COMSTOR
WESTCON SECURITY
WESTCON UCC AND MOBILITY
SECURITY SOLUTIONS TO ‘DEFEND - DETECT - REMEDIATE - PROTECT’ Our Security practice arms you with products, services and expertise that help you safeguard your customers’ data, infrastructure, users and applications from threats and downtime.
security solutions
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06
FOREWORD
DIRECTORS’ QUOTES
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12
GLOBAL SYSTEM INTEGRATORS & SERVICE PROVIDERS
17
13
SERVICES
24 FORESCOUT
CISCO
PARTNER VIEW
18
CARBON BLACK
14
21
20
ZEBRA
PALO ALTO NETWORKS
26 PELCO
AVAYA
16 F5 NETWORKS
22 SYMANTEC
27 MITEL
APRIL 1 — 3, 2019 DWTC, DUBAI
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H1, 2019 Issue me.westcon.com MEET WESTCON-COMSTOR TEAM AT
STAND A7A, HALL 7, DWTC, DUBAI
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W Dear Partner,
elcome to another edition of Westcon-Comstor Advantage, where we aim to showcase our innovations alongside our vendor partners and WestconComstor programmes. We have witnessed another fantastic year of growth and I’d like to thank all our vendors, reseller partners and of course the whole team at Westcon-Comstor for your support and hard work over the past year. We continue to lead and innovate in value distribution and are delighted to have had this recognized with no less than 22 awards this year including the ones from Aon Hewitt, Cisco Systems, Palo Alto Networks, F5 Networks, Symantec, Sonicwall, Ruckus, Pelco, Avaya, Extreme Networks and Zebra Technologies. Our commitment to the Middle East markets is second to none, with the recent office openings in Kuwait, Qatar and Bahrain giving us the strongest value distributor footprint in the region and allowing us a much more intimate relationship with local partners. We believe that, through our global reach, group financial strength and the ability to share WestconComstor’s global operation, we are able to better serve all our partners this year. We have continued to invest heavily into new systems and our Digital Distribution platforms offer a vastly improved ERP and partner toolset. The key to our success is our people and we continue to strive to have a great workplace resulting in an all-time high employee engagement core for WestconComstor in FY19. This continued people-centric approach to distribution will further accelerate our innovation and leadership into the years. Our approach with our partners remains one of value distribution. We engage in joint business planning and the appropriate services and value additions are agreed upon to drive success. The formula is simple and allows resellers to partner with Westcon-Comstor to create over-and-above demand for product and service offerings. As always, I would welcome your feedback on what we are getting right, but more importantly what could we do to offer you an even greater level of satisfaction, or what we could do to leverage more business opportunities in this exciting region. We are committed to your success in the market- let me have your thoughts and comments on how we can continue to profitably grow our mutual businesses at steve.lockie@westcon.com Kind Regards,
Steve Lockie Group Managing Director, Westcon-Comstor Middle East
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DIRECTORS’ QUOTES
RENTON DSOUZA DIVISIONAL DIRECTOR, COMSTOR
At Comstor, our value to the vendor and the channel is in our focus on selling Cisco-centric solutions. We pride ourselves in being a specialty distributor offering a range of services to the channel on pre-sales, post-sales, credit services and marketing services, to name a few. We continue to raise the bar in the regional distribution landscape by continually adding to our offerings each year. Our investments in SAP more recently has enabled us to release a set of partner self-help tools like PartnerView in the last year that enables our partners to gain a competitive edge by having a single pane to view orders placed, historical data, renewals data, stock availability, ETA for orders and much more. In addition our continued services focus led to the release of key initiatives like Meraki as a service, Westcon-Comstor service desk and the Managed Services Licensing Agreement which all aim to ensure that our channel have adequate tools to enable them to adapt to a more consumption based business model.
As a leader in security, Westcon Security practice is committed to arming our security solution providers with products that are effective in today’s threat environment. Westcon Security Practice connects specialty vendors to solution providers focused on providing leading security solutions. The practice helps drive success by offering high-value expertise and innovation for solution providers and vendors through business enablement, demand generation and thought leadership. Our comprehensive security portfolio which includes solutions from Palo Alto, F5 Networks, Symantec, Forescout, Arbor, Sonicwall, Trend Micro, Beyond Trust, Pulse Secure, Certes and Carbon Black addresses network security, secure web gateways, enterprise email security, unified threat management, endpoint security and cloud-based security. We are excited to be working with all our channel partners in a time when security is largely being recognized as an essential element in the adoption of new technologies and way of conducting business. We remain committed to helping our channel partners to drive new business and increase profitability by offering the market’s most innovative security portfolio.
PRASHANT NAIK DIVISIONAL DIRECTOR, MOBILITY AND UCC
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IAN JONES DIVISIONAL DIRECTOR, WESTCON SECURITY
At Westcon’s Unified Communications and Collaboration Division, we bring together the best product and solution offerings from the most renowned brands in the industry. Our solutions focus around Networking and Wireless Technologies, Voice and Video Communications, Interactive Collaborative Displays, Video Surveillance, Handheld Scanners, Rugged Mobile terminals, RFID, Mobile Workforce Management Solutions and Mobile Device Management. With our recent tie-ups with new vendors, our offerings now provide SDN and SD-WAN, GPON, Broadband Microwave Links, Private LTE Networks and IoT to help our Channel Partners meet the ever-expanding needs of their customers. Our products and solutions offering from our vendors caters to verticals like Education, Government, Healthcare, Hospitality, Retail, Warehousing and Logistics. We work with our partners to conduct proof-of-concepts and site surveys, build RFPs, plan inventory based on forecast and historical analysis of products sold as well as facilitate credit in the market based on business plans and business needs. Our determined team, sporting a winning attitude, drives on the challenges of providing diversified solutions while maintaining special attention and focus on each task. We aim to continue to lead the way in thought leadership by investing in futuristic technologies and unique offerings including professional services and training from Westcon at each stage of the sales process as we recruit, enable and grow the channel partner base.
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WE ARE SHAPING THE FUTURE OF DISTRIBUTION
Westcon-Comstor is the leading global distributor of business technology. We combine unrivalled expertise in technology with unique capabilities.
Deep vendor relationships
Partner enablement
Market insight
Technical services
Global deployment capabilities
Digital Distribution
Real value for all our partners
OUR PEOPLE: A TEAM YOU CAN TRUST Every member of our team is committed to our partners’ success and creating an exceptional customer experience.
Specialised renewals teams help maintain customer relationships and maximise revenues Our logistics teams ensure can fulfil multivendor, multitechnology projects, wherever they are
Our team, your success
Our global deployment teams unlock more profitable international opportunities
Our skilled services teams expand and enhance strengths
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Our marketing teams help generate demand through multi-channel programmes Our expert pre-sales teams offer consultancy, quotations and proof of concept solutions to help win business
Our dedicated account managers are the linchpin to our partnership and focused on business development
Our knowledgeable trainers help develop the right technical talent
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WESTCON-COMSTOR IN A SNAPHOT We manage global opportunities through a joint venture with Westcon Americas, providing continuity and a seamless global service for our partners.
GLOBAL
EMEA
APAC Westcon-Comstor
Synnex
Local presence Office
Local presence
Warehouse
Office
Advanced logistic centre
Warehouse
WESTCON-COMSTOR IN NUMBERS
30+
years experience in technology distribution
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$3B
in FY 2018 revenues
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3000+ people
280 engineers
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We manage global opportunities through a joint venture with Westcon Americas, providing continuity and a seamless global service for our partners.
EMEA
Local presence Office Warehouse Advanced logistic centre
5
international support centres
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70+
countries with a physical presence
180+
countries or territories shipped to
26
international logistics centres & stocking facilities
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EDGE TAILORED SUPPORT AND SOLUTIONS TO HELP ALL OUR PARTNERS SUCCEED
ENGAGE We help partners to engage and onboard with our vendors with access to our core services
DEVELOP We develop their business with pre sales consultancy and support, mentoring and education
GROW We grow their business with new technologies, marketing and services
EXTEND We extend their business with new consumption models and international opportunities
Vendor portfolio & programmes
PoC Trials
Marketing
Renewals
PartnerView platform
Testing
Lead Generation
Global Deployment Solutions
Technical Services
Training
Financial Services
Professional Services
Account management
Monitoring
Logistics, Supply Chain Support
Digital Distribution
DIGITAL DISTRIBUTION
A POWERFUL PLATFORM, BUILT FOR MUTUAL SUCCESS The way technology is consumed, distributed and procured is changing. We’re applying our experience and expertise to help partners adapt to the new digital world. Our integrated Digital Distribution Platform delivers the tools, partner technology
integration and automation partners need to grow and thrive. One platform of integrated, powerful digital toolsets across purchasing, renewals, sales management, cloud services and software – built to benefit all partners across the supply chain. DIGITAL DISTRIBUTION PLATFORM
Agility
Partners can adapt and respond quickly to customer needs with real time visibility
Scalability
Workflow automation and functionality enables vendors and partners to scale
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Productivity
Clean and accurate data improves efficiency for faster turnaround
Profitability
Reduces time to cash, unlocks more opportunities and recurring revenues
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GLOBAL SYSTEM INTEGRATORS & SERVICE PROVIDERS COMPREHENSIVE OFFERING FOR THE GLOBAL SYSTEM INTEGRATORS AND SERVICE PROVIDERS IN THE REGION. UNDERSTANDING AND FULFILLING THEIR TECHNOLOGICAL & ARCHITECTURAL NEEDS WITH PRODUCT AND SERVICES.
A
NITESH BAJPAI, DIRECTOR, TELCO’S & GLOBAL A/C’S, WESTCON-COMSTOR
t a global systems integrators and service providers business (GSI/SP) group, we pride ourselves in undertaking multiple technologies into our strategic and global accounts. We follow a solution-based approach to the fulfillment while offering an end-to-end delivery of product, software and services which cover networking, infrastructure, security and wireless solutions. We remain committed to driving latest technologies such as SD-WAN, Private LTe, Optical networking, DDoS, Cloud, IoT and end
point for the enterprise, edge and core network architectures and the evolving SDN networks. Our service provider focused business unit works with the objective to optimize TCO (Total cost of ownership) of products and services sourced through Westcon-Comstor. We focus on adding value through solution design, supply chain and global deployment for our customers. With an extensive service provider experience, this business unit develops offerings based on the technologies and vendors of Westcon-Comstor.
THE EXPERTISE YOU NEED, WHEN YOU NEED IT
Global customers Fulfilment of international and domestic opportunities
GSI/SP team
Regional VARs Enabling international trading opportunities
Commercial engagement and governance
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• • • •
Commercial and contractual management Relationship & Engagement Strategic direction Drive solutions
BUSINESS MANAGEMENT Customer relationship management Global Project management Optimized supply chain Contractual alignments Financial models GLOBAL DEPLOYMENT SOLUTIONS Multi country deliveries Local Staging VAT recovery Project Management Compliance Advance logistics TECHNOLOGY ENABLEMENT Solution design Dedicated Presales Global best practices Enablement sessions End to end Services
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WESTCON-COMSTOR SERVICES
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ESSAM RAID, SERVICES SALES LEAD, MIDDLE EAST, WESTCON-COMSTOR
TECHNICAL SERVICES
Extending capabilities, capacity and coverage • Adopt new technologies and revenue streams • Increase focus on selling and accelerating the sales cycle • Improve ROI for partners and their customers • Grow customer success and loyalty • Adapt to and profit from cloud and annuity-based business models
s a Value-Added distributor, WestconComstor’s focus remains to provide our partners with not just products solutions from leading vendors but also best-in-class services. Our services offering covers technical implementations and configurations, training our partners and their customers on how to implement and operate our products to even supporting their customer if they face any technical challenges during operations. Our close relationship and
Technical Services wrap real value around our technologies to deliver more complete and profitable solutions
White-labelled Support Services help partners and their customers identify, manage and solve IT issues
alignment with our vendors ensure that our technical resources are updated about new technologies at all times and that they are following the best practices from the vendors. This helps in ensuring that the services are delivered in the best way and that the customer gets to fully utilize the solution’s benefits. As Westcon-Comstor Services Team, we are always keen to help our partners deliver more comprehensive and profitable solutions to their customers by offering managed services, service desk and global technical/supply chain services.
Vendor-certified training and Education Services extend knowledge, expertise and positioning
Professional Services strengthen partners so they can pursue more opportunities without investment
Supply Chain Services provide end-to-end logistics and operational excellence, wherever and whenever they’re needed
Proactive Care Services take on day-to-day operational responsibilities with remote monitoring, analytics, troubleshooting and IT administration
WESTCONCOMSTOR SERVICES
End-to-end services complement our partners’ capabilities, providing more complete solutions so they can maximise every opportunity.
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PARTNER VIEW
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DAWN FENTON, DIRECTOR SALES EXCELLENCE, EMEA, WESTCONCOMSTOR
MAKES IT EVEN EASIER FOR PARTNERS TO DO BUSINESS WITH US •
• •
•
Visibility across all quotes, orders and renewals ensures no opportunity is missed SimplifitPartner discounts are automatically applied to quotes Vendor integration enables migration of existing quotes from vendor systems Partners can self-serve online and easily resolve everyday enquiries without needing to contact our teams
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s a leading international distributor, WestconComstor is at the forefront of providing exceptional customer experience and satisfaction. The launch of our true self-service Ecommerce portal called PartnerView has been a fundamental step in this direction by making it even easier for partners to do business with us. PartnerView is a fully integrated platform packed with time-saving features and functionality. With PartnerView, you can not only shop online and browse our product catalogue (with real-time pricing, availability and ETA) but you can also manage your orders anytime anywhere: request, manage and revise quotes; convert
quotes into orders; renew licenses; check order status and history; copy invoices and request RMA’s. PartnerView has been developed based on inputs and feedback from our partners regarding what support they wanted from us to enhance their own business. PartnerView gives a 360 view of transactions by providing pre and post sales data as well as enhanced RMA data thus allowing the partners to forward view 90 days in advance to ensure that business isn’t lost. Accessing information on PartnerView is extremely simply due to full search function from serial number to end user and project ID. Let Westcon-Comstor show you how we can transform the way you work with us and look ahead at how we can grow new business together.
Vendor portfolios and tech specs Real time pricing and availability Migrate quotes from vendor systems
Shop online
Self service • • •
Manage quotes and orders
• • •
Order history and status Download invoices and packing slips Request RMAs
Request, revise and manage quotes Convert to orders Renew licences and subscriptions
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CHANGE IS CONSTANT SHADI SALAMA, CHANNEL LEADER, EAST REGION, CISCO MIDDLE EAST, SHARES HOW THE FIRM IS MOVING TOWARDS A SOFTWARE-ORIENTED APPROACH AS CUSTOMERS’ CONSUMPTION MODELS EVOLVE.
Can you share two biggest milestones from the firm over the past year? At Cisco, two of our biggest highlights have been the introduction of our Catalyst 9300 series switches as well as the new hyperconvergence offering, which is our reinvigorated hyperflex solution. Additionally, we have announced improvements in our profitability program, primarily in Cisco Value Incentive Program (VIP) and have also extended our security portfolio. How has the regional landscape grown over the last few years in terms of Cisco’s offering? I believe there has been a significant growth over the last three years across different segments of our business in the Middle East. Our business in major markets continue to grow within the region. We have also seen an increase in demand for our solutions in the enterprise segment, public sector as well as our commercial business. While there are pockets where we have experienced ups and downs, the overall business continues to be robust and has grown over the last three years. Can you comment on market trends that you have observed? A growing trend that is taking place is around managed services and increasingly providing customers with offerings as-a-service. We believe the evolving customer consumption models are further driving our growth. I also see the rise
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clear strategies in terms of dealing with a vendor such as Cisco, in order to ensure they maximize and get the most profitability out of our partnership.
SHADI SALAMA, CISCO MIDDLE EAST
of more niche partners with focus on specific technologies. As the market becomes more competitive,
We will work towards becoming a much more software-driven company that emphasizes on total revenues and recurring offers, which will ensure our partners remain profitable. there is more pressure on partners, which is compelling them to have
Which are the key focus areas for Cisco in the region? It is around four main pillars – our Core, which is to do with our infrastructure offerings; Security; Data Centre, which is primarily driven by our Hyperflex solution and last but not the least is our push for Software. We will work towards becoming a much more softwaredriven company that emphasizes on total revenues and recurring offers, which will ensure our partners remain profitable and have that continuous stream of income coming in to them. Can you elaborate on how distribution is helping the firm to achieve its objectives? Distribution is doing an amazing job in terms of activating Cisco’s tier-two space through enablement, sales acceleration, incentives, programs, rebates, activities, demand generation and other marketing activities. If I look across at the breadth and depth of what we have in our indirect space, it is definitely growing, and our distributors are the key element to it. Can you share market plans and partner initiatives for the year? Our priority is focusing on partner differentiation and partner
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profitability. Partners who are different are much more profitable. We will continue our push on the four main pillars – Core, Security, Data Centre and Software. My focus is also to continue to ensure that our tier-two space grows through our distributors. How has Cisco’s business model evolved from a hardware-focused approach to a more softwareoriented one? We have observed in the market that customers are evolving their
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consumption models. They are moving away from CAPEX to a more OPEX model. A lot of innovation that we have today is around how we can capture this market opportunity. How can we continue to drive value for our customers with the consumption model that they have more appetite for? If you look across our entire architecture and portfolio, we have made tremendous improvements in our enterprise agreements. These are licensing agreements that we have created for software
and the software support we have associated with them, whether it is enterprise networking, security or collaboration. This is the biggest change we are making in terms of a buying program for our customers. Can you share a message for your partners and customers? Thank you for your loyalty and choosing Cisco as a brand. We look forward to continuing to grow our businesses together and helping to build great customer solutions that meet our objectives.
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DRIVING SECURE DIGITIZATION TABREZ SURVE, REGIONAL DIRECTOR, GULF, LEVANT AND TURKEY, F5 NETWORKS, ELABORATES ON HOW THE FIRM AIMS TO BE PARTNER OF CHOICE FOR REGIONAL CUSTOMERS’ DIGITAL TRANSFORMATION JOURNEYS THROUGH ITS CHANNEL-LED BUSINESS. Can you share the two biggest milestones from the firm over the past year? Two key milestones have been the internal and external transformation that F5 Networks has been involved with. We’re investing heavily in Software Application Delivery Controllers (ADCs) and in cloudnative or SaaS solutions. We’re investing in new digital transaction models to remove friction in how our solutions are deployed. We are doubling down on Automation and Orchestration to ease the integration burden in customers’ development environments and adding new enterprise grade services such as Analytics to our platforms. We have also transformed internally, with a complete digital transformation of our systems and processes. This means we are readier than ever to deliver our services to a buoyant market. Are regional businesses operating with a security-first approach in mind? How is F5 helping with this? The Middle East is one of the only emerging markets wherein the approach is always ‘security first’ and I have seen this from experience. If you look at the distribution of security sales that we do globally, the Middle East ranks among the top regions. We are helping customers ensure that their website and applications are secure, preventing any applicationlevel attacks. We are at the forefront of making sure customers are able to encrypt their applications. We are currently providing critical services to enable growth and innovation for major clients in across sectors.
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proportion of our sales. This is a relationship that we really value, as they know our company as well as understand and respond to the needs of the customers.
TABREZ SURVE, F5 NETWORKS
As businesses continue to evolve their applications portfolio and drive digital transformation, we want to be their multi-cloud application services partner. As the region accelerates its digital transformation ambitions, expect our services to become much more in demand, particularly as they related to multi-cloud deployments and intensifying security needs. Can you elaborate on your partnership with Westcon-Comstor? What role does distribution play for F5 Networks? F5 Networks is a channel-driven business and does not sell directly to end customers, so it is vital that we work with trusted, knowledgeable partners who operate almost as an extension of our business. They need to understand everything that F5 Networks stands for and our entire service offering in order to serve our end customers. Westcon-Comstor is a perfect example: F5 Networks has been working with Westcon-Comstor around the world for over a decade and they account for a significant
Can you share your market plans for the region? The Middle East is a strong growth market for F5 Networks. Over the past year, we have been engaged in business transformation internally and externally. We are continually enhancing our go-to-market strategy in concert with our ever-growing partnership base. This includes broadening our application service consumption models, strengthening existing partnership capabilities and enhancing support for multi-cloud, hybrid and security initiatives. F5 is now present in all major public cloud platforms. Recently, we became one of the few non-pure-play security companies to gain the AWS Security Competency certification. F5 is also one of the first partners to participate in the AWS Marketplace Channel Incentive Programme. Meanwhile, private cloud solutions are delivered through the F5® BIG-IP® iSeries and through partnerships with companies, including VMware, Cisco, and Red Hat. In addition, F5’s partnership with Equinix enables enterprises to deploy business-critical applications in multiple public cloud infrastructures. There is huge potential to expand and enhance our strategy working with our existing partner base, as well as cloud enablement and cloud migration partners to deliver best-inclass IT solutions for customers in the Middle East.
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IT IS NOT A QUESTION OF IF BUT WHEN! MARK REEVES, VICE PRESIDENT EMEA, CARBON BLACK, EMPHASIZES ON HOW EVERY ENDPOINT IS A POTENTIAL ENTRY POINT FOR CYBERATTACKS. What are your business objectives in 2019? Today the frequency, sophistication and severity of cyberattacks on businesses is rising exponentially. And in our mobile world, endpoints have become the new perimeter—and every endpoint is a possible entry point. In 2019, we will be leveraging the power of big data and analytics to solve the challenges surrounding endpoint security. To do this, we combine unfiltered data collection, predictive analytics, and cloud-based delivery to provide protection that puts customers back in control. But if you still think it won’t happen to you? Think again. We’ve just launched our new Global Threat Report, surveying 1850 businesses and 87% of companies reported that they have suffered a cybersecurity breach in the past 12 months. So as cybercriminals ramp up the volume and sophistication of attacks, we are working closely with
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our partner, Westcon-Comstor, in the Middle East, to help customers combat the inevitable threats they’ll face in 2019. Can you elaborate on your partnership with Westcon-Comstor? As a channel focused business, we are dedicated to building profitable relationships with our partners and their customers, and in the Middle East, it is no different. We have been working closely with Weston-Comstor, a leading security distributor, in order to help extend our presence in the region, utilising all the resources Westcon provides to its channel partners. In fact, Westcon has enabled us to experience exponential growth in the Middle East, and we are looking forward to building on this relationship in the year ahead. Can you share your market plans for the year? In the region, we mainly focus on the six GCC countries: Bahrain, Kuwait, Saudi
MARK REEVES, CARBON BLACK
Arabia, Oman, Qatar and the UAE. In 2019, we are looking to further expand in these countries, focusing on verticals such as Financial Services and the Oil and Gas industry. Likewise, we are also looking to expand into the Africa region where we see a lot of opportunity to help customers better defend against threats.
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EMPOWERING DIGITAL TRANSFORMATION HOZEFA SAYLAWALA, DIRECTOR OF SALES FOR THE MIDDLE EAST, ZEBRA TECHNOLOGIES, OUTLINES CHANNEL OPPORTUNITIES FOR THE DIGITAL AGE. HOZEFA SAYLAWALA, ZEBRA
Can you share the two biggest highlights from the firm over the past year? Over the last 12 months, Zebra has taken a number of significant steps to reinforce the core business and extend products and services for customers, who are now focusing on strategies and investments that support the digitization of operations. Zebra’s acquisition in 2018 of Xplore Technologies enhances the company’s product range and adds a new dimension - a complete rugged tablet portfolio that enables our customers to gain a performance edge. Over its 22-year history, Xplore established a leading position as an innovative developer of semi-, fully- and ultra-rugged tablets, 2-in-1 laptops, and a range of performance matched accessories. Other highlights from the year would certainly include Gartner’s recognition of Zebra as a Visionary in the Magic Quadrant for the Indoor Location Services, Global, for the second consecutive year. We believe the recognition reflects Zebra’s innovative approach to solving indoor location tracking challenges and our complete portfolio of RFID and advanced sensing technologies. These can be deployed independently by Zebra’s worldwide network of PartnerConnect channel partners or delivered in a complete end-to-end Zebra MotionWorks® or SmartLens™ solution. Zebra has almost 20 years’ experience of innovating in connected
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edge technologies, providing location solutions, with multi sensing devices and solutions. It’s all part of our commitment to building a portfolio that provides asset visibility, streamlines production lines and improves front line workers productivity and safety. How has the region’s demand for Zebra solutions grown over the last two years? The region is moving quickly as countries commit to new visions that
To create a successful channel partnership, simplicity is key.
embrace economic diversification and digital transformation. Companies here are increasingly turning to digital technology and analytics to bring more automation, visibility and business intelligence to the supply chain to compete in the on-demand consumer economy, as well as enhance efficiencies and productivity, while reducing costs. This development and digital disruption is happening across all the key verticals – retail, manufacturing, healthcare, T&L, ATI, energy. In this context, we continue to see strong and growing demand for Zebra solutions.
2018 was a great year for technology, and for Zebra Technologies. Among the many new and exciting developments we have experienced at Zebra, one thing stood out clearly – organizations and enterprises want, and need, increased visibility into their operations to gain actionable insights. We are co-developing the Savanna data platform with partners from around the world, delivering on Zebra’s promise of helping build more intelligent environments by empowering businesses with actionable insights to optimize operational efficiency and productivity. The Zebra Intelligent Enterprise Index revealed that companies are demonstrating a greater reliance on a solution ecosystem. 40 percent of the companies surveyed report using a strategic partner to manage their entire IoT solution, up from 21 percent in 2017. This dependence on third-party expertise and management of IoT processes, similar to Zebra’s Savanna® platform empowering its customers and partners, is a key indicator that an enterprise is committed to accelerating data intelligence and adopting IoT. How is Zebra enabling the region’s digital transformation journey? Zebra has a rich legacy of guiding enterprises through digital transformation and arming them with the tools they need to succeed. In today’s on-demand economy,
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this means ensuring frontline workers have technology that amplifies their skills, maximizes their productivity and reduces errors. Whether it’s improving efficiency on the warehouse floor or delivering a package faster, or supporting healthcare providers with mobile solutions in clinical environments, all our solutions enable businesses to ‘capture their edge’ and drive digital innovation for better business outcomes. How is the company helping regional partners to stay profitable? Zebra has a strong partner ecosystem in the region including important distributors such as Westcon Middle East. There is certainly cause for optimism because there are still opportunities in this growing region but change is a constant. Digital transformation is affecting every industry and putting technology and data at the core of business. IoT and cloud are opportunities for growth and the channel needs to have a good understanding of these enabling technologies. To create a successful channel partnership, simplicity is key. The end user customer is at the centre of every sale. The channel needs to see its core values of customer-centricity reflected in its vendor partners too. Channel partners should be awarded according to the level and type of value they bring to customers, and not just how much they buy. Rewarding investment and engagement like up-skilling and training with financial and non-financial benefits like content syndication, events in local markets, co-market opportunities and even access to leads is a key way to building value for everyone which only grows with time. This is also great for smaller, specialist partners who may offer high value but low volumes. Certifications are one way in which partners can differentiate themselves.
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Where do the most attractive prospects lie for the channel in 2019? We see attractive opportunities across the region in a range of verticals, such as the regional healthcare and retail sectors. Hospitals are responding to challenges by increasing their technology investments in digitalization and automation. With the implementation of technologies such as IoT, locationing, mobility and the solutions associated with them, hospitals will decrease operating costs, improve patient care quality, and increase the time clinicians are able to spend with their patients. The retail industry is experiencing continued transformation with unified commerce, more merger & acquisition deals, and the birth of newer formats of retail. It is not online versus Brick and Mortar - instead, it is online as well as Brick and Mortar. This is not about one channel versus the other but serving shoppers across all channels seamlessly and in a unified omnichannel way. Shoppers’ expectations for ultra-fast delivery/ shipping are driving the cost of online/ Click and Collect fulfilment and last mile deliveries. Not all retailers have figured out how to execute this profitably. This is one of the biggest challenges of retailers in the region – and a business opportunity. Can you elaborate on your partnership with Westcon-Comstor? Zebra is pleased to recognize Westcon-Comstor for its significant contributions as Top Distributor of the Year 2018 for the Middle East region. As a valued member of Zebra’s partner ecosystem, Westcon-Comstor provides solutions that deliver a performance edge to its customers. What can the market expect to see from Zebra in this year? So, what’s in store in the future? Smart factories, underpinned by IoT,
will continue to be the lifeblood of Industry 4.0. This is where real-time communication between the supply chain and the production line will drive automation and digitisation. Making this possible are humans and machines that can share data in real time to deliver better quality goods, unprecedented visibility and impressive cost efficiencies. Our solutions allow enterprises to capitalize on three key technology megatrends -IoT, mobility, and cloud computing - to create an Intelligent Enterprise. This enables companies to outperform their competition, enhance customer experience and strengthen their operations. What are your business objectives for 2019? Zebra Technologies developed the building blocks of today’s IoT including printers, mobile computing, scanners, and barcode and RFID technology. Zebra Intelligent Enterprise Index reveals year-over-year growth of IoT deployment and investment, highlighting new momentum as enterprises expect less resistance to adoption and increasingly acknowledge IoT solutions as a core component for driving future growth across their organizations. As new technologies continue to transform the front line of business, real-time data-driven signals at the edge of operations are empowering front-line workers with the right information to optimize actions and outcomes it’s clear that more companies acknowledge the value of leveraging IoT strategies, and they will continue to propel adoption and investment in the future. We will continue to focus on helping enterprises and government organizations adopt a more dynamic workflow through IoT-centric sensor technology, our solutions, and connected enterprise-class mobile computers.
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KEY TO SIMPLIFYING SECURITY STEPHAN MESGUICH, EMEA VP, CORTEX, PALO ALTO NETWORKS, DISCUSSES LATEST COMPANY UPDATES AND MARKET TRENDS.
What are biggest cyber security challenges facing organisations in the Middle East? The number one issue, not just in this region but globally, is increased complexity. Over time as we have been building out our security infrastructures, we have created multiple layers of security technologies. For many organisations this can be up to 50 different types of security appliances and software. If we add to the problem of shortage of security experts in the region then the challenge of managing all of the alerts being generated becomes huge. How should local security teams address this issue? The first thing is to build a single security strategy that includes all aspects of the infrastructure – data centre, campus, mobile users and cloud. This strategy should include three key capabilities. Strong prevention to stop everything you can, AI and machine learning to combat new sophisticated threats and automation to accelerate the response to attacks. How do we avoid the disruption caused by a major breach? The key is planning, if you have to make things up as you go along then you will not keep up with the attack. The use of AI and machine learning to understand the behaviour of attacks reduces the time it takes to identify an attack and apply any actions or policies to stop the attack. Many attacks do not come from traditional sources and can
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STEPHAN MESGUICH, PALO ALTO NETWORKS
The key to simplifying security is to prevent islands of technology.
originate via OT devices or internally. Behavioural Analytics identify these attacks and using automated response can quickly stop the threat. Can you share details about Palo Alto Networks’ latest announcements? The key to simplifying security is to prevent islands of technology and so our latest announcements have focused on simplifying the deployment and management of security. We have added functions
to our Next Generation Firewalls to simplify policies and provide intelligence that can be used to detect an attack. We have launched a new approach to detection and response called Cortex XDR, which connects what is happening on the endpoint to intelligence from the network. This accelerates investigations allowing customers to find the cause of any attack much more quickly. By stitching together information from the endpoint with the network, we can eliminate the noise of unwanted alerts and focus only on the genuine activities. This means that our partners can provide a much more comprehensive solution to their customers, which simplifies security and protects their business. Can you elaborate on your partnership with WestconComstor? Westcon-Comstor is one of Palo Alto Networks highly trusted distribution partners across EMEA including the Middle East market. As a Palo Alto Networks training and support centre, Westcon continues to drive Palo Alto Networks products and solutions across the region, adding value and innovation to help drive our mutual success as the security platform of choice for our valued partners and customers. We value our partnership and the joint collaboration between our organizations, to ensure that together we secure not only on the traditional enterprise but the cloud transformation journey as well.
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CAPITALIZING ON GROWTH
SAIFUDDIN WAGH, SENIOR MANAGER DISTRIBUTION, MEA AND TURKEY, AVAYA, SHARES INSIGHTS ON UNIFIED COMMUNICATIONS MARKET AND HOW PARTNERS CAN BEST LEVERAGE THE OPPORTUNITIES PRESENT. How has the region’s demand for UC solutions evolved? Our customers in the Middle East are primarily motivated by providing incredible experiences for their own customers. And in recent years, they’ve found that providing that same level of experience to their employees really aids them in their goals. As a result, we’ve seen a convergence between UC and CC, and have developed use-cases demonstrating the seamless transition of communications between customerfacing employees and internal teams. To maximize productivity and engagement, and to provide customers with the positive experiences they demand, employees require powerful tools that enable them to collaborate seamlessly, irrespective of their location, device, and communication channels. And we’ve seen customers take these requirements very seriously over the last 12 months. The market’s also demanding more advanced capabilities from their UC platforms. In many cases, these capabilities go beyond what’s offered by the pure-play UC vendors, and involve technologies based on AI and voice biometrics – for example. That’s why we’ve worked hard on our commitment to open standards-based platforms, building out a technology ecosystem that’s second-to-none in the industry. These open platforms are helping developers and partners provide their customers with customized and verticalspecific solutions that really aid in the digital transformation journey. What role do channel partners play in your growth strategies? Our own growth is inexorably linked to the growth of our partners. Our growth strategies need to align with those of our partners if we’re to succeed in our goals. It is our role as a technology vendor to
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SAIFUDDIN WAGH, AVAYA
provide our partners with opportunities to continue growing and transforming as the market shifts. So, we’ll continue to empower our channel partners with the leading technologies and the tools that they require to implement gamechanging solutions for their customers. What are your business objectives and plans for 2019? We say now that 2018 was our year of returning to growth. In 2019, we’ll be focusing our efforts on three key areas to accelerate that growth and achieve leadership. There will be a bigger emphasis on cloud; we will enable the delivery of complete solutions that build on our market-leading, API-driven ecosystem; and we will deliver new technologies and innovations that offer answers to genuine business challenges. Solutions made available through the
Avaya & Friends program, for example, bring leading technology disruptors with readily integrated technology solutions into Avaya’s channel. Through the programs, these solutions are made available to channel partners, who can use them to propose innovative, verticalspecific technologies for their customers. Our go-to-market transformation taking place in 2019 places a heavy emphasis on empowering channel partners to more easily roll out cloudbased products as cloud adoption continues to skyrocket. With offerings for both the mid-market and the enterprise, Avaya’s range of cloud-based services continues to expand and is expected to provide significant growth opportunities for both large and small channel partners in 2019. Can you elaborate on your partnership with Westcon-Comstor? We have a long-standing relationship with Westcon-Comstor, spanning nearly three decades. That relationship has yielded a deep level of trust and expertise in deploying the most advanced communications technologies. Our partners worldwide rely on Westcon-Comstor to capitalize on changing market conditions and achieve the fastest time to revenue. And as Avaya’s largest global distribution partner, Westcon-Comstor brings a wide range of next-generation communications solutions to market, backed by advanced support and services.
Our go-to-market transformation taking place in 2019 places a heavy emphasis on empowering channel partners to more easily roll out cloud-based products as cloud adoption continues to skyrocket. me.westcon.com
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SECURING THE FUTURE SUNIL VARKEY, CHIEF TECHNOLOGY OFFICER, EMERGING MARKETS, SYMANTEC, EXPLAINS HOW THE REGION’S APPROACH TO CYBERSECURITY HAS EVOLVED OVER THE YEARS AND WHAT THE MARKET CAN EXPECT FROM THE FIRM IN 2019. SUNIL VARKEY, SYMANTEC
Can you share two biggest highlights from the firm over the past year? Our biggest highlight, without a doubt, is seeing the development of our Integrated Cyber Defense (ICD) platform come to fruition. The ICD platform was our response to the way that cloud and mobility are changing the corporate environment, and the complexity of organizations’ cybersecurity. It is an open platform that enables organizations to bring multiple cybersecurity products, from a wide range of vendors, together. It gives organizations a far more centralized way to view and manage their cybersecurity operations and unifies both cloud and on premises security. From a more regional standpoint, over the past year, Symantec uncovered several attack groups that target various sectors. A few of these are region-focused and include: Leafminer, Gallmaker and Chafer. Chafer has been attacking organizations in the Middle East and beyond, by deploying several new tools. The group staged a number of ambitious new attacks last year. How has the approach towards cybersecurity evolved within the region? Organizations face multiple painpoints. Computing environments now straddle on premise and cloud, data is accessed from a huge variety of devices and connections, and attackers are increasingly sophisticated.
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Organizations typically have multiple cybersecurity products; more than 50 is not unusual and often reach into the hundreds, while there is a lack of well-trained cybersecurity experts which makes staffing both expensive and difficult. These significant challenges are what led us to develop the ICD platform. In addition to ensuring Symantec products integrate, we
Symantec is a channel-based organization, so our partners are very important to us. It is why our market plans for the region will continue to focus on collaboration between our partners, private entities and the government as well. have worked closely with more than 100 partners through our Technology Integration Partner Program (TIPP) to build new applications and services that integrate deeply with the platform.
Symantec’s ICD platform, powered by the largest civilian threat intelligence network, brings deep security research and operations expertise, and a broad technology ecosystem working together to enhance security controls, improve visibility, and reduce cost and complexity for businesses. Dubai is one of the advanced markets when it comes to innovation and technology, so we have seen a significant shift in demand for such a solution. The role leaders in Dubai and the UAE have taken to implement several initiatives to protect the private sector and consumers from threats has also played a pivotal role in the evolution of cybersecurity in the region. How does data play a key role in cybersecurity strategies? One of the ways Symantec leverages data for cybersecurity is within our Targeted Attack Analytics (TAA) technology. The technology enables Advanced Threat Protection (ATP) customers to leverage advanced machine learning to automate the discovery of targeted attacks – the most dangerous intrusions in corporate networks. The TAA technology implements machine learning to analyze a broad range of data, including system and network telemetry from Symantec’s global customer base which forms one of the largest threat data lakes in the world. Symantec’s cloud-based approach to this technology also enables the frequent re-training and
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updating of analytics to adapt to new attack methods without the need for product updates. How has the demand for Symantec solutions grown in the region? Today, smartphones, laptops, and tablets have put the workforce in motion, tapping WiFi and 4G/5G daily to communicate and collaborate via email, text, workflow tools, and applications. These devices often lack security controls and operate outside security team’s control. In our region, a growing number of companies are harnessing the cloud and digital transformation technologies to drive business growth. As part of this effort, companies realize that security needs to be managed more proactively and holistically. We have noticed an increase in demand for our Integrated Cyber Defense (ICD) solution – one platform
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One of the ways Symantec leverages data for cybersecurity is within our Targeted Attack Analytics (TAA) technology. The technology enables ATP customers to leverage advanced machine learning to automate the discovery of targeted attacks.
that unifies cloud and on-premises security to provide threat protection, information protection and compliance across all endpoints, networks, emails and cloud applications. Can you share your market plans for the region? How does your partner business complement your growth plans? Symantec is a channel-based organization, so our partners are very important to us. It is why our market plans for the region will continue to focus on collaboration between our partners, private entities and the government as well. We look to go far beyond supplying a broad portfolio of best in class cybersecurity products. Through the ICD platform, we aim to contribute to the entire cyber security industry. Through our partners, we want to enable organizations’ digital transformation by putting cybersecurity at the heart of their operations.
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COMPREHENSIVE VISIBILITY HAMED DIAB, REGIONAL DIRECTOR, META, CIS, RUSSIA AND EE, FORESCOUT, DESCRIBES HOW PARTNERS CAN HELP CUSTOMERS GAIN COMPLETE VISIBILITY TO THEIR ENTERPRISES.
Can you elaborate on your offerings in the region? Forescout is now offering a modularized software platform, enabling customers to start with visibility and add capabilities as their needs grow. Our new modular platform consists of the following product offerings: • eyeSight (base product) • eyeControl • eyeExtend orchestration product portfolio • eyeRecover • eyeManage • OT offering Along with our modular software platform, we’ve also added term-based licensing for all our software products. This gives customers and channel partners flexibility to choose between perpetual and termbased licensing options. Forescout strengths 100% agentless device discovery: No device agents or previous device knowledge needed. Discover and profile the ever-expanding number and types of devices connecting to your network such as IoT and OT devices (passively), traditional endpoints, operating systems and virtual instances that are constantly joining your extended enterprise. Continuous posture assessment: The Forescout platform continuously sees these devices in incredible detail and monitors their behavior and compliance status as they come and go from the network. We continuously enforce your security policies based on changing device context. Ability to take action: Starting with
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authentication. This flexible platform also accommodates your evolving network without requiring network upgrades or vendor lock-in. Scalable and modular platform: Continuously monitor up to 2 million devices in a single deployment across campus, data center, cloud and operational technology networks. Gain visibility and network controls across IPv4 and IPv6 devices.
HAMED DIAB, FORESCOUT
basic, repetitive tasks and expanding over time to more complex controls, automate control actions to free up skilled IT resources. And improve NAC, device compliance, network segmentation and incident response initiatives. Support for heterogeneous environments: The Forescout platform works with leading network infrastructure vendors and third-party security solutions. Use your preferred switches, wireless routers, firewalls or VPNs—with or without 802.1X
Can you elaborate on Forescout’s new releases in 2019? On January 25, we unveiled the industry’s first fully integrated device visibility and control platform that unifies IT and operational technology (OT) security. To do this, we integrated SecurityMatters into our core platform for scalable visibility and control into all layers of the OT network. No other company in the world has such a rich set of device visibility and control capabilities for both IT and OT. Additionally, we have: • Extended our visibility capabilities for multi-cloud, SDN and industrial environments through new integrations with Microsoft Azure, Cisco ACI and Belden switching portfolio
The channel community has a huge opportunity to help organizations secure their entire network infrastructure through device visibility and control of network-connected devices.
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With strong product knowledge and collaborative GTM strategy, Westcon takes the Forescout message with value proposition to our partners and customers.
•
Added advancements in automating network segmentation controls and incident response through new integrations with Fortinet, Cisco DNA-Center and ServiceNow to mitigate cyber risk
What role do channel partners play in your growth strategies? The channel community has a huge opportunity to help organizations
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secure their entire network infrastructure through device visibility and control of network-connected devices. Visibility is the foundation for any strong security strategy and Forescout is offering the world’s most robust visibility and control capabilities to manage cyber risk across IoT, IT and OT domains. Our channel is recognizing that if they implement Forescout’s agentless technology they then have a “foot in the door” on many other cyber projects so it is a win-win for both of us. Can you elaborate on your partnership with Westcon-Comstor? Westcon is Forescout’s highly trusted value-added distribution partner in the Middle East region. Forescout is a channel-driven business and does not sell directly to end customers in the Middle East. With the strong focus and continuous commitment towards Forescout business and channel, Westcon stands as our extended arm in the Middle East region. We value our
partnership and the joint collaboration between our organizations at all levels. Can you elaborate on Westcon alignment, support strengths on Forescout? With strong product knowledge and collaborative GTM strategy, Westcon takes the Forescout message with value proposition to our partners and customers. They do this by adding value through service delivery support to our channels and customers. What are your business objectives for 2019? Can you share your market plans for the year? Forescout is the leader in Device Visibility and Control. We provide security at first sight, our company delivers device visibility and control to enable enterprises and government agencies to gain complete situational awareness of their environment and orchestrate action – and, we will continue to innovate for our customers, enabling them to see and control all devices connecting to their extended enterprise.
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A BIRD’S EYE VIEW PRADEEP NAIR, VICE PRESIDENT, SALES, MIDDLE EAST, INDIA & AFRICA, GLOBAL OPERATIONS, PELCO BY SCHNEIDER ELECTRIC.
integrators and end-users, using highly skilled engineers, for design, networking and commissioning. Pelco has a dedicated training facility in Dubai, where we hold customised and scheduled trainings for our customers. Pelco-authorized service centres are also available in the region.
PRADEEP NAIR, PELCO BY SCHNEIDER ELECTRIC
Can you elaborate on your offerings in the region? Pelco boasts a unique offering, compared to any of our competition, as we provide end-to-end IP solutions for multiple verticals, with Professional Services and training programmes attached. We have a complete range of IP cameras including fixed & PTZ domes, box and bullet cameras, explosionproof and thermal along with Video Management Systems from basic NVR solutions to highly scalable enterprise level VMS, including servers and storage. We provide all mounting and installation accessories including a complete customisation service (SMR) to suit any user requirement. We provide complete solutions for most of the key business verticals in the region, including oil and gas, commercial/hospitality, city surveillance, airports/sea ports, government/ defence, sports/leisure, retail and even residential complexes. Pelco also offers Professional Services to system
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What role do channel partners play in your growth strategies? Channel partners play a very important role in our business in the region and globally. Our route to market is only through these partners, who are our extended arm in the market, for sales and support to end-users. What are your business objectives for 2019? Globally, Pelco will continue its objective to grow as the leader in predictive video solutions, by providing the bestin-class products and services to our customers. We made a huge leap in the features and performance of our video management system, VideoXpert (VX), in 2018. We will continue developing VX, to consolidate its place as the best VMS platform in the industry. We are launching many new cameras in 2019, including the next generation of our current Sarix fixed cameras, new fixed and PTZ 4K cameras, plus new multi sensor products. We are working on enhancing our partner base for technology solutions, including analytics, ANPR, facial recognition, access control to provide an end-to-end security solution experience to our customers. We will also be extending our new VSaaS platform to global customers in 2019.
Can you elaborate on your partnership with Westcon-Comstor? Pelco appointed Westcon-Comstor as its first distributor in the Middle East, way back in 2009. Prior to which, the business was only through our direct signed systems integrator partners. Over the years, we have strengthened the relationship, in terms of business generated as well as the mutual trust and partnership. Today, WestconComstor is our largest distributor in the region and has added immense value to our business, including extended engineering support, stock facility in the region, credit enablement, support for logistics and marketing activities. We are confident that this partnership will go a long way, mutually benefiting both our organizations. Can you share your market plans for the year? Pelco business in the region has been growing significantly year-on-year and growth remains one of the priorities for 2019. However, our primary objective will continue to be to provide support to end-users and partners, which has been the key to our success all these years. Another initiative is to increase our market share for Pelco VMS VideoXpert, which has gained a lot of momentum as a stable, open and reliable platform, compared to competition. The year has begun with a bang for us, having had a successful Intersec and we are now following up with regional events and road shows in Qatar and UAE in Q1, to show the benefits of our new cameras and effectiveness of VX – so lots to do in a short time.
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READYING FOR GROWTH
MITEL’S MEA VICE PRESIDENT FERAS ZEIDAN (FZ) AND CHANNEL DIRECTOR ASIF KHAN (AK), DETAIL CHANNEL AND COMPANY PLANS THAT THE MARKET CAN LOOK FORWARD TO IN 2019. •
ASIF KHAN, MITEL
Can you elaborate on UC solutions’ market trends in the region? FZ: Key market trends seen in the overall UC applications and services market in the GCC include: • Steady growth of 11% that can be leveraged using a well-thought-out strategy • Robust investments from government sectors, oil and gas, banking, financial services and insurance (BFSI) and IT/ITeS, Team Collaboration regardless of size of company. • Increasing acceptance due to smart city initiatives • Mostly single-digit growth in smaller countries such as Bahrain and Oman until 2021 • Increasing enterprise preference to connect with customers across omni-channels, particularly vibrant mediums such as social media, video, email, and live chat. • Regulatory constraints as certain governments forbid data hosting in contact centers outside the country, challenging UCaaS usage • Demand for efficient communication tools has increased in the hospitality, education and customer service sectors, among others
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UC service providers are experiencing demand for a scalable UCaaS portfolio, which comes at a low cost with a strong presence in instant messaging, presence, mobility and conferencing services..
What role do channel partners play in your growth strategies? AK: Market fluctuations and rapidly changing customer needs have created an increasingly challenging environment for manufacturers. Meeting these challenges requires strong partner relationships. A company with disengaged channel partners will be poorly positioned to outmanoeuvre their competitors. Open dialogue and strong partnerships foster the collaboration and innovation necessary for success. We’re selective and strategic. We find market leaders that can add value and differentiation to our solutions and services, which ultimately adds value and differentiation to our customers’ businesses. What are your business objectives for 2019? AK: During the course of 2019, we will continue to drive UC growth in the region by adding more values for our partners and customer. We will build a sustainable business model, which can focus on specific areas such as healthcare and hospitality, contact center, cloud and SME/Mid-market. Our aim is to keep targeting on our existing installed-base to migrate to new features and implement better security from their existing infrastructure. Mitel is going to invest more on in-country high-touch teams to align on various verticals and industries. This will help us to drive end customer
FERAS ZEIDAN, MITEL
demands and establish relationship with top customers. Can you elaborate on your partnership with Westcon-Comstor? AK: Mitel has signed a pan EMEA distribution agreement with Westcon to distribute our products and services in the region. Westcon and Mitel partnership in the Middle East and Africa is strategic in terms of our channel growth, trainings and services deliveries. We will continue to grow our market share with channel partners and Westcon will be playing an important role in executing this strategy. Can you share your market plans for the year? FZ: Mitel will be launching country specific workshops, PoC initiatives and training programs to enable our channel partners on various tools and technologies available with us. We will also focus on developments in the cloud space to make our channel community ready. Mitel is investing in demand generation using various tools. The key focus areas for Mitel in this year in the Middle East will be in segments such as hospitality, healthcare, contact center and cloud business.
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2019-2020
OUR COMPANY VALUES Our values are embedded in our DNA and we demonstrate them every day:Â a commitment to excellence and integrity, investment in our people and partners, and innovation so we continue to grow and succeed together.
PARTNERSHIP We put our partners at the centre of everything we do.
INNOVATION We embrace change and creativity to deliver the right results.
EXCELLENCE We always aim to exceed expectations and be the best.
EMPOWERMENT We love initiative and invest in our people and partners.
INTEGRITY We do business with honesty, fairness and high ethical standards.
OUR 5 PILLARS FOR YOUR SUCCESS EXECUTION EXCELLENCE A performance culture giving you the confidence that we get it right the first time. SOLUTIONS & SERVICES A world-class portfolio of products, services and cloud solutions that address your needs. CUSTOMER SUCCESS We enable you to grow your business profitably. WINNING TEAM Highly motivated and empowered people are the foundation of our winning culture. DIGITAL ENABLEMENT We make it easier for you and our vendors to do business with us. Our tools and data analytics become a key enabler and differentiator. 28
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