and capitalise on them. “That’s really an analogy of how we view the channel. It is really about different types of partners that have different types of capabilities that needs to be nurtured and invested in. The pace of change in the technology environment is happening faster each day. And the way the new technologies transform the way customers do business is essential to note and understand,” Coulston explains. Channel partners too must adopt the new technologies to approach their customers and continue to invest and develop in growing themselves and building their competencies and be in line with the market demands. Coulston adds, “The primary business focus for Dell continues to be answering our

customer’s needs and that will never change.” As a company, it continuously invests in the channel locally. According to Coulston, security is a huge area of investment for customers at the moment. With this market being extremely dynamic, he encourages channel partners to be abreast of the latest technologies and trends taking place in this segment or risk being left behind. Channel partners must be concerned about how they take the security discussion to their customers and how to do it by standing out from the competition. Cloud is another huge area of prospects for the channel partners, Coulston says, as it transforms the business functions as it was known. With Dell now being a private company, the biggest change is to do with velocity and speed of implementing policies internally. “As a committed vendor, you will see us enabling the acceleration of the integration process of the companies we have acquired and also we will showcase the best practices from these acquisitions and apply them across different technology lines,” he says.

John Coulston Director, Global Commercial Channel, Emerging Markets, Dell

Reseller Middle East

june 2014

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Jude Pereira Managing Director, Nanjgel

“It is extremely difficult to strike that balance in our region as our markets are not matured yet and our business demands are rather sporadic,” says Jude Pereira, Managing Director, Nanjgel, commenting on the challenge of maintaining a top-line growth without sacrificing the bottom line growth. As far as the systems integrator is concerned, technologies such as Big Data, mobility, cloud and social media will drive the market growth in the coming few months. However, he says, “We haven’t really seen any noteworthy initiative in the channel business, although there were several opportunities to capitalise on.” The energy and vision that was there in companies such as TechData, where Pereira started off his career, more than a decade ago, cannot be seen in any of the channel vendors, distributor or resellers till date, “This is not very motivating,” he says. However, it is not all gloom for the company, as 2014 so far has been an excellent year where it has already

achieved 40 percent of its target in the middle of the second quarter, which is not usual, Pereira says. “Confident consultancy, professional deployments and excellent support would be the three key performance indicators of our value proposition to any product or solution that we have to offer to any of our clients in the region,” he says. Towards the end of this year, the company is planning to launch its own real time session capture solution called ‘inspecTView’ and one of the other highlights is the OEM agreement it has signed with IBM for their cross brand security portfolio. Strongly believing that people are the backbone of the business, Pereira says the focus areas for the company is to maximise margins and grow the business further. “We will also work towards managing the business as an asset portfolio, and to achieve this each asset needs to be regularly reviewed and ranked,” he adds.

Having received a positive response from the market for the products launched last year such as the WD Black² and the 2.5-inch SOHO NAS hard drive, Khwaja Saifuddin, Senior Sales Director, India, Middle East, Africa and Turkey, WD, says, “The strong business momentum with which we completed 2013 has translated into a healthy start in 2014 and with the recent launch of our WD Purple surveillance hard drive, this year is on a trajectory to be an even better year for us.” He adds, “As both these products are a world’s first we focused heavily on educating the market by reaching out to our partners via our channel programmes and training initiatives, while simultaneously reaching out to end customers via our PR and social media efforts.” The company has had operations in the Middle East region for over ten years now and the focus has always been to work closely with partners and develop the market sustainably, shares Saifuddin.

In terms of focus, he adds that the network attached storage (NAS) and surveillance segments are key areas for the company from a components perspective. “The market is growing but as this is a relatively young market, it needs to be nurtured and developed in order for it to be a sustainable, long term source of business.” According to Saifuddin, the channel is moving in the right direction with new rules and regulations being put in place by channel bodies and local authorities, which are designed to protect players in this space. “There are also positive strides being made in moving away from the margin-impacting box-moving focus – an increasing number of channel players are taking training seriously and are actively selling products based on their value proposition, and so are beginning to enjoy repeat business,” he explains. “The regional channel has grown positively in recent times but it is still a relatively young space that needs continuous nurturing by regional players.”

Khwaja Saiffudin Senior Sales Director India, Middle East, Africa and Turkey, WD

june 2014

Reseller Middle East

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Leaders and luminaries

Lee Reynolds Regional Managing Director MEA & APAC, Arrow ECS

Last October saw Arrow Electronics announcing that it had completed its acquisition of Computerlinks, a value-added distributor in the region. And by the second quarter of 2014, the company will complete its rebranding process to Arrow. Lee Reynolds, Regional Managing Director MEA & APAC, Arrow ECS says, “We are especially excited about this major step. Arrow Electronics is a global provider of products, services and solutions to industrial and commercial users of electronic components and enterprise computing solutions, with 2013 sales of $21.4 billion.” Arrow serves as a supply channel partner for over 100,000 original equipment manufacturers, contract manufacturers and commercial customers through a global network of more than 460 locations in 58 countries. Arrow’s enterprise computing solutions business is primarily focused on security, networking, data centre and storage. Arrow offers end-to-end IT infrastructure solutions including data storage, servers,

enterprise software, security, unified communications and virtualisation, while addressing emerging areas such as social, mobility, Big Data analytics and cloud. With over 25 years of experience in the channel business, Reynolds says 2013 was a great year for the company. He says, “2014 is another exciting year for us. We are expanding our valueadded services by providing more partner enablement activities such as training and we are significantly increasing our marketing activities with regards to lead generation and the support we give to our vendors and partners in that respect.” According to Reynolds, cloud computing and BYOD will be key technologies to watch out for. “The challenges placed on businesses are huge, especially now we are in this era of collaboration and mobility. It places more demands on the network and creates security concerns. Also SDN is the current buzz and networking products around this technology are set to see market growth.”

Having grown only by six percent in 2013, mainly due to the drop in the components business. Mindware is back on track to meet its growth plans of 2014. “2014 looks like a solid year as we are tracking over 26 to 30 percent year-on-year growth overall, which is extremely positive. The component business is now on a rebound and the Dell business is growing well along with the Juniper business. We are now in the phase of ramping up with EMC and building a stronger portfolio of complementary products with the vendor,” he says. For 2014, he says, the company has three main drivers. The first one is ensuring the company’s internal tasks are executed rapidly and the second one is driving incremental business for its vendors by identifying new countries and markets and also recruiting new partners and educating them. The final driver is transferring the valueadded support to its reseller partners. Speaking about the channel landscape,

Gay says, “What we have noticed is that there is a consolidation happening towards big players, they are becoming much bigger, although it is at the expense of smaller ones.” Although, he is convinced that cloud is definitely going to take off in the market in a big way, Gay says, it is still not yet at the speed that the vendors want in the region. Apart from security concerns, there are other matters to conisder. “There are still a couple of issues that need to be sorted out, for example the ability of creating white label solutions for the reseller partners and other issues related to revenue recognition and the ability of having a scalable platform,” he adds. Big Data is also another technology that the distributor is quite positive about and one the market should watch out for. “Big Data will change the level of intelligence that is applied to the business today,” Gay says.

Mario Gay General Manager, Mindware

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june 2014

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Leaders and luminaries

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Mario M. Veljovic VP Solutions MENA, Global Distribution

Global Distribution has been strengthening its resources in different areas to be able to have dedicated focus in four main spaces – territorial expansion, solutions business, managing and acquiring franchises and growing the private label business. Mario M. Veljovic, VP Solutions MENA, Global Distribution says, “We have received positive responses from the vendor and reseller community in the region. We are now seeing the fruits of the investments, which were done in order to diversify the business.” Originally a components distributor and a volume player, the company has now diversified into mobility and is also seeing pay-off on its solutions portfolio. Having established a stronger management team, the distributor’s focus is now to tap the complete potential of all the four verticals. And in order to do this, it all comes down to the people, says Veljovic. Having witnessed the evolution of the channel landscape over the years, he adds that there is massive potential in the SMB space because currently

it is quite unstructured. Although it is quite straightforward, what channel partners need to do is focus and stay relevant with the market changes. “All of us in the channel space need to understand that it is not possible for us to be everything. Although traditional volume players will exist in the market, others need to run a SWOT analysis and identify what the company’s strengths and weaknesses are,” explains Veljovic. And this is precisely what Global has done, when it began building its strategy. “We are building tailor-made solutions for specific verticals,” he adds. The aim of the distributor is to help resellers understand how to address specific verticals. In the coming months of 2014, the market will see the company executing its vision of its key focus areas. Veljovic says the company will be signing up key vendors in the mobility and solutions space. “You will see us going into strategic alliances with established vendors to help them reintroduce solutions to the reseller community,” he adds.

For Cisco, the major focus for 2014 is to help its channel partners in the Middle East to evolve their business models to respond to market transitions and new consumption models. With more than 80 percent of its business connected through the channel, Meghan McCarthy, Regional Sales Manager for Partner Organisation and Commercial Segment, Cisco UAE, says the company and its partners have an opportunity to solve customers’ challenges. “At a time when a massive wave of global connectivity, employee mobility and an explosion of data is making business more complex, Cisco’s unmatched expertise in network technology transitions will uniquely position us to help partners and customers capture the value of Internet of Everything,” she says. In 2013, the networking vendor led the industry in helping partners evolve their business models to respond to market transitions and new consumption models. And this is the value proposition it offers. “Organisations of all sizes can join the Cisco

channel partner programme, which offers a wide range of broad and specialised solutions,” says McCarthy. 2014 will see the company building the world’s largest global Intercloud – a network of clouds – together with a set of partners. “The Cisco global Intercloud is being architected for the IoE, with a distributed network and security architecture designed for high-value application workloads, real-time analytics, ‘near infinite’ scalability and full compliance with local data sovereignty laws. The first-ofits-kind open Intercloud, which will feature APIs for rapid application development, will deliver a new enterprise-class portfolio of cloud IT services for businesses, service providers and resellers,” she explains further. Cisco expects to invest over $1 billion to build its cloud business over the next two years. “Our partner-centric business model is expected to generate a rapid acceleration of additional investment to drive the global scale and breadth of services that Cisco plans to deliver to its customers,” concludes McCarthy.

Meghan McCarthy Regional Sales Manager for Partner Organisation and Commercial Segment, Cisco UAE

june 2014

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Leaders and luminaries

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Mohammed Mobasseri CEO, MEA, emt Distribution

Mohammed Mobasseri, CEO, MEA, emt Distribution says customers today understand the need for extensive security solution to protect business operations, more than just anti-viruses or firewalls. Although the approach is still quite reactive rather than proactive, he adds, “As many incidents have occurred in the past, companies in the similar space are paying more attention to IT security. And the shift is happening on a larger level, where customers are looking at security solutions for data centre leakages, fraud prevention and so on.” With over 12 years of channel experience, Mobasseri shares that the company is expecting around 20 to 30 percent growth this year, more than 2013. “And that’s promising. Also, the number of projects forecasted in the beginning of the year is much higher than last year and this is also because budgets have considerably increased for security solutions.” As a company, the distributor is

focusing on intelligent vulnerability assessment solutions. This is because, he explains, incidents in the region have happened because of certain vulnerabilities within the networks. “The second thing we are talking about is unified security solutions, which is not a firewall or an anti-virus but a monitoring tool for the whole organisaton for network and information security process,” he says. Having added Alienvault and Kaspersky Fraud Prevention solutions to its portfolio, he says, “We are focusing extensively on training and enabling partners in the coming months for these new type of solutions. It is important our partners understand the solutions well. This will be our focus for 2014 along with monitoring the market further.” Mobasseri believes that partners must take time off to review their business and gain a perspective as an outsider, in order to ensure that it is going towards the right direction.

Mourad Zohny, BPO Manager, IBM Middle East & Saudi Arabia, armed with over a decade of experience, says, “IBM is leading a transformational journey mirroring a rapidly shifting IT market where clients are requiring integrated solutions that provide immediate value and differentiation from their competitors. The unique vision of IBM, enabled by an ecosystem of IBM and IBM Business Partners, helps our clients innovate to achieve the business outcomes that make them stand out in a complex world.” 2014 has started off on an optimistic note for the company. Talking about its value proposition, Zohny puts it aptly in three words – simplification, growth and profitability. IBM is focused on delivering value and profitability to its business partners. “IBM is continuing to simplify the way we work with our business partners so that they can maximise on new opportunities and quickly deliver higher value capabilities for our joint clients,” he explains. He adds, “Our main mission for this year

is aligning our partners to our transformational strategy by providing them with a roadmap that ultimately positions them for readiness with IBM growth plays, allowing them to find new business opportunities, and enriching the clients’ overall ‘business partner’ experience.” Understanding the transformation the company needs to make together with its partners, IBM’s focus areas for 2014 is going to be around cloud, Big Data and analytics, mobile enterprise and social business. Commenting about the mobility focus, he adds, “Realising the full potential of mobile requires creating a successful mobile strategy that addresses both the business opportunities related to mobile and the infrastructure required to drive deeper engagements needed to make the business goals a reality.” According to Zohny, the business transformation initiative by the company has been able to provide business partners throughout the world with a selection of new skills, methodologies and tools to choose from.

Mourad Zohny BPO Manager, IBM Middle East & Saudi Arabia

june 2014

Reseller Middle East

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Leaders and luminaries

Neelesh Bhatnagar CEO, Emax

Emax grew 40 percent more than its previous year in 2013. Having launched it seven years ago in the UAE, Neelesh Bhatnagar, CEO, Emax, says the retailer is well on its path to reach the landmark figure of 100 stores in the region by 2017. “2013 was a great year for Emax, we launched 18 new stores last year and we won 10 awards. We entered 2014 in a strong and advantageous position and we’re set to maintain the same growth rate of last year as well as our leadership of the regional industry. We’re very satisfied with our results until now and we expect stronger performance in the second half of the year,” Bhatnagar says. Presently with 56 stores in the region, Emax’ value proposition is based on four key pillars – price, convenience, assortment and support. He says, “We offer the best deals, promotions and programmes, and we simplify easy payment plans for customers. Our aim is to offer the most convenient shopping experience to customers across all channels. We have adopted an omni-channel strategy to

meet the different expectations of customers. We make sure the top sellers and latest launches are always available in our physical and online stores. And, we aim to build our relationship with customers on trust.” The company’s focus in the second half of 2014 is to maintain growth momentum and increase focus on online business. “Also, to simplify omni-channel strategy by diversifying our sales and services to make it possible for customers to purchase online and collect in-store.” As the mobile technology continues to invade very walk of life, it is expected that smartphones and tablets will be the key drivers of tech market growth in the near future, says Bhatnagar. “With UAE adopting plans for smart cities and smart government services, and mobile payment gaining traction, apps are thriving and mobile devices will entrench more their role in our daily lives. Laptops as well are expected to maintain their position as necessary devices, although this could be more the case for businesses than for individuals,” he says.

Security has now become an integral business solution for most organisations and we have seen quite a few new players in this segment, post recession. StarLink, the IT security valueadded distributor, has had a channel-focused business model for over nine years now. With over 250 resellers in 14 countries across the Middle East, Turkey and Africa regions, the distributor had named 2014 as the year of the channel at its recently introduced partner programme, StarLink Choice. “2013 was an excellent year for StarLink as IT security became top-of-mind for CIOs and CISOs alike over the past couple of years. Our average year-on-year revenue growth in previous years has been around 50 percent, but we grew 100 percent in 2013 and are anticipating similar growth this year as well, due to successful execution of our growth strategy primarily revolving around business process optimisation, geographical expansion and portfolio evolution,” explains Nidal Othman, Managing Director, StarLink. The second half of 2014 will see the

company expanding its on-ground teams into Africa, Southern Europe and North Africa and the US. Othman says, ongoing optimisation of its internal processes and tools will also take place in order to scale its growth into the future. “From a portfolio perspective, we will also be adding some key technologies, which have been identified from customer and partner feedback. These technologies will complement our existing solutions and will continue to differentiate our channel,” he adds. With its core business being a true value-added distributor for IT security, it plans to continue its focus in 2014, on bringing defense in-depth solutions into the region for their channel partners and also playing the role of a security advisor to its customer. From a geographical viewpoint, Othman says, the current focus is on the Middle East, Turkey and Africa with near future expansion plans into new emerging markets. Othman is convinced that trends such as mobile, cloud and Big Data will drive the market growth.

Nidal Othman Managing Director, StarLink

Reseller Middle East

june 2014

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Noman Qadir Director Channels - MEA, Citrix Systems International

2013 was the year the industry slowly climbed out from the recession and gained some amount of steadiness in business operations. Considering this background, for Citrix, it was the year of growth. Noman Qadir, Director Channels - MEA at Citrix Systems International clearly understands that an emerging market demands to be catered through the channel. With more than ten years of channel experience, Qadir says, “For the industry and the region, 2013 has been the year of stability. For Citrix specifically, it has been a year of phenomenal growth. Our growth rate last year was the highest we have experienced so far.” The company saw growth from largely two areas – cloud networking business and mobility. As the consumer device sector grew at a steady pace, Qadir says the company had a role to ensure these devices were secure. “And at the same time, our desktop virtualisation also grew much stronger than anticipated, which added to the big growth numbers across Middle East and Africa,” he adds.

Expecting positive business in 2014, Qadir says, the company aims to continue the success from last year. “We closed Q1 positively and we were actually ahead of the expected result. Looking at our forecast, and at the pipeline of projects we have, it is looking very positive. Despite a slow quarter ahead, the forecasts look excellent and Q3 is also looking promising.” Qadir says the company’s value proposition is being able to deliver efficiently to both cloud service providers and also the end customers. “We are probably one of the few software players out there that offers an end-to-end mobile workspace solution,” he says. And he emphasises that mobile workspace solutions doesn’t mean just delivering on a BYOD device but creating an environment where the customer can work or play from anywhere on any network and on any device. “That means being able to share data and collaborate and access virtual desktops in an environment where you become the workspace,” he explains further.

When Ramkumar B, President, Value Division, Redington Gulf, began the value unit for the company nine years ago, it was indeed a challenge in terms of channel acceptance. However he says, right from its inception, the division was run very differently compared to its volume operations. And today, it has proved that it can be a formidable player in both value and volume business. “If you go to a channel partner, he clearly knows if he is talking to the VAD or volume unit. What channel partners expect from volume and value distribution is very different,” Ramkumar says. While the volume operations has continued to grow, the company’s VAD unit has also been able to establish its credentials in the industry today. Having been in the channel business for around 15 years, Ramkumar says 2013 was a watershed year for the company. This was primarily because the value division was able to seal partnerships with vendors

such as VMware, Oracle, Eaton, Honeywell and RSA. “The interesting aspect is that our value business in Africa, Gulf and Saudi regions, more or less, equally contributed to the growth. And every single business that we were responsible for, also grew significantly, including our five strategic business units. We have experienced a very robust growth year-on-year,” explains Ramkumar. With high expectations from 2014, the company has begun the year on a positive note. “The order booking has been in line with our expectations. Although we grew significantly last year, we plan to surpass it this year. I see the market being very poised. The summer quarter is usually quiet and will be a tough one for everyone.” The company aims to be an effective partner by helping a mid-market or SMB reseller to provide solutions to their end customer, right from presales and postsales support to marketing and training point of view.

Ramkumar B President, Value Division, Redington Gulf

june 2014

Reseller Middle East

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Leaders and luminaries

Reeman Ansari Regional Manager Channel – MENA, VMware

“2014 will be another fascinating year following increased public and private sector demand for cloud computing and virtualisation solutions,” says VMware’s MENA Regional Manager Channel, Reeman Ansari. Having seen a solid 2013, VMware grew by 40 percent year-on-year in the region last year. Ansari attributes this growth to the company’s investment plans, aggressive growth initiatives and the customer’s adoption of technology. Having invested heavily since its inception in building out a comprehensive ecosystem of partners to support its customers’ needs, she says, “Partners are key to our success.” An industry veteran with over 14 years of channel experience, Ansari goes on to say the company’s vision is to empower people and organisations by simplifying IT through virtualisation software. “By virtualising computing, from the data centre to the cloud to mobile devices, and expanding the power of virtualisation with the software-defined data centre, we help organisations become more agile, more

responsive, and more profitable,” she adds. In order to achieve this vision, the company is focusing on three core strategic initiatives. First, is redefining efficiency and agility by applying the vendor’s architectural approach and second by providing choice through hybrid cloud computing and finally by empowering its workforce with a secure mobility platform for the virtual workspace. The second half of the year will see the company establishing a stronger presence across the MENA region. “We will also work on increasing customer awareness and adoption for cloud computing and virtualisation solutions, and we will continue to invest with our partner eco system, simplifying partner enablement and clarifying actions partners need to take to operate successfully and accelerate their business in the mobile cloud era. We want to equip partners with skillsets that can deliver technologies beyond core virtualisation and solution competencies to help broaden their practices, increase deal sizes and differentiate themselves as strategic advisors to their customers,” says Ansari.

Comstor’s value proposition is centered around its six-step selling cycle. When selling to the end customers, a partner goes through six steps of selling and the company aims to add value to each of those steps. “This is done through our tools and offerings,” says Renton D’souza, Divisional Director, Comstor ME, Westcon. “This makes it pretty easy to evaluate not only how robust our offerings are in assisting partners to better touch their end customers, but also in figuring out what we need to bring into the market next.” With this as the backdrop for its business, the company has grown around 15 percent year-on-year in 2013. Having seen growth from key emerging markets such as Iraq and Libya, the company was recognised for its performance and was awarded by Cisco as its Middle East distributor of the year, D’souza says. “2014 has begun well for us. Being a distributor for Cisco, we

are not shy of opportunities in the market. We see key growth opportunities in technologies like data centre and security in particular. Additionally geographies like Iraq and Libya have grown at a good pace. We also see a rapid uptake in channel service offerings – both vendor packaged and our own white label services,” he further explains. The priorities for the company in the second half of this year includes expanding its regional footprint by adding in-country resources and entities along with enhancing its resources on data centre and security technologies. “This will help in complementing our central hubs in Dubai and Saudi Arabia. Key markets like Iraq and Kuwait are on top of the list. We also aim to further enhance our supply chain by having regional warehousing hubs – again, Iraq and Kuwait in particular,” he adds. “The focus areas are clearly defined and aligned to our vendors aspirations as well.”

Renton D’souza Divisional Director, Comstor ME, Westcon

Reseller Middle East

june 2014

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Leaders and luminaries

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Sajith Raj General Manager, Logicom Distribution

The Middle East channel landscape has evolved in the past years. Channel stakeholders are realising that mere boxshifting will not continue to work in the future. According to Logicom’s General Manager, Sajith Raj, the Middle East channel is now more open to changes and this acceptance has given opportunities in the region. “It will continue to change and all channel partners are continuously looking at specialised areas to focus rather than the trading business, which they used to depend on in the past,” he says. With more than 10 years of channel experience, Raj has been in many channelrelated roles. Providing an end-to-end solution support in terms of technology and supply chain varies from segment to segment and from brand to brand due to the size and nature of channel operations in the region, he says. “Understanding the needs of each segment and catering to that with a customised approach is important to add value. So far, we have been successful in doing value addition and we continue to

strengthen our position by reaching to the level of becoming a solutions distributor.” In 2013, the company moved its operation to a new facility in Jebel Ali Free zone in Dubai. This enabled it to have a more sophisticated warehouse management systems in place and faster reach to the market with all operations under one roof. “We have added HP’s printing business and NetApp storage offerings, which brought additional revenue growth apart from the year over year growth achieved from existing brands.” He also adds that the growth plan of 30 percent for the first half of 2014 is on track. The company plans to further enhance its footprint in the region, already having a presence in Iraq, Qatar, Kuwait and Oman. “Operations in these countries are now legal entities with full-fledged operations and local offices. We have also expanded the teams in those countries and are ready to sign new vendor franchises.” Logicom, as a group, is investing in the region to become more efficient in its distribution operations.

Having acquired customers in both traditional and non-traditional lines of business, Serjios EL-Hage, CEO, EMW ME says, “We have seen a steady growth in 2013 leading to a promising 2014 so far, with lots of market activities across the board.” With the top performers for the company being education, hospitality and media, its value proposition lies in providing an end-to-end solution based on a set of products and services it drives, which are largely vendor independent, says EL-Hage. “We are a one-stop shop for enterprise grade customers whereby we consult, engineer, design, implement, and support 24/7.” The CEO says the market can look forward to huge announcements being made by the systems integrator, around new solutions, in the second half of 2014. “We will focus strongly on end user experiences,” he adds. According to EL-Hage, the focus areas

of the company are in line with where the business trends are going, driven more by the business itself rather than IT. “Any enterprise should invest in making their service stand out from competition otherwise they will miss the opportunities present. The UAE in general, Dubai in particular is a services driven economy and therefore customer service is king,” he says. EL-Hage believes that any technology that is ‘cloud-ready’ will pave the way for the future. Smart solutions around smart devices will dictate how business trends move in the next few months. “The channel landscape has started to consolidate as players take cloud and virtualisation solutions more seriously. At the end, there will be few traditional vendors as we knew them, the rest will be niche entrepreneurs waiting to be acquired by the new pioneers of our times for large deals. Along with BYOD, SDN and orchestration, mobility solutions will rule,” he says.

Serjios EL-Hage CEO, EMW ME

june 2014

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Leaders and luminaries

Shahnawaz Sheikh Regional Director, MENA & Turkey, Dell, SonicWALL

Shailendra Rughwani President, DCG

Reseller Middle East

june 2014

“The focused approach with desired competencies to address their customer needs is the name of the game today,” says Shahnawaz Sheikh, Regional Director, MENA & Turkey, Dell SonicWALL, talking about the channel landscape. It is no longer about trying to cater to all aspects but specialising in core competencies best suited for each business. “Creating competencies is supported by vendors because they strongly believe that a knowledgeable salesforce within the channel are the best people to communicate the solutions and benefits of their products and services,” Sheikh explains. Having been in the channel for the last 14 years, Sheikh says the channel-model is a wellaccepted one in the region. And understanding this, the company has recently launched its new partner programme for the emerging markets. “We would strive hard to ensure the programme is well understood and accepted by the channel community in second half of 2014. We would like to see a seasoned and fully enabled partner community that comprehensively explains the benefits of our solution to our customers and meets their expectations with implementation and post-sales support skills,” he adds. As a

result of the enablement activities, the company hopes to see uniformity in skills and knowledge levels of sales and technical staff within its channel community across all countries in the Middle East. Having closed a successful Q1 this year, Sheikh says, 2013 was a great year for the company and the focus will continue to be on growth and channel development this year. “Also, introducing innovative ways to streamline our go-to-market practices. The year has been good with needed products and services introduced to meet the latest trends such as cloud, mobility and virtualisation,” he adds. Achieving a balance between top-line and bottom line growth is a challenge that most channel players grapple with. Dell SonicWALL faces this challenge in a number of ways, first ensuring that the company continue to grow its unit share in every country it operates in the region. Additionally, Sheikh says, “Getting the right price to our customers that can give them lower TCO is the primary mandate, the products and services that are affordable to customers in all segments coupled well with happy channel partners that can deliver quality services to our customers is the key to our existence.”

Having been in the channel business for more than two decades, Shailendra Rughwani, President, Dubai Computers Group (DCG), says there has been an acute pressure on the bottom line of the IT Companies. “Even though we saw an increase in the top-line, the bottom line has been under pressure. We as a company are trying to focus on products and services where the margins are better rather than focusing on negative margin products. Still, we do not expect the bottom line to improve until we change the way the channel does business.” Although the industry experienced considerable growth in the first quarter, Rughwani says, the market will remain slow during the summer months and then pick up towards the later part of the year. “We have taken distribution of new products and brands, which will have a channel focus.” According to Rughwani, going forward, mobility and cloud are two important technologies that the industry should watch out for. “As Microsoft enters

the mobility sector strongly apart from its cloud computing line of business, we expect to see a lot of momentum. In terms of mobility, NFC technology is coming up strongly and we should see this being used in our day-to-day business.” The Middle East channel is one of the most dynamic markets in terms of adapting to the new technology, explains Rughwani. “We should see new markets opening up as we go forward as the political situation gets better.” The last couple of years have been turbulent, if we consider Middle East as a whole due to instable situations in some countries, but Rughwani says this should get better in the near future. “The channel has grown more mature and organised in the last couple of years. We have seen a convergence of IT and lifestyle electronics products, which have changed the complete market focus from computer parts and peripherals to mobility products and that has been phenomenal. We expect this to continue in near future.”

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Stephan berner Managing Director, Help AG

Having entered the Middle East market ten years ago, Help AG, a German company, has been growing year-on-year 80 percent, despite having a niche focus on security services and solutions. “We managed to achieve this impressive growth even during the financial crisis,” adds Stephan Berner, Managing Director, Help AG. 2013 turned out to be a commendable year for the systems integrator, where it managed to strengthen its position in the UAE market and also grew well in Qatar. Expecting a similar positive growth for 2014, Berner adds, “This goes hand in hand with increasing the number of employees from 28 in 2012 to 60 in 2013, and we plan to add another 30 people by the end of this year.” Attributing the growth to all its business lines, right from strategic security consulting, security analysis services, 24/7 local support services to managed security services, he adds that delivering professional services and implementing technical security controls also adds to this list.

“The second half of this year is fully aligned with our three corporate strategic initiatives outlined till 2016,” shares Berner. The company’s primary focus is on existing markets such as UAE and Qatar and then plans to eventually expand geographically into Saudi Arabia by Q4 of this year. The third focus is to launch locally managed security services, operated and delivered in the UAE. Berner divides the channel partners into two types, the generalist and the specialist, commenting about the current channel landscape in the region. “Most of the companies act as a generalist, trying to deliver end-to-end infrastructure projects by having average knowledge and partnering with a specialist company to deliver certain parts of it on their behalf. Although they do fine and for many customer requirements, this might make sense, the specialist is required to make a difference within a specific area. This is where we are and where we will be in the years to come,” he says.

Vasant Menghani, Founder and CEO, Quality Group, is aiming at achieving 50 percent growth in 2014, and this growth is expected to come from a number of things, one of it being the company’s venture into the smartphones category. Established in 1988, Quality Group has been one of Dubai’s homegrown IT companies. Started out from Khalid Bin Waleed Street, 25 years ago, today the company is in the process of moving operations to an 85,000 square feet, two storey headquarters in Dubai Investment Park (DIP). Menghani says, this will further drive the expected growth for this year. And apart from that, the company also plans to launch a wider range of Intel and Microsoft tablets this year. “2013 was a great year for our group and overall, we achieved twice the profitability, compared to other years and we have invested in infrastructure, product range and a HQ. After shifting to the new office, our group, the brand Touchmate and team vision will be sharper and we have plans to increase our staff too,” adds Menghani.

The company has operations in two major business categories, one is trading to the channel market through Quality Computers and the other is retail through Touchmate, the company’s flagship electronic brand. According to the CEO, the aim of the company is to maintain its number one brand position. “Managing this position requires a lot of efforts and we will continue introducing new products range, new innovations, best prices, best services and new ideas with our smart team.” The company is set to maximise the opportunities present in the mobility boom and believes smartphones, tablets and slim notebooks will drive the market. “Specs will increase further with reduced prices. And accessories concerned will always follow these devices for profitability. Plus, many software solution companies will make products, which support smartphones,” he adds. Menghani shares that the company attempts to strike a balance between top-line and bottom line growth by balancing with entry level mass sales and volume products, “We also create mid and high-end tablets and products for margins.”

Vasant Menghani Founder and CEO, Quality Group

june 2014

Reseller Middle East

FEATURE

3D printing

Taking the leap

LEADER IN SECURITY & APPLICATION DELIVERY

3D printing is catching the attention of the global market. Identifying advantages across sectors, experts believe, it is the next disruptive technology that is bound to transform business models. Reseller ME finds out what this means for the regional channel.

8 years of successful Middle East Distribution Authorised training centre Professional Services When Johannes Gutenberg introduced the earliest form of printing to the world, way back in 1450, did he ever wonder where the technology would reach today? Probably not. Innovative technologies are constantly introduced to the dynamic IT market, but, every once

in a while, a disruptive technology comes along, which transforms the way the industry views the market place. 3D printing is one such technology that has the potential to wipe out industries and create new methods of operations. Imagine being able to think of an object and then design it with an

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3D printing

appropriate software and have it printed immediately with a 3D printer. A tangible solid product that is printed as simply as printing a word file from a computer – this is what Chuck Hall invented close to three decades ago. Today, most 3D objects are printed in materials like PLA or ABS but even materials like metal, chocolate or sugar is an option today. It may sound like a scene from the future, but according to reports, this technology is all set to go mainstream. The research firm, International Data Corporation (IDC), reported towards the end of last year that in terms of units shipped, 3D printer market will grow at compound annual growth rate of 59 percent and in terms of revenue, it will grow by 29 percent from 2012 to 2017. However, Ashwin Venkatchari, Senior Program Manager, Imaging Devices and Document Solutions, IDC Middle East and Africa, says that although the potential is definitely there, it will have to be a wait and watch approach when it comes to the Middle East region. “Places like the US and China are driving this growth, in those markets you have a fair level of local consumption happening, but in this part of the world, the market still has not reached that level of maturity.” Either way, this means a huge

potential for the channel partners in the region. From previous experiences, we know that early adopters of new technologies are the ones who reap maximum benefits. And with a disruptive technology like 3D printing, which is expected to transform the landscape of the manufacturing industry, channel partners have the potential to grow immensely. From real estate and healthcare to aviation, education and automobiles, the possibilities are endless with 3D printing. According to Ashish Panjabi, COO, Jacky’s Electronics, 3D printing will revolutionise and change supply chains all over the world, when it goes mainstream. He says, “Depending on what you do, 3D printing has got several advantages. If you are a company that develops prototypes, it could mean that you can design products and have samples ready closer to home in an environment that you can supervise.” Explaining further, he says. “This is why companies such as Apple, Samsung, Microsoft and others use 3D printers when designing new products as they’re able to constantly prototype in complete privacy until they’ve got a product that meets their requirements.” In a nut shell, 3D

“When we have the distribution for various brands, we will be looking at partnering with channel partners. We need to partner with the right people as we don’t have retail shops ourselves, so we need to get the partners to understand this technology as much as we do.” Lothar Hohmann, Owner, Precise

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FEATURE

3D printing

“The Middle East market is not even an embryo, that’s how early we are in the region with 3D printing technology. Early adopters will see maximum advantages.” printing allows to test for fit, form and function. With the technology soon available to the masses and with several retailers in the United States already selling 3D printers, Jacky’s electronics is one of the early players in the region who has identified this trend and has already set up a business unit. “We had the MakerBot range of 3D printers on display at Gitex Shopper and sold several units from the stand. Apart from the printers, there is also an opportunity to earn money on consumables,” he says. But agreeing with Venkatchari from IDC, Panjabi says the awareness level in the region is still relatively low. According to the retailer, to develop the market, vendors, distributors and retailers have to work together to make the products and applications more visible. According to, Lothar Hohmann, Owner, Precise, a company that produces laser engraved 2D and 3D trophies, corporate gifts and mementos, “the Middle East market is not even an embryo, that’s how early we are,” he says. He agrees that early adopters in the channel will see the most advantages. What will drive the mainstream market is growth of the content market. Channel partners must be well versed with the technology and be in a position to advise the customers as to why they should buy. As it is in its nascent stages, customers are not aware of the massive potential of 3D printing and needs a reason to buy it.

Channel partners should also be aware with what is happening in the 3D industry and keep a sharp eye on all the developments in this dynamic market as there is a lot happening, in order to best cater to their customers. “When we have the distribution for various brands, we will be looking at partnering with channel partners. We need to partner with the right people as we don’t have retail shops ourselves, so we need to get the partners to understand this technology as much as we do,” he adds. Representing MakerBot, Stratsys, SolidScape, Concept Laser and Artec, Panjabi says, “Apart from just selling products from these brands, we keep stock in the region, have consumables and spare parts readily available, can install products, provide training and give after sales support.” He adds, “Most manufacturers either have their own distribution centres in the United States, China, Korea, Japan or parts of Europe and the Middle East was largely ignored but we hope to cater to the vacuum that has been created here as a result.” The potential for the channel partners in 3D printing is unchallenged, it is only now a question of which channel partners will take it seriously and make an effort in educating themselves and their customers about this technology. As always, partners cannot go ahead in this space without the support and initiative from vendors in order to spread the awareness about this technology. //

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vendor focus

XTouch

‘Innovation is a tough space’

ADVANCED PERSISTENT THREAT (APT) ATTACK & ZERO DAY PROTECTION

Reseller ME caught up with Jack Lee, Senior Vice President, XTouch, at DISTREE ME 2014 to discuss market trends and takeaways from the event.

Jack Lee, Senior Vice President, XTouch

Jack Lee’s entrepreneurial venture, XTouch began its journey three years ago at Dragon Mart in Dubai. Today, the company sells 100 thousand units per month, having grown from 40,000 units per month in 2013, which includes products such as smartphones, smart watches and tablets among others. With only a R&D department set up in China, XTouch is a Chinese company selling in the Middle East and has recently begun operations in Africa as well. “DISTREE is a great opportunity for a young brand like ourselves to get focused retail and channel exposure. Retailers are the people who truly know their customers, therefore, it is very important we have a continuous conversation with them. DISTREE is a results-driven event, with focused presentations and discussions,” says Jack Lee, Senior Vice President, XTouch.

In his presentation at Live@DISTREE session, Lee elaborated on some of the market trends in the space. “Android continues to dominate the world. And smartphones have taken over feature phones according to industry reports. What we see is that value smartphones will soon become mainstream.” This means the company sees a huge opportunity in the smart devices space, says Lee. He further adds that because the event attracts decisionmakers from across the channel, it is one of the major events for the company. With Redington as their distributing partner for MEA, the brand is available on the shelves of Sharaf DG, Plug-Ins, Lulu and Geant. Lee further confirms that the company is on the lookout for more potential retail partners. “What we consider innovative may not be so, once we step out and see other innovations. This has been one of the greatest learnings for us from DISTREE Middle East. Events such as these, expose the industry to what is out there. It is important to not to live in our own world,” Lee says. The company highlighted some of its product line at the event, from smart watches to innovative smartphones and tablets. However, innovation, Lee says, is about what the customers need. “As manufacturers, we need to listen more to our customers. We innovative, design and manufacture in China, therefore, events such as DISTREE helps us to know more.” Following a traditional distribution channel, Lee aims at building the brand in the region in the next year or so. //

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vendor focus

Motorola

Serving the connected customer Hozefa Saylawala, Regional Sales Director, Middle East Region, Enterprise Mobility Solutions Business, Motorola Solutions, says retailers have an opportunity to approach the omni-channel customer by implementing the right solutions.

As technological innovations impact the way customers shop, it is mandatory for retailers to be in sync with the evolving market trends. Hozefa Saylawala, Regional Sales Director, Middle East Region, Enterprise Mobility Solutions Business, Motorola Solutions, says by offering the right solutions to the retailers, they have an opportunity to approach the technologically intelligent customer. For Motorola, retail is one of the focused business solution groups in the Middle East. The mobile phone has revolutionised the way we connect back to information. Saylawala says, “Mobility is definitely revolutionising the way customers are looking at retail. Customers are well-informed about the product or the service they want to purchase even before they enter a retail store.” What this spells out for the

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Hozefa Saylawala, Regional Sales Director, Middle East Region, Enterprise Mobility Solutions Business, Motorola Solutions

retailers is that they have to prepare themselves in order to welcome the better-informed connected customer. It is not about in-store promotion, says Saylawala, but about being able to connect with their customers outside the store digitally through social media, mobile advertising and apps. “And through mobility solutions, try to bring these customers back to the store.” With the advent of the internet, the shopping experience too has transformed. Today, the experience begins online. As a brick and mortar retailer, it is essential to consider that and work towards being present with the shopper, right from the first moment. And also, how can the retailer eventually move the customer to the store? This is what Motorola is trying to bridge through its solution, Connected Shopper. “Our retail solution, Connected Shopper allows to bring in many different components of retailing under one umbrella. It starts with a simple thing called customer experience,” explains Saylawalla. “What we offer is how do you create an omnichannel presence and when you do this, how do you give the customer a seamless experience?” Connected Shopper enables the digitisation of creating a personal rapport with the customer. “The idea is to create an interest in customers’ mind for him to walk into the store. This could be through personalised targeted campaigns and digitised loyalty programmes,” he adds. It could begin as easily as creating an app unto to the smartphone, through which the

customer is registered as digital loyalty customer. As the customer goes through the omni-channel shopping mechanism, he leaves behind a wealth of information about himself. This then, allows the retailers to structure and design the right promotion packages, which is personalised for each customer, depending on the purchase history. Saylawalla says it won’t be too far along in the future, where we will see a retailer identifying a loyal customer when he is in the vicinity of the store because he is a registered customer through wireless networks. This could be in the form of a greeting message. “This means the store is identifying its loyal customer even before he enters the store through the proximity awareness feature,” he says. Through the app, the customer can click on the help button if he wants an interaction with the staff, which initiates an imitation to the nearest available salesperson. This is done through staff communications and management system. The solution is also meant for backend operations, for example, the store associates can check stock through the mobile device he is using by issuing a task to the back end person. He is able to help the customer without moving away. The solutions help in effectively managing staff communication, Saylawalla says. Also, the solution is highly modular, a retailer need not implement the complete solution and can choose only a part of it for a particular problem. However, the backbone of this solution is that the retail environment must be enabled with dependable wireless connectivity. This is something that Motorola specialises in, says Saylawalla. Government and banking regulations are other challenges in this area. //

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DCG

Inspiring growth DCG’s two-day IT trade fair provided an opportunity for participants and visitors to address issues in their businesses while simultaneously learning about ways to enhance operations. Dubai Computer Group’s debut IT Trade fair brought together resellers, distributors and vendors on one platform to discuss and share trade experiences. The two-day event created a positive environment and was an opportunity for DCG board members to get to know one another and also showcase products. It enabled the 33 exhibitors to educate themselves in key issues within the channel such as controlling credit risk. The event also presented an occasion to gain consultancy services that could improve business decisions. Inaugurating the event, Khalaf Al Otaiba, Chairman, DCG, said, “DCG team has done a fantastic job and I appreciate the outstanding efforts from the whole group. The event has turned out to be even better than what we expected. It is truly a great initiative and a step towards improving the business in Dubai. We want to create a platform to connect companies together, to create opportunities and enhance the image of Dubai and its neighbouring markets.” Al Otaiba further added that DCG’s role is to create a healthy environment for all traders to enhance local business. With IT, being one of the industries that has endured low margins and high volumes, this is definitely a positive step. DCG had played a crucial role in getting the government to waive off the 5 percent customs duty issue, a few years ago. “This waive-off has enabled all traders to have more opportunities to import without paying. We want Dubai to continue to pioneer the industry within the region,” Al Otaiba added. “The aim of the event was to not only exhibit,” said Shailendra

Rughwani, President, DCG, “but to bring together best ethical business practices, to discourage infringement of registered products and enhance the name of Dubai as the best place to buy IT products and solutions. We are also looking at increasing DCG’s memberships.” The event also featured product launches from vendors such as D-Link, Canon, BenQ, among others, at regular intervals, which was beneficial as the vendors were able to speak to all resellers owners at a single time in one place. The second day also saw the opportunity for participants to present their product and solutions, in an endeavour to understand and know the reseller community better. One of the exhibitors, Mohammed Nassir, GM, Al Otaiba Technologies, said, “The event was very useful for meeting new customers and suppliers and was great for networking too. I wish it was on for at least one more day. A

Khalaf Al Otaiba, Chairman, DCG

it trade fair

three-day event would have given us more time to network with customers and other resellers.” And this is something DCG plans to do in its next edition. What’s more, says Rughwani, this year due to space constraints, “We were unable to accommodate around eight companies as exhibitors. The IT trade fair in its next edition will most likely also cover a much larger space.” Making it clear that the trade fair is not competing with shows such as Gitex, Vasant Menghani, Business Development Head, DCG and Owner and CEO, Quality Group said, “Our event is a unique concept, we don’t aim to only showcase the products but also enhance the growth. We are giving exhibitors and visitors an opportunity to have consultancy services regarding any issues they are facing in businesses. Brand can come and showcase their product, so the reach is immediate and effective.” A DCG board member and one of the exhibitors, Ashok Kumar, Managing Director, New Trend, said, “It was a good experience. Being a board-member, we have all spent a lot of time and efforts to plan these initiatives. It is not a one-man show, it is a group effort and we are proud that it has gone so well.” Ahmed Saood, Founder and CEO, Mass Climb was one of the speakers at the event who presented on ‘Raising the core competency level of business in meeting the challenges of tomorrow’. Talking about the event, he said, “It was a great initiative by DCG, although it might take time for the event to have a wider reach and garner more strength for the association. But within two or three years, this event may go to different countries as well, because the people behind the event are visionaries, which is important.” On a concluding note, DCG Chairman, Al Otaiba, urged the channel to think about profitability and become a positive member within the IT industry. “DCG’s role is to support and help and definitely create an environment, which can help all companies to grow positively,” he added. //

june 2014

Reseller Middle East

Security

Partner Connect

Profiting from security Reseller MEâ&#x20AC;&#x2122;s Partner Connect event saw solution providers and channel partners convening to discuss how best to capitalise on the opportunities present in the security space. Security is a key concern for organisations across sectors, both globally and regionally. A concern that continues to grow amid increasing emerging technologies such as Big Data, cloud, BYOD and virtualisation to name a few. Security issues affect all realms of business from safeguarding and storing critical data to ensuring smooth business processes. With businesses rapidly moving to the mobile age, the different form factors add to the security issues that organisations face today. Having experienced data breaches, DDoS and cyberattacks, the Middle East enterprises are quickly realising that robust solutions are the need of the hour.

june 2014

Reseller Middle East

Partner Connect

The question that arises then is how are solution providers and channel partners going to stay abreast of the dynamic threat landscape? Customers are looking for highlevel expertise to help combat the current sophisticated security threats and to also be prepared to face future risks. Today, it is no longer an add-on measure and businesses understand the importance of being proactive rather than reactive. Reseller ME’s Partner Connect event on security discussed key points on how channel partners should approach customers when selling security solutions and how they can play the role of being consultants rather than simply selling. Attended by channel partners and experts in the security field, the evening began with Jihad Alramahi, Technical Security Consultant, Palo Alto presenting on ‘Next Generation Cybersecurity’. “Applications have changed a lot. They are now built to bypass policies of firewalls, which means they can’t pass TCP port numbers,” he explained. “We found 568 applications that use non-standard ports, 260 that can tunnel other apps and protocols, and 82 that could avoid security.” This also means channel partners need to first educate themselves with the evolving modes of attack and offer intelligent solutions to the customers. The responsibility also lies with the vendors to carry out training programmes in order to make sure that partners understand all the features of a particular product or service and present it to the customer in the same manner a vendor would have. Talking about preparing for the future, the next speaker, Ravinder Janotra, Regional Sales Manager, Middle East, Cyberoam, said, “Organisations today cannot afford to compromise on security, networks

Reseller Middle East

june 2014

Security

Jihad Alramahi, Technical Security Consultant, Palo Alto

Ravinder Janotra, Regional Sales Manager, Middle East, Cyberoam

and connectivity because it would lead to a huge business loss.” He said businesses need to create a right balance of security, connectivity and productivity. Saying that the future is here, he asked the audience of channel partners if they are ready to face it and grow with the company by offering consultative services to customers. He also emphasised that channel partners should not just stop at presenting the products and solutions but also ensure that they offer post-sales services in order to achieve a holistic business transaction. “We provide a strong support to our partners and also have region specific dedicated technical account managers,” he added Nandini Sapru, Sales Director, EMT Distribution MEA, concluded the evening with a presentation on ‘SPIN selling’. When it comes to enterprise and value sales, many sales managers face issues when approaching customers in a traditional way. In order to embrace new technologies and the future, SPIN selling offers a new way of

Nandini Sapru, Sales Director, EMT Distribution MEA

approaching customers to enable successful sales. “Successful sales people know how to convert continuation comments into advances, so as to bring themselves closer to a sale. The ‘SPIN model’ has been taught to 90 percent of Fortune 500 companies,” she said. Explaining further she said, “SPIN stands for: Situation Problem Implication and Need. You must ask questions about facts and then explore the buyer’s situation.” This is done by asking a series of problem questions, which could be difficult as customers may not be open to disclosing their setbacks. “Implication questions are the most powerful of all. They let the buyer see that the problem is big enough to justify the cost. The time for a salesperson to shine is through pay-off questions. They are a case of ‘What if?’” SPIN has proved a versatile sales tool that works across cultures and industries. “Finally, you never persuade clients of anything, clients persuade themselves,” she concluded. //

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START LOADING THE FUTURE WITH THE LEADING PROVIDER OF IT BUSINESS SOLUTIONS IN THE GCC

Looking for an IT partner that offers a winning combination of world-class technology, customized solutions and personalized expert support? Look no further. As the sole distributor for IBM in the Gulf*, with over 20 years of regional experience and an expansive network of best-in-class partners, particularly Cisco, Gulf Business Machines (GBM) understands how to leverage the potential and power of IT better than anyone. Fast, future-proof and easy. Visit www.gbm4ibm.com to get started.

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*IBM Sole Distributor in the GCC excluding selected products and services, excluding Saudi Arabia. ÂŠ2014 Gulf Business Machines. All rights reserved. GBM, the GBM logo, START LOADING THE FUTURE are trademarks of Gulf Business Machines. IBM and the IBM logo are registered trademarks of International Business Machines Corporation (IBM) in the United States and other countries and used under license. IBM responsibility is limited to IBM products and services and is governed solely by the agreements under which such products and services are provided.

Report HKDTC Trade fairs

Ushering in the new age Held at Hong Kong Convention and Exhibition Centre, the eleventh edition of Hong Kong spring electronics fair and the International ICT expo showcased new technologies, giving a glimpse of the new era. Reseller ME reports from the event. Organisers of Asiaâ&#x20AC;&#x2122;s largest spring electronics fair and the International ICT Expo, Hong Kong Trade Development Council (HKTDC) concluded both events in its 11th edition in April. Held at Hong Kong Convention and Exhibition Centre (HKCEC), the four-day twin events saw more than 3,300 exhibitors and 60,372 visitors from all over the world, to experience the latest in electronics and ICT markets. An annual affair for most visitors, this time around they were able to encounter novelties in 3D printing and smart devices technology, both markets having matured a great deal in the last

Reseller Middle East

june 2014

few years. Spread across 65,210 sqm, the event featured new zones such as Small Order Zone, where buyers could buy products in a small quantity, as it is easier to test the market viability with smaller quantities. At the ICT event, the expo had new zones for telecom, network and data centre and another for mobile and digital marketing. The other highlights of the events included the apps zone, business apps on cloud and mobile, computer and peripherals, e-logistics and retail technologies, invention zone, i-World, hall of fame, enterprise solutions and IT outsourcing, home-grown innovations, smartphones and tablets and also wireless technologies.

Apart from showcasing cutting-edge products and emerging technology, the shows also held a number of seminars on various topics such as 3D printing, e-payment on social networks and mobiles, data centre and cloud, Big Data and analytics for retail and Internet of Things, among many others. The final report from the organisers indicated that buyers came from more than 140 countries and regions. Aside from Hong Kong, the majority of buyers hailed from Chinese mainland, Taiwan, the United States, Korea, Japan, Russia, India, Australia, Germany and the United Kingdom. At the Electronics Fair, most of the Asian countries and regions recorded an increase in attendance, including India, the mainland, Singapore and Taiwan. Buyer participation from several emerging markets recorded double-digit percentage growth, including the United Arab Emirates, Iran, Poland and Colombia. Well-known brands and retailers such as Best Buy from the United States, China Mobile from the mainland,

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Report

HKDTC Trade fairs

Groupon Korea and Hyundai Motor Group from Korea, Ozon.ru from Russia, SoftBank Mobile Corp from Japan and The Mall Group from Thailand sourced at the two fairs. Emerging technologies It was evident that the 3D printing market has come a long way from its initial days, considering the large number of exhibitors in this category as compared to its previous editions. With immense potential to transform various sectors such as healthcare, real estate, education, entertainment, art design, toy and sculpture, aviation and manufacturing, this technology is definitely something to watch out for. However, like everything that is new and emerging, one must first understand the complexities that come with it, one of it being patent issues. “It is a disruptive opportunity for innovators who can meet customers’ demands. However, we need to think about infringement laws and patent issues,” said Andrew Young, VP, Hong Kong Science & Technology Parks Corporation. Vincent LAM, Consumables Sales Manager, Stratasys AP, added, “We believe 3D printing is not new, it has been around for three decades. However, today it can revolutionise how things are made.” 3D printing was definitely a point of interest for many and as its disadvantages such as high cost and time consuming factor becomes less of a concern, it will introduce even more opportunities for all stakeholders involved. Wearable technology was another prominent theme at the event. From

Reseller Middle East

june 2014

Beats beanie to hand gloves that can answer calls, players are expecting to see even more ground-breaking products in this field. However, the industry professionals acknowledge the fact that these products need to add real value in consumers’ lives if it is going to be an integral part of everyday lifestyle as smartphones are today. Currently, we see customers purchasing wearable products as a style statement but more often than not, they use the device for not more than three to four months. “Less than 50 percent use their wearable devices after three months,” said Henri-Nicolas Olivier, Chief Executive Officer, ConnecteDevice. Olivier also said that wearable technology is more about software than hardware and are part of richer business models and will disappear into everyday life. He said, “When designing a product, it is important to ensure that it is not a duplication of the smartphone but operates as its extension.” – a valuable tip for all manufacturers and developers. If developers gave it some serious thought, there are infinite opportunities that can make wearable technology very different from just being another smartphone. For example, it can be used to detect life threatening diseases at an early stage and even eliminate the systems of locks as is seen with products like the NFC-enabled rings and other jewellery items. Although such products do exist today, it will be some time before it is mainstream. In another seminar that dealt with data centre and cloud, the panel members discussed what’s in store and how this space has evolved over time with the current trends. “Data

Centre is for everyone, it is no longer a game for the rich. It has evolved from large users to SMBs. And trends such as mobile application growth, social media services, Big Data, virtualisation, private and public cloud and BYOD have further enabled its growth,” said Lee Yuk Cheung, Head of Data Centre, HGC GlobalCentre. Gery Messer, Managing Director, Asia Pacific, CenturyLink Technology Solutions, said, “70 percent of the budget traditionally goes on maintaining the infrastructure. However, within the next five years, 70 percent of infrastructure will be outsourced.” As increasingly, information becomes the key asset for all companies and storing data securely gains even more prominence, we can expect revolutionary innovations in data centres and cloud technology, going forward. And this is critical to stakeholders in not only Asian markets but even emerging ones such as the Middle East. The Autumn edition of Hong Kong Electronics Fair is scheduled for 13-16 October 2014. //

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Report DISTREE Middle East 2014

Enabling business DISTREE Middle East 2014 brought channel partners and vendors together on a common platform to not only network and share market trends but also to do business. Providing a focused business platform for more than 560 senior executives from 37 countries, the tenth edition of DISTREE Middle East 2014 concluded at Abu Dhabi, last month. A premier event in the IT and retail market, what makes DISTREE stand out from other events of similar nature is that it is quite simply a place where business happens. The unique format of pre-scheduled meetings allows the participants to meet the relevant person from a particular company and not only establish contact but also perhaps to close a deal. Farouk Hemraj, CEO, DISTREE Events, said, “More than 2000 prescheduled one-on-one meetings have taken place between delegates at DISTREE Middle East 2014. It was the largest DISTREE Middle East to date and planning is already underway for 2015.” Hemraj further added that the event unites a powerful business community comprising retailers, e-tailers, distributors and vendors. This year’s event included a keynote presentation from Dr. Rudi Aunkofer, Global Research Director IT, GfK Retail & Technology. who said,

Reseller Middle East

june 2014

“The highest growth numbers are from tablet computers and it is almost three digit growth globally.” He went on to share market data about the various opportunities present for retailers, distributors and resellers. Visitors also had a chance to attend a number of seminars and workshops including ones on wearables, iBeacons in retail, Retail-to-business session and trends and opportunities in IT distribution. Live@DISTREE session saw the introduction of innovative products to the market and also gave a platform to vendors to present about their company and the latest in technology to a large audience of retailers and channel partners. Michael Luke, International Sales Manager, Parrot, a consumer products vendor, commented, “When we first came to DISTREE Middle East seven years ago, we were an unknown brand. Today, thanks to this event, we are a recognised brand. We return each year to touch base with our retail partners and to establish new ones.” Popular in DISTREE events across the globe, ‘60 Seconds to Convince’ awards programme was introduced to the Middle East region this year,

where dozens of vendors delivered a one minute pitch for their latest product in front of all participating retailers. Through a live voting system, BEM won the Best Design category for its Wireless Kickstand Projector while Promate’s Double won the Best Innovation category and the Best Presentation accolade was awarded to Jurassic Distribution for its pitch of the Pelican Pro Gear Vault Series. The event concluded with the Middle East Retail Academy (MERA) Awards 2014 and a gala dinner. With more than 20 categories, the winners were awarded for a number of initiatives through live electronic voting. Nilesh Khalkho, CEO, Sharaf DG, who has been participating at DISTREE Middle East since its launch, ten years ago said, “It is worthwhile taking a few days out of our busy schedule to attend this event because it gives us insight into trends and helps us to create our strategies for the future.” Hemraj concluded, “By uniting so many influential vendor and channel executives in one place at one time, DISTREE Middle East accelerates business development and creates new growth opportunities for all delegates.” //

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Surveying the R2B market Ashish Panjabi, CEO, Jacky’s Electronics, shares insights on how to approach the Retail-to-Business customers. DISTREE Middle East 2014 held the first ever Retail-to-Business (R2B) Summit, which was an invitation-only event, meant for the retail sector, hosted by channel tracking research organisation, CONTEXT. R2B is a potential segment that the regional retailers may find immense opportunities from, going forward. The aim was to understand how best retailers can identify micro and small business customers through traditional retail channels in the Middle East. Typically, a business with 25 or less users would purchase their office equipment such as laptops and mobile devices off the shelf from a retail store. If a retailer could identify this customer and understand his needs clearly, there is potential to innovate. Ashish Panjabi, CEO, Jacky’s Electronics says, “Today, when we talk about B2B, we generally refer to customers such as government, distributors or other bigger companies, however there are players, who cater to that. But what about the company who has around five or ten employees who come to our retail stores and buy for business use? We have never been able

to identify that customer. As a retailer, we don’t know that the purchase has been made for a business environment or use because they come and simply buy off the shelf.” The questions that arises then are, can retailers start identifying that particular customer and adapting for his demands? What sort of systems will retailers need to have to handle this market? And, most importantly, what does it take to do that? The summit discussed how retailers could address these areas in this segment. According to Panjabi, it is a substantial market for sure and he says, a huge potential exists. As of today, shop floors are designed for a retail engagement and not for a R2B environment. This means, the way the products are displayed and how sales personnel approach customers are not done targeting R2B customers. “If we start thinking of a R2B customer, we must start thinking of what kind of products are there, how do we display it? Do they need retail quotations, do they need credit facilities? Do they need delivery? How do we as retailer cater to all of this is something we need to really think about,” he adds. “So when a retailer comes to our

store, we are selling him a consumer model because we don’t know that he could be using it for a business need. A set-up in a retail store currently is not equipped to meet those demands.” Although, there are things that can be done, Panjabi says, it is a question of, if you do it, then you must do it right. He explains, “If the home user buys a printer, and it doesn’t work, they could probably get it printed from another place. But if a business user’s printer doesn’t work, this means he can’t print his invoices and quotations. If a business customer’s WiFi stops working, then he can’t connect to his CRM or ERP system. These are situations they cannot afford to have as it is a business loss then. We need to discuss, how we can cater to that because in these cases the onus will be on the retailers.” Panjabi also points out that for this segment to take off, a retailer cannot do it on his own. “He needs the vendor’s support and you need to have distributors working with you, when it comes to keeping stock and being able to cater to the customer’s demands completely. If we identify a customer as a business user then we can offer other options to him.” //

june 2014

Reseller Middle East

Hot products

Review

YotaPhone Though slightly overpriced, the device is perfect for those users who enjoy technology

Reseller Middle East

JUNE 2014

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The Russian company, Yota launched YotaPhone, a dual screen smartphone, recently in the region. In terms of the concept, we must credit the company for novelty. However, from a userâ&#x20AC;&#x2122;s point of view, the second generation phones, expected early next year, will be a better contender in the market. Priced more than it should be, the specs of the phone could have been a lot better. However, considering this is the first of its kind device, the company could be given some leeway. The device comes with a Snapdragon S4 pro chip clocked at 1.7 GHZ. And coming to its most talked about feature, the secondary E-Ink display - it still has quite a bit of work to be done. The display is perfect for saving battery and thus make reading e-books and viewing notifications much more hassle-free. But it needs to be a lot more user-friendly. With Android 4.2.2 Jelly Bean operating system, Yota has also created a few custom apps to take advantage of the E-Ink display. The Wallpaper app is the most useful one, allowing the user to add custom widgets that indicate battery life, weather and a clock. The widgets can be customised to be either dark or light depending on the wallpaper you select. MapsWithMe is another useful app though at the moment GPS location updates are pretty slow. The E-ink display is popular thanks to Amazonâ&#x20AC;&#x2122;s Kindle devices, though Yota have not been able to ink a deal with them before the launch, they claim to be working on this. Instead, we have the BookMate application, presently with limited number of titles under its belt. At 171 ppi, company could do a lot better with the E-ink panel display. Navigating the E-ink display is via a navigation bar at the bottom of the screen. Despite having a 13MP sensor, the YotaPhoneâ&#x20AC;&#x2122;s camera is not as impressive because colours are muted and there is a lag between shots at times. However, being a stock android app, there are plenty of editing options along with some fun filters. The front facing camera is a 1MP that does a decent job for video calling. Yota has developed an innovative way to navigate the phone through two navigation bars. The main LCD panel has one at the bottom so does the E-Ink panel. Moving backwards is a simple swipe to the left and if you want to go back to the Home Screen, swipe right. A double tap in the centre gets you to the multi-tasking screen and holding the same for a couple seconds longer, gets you to Google Now. But the company has to still work on the sensitivity, however, one can activate the on-screen buttons from the settings menu. The YotaPhone, positioned in the high-end market, is overpriced, however someone who delights in new technology, it is a good option. Considering that Yota is planning to launch a YotaPhone 2 by the year-end or early next year, shows that the company is committed to this concept and will improve vastly on the current model. //

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Zotac launches new graphics card ZOTAC has announced its GeForce GT 740 series graphics cards, which are designed to enhance video, images and gaming tasks. “Visuals are a main part of our computing needs and the ZOTAC GeForce GT 740 series is the perfect everyday graphics card,” said Carsten Berger, Senior Director, ZOTAC International. “The ZOTAC GeForce GT 740 series accelerates your regular tasks such as image and video editing, web browsing, video transcoding and gives you enough of a performance kick for casual gaming.”

NVIDIA GeForce Experience technology with the ZOTAC GeForce GT 740 series features automatic game settings optimisation via cloud. The cards are 1GB or 2GB in memory, have 384 processor cores, and a 993 MHz engine clock. The series is available with DDR3 or GDDR5 in standard size and low-profile form factors for an upgrade to regular and small form factor systems. They also feature 128-bit memory and PCI Express 3.0 interfaces.

HTC unveils its new Desire 310 Fusing a navy blue design with a quad-core processor, HTC BlinkFeed, and HTC Video Highlights, the latest addition to the Desire family makes some of the HTC One series’ most features available in a more affordable handset. “As the newest addition to our Desire range, the Desire 310 offers the best possible experience in its category,” said Neeraj Seth, Head of Marketing, HTC MEA. “With super-fast processing abilities and premium features, the Desire 310 offers an impeccable smartphone experience that can keep up with our consumers’ lives, at an affordable price.” The Desire 310 features a 1.3GHz quad-core processor, and HTC’s BlinkFeed home screen, which was first introduced with the HTC One. Displayed on the Desire 310’s 4.5 inch screen, updates news and social sites including Twitter and Facebook are displayed. The phone also features Offline Reading mode, where users can add up to 120 articles to their reading list when connected to WiFi and access them later for data-free reading. It also has a 5MP camera and dual SIM.

Axis Communication introduces new network camera Axis Communications has launched its M3027-PVE, a 5-megapixel fixed dome that offers a 360 degree or 180 degree overview of wide areas. The IK10 vandal resistant, day and night network camera is designed for indoor as well as outdoor use. Erik Frännlid, Director, Product Management, Axis Communications, said, “It offers price-sensitive market segments the option of using just one camera to get the big picture. The camera also has substantial capacity for intelligent video applications and supports a wide range of video management software including the complimentary AXIS Camera Companion.” AXIS M3027-PVE, which is the latest addition to the lineup of outdoorready AXIS M30-VE cameras, can be mounted on ceilings, soffits or under porches for a 360 degree overview and on walls for a 180 degree view. The camera provides de-warped views such as panorama, double panorama and quad views, as well as view area modes where users can digitally pan, tilt and zoom in on areas of interest. Multiple streams in H.264 and Motion JPEG can be sent simultaneously. AXIS M3027-PVE offers I/O ports for connection to external devices. All cameras in the AXIS M30 Series come focused at delivery, and support power over ethernet (IEEE 802.3af), which eliminates the need for power cables and reduces installation costs.

JUNE 2014

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Hot products

Linksys releases WRT1900AC

Sony introduces the Xperia T3 Crafted in a stainless steel frame, the Xperia T3 features a high-resolution 5.3”HD TRILUMINOS display for mobile with Mobile BRAVIA Engine 2. It comes with an 8MP camera, featuring Exmor RS for mobile, and a Quad-core CPU with 1.4 GHz processor, as well as a 2500 mAh battery. It also has an HD TRILUMINO display for mobile with Mobile BRAVIA Engine 2, and pre-loaded Xperia apps. “In addition to its stunning stylish looks, the T3 is packed with the latest beautiful technology from Sony – including photography expertise as well as High Definition display,” Spyridon Gousetis, Director of Marketing, Sony Mobile Communications MEA. “The combination of this beautiful technology and the premium design reinforce Sony’s commitment to offering customers with the best in segment smartphones.” Xperia T3 will be available in the Middle East in July and will be priced at 1799 SR in Saudi Arabia and 1799 AED in the UAE.

Reseller Middle East

JUNE 2014

Linksys has released the WRT1900AC, its consumer grade Wi-Fi router which features four external antennas for wireless coverage and has been certified for the new 802.11ac Wi-Fi standard. The includes intelligent technology beamforming, and has been equipped with hardware including a dual-core 1.2 GHz processor, 128MB Flash memory, eSata and USB ports.. The new WRT now can be configured as a range extender or wireless bridge. Software features have also been added including support for the No-IP dynamic DNS service. Linksys is also planning to add Wi-Fi Scheduling and an OpenVPN based

VPN Server to the WRT in a future firmware update to enable users to establish a secure remote connection to the router from anywhere in the world. Linksys has added a new Smart Wi-Fi tool called Network Map in the browser interface of Linksys Smart Wi-Fi. Network Map is a visual representation of the home network displaying the router and its connected devices. The tool enables users to see, what devices are using the most bandwidth, how strong the signal is to a device or which wireless band it is connected to.

Huawei unveils Ascend P7 Huawei has unveiled the highly anticipated Huawei Ascend P7, and it will be available across the GCC from June. The new 4G LTE-enabled smartphone features a 5-inch full high definition display, 8MP front-facing and 13MP rear-facing cameras, and Emotion UI 2.3.

At 6.5mm slim, the Ascend P7 features Sony’s 4th generation BSI sensor, Image Signal Processer (ISP), IMAGESmart 2.0 software and f/2.0 aperture on its 13MP 5P non-spherical lens rear-facing camera. It features Corning Gorilla Glass 3 front and rear covers, and 1920 x 1080 resolution, 445ppi and 16:9 aspect ratio. “Huawei’s relentless commitment to developing premium quality smartphones over the past three years has paid off,” said, Richard Yu, CEO, Huawei Consumer Business Group. ”We are now ranked number three globally in terms of smartphone shipments, and our brand recognition is growing steadily in key regions such as China and Western Europe. Today, the launch of Huawei Ascend P7 once again challenges existing industry standards by redefining smartphone design, camera experience, and connectivity, to provide people with an unprecedented mobile experience.”

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ECS launches new gaming motherboards ECS L337 Gaming Z97-MACHINE brings together numerous features and advantages demanded by hardcore PC gamers. It uses the new Intel Z97 Express Chipset, enabling support for some of the fastest processors available, including Intel 4th and 5th Generation Core i7, i5, i3 Processors. The motherboard also ships with pro gaming performance features, thanks to Extreme Audio combo with ESS SABRE Premier DAC and Sound Blaster Cinema 2, Hybrid Power Module Design, Dual Graphic and Native 4K support, the latest M.2 Expansion for SSD, Intel Ethernet Gigabit LAN optimisation for gaming, and a high quality, extreme tested all components platform and design that is unmatched in the industry, says the company.

Siemon unveils V800 - high density cabinet Siemon has announced the Middle East launch of its V800 cabinet, designed to provide a robust, high performance enclosure that is cost-effective for both high density data centre environments as well as floor distributors, according to the company. The V800 cabinet offers increased cabling and equipment density, while providing easy accessibility and thermal efficiency. Effective as a stand-alone enclosure, or in a multi-bayed configuration, the V800 provides a modular configuration to enable use as a cabling, network or switch cabinet. Accessibility is a key feature of the new cabinet and the 1000mm or 1200mm depth options are exact, allowing for full access to adjacent tiles immediately to the front or back of placed cabinets. Quick release functionality allows the doors to be rapidly removed and the full front and split rear doors are fully field reversible. Enhanced

side access is provided by split side panels, allowing convenient access to installed equipment. The side panels feature integrated bonding via spring loaded bonding clips eliminating the need for dedicated bonding conductors.

Precise introduces 3D printing pen â&#x20AC;&#x201C; 3Doodler 3Doodler is the worldâ&#x20AC;&#x2122;s first 3D Printing Pen; it is literally a hand held 3D Printer. Instead of creating a graphic design to be able to print an object via a 3D printer the customer can improvise 3D sketches of objects with the 3Doodler by using your imagination and hands, according to the company, Precise. 3Doodler melts the special plastic inserted with the push of a button and releases it from its nozzle. As soon as the melted plastic touches the air it gets solidified. This way it allows drawing objects either on surfaces or in the air. Compact and easy to use, the 3Doodler can be plugged into a power socket and used immediately. This makes it ideal for freestyle 3D sketching, tracing shapes from templates to make larger architectural structures, the development of spatial skills for educational purposes, or simply a fun tool for arts and crafts enthusiasts wishing to bring 3D printing into the home. 3Doodler allows the creation of amazing 3D objects without the restrictions of complicated software or advanced artistic abilities or design training. Limited only by the userâ&#x20AC;&#x2122;s imagination, the 3Doodler requires no technical knowledge or specific skills.

JUNE 2014

Reseller Middle East

Mobile security

Reseller Middle Eastâ&#x20AC;&#x2122;s assistant editor offers her thoughts on the Middle Eastern technology channel.

Channel surfing

column

Insuring mobile devices Just a few years ago, I remember being very excited when I bought the Nokia X2 because it had a 5MP camera. But my excitement soon gave away to frustration when the device began to give problems, almost immediately. The basic applications used to constantly hang and the device became unresponsive by the day. The salesperson at the store told me that my phone was infected by a virus that mostly came through a laptop or PC when the phone was connected to it. This was before data became popular on mobile devices. And today, with the Internet easily accessible on all mobile devices, security has become an important issue. This is primarily because todayâ&#x20AC;&#x2122;s malicious malware can more than just play havoc with your applications. As mobile phones are being increasingly used for just about everything from paying your credit card bills to booking a movie ticket, users need to be better aware of what a modern malware can do. Last month, I had an opportunity to sit in on one of our roundtable events held on security. And a speaker from Kaspersky said that today Android infections can come Janees Reghelini, Assistant Editor, Reseller ME

Reseller Middle East

JUNE 2014

in through a number of ways. For example, texting, fake apps on Google Play stores and dubious software downloads. Imagine how a user is supposed to know better when he sees that a fake app on the Play store has higher number of reviews than the original one? Malware today can even intercept the code sent to you by the bank when making a payment online or create false options when entering in details on a website, which might include credit card information. When you take a minute and think about all the potential harm malware can do today, it will send shivers down your spine. But having said that, most of these threats require the user to either activate it or install it. It then comes down to awareness and education. But even with all the reports out there about threats to mobile devices, how many consumers actually have an anti-virus or a security solution deployed on their mobile devices? Not as much as is required, says Fari Boustantchi, Regional CEO, Exclusive Networks. However, users are better aware today but perhaps vendors need to have a better plan for the channel, especially in this region where the channel is the cornerstone of all businesses. Two years ago, when Secureway (which was later acquired by Exclusive Networks) studied the mobile solutions catalogue, Boustantchi says it wasnâ&#x20AC;&#x2122;t mature enough because many of the solution providers did not have a strong channel strategy. And though things have gotten better today, I believe vendors and solution providers need to ensure that their channel strategy keeps pace with the developments we see in mobile technology and applications. A step ahead would be even better. //

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PowerEdge VRTX vs.

complicated. Up until now, that is. With the newly engineered Dell PowerEdge VRTX solution, you get an IT platform that’s equipped to grow with your company. The right-sized platform integrates servers, storage, networking and management into one easy-to-use system that won’t stretch your budget. •

Reclaim up to 75% more space than legacy solutions with the power of four tower servers in footprint that’s just a quarter of the size. your solution with just 4 cables instead of 28.

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don’t You have to install special cooling systems or rewire any single, standard outlet and you’re up and running.

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up Save $172,000 over 5 years.*

Visit Dell.com/ae/business/p/poweredge-vrtx/pd

Dell is located at One Dell Way, Round Rock, Texas 78682. *Results based on testing by Principled Technologies in June 2013, comparing the total cost of ownership and return on investment of a PowerEdge VRTX with 4 M-series server manufacturing variability. Software and workloads used in performance tests may have been optimized for performance only on Intel microprocessors. Performance tests are measured using specific computer systems, components, software, operations and functions. Any change to any of those factors may cause the results to vary. You should consult other information and performance tests to assist you in fully evaluating your contemplated purchases, including the performance of that product when combined with other products.