Reseller Middle East January 2017 by Reseller Middle East

ISSUE 241 | JANUARY 2017 www.resellerme.com

OUTLOOK 2017

PROSPECTS IN NORTH AFRICA

Poised for

SUCCESS Gulf Software Distribution is set to become a key IBM VAD

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CONTENTS

ISSUE 241 // JANUARY 2017

24 POISED FOR SUCCESS COVER FEATURE

Philippe de Mazieres, General Manager, Gulf Software Distribution, outlines plans for 2017.

44 REVIEW

SAMSUNG GEAR S3 CLASSIC

45 HOT PRODUCT

HUAWEI RELEASES THE NEW MATE 9

HIGHLIGHTS

INTERVIEW

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

28 SIMPLE YET PROFITABLE

OPINION

18 OUTSOURCING SECURITY

Tarek Jundi from Intel Security, on factors required to be a successful managed security service provider.

20 REDEFINING PARTNERSHIPS

Riverbed Technology’s Ramzi Itani, examines the evolution of partners’ roles in the region.

CYBERSECURITY TRENDS Mike Herman from Palo Alto Networks on cybersecurity trends for the year.

Havier Haddad from Dell EMC on the recently launched partner programme.

FEATURES

31 OUTLOOK 2017

Trends and technologies to govern the Middle Eastern channel business this year.

38 THIS TIME FOR AFRICA

Reseller ME explores the opportunities present in the North African market and how partners can maximise business in the region.

www.resellerme.com // Reseller Middle East // JANUARY 2017

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EDITORIAL A clean slate

Janees Reghelini Editor

E-mail: janees.reghelini@ cpimediagroup.com Facebook: www.facebook.com/ ResellerME

Over the last two years, the regional IT channel space has been dotted with a number of business challenges. Although the industry hoped things would pick up in 2016, the reports of resellers fleeing the market, business being sluggish and growth expectations not being met, continued all throughout last year. Will 2017 be another year of declining sales and negative business atmosphere? While only time can tell, industry stalwarts predict that by the end of the year, business should improve. There are a number of reasons for this. The first being that oil prices are predicted to reach in the range of $55-$60 in this year. The Middle East’s political scenario continues to be turbulent but there are expectations it will ease up towards the last quarter. With the sanctions relief in Iran opening up opportunities for foreign businesses, we can expect a deeper focus from players on the second largest economy,

after Saudi Arabia, in the Middle East and North Africa region. In fact, partners shouldn’t hesitate to examine the prospects here and develop strategies as to how they can be successful. Not all players have had a bleak 2016 and if you had to examine the reasons behind their success, an important aspect would be measured growth tactics. Partners shouldn’t shy away from exploring new areas or markets. Diversification is a critical part of business, when done in an organised manner. Unfortunately, sometimes we see reseller organisations attempting to grow quickly without a detailed plan in place, often also cutting corners. There is no easy path to being successful, just plain old hard work. In this New Year, we hope partners can be fearless when it comes to identifying and grabbing opportunities. It’s another chance to begin a fresh chapter and march ahead. Wish you all a prosperous 2017.

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www.resellerme.com // Reseller Middle East // JANUARY 2017

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HIGHLIGHTS

Ingram Micro partners with Nexthink and FireEye

ngram Micro has recently signed partnership agreements with Nexthink and FireEye. The VAD’s partnership with Nexthink will see the vendor further extend its business in the Middle East, Turkey and Africa markets. Under the agreement, Ingram Micro will work closely with Nexthink to build on the relationships with its existing partners and customers as the demand for IT Operations Analytics (ITOA) solutions grows. Dr. Ali Baghdadi, SVP, Chief Executive at Ingram Micro, Middle East, Turkey and Africa, said, “Our focus on cybersecurity and its value-added services is becoming a priority. Partnering with Nexthink is a rational step to improve our portfolio to enable us to offer IT Analytics solutions across the region. We look forward to a successful partnership with them.”

HP Inc redesigns HP MPS offering

Meanwhile, the partnership with cybersecurity and malware Dr. Ali Baghdadi, protection Ingram Micro company FireEye, authorises Ingram Micro to distribute the vendor’s products and solutions throughout Gulf countries, Egypt, Libya, Lebanon, Jordan, in North Africa French speaking countries Morocco, Tunisia, and Algeria, as well as South Africa. “Our target is to enhance the value proposition to our business partners with a dedicated range of services and more relevant blue chip vendors. With FireEye, we believe that we will reach the front runner position as a value-added distributor of cybersecurity solutions,” added Marc Kassis, Cybersecurity Director, Ingram Micro META region.

DCG announces new leaderships The Dubai Computer Group, an affiliate of Dubai Chamber, has recently held a Board meeting with Dharmendra Sawlani, its newly elected Dubai Computer Group Board members to create a new team of office bearers and committees for various portfolios. As interim Convener, Suchit Kumar briefed the regulatory obligations to the firsttime Board members and opened the forum for appointing two additional members and naming of new Office Bearers. Former DCG President Shailendra Rughwani and Suchit Kumar were named as the new board members. The Board unanimously accepted the resolution and have also nominated Khalaf Al Otaiba to the Board and to the post of Chairman. All the office bearer positions proposed were unanimously supported by the Board members. During the gathering Dharmendra Sawlani was elected as

President, Ashok Kumar as Vice President, Suchit Kumar as General Secretary and Sanjay Bansal as Treasurer. Newly elected DCG President Dharmendra Sawlani said “It is an honour to be elected as the President after serving on the DCG board as General Secretary for three years. With this honour comes great responsibility. I am hoping to live up to the expectations and do justice to the faith placed in me. I will endeavour to help our members triumph over the challenges we face in today’s ever evolving business landscape. Our objective as a team will be to work towards goal of increasing USPIGE (Unity, Security, Profitability, Integrity, Growth and Education) in our industry. These goals were set by our founding members and hold value to date. We have many ideas and now with the help of young dynamic team it is the time to ‘make ideas happen’.” The new Board has also proposed the formation of six committees and has nominated the leaders for each group respectively.

HP Inc. has announced that it redesigned the HP Managed Print Services (MPS) to further help protect corporate print environments against cyber-attacks. New HP Secure MPS capabilities include advanced security professional services, software solutions and expanded core delivery capabilities for customers’ multi-vendor print fleets. In addition, HP announced the pre-configuring of HP print devices for security. “Networked printers can no longer be overlooked in the wake of weakening firewalls to the growing sophistication and volume of cyber-attacks,” said Ed Wingate VP and GM, JetAdvantage Solutions, HP Inc. “That’s why HP has established a new benchmark in managed print services, infusing security best practices into everything that we do to enable our customers to stay on top of growing endpoint security challenges.” HP has added new implementations and professional services to HP Secure MPS so companies can outsource and improve their security profile while saving valuable IT resources. New services and capabilities include: print security implementation service, print security advisory retainer service, print security governance and compliance, increased training, enhanced reporting and reviews, and new remote management tools and services. The firm also announced that it will be partnering with the software community and work with software developers to modify their applications to utilise newer, stronger interfaces in order to close additional interfaces in the near future.

www.resellerme.com // Reseller Middle East // JANUARY 2017

HIGHLIGHTS

Infoblox announces new technology partner programme Infoblox has announced the Infoblox Technology Alliance Partner (TAP) Program, which is aimed at Kanaiya Vasani, Infoblox creating an ecosystem of technology partnerships to optimise network automation and better defend against cyber threats. The ecosystem approach, according to the company, will help enable better integration with other cloud, network, and security solution partners for frictionless interoperability with Infoblox software to provide actionable insights that mutually benefit partners and customers. The TAP programme participants tie together disparate systems, increasing the value that their respective customers get from their investments in network infrastructure and security. “Today’s networks are becoming increasingly complex and use diverse deployment architectures including physical, virtual, and cloud,” said Kanaiya Vasani, Vice President, Corporate and Business Development, Infoblox. “At the same time, cybercriminals exploit network infrastructure, especially DNS, to spread malware and exfiltrate data. With the TAP Program, we’re building an ecosystem to provide the insight, control, and security that customers need to optimise and protect their networks.” More than 30 technology partners have already signed up for the programme.

Take digital transformation out of the boardroom, says Avaya

effectively to innovate and igital transformation transform their operations. We (DX) projects will fail are seeing a new digital divide: if they aren’t the DX divide,” said Nidal Abouembraced at all Ltaif, President, Europe, Middle levels of the organisation, Avaya East and Africa and Asia told delegates during the Avaya Pacific, Avaya. Engage event in Dubai. He further underlined that With organisations globally organisations need to ensure facing challenges to evolve that DX projects are supported digitally and move agilely in Nidal Abou-Ltaif, Avaya by the workforce, and that the today’s competitive markets, workers have the right training, tools and CEOs are increasingly putting digital technologies to effectively implement them. transformation and customer engagement Abou-Ltaif also highlighted that at the top of their corporate agendas. organisations need to democratise However, as many as 84 percent of DX digital transformation. “A top-down projects fail to achieve their objectives, from the boardroom approach won’t according to research, with many work if it doesn’t engage the people it organisations failing to secure the required is supposed to help. DX projects should levels of “buy-in” from their workforce, be: user-defined, bringing together partners and customers. customers, employees, and partners; “Today’s digital business world is and platform-driven, with organisations seeing gaps is between the “haves” and creating an ecosystem for innovation,” the “have mores”: those organisations that he said. are using their digital capabilities more

D-Link to strengthen SMB business in 2017 D-Link Corporation has announced that it will further strengthen its SMB business in Sakkeer Hussain, D-Link the Middle East and Africa (MEA) to help channel partners unlock opportunities in the cloud and Internet of Things (IoT) space. Sakkeer Hussain, Director, Sales and Marketing, D-Link Middle East and Africa (MEA), said in the UAE, the government’s efforts around smart initiatives are opening up the market for networking solutions and encouraging people to get more connected to the Internet at home and using mobile devices. As a result, added Hussain, this is opening up opportunities for channel partners to offer the right networking and

JANUARY 2017 // Reseller Middle East // www.resellerme.com

wireless solutions to consumers, SOHO, SMB and enterprise customers. “The SMB is by far the strongest performing sector for D-Link and for this reason, we have got a partner programme dedicated to this vital market segment,” he said. “We are also sharpening our focus in cloud, IoT and smart devices space.” Hussain also underlined that the company is honing its focus in the SMB space as it wants channel partners to capitalise on opportunities that are emerging as small businesses embrace the cloud. “A key thing for channel partners to look out for in 2017 in the networking space is the move toward machine learning and hyper-converged infrastructure,” he noted. “We are also expecting to see a lot of opportunities coming up in the ISP and SMB space in year ahead.”

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HIGHLIGHTS

AlJammaz Distribution, STC Business launch reseller programme

expand the IT channel in lJammaz Saudi to market and sell Distribution and STC Business products STC Business and services and have a have recently market coverage to reach launched the STC Business all customers specially the Reseller Program for the SMEs around the Kingdom of Saudi Arabia SME market. Saudi Arabia. The new programme was Asim AlJammaz, CEO, launched during an exclusive Asim AlJammaz, AlJammaz Distribution AlJammaz Distribution, said, IT event organised by the “Through the new programme systems VAD in Saudi, which was attended integrators, security, software, CCTV by over 100 IT companies. It served and retail solution providers will be able as a platform for discussing the to provide comprehensive solutions to opportunities the partnership will bring their SME customers in infrastructure, to IT solution providers and how it will hardware, software, connectivity enable resellers to adapt to the new IT between branches and mobile market trends. teams, Internet, backup connectivity, This partnership, according to both information security space. Reseller companies, will enable STC Business transformation can start today!” to establish a reseller community and

VMware research shows tech management moving away from IT VMware has announced a study that revealed that more than 68 percent of Middle East business leaders Deepak Narain, VMware believe the management of technology is shifting away from IT to other departments, as lines of business take charge of technology-led innovation within EMEA organisations. This new research, taking into account 1,200 IT decision-makers and heads of lines of business in the UK, France, Germany, Italy, Netherlands, Sweden, UAE, KSA, finds that this decentralisation of IT is delivering real business benefits for Middle East businesses. 66 percent of the study believe it gives businesses the ability to launch new products and services

to market with greater speed, while 69 percent said it gives the business more freedom to drive innovation. There are also positives from a skills perspective, with the shift in technology ownership beyond IT to the broader business seen to increase employee satisfaction (72 percent) and help attract better talent (72 percent). “Middle East organisations are punching above the EMEA region’s average in decentralising IT, to deliver business benefits for customers and employees,” said Deepak Narain, Regional Presales Manager, Middle East and North Africa, VMware. “Digital transformation is vital for enhancing the competitiveness of every Middle East organisation’s lines of business, however, deploying digital solutions alone is not enough. The C-suite needs to lead change management to bring together the IT team and lines of business to deliver digital success together.”

ARA Networks signs up Bulwark for ME distribution

Jose Thomas Menachery, Bulwark Technologies

Bulwark Technologies has signed a distribution agreement with ARA Networks, a global provider of web, media and mobile-

caching products. Under the agreement, the valueadded distributor will deliver the vendor’s SSL Visibility products through its extensive network of channel partners to customers across the Middle East region. ARA Networks delivers nextgeneration SSL products for strong and selective traffic decryption and seamless network transmission. SSL-PRISM is an all-in-one network appliance designed to analyse and control SSL traffic and deal with various security threats without the hassles of reconfiguring existing network appliances already deployed on network. “Bulwark is excited to announce its distribution partnership with ARA Networks. The vendor provides technology that delivers unsurpassed performance and reliability for best Network Traffic Management. Our collaboration with ARA Networks represents a strategic addition, which highly complements our existing product portfolio, enabling our channel partners to deliver cutting-edge technology to customers in the region,’’ said Jose Thomas Menacherry, Managing Director, Bulwark Technologies. Through this deal, the SSL-PRISM product from ARA Networks will be available to Bulwark resellers. The distribution will work closely with the vendor’s sales and marketing and support teams to ensure its channel partners receive strong pre-sales, marketing, implementation and postsales services.

www.resellerme.com // Reseller Middle East // JANUARY 2017

HIGHLIGHTS

Amazon Web Services announces MENA office

he world’s largest cloud computing provider, Amazon Web Services (AWS), has finally announced plans to open an office in Dubai. The office, which will represent the Middle East and North Africa region, will open at the beginning of 2017, with the support of the Dubai Investment Development Agency (Dubai FDI), an agency of the Department of Economic Development (DED). The

The new AWS offices in Dubai will serve the growing demand for cloud technologies and accelerate the contribution of entrepreneurship and innovation to the UAE economy.” HE Sami Al Qamzi, Dubai DED

new office provides account managers, solutions architects, partner managers, professional services consultants, support staff, and various other functions. “The decision to open an AWS office in Dubai marks our continued investment in supporting cloud adoption in the region and the appetite from organisations across the Middle East looking to get started with AWS,” said Werner Vogels, CTO and Vice President, Amazon. com. “We are excited to work with even more Middle Eastern businesses and government organisations to help them expand their operations while maintaining industry-leading levels of reliability, privacy, and security.” AWS counts Dubizzle, Careem, flydubai, Souq.com and Middle East Broadcasting Center among its regional customers. “Dubai is a global hub for business, and at DED, we are committed to strengthening the investment environment further, and welcoming global companies

Fahad Al Gergawi, CEO, Dubai FDI at the AWS launch

to expand their presence in the region,” said His Excellency Sami Al Qamzi, Director General, Dubai Department of Economic Development. “The new AWS offices in Dubai will serve the growing demand for cloud technologies and accelerate the contribution of entrepreneurship and innovation to the UAE economy. We look forward to its positive impact on public and private organisations to drive the transformation towards efficient and innovative digital services as well as accelerate start-up success and SME growth.”

Cisco: Cloud data centre traffic to grow by 440% by 2020 Cisco’s sixth annual Global Cloud Index (2015-2020) revealed that global cloud traffic is expected to rise 3.7-fold, up from Mike Weston, Cisco 3.9 zettabytes Middle East (ZB) per year in 2015 to 14.1 ZB per year by 2020. In Middle East and Africa, it is expected that data centre traffic will reach 451 exabytes per year by 2020, up from 105 exabytes per year in 2015. This rapid growth of cloud traffic is attributed to increased migration to cloud architectures and their ability to scale quickly and efficiently support more workloads than traditional data centres. With greater data centre virtualisation, cloud operators are also able to achieve greater operational efficiencies while flexibly delivering a growing variety of

services to businesses and consumers with optimal performance. According to the report, business workloads will grow by 2.4 fold from 2015 to 2020 but their overall share of data centre workloads will decrease from 79 to 72 percent. “Over the past year, we’ve seen a variety of businesses and organisations develop plans for cloud migration or adoption. The move to the cloud is imminent as cloud computing has advanced from an emerging technology to an essential scalable and flexible networking solution,” said Mike Weston, Vice President, Middle East, Cisco. “With multiple trends influencing the growth of data center and cloud computing such as increasing digitisation, the widespread adoption of multiple devices and connections and the growth of mobility, the importance of cloud readiness cannot be overemphasised.” It also revealed that consumer workloads, while smaller in number,

JANUARY 2017 // Reseller Middle East // www.resellerme.com

are growing faster. By 2020, consumer workloads will account for 28 percent (134.3 million) of total data centre workloads, compared to 21 percent (38.6 million) in 2015. Video streaming workloads will account for 34 percent of total consumer workloads by 2020 compared to 29 percent in 2015. Lastly, social networking workloads will account for 24 percent of total consumer workloads.

451

EXABYTES EXPECTED VOLUME OF DATA CENTRE TRAFFIC PER YEAR BY 2020 SOURCE: CISCO

HIGHLIGHTS

Fast Lane to offer training courses for Red Hat products Fast Lane Computer Consultancy has announced that it is now a Red Hat Training Delivery Partner in the United Arab Emirates. “We are proud to be a part of Red Hat’s ecosystem.” said Josef Miskulnig, Founder and CEO, Fast Lane. “We are committed to deliver exceptional service and value to our customers by employing and dedicating the best technical team in the industry. Our designation as a Red Hat Training Delivery Partner further strengthens our portfolio and highlights our unique skill set.” Fast Lane will offer Red Hat’s full portfolio of courses and certifications including Red Hat Enterprise Linux, JBoss Middleware, JBoss Fuse, DevOps, and cloud. Through the programme customers will be able to take certification exams that span the entire Red Hat product portfolio, including the Red Hat

Certified System Administrator (RHCSA) and Red Hat Certified Josef Miskulnig, Fast Lane Engineer (RHCE) exams for both Red Hat Enterprise Linux and Red Hat OpenStack Platform. Red Hat customers in the region can access training through a variety of platforms including open enrolment classroom training, virtual training, selfpaced online training, video classrooms, onsite training classes and Red Hat Learning Subscriptions. Furthermore, Fast Lane has announced that it will be hosting the first Red Hat Innovative Exam testing station in the Middle East region. With this, customers can take up the full range of Red Hat performance based exams in traditional classroom environments.

TechAccess hosts event with Fujitsu partner ISYX TechAccess has recently hosted a business development session with ISYX, a Fujitsu partner for the Gulf region. According to the VAD, the event has demonstrated its commitment to Fujitsu by engaging with partners on an individual basis. The session was attended by more than 30 members from ISYX and Fujitsu’s sales and solutions team, and was aimed at strengthening partner cooperation to expand Fujitsu’s footprint across the region. During the event, TechAccess gave an overview of its Partner Loyalty Program, as well as its 360-degree value model, which includes partner workshops, PoCs and training at TechAccess’ solution centre. As part of its value model, the VAD also provides sales and pre-sales support, back-end and logistics support, along with marketing and business development initiatives and tools to facilitate Fujitsu’s growth in region. “TechAccess conducts business development sessions on a regular basis

to reiterate our support to partners, and reassure them of Chris Cornelius, our dedication TechAccess to assist in every part of the selling and implementation process,” said Chris Cornelius, SVP, Sales and Support, TechAccess. “Conducting sessions with individual partners help us identify and tap into their strengths; this is a key element that helps us extend the right level of support which will enable the partners to meet customers’ requirements. With technologies such as IoT and virtualisation taking centre stage in enterprise implementations across the region, we believe Fujitsu is aptly placed to offer customers a single vendor solution with world-class products. We will continue our business development sessions to help partners expand Fujitsu’s presence across the region.”

SDS partners with Aswaaq to empower retail experience Sàvant Data Systems (SDS) has partnered with Dubai-based shopping and retail conglomerate Aswaaq to enhance the retail experience of shoppers in the UAE. The SDS and Aswaaq partnership will see the implementation of various technology integrated systems including a ‘People Counting’ platform that can enable businesses to make strategic decision on a day-to-day basis to improve sales, monitor, marketing campaigns and control overhead operational costs. It will also include predictive realtime analytics that will boost the marketing performance of the store from gaining visibility and control, to achieving transparency, efficiency, and customer engagement on marketing campaigns, product placement and data analysis which are an essential function of the industry. SDS offers solutions known as the ‘solid omni-channel strategy,’ which involves analysing shopper behaviour, providing them relevant information promptly, empowering the organisation to take swift and effective decisions. Vic Bageria, Chief Executive Officer, SDS, said, “This is a positive milestone for SDS as our collaboration with Aswaaq reaffirms the key message we are conveying – businesses need to adapt to the ever changing consumer mindset and integrate the technologies available to keep up with the market trends. The retail sector is a data-intensive industry. The tools available to store, manage and analyse, this data are still evolving but data analytics is becoming an indispensable part of operating in the sector.”

www.resellerme.com // Reseller Middle East // JANUARY 2017

HIGHLIGHTS

HID Global launches new IAM solution HID Global has announced the launch of the “first end-to-end identity access management solution” that enables government agencies and other organisations requiring higher security to use a single credential for accessing doors, IT systems, networks and data. According to the company, its new HID PIV (Personal Identity Verification) solution provides complete identity lifecycle management – from identity proofing plus secure credential issuance and use, to de-provisioning of these credentials. Through the new solution, explained HID Global, organisations will be able to unify physical and IT security systems to create a far more seamless experience for users, while also offering strong authentication applying trusted credential and other advanced security capabilities that are easier to procure, deploy and maintain. “HID PIV represents the industry’s first comprehensive IAM solution that provides trusted identities for accessing both IT and physical domains,” said Brad Jarvis, Vice President and Managing Director of IAM Solutions, HID Global. “HID Global continues to develop fully integrated solutions across our portfolio of products and provide a convenient and trusted experience for our customers.” HID PIV helps government agencies and other regulated industries such as banking, healthcare, and transportation to improve their overall security posture and consolidate physical and IT security. The PIV-based solution allows organisations to use strong cryptographic credentials for users to digitally sign emails or documents, decrypt emails or files, use full disk encryption and boot protection to secure laptops, protect sensitive print jobs with secure printing and leverage many other security capabilities.

Geo and Logic GIS Solutions signs up Finesse

eo and Logic GIS Solutions, a Dubai-based tracking and fleet management solutions provider, has signed up with Finesse to offer cloud solutions on IBM Cloud. The company has partnered with Finesse to assist with its business and IT platform transformation programme using IBM Soft layer. According to the official release, it has selected the regional systems integrator for its expertise in offering infra service and cloud provisioning capabilities. Finesse has offered the IBM Cloud solution for hosting its entire production and non-production environment on IBM Cloud. Global clients for their GPS tracking system and related software will be hosted on IBM Bare

Sunil Paul, Finesse and Roy J Nasrallah, Geo and Logic GIS Solutions

metal Servers. As per the terms of the agreement, the systems integrator ensures end-to-end implementation and support to Geo and Logic GIS Solutions for the next five years. Roy Nasrallah, Regional General Manager, Geo and Logic GIS Solutions, said, “We truly believe that moving onto cloud will increase the efficiency of our services as it is ideal for our business model and operation. We are excited to partner with IBM and Finesse as joining forces to complement resources and share knowledge and expertise will make a significant impact to our business.”

Alpha Data deploys HP MPS for Al Barakah Holding Alpha Data has implemented Managed Print Services (MPS) for Al Barakah Holding, one of the housing developers in Abu Dhabi and Dubai, to ensure a secured print environment. According to Al Barakah Holding, it opted for Alpha Data’s MPS as it believes that this is the right solution that offers the highest levels of security, monitoring and control, and it provides a complete outsourced printing support for improved productivity through optimal use of resources. MPS was also chosen for its complete portfolio of hardware, software and services inclusive of spare parts, consumables and onsite support. Naeem Badawi, Sales Manager, Alpha Data, said, “Alpha Data helped Al Barakah Holding to seamlessly optimise its print infrastructure,

JANUARY 2017 // Reseller Middle East // www.resellerme.com

improve workflow, and save costs. After Naeem Badawi, considering Alpha Data options from several providers, the client decided to go with Alpha Data MPS for our leading-edge solutions which will help them build a flexible and highly secured print environment. We also proved our efficiency by delivering the hardware and activating the software in a very short amount of time. Moreover, the intelligent devices we deployed complement Al Barakah Holding’s existing Enterprise Resource Planning system and future plans.” Alpha Data MPS is a solution implemented at Al Barakah Holding, which features terminal monitoring and a centralised print server that enables the client to significantly save costs.

HIGHLIGHTS

Middle East mobile phone market continues to decline

he Middle East mobile phone market suffered its third consecutive quarter-onquarter decline in Q3 2016, according to the latest IDC figures. Shipments in the region totalled 23.8 million units, down -0.7 percent on the 23.9 million units shipped in Q2 2016, and -19.4 percent on the corresponding period last year. Given that the quarter-on-quarter decline in Q2 2016 was much steeper at -8.5 percent, the silver lining of these latest figures is that the rate of decline seems to be flattening out. Every country in the GCC recorded quarter-on-quarter declines in Q3 2016, with Saudi Arabia suffering the biggest dip at -18.3 percent. Nabila Popal, Research Manager, Mobile Phones, IDC MEA, said, “The lack of overall innovation in the

smartphone industry and the flattening of price declines have also reduced consumer demand for upgrades, thereby lengthening the refresh cycle. As such, I expect the smartphone market to see flat or modest growth at best until the next big innovation comes along.” Despite the woes Samsung faced with the need to recall all its Galaxy Note 7 phones, shipments of which are not recorded in IDC’s Q3 2016 report, the vendor continued to lead the Middle East smartphone market with almost 35 percent share. Huawei followed in second place with 14.4 percent share, with third-placed Apple pulling in just over 11 percent despite the launch of its iPhone 7. Declining demand and diminishing margins have even caused some of the largest and most established players to cut costs, trim their headcounts,

eHosting DataFort, Symantec host cybersecurity seminar eHosting DataFort (eHDF) along with Symantec, recently hosted a seminar titled Yasser Zeineldin, eHDF ‘Stay Ahead of Cyber Security Threats’ in Dubai. Senior representatives from eHDF and Symantec presented at this exclusive gathering and shared their insights on the regional threat landscape. The seminar highlighted the importance of Managed Security Services (MSS) in the modern-day context, the need for advanced cloud security services through a Cloud Access Security Brokerage (CASB) solution. Topics like Advanced Threat Protection and securing enterprise applications were also covered. “The threat landscape in the Middle East is rapidly evolving as a result of the increased sophistication of cybercrimes

across the globe. In fact, cybercrime has become a heavily globalised industry, with many attacks happening across borders via the Internet. Cybersecurity threats remain the biggest challenge for organisations today. Internet facing and mobile enabled applications, along with the fast adoption of cloud services have complicated things further. Organisations seek the agility and efficiency promised by cloud computing yet still need to retain the visibility and control they have in their traditional data centre environments. From a security point of view, organisations now have to manage these expanded environments as well as secure what is known in the industry as ‘Shadow IT’,” said Yasser Zeineldin, CEO, eHosting DataFort. “Shadow IT is essentially end-user driven, cloud-based IT environments that do not pass through the rigorous scrutiny of the IT and security teams as it is procured directly by the end-users.”

and look for alternative non-mobile business opportunities. In more positive news, Q4 is traditionally the best quarter of the year for mobile shipments, so IDC expects the market to see modest growth of eight percent quarter-on-quarter, and 8.1 percent year-on-year in Q4 2016.

The lack of overall innovation in the smartphone industry and the flattening of price declines have also reduced consumer demand for upgrades, thereby lengthening the refresh cycle. ”

Zeineldin also added that with cyber threats becoming sophisticated, security standards even more complex and IT budgets shrinking further, organisations are forced to look for cost-effective solutions, and MSS fits the bill perfectly. “With this seminar, we wanted to educate our customers about the evolving threat landscape, share how they can secure their data on the cloud and how we can help them secure and manage these environments through round-the-clock managed security services.”

MILLION UNITS TOTAL NUMBER OF MOBILE PHONES SHIPPED GLOBALLY DURING Q3 2016 SOURCE: IDC

www.resellerme.com // Reseller Middle East // JANUARY 2017

HIGHLIGHTS

Pure Storage announces NVMeready guarantee Pure Storage has announced the introduction of its NVMe-Ready Guarantee. The vendor guarantees that every newly purchased FlashArray//M can be upgraded to full NVMe through its Evergreen Storage programme. NVM Express, or NVMe, a nextgeneration memory-class protocol for CPU-to-flash communication, according to the company is poised to drive a shift across the storage industry to NVMe architectures. Leading industry analysts forecast that NVMe, which is enabling the next generation of flash performance and density, will become the leading interface protocol for flash by 2019. A critical mass of consumer devices has already shifted to NVMe, and the enterprise will not be far behind. Matt Kixmoeller, VP of Product, Pure Storage, said, “Any organisation buying new storage today needs to be NVMeready to protect its investment. By proactively engineering for NVMe, Pure has widened the gap between purpose-built arrays and legacy retrofits, and is best positioned to lead the industry transition to NVMe.” The company further highlighted that NVMe is faster and more parallel than the existing SerialAttached SCSI (SAS) storage protocol, and offers 64K parallel queues in comparison to a single SAS channel, which enables direct communication paths to Solid State Drives (SSDs). This massive parallelism eliminates the “serialconnection” bottleneck – enabling significantly higher performance for coming technological advances, including massively multi-core CPUs, super-dense SSDs, new memory technologies and highspeed interconnects.

D2L expands footprint in the MEA region After increasing its presence in the region last year, Hanny Alshazly, D2L with a dedicated office in Dubai and on-boarding a number of unique users in the region, the company is now set to expand its regional footprint. D2L, the global learning technology provider and creator of the Brightspace Learning Management System (LMS) has recently added new resellers to meet the market’s growing needs for smart learning technology. “The Brightspace platform, with its easeof-use, competency-based learning and cloud-based infrastructure delivers a better learning experience to users, and has the potential to take education in the Middle East and Africa to the next level. Our mission is to transform the way the world learns, and we expect 2017 to be a year of continued growth for us in the region,” said Hanny Alshazly, Regional Director, MEA, D2L.

D2L is currently providing its Brightspace LMS to a number of academic institutions within the region such as Umm Al-Qura University in Saudi Arabia, Ankabut in the UAE and University College of Bahrain, to name a few. The tech provider is now increasing its resellers in the region to include integrated information technology and service solution providers ITS (International Turnkey Systems) and REVALTON (Regional Valley for Technology and Innovation), in addition to knowledge solutions provider Naseej (Arabian Advanced Systems). Available in fourteen different languages including English, Arabic, French, Turkish and Portuguese, the Brightspace LMS is well aligned with the MEA region’s diverse language requirements, according to D2L. The company has also recently selected Amazon Web Services (AWS) as its strategic public cloud infrastructure provider.

Cognizant expands presence in Saudi Arabia Cognizant has announced the expansion of its operations in the Kingdom of Saudi Arabia (KSA) with the opening of a new office in Riyadh. According to Narayan Iyer, Cognizant the company, its expanded presence in KSA will enhance its existing operations in the Middle East and further enable its clients to leverage the technical and business capabilities available in the region for building digital businesses, operations and systems. “We started operations in KSA in 2011 and have steadily grown our presence and investment in the country,” said Narayan Iyer, Vice President, Middle East and India, Cognizant. “Our expansion in KSA underscores our confidence in the country’s talent pool and its ability to help our clients drive not just operational efficiencies, but

JANUARY 2017 // Reseller Middle East // www.resellerme.com

also digital transformation for the needs of tomorrow. We will continue to work closely with the academia in KSA and build talent across our full range of services by helping STEM (science, technology, engineering and mathematics) graduates become software professionals.” In 2012, Cognizant launched its graduate recruitment programme in KSA to hire entry-level technical and management talent from premier institutions in the country and has been hiring graduates from institutions such as King Saud University, King Fahad University of Petroleum and Minerals, King Faisal University, King Khalid University, Al-Imam Muhammad Ibn Saud Islamic University, and Alyammamah University. Cognizant highlighted that as part of its commitment to building talent for the future it provides technical and soft skills training to entry-level with the objective creating a young, dynamic and local talent supply that can deliver value to the company’s clients in the region and elsewhere.

HIGHLIGHTS

AGC Networks achieves HPE Gold Partner status

EnGenius Networks, Bulwark organise channel workshop in Kuwait

GC has announced that it achieved a Gold partner status from Hewlett Packard Enterprise (HPE). The systems integrator noted that it has over 30 years of combined experience in designing, deploying and managing solutions around HPE’s server, storage and networking portfolio. The HPE Gold Certified partner status, according to AGC, is a testament of their strong customer loyalty, skill-set and the broadest portfolio of end-to-end solutions to build complex server, storage, networking, virtualisation and applications solutions – all the way up to the cloud. Gold Level is based on outstanding achievement in selling significant volume of HPE products

Provider of networking and telecommunications solutions for SMBs, EnGenius Networks along with regional VAD, Bulwark Distribution recently hosted their channel to a business solution workshop at the Millennium Hotel in Kuwait. During the event, partners had an opportunity to learn about the various solutions offered by EnGenius Networks and listen to some of the success stories from other regions. The event also commenced recruitment solution partners within the local Kuwait market. It also included practical demo sessions and technical training on selected products. Among the key technologies presented by the company were its latest Wave 2 Access Points, IP Surveillance cameras, SMB Enterprise switching solutions and the company’s wireless management software called ezMaster. Van Hsiao, Regional General Manager, EnGenius Networks, said, “The aim of EnGenius Networks is to capture a sizeable part of the wireless market-share in Kuwait and be positioned as a strong business solution provider for SMB. The success of EnGenius Networks in markets like the UAE, can be replicated in Kuwait due to the comparative advantages we have over competition. In fact, we have one of the industry’s most comprehensive portfolio with an easy and simple to deploy solution with very competitive price offerings.’’

and services, sales revenue, and technical and sales competency. “We are excited to have risen to this important level of partner status with HPE,” said Sanjay Ahuja, Vice President, Middle East and Africa, AGC Networks. “This recognition is the result of our investment and strong commitment to effectively delivering best-in-class technology solutions. The HPE Gold Partner Status positions us for further success as we continue to drive the benefits of data centre virtualisation and network connectivity solutions that are based upon products and services from HPE with our customers.”

SANS to offer cybersecurity training courses SANS Institute has opened registrations for ‘SANS Dubai 2017’, a training event hosting three cybersecurity training courses, taking place from 28th January to 2nd February 2017. The instructor-led classroom trainings feature a mix of security courses covering continuous monitoring, web app penetration testing and ICS/SCADA. Each of the three SANS courses will be led a world class SANS instructor and will ensure that participants receive intensive, hands-on experience. “The Middle East is facing an acute shortage of qualified and certified cybersecurity professionals. We are providing businesses with a convenient and effective means to rapidly ramp up the technical skill sets

within their organisations,” said Ned Baltagi, Ned Baltagi, SANS Managing MEA Director, Middle East and Africa, SANS. “SANS Dubai 2017 features courses that specifically address key security challenges that plague the region. These courses will impart a great deal of knowledge and real-world experience, and will best prepare attendees for the GMON, GWAPT and GICSP Certifications.” The courses that will be offered include SEC542: Web App Penetration Testing and Ethical Hacking, SEC511: Continuous Monitoring and Security Operations and ICS410: ICS/SCADA Security Essentials.

50%

OF HOSPITALS IN QATAR, UAE AND SAUDI ARABIA ARE ALREADY USING IOT-BASED SOLUTIONS SOURCE: IDC HEALTH INSIGHTS

www.resellerme.com // Reseller Middle East // JANUARY 2017

APPOINTMENTS

INDUSTRY APPOINTMENTS Mimecast names new MEA Channel Director Mimecast, the email and data security company, has announced that Jason Roos will lead Jason Roos, , the channel Mimecast MEA teams in Middle East and Africa regions as the company’s new Channel Director. “Our channel partners play an essential role in how we support our customers and expand our business into new verticals and markets,” said Brandon Bekker, Managing Director, Mimecast Middle East and Africa. “Having Roos on board will bolster our existing channel relationships and establish new partnerships across the Middle East and Africa. Especially as organisations continue to migrate their on-premise email environments to cloud services like Office 365.” Roos brings 12 years of experience in the ICT industry, leading high-impact sales teams across all verticals. In his new role he will manage all partner and alliance based engagements, and is tasked with establishing a renewed, energised channel programme. “The attraction and excitement for me is in the competency, scale and reach that Mimecast provides customers,” said Roos. “Our reputation, strong marketing presence and legendary customercentric service delivery, will enable an already robust partner programme. Ultimately we will capitalise on the strong opportunity that exists in the MEA region, for both Mimecast and our partner ecosystem, around email security, archiving and continuity.”

Kodak Alaris names new CEO Mark Elliott, Chairman of the Board of Kodak Alaris, has announced that Marc Jourlait has Marc Jourlait, been named as Kodak Alaris the new CEO of Kodak Alaris Holdings Limited. Interim CEO Jeff Goodman will return to his role as Chief Operating Officer (COO) to support Jourlait during the next few months. According to the company, Jourlait’s arrival and Goodman’s transition will position Kodak Alaris in a strong, futurefacing direction to best serve its customers. “Jourlait is an inspirational leader with a track record of driving sustainable and profitable growth for international technology

companies,” said Elliott. “I am thrilled that he will join us as CEO as his experience spans both consumer and enterprise oriented companies. In his most recent role, he was the Deputy CEO of Navico – the global leader in marine electronics for recreational and commercial use. Previously, Jourlait held leadership roles with Apple, HP, Seagate, Technicolor and Bose. He worked and lived in the United States, Europe and Asia to drive many successes for the global, high-growth businesses that he led.” “It is an honour and privilege to join and lead Kodak Alaris,” said Jourlait. “I believe that we have all of the necessary ingredients to successfully deliver on our plans: an iconic brand heritage, the latest technology and innovative portfolio, new growth initiatives, and dedicated and passionate employees around the world.”

Xerox appoints new Regional Manager for the Middle East Xerox has recently announced the appointment of Simon Howells as the Regional Manager for the Middle East region. In his role, Howells will oversee all Xerox Partner Operations and work with the company’s account management team, and sales and technical specialists to support a partner network of over 300 across the region. “I am excited to be leading a talented and dedicated team to drive our Go To Market (GTM) strategy for the Middle East. This coupled with the expertise and focus of our Partner network will deliver a winning partnership, leveraging a best in class value proposition,” said Howells. Howells joined Xerox in 2003 at its UK operations as a Strategic Account Manager in the division responsible for Xerox’s publishing and Graphic Arts business. In 2008, Howells moved to Dubai, UAE to build and drive the

JANUARY 2017 // Reseller Middle East // www.resellerme.com

Managed Print Services business for Xerox Middle Simon Howells, Xerox East and enable Middle East organisations to transition from paper-based tasks to streamlined digital workflows. Most recently, Howells was Head of Alliances and Managed Print Services for Xerox ME, expanding the company’s Managed Print Services division to address the needs of all businesses in the Middle East, including partners across the region selling Xerox Partner Print Services. Furthermore, Howells will also be responsible for maximising coverage and the return of the Partner Operations in the Middle East, and grow the team to ensure that Xerox Partners are leveraging significant expertise and support to drive their business forward.

An overview of the latest people movement within the IT channel business.

Infoblox promotes Sleiman to VP EMEA must realise that ignoring DNS Infoblox has appointed Cherif as a threat vector can result in Sleiman as Vice President of the damaging consequences. The Europe Middle East and Africa recent European Union General (EMEA) operation, responsible Data Protection Regulation (GDPR) for charting the company’s aims to strengthen data protection business strategy across EMEA. and will hold institutions responsible Sleiman previously oversaw for any data privacy breaches. the vendor’s Middle East and Infoblox is uniquely positioned to Africa business. According Cherif Sleiman, Infoblox help organisations comply with to the company, under his GDPR and other data privacy regulations by leadership, the MEA region grew rapidly, delivering DNS based security measures.” specifically in the areas of DNS security and Sleiman has more than 22 years of network control for hybrid clouds. Sleiman sales, technical and business experience will be reporting to Bill McCarthy, EVP of with some of the world’s leading networking Worldwide Field Operations. and telecommunications technology “With the rising number of DDoS companies including Cisco Systems and attacks and data breaches, DNS Security Nortel Networks. He is a subject matter has become mandatory to ensure safe expert and well versed in the areas of security, computing in service provider and enterprise compliance, cloud, and technology trends. networks,” said Sleiman. “Organisations

Ingram Micro launches Cyber Security Business unit Ingram Micro has announced the appointment of Marc Kassis as its Cyber Security Director. Kassis is the former CEO Middle East of AtoS, a European services provider. With this appointment Ingram Micro has launched its new Cyber Security business practice in the META region which now consists of more than 40 highly qualified professionals in the cybersecurity field. In his new role, Kassis will be responsible for driving the cybersecurity strategy and its execution in close collaboration with Ingram Micro’s country-level’ go-to-market teams. The business unit will ensure the introduction of a complementary range of cybersecurity vendors, security trainings, consultancy services and ultimately security managed services. The business unit will also be responsible for channel partner development and enablement as well as rolling out strategic marketing programs. Ingram Micro has been a leading distributor in META region of security vendors

like Symantec, Intel Security, HPE, Cisco, IBM, Kaspersky and others for years Marc Kassis, through its valueIngram Micro added distribution entities in the region, Aptec (Middle East and North Africa) and Armada (Turkey). Since the beginning of the year, Ingram Micro has added new cybersecurity vendors like A10, Nexthink, Nuix and PhishMe. Few other contracts are there in the pipeline to be announced till end of 2016 and during first few months of the new year 2017. “I am very proud to take this challenge and create this value to all vendors and partners trusting already Ingram Micro,” said Kassis. “It goes beyond the simple common sense of gathering under a single business unit all cybersecurity vendors. We are going to deliver value-added services and become much more relevant to our vendors and market in this domain.”

Kaspersky Lab announces new leadership for META Kaspersky Lab has announced the appointment of Amir Kanaan as Managing Amir Kanaan, Director in the Kaspersky Lab Middle East, as well as the promotion of Aman Manzoor to the new role of Head of Consumer Sales in META (Middle East, Turkey and Africa). Kanaan has more than 15 years of sales and managerial experience in the field of IT Security. As Managing Director in the Middle East at Kaspersky Lab, he will be responsible for strengthening the company’s position as a market leader and growing Kaspersky Lab’s business in the region. “Along with IT development and IT threat landscape changes, seeing more public cases of cybersecurity breaches, more organisations in META now pay a lot of attention to cybersecurity. We have been a trusted partner to many of these organisations, and are ready to meet the needs of others, by sharing our almost 20 years of expertise in the form of intelligence services and award-winning solutions. Working closely with our local partners, we’ll be making sure our customers are protected in the complex and constantly changing IT environment,” said Amir Kanaan, Managing Director in the Middle East, Kaspersky Lab. Meanwhile, Aman Manzoor in his role as Head of Consumer Sales in Middle East, Turkey and Africa is tasked with promoting all Kaspersky Lab solutions for home users on the fast developing META market.

www.resellerme.com // Reseller Middle East // JANUARY 2017

OPINION // INTEL SECURITY

ver the last couple of years, between the spate of high profile cyber-attacks, the resulting focus on security and the uptake of cloud and IoT, today, enterprises in the Middle East have realised that the only way to truly safeguard against cyber threats is to deploy cloud-first, integrated security solutions that address the entire threat defense lifecycle. While this makes perfect sense in principle, the reality is that few organisations, if any, have the resources and the technical know-how to deploy and manage a robust security solution across the enterprise network. To address this security gap, more and more organisations are turning to Managed Security Service Providers (MSSPs). In fact, according to a 2015 Infonetics research report titled â&#x20AC;&#x2DC;Cloud and CPE Managed Security Servicesâ&#x20AC;&#x2122;, the demand for managed security services is growing at double digit figures and is expected to reach close to $20 billion globally by 2019.

OUTSOURCING SECURITY Tarek Jundi, Managing Director, Middle East and North Africa, Intel Security, elaborates on the factors required to be a successful managed security service provider.

JANUARY 2017 // Reseller Middle East // www.resellerme.com

Global IT research firm Gartner, defines managed security services as remote monitoring or management of IT security functions delivered via shared services from remote security operations centres and not through personnel on-site. For inclusion within Gartner’s MSSP criteria, players must be able to remotely monitor and manage, through shared service delivery, firewalls, intrusion detection prevention devices from multiple vendors and have security operations centres in multiple locations, among other requirements. So what are some of the key success factors that channel partners should consider when embarking on this MSSP journey? Bridge the talent gap Talent shortage in the Middle East and globally for that matter, particularly in the security space, is a topic of much discussion. In fact, by 2017, reports suggest that there will be a shortage of two million cybersecurity professionals skilled in analytics and forensics. The limited resource availability directly translates to weak security protection levels within an organisation and the net result is longer lead times for protection, detection and correction. While this is one of the main drivers for organisations choosing to partner with MSSPs, the onus now falls on the MSSP to bridge this talent gap.

Competing against security vendors for talent could be an effort in futility so channel partners that are serious about building an MSSP practice should have a clear strategy for hiring, training and retaining security personnel with a focus on nurturing in-house talent. Not only should personnel be technically savvy and be thorough in the various security products and solutions, but just as importantly, they need to have a deep understanding of the threat landscape in the region and possible attack vectors to allow them to spot potential threats to an organisation. Partner with best-in-class Over the last couple of years, we have seen the emergence of a staggering number of security vendors on the market, almost all claiming to be ‘bestin-class’. The good news for MSSPs is that they are spoiled for choice but the bad news is that many of these solutions overlap and providers often trade off product features for ease of integration and collaboration between the various products and solutions. Rather than opting to integrate disparate point solutions, channel partners looking to build an MSSP practice will be well served to partner with a couple of key security vendors from the outset to develop a security service platform, from the ground up, that address the needs of the market and customers they are looking to serve.

“By 2017, reports suggest that there will be a shortage of two million cybersecurity professionals skilled in analytics and forensics.”

Address the hybrid cloud At present security service providers and end customers take joint responsibility of the business security integrity. Due to growing complexity of security solutions and the increasing need to focus on core competence, MSSPs are under pressure to take full management control of the business security environment. This is compounded with the growing adoption of cloud in the region. With the increasing adoption of hybrid cloud in the Middle East (primarily because of security and privacy concerns) and increasing spending on public cloud solutions, MSSPs will soon need to take charge of monitoring end-user cloud application activity along with hybrid solutions and to that end, should integrate security in to all their applications and product offerings. Become a trusted advisor Too often, vendors and partners alike, use the term ‘trusted advisor’ when characterising their partnership with end customers. But what does being a trusted advisor really mean? It means, building a level of accountability and transparency with the customer that goes far beyond just providing tactical security services. MSSPs should be in constant communication with their customers, regularly sharing analytics, threat intelligence and incidence reports. By educating the customer on their security posture, MSSPs allow the customer to take more informed, ‘evidence-based’ decisions and in doing so, gain the customer’s trust. For those channel partners that are looking to build a robust security practice and set themselves apart from the competition, becoming an MSSP offers them the opportunity to truly add value by managing the routine IT security operations for end-users and at the same time grow their own revenue and margins.

www.resellerme.com // Reseller Middle East // JANUARY 2017

OPINION // RIVERBED TECHNOLOGY

REDEFINING PARTNERSHIPS

Ramzi Itani, Regional Channel Sales Director, Middle East, Turkey and Africa (META), Riverbed Technology, examines how the role of partners will evolve.

igital transformation redefines the channel’s role The traditional sales model used to comprise three distinct steps: the OEM develops a new software or hardware solution, the VAR sells it to the end-user who pays for it entirely up-front, and the VAR continues to generate revenue by selling upgrades and new license fees to the customer. That business model will disappear within the next three-to-five years. Organisations across all industries are experiencing the digital transformation triggered by a number of factors: such as cloud computing, mobile technologies, the Internet of Things (IoT), and Big Data analytics. More companies are embracing the cloud for software- and hardware-asa-service options instead of installing those solutions in their data centres. Meanwhile, OEMs recognise that they can offer their products as services

that a customer can purchase from them directly. They no longer need an intermediary to deliver, stage and install new equipment or software. Channel partners are not being cut out entirely (yet), but this signals the end of collecting fees for traditional intermediary functions such as license renewals, providing upgrades, etc. As a result, we’re already seeing many of our partners roll out new services that position them as expert service providers who can assist their customers with the migration to the cloud. For example, they’re enabling customers to ‘pay by the drink’ – monthly subscription fees instead of paying an up-front price. This also enables the customer to upgrade and downgrade as their business needs change, instead of having to wait for their solutions providers to offer upgrades from the OEMs. This move

“The VAR will remain an invaluable business advisor on how to leverage those solutions to drive their businesses better and disrupt their competitors.”

JANUARY 2017 // Reseller Middle East // www.resellerme.com

to As-a-Service shifts the risk from the customer to the OEM who then ‘shares the risk’ with partners (that will likely now build out the solution). In the coming year both partner and vendors will need to manage this ‘shared risk’ to make monthly subscription fees financially viable. We also expect that there will be a continuation – even an acceleration – of consolidation within the channel industry as smaller VARs and systems integrators recognise the market demand for their traditional value-add is diminishing. Merging with larger companies will enable the new entity to offer a wider breadth of products and services that businesses require to compete today and tomorrow. Adapt or risk falling behind The evolution of the channel’s roles and relationships with OEMs and customers is one the industry should embrace, not fear. This creates even more opportunities for them to introduce new, or build up existing, integration services, support services and/or managed services. The one thing that won’t change is the typical customer’s lack of IT resources and expert personnel. The VAR will remain an invaluable business advisor on how to leverage those solutions to drive their businesses

better and disrupt their competitors. By adopting to work closer with vendors/ OEMs to be As-a-Service providers, VARs can create a ‘win-win’ scenario built around shared risk and the use of the vendor’s IPtechnology.

Embrace DevOps The rise of cloud computing has also given rise to DevOps – an operating philosophy with origins in the agile development community. There is no consensus on one definition of DevOps, but the core principle is to break down the silos that traditionally separate the application development and operations teams. The objective is to shorten the time it takes a company to develop, launch and update new applications or services. In particular when developing systems of engagement, rather than systems of record, customers are often relying on DevOps to rapidly launch new capabilities to enhance the customer experience. The wide availability of cloudbased application development tools enable someone with little or no coding experience to define, customise and create new apps without having to write any code. Individual lines of business that have an idea for an app that can improve their teams’ productivity levels or benefit customers no longer have to submit requests to IT, then wait for months for the traditional methods to deliver. Yet, many smaller companies do not have the resources or bandwidth to take advantage of these low-code tools. This represents another new business opportunity for a VAR: identify a customer’s business needs, and develop new applications for one or more departments to help the customer better meet those needs. Certainly, this is not to say that all VARs should jump into the DevOps movement, but more that they cannot afford to sit still. DevOps is a movement that may or may not be lucrative to many but one that needs careful evaluation as it is a cornerstone to many customers’ strategies for digital transformation.

www.resellerme.com // Reseller Middle East // JANUARY 2017

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PALO ALTO NETWORKS // OPINION

CYBERSECURITY TRENDS Mike Herman, Vice President, EMEA channels, Palo Alto Networks, offers channel partners a heads up on top cybersecurity trends to watch out during this year.

anaged Service Providers will find greater relevance and revenues by transforming into managed security services providers who take on the cybersecurity challenges for small and medium businesses. 2017 will see acceleration in the pace and scale at which a new business model, addressing soaring demand for effective cybersecurity, evolves within the channel. IT security has been part of managed service (MSP) providers’ offerings for many years. However, as traditional MSP areas like storage and desktop management commoditise, the most forward-thinking MSPs will realise that they can become more relevant to their customers by becoming managed security service providers (MSSPs), including investing to transform their network operations centres into security operations centres. The continued growth of significant cybersecurity threats such as ransomware, in parallel with a major shortage of cybersecurity talent, makes the MSSP proposition hugely appealing. Expect to see more MSSPs taking on the cybersecurity fight in 2017, rather than end-user IT departments who’ll increasingly have outsourced this task. The security talent shortage is going to be both opportunity and challenge for the channel in 2017. Greater cybersecurity process automation may be the key to how the channel responds. Awareness of the severity of the cybersecurity skills shortage has risen

in 2016. A number of studies have suggested that organisations will find it impossible to fill cybersecurity roles, so industry must help education systems produce future cybersecurity experts to close this gap - but that’s going to take considerable time and care to happen, and public and private sector organisations lack the luxury of time. For the channel this could be an ideal opportunity to offer managed services that can step in with outsourced cybersecurity services. This is especially true for the SMB segment, which will be unable to compete with bigger businesses for cybersecurity talent commanding growing salaries. The channel has to realise that it is also competing for the same rare and expensive talent, so expect channel-run security operation centres to adopt greater automation of cybersecurity processes to augment their own rich but limited pool of cybersecurity talent. 2017 sees no pause in regulatory pressures. Helping customers get ready for EU legislation on protection and realise the state-of-the-art cybersecurity by the 2018 deadline means the channel will be extremely busy through 2017. They

need to be wise to know exactly what customers need in both strengthening and simplifying cybersecurity. We know that EU legislations – General Data Protection Regulation (GDPR) and the Network and Information Security (NIS) Directive are starting to concentrate minds around the need to create state-of-the-art cybersecurity systems. Our Awkward Conversations study, which examined the attitudes of security professionals towards these EU legislations found that a majority of European IT security professionals (63 percent) are positive about the legislation’s impact. However, they are concerned it will add unnecessary costs and complications and cause operational strains (56 percent). Channel partners can square the circle with solutions that adhere to a higher standard of breach reporting and prevention, as well as simplifying and streamlining systems so normal business is not disrupted.

www.resellerme.com // Reseller Middle East // JANUARY 2017

COVER FEATURE // GULF SOFTWARE DISTRIBUTION

JANUARY 2017 // Reseller Middle East // www.resellerme.com

POISED FOR SUCCESS Gulf Software Distribution’s General Manager, Philippe de Mazieres, outlines the company’s first year of operations and plans for 2017.

ulf Software Distribution (GSD), the regional value-added distributor reselling the complete range of IBM Software solutions in GCC excluding Saudi Arabia, has spent its first year building its business and operational framework in the market and recruiting new partners. According to Philippe de Mazieres, General Manager of the company, one of the objectives for

the distributor was to identify and recruit the right business partners. Over the course of the year, the company has onboarded 30 partners along with whom it is building a robust channel network. The main aim of the company is to be the number one IBM Software VAD in the GCC region, excluding Saudi Arabia. “We are going to continue building our success on this,” says Mazieres.

“Our aim is to focus and develop IBM business and become a key reference for our partners as an IBM VAD in the market.”

The GM believes the company’s differentiator lies in the fact that it is a value-added distributor with the resources to enable partners. He says, “IBM Software solutions are not box moving but have a high value proposition. Partners need to be educated and certified to sell these solutions. And we have the capabilities to help them in this process.” Along with adding value for partners in terms of education and certification, the distributor also enables them with marketing activities. Mazieres says it is important to customise the marketing plan as per each partner. “We have a core marketing plan, which we will individualise as per each partner’s vertical focus and business objective. This way we can address the demands of the market adequately and generate leads.” Strengthened by its parent company, GBM’s backing, the

www.resellerme.com // Reseller Middle East // JANUARY 2017

COVER FEATURE // GULF SOFTWARE DISTRIBUTION

distributor provides resources for partners to help them qualify leads and support them for PoCs through its services team. He adds, “We work together with our partners on a number of aspects such as pre-sales activities and can help them provide value-added solutions as additional support for their customers. “Partners can offer their customers help-desk activities, which is a level 1 and 2 support on IBM Software. This is a key differentiator in the market as we are capable of providing multi-language support including Arabic, Hindi and English.” Over the course of 2016, the distributor has also carried out several partner enablement initiatives, where it has largely focused on the analytics space in IBM. “Last year, we held several enablement activities in Qatar, Dubai, Abu Dhabi and Oman for our partners in order to train them on IBM capabilities in the analytics space. In 2017, we will be extending these activities to include middleware, security and cloud application development. We will also be conducting marketing activities around these areas in the first half of this year,” added Mazieres. The first partners to come on board have been largely around analytics although the company has now begun to recruit on IBM’s overall portfolio. Over the next few months, we will continue to see the value-added distributor fortifying its channel network and meeting its clear objective of recruiting partners with premium value-add.

“The mid-market business, albeit one of the most challenging segments, also has huge areas of opportunities.” “We are not seeking volume business partners,” says Mazieres. “Our aim is to deliver genuine value to our end customers in the region through our dedicated network of partners. He further adds that ‘regeneration’ is lacking in the regional channel. By this, he means, partners are struggling to identify new areas of opportunities in the market. “We need to help partners drive off the beaten track and focus more on mid-markets. The mid-market business, albeit one of the most challenging segments, also has huge areas of opportunities. The larger, established customers are known to everyone, we will be guiding our partners to develop mid-market business in this year.” Taking into account the current market conditions, the GM hopes to

JANUARY 2017 // Reseller Middle East // www.resellerme.com

grow the business by 10 percent by the end of this year. “Business wise we need to continue our success and keep growing,” he adds. GSD’s partners have access to IBM’s channel programme, which is “one of the most rewarding” programmes Mazieres has come across. “Within GSD, we have embedded IBM’s channel programme. We urge partners to consult with us to learn more about the incentives and rewards the programme can offer. In some instances, partners have an opportunity to gain 40 percent margin,” he adds. That alone can be quite an attractive offer for partners in the region. IBM PartnerWorld Leadership Conference, which is around the corner, is an excellent platform for partners to learn new information as well as network with IBM officials and peers from around the globe, says Mazieres. Some of GSD’s partners will be accompanying the distributor for the event this year. The GM’s vision for the firm is clear, straightforward and in sync with company objectives – to increase its market share on IBM Software. “We are determined towards this direction and this is where our partners are expecting us to be too. Our aim is to focus and develop IBM business and become a key reference for our partners as an IBM VAD in the market. To achieve this, we will continue to invest and build resources while also utilising GBM’s existing pool.”

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INTERVIEW // DELL EMC

SIMPLE YET PROFITABLE

Havier Haddad, Senior Channel Director, Dell EMC, outlines the details of the recently launched partner programme and how partners can best leverage it.

JANUARY 2017 // Reseller Middle East // www.resellerme.com

ould you give an overview of what partners can expect from the merged partner programme that was recently unveiled? The new Dell EMC Partner Programme, that is set to become effective from February 2017, is designed in association with partners and draws the best features from the heritage Dell and EMC partner programmes. Reaffirming our strong commitment to the channel – the new partner programme is built on three main principles – simple, predictable and profitable, to ensure our partners have exceptional business opportunities, high business confidence and are able to increase their profits regardless of their programme tier. The key benefits of the programme include: • Power of one: With its centralised model, the Dell EMC Partner Programme will offer partners the best aspects of prior programmes • Improved processes: Partners will gain access to one partner portal with single sign-on, one deal registration and one Line of Business Incumbency Programme for storage • Simplified training and compliance: Our partners will receive the same training as the direct sales teams • Transparency: The annual programme strategy mandates mid-year compliance review • Predictable and market-aligned thresholds and targets: Partners will receive tier thresholds soon. • Profitable: Rewards will focus on new business and services, and selling the full portfolio

What are the elements that were retained from the previous individual programmes? The new programme brings together two great programmes that can enable partners to leverage our industryleading portfolio and accelerate their business growth. The growth Dell EMC is experiencing in the channel is a brilliant illustration of our mutual success to date, and the new programme is purpose built to further fuel this momentum. It will provide the transparency expected by our partners, while ensuring predictability and profitability. We have approximately USD 35 billion of sales already flowing through the channel; hence the opportunities to win big with this new programme and Dell EMC together are extraordinary. Our goal is to excite and delight this amazing and powerful partner community. What are the criteria that partners need to keep in mind to upgrade to the new programme? The new programme will incorporate all Dell EMC partner network, including the likes of service providers, solution providers, alliances (local and global), OEM solution partners and distribution (value and volume). The tier thresholds will be announced shortly and a period of six months will be provided for partners to meet the new criteria. Could you describe the different levels within the new programme? There will be four different levels within the new program. They will be classified as Gold, Platinum, Titanium and an exclusive partner tier – Titanium Black, for the highest performing partners.

“The structure of the new partner programme strategically aligns the tier levels and tracks with key business models adopted by our partners.”

These tiering levels will align each partner with the key business model, ensuring optimum flexibility to meet any customer need or demand. Could you describe the incentives and rebates that would be in place? Dell EMC is yet to reveal this, but we ensure that the benefits will include generous rebates for channel partners who drive new business, attach services and sell the full portfolio and offer the Dell EMC portfolio exclusively. What kind of certifications and competencies are offered to partners? The structure of the new partner programme strategically aligns the tier levels and tracks with key business models adopted by our partners. With this specific structure we aim to provide our partners the flexibility needed to operate across multiple tracks – as each track necessitates specific certification and competency. Designing a partner programme that maps the business objectives of the channel ecosystem is critical not only to meet the length and breadth of the customers’ demands but also help partners maximise their capabilities to earn greater margins. Can you discuss the growth strategy in place for the next year? The consolidation of two industry titans – Dell and EMC – has put us at the forefront of innovation and technology leadership. Dell EMC brings together strong capabilities in the fastest-growing areas of the industry including hybrid cloud, software-defined data centre, converged infrastructure, platform-asa-service, data analytics, mobility and cybersecurity. Hence, leveraging the full Dell EMC portfolio, which is easily accessible to partners through the new unified partner programme, will be a critical factor driving channel growth in the coming year. Channel partners who will take the lead and drive the uptake of these technologies in the market stand to profit invariably.

www.resellerme.com // Reseller Middle East // JANUARY 2017

OUTLOOK 2017

k o o l t ou

7 1 0 2 TRENDS AND TECHNOLOGIES TO GOVERN THE MIDDLE EASTERN CHANNEL BUSINESS THIS YEAR.

www.resellerme.com // Reseller Middle East // JANUARY 2017

OUTLOOK 2017

The scrying pool Industry stalwarts predict the tides of the future and how partners can face 2017 channel trends to emerge as profitable players.

ooking back over the last 12 months, despite positivity at the beginning of the year, the regional business was slow and didn’t pick up to the expected pace in 2016. But players in the channel are certain of better business circumstances in 2017. Research firm IDC expects Middle East, Turkey and Africa

markets to bounce back from current macroeconomic woes to reach revenues of $243 billion in 2017. Jyoti Lalchandani, Group Vice President and Regional Managing Director, META, IDC, says, “There’s no doubt that 2016 has been a particularly challenging year, characterised by currency volatility, weak oil and commodity prices, and a subsequent softening of government spend.”

JANUARY 2017 // Reseller Middle East // www.resellerme.com

While these issues will continue to linger, Lalchandani expects organisations to start pushing ahead with their planned technology investments. “This will happen as the ‘waitand-watch’ period draws to a close. Digital transformation initiatives will top the CIO agenda in 2017, as emerging technologies are increasingly leveraged in an effort to drive desired business

outcomes. Innovation will be key in this regard, and we expect to see considerable disruption of the traditional ICT mix as a result.” Although the worst is over, Dharmendra Sawlani, President, Dubai Computer Group, says it will take some time before market conditions improve on ground. “Towards the second half of 2017, we should see significant progress in business. We see immense opportunities in security, cloud and Internet of Things.” Havier Haddad, Senior Channel Director, Dell EMC, says organisations are keen to maximise their capabilities and ensure that their IT infrastructure is digital-ready. “They are inclined to increase their investment in technologies that can help them meet their business needs of tomorrow. Channel stakeholders can capitalise on these opportunities to bolster their position across the region.” In order for partners to leverage opportunities in organisations’ digital transformation, they need to understand better the possibilities and capabilities the new technologies can offer. Haddad says, “Partners need to grasp the benefits new business models and product innovation can offer customers. In addition, it is vital for channel partners to be knowledgeable about new technologies that can help them create new avenues of revenue and most importantly, raise the conversation in order to become consultants to customers instead. This will not only help the channel to adapt to the ever changing IT market but also enable them to stake a claim in helping businesses migrate to this new datadriven world.” In 2017, partners should continue their focus on developing skills around offering solutions and services as

“Towards the second half of 2017, we should see significant progress in business. We see immense opportunities in security, cloud and Internet of Things.” Dharmendra Sawlani, Dubai Computer Group

experts believe this will be a key differentiator for the channel. Maya Zakhour, Channel Director, Middle East, Fortinet, says, “The best margins can be realised in solutions and services. Here, partners have an opportunity to deliver real value, and have the potential to support customers on a long-term basis through after sales services. Partners can also engage with vendors on projects proactively, which will help them to secure higher margins and profits.” Sawlani adds, “The channel has to adapt as the trend moves towards services more and more. They should also keep in mind that the form factor for many products are changing. For example, with the increase in speed and connectivity of internet, form factor of storage is moving from physical devices to cloud. This trend will affect the market share of physical storage media negatively. As the industry goes through various such transformations in the near future, the channel should aim to be the partner of choice for organisations.” Florian Malecki, International Product Marketing Director, SonicWall, makes an important point when he says the need of the hour is to have partners who can understand customers’ business requirements and predict

rather than respond to evolving trends. “These are the partners who will be successful in the long run. There also needs to be a good balance between services and products in line with emerging customer requirements with the help of vendors,” he adds. Agreeing, Amir Kanaan, General Manager, Kaspersky Lab, adds, “For partners to be profitable players in 2017, they need to focus towards quality services.” What will also aid channel players over the course of 2017 is to remain optimistic and embrace change. Stephan Berner, CEO, Help AG, adds, “To succeed, channel players will need to make investments and adjust their business to capitalise on new revenue streams. Any segment a partner is able to communicate and deliver a true value proposition in will yield a healthy margin. My advice to the channel therefore is to get things right and start delivering quality rather than quantity.” To sum up, what matters the most in today’s business is delivering genuine value through services and solutions. The partners who can do that while also remaining ahead of the market demand will be the ones who will be profitable in this year.

www.resellerme.com // Reseller Middle East // JANUARY 2017

OUTLOOK 2017

SECURITY We will focus on our Managed Security Services (MSS) providing 24x7 Security Monitoring, security event management and Incident Response. The combination of use-cases (standard and customised), threat intelligence (global and local), vulnerabilities and pro-active threat hunting will make the difference.” Stephan Berner, Chief Executive Officer, Help AG

Even though we expect more and more companies to turn their attention and budgets to security intelligence services, endpoint security will continue to govern the market. It’s important for businesses to have a comprehensive multi-layered IT security solution installed that would secure all IT network, including mobile security, virtual machines, file and mail servers. This should be easily manageable from one console.” Amir Kanaan, General Manager, Kaspersky Lab

With the rise of digital transformation, virtualisation and with more applications on the cloud than ever before, we remain bullish on security and believe this will be an area of focus for companies worldwide. Additionally, there is strong customer demand for service as businesses integrate, optimise and manage their technology portfolios.” Florian Malecki, International Product Marketing Director, SonicWall

Key trends from a security perspective will be around threat intelligence, SOC orchestration and automated response and behaviour analytics.” Anand Chouda, Managing Director, Spectrami

Information security with breach identification, Anything As Service and data analytics will all feature highly in the needs of our end-users. Ensuring that the channel remains central and relevant to these technology challenges will be core to the growth of channel partners. Steve Lockie, Group MD, MENA, Westcon-Comstor

JANUARY 2017 // Reseller Middle East // www.resellerme.com

CONNECTIVITY 802.11ac wave2, cloud-based Wi-Fi solution, WLAN security are three major technological trends partners should watch out for. They should focus on cloud for its flexible deployment, management and for WLAN security. The Middle East is a huge market with an increasing demand for wireless networks. As regional governments launch digital city programmes, there will be many opportunities for WLAN business in 2017.” Bruce Zhou, Chief Executive Officer, AXILSPOT

Data centres in the region will continue to evolve in 2017 to meet current and future business requirements. Trends such as automation, virtualisation, software-defined applications and infrastructure, IoT and BYOD are driving a change in data centres. Apart from looking at new technologies to effectively manage data center growth, organisations are also considering options such as consolidation, colocation and outsourcing their data centres.” Yasser Zeineldin, Chief Executive Officer, eHosting DataFort

From a network security vendor perspective, we believe that a fundamental aspect of the growth of the digital economy is that previously unconnected businesses now need to be online or they will die. We are already seeing a move towards smart cities, autonomous cars, wearables and the proliferation of devices, users, applications, and services that are bucking the Internet of Things. With over 20 billion IoT devices predicted to be online by 2020, versus one billion PCs, it is clear that IoT is a big game changer. The rise of this digital economy will change how organisations conduct business, and cybersecurity will play a crucial role.” Maya Zakhour, Channel Director, Middle East, Fortinet

www.resellerme.com // Reseller Middle East // JANUARY 2017

OUTLOOK 2017

“

CLOUD

Hybrid cloud, all-flash storage, software defined data centre and storage have already proven to be game changers. For example, XtremIO (all-flash array) can store six times more data than any traditional disk-based storage systems, reducing cost by up to 80 percent over three years. Moreover, it has accumulated more than $3 billion in total sales in less than three years, further consolidating its position as possibly the fastest-growing enterprise storage product ever. And, channel partners who lead the market with these frontline technologies, stand to drive the highest market share.” Havier Haddad, Senior Channel Director, Dell EMC

Cloud, security and IoT will be the next big areas and that is where we should focus our energies. We have immense opportunities within UAE and in the Middle East but survival on plain vanilla trading model will be difficult. We will have to find our niche and focus on new technologies for better profitability.”

“

Dharmendra Sawlani, President, Dubai Computer Group

In 2017, partners must grow their hybrid cloud capabilities to maximise their value add to their customers. Through a trusted advisor role and through technical competency, partners need to articulate their value by supporting their customers improve productivity from their IT assets. Key technologies in this effort will be those around data management and security as well as mobility. Making sure the customers’ networks are ready for the digital transformation ahead is a key priority we are focusing on.” Michael Papaeracleous, Director of Distribution, Logicom

JANUARY 2017 // Reseller Middle East // www.resellerme.com

“

Cloud computing has transformed the way we do business, presenting a huge opportunity for resellers and SIs to embrace. IT advisory migration and managed services are core-offerings, especially, as customers become more reliant on cloud to drive their daily business. As cloud aggregator, your ability to stitch solutions that meet the business and financial objectives of customers will decide their preferences and investment.” Amer Khreino, Chief Executive Officer, Raqmiyat

We believe the trend is moving towards cloud and mobility business including tablets and smartphones, digital signage, large format displays, video walls, interactive touch, wearable devices and robotics.”

“

Arun Chawla, Chief Executive Officer, Trigon

A few years ago, the thought of extending data centre infrastructure to a hyperpublic cloud may have seemed a futile endeavour of connectivity, security and a mix of unknown surprises. However, now the market is ready to accept the adoption of hybrid cloud architectures from both the infrastructure and application side. It’s already happening and much greater mainstream adoption is on the horizon as enterprises look to enhance operational agility and reliability, while ensuring that data and applications are available at any time, from anywhere.” Gregg Petersen, Regional Director, Middle East, Africa and SAARC, Veeam Software

We see an increased adoption of cloud-based platforms for critical applications in small and medium as well as enterprise sized organisations. This trend has been facilitated by the introduction of the cloud being hosted in local data centres, furthering building confidence on in regards to accessibility, as well as ownership and security of data. The market has also become to realise how cloud-based platforms help reduce total cost of ownership, through accelerated deployments, increased security and scalability, as well as lower ongoing operating costs. The cloud also enables rapid deployment of mobile apps and web-based platforms, providing a platform for new service offerings.” Neal Gemassmer, Vice President, International, Yardi

www.resellerme.com // Reseller Middle East // JANUARY 2017

THIS TIME FOR AFRICA Reseller ME explores the opportunities present in the North African market and how channel partners can look at maximising their business in the region.

JANUARY 2017 // Reseller Middle East // www.resellerme.com

NORTH AFRICA PROSPECTS // FEATURE

ver the last couple of years, there has been a significant increase in the focus on North African businesses and expansion to the region. Number of factors such as growing population under the age of 30, developing infrastructure and increasing demand for ICT solutions and services have driven the growth in the country. African-centric distributor, Mitsumi Distribution, has observed the most growth coming from countries across the continent such as Algeria, Ghana, Kenya, Ethiopia and Tanzania. Being an authorised Dell distributor specifically for the North African region, the company’s Managing Director, Mitesh Shah, says, “Factors such as having incountry presence, right product portfolio, in-depth knowledge of market segmentation and high level of support, both technical and sales will grow your business and profitably. This is vital for places

Mitesh Shah, Mitsumi Distribution

such as Africa where the market is growing and establishing a business is often a long drawn process.” Hamid Boughazi, Regional Sales Director for North and Frenchspeaking Africa, Fortinet, says, the main factors for growth is the awareness from all decision-makers that they cannot avoid the path to digitalisation. He adds, “More and more we see IT at the centre of people’s business from corporation to the simple citizen. When it comes to IT, cybersecurity has started to become one of the main concerns that CIOs and IT managers have to deal with.” According to Shah, technologies that are leading the region’s channel growth include wearable, smartphone proliferation, cloud and Internet connectivity. He adds, “A lot of software is being offered through the cloud. Consequently, we are enabling online sales and subscription models on behalf of our vendors. We can also

“Despite challenging business climate, we have seen a definite growth in the IT sector from the region. The continent has the biggest and most competitive IT market. We believe the region is perched to touch the highest mark by the end of this year.”

www.resellerme.com // Reseller Middle East // JANUARY 2017

FEATURE // NORTH AFRICA PROSPECTS

integrate many of these services and offer various solutions from different vendors through a single service model.” Boughazi says, “We are investing in the North African region, especially in Morocco and Algeria after hiring a local team and have begun to deal with the right channel partners.” According to Dharmendra Sawlani, President, Dubai Computer Group, Egypt will see the most growth from within the region. He adds, “Although it will take two more quarters for the results to reflect, the positive measures by the government and IMF funding will boost the economy. One of the major constraints in 2016 was the currency shortage and a vertical upward swing resulting in hyperinflation. IMF funding, unpegging of the Egyptian pound and bold step to withdraw subsidy are some of the positive factors for 2017. I am quite optimistic the IMF funding will help bring USD rates below current rate and also neutralise the cross impact of subsidy withdrawal.” The opportunities in the market are quite evident but how can resellers succeed in the region? Shah says, “I believe that for resellers to progress and capitalise on

Hamid Boughazi, Fortinet

the predictable growth, it’s essential for stakeholders in the channel to uphold the highest moral standards of doing business. Growth is possible because of proper planning, healthy stock rotation and inventory and cash flow management.” Partners have to gain a comprehensive knowledge of the market and understand its challenges in detail. Grey marketing and software piracy are some of the biggest issues plaguing the market. “This is one of the key challenges every distributor is facing. We have created different marketing campaigns and programmes to educate partners. Mitsumi encourages and invites all resellers across Africa to partner with them for authorised channel business. We plan to hold blitz campaigns to educate resellers on the huge risks in dealing in grey and how to mitigate this challenge,” says Shah. Being a price-driven market also poses as another challenge in North Africa. “African buyers are always on the lookout for high quality and competitively priced goods to meet their requirements.” One of the other issues in the region, according to Boughazi, is that customers who have important

“More and more we see IT at the centre of people’s business from corporation to the simple citizen. When it comes to IT, cybersecurity has started to become one of the main concerns that CIOs and IT managers have to deal with.”

JANUARY 2017 // Reseller Middle East // www.resellerme.com

IT teams try to master everything by themselves instead of relying on external companies. “This is a bit challenging for systems integrators whose value comes mainly from this area. That’s why managed services are not flying in the region except in Tunisia where Managed Security Services, for example, started to be a reality even if these are just the first steps. “To do business well in the region, it also requires an insight into the market. The best way to have that for a partner coming from abroad is to tie-up with local players who know how to deal with all the challenges in the market. This is a fast way to adapt to local conditions,” he adds. What is interesting to note is that even though the channel business is still not mature, Shah says the company has seen resellers and systems integrators being proactive as they face threats from more established and financially stronger competitors. The only way for partners to emerge as powerful players in the region is to adapt to the new digital era and deliver value-oriented services while also bringing in diverse product portfolio. But having said this, it is also critical for partners to have a focused approach to their expansion strategies. Shah says, “Despite challenging business climate, we have seen a definite growth in the IT sector from the region. The continent has the biggest and most competitive IT market. We believe the region is perched to touch the highest mark by the end of this year.” Partners who operate in the region need to have a clear and realistic growth strategy planned out. They need to take into account the challenges pertaining in the sector and make the most of the opportunities the region’s development phase presents.

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VENDOR FOCUS // EPICOR

FRESH TAKE

Hesham El Komy, Senior Director, International Channels, Epicor Software, discusses in detail why the company is confident of doubling its channel-generated revenue through the recently launched new partner programme for EMEA and APAC.

an you explain why Epicor felt the need to launch a new programme? When I joined the company, I reviewed the market and found that most vendors have a tier-structured programme, which rewards partners for selling more. However, this doesn’t help partners to grow theirs or vendors’ business. Epicor’s previous programme was no different. My next step was to interview our partner ecosystem. I sent out a survey to all partners across my territory. With about 50 percent response rate, it revealed what partners like and don’t like about the programme, among other aspects. 30 percent respondents said they were indifferent while 47 percent said they were not motivated to be a partner as the approach was the

same for over the last three decades. We also learned that partners would like to be incentivised to grow their business and look at doing operations in a different manner. They wanted to know how we could improve their business in terms of marketing, branding, sales and technical abilities. We then sat down to understand how we could create a programme that will motivate partners to grow their operations and in turn expand our business. What were some key basis on which the new programme was created? The first action was to understand what drives partners. Is it their ability to sell or is it providing them with the complete vision of transforming their technical or sales organisation into a complete and fully functional solutions provider? The survey results

“We identified three pillars that drove value for organisations – financial, functional and operational, and technical.” 42

JANUARY 2017 // Reseller Middle East // www.resellerme.com

clearly revealed it was the latter. We scrapped the existing programme and build a brand new one, from the ground-up. We can proudly say that there is no other similar programme in the market. We identified three pillars that drove value for organisations – financial, functional and operational, and technical. These three areas not only add value to partners but also leads to customers viewing them as complete solutions providers. This means customers know that they can expect the same level of service as a vendor but with a nimbler approach. Partners have this advantage. Can you give us more details about the programme? We believe the new programme is quite innovative because every partner is at the same level. By eliminating tiers such as silver, gold and platinum, we have taken away the power of size and brought in the power of ability instead. We will reward partners purely on the value they will bring in. The new programme has two types of partners – certified and authorised. This is a horizontal classification, partners have the option to move across, and not vertically. Through the programme, all partners earn the same license margins, which are not based on selling. Instead, we identify the

partnersâ&#x20AC;&#x2122; gaps after understanding their business objectives and goals. We then advise them to do more of what is lacking. For example, at the beginning of the year, we will tell them that they need to do more marketing or generate more leads, or acquire technical or sales resources and so on. We try to see what aspect will make a partner complete. For each of the requests, we will add a margin percentage. This is checked at the end of the quarter and if it is completed, they earn that margin allowance for the following quarter. Therefore, we work with our partners to enhance their capabilities and fill the gaps while also paying them to do so. This in turn gives us a more complete partner. How is a certified partner different from an authorised one? The only difference is that certified partners are more technically enabled than authorised partners. Both types of partners earn the same margins. What will encourage them to move across and become certified is that Epicor will endorse them to customers as partners with more technical prowess. We will also provide them with engagement opportunities. There are also more enablement programmes around certifications. For us to consider a partner as certified, they need to not only obtain the certifications but also be classified as an enabled partner. Enabled partners must go through sales college, which is face-to-face with us. They need to mirror our sales personnel and attend sales meetings. This is until we are confident about their abilities, so it could be a week or a year. Becoming certified is quite a status for the partner as it is not easy and there will be

very few. A certified partner is an extension to Epicor while an authorised one is more of an ecosystem extension. How much growth are you expecting to achieve at the end of the year? At the moment, we are looking to reduce the number of partners in our ecosystem. We might have many partners but how many are adding genuine value? The partners who have begun to engage with the new programme are happy with the changes they see. Over the next 12 months, we are expecting to double the revenues through the channel with half the number of partners.

www.resellerme.com // Reseller Middle East // JANUARY 2017

REVIEW

SAMSUNG GEAR S3 CLASSIC

RATING

If smartwatches ever become an accessory that we buy as a necessity rather than luxury, the Gear S3 will be the device to go for.

hen Samsung released the Tizen-powered Gear S2 in 2015, it’s safe to say that it ticked a lot of boxes as far as smartwatches go; from design to functionality, to the user interface and all the way up to its compatibility with non-Samsung Android phones. Building on that very good foundation is simply the next logical step. Enter the Gear S3. Launched in October last year, Samsung’s latest smartwatch offering is bigger, faster and feature-rich as compared to its predecessor.

“BIG” TIME The first thing that grabs your attention with the Gear S3 is its size. It’s big – really big. It has a 1.3-inch super AMOLED display with Corning’s Gorilla Glass SR+ panel that’s noticeably larger than its predecessor’s 1.2-inch one. In addition, it is also 1.5mm thicker and 10 grams heavier. The size of the device makes it a smartwatch that’s not for everyone. Some may find it too big for their liking especially to those with slender wrists. Nevertheless, despite the heft, it wasn’t uncomfortable to wear in the slightest. The Gear S3 Classic, as the name foretells, has a more classic look with a silver metal body and leather straps. The band has a standard 22mm design with quick-release pins. The standard connection also means you can swap in whatever band you want. The device also has a more rugged version – the Gear S3 Frontier, which comes with a black metal body and silicon

strap with textured pattern that gives an illusion that it’s made of carbon fibre.

THE RIGHT TURN Another key feature that the Gear S3 has is Samsung’s patented rotating bezel, which is integral to both the look and function of the device. The UI follows a circle within circle approach, allowing you to make the best use of the rotating bezel. Turn it clockwise to find all your notifications in one place. Spin in the opposite direction to breeze through the different widgets you have added into your device. A clever functionality of the bezel allows users to rotate it and respond to calls or silence alarms. In theory, users can also use the bezel to play games on the Gear S3, however, it is not ideal as precision control using the bezel can be tricky for some games. Furthermore, it is also important to note that a number of games or apps are not available on Tizen.

UNDER THE HOOD There are quite a few differences between the two versions than just style: The Classic has a standard Bluetooth/WiFi/ NFC radios, while the Frontier has an additional LTE radio for messaging, voice calls and the occasional SOS from the wilderness. Everything else is the same across both models like the heart rate sensors, a 1GHz dual-core Exynos processor, 768MB of RAM, IP68 waterproofing, 4GB of internal storage and MST (magnetic secure transmission) for Samsung Pay transactions.

JANUARY 2017 // Reseller Middle East // www.resellerme.com

The Gear S3 also packs in more sensors including an accelerometer, ambient light sensor, barometer, gyro, and a heartrate monitor. There’s also a speedometer to measure top speed onboard the smartwatch.

LONG BATTERY LIFE Perhaps, one of the most commendable features of the Gear S3 is its battery life. Both the Classic and Frontier models come equipped with a 380mAh battery. Samsung claims that this can last up to four days on a single charge. But with the alwayson mode, Wi-Fi and Bluetooth on, the brightness on the higher side, and location turned on it mostly lasts for a day and a half to two days maximum, which is still quite impressive as far as battery life goes. All in all, despite the big size of the watch and the lack of Tizen compatible apps, the Gear S3 is pretty strong contender in the smartwatch market. While owning a device like this is still a novelty to some if you’re looking for a premium wearable to pair with your Android device the Gear S3 is something you should consider. Price: AED 1,399

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MERLIN DIGITAL UNVEILS AUDIOPHILE OFFERINGS Merlin Digital introduces its ‘hearables’ range that’s aimed at users of all ages. Sharad Hiro Bachani, Co-Founder and CEO, Merlin Digital, said, “We have seen great a many innovations in sound systems as wearables for fitness, but sometimes, the crux of what makes a good hearable, being sound quality, can take a back seat. This is the reason why we have devised the Sonic X completely wireless solutions, and a pair of Active Noise Cancelling Headphones, called Virtuoso ANC. We’re constantly innovating and trying new and varied things to create a magnificent experience for our consumers, every step of the way.” The Sonic X is a pair of wireless earphones with auto

pairing in the left earbud and the right shut out background noise for a “satisfying aural experience.” It has a seven-hour talktime hosting five hours of wireless music playback. The Sonic X also has a built-in microphone. Meanwhile, Merlin’s Virtuoso ANC (Active Noise Cancellation) wirelessly connects to one’s smartphones and tablets and cancels out outside noise to give users a “clear and balanced audio.”

ARUBA LAUNCHES 2540 SERIES SWITCHES

Designed for the digital workplace, the Aruba 2540 Switch Series is optimised for mobile users. The series, according to the vendor, is equipped with advanced security and network management tools — Aruba ClearPass Policy Manager and Aruba AirWave — which makes this layer-2 access switch easy to deploy and manage. The vendor also highlighted that it also has support from cloud-based Aruba Central, therefore, enterprises can quickly set up remote branch sites with little or no IT help. Among the key features of the series is enhanced access security, ACLs, traffic prioritisation, sFlow, and IPv6 host

support. The Aruba layer 3 switches (29xx/3810/5400) are also capable of user-based and port-based wired traffic tunneling to an Aruba Mobility Controller so that policies can be applied, advanced services can be extended, and traffic can be encrypted to secure the LAN, further reducing risk to networks. It also allows remote deployment with Aruba Central; wired and wireless experience with Aruba ClearPass Policy Manager and AirWave Network Management. Finally, to meet the demand for the rapid growth in IoT and connected devices in distributed enterprises, the Aruba 2540 Series support Zero Touch Provisioning and optional cloud-based management to allow enterprises to simplify and slash network deployment and management costs. The Aruba 2540 Series switches are available now. Pricing starts at $2,589 US list.

AXIS INTRODUCES DURABLE FIXED DOMES

Axis Communications, expands and updates its AXIS Q35 Network Camera Series with models based on the latest image sensor technology and enhanced processing including Lightfinder technology, resulting in exceptional light sensitivity and Wide Dynamic Range - Forensic Capture. Moreover, two new models with marine-grade, electropolished and coated stainless steel casing and nylon transparent dome are offered to withstand the corrosive effect of seawater and chemicals. AXIS Q3505-V/-VE/-SVE Mk II models provide HDTV 1080p video at 30 fps with WDR, and 1080p at up to 60 fps or 720p at up to 120 fps with WDR disabled. They are available with wide or telephoto lens. AXIS Q3504-V/-VE cameras provide HDTV 720p at 30 fps with WDR, and up to 120 fps with WDR disabled. All new AXIS Q35 models offer remote zoom and focus capabilities as well as P-Iris control ensuring optimal depth of field, resolution, image contrast and clarity. The new AXIS Q3504-V and AXIS Q3504-VE cameras, the updated AXIS Q3505-V Mk II and AXIS Q3505-VE Mk II as well as the new stainless AXIS Q3505-SVE Mk II models (also named Mk II as they have the same camera performance inside) are available through Axis’ distribution channels.

www.resellerme.com // Reseller Middle East // JANUARY 2017

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CANON LAUNCHES IMAGEFORMULA SCANFRONT 400

HUAWEI RELEASES THE NEW MATE 9 Huawei has recently introduced its latest smartphone offering the Mate 9. The new Mate 9 is a 5.9-inch device which features Huawei’s signature dual-lens rear cameras that has been co-engineered with Leica Camera AG. The vendor highlighted that the devices has 60 percent increase in battery life and is equipped with SuperCharge technology that delivers a full day’s charge in 20 minutes, a 4000mAh high-density battery and a reimagined EMUI 5.0, all powered by the Kirin 960 chipset. It comes with a three-month guarantee service offer at select retailers across the country. The brand is also offering a one year standard warranty, one time free screen replacement and one time free phone replacement. In addition, the brand is also offering personalisation services such as engraving and pick-up and delivery of the devices. The Huawei Mate 9 will be available in space grey, moonlight silver, mocha brown, champagne gold, ceramic white and black in the region, and is now available starting from AED 2299 at select retail outlets across the United Arab Emirates including Axiom, Emax, Lulu Hypermarket, Carrefour, Jumbo Electronics and Sharaf DG.

Canon Middle East has launched the new imageFORMULA ScanFront 400, a “high performance” standalone network scanner, designed to capture a wide range of documents and feed into fast-paced business workflows. According to the vendor, the imageFORMULA ScanFront 400 allows for high-speed scanning of a wide range of documents including A4, A5, business cards and passports. Ultrasonic double feed detection with retry and release functionality also enables easy scanning of envelopes, booklets and folded documents. With rapid scanning speeds of up to 45 pages per minute, and a 60-sheet feeding mechanism capable of handling up to 6,000 pages per day, the imageFORMULA ScanFront 400 can

keep pace with the most demanding environments. It has a 10.1-inch touchscreen making it functional even without a PC or additional software required for operation. The device can be connected easily to a network for secure scanning to a combination of email, network folders, FTP, USB, fax or directly to a printer in just a few simple steps. The new device builds on Canon’s range of security features. In addition to the unique user permissions, security is provided on the device and document level. These include secure password log-in using active or LDAP directory and secure file sending using FTPS/ SMTPS and SFTP protocol. The imageFORMULA ScanFront 400 is available across all Canon sales offices and selected distributors in the Middle East.

R&M ANNOUNCES NEW DOME CLOSURE CABLING SOLUTION R&M has developed a new modular outdoor closure for fibre optic networks. According to R&M, the development of the new SYNO dome closure follows many years of experience gathered by its R&D team in Switzerland and its SYNO gel technology is an innovation in mechanical cold sealing. When the cable entry is sealed in the closure, gel surrounds each cable, preventing dust and moisture from getting in. Because of this, fluctuating temperatures, mechanical loads, or water pressure cannot damage the dome-end splice in any way. R&M offers three models of the solution,

JANUARY 2017 // Reseller Middle East // www.resellerme.com

the largest of which can hold up to 1,152 fibres and splices. The system also guarantees a bending radius of 40 mm, regardless of packing density, which is gentle on fibres. Cables up to 28 mm and micro ducts up to 14 mm in diameter fit in the kits, making the dome closure suited to virtually any application including distribution, branch, and cable joint closure. With the new SYNO dome closure, the cable entries can be opened, closed, changed, and retrofitted in just a few simple steps. The cable bays and individual cables remain freely accessible, meaning that the dome closure can be modified or fitted with additional fibre optic cables even during network operations.

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DELL EMC’S NEW VXRAIL APPLIANCES Dell EMC has announced that the VxRail Appliance Family, a set of HCI appliances specifically developed and fully optimised for VMware environments, now have configurations powered by the latest Intel Broadwell Platforms, VMware vSphere and VMware VSAN technologies and based on PowerEdge servers. These features, according to the company, ensures 40 percent more CPU performance for the same price, increased flexibility and scalability with more configurations than before, and equips all-flash nodes with 2x more storage and a new three-node entry point that is 25% less expensive. According to Dell EMC, storage heavy workloads including Big Data Analytics and Microsoft Exchange can take advantage of VxRail Appliances based on the PowerEdge R730xd platform that has highly dense storage nodes coupled with the latest Intel processors to provide high-performance

processing. It can also utilized for graphicsheavy client virtualisation workloads that require increasing levels of performance found in the latest operating systems including Microsoft Windows 10, as well as productivity applications and graphics-intensive CAD/ CAM, research and development applications. Furthermore, remote office/branch office environments can leverage the low-end three-node entry option across the family with a starting price of under $45,000 allowing customers to cost-effectively deploy hyper-converged infrastructure to simplify IT management at multiple remote sites. For customers seeking to accelerate time-to-value of an enterprise-class client virtualisation solution, Dell EMC will offer new configurations of VxRail Appliances with VMware Horizon. The solutions are specifically optimised for client virtualisation in order to provide simplified deployment and management of virtual workspaces.

EPSON LAUNCHES PROOFING, PHOTOGRAPHY AND FINE ART PRINTER Epson announces the launch of the SureColor SC-P5000 17-inch printer. Designed for proofing, fine art and photography applications, the SC-P5000 can be selected with a violet or LLK inkset, and can achieve “near-perfect” colour matching of up to 99 percent of pantone solid coated colours. The SureColor SC-P5000, according to Epson, has been designed to replace the Stylus Pro 4900 and to complete the SureColor range with HDX ink, which also includes the SC-P7000 (24-inch) and SC-P9000 (44-inch). It is available in two options, one with an inkset including violet for pre-press proofing by advertisers, manufacturers and designers, to ensure accurate packaging, marketing materials and corporate colours; the other features an LLK inkset, and is aimed

at professional photographers and fine artists who wish to reproduce the detail, colours and contrast of their original artwork perfectly. The vendor also highlighted that the device’s colour accuracy is matched only by print quality in the SC-P5000, which uses its advanced printhead technology to make highresolution, long-lasting prints. 3.5pl droplet size and 2880x1440dpi resolution ensure crisp, detailed results, while Ultrachrome HDX inks offer much improved lightfastness. The SC-P5000 fits seamlessly into any proofing workflow, and is capable of automated proof checking with the SpectroProofer installed. The new printer is supported by all major RIP and software vendors.

SAMSUNG INTRODUCES GALAXY A HANDSETS Samsung Electronics has announced the launch of three new handsets from its Galaxy A series, the Galaxy A7, Galaxy A5 and Galaxy A3. The 5.7-inch A7, 5.2-inch A5 and 4.7-inch A3 phones feature a premium metal frame and 3D glass, as well as front and rear 16-megapixel cameras, near-field communication technology to support Samsung Pay and 1.9GHz octacore processor. The Galaxy A series also provides a larger memory, along with expandable storage with a microSD support up to 256GB. The devices are also equipped with a reversible USB Type-C port, longer battery life and features ‘Always on Display’ allowing users to check the time and date without powering up the device. In addition, Samsung highlighted that the smartphone offers IP68 water and dust resistance, allowing it to withstand the elements, including rain, sweat, sand and dust, making the device suitable for nearly any activity or situation. The new Galaxy A devices are available in four colours, Black Sky, Gold Sand, Blue Mist, and Peach Cloud.

www.resellerme.com // Reseller Middle East // JANUARY 2017

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SONY FLAUNTS TA-ZH1ES

Sony has introduced the TA-ZH1ES HiRes Audio headphone amplifier, which enables higher sound quality through the headphones. According to the company, this product delivers the superior sound of high resolution audio (up to DSD 22.4MHz/PCM 768kHz/32bit) for a “truly musical home listening experience.” The D.A. Hybrid Amplifier Circuit gives the combination of Sony’s full digital amplifier S-Master HX together with analogue amplifier, and preserves the fine detail sound of S-Master HX and low distortion sound

with the support of analogue amplifier. The newly developed Frame/ Beam/Wall (FBW) chassis combines Wall structure with the familiar FB chassis that has been cultivated in the ES series. The Wall is created by shaving extruded aluminium and realises a rigid body that can suppress unnecessary vibration. The Acoustically Tuned Panel also achieves the ideal sound while controlling vibration and resonance. For preserving the feeling of an “original sound,” the ZH1ES has new DSEE HX and DSD Remastering Engine which converts PCM source to DSD 11.2MHz.

HP INC INTRODUCES NEW DESKJET GT SERIES HP Inc. has unveiled the new HP DeskJet GT 5820/10 All-in-One series, in the UAE, which according to the company is targeted at high-volume home users looking for a wireless ink tank printer. The HP DeskJet GT series prints up to 8,000 pages with a set of three HP colour bottles or up to 5,000 pages with a HP black ink bottle out of the box. According to HP, its original inks are specially formulated to deliver sharp text, vibrant graphics and photos that resist water and fading and professional quality, borderless printing. The company also highlighted that replenishing ink is also clean and easy with HP’s innovative spill-free refill system. The bottles can simply be plugged into the tank without any squeezing required. Users can also easily monitor ink levels with the transparent ink tanks.

The working environment today needs to be connected and wireless. The new HP DeskJet GT 5820 All-in-One printer makes it easy for users working remotely to connect via smartphones and tablets. The printer can be set up out of the box using just a mobile device. Even without a wireless network, Wi-Fi direct enables users to directly connect their printer to the mobile device at home. In addition, with the HP All-in-One Printer Remote app, users can quickly send scans to email or cloud storage through their mobile device. Users can also easily print from a variety of devices including iPhone and iPad using AirPrint, or smartphones and tablets running Android, Windows 8, Windows 10, and Google Chrome operating systems.

JANUARY 2017 // Reseller Middle East // www.resellerme.com

XTOUCH RELEASES R3 SMARTPHONE XTOUCH has launched its 6-inches HD display screen smartphone, — R3. The XTOUCH R3 is designed with “sleek and smart look” with its full-metal body with a 2.5D diamond-cut glass and 8.4mm slim edges at the corner. The new smartphone is equipped with a 4000mAh longlife battery which can last over two days on normal usage and 19 hours phone call time with a single charge. The vendor highlighted that fitted with high-powered auto-focus dual cameras of 13MP at the back and 8MP in front that offers multiple modes, the R3 delivers the best in class picture quality. And, the device takes only 0.35 seconds to unlock using the advance touch sensor lightning fast speed technology. The XTOUCH R3 is powered by MediaTek Quad-core processor MT6735. It has a 2GB RAM and 16GB ROM that’s expandable to 128GB, with dual SIM cards. Farhad Khan, Vice President, Commercial, XTOUCH, said, “We are sure with its big screen size, sleek design, smart features, state-of-the-art functionalities and highly competitive price, the R3 LTE will be a big hit in the market. We always endeavour to introduce products that can provide users an ultimate experience as well as value for money”. Priced at AED 499, the XTOUCH R3 is available in Gold and Grey shades across the leading stores in UAE.

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SENNHEISER FLAUNTS HE 1

Sennheiser has recently introduced the ‘Sennheiser HE1’ in the Middle East market. The HE1, according to the vendor, are the most advanced high-end headphones that offer an unprecedented audio experience that “shape the future of audio.” The electrostatic headphone system combines the latest technology with carefully selected, luxurious materials and highest quality craftsmanship. The headphones are priced at EUR 50,000 and are targeted towards the high-end audiophile market in the Middle East. “With the Sennheiser HE 1, we once again push the boundaries and show that we can repeatedly set new benchmarks in excellence and with that shape the future

of the audio world,” said Sennheiser CoCEO Daniel Sennheiser. “The Sennheiser HE 1 surpasses every other headphone system in the world by offering the ultimate in reproduction precision, exceptional spatiality and a frequency response that extends far beyond the range of human hearing ability. It is able to deceive our senses in a completely unique way, creating the perfect illusion of being directly immersed in the sound,” explained his brother and Co-CEO Andreas Sennheiser. Even the slightest nuances of the music become audible. The vendor underlined that the HE 1 uses an innovative amplifier concept that combines to perfection the advantages of a tube amplifier with those of a transistor amplifier. “The HE 1 stands for the innovative power of our company and our joint commitment to the pursuit of perfect sound.”

QNAP INTRODUCES TS-251+ The Intel quad-core TS-251+, according to QNAP, aims to address the increasing demand for data storage, sharing, and multimedia processing that today’s IT professionals have. It is powered by the QTS 4.2 operating system. QNAP also highlighted that the TS-251+ performs as an easy-to-use yet powerful NAS for data backup, file synchronisation and sharing, remote access and multimedia applications, and is ideal for users to create a secure private cloud to access their data easily. It is a secure storage solution for data backup, file sharing, and virtualisation applications, coupled with hardwareaccelerated AES 256-bit volume and folder encryption. The TS-251+ can run on Windows, Linux, UNIX and Android based virtual machines with the virtualisation

station. It can also operate multiple isolated Linux systems as well as download containerised apps with Container Station.

SONY LAUNCHES NEW WALKMAN NW-WM1Z

As part of Sony’s flagship WM1 series, the Walkman WM1Z can play any music file from the High Resolution Audio end of the scale to low quality mp3, including support for DSD Native format (11.2MHz). It is equipped with the DSEE HX to support five modes, which ranges from Standard, Female Vocal, Male Vocal, Percussion or Strings. According to Sony, this technology means it can carefully upscale lower bit rate files to near High Resolution Audio quality. WM1Z has a gold-plated oxygen-free copper. The cable used inside the WM1Z from the amp to the headphone jack is a four wire braided cable engineered with Kimber Kable, which Sony highlighted as key for achieving a richly expressive and refined audio quality.

www.resellerme.com // Reseller Middle East // JANUARY 2017

COLUMN

Tech talk Reseller Middle East's Online Editor Adelle Geronimo shares her views on the regional tech scene.

Adelle Geronimo, Online Editor, Technology Division

Add to cart While e-commerce is far from being a new concept in the Middle East, major announcements made late last year have signalled that this industry is heading towards further growth. Among the major headlines in the e-commerce space is the introduction of the new online retail venture Noon.com. Set to launch this month, Noon.com, an offspring of the tie-up between Emaar Properties Chairman, Mohamed Alabbar, and Saudi Arabia’s Public Investment Fund (PIF) is expected to “turn the MENA e-commerce environment upside down.” With an initial investment of $1 billion, the platform is expected to have 20 million products to sell – ten times more than Souq.com, the region’s current biggest player. Noon will be rolled out in the UAE and KSA markets first and will subsequently cover the entire Middle East region. It is anticipated that the online platform will stock and sell just about everything including fashion items, food, fast cars and more; it will also include a fair chunk of more than the

15 million of total products on sale in Dubai’s major shopping malls. The e-commerce space has been gradually growing in the Middle East over the last few years, however, its level of development is still lagging behind if you consider the pace of digitisation that the region is undergoing. Currently, it only accounts for around two percent of total retail sales or around $3 billion. But that is expected to change soon. Here’s how. First, over 60 percent of the Middle East and North Africa’s population is comprised of millennials or people under the age of 25 who are more inclined to conduct various activities online. Second, markets like the UAE and Saudi Arabia, which has the world’s highest smartphone penetration at 74 percent and 73 percent respectively the rise of online shopping is deemed inevitable. A report by research firm Gartner supports this, highlighting factors like the deluge of mobile of devices

JANUARY 2017 // Reseller Middle East // www.resellerme.com

and increasing Internet connectivity as additional drivers for digital commerce’s further development. In addition, various government initiatives aimed at encouraging the development of the e-commerce market have also been implemented during the last year. With these key factors in mind, many industry pundits are predicting that by 2025 the e-commerce market will then amount to a staggering $70 billion a year. While there are already a few e-commerce entities that have successfully established a strong foothold in the Middle East market like Souq.com and Landmark. com, there is still a big room for the industry to fully develop and the market holds plenty of space for new entrants like Noon.com. Although the sharp rise of e-commerce is not going to happen in a blink of an eye, the scale of the new investments and plans present in the market suggest that the landscape is on the right track towards achieving its full potential.

We deliver world-class products wherever your business. Perfect distribution always. At Trigon we take pride in our distribution network, spreading across more than 15 countries â&#x20AC;&#x201C; the Middle East, Africa and Asia. With 19 successful years in the business of distribution of world-class IT peripherals and services to our partners - dealers, resellers, retailers and corporate clientele, we at Trigon continue to innovate in all areas, building on the strength of our people and the quality of our brands. Our warehouse and logistics network, after sales support backed by state-of-the-art software, ensure seamless distribution. Trigon is one of the first IT distributor in the UAE to be awarded the coveted ISO certification. Together for a better tomorrow Dubai: P.O. Box: 32610, Dubai, UAE Tel: +971 4 342 6060 Fax: +971 4 354 7779 E-mail: info@trigon-gulf.ae

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KSA: Office 508, Al Rossais Commercial Center, Olaya Street, Riyadh, Saudi Arabia Tel: +966 11 460 3114 Fax: +966 11 460 3112 Email: ksa@trigononline.com