Reseller Middle East February 2019 by Reseller Middle East

CONTENTS

STRATEGIC VAD PARTNER

ISSUE 265 // FEBRUARY 2019

CHANGING THE GAME

Lenovo Data Center Group emphasise the importance of inculcating a people-first culture, both internally as well as with channel partners.

HIGHLIGHTS

INSIGHT

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

DELIVERING FRICTIONLESS RETAIL Mark Thomson from Zebra Technologies on how retailers can optimise their operations by embracing technologies.

OPINION

16 UNLOCKING THE POWER OF DATA

Mohammed Amin from Dell EMC believes 2019 will be an instrumental year as businesses increasingly understand the value of data.

19 GROW YOUR BUSINESS

REVIEW

NOKIA 7.1

Fortinetâ&#x20AC;&#x2122;s Zacky Vaz elaborates on how channel partners can grow their business by offering services that reduce the complexity that SMB customers face.

FEATURE

28 SAFEGUARDING AGAINST CYBER THREATS

Booz Allen Hamilton outlines top tips for online retailers and customers in the UAE to protect themselves against cyber threats.

INTERVIEW

30 SEIZE THE DAY Steve Lockie from WestconComstor reveals the big market opportunities partners must leverage in 2019.

HOT PRODUCTS

LG ANNOUNCES NEW ULTRAGEAR MONITOR

24 www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

EDITORIAL Bridging the gap A big challenge that the industry continues to face this year is the shortage of adequate talent and skills. This raises the question: “How can partner organisations entice the best talents in the technology field and manage to retain them?” The 2017 Global Information Security Workforce Study (GISWS) reveals that we will reach a cybersecurity workforce gap of 1.8 million by 2022, a 20 percent increase over the forecast made in 2015. This is true not only for security but the appropriate workforce that is required to meet the evolving demands of emerging and advanced technologies such as robotics, blockchain, quantum computing, artificial intelligence and data analytics, to name a few, are in short supply. Organisations today have to devise interesting ways to engage new IT professionals. One of them can be by presenting tailor-made opportunities and benefits that they will find appealing. Partner and IT firms have to also get comfortable using online and other platforms to recruit tech-savvy

FOUNDER, CPI MEDIA GROUP Dominic De Sousa (1959-2015)

millennials and Gen Z. Additionally, they need to map out the career paths that these employees could have if they come on board. Often, we see that a company invests in training and developing the individual only to have him or her poached by a competing firm in a few months’ time. Here, inculcating an employee-first culture within the organisation can go a long way. Understand the reasons behind employee dissatisfaction and figure out ways to address them in order to retain them. Often experts also advise to treat employer-employee relationship like marriage. Both parties need to avoid becoming complacent and find ways to keep the spark alive. Sometimes by creating a balanced environment where employees can learn and grow, be recognised for their business contributions and have opportunities to shoulder increased responsibilities, could be much more motivating than just a higher pay cheque. At the end of the day, if employees are being appreciated, valued for their efforts and appropriately remunerated, they have no reason to move jobs. The current skills gap in the regional technology industry poses a serious issue. Partner and IT firms in general need to address this challenge and establish plans today to court the right talent for the future of their businesses.

Publishing Director Natasha Pendleton natasha.pendleton@cpimediagroup.com +971 4 440 9139 EDITORIAL Managing Editor Michael Jabri-Pickett mjp@cpimediagroup.com +971 4 440 9158 Editor Janees Reghelini janees.reghelini@cpimediagroup.com +971 4 440 9167 Online Editor Adelle Geronimo adelle.geronimo@cpimediagroup.com +971 4 440 9135 DESIGN Head of Design Froilan Cosgafa IV froilan.cosgafa@cpimediagroup.com Senior Designer Analou Balbero analou.balbero@cpimediagroup.com Designer Marlou Delaben marlou.delaben@cpimediagroup.com ADVERTISING Group Sales Director Kausar Syed kausar.syed@cpimediagroup.com +971 4 440 9130 Business Development Manager Youssef Hariz youssef.hariz@cpimediagroup.com +971 4 440 9111 Senior Sales Manager Sabita Miranda sabita.miranda@cpimediagroup.com +971 4 440 9128 Sales Manager Nasir Bazaz nasir.bazaz@cpimediagroup.com +971 4 440 9147 CIRCULATION Operations Manager Shweta Santosh shweta.santosh@cpimediagroup.com +971 4 440 9107 DIGITAL SERVICES Web Developers Jefferson de Joya Abbas Madh Photographers Max Poriechkin Charls Thomas webmaster@cpimediagroup.com +971 4 440 9100 DIGITAL www.tahawultech.com

Janees Reghelini Editor E-mail: janees.reghelini@ cpimediagroup.com Facebook: www.facebook.com/ TahawulTech Twitter: @TahawulTech Instagram: @TahawulTech

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Registered at Dubai Production City, DCCA PO Box 13700 Dubai, UAE Tel: +971 4 440 9100 Fax: +971 4 447 2409 © Copyright 2018 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.

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

HIGHLIGHTS

MINDWARE TO ENABLE MEA INTEGRATORS WITH MULTI-CLOUD SERVICES OFFERINGS

RAQMIYAT, EMUDHRA PARTNER TO BRING PAPERLESS OFFICE SOLUTIONS TO THE UAE

NICHOLAS ARGYRIDES, MINDWARE AND AHMED QADRI, AVI NETWORKS

VI Networks and value-added IT distributor Mindware have signed a master distribution agreement aimed at empowering resellers across the Middle East and Africa to deliver multi-cloud application services based on intelligent automation and elasticity across any cloud. “As the cloud arena is gradually becoming wider and wider, disruptive technologies such as those architected by AVI Networks are in high demand by our channel partners and their clients,” said Nicholas Argyrides, chief of sales and marketing at Mindware. “This addition to the Mindware brand portfolio will now enable our customers to be on top of their game when it comes to both Cloud and SDN deployments. Looking forward to an exciting 2019 with AVI Networks.” Under this contract, Mindware will promote AVI Networks’ technologies – which provide next-generation application delivery support in multi-cloud environments,

while driving much-needed automation, and enabling self-service adoption – to the GCC, Levant & North Africa markets. The distributor’s reseller partners now have access to both Mindware and AVI Networks’ sales specialists with a wealth of experience in ADC technology, and will receive full support for all related Professional Services. “At AVI Networks, we know that partnerships like these are fundamental to success, so this agreement is an exciting prospect. As this deal with Mindware demonstrates, AVI Networks is focused in its ambition to equip partners and customers with AVI Networks’ leading application delivery solutions and support,” said Ahmed Qadri, sales director, Middle East, AVI Networks. “With AVI Networks and Mindware working in unison, this agreement ensures customers get uncompromised support, and together we’ll ensure their accelerated business growth in the GCC, Levant & North Africa markets.”

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ubai-based systems integrator and provider of IT solutions and services Raqmiyat is now an authorised reseller of eMudhra products and services for the UAE region. eMudhra, a digital identity and transaction management solutions firm focused on enabling organisations to go paperless and digital in a risk-free manner. Raqmiyat said it sees this partnership as a strategic engagement with the purpose of enabling our customers to adopt sophisticated Identity Management, Paperless Office, and PKI solutions that significantly empower organisations in today’s world. Amer Khreino, chief executive officer, Raqmiyat, said, “Our partnership with eMudhra will empower our customers; giving them ways and means to secure their business, as they move towards the digital transformation arena. Secured e-signatures, Digital signatures, two/ multi-factor authentication, SSO, Digital ID, and paperless office are amongst eMudhra’s leading technologies that will benefit our customers. We look forward to new gains with eMudhra in the years ahead”. Arvind Srinivasan, head global markets, eMudhra, said, “Solutions aimed at addressing secure digital transformation are the need of the hour in the Middle East region, and specifically, UAE. Raqmiyat has been a strong, long-lasting player in the market focused on making digital transformation easy for many firms in the region. We are glad to partner with Raqmiyat and are highly confident in the success that will result from a combination of their expertise and our solution stack.”

HIGHLIGHTS

SPIRE SOLUTIONS BOLSTERS THREAT INTELLIGENCE OFFERINGS

s security teams are struggling to keep up with security alert volume, regional value-added distribution Spire Solutions has partnered with Digital Shadows to enable organisations effectively monitor external data and links. The company monitors open, deep and dark web for risks and delivers tailored threat intelligence, which is relevant and verified. Digital Shadows is the only solution that combines scalable data analytics and human data security expertise to identify, prioritise and address the most critical threats. “The technology speaks for itself. The 2018 Forrester New Wave for Digital Risk Protection highlights Digital Shadows as the ‘leader’, citing nine criteria in which Digital Shadows

received the highest performance rating possible,” said Avinash Advani, CEO, Spire Solutions. “Real-time threat intelligence is a key priority for enterprise and government organisations in the region currently, and Digital Shadows can

help them effectively get a handle on the deep, dark and open web,” he added. In its Market Guide for Security Threat Intelligence Products and Services published last year, Gartner forecasts that by 2020, 15 percent of large enterprises will use commercial threat intelligence (TI) services to inform their security strategies, which is an increase from today’s less than one percent. “Threat Intelligence has to be relevant and actionable. Hundreds or thousands of meaningless alerts or false positives help no one. Thus, we, at Digital Shadows, really believe in relevant intelligence that provides real context, which actually helps clients mitigate harmful effects,” said James Chappell, co-founder and chief innovation officer, Digital Shadows.

CYBSAFE EXPANDS DISTRIBUTION FOOTPRINT WITH SCOPE ME

egional value-added distributor SCOPE Middle East has signed a distribution agreement with cybersecurity firm

CybSafe. The deal is the latest move from the UK-based company to expand its channel partner community across the GCC and Middle East channel for its cloud-based cyber awareness platform. The partnership arms the Middle East channel with the ability to supply end-to-end cybersecurity protection and help businesses in the fight against data breaches. Oz Alashe, CEO and founder, CybSafe, said, “We are delighted to be partnering with an outstanding value-added distributor like SCOPE ME. The partnership will enable CybSafe to successfully launch our channel program and expand our reseller footprint across the whole of the Middle East. It is incredibly important for CybSafe to partner with

organisations who will match our exceptionally high standards when engaging with both the partner community and their clients, and with Scope we have found exactly these qualities.” Both CybSafe and SCOPE have resources to enable a quick go-tomarket strategy, including WebEx, demo, a well of collateral and customer engagement support.

Furthermore, there is a full schedule of joint marketing campaigns available to help stimulate interest and opportunities within the channel. “For resellers, CybSafe’s product comes at exactly the right time, considering the rising threat of cybercrime and the potential problems presented by data protection legislation. With the human element now front of mind for customers, partners have been crying out for a modern, high-margin cybersecurity solution that tackles this. We believe CybSafe is what they’ve been looking for. CybSafe provides strong differentiation and upselling opportunity, and offers the chance to unlock budgets beyond security,” said Fadi AbuEkab, CEO, SCOPE ME. SCOPE ME will be providing an overview of CybSafe and the opportunities it offers in a series of local events across the region that will be announced shortly.

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

HIGHLIGHTS

STARLINK SIGNS DEAL WITH ECCOUNCIL TO CREATE SKILLED CYBERSECURITY TALENTS

egional VAD StarLink has announced its partnership with cybersecurity credentialing body, EC-Council, to offer cybersecurity training and credentials across the META region. StarLink has signed up with EC-Council to deliver industry-recognised cybersecurity programs, including their flagship program, Certified Ethical Hacker (C|EH), and their C-level training, Certified Chief Information Security Officer (C|CISO), as well EC-Council Certified Security Analyst (ECSA), EC-Council Disaster Recovery Professional

ANUJ JAIN, STARLINK

(E|DRP), Computer Hacking Forensic Investigator (C|HFI), and Certified Blockchain Professional (CBP). The partnership of StarLink and EC-Council will contribute in the fight

against increasing cyberattacks by providing the required human talent. “We are targeting to reach top customers across all industries, including enterprise, BFSI, oil and gas, and government and ministries. Through this partnership with ECCouncil, we are positive that participants will have the opportunity to witness hands-on scenarios with real tools in an isolated training environment,” said Anuj Jain, director of services, StarLink. StarLink aims to expand and offer cybersecurity training programs to their partners and customers across the Middle East,

Turkey, and Africa (META) regions through ECCouncil. The training will initially be offered in UAE, Qatar, Kuwait, Oman, Saudi, Turkey, Egypt, and the Levant, and later will be expanded to Africa and other mature markets. “The need for skilled cybersecurity professionals is a critical requirement and we will work together to fill that gap in META through our partnership with StarLink. As a high-quality provider in the growing security domain, StarLink’s collaboration with ECCouncil will see them serve new markets quickly,” said Sean Lim, COO, ECCouncil.

DNS SECURITY FIRM BLUECAT APPOINTS SPIRE SOLUTIONS AS ME DISTRIBUTOR

pire Solutions has announced its partnership with BlueCat, to address customer challenges related to security, network control and compliance. As organisations in the region strive to protect vital assets with various security tools, implementing DNS security is an added advantage. According to the Cisco 2016 Annual Security Report, 91.3 percent of malware used the DNS protocol for command and control, data exfiltration or to deliver malicious payloads within a corporate network.

“While it’s not always easy to predict the future in cybersecurity, improvements in DNS security are forcing cyber-attackers to change their strategies in order to keep up. Therefore, we need to ensure that customers in the region have effective DNS security defenses in place, while simultaneously being poised to match the pace of cyber-attackers,” said Sapan Agarwal, deputy VP, Product Management, Spire Solutions. Bluecat delivers innovative approaches through DNS Edge, which

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

leverages the existing DNS infrastructure to give a user visibility, control and detection capabilities. These features allow detection, blocking, and

quick remediation of cyberattacks; which take place at the DNS layer. “Enterprises today fall prey to DNS threats due to their increasing sophistication and frequency. These attacks have had a drastic shift in geographical focus from just Western countries, to now including the Middle East. Protecting DNS is critically important to a strong security posture as the vast majority of malware uses DNS to operate,” said Steffen Marckardt, senior director, EMEA Channel and Alliances Sales.

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HIGHLIGHTS

NUTANIX DELIVERS MORE OPPORTUNITIES TO CHANNEL PARTNERS

RODNEY FOREMAN, NUTANIX

utanix has announced that it is enhancing its channel charter, Power to the Partner, to extend opportunities to value-added distributors (VAD) and global systems integrators (GSI) along with additional opportunities for resellers. The company highlighted that its new channel charter in August 2018 focuses on providing partners with a unique and beneficial programme framework distinct from traditional programs. Unlike most companies, Nutanix said it rewards partners based on their investments in Nutanix, rather than their revenue targets. The firm is now enhancing program bene-

fits for its existing resellers as well as extending these benefits to VADs and GSIs. As part of the new components of the program, Nutanix has laid out features designed specifically for VADs to provide access to incentives to help them easily capitalise on the multicloud, multi-platform and multi-workload opportunities in the market. Distributors can now leverage multiple resources throughout the sales lifecycle and can easily grow and improve their businesses alongside Nutanix. Benefits for VADs under the new program include a self-service channel for simplified quoting and ordering with a new value-added Distributor Price Book; Elec-

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tronic Data Interchange (EDI) Integration to give distributors a faster time to revenue with Quote-toCash Automation; and new incentives to reward VADs for focus, enablement and partner management at the Pioneer level within Nutanix’s largest selling geographies. Power to the Partner is also adding a new Influence Incentive Program, which rewards partners who significantly contribute to a customer purchase. Partners with strategic relationships and influence with customers who may not be transacting on the sale of a deal – can now receive an Influencer Incentive if they are Scalers, Masters or authorised GSI partners.

Additionally, since the original launch of Power to the Partner, Nutanix has further clarified distinctions between the reseller partner tiers in the charter. Partners will now have discounting and pricing on approved opportunities which are enhanced as they move up the tiers of the charter. With new distinctions between tiering, partners will see further benefits from investing time and resources into selling Nutanix solutions. Starting in February 2019, “We launched Power to the Partner in order to ensure that all our partners have equal access to opportunities to evolve and grow their businesses,” said Rodney Foreman, VP, Global Channel Sales, Nutanix.

HIGHLIGHTS

SCOPE MIDDLE EAST, GARLAND TECHNOLOGY SIGN DISTRIBUTION DEAL

arland Technology, a manufacturer of network test access points (TAPs) and packet broker solutions has announced a new regional distribution agreement with SCOPE Middle East, the networking and cyber security solutions Value-Added Distributor in the Middle East and Africa. Under the agreement, the value-added distributor will deliver Garland Technology’s first bypass test access point (TAP) to organisations in the Middle East and Africa. In addition, SCOPE ME will also provide enablement training and workshops on Garland’s technologies and act as a first contact and

deliver tier-1 support to its channel community and customer base. “Partnering with SCOPE Middle East reflects Garland Technology’s international growth strategy in the Middle East,” said Sharjeel Alvi, Regional Director EMEA, Garland Technology.

FADI ABUEKAB, SCOPE MIDDLE EAST

“SCOPE ME brings vast security and monitoring experience with a strong understanding of network TAPs and the importance of network visibility.” Garland Technology network TAPs are a purpose-built hardware device that provides physical access and visibility into your network – allowing users to see every bit, byte and packet. Fadi AbuEkab, chief executive officer, SCOPE Middle East, added, “We are pleased Garland Technology has trusted SCOPE ME to distribute their solution in MEA countries. With this manufacturer we cover the need of many security projects

PARTNERING WITH SCOPE MIDDLE EAST REFLECTS GARLAND TECHNOLOGY’S INTERNATIONAL GROWTH STRATEGY IN THE MIDDLE EAST. within complex corporate networks to divide traffic for analysis with security tools. Garland’s TAPs allow gathering of traffic in real time that is shared with the security and monitoring tools. Additionally, Garland TAPs fit well in our current portfolio.”

TEAMVIEWER PARTNERS WITH VAD TECHNOLOGIES IN THE MIDDLE EAST

eamViewer and VAD Technologies have signed a distribution partnership to strengthen TeamViewer’s channel footprint in the Middle East. With more than 1.8 billion TeamViewer IDs activated worldwide and at least 40 million concurrent connections at any time, TeamViewer’s all-in-one software offers reliable and secure remote desktop access, support, and online meetings. “We are always looking for disruptive technologies and are very proud to partner with such an innovative leader as TeamViewer in the Middle East Region,” said Mario M. Veljovic, general manager, VAD Technologies. “Augmented Reality (AR) and Internet of Things (IoT) are ranking high on our partners’ agenda and TeamViewer’s latest innovative solutions will add significant value to our partners’ product and solutions offering.”

TeamViewer’s global network of partners comprises IT systems management and security providers, value-added resellers, and referral partners, committed to providing the best solution for remote access and support to any device in the world. The goal of this new strategic distribution alliance is to build a strong partner eco-system for TeamViewer and its new disruptive solutions such as TeamViewer Pilot,

KONSTANTIN EBERT, TEAMVIEWER

TeamViewer IoT and TeamViewer Tensor in the gulf region. VAD Technologies will provide its specialised reseller network with the full range of TeamViewer remote connectivity solutions. “The gulf region is an important market for TeamViewer, and VAD Technologies certainly has the expertise and experience it takes to distribute technology solutions like ours,” said Konstantin Ebert, senior vice president sales, TeamViewer. “We are already serving many relevant customers with our portfolio and are happy to partner with VAD Technologies to further strengthen our presence in the market. This will also help us build our channel ecosystem in the Middle East and make our solutions available to resellers in the region to help them drive new business opportunities with TeamViewer solutions, services and support to their customers.”

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

HIGHLIGHTS

NOON LAUNCHES PRIVATE LABEL “EAST BY NOON”

oon, the region’s homegrown digital marketplace, is growing its product portfolio by launching its own private label, east, in a bid to offer customers more choice. east by noon currently has close to 90 live products on the e-commerce platform with competitive pricing. The products range from USB cables, battery packs and chargers to 100 percent cotton towel sets from AED 50, bathrobes at AED 87, granite cooking sets at AED 299 and casual cotton clothing for men from AED 45. The east by noon range features simple, classic designs that are durable and practical to consumers in the region. To develop the private label range of products, noon collaborated with several high-quality, trusted manufacturers and suppliers to ensure the east by noon range is made of the finest materials and the best technology. The label will continue to expand its product offering to include other popular and in-demand items for shoppers, all at high quality and incredibly low prices. east is currently available in the United Arab Emirates and will launch soon in the Kingdom of Saudi Arabia. As a customer-focused and Arabic-first e-commerce platform, noon brings a growing product assortment thanks to connections with the local retail community. noon presents a compelling alternative retail choice through its website or dedicated iOS and Android apps.

HID GLOBAL LAUNCHES CLOUD PLATFORM FOR THE CONNECTED WORKPLACE

ID Global has announced the availability of its HID Origo cloud platform that opens a brand-new world of opportunities for partners to create more seamless and intuitive workplace experiences that are built on HID’s proven access control infrastructure. The platform combines HID’s technologies for mobile IDs (and location services in the future) with its expansive access control architecture to bring together physical security and a wide range of building applications, services and IoT use cases via a unified cloud experience. “HID Origo lays the foundation for a broad ecosystem of cloud-based access control technologies, products, services and business models that will accelerate workplace innovation; it dramatically increases our partners’ capabilities to create more connected and seamless building experiences for end users,” said Hilding Arrehed, vice president of Cloud Services, Physical Access Control, HID Global. “The platform will remove integration barriers between access control systems and smart building applications, and we will continue to expand its value with capabilities that further improve how people securely move through a facility and interact with its services.” The new platform provides an

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HILDING ARREHED, HID GLOBAL

app-based innovation model that delivers a comprehensive suite of integration, enablement, developer tools and services geared towards simplifying how partners and a growing community of new developers and resellers bring access control solutions to market. Rather than requiring that entire solutions be developed and enabled one customer or site at a time, HID Origo will make it possible to develop new applications and integrated solutions for HID’s complete installed base of millions of access control devices and system all at once, said the firm. The HID Origo platform embeds cloud connections and IoT functionality as app extensions into mobile devices, HID readers and controllers, and gives developers direct access to this hardware via HID Origo application programming interfaces (APIs) and software developer kits (SDK) already proven through HID’s mobile access solution. The subscription billing model offered through HID Origo makes it easier for the company to order and manage mobile IDs while improving forecasting, budgeting and reporting. It also streamlines transferring mobile ID subscription licenses across employees and registering multiple mobile IDs across multiple devices without any additional cost.

HIGHLIGHTS

VEEAM RAISES $500 MILLION FROM INSIGHT VENTURE PARTNERS

ackup solutions player Veeam Software has announced that Insight Venture Partners has invested $500 million with strong participation from strategic investor Canada Pension Plan Investment Board (CPPIB) to accelerate the next phase of Veeam’s growth as the top provider of Data Management solutions for the public and private cloud. The firm will leverage Insight Venture Partners’ internal business strategy arm, Insight Onsite, and capital to accelerate its expansion through both organic growth and M&A activities. Ratmir Timashev, co-founder and EVP, Sales and Marketing, at Veeam,

said, “Today, Veeam is leading the data management space, with more than 325,000 customers, 60,000 partners, 82 percent of the Fortune 500 relying on our solutions, and with industry analysts heralding us as leaders across all sectors; with Insight and CPPIB’s, investment I know we will take this to the next level.” “Over the past decade, Veeam has established itself as the premier vendor for on-premises backup and recovery software, and is now No.1 in the market for providing data management for public and private cloud environments,” said Michael Triplett, MD, Insight Venture Partners,

RATMIR TIMASHEV, VEEAM

and member of the Board of Directors at Veeam. Pursuant to the terms of this investment Insight Venture Partners’ managing director, Michael Triplett, will join Veeam’s Board of Directors.

MICROSOFT’S GLOBAL ANNUAL TECH CONFERENCE COMES TO DUBAI

icrosoft has announced that its global annual technology Conference “Microsoft Ignite” is enroute to the Middle East and will be held in Dubai on 27th and 28th March this year. The two-day event will cover more than 100 workshops and over 350 experts sharing their insights and global technology innovations to regional audiences. Ignite aims to bring together developers and technology professionals from across the region to learn, explore and connect with the community and gain practical insights into the future of cloud, data, IoT and artificial intelligence technologies. Necip Ozyucel, cloud and enterprise group lead, Microsoft Gulf, said, “Microsoft Ignite supports regional innovators in their digital transformation journey and help them explore opportunities around better customer engagement. We look forward to hosting the region’s talent at this event to hear from experts and explore the latest developer tools and

NECIP OZYUCEL, MICROSOFT

technologies to evolve their skills, deepen their expertise and prepare to face new challenges.” IT professionals and developers, at the tech conference will get a chance to attend workshops, grow and learn new skillsets, explore new technology trends and have one-on-one interactive sessions with Microsoft engineers and scientists. Participants will also enjoy 10 custom learning paths by attending workshops and modules suitable as per their area of interests. Key learning paths include Azure fun-

damentals, Building and maintaining Azure hybrid environment, developing Microsoft 365 applications and integrations, Building and migrating applications to the cloud, as well securing their digital estates. Attendees will also gain the opportunity to schedule meetups with Microsoft engineers, regional developers, entrepreneurs and tech professionals that are keen to engage, learn, collaborate and achieve more in their respective areas of interest. Whether a new developer or seasoned technology professional, register here to attend Microsoft Ignite and immerse yourself in a vibrant community of networking events, product theatres, attendee hangouts, user groups, meetups, and more. Earlier this year, Microsoft announced that it will deliver the secure, flexible and intelligent cloud for its regional customers through two dedicated cloud data centres in 2019, one located in Dubai and one in Abu Dhabi; catering specifically to enterprises in the Middle East.

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

HIGHLIGHTS

UAE CONSUMERS DEMAND “SUPERSERVICE” FROM ORGANISATIONS: STUDY

our-in-five UAE consumers expect an immediate response from the organisations and vendors they contact—part of a growing demand for ‘SuperServe’ customer engagement, according to the latest global research by Avaya. The study, which was conducted with Davies Hickman Partners, the two companies polled 8,000 consumers across Australia, France, Germany, Italy, Saudi Arabia, Singapore, South Africa, the UAE and the UK, on their views on interacting with large organisations. The findings reveal a demand among consumers for ‘SuperServe’ organisations - those that go above and beyond typical levels of service to anticipate and act upon customer requests. According to the report, 82 percent of UAE consumers believe that large organisations should make customer contact easier, compared to a global average of 79 percent. The report also found that UAE consumers are more demanding of SuperServe organisations, with 86 percent wanting an immediate response from the organisations they contact. That figure is compared to the global average of 79 percent. What’s more, UAE consumers are prepared to support organisations that make interacting with them easier. 81 percent of those surveyed said that convenience is more important than price, compared to 63 percent of consumers

FADI HANI, AVAYA

globally, who said the same thing. “SuperService is becoming a key demand among UAE consumers. We have conducted this research biennially since 2010, and this year’s results shows that customers will remain loyal to organisations that provide outstanding customer service, across every channel, and make communication easy,” said Fadi Hani, vice president, Middle East, Africa and Turkey, Avaya. “Based on this research, the path to becoming a SuperServe organisation involves taking on four key considerations. The first, and most obvious, is that SuperServe organisations will provide easy and immediate responses to customer queries across any channel. Secondly, they’ll re-think the self-service model by implementing new technologies that empower customers, rather than offload work onto them. They will also augment new channels with AI and

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predictive analytics. Finally, SuperServe organisations will extend the stellar customer experience to the entire enterprise, meaning employees are just as empowered as the customers they’re serving.” Certainly, the UAE consumers polled for the report expressed a desire for large organisations to adopt emerging, advanced technologies that will improve the customer experience. Over 60 percent said they’d like to use a smart speaker such as an Amazon Echo to access customer service, while 78 percent would like to use voice biometrics to bypass identification and verification questions. Those figures compare to global averages of 50 percent and 71 percent respectively. The research also found that consumers in the UAE would be happy to deal with organisations that use AI and predictive analytics to improve the customer experience. Over four in five say they like it when

organisations notice if they’re having difficulty with a process, and 59 percent want AI to notify them if there’s a problem with a product or service. Additionally, UAE consumers expressed trust in the algorithm; 63 percent want AI to make better recommendations about new products and services. Despite this desire to interact with organisations in exciting and advanced ways, however, the report noted that voice remains a crucial part of the customer experience. Almost two-thirds of UAE consumers prefer using the phone to explain customer service problems, and 73 percent say they get the best answer to queries by using the phone. SuperServe companies in the UAE do, however, need to be careful around the use of personal data, if the report is anything to go by. The results show that consumers do buy more from organisations that make it easier to do business with them, but 84 percent worry about security when giving out credit card details over the phone. What’s more, 78 percent believe that large organisations are not handling their data securely. “Too often, protecting personal data inevitably means poor customer experience as extra layers of interaction, data or passwords are required. SuperServe organisations will utilise technology to help enhance security whilst improving customer ease going forward,” added Hani.

The latest of who has moved where in the IT channel business.

APPOINTMENTS

SPIRE SOLUTIONS NAMES NEW SALES MANAGER FOR GULF

pire Solutions has appointed Sammy Elyan as its new regional sales manager for the Gulf region (GCC excluding Saudi Arabia). “We are very pleased to welcome Sammy to our team. Sammy is recognised as an industry veteran, and his expertise in information security and business development will be vital to our Middle East operations,” said Avinash Advani, CEO, Spire Solutions. “Appointing a sales leader like Sammy will support our growth ambitions and sustain our Preferred Security Partner position in the Gulf region.”

Elyan has over 20 years industry experience under his wing and has a track record of business growth acceleration as well as extensive practical knowledge of Business Development, IT Service Management and Strategic Planning. He holds a master’s degree in computer networking, electrical and computer engineering from Wichita State University, US. “Spire Solutions has an enviable reputation in this region and an excellent track record of delivering cutting edge cybersecurity solutions and services. The company’s vision, drive and commitment to this important market are inspirational and key to its continuous success.

I am delighted to have the opportunity to be part of the Spire family,” said Elyan.

SAMMY ELYAN, SPIRE SOLUTIONS

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

OPINION

UNLOCKING THE POWER OF DATA MOHAMMED AMIN, SENIOR VICE PRESIDENT, MIDDLE EAST, TURKEY AND AFRICA AT DELL EMC, BELIEVES 2019 WILL BE AN INSTRUMENTAL YEAR AS BUSINESSES INCREASINGLY UNDERSTAND THE VALUE OF DATA. www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

So, what’s in store for 2019? Read on to see our top predictions for 2019 as we enter the data-driven digital ecosystem.

t’s that time of the year where we look ahead and think about the possibilities for 2019. And we’re closing in on the next decade of innovation that takes us into 2030, where we at Dell Technologies predict we’ll realize the next era of Human-Machine Partnerships – where we will be immersed in smart living, intelligent work, and a frictionless economy. While bold predictions were made last year – some coming to fruition a bit faster than others – there’s still much to do in advancing artificial intelligence and machine learning technologies, and autonomous systems are continuing to take shape as organisations build the digital backbone to support them.

WE’LL BE MORE IMMERSED THAN EVER IN WORK AND LIFE Virtual assistants continue to be pervasive in consumer technology – smart home technologies, “things” and connected cars – learning your preferences and proactively serving up content and information based on previous interactions. We’ll see this machine intelligence merge with augmented and virtual reality in the home to create truly immersive experiences – like a virtual sous chef that can help you whip up an easy meal for the family. And you’ll be more connected to your personal health with even more intelligent wellness tracking devices that can capture more information about the body, like heart rate variability (HRV), sleep patterns and more that you can easily share with health care providers for better care. Immersive intelligence will also follow us to work. Our PCs and devices we use every day will continue to learn from our habits and proactively boot up with the right apps and services at the right time. Advances in natural language processing and voice technologies will create a more productive dialogue with machines, while automation and robotics will create faster, more fluid collaboration with technology to get more done. And, with augmented and virtual reality applications creating on- and off-site immersive experiences – people will have access to the data they need to do work whenever, wherever they are. DATA GOLD MINE WILL SPARK NEXT “GOLD RUSH” IN TECH INVESTMENTS Organisations have been stockpiling big data for years. In fact, it’s predicted that by 2020, the data volume will reach 44 trillion gigabytes, or 44 zettabytes. That’s a lot of data. Soon they’ll finally put it to work as digital transformation takes shape.

As they derive more value from that data – with insights driving new innovations and more efficient business processes – more investments will be born out of the technology sector. New startups will emerge to tackle the bigger challenges that make AI a reality: data management and federated analytics where insights can be driven from virtually everywhere, and data compliance solutions for a safer, smarter way to deliver amazing outcomes. 5G WILL HAVE US LIVING ON THE EDGE The first 5G devices are slated to hit the market sometime next year with the much-anticipated nextgeneration network that promises to completely change the data game in terms of speed and accessibility. Low-latency, high-bandwidth networks mean more connected things, cars and systems – and a boat load of AI, Machine Learning and Compute happening at the edge, because that’s where all the data will be generated. It won’t be long before we begin to see micro-hubs lining our streets – mini datacenters if you will – that will also give rise to new “smart” opportunities for real-time insights happening on the corner of your street. Cities and towns will become more connected than ever, paving the way for smart cities and digital infrastructure that we predict will be thriving in 2030. And it’ll be a game changer for industries like healthcare or manufacturing, where data and information being generated out in the field can be quickly processed and analysed in real time – versus having to travel back and forth to a cloud – and then readily shared with those who need it. DATA FORECAST WILL CALL FOR MORE CLOUDS Last year we predicted the arrival of the Mega Cloud – a variety of clouds that make up a powerhouse operating model as IT strategies require both public and private

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

OPINION

MULTI-CLOUD ENVIRONMENTS WILL DRIVE AUTOMATION, AI AND ML PROCESSING INTO HIGH GEAR BECAUSE THEY GIVE ORGANISATIONS THE ABILITY TO MANAGE, MOVE AND PROCESS DATA WHERE AND WHEN THEY NEED TO.

clouds. So far that’s holding true. The public vs. private cloud debate will continue to wane as organisations realize that they need to effectively manage all the different types of data they’ll be processing. A recent IDC survey pointed to more than 80% of respondents repatriating data back to on-premise private clouds – and we can expect that trend to continue, even with projections for public cloud growth. Multi-cloud environments will drive automation, AI and ML processing into high gear because they give organisations the ability to manage, move and process data where and when they need to. In fact, we’ll see more clouds pop up as data becomes increasingly distributed – at the edge in autonomous car environments or in

MOHAMMED AMIN, DELL EMC

smart factories, in cloud-native apps, in protected on-prem centres to meet a host of new compliance and privacy standards and of course, the public cloud for a variety of apps and services that we use every day. MOVE OVER MILLENNIALS, GEN Z WILL CLOCK INTO THE WORKPLACE Millennials are going to have to make room for the next generation with Gen Z (born after 1995) badging into the workplace over the next year – creating an increasingly diverse workforce spanning five generations. This will create a rich range of experiences in life and technology. 98% of Gen Z will have used technology as part of their formal education, many already understand the basics of software coding and expect the only the best technology to be a part of their work experience. Gen Z will spark a new evolution in technology innovation for the workplace and create more opportunities for technology literacy and on-site learning for new skills with older generations of workers. AR and VR will become increasingly commonplace and close the skills gap across an aging workforce – while giving Gen Z the speed and productivity they demand.

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

NO MORE WEAK LINKS OR WASTE: SUPPLY CHAINS WILL GET STRONGER, SMARTER AND GREENER Believing in the many advantages to running a sustainable business, organisations will follow our lead and begin to accelerate ways to design waste out of their business models through new innovation in recycling and closed loop practices. To help, we at Dell are sharing our blueprint for turning ocean bound plastics into recycled packaging and turning soot from diesel generator exhaust fumes into ink for printing on boxes. We’ll see advances in supply chain traceability, by scrutinising and harnessing emerging technologies to identify precise opportunities to course correct. Blockchain will likely play a role as well, to ensure trust and safety in sourcing, while also securing information and data about goods and services along the way. There’s never been a better time for technology – with innovation in 5G, AI and Machine Learning, cloud and blockchain throttling full steam ahead. I’m willing to bet that we’ll make great use of those 44 zettabytes of data in 2020. Riding full speed into the Data Era in 2019, we’ll unlock the power of data in ways never imagined before, transforming everyday business and everyday life.

OPINION

GROW YOUR BUSINESS ZACKY VAZ, REGIONAL CHANNEL MANAGER, FORTINET, ELABORATES ON HOW CHANNEL PARTNERS CAN GROW THEIR BUSINESS BY OFFERING SERVICES THAT REDUCE THE COMPLEXITY THAT SMB CUSTOMERS FACE.

ZACKY VAZ, FORTINET

t many organisations, discussions around deploying and managing new IT and cybersecurity solutions are often met with confusion. Many companies, especially in the SMB space, do not have dedicated IT and cybersecurity teams. This means technical resources are strained when it comes to selecting, deploying, implementing, and securing infrastructure. To effectively compete in today’s digital marketplace, organisations of all sizes are turning to technology to automate manual tasks, extend reach, analyse data, and perform other business enablement tasks. While

these solutions, including cloud platforms and SaaS applications, provide organisations with the resources and efficiencies they need to expand their business beyond what they normally could sustain with their current resources, they also drastically increase complexity—not only network complexity, such as the challenges of maintaining visibility and compliance while managing disparate solutions, but also operational complexity for IT teams needing to manage an increasingly distributed and continuously evolving set of networked environments. As organisations seek ways to reduce this operational complexity, partners who can assist in selecting and integrating tools and streamlining security processes can play a critical role in their ability

TECHNICAL RESOURCES ARE STRAINED WHEN IT COMES TO SELECTING, DEPLOYING, IMPLEMENTING, AND SECURING INFRASTRUCTURE. www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

OPINION

to succeed in todayâ&#x20AC;&#x2122;s markets. This is place where Fortinet partners can provide value in simplifying and securing the networks of their customers, while growing their own business. REDUCING SECURITY COMPLEXITY FOR SMB CUSTOMERS There are several ways that partners can reduce the strain and complexity that SMB customers are struggling with through a combination of essential service offerings. Offer technical and threat assessments: For organisations that do not have devoted IT and security teams, the process of evaluating www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

the components of their distributed network, determining where security risks exist, prioritising those risks, and then selecting and deploying the appropriate tools to mitigate those risks is daunting. Without a proper understanding of where their network is weakest, it is likely that these SMB organisations will end up deploying a patchwork of isolated point solutions. While deploying security tools across each potential entryway has the right intention, the lack of integration can actually reduce visibility and leave gaps in security. Partners can assist by offering cyber threat assessments that eliminate this daunting responsibility from SMB teams. Cyber threat

LEVERAGING THREAT ASSESSMENTS, EXPERTISE, STREAMLINED ONBOARDING AND CENTRALISATION, PARTNERS CAN REDUCE THE COMPLEXITY OF THIS PROCESS FOR THEIR SMB CUSTOMERS, ENHANCING THE SECURITY OF THEIR CUSTOMERS WHILE GROWING THEIR OWN BUSINESS.

PARTNERS CAN ASSIST BY OFFERING CYBER THREAT ASSESSMENTS THAT ELIMINATE THIS DAUNTING RESPONSIBILITY FROM SMB TEAMS. assessments monitor network activity to determine where vulnerabilities exist, as well as which applications are running within the network and what resources they utilize. It also notes bandwidth, session, and performance requirements at peak hours. With this information in hand, partners are able to provide their customers with a tailored plan for selecting essential security tools and processes that wonâ&#x20AC;&#x2122;t disrupt performance and then deploying them precisely where the network and data are most vulnerable and valuable.

Simplify onboarding: Even once a threat assessment has been conducted, and your customers know which solutions are needed and where they need to be placed, there is still the act of deploying them. Partners can assist their customers with this by developing clear deployment and onboarding plans that educate the necessary stakeholders on how the tools work, what issues need to be considered during deployment, and then ensure minimal disruption to daily network operations. Streamlined onboarding ensures the success of the program by maximising its efficiency and effectiveness, and in turn, offers partners the opportunity to expand business opportunities down the road. Enable centralised management: Even large organisations that have devoted IT and security teams still have difficulty monitoring the network to keep track of which devices are connected, who has access to data, where that data is stored, and what resources applications and workflows need to accessâ&#x20AC;&#x201D;in addition to responding to security events. For SMBs, managing all of this with limited IT resources is nearly impossible. This is why it is especially important that partners equip SMB teams with security tools that provide and plug into a centralised management solution that offer single-pane-of-glass visibility. This enables streamlined visibility that reduces complexity, allows teams to monitor data movement and identify anomalous activity, simplifies

solution optimisation, and centralises the management of firewalls and other security tools from a single location. Fortinet partners can leverage FortiManager to enable enhanced visibility and control. Leverage security expertise: Many SMB clients do not have the resources necessary to track security trends, understand solution reports, update control rules, etc. Partners can reduce complexity and enhance security for their customers in this realm by combining their security expertise with critical reporting. Reports from partners provide essential assistance with informing security strategy. For example, FortiAnalyzer offers an in-depth analysis of the NOC and SOC to determine the scope of risk in the attack surface and then identify where immediate response is required. Additionally, partners can offer technical advice and capabilities by leveraging NSE certifications, making them an invaluable training resource for clients. Network security is becoming increasingly complex, especially as networks expand to include new cloud resources, and many organisations simply do not have the resources necessary to effectively deploy and manage the tools they need to protect their modern, distributed networks. Leveraging threat assessments, expertise, streamlined onboarding, and centralisation, partners can reduce the complexity of this process for their SMB customers, enhancing the security of their customers while growing their own business.

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

SPONSORED 22

INNODISK

OPTIMISED IOT STORAGE FOR SURVEILLANCE APPLICATIONS How Innodisk differentiates from other industrial flash storage providers.

WITH DEVICES IN THE MIDDLE OF THE DESERT; AN INDUSTRIAL-GRADE FLASH DEVICE IS BUILT TO LAST AND CAN BE CONFIGURED TO THE LOCAL REQUIREMENTS, WHILE A CONSUMERGRADE DEVICE WILL SUCCUMB TO THE HEAT RATHER QUICKLY AND THEREFORE CAUSE GREAT LOSS.

CAN YOU INTRODUCE INNODISK AND AMPLICON ME? Innodisk has been focused on industrial flash storage, DRAM modules, and embedded peripherals since 2005. With its iCAP solution (Cloud Administration Platform) and its stringent quality control of every product shipped out, Innodisk has more than 2000 loyal customers across the embedded, aerospace, surveillance, in-vehicle and cloud storage market across the industrial computer industry. Amplicon Middle East is the Dubai arm of Amplicon UK, its product portfolio comprises Industrial Computing, Industrial Networking & M2M Communication for IoT, and Storage for rugged environments. Amplicon Middle East is one of the valuable channel partners of Innodisk across ato provide integrated solution across a wide range of vertical markets.

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

WHY DOES GOOD STORAGE MATTER FOR IOT INDUSTRY? Good industrial storage is built to last. We found that most of the customers could not tell the differences between industrial-grade storage and that of consumer and enterprise devices. It has been our goal to educate the market in the intricacies of storage lifespan and TCO. With devices in the middle of the desert; an industrial-grade flash device is built to last and can be configured to the local requirements, while a consumer-grade device will succumb to the heat rather quickly and therefore cause great loss. When evaluating storage, we should consider not only the price but also lifespan, maintenance, engineering cost, and company reputation. High-end IoT requires expert-grade devices, and with an industrial-grade storage solution, why try to save money in the short run by purchasing a consumer-grade device that will fail and ultimately jeopardize your company reputation? Innodisk has been rooted in industrial storage and memory for well over

a decade and can provide you with a reliable and rugged solution optimised for your application. WHAT MAKES INNODISK DIFFERENT FROM OTHER STORAGE SUPPLIERS? Innodisk has a long track record in the industrial sector; through years of expertise, we have acquired the right-on-target insight for the market in order to provide our partners with the best solutions. Furthermore, Innodisk’s expansive portfolio of hardware, software and firmware technology makes up the cornerstones of our foundation. The crux lies in the technology and optimisation that is built on years of expertise. This allows our solution to fit with the stringent requirements of Industrial IoT and surveillance, and is what separates an Innodisk solution from a more common consumer-grade product. WHAT DOES INNODISK OFFER FOR THE SURVEILLANCE MARKET? For surveillance applications, recorded footage can easily be damaged by both internal and external factors and losing

a single frame can have devastating consequences. Therefore, reliability, data security and image integrity are the main pillars of this market. The Innodisk 3MV2-P InnoREC™ Series not only comes with a wide range of form factors, including 2.5” SSD, mSATA, CFast, M.2, SATASlim, with its RECLine™ firmware optimisation, but also offers high performance to ensure seamless and high image data recording. The 3MV2-P InnoREC™ series can support up to 2TB capacity with sequential R/W 520/450 (steady performance refer to TPS) and can operate in wide temperatures (-45oC~85oC) which ensure lasting performance. Furthermore, Innodisk Very Low Profile (VLP) DIMM modules are designed specifically for switches with very limited space. With a mere 0.738 inches of PCB height, our DRAM modules improve airflow inside the switches and reduce thermal impact. In addition, Innodisk’s VLP solution comes with a wide range form factors, including VLP LONG DIMM, VLP SODIMM, Mini DIMM and Mini RDIMM. If this was not enough, customised modules are also available if needed.

HOW CAN ICAP (INNODISK CLOUD ADMINISTRATION PLATFORM) BENEFIT THE CUSTOMER? Entering the IoT era, exponential data increases is inevitable and needs to be addressed through smart management and timely maintenance. Innodisk’s iCAP™ is the perfect solution to the rapidly growing number of edge devices. iCAP provides you with a platform that links to all your connected devices, no matter where they are located. Being browser-based, it lets the operator evaluate the current status of every device and components, and it can also predict the remaining lifespan for each connected SSD. In doing so, it drastically simplifies maintenance planning while also lowering TCO. Furthermore, the best part of iCAP is its highly customisable nature. Innodisk can customise the interface based on your requirements. Taking smart city as an example, the street lights of a smart city promise efficient energy usage and enhanced public security. iCAP can add every single street lamp and component as a separate unit and put it on a map overlay, allowing for easier and more intuitive management.

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

COVER STORY

Changing the game Bruno Mancuso, senior channel leader, MEA and Sithi Sahleena, volume program leader, META, Lenovo Data Center Group, emphasise the importance of inculcating a people-first culture, both internally as well as with channel partners.

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

aving a ‘people-first’ strategy is one of the most important aspects for an organisation to get ahead. Succeeding in the digital era is not only about the technology implemented, smart processes in place or even the profits. At the end of the day, people do business with people they know and trust. Lenovo Data Centre Group (DCG) upholds this philosophy at an intrinsic level. Bruno Mancuso, senior channel leader, Middle East and Africa, Lenovo DCG, believes that individuals are the differentiating factors for any organisation. “All the members in our channel team hail from a partner background. Usually in the market we see people moving from one vendor to another. However, at Lenovo, all of us have come from either a distribution or a partner organisation. This is a significant advantage, as our channel managers truly understand all

the challenges that partners go through daily,” Mancuso says. In addition, Lenovo DCG has a clear vision of having a locally driven partner programme, instead of simply replicating its strategies for global markets without taking into account regional challenges and market circumstances. He adds, “Internally, we are developing this approach at all levels. This is also the reason

WHY PARTNER WITH LENOVO DCG? • • •

100 percent channel-led Creates opportunities and does not compete with its partners Empowers partners to grow beyond competition www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

why we pride ourselves in having great relationships with our partners. We have continued to enhance our channel programme to make it easier for our partners to do business with us around the world and be rewarded with a series of unique partner privileges.” Lenovo’s global framework provides partners with a “simple and consistent programme to fuel growth while supporting the specialist needs of data centre markets.” Sithi Sahleena, volume program leader, Middle East, Turkey and Africa, Lenovo DCG says, “The people-first strategy is definitely one of our key strengths. This has resulted in partners staying loyal to the Lenovo brand and vice versa, whether it is the PC Group, mobile division or DCG.” “As a company, we ensure that when we start a deal with one organisation, we see it through with the same partner. This further boosts the confidence they have in the brand. We are also known to drive the highest profitability for both distribution as well as our valueadded reseller organisations.” If partners have to constantly compete with each other even after bringing a deal on the table, their margin levels become nominal. Low margins are one of the biggest challenges that partners grapple with today. She adds, “We make sure partners have high margins on our offerings. They trust the partnership that we have developed, and partners know that we will protect their best interests.” Sahleena believes because the firm’s channel workforce grew their careers at partner organisations, they are able to value and appreciate resellers’ efforts greatly. Lenovo has different partnership levels for its channel partners. Evaluating its entire channel universe as a whole, it terms firms who register with the company as ‘authorised partners’ and further differentiates them as gold, silver or platinum. “Here the differentiation is not only on the revenue basis. We also have a skill set attached to the revenue slab and that becomes one of the main

UAE DISTRIBUTORS GBM DISTRIBUTION AND INGRAM MICRO

criteria when we classify partners into different levels,” she explains. For example, in order to be a platinum partner, along with meeting the required revenue objective, a reseller needs to have five certifications in both sales and technical but all five cannot be with a single person, it has to be at least between three people. Sahleena says, “We do not differentiate partners on the overall Lenovo revenue but on each group. So, if a partner is at the platinum level with the DCG group, it is not necessary that he is at the same level in the PC group. This is because somebody who is reselling your products for the PC group will be very different from what is required for the DCG business.” “We are completely dedicated to the server business. One of the first mandates was to merge operations back when Lenovo acquired IBM’s server business,” says Mancuso.

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

WHAT LENOVO LOOKS FOR IN A PARTNER?

“We expect our partner community to evolve into a company focused on selling solutions, on their own transformation and adapting their business accordingly. Lenovo can help. We leverage a deep heritage of innovation to deliver: reliable, flexible, and secure data centre, record-setting systems performance and purpose-driven innovation for greatest business value and a strong relationship with alliance partners.” “However, we soon realised that we need a specific skill, approach to market and a separate channel for the server business. Last year, we internally transformed ourselves to have everyone in the DCG business to only sell servers and related

HIGHLIGHTS OF LENOVO PARTNER ENGAGE PROGRAM

Lenovo DCG partners programmes are aimed to: • rationalise the partner landscape • focus on strategic growth • enhance autonomous business models

solutions. While we work together with our colleagues in the PC Group, we have a completely different responsibility at DCG.” In 2019, Lenovo DCG is looking at transforming its channel partners to become solutions-oriented. “We have transformed internally to showcase our commitment to the

market. And now we are looking to evolve our channel ecosystem. We are making it easier for new partners to come on board. We are seeking partners who invest on solutions, skills and customer relationships as well as experiences. Solutions are key to our business and we are empowering partners to drive their

Lenovo Partner Engage Program CORE TENETS SIMPLE

CONSISTENT

LENOVO GOALS

PREDICTABLE

PROGRAM FOCUS

PARTNER GOALS

PROFITABLE

Business partners have different partnership levels (Platinum, Gold and Silver) depending on the business scale and sales / technical certifications. Rewards and rebates are based on: • revenue growth • strategic solutions and products • channel development and investments • autonomous business • MDF • specific tactical incentives on a quarterly base

growth towards this path.” During the course of this year, we will see the data centre company revamping its channel landscape and consolidating its distributors and major tier-one partners. Mancuso says, “All our partners are aware that we have a solutions-focused business. Going forward, we will play a significant role in helping channel partners to increase margins and sell solutions with embedded services.” The company aims to repeat its success over the last six quarters and continue growing in double digits. He adds, “Lenovo’s commitment to create opportunities and not compete with its partners has been the foundation of our joint success and a powerful force to help our customers exceed their business goals.”

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

FEATURE

Safeguarding against cyber threats Booz Allen Hamilton outlines top tips for online retailers and customers in the UAE to protect themselves against cyber threats.

s the shopping season begins, cyber savvy retailers in the Gulf stand to reap the benefits of substantial growth in the e-commerce sector. However, while e-commerce enjoys rapid growth, global attack trends indicate that the retail support sector continues to be a popular target for cybercriminals. For example, the cybercriminal operation “MageCart” targets online retailers by creating websites that mimic their victims’ websites and inserts malicious code to capture card data. Physical point-of-sale (POS) terminals are another weak spot for retailers. Transnational groups such as FIN6 target companies providing POS services to retailers and have shown skill compromising networks to access payment card data stored on POS terminals. Cybercriminals are also targeting computers throughout the Middle East

JAY TOWNSEND, BOOZ ALLEN HAMILTON

to mine cryptocurrencies. According to Symantec, the skyrocketing and volatile prices for cryptocurrencies in the last quarter of 2017 spurred a significant increase in infection rates. So-called “cryptojackers” compromise websites of popular brands and upload malicious script to infect web browsers of unsuspecting visitors. Once a customer visits an infected website using insecure means, the malicious script begins siphoning computing power to mine cryptocurrency. Jay Townsend, principal, Booz Allen Hamilton, said, “While e-commerce is enjoying rapid growth in the Gulf, it has been popular far longer elsewhere in the world and cybercriminals have gained decades of experience honing their craft targeting consumers and companies online. Gulf-based retailers and their infrastructure are increasingly being targeted with advanced malware variants to intercept payment card data and communications. This signals the need for greater cybersecurity vigilance among both retailers and customers.” Ziad Nasrallah, principal, Booz Allen Hamilton, said, “In the UAE specifically, the rise in e-commerce is heavily driven by mobile-first habits and one of the world’s highest smartphone penetration rates. Given increases in mobile shopping throughout UAE and wider Gulf region, cybercriminal networks will continue to increase their operations given the target-rich environment. It is imperative for retailers and consumers to protect themselves from attacks that could cause tremendous financial or reputational damage.”

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

With these realities in mind, retailers and consumers in the Gulf need to anticipate cyber threats and plan accordingly to ensure safe and secure holiday shopping. Booz Allen Hamilton outlines a few top tips for retailers and customers to protect themselves against cyber threats during the upcoming peak festive season. TIPS FOR RETAILERS 1. Remember, cybercriminals prefer easy targets Poorly maintained websites and unsecured e-commerce platforms are attractive to cybercriminals. These criminals are not simply after financial data; customer information such as purchasing habits or personally identifiable information is often more valuable. Like payment card numbers, this data can be sold on Dark Web forums and lead to identity theft or exploitation. Similarly, if a security-hardened retailer works with a third-party supplier with weak security hygiene, attackers will target that supplier to access the retailer. Since the supplier enjoys trusted access to the retailer, attackers will exploit that trust – leaving even cyber-secure retailers vulnerable. 2. Do not wait until it’s too late Retain the services of a managed security services provider (MSSP) in advance. It is easier to anticipate and prevent a cyber incident than clean one up. MSSPs provide a range of security services to keep businesses online including denial-

IT IS EASIER TO ANTICIPATE AND PREVENT A CYBER INCIDENT THAN CLEAN ONE UP. MSSPS PROVIDE A RANGE OF SECURITY SERVICES TO KEEP BUSINESSES ONLINE INCLUDING DENIALOF-SERVICE PROTECTION, REPUTATION MONITORING, THREAT FORECASTING, AND INCIDENT RESPONSE. of-service protection, reputation monitoring, threat forecasting, and incident response. 3. Develop and rehearse response plans Even with preparation and a business continuity plans, cyber incidents are only a matter of time. Developing a response plan is only part of the battle. Plans and staff must be tested through exercises and simulated crises so company employees, from cashiers to C-suite executives, know exactly how to respond when an incident occurs. 4. Update often Outdated software poses a

ZIAD NASRALLAH, BOOZ ALLEN HAMILTON

threat to the security of payment systems and customer data so retailers must establish software management regimes to regularly apply security patches. Technology vendors publish updates that address flaws and vulnerabilities on an ongoing basis. The single greatest thing a retailer can do, aside from purchasing the right technology, is properly caring for it. 5. Monitor social media and online discussions Competitors or insiders can disrupt a brandâ&#x20AC;&#x2122;s online presence. Online presence is a primary driver of revenue, brand recognition, and traffic for both online and physical stores. This includes not only official websites but also social media and related forums. Retailers should monitor online discussions about their brands as it is easy for malicious actors to execute negative online campaigns that quickly go viral. Additionally, rogue employees can hijack social media accounts and publish offensive or false information, causing reputational damage. An insider or motivated social media manipulator can inflict damage on par with or exceeding a malware-based attack.

TIPS FOR CONSUMERS 6. If it seems too good to be true, it usually is If you are a customer, remember that cybercriminals are aware of holiday shopping habits and employ different tactics to successfully target unsuspecting customers. The most common threat targeting consumers is phishing via email or text message to advertise seemingly good deals that are scams tricking people into revealing financial data or allowing malware onto their devices. 7. Trust your intuition As a consumer, the anticipation of receiving online purchases can often create a false sense of security so cybercriminals often exploit fake shipping invoices, customer surveys, or other communications to target the public. Be wary of unexpected emails and never divulge personal information. A common tactic cybercriminals use is to call individuals and ask them for personal information as verification to confirm a nonexistent order. 8. Look for the lock icon When online shopping, look for the padlock icon in the address bar that indicates data sent to the website, including payment card information, is protected to minimise data exposure to potential eavesdroppers. 9. Be skeptical of online reviews Astroturfing is a tactic used by both legitimate and unscrupulous sellers to minimise negative product reviews by hiring teams to generate fake positive reviews. Signs of astroturfing often include numerous vague, short reviews posted in short succession. On established e-commerce sites selling thousands of products, astroturfing can disguise inferior, fake or even dangerous products.

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

INTERVIEW

Seize the day In an in-depth conversation with Reseller ME, Steve Lockie, group MD, Westcon-Comstor, reveals the big-market opportunities partners must leverage during this year and how they can emerge as profitable players.

WHAT DO YOU BELIEVE ARE THE BIGGEST MARKET OPPORTUNITIES THAT PARTNERS SHOULD SEIZE IN 2019? Regional channel partners should hone their skillsets to be able to effectively address customers’ challenges across critical verticals such as infrastructure, healthcare and education. The UAE’s federal budget in these sectors is significantly higher than previous years. We have to make sure we have got right solutions in these areas. We hope to see a greater level spend from Saudi Arabia, despite the obvious market challenges. This will again be largely around infrastructure projects. There are immense opportunities revolving around the build up to Expo 2020. Partners should examine these prospects closely and identify what they can leverage best. I also believe that as a region we have still got a lot of digital growth coming from our young population. According to reports, we have seen that in 2018, IT spending in the Middle East and North Africa was only up by 3.5% at $155 billion. However, we still see exponential growth in other areas. For example, internet penetration has tripled over the last eight years. You’ve got 76 percent smartphone penetration in the GCC versus 62 percent in Europe. And what really is driving IT demand and online activities here is the fact that 28 percent of the population is aged between 15 and 29. Partners should look at growth strategies for their businesses with these statistics in mind. www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

WHICH TECHNOLOGIES SHOULD PARTNERS BET ON FOR THIS YEAR? SD-WAN is clearly a big opportunity across the market. We see this from a lot of refresh prospects. With newer technologies coming into the market, we’re seeing a shift in some ways of security as well. We need to now not only look at securing just the classic IP network, but also how we can start to secure the IoT network, as both merges. This is definitely an area of growth for partners. WHAT DO YOU THINK WILL BE SOME BIG CHALLENGES THAT PARTNERS HAVE TO FACE DURING THIS YEAR? Last year the challenges have been around liquidity and channel financing. And that continues to be a challenge as we go into 2019. We see a lot of contractors active in the market. Those contractors

are sometimes slow to pay, and that’s putting enormous pressure on downstream channel partners. We are still trying to find ways to innovate when it comes to finance. We have micro-financing initiatives in the SMB base. We have done some of our own financing, as Westcon Financial Services, in the market. And we continue to work with insurers and other financial institutions, to try and inject new flexible ways of financing business in the region. HOW DO YOU THINK PARTNERS CAN EMERGE AS PROFITABLE PLAYERS? Liquidity has been a big challenge in 2018. We’ve seen a couple of partners really struggle. So I believe sometimes the best deals you take are the ones you don’t. I think we all have to be mindful of several factors here. For example, making sure that there’s sufficient margin in the deals that we do take especially if there are extra long payment

terms and complicated or tricky implementation requirements. We’ve seen a lot of disputes this year, where partners have implemented projects with end-users then contesting that the correct features or agreed specifications were not included. That causes payment delay in its own right and sometimes it is just a negotiating tactic to avoid paying the bill. I believe all parties have to be careful that they are going after business that they know they are going to get paid for and that it is within their capabilities. This is key to financing. Another area to remain profitable includes getting specialised in niche technologies or verticals. We have to ensure that we are providing the right level of value at the right cost to our partners. WHAT DO YOU BELIEVE ARE SOME GROWTH DRIVERS FOR WESTCON-COMSTOR? From our perspective, through the

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

INTERVIEW

WE ARE ALSO FOCUSING ON TO ENSURE THAT WE ARE ACTIVATING THE TECHNOLOGIES THAT WE’VE SOLD, AND THAT CUSTOMERS ARE USING THOSE TECHNOLOGIES. new operations that we’ve set up in the market, we’re much closer to our customers. Our market share has grown as we develop those intimate relationships with these clients. Our services base continues to expand, and that’s for our embedded support offerings we provide for Palo Alto. We have also expanded our professional services around F5 and other security vendors. We have signed up with Mitel last year and are looking to actively recruit and identify new partners

for this vendor. We have also started to evolve Nokia’s channel ecosystem and take a very broad product portfolio to market with them. These are our big push areas. AT THE END OF 2019, WHAT WOULD YOU HAVE HOPED TO ACHIEVE? The key area for us is our customer satisfaction (CSAT) rating and our approval score. So we’ve recently implemented an approval system in all of our customer-facing activities. We’re looking to drive that up, because

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

clearly satisfied customers is where more profitable and loyal customers come from. Driving that CSAT very high is central, not just for us, but we see that across the industry. Everyone’s looking to drive that ultimate CSAT. We are also focusing on to ensure that we are activating the technologies that we’ve sold, and that customers are using those technologies. So the adoption cycle is a critical thing that’s new in the CSAT area. Our own internal employee satisfaction is also incredibly important, especially when times are tough. The people we hire are some of the brightest and smartest in the industry. We’ve got to use their ideas and harness them, and then as a management team, allow them to bring those ideas to fruition.

27th March, 2019

Habtoor Grand Resort, Autograph Collection, Dubai Marina

Recognising excellence in security Security Advisor Middle East CISO 50 Awards recognise 50 top organisations and the people within them that have delivered groundbreaking business value through the innovative application of risk & security concepts and technologies. Winners will be announced at the CISO 50 awards and conference taking place in Dubai. To submit a nomination, please follow the instructions below and send: • Name of project, brief description including objective • Detailed narrative describing the project • Empirical facts & metrics that demonstrate the initiative’s value • Additionally, you will also be asked to provide details about key contacts in the nominated organisation. Award nominations may be submitted by an organisation, PR agency or a solutions provider. Submission Deadline: 7 March 2019

#CISO50

www.tahawultech.com/ciso50/2019 DIGITAL TRANSFORMATION PARTNER

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INSIGHT

delivering frictionless retail Mark Thomson, retail industry director, EMEA, Zebra Technologies, explains how retailers can optimise their operations by embracing technologies.

n retail, it’s important to create a smooth shopping experience for the consumer, and a frictionless customer journey is rapidly becoming a ubiquitous demand among retailers. However, this can be tough amid constrained budgets, rising shopper expectations and pressure via “click and collect” requests. Digitalisation has whet the appetite for an impeccable customer journey, and online experience continues to inform tastes for in-store interactions. These changing demands are pushing retailers to better harness smart technology and the Internet of Things to make shopping more personal, engaging and relationship driven. The best innovations are born of necessity, and there has certainly been a great deal of necessity in retail. The much-documented flux of the sector has pushed retailers of all shapes and sizes to revisit their strategies

MARK THOMSON, ZEBRA TECHNOLOGIES

and evolve rapidly to keep pace with diverse customer demographics. To help retailers stay at the leading edge of personalised, frictionless in-store shopping experiences, Zebra Technologies has launched the PS20, a next-generation Android-based, personal shopping solution (PSS). The clever bit of technology is dual purpose and can be used by both staff and shoppers, immediately maximising return on investment (ROI) for retailers. ENHANCING SHOPPER EXPERIENCE Frictionless shopping means eliminating anything that doesn’t add value and negatively impacts the shopping experience. Common complaints of in-store friction include queuing to pay, delayed or no access to stock information and printing receipts or accessing store cards. Essentially, anything that makes the in-store experience – which is already more of an investment of time than online – a laborious one. These pain points, although subjective are barriers to making in-store shopping more pleasurable for customers and more profitable for retailers. Worryingly, it is not just shoppers that are aware of these issues. Zebra’s Global Shopper Study, which surveyed retail associates, decision-makers and shoppers, shows 42 percent of store associates had little time to help shoppers because

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

of the pressure to get other tasks completed. Another 28 percent claim that it’s difficult to get information to help shoppers. However, two-thirds (66 percent) of retail store associates surveyed believe that if they are equipped with tablets, they could provide better customer service and improve the shopping experience. Retailers must look to invest in technology that addresses each of them and puts shoppers firmly at the heart of the experience. The PS20 does just that. It enables shoppers to download and manage shopping lists, receive tailored offers and rewards as well as download store cards. It can be used to communicate with staff for queries on stock and as a navigation device, using a shopping list as a guide to the store. Meanwhile, the powerful scanner reduces the need to repeat scans and new proximity sensors mean customers can store the PS20 in a trolley-holster for hands-free scanning. Shoppers can also bypass queues by simply adding items to their own bags (scan & bag) as they shop which saves time at checkout. Furthermore, because the platform is flexible, developers can implement clever innovations such as flagging when a product is scanned that contains an ingredient to which the customer is allergic. POSITIVE FRICTION The line between a positive or negative shopping experience is a

INTERVIEW

thin one. Too much friction and the experience can be negative. Too little friction or the elimination of it and you risk diminishing the shopping experience altogether. After all, the beauty of shopping in-store is experiential and sensory; the feel of the clothes, the smell of the food and human interaction. Enter positive friction. Positive friction is about ensuring that the right interactions are made at the right time and place to provide a personalised experience. For example, a coupon for a customer’s favorite chocolate while they’re nearby or a deal on champagne when it’s almost their birthday. Similarly, quick access to stock information or answers to queries via a device or personnel exactly when it’s needed are great benefits. This insight aligns with findings from the Global Shopper Survey, which found 51 percent of shoppers felt better connected with their smartphones than store associates. This doesn’t mean store associates are not needed – they just need to be better equipped. As the Global Shopper Study unearthed: with devices in hand, both retail decision-makers (83 percent) and retail associates (74 percent) believe that technologically

equipped sales associates will provide better service. However, with data being collected, privacy, trust and security become defining factors. These are built into the very core of the PS20, allowing retailers to collect data unique to a specific customer and turn it into valuable insights about habits, needs and preferences. This should no longer be seen as a threat to people’s anonymity by shoppers, but rather, embraced as retailers aim to ensure they offer the most relevant range of options and promotions to facilitate the ultimate shopping experience. OUTLOOK FOR RETAILERS There is a great deal on the horizon for retailers, including Artificial Intelligent (AI), which will continue to force the evolution of the retail experience for retailers, associates and shoppers alike. But there is also a huge amount of opportunity and optimism. Yes, retailers need to build a more fluid, flexible strategy. And yes, there will be more disruption for the traditional stores. But while there may be fewer shops, the in-store retail experience is far from dead. Indeed, it just means that the role of the store is changing. There are numerous examples of innovation

FRICTIONLESS SHOPPING MEANS ELIMINATING ANYTHING THAT DOESN’T ADD VALUE AND NEGATIVELY IMPACTS THE SHOPPING EXPERIENCE.

happening, promising reinvention and reinvestment to create a positive shopping experience. There are plenty of success stories to be found – and more still to be made. So, while the retail sector needs to redress the balance now, the state of flux will not last forever. In the meantime, there are very clever technologies out there to help navigate and flex through this extraordinary time.

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

BLOG

Channeling skills

KS PARAG, MANAGING DIRECTOR, FVC, ELABORATES ON THE ESSENTIAL SKILLSETS PARTNERS MUST POSSESS TO DIFFERENTIATE FROM COMPETITORS IN THE IT CHANNEL BUSINESS.

t is a no brainer that a tech-first mentality is propelling businesses further into the digital era. That means the divide in skillsets is deepening at the workplace. In 2016, Bayt. com and YouGov conducted a joint study on the job market and skill shortages in the MENA region. The study interviewed 5,345 respondents online from 13 countries across the MENA region. One of the conclusions of the study was that over half of the companies surveyed (56%) felt that their company did not have sufficiently skilled employees in order to be able to reach their goals. When it comes to the regional channel community, the largest skills gaps are in the popular

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

emerging technologies, such as Internet of Things, Automation, and Artificial Intelligence. The channel business can also struggle in winning workers to address mobility opportunities, since integrating different apps, data sources and platforms is tied as the most coveted skill set. So what then are the key points channel executives need to have in them in order to have a successful career in the channel industry? Here they are: COMMITMENT TO THE CHANNEL Channel executives need to take the channel seriously and commit to it. Looking at a channel opportunity as a just another â&#x20AC;&#x2DC;sales jobâ&#x20AC;&#x2122; is not going to cut it. Candidates need to have a clear understanding of how channels work, the channel landscape, and should possess excellent skills in joint business planning.

THE CHANNEL BUSINESS CAN ALSO STRUGGLE IN WINNING WORKERS TO ADDRESS MOBILITY OPPORTUNITIES, SINCE INTEGRATING DIFFERENT APPS, DATA SOURCES AND PLATFORMS IS TIED AS THE MOST COVETED SKILL SET.

CREATIVITY AND INNOVATION In an ever-changing channel landscape, creativity and innovation can bring about lots of opportunities. You should know how to think on your feet and bring new insights that can be shared across the entire channel team. FLEXIBLE DELIVERY As a channel executive, you operate in a world that is affected by many stakeholders, and many factors that are entirely outside of your control. The ability to maintain focus in the face of turbulence, managing unpredictability and still deliver sales results is looked at as a key requirement.

RELATIONSHIP SKILLS Communication skills, empathy and the ability to develop relationships and trust are obvious skills that any successful candidate looking to join the channel industry must possess. These skills are basic requirements and not something that would make a candidate stand out from the crowd. BUSINESS ACUMEN The runaway number one sought after skill falls into the general category of “business acumen”. Candidates should be able to understand new business drivers such as AI, Digital Transformation, Business Intelligence, Big Data and so on, and how these will impact on channel partner profitability.

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

REVIEW

NOKIA 7.1

NOKIA 7.1 OFFERS HIGH-END DESIGN AND FEATURES WITHOUT BURNING A HOLE IN YOUR POCKETS, SAYS ONLINE EDITOR ADELLE GERONIMO.

ince being revamped under HMD Global, the Nokia brand has made a remarkable comeback into the market. Nokia’s big redo may only be in its third year, but it has already introduced a number of solid, value-for-money phone lineup. Among its latest offerings is the Nokia 7.1, a mid-range smartphone that exudes a premium vibe that’s not often found in phones in its price range. The Nokia 7.1 sports a glass unibody with aluminium frame that feels firm and brick-like. It has silver-tinted edges, rounded corners and flat sides, which does not only help with the grip but also make the device look like every bit

a high-end flagship smartphone. The device features a modest glass back, with a dual-camera module at the top, a sensibly-placed fingerprint sensor that’s very responsive, followed by a Nokia and an Android One logo below. Keeping up with the latest smartphone trend, in the front you can find a notch where the 8MP wide-angle front-facing camera, earpiece, proximity and ambient light sensors are placed. There’s little to say about the notch other than that it’s fairly narrow, leaving plenty of room for notification icons in the device’s big 5.84-inch display. The Nokia 7.1 has Gorilla Glass 3-protected LCD screen. With a resolution of 2,280 x 1,080, the smartphone produces bright and sharp images, and supports HDR10 which is perfect for streaming videos. On top of the device you can find the 3.5mm headphone jack. Meanwhile, the bottom part of the smartphone hosts the USB-C connector and a speaker, which

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

produces loud and clear audio but lacks a powerful bass. The power and volume buttons are on the right edge and are satisfyingly clicky. The Nokia 7.1 is powered by a Snapdragon 636 chipset with 4GB of RAM and 64GB of storage. The storage is also available in 3GB of RAM with 32GB of storage and is expandable via a microSD card. It’s running Android 8.1 Oreo out of the box but since its launch, an Android 9 Pie update has been released. Nokia 7.1’s mid-range specs proved quite capable in coping with everyday tasks such as checking social media, emails, file viewing and so on. We didn’t experience any crashes, just the occasional blip. As for the device’s photographic capabilities, you’ll find a Zeissbranded dual-camera arrangement on the rear of the phone. It has a 12MP main shooter with an f/1.8 aperture and secondary 5MP f/2.4 depth sensor. The front has 8MP going for it and an f/2.0 aperture. Video recording is available up to 2160p at 30fps. Both daylight and nighttime shots came out well with the Nokia 7.1, and it handled closeup objects very impressively too. It can do all the usual tricks like live bokeh, AR emoji, Google Lens, pro mode, and even HMD’s “bothie” mode, which lets you snap a photo with the rear and front camera simultaneously. The Nokia 7.1 has a quite a few strong feature points, but the phone’s biggest weakness is the battery life. On most days of light-to-medium use, you can get less than a full day of power out of the 3,060mAh battery. Luckily, the device supports fast-charging and powers up to 50% within 30 minutes. The smartphone is available in two colours – Gloss Midnight Blue and Gloss Steel – and is priced at AED 919 (3GB/32GB) and AED 1049 (4GB/64GB). Overall, HMD hit the build quality and design out of the park with the Nokia 7.1. If you want a reliable Android phone with a premium look and feel without breaking the bank, this smartphone will be a good buy for you.

HOT PRODUCTS

HONEYWELL RELEASES CLOUDBASED REMOTE MONITORING SYSTEM FOR THERMAL PROCESSES IN EMEA Honeywell has announced that Honeywell Connected Plant Thermal IQ, a cloud-based remote monitoring system designed to monitor and manage critical thermal process data, is now available to customers in the EMEA region. This cybersecure offering is part of Honeywell’s asset performance management (APM) portfolio that helps customers improve asset performance, which ultimately increases plant uptime. Thermal IQ is a remote monitoring solution for industrial and commercial thermal applications. It securely connects combustion equipment to the cloud, making

BENQ UNVEILS PALM-SIZE AND WIRE-FREE PORTABLE LED PROJECTOR

BenQ has announced its newest launch GV1, a portable LED projector. BenQ GV1 is a palm-sized, light-weighted portable LED projector to carry entertainment on the go. This compact projector GV1, is battery operated and streams movies, videos, and music via Wi-Fi, Bluetooth or USC-C without setup hassle or connectivity concerns. The firm said GV1’s portability and instant readiness uncover new ways for users to watch entertainment during many situations such as while cooking, gathering with friends, collaborating at work, or even during workouts. A convenient adjustment hinge allows 15˚ of tilt range for GV1’s high-mounted projection lens, enabling 77cm of vertical image offset for the 100” projected image to be placed at a comfortable viewing height. GV1 ensures uninterrupted entertainment via dual-band Wi-Fi and Bluetooth connectivity, as well as direct hotspot wireless streaming capability when Wi-Fi is not available. In addition, GV1 includes a single USB-C port which can stream media via DisplayPort over USB and read and play media files directly from USB-C flash drives. GV1 delivers long-lasting DLP picture quality with precise colors and razor-sharp clarity coupled with a 30,000-hour maintenance-free LED light source. www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

critical thermal process data available in real time on any smart device. With Thermal IQ, maintenance engineers and plant managers can more effectively monitor and manage their thermal process equipment, minimising unplanned downtime and maximising uptime. Honeywell Connected Plant is a suite of applications that delivers higher levels of safety, reliability, efficiency and profitability.

LG ANNOUNCES NEW ULTRAGEAR MONITOR

The new LG UltraGear Gaming Monitor (model 38GL950G) is set to provide users with the perfect combination of superior picture quality and speed to match. With support for NVIDIA G-SYNC, 2ms response time and a refresh rate of 144Hz, computer gaming can be faster and more fluid than ever before, said the firm. The UltraGear’s 3840 x 1600 monitor comes with 98 percent coverage of the DCI-P3 color gamut, meaning that users can experience “stunning visuals” as they play their favorite content. A curved screen and virtually borderless design are coupled with a 21:9 aspect ratio to transport gamers into an alternate reality. The UltraGear is also equipped with special lighting system. LG’s Sphere Lighting technology offers up to six different colour settings, meaning that no gaming experience has to be the same. Personalisation is not the only benefit of Sphere Lighting, its design goes beyond mere aesthetics, also helping to reduce strain on the eyes, according to LG.

HONOR LAUNCHES LATEST FLAGSHIP SMARTPHONE IN THE UAE HONOR has launched its latest flagship smartphone, HONOR View20 for the UAE market. The launch highlighted five world first features of the new HONOR View20 that include: 48MP Camera + TOF 3D Camera, 25MP In-screen front camera with a narrowest 4.5mm opening, 7nm SOC Kirin 980 AI Chipset, Aurora Nano-texture design and the Dual NPU which supports the AI Triple-Antenna Wi-Fi technology. HONOR View20’s rear camera is the first to be powered by the SONY IMX586 48MP sensor, with a 1/2inch large CMOS, and equivalent 1.6μm pixels in Quad Bayer array. The camera takes several 48MP pictures at once and collates the best details from each photo to create one 48MP picture. The Kirin 980’s Dual-NPU processes the photo using an advanced AI algorithm. Another rear camera, the 3D Camera is capable of creating a new dimension in photography and vid-

ACER DEBUTS SWIFT 7 NOTEBOOK Acer has announced its thin and light Swift 7 (SF714-52T) notebook with a new premium chassis that liberates the display. The device’s ultra-narrow bezels make it virtually borderless, giving the 14-inch Swift 7 a 92 percent screen-to-body ratio. Powered by Windows 10, it’s feather-light too, at just 890 grams — giving the Swift 7 an almost weightless feel when carrying it in a briefcase or small bag. The 14-inch Full HD 1920x1080 touch display with IPS technology allows smooth touch interactions and presents vibrant and crystal-clear images. The device is also extra durable thanks to a layer of Corning Gorilla Glass 6. The Swift 7 is powered by the latest 8th Gen Intel Core i7-8500Y processor to deliver top-notch performance for web browsing, productivity with

eography, and brings greater usability and fun. The 3D Camera collects information on the shapes of objects based upon the time-of-flight of light signals to enable depth sensing, skeletal tracking and real-time motion capture. The innovative All-View Display with a front-facing 25MP Camera provides a notch-less viewing experience and an outstanding 91.8% screen-to-touch panel ratio. HONOR View20 possesses next-gen features: 7nm Kirin 980 AI Chipset with intelligent Dual-NPU; The Liquid Cooling System that can effectively dissipate heat for better performance; The AI Triple-antenna Wi-Fi technology prevents the signal from weakening when a user’s hands cover the receiver; a 4,000 mAh battery for long-lasting and uninterrupted gaming; and large internal memory. HONOR View20 is currently available for purchase in UAE at a price point of AED 2399 at select retailers including Carrefour, Axiom, Lulu, Jumbo

Electronics, Emax, JollyChic, Sharaf DG and KM trading along with all mobile shops. The smartphone is available in four colors: Sapphire Blue, MOSCHINO co-designed (Phantom Blue and Phantom Red). Also, at the UAE launch event, HONOR released the new HONOR Watch, a new smartwatch designed for all aspects of the daily life. HONOR Watch is now available for purchase in UAE’s retail stores, and the retail price starts from AED 669.

presentations and spreadsheets, and even using compute intensive creator tools while enabling a fanless design. With up to 512GB of fast PCIe SSD storage, a large number of files can be stored and quickly accessed, and with up to 16GB of LPDDR3 RAM, customers can multitask smoothly. And with 10 hours of battery life, customers can use their Swift 7 well into the evening. Customers can accomplish more using the two USB Type-C ports supporting Thunderbolt 3 for high bandwidth speeds up to 40 Gbps while also delivering system power and connecting to any display, as well as USB 3.1 Gen 2. The DisplayPort 1.2 provides fast data transfers at up to 10 Gbps and supports high resolution external displays and speedy charging of external devices.

The new Swift 7 features a push-toopen camera for webchats and video recording that can be kept closed to prevent unintended camera usage and to protect privacy. The camera has a 55-degree angle of view and features high-dynamic-range (HDR) to deliver images in wider viewing angles to accommodate groups. The Acer Swift 7 (SF714-52T) with a touch display will be available with 8GB or 16GB of LDDR3 RAM and either 256GB or 512GB of SSD PCIe storage.

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

5 in 5 42

LAST TAKE

YOUR IDEAL MORNING ROUTINE STARTS WITH… Dates and water followed by coffee and meditation. Then, I read inspirational literature, check my calendar and prioritise my to-do list for the day.

YOU ARE PROUD OF YOUR MOST RECENT ACCOMPLISHMENT, WHICH IS… Launching and building the Veritas brand in the Middle East region successfully and winning the ‘Disruptive Marketeer of the year’ title.

FIVE THINGS YOU CAN’T LIVE WITHOUT… Smartphone, laptop, internet, perfume and accessories

THE MOST UNDERRATED TECHNOLOGY TREND ACCORDING TO YOU IS… Smart home automation technology

FIVE GOALS YOU AIM TO ACHIEVE IN 2019… Achieve my professional goals, embrace mindfulness and meditate regularly, do community service, travel more and staying healthy

Areej KHAN MARKETING MANAGER, GULF & SAUDI, VERITAS TECHNOLOGIES

www.tahawultech.com // Reseller Middle East // FEBRUARY 2019

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