Smart SMB December 2019 by Business Media International

EDITORIAL

OPTIMIZING FOR THE FUTURE PUBLISHED BY Business Media International REGISTERED OFFICE: Office 10, Sharjah Media City www.bmi-digital.com EDITOR IN CHIEF Raman Narayan narayan@bmimea.com Mob: 971-55-7802403 SALES DIRECTOR Ankit Shukla ankit@bmimea.com Tel: 971-4-2618885, Mob: 971-552572807 EDITORS Diksha Vohra editor@smartsmb.net Tel: 971-4-2618885, Mob: 971-506395616 Baraka Jefwa baraka@bmimea.com Tel: 971-4-2618885 CIRCULATION MANAGER Bhawana Bhatia bhawana@smartsmb.net Tel: 971-4-2618885 SALES R. Subramanyan subu@bmimea.com Tel: 971-4-2618885 FINANCE Akhilesh Pandey akhilesh@bmimea.com Tel: 971-4-2618885

2019 has been a year, when there has been a ramping up of awareness and acceleration of digital transformation strategies at companies. Disruptive technologies have become mainstay of new IT investments as companies look at enhanced approaches to their existing businesses. Beyond the IT heads, and CIOs, Business line leaders need to become more conversant with technologies that they require in their departments for the competitive edge they pursue. There is a need for deeper understanding of specific technologies that will deliver what they expect. There is also a need for more conversations between Business leaders and the IT heads to ensure that there is no divergence in terms of expectations and outcomes, when implementations are done. Especially, financial heads of companies who are key stakeholders in the budgeting, need to be communicated with and persuaded about the advantages for Businesses in the longer run rather than building expectations around overnight ROI. From better sales lead generation to more comprehensive customer engagement, from rolling out new services to new product innovations, from automation to re-skilling and right utilization of human resources, new technologies have been an enabling factor for Businesses. What Businesses must ensure is that they donâ&#x20AC;&#x2122;t create a maze of technology deployments that are sitting under-utilized or in silos, creating issues in terms of integrations, necessary for optimized operations. They need to work with trusted integrators/consultants who have a deep understanding of their business vertical and could advise them on ensuring right fit deployments for their business. The new year 2020 will unravel more enhanced versions of technologies in AI, IoT etc that will continue to help interesting possibilities for Businesses to redefine and enhance customer experience. Up ahead, across all verticals, companies that leverage technologies best in sync with their business needs will rise to leadership without exception.

R. Narayan Editor in Chief, Smart SMB

Management Chairman S.N. Tiwari

CEO Saumyadeep Halder

sn.tiwari@bmimea.com

saumyadeep@bmimea.com

Publisher Raman Narayan

Managing Director Ankit Shukla

narayan@bmimea.com

ankit@bmimea.com

Disclaimer: While every effort has been made to validate the accuracy of all information included in the magazine, the publishers wouldnâ&#x20AC;&#x2122;t be liable for any errors therein Copyright@2019 Business Media International LLC. All rights reserved.

December 2019 / SMARTSMB

CONTENT

CONTENTS Cover feature

Feature The kingdom thrives as a business hub

Talkpoint

ACCELERATING THE CLOUD ECONOMY 18

GIVING WINGS TO THE VISION

CONSULTATIVE APPROACH TO SUCCESS

column Spotlight A FULL HOUSE AT SAUDI SMART SMB SUMMIT

THE WINNERS PARADE

DELVING INTO MESH NETWORKS

WHY EMPLOYEES NEED TO BE PART OF BUILDING A STRONG CYBERSECURITY CULTURE

Automotive Digital Transformation: Expectation Versus Reality on the Factory Floor 34

Shifting gears in the automotive industry SMARTSMB / December 2019

Techwatch

Market Monitor

NEWS

AVAYA ROLLS OUT FLEXIBLE UC AND CC CONSUMPTION MODEL WITH IX SUBSCRIPTION PROGRAM Enables Avaya customers to shift from Capex to Opex for its cloud, hybrid, and on-premise UC and CC solutions Avaya IX Subscription includes access to the latest software releases, the freedom to flex up to 20 percent over the number of subscribed users at no additional charge and support from the company’s award-winning services organization.

Yaser Alzubaidi Senior Director – Digital Engagement Solutions, Avaya International

Avaya launched its new Avaya IXTM Subscription program in the international market, making it easier than ever for EMEA and APAC customers to purchase and consume Avaya’s worldclass communications and collaboration solutions to drive their business growth. Showcased at Avaya ENGAGE Dubai, the premier international event for the future of communications experience, the Avaya subscription program provides customers with a flexible new consumption-based alternative to traditional perpetual pricing models, and can also facilitate their transition to cloud. Avaya IX Subscription gives customers the flexibility to scale consumption of Avaya’s contact center and unified communications solutions based on their unique needs. This comprehensive new program offering monthly or annual subscription payments enables customers to avoid the complexity and cost of software licensing and contract renewals and instead focus on growing their businesses. Additional benefits to customers of the program include lowered business risk, increased operational agility, streamlined budgeting and purchasing processes, and maximum flexibility when adding new services and users.

SMARTSMB / December 2019

“We continue to offer our customers the widest possible choice for deployment options, and as part of that, we’re now able to extend a subscription model for on-premise communications infrastructures. We expect our customers to shift from an on-premise deployment paradigm to a private or public cloud architecture over the next two to three years, and Avaya IX Subscription provides a convenient stepping stone on that journey towards the cloud,” said Yaser Al Zubaidi, Senior Director – Engagement Solutions, Avaya International. “Avaya IX Subscription also highlights the fliexibility inherent in Avaya’s solutions, which can be consumed across a range of deployment models, and are fully capable of fitting into any given organization’s hybrid cloud strategy.” As part of the Avaya IX Subscription program, the company is providing trade-in and upgrade offers for existing customers to protect and extend the current investments in their Avaya communications infrastructure. Customers can trade-in their existing perpetual licenses for credits to be applied towards their subscription payments. For customers not running on the latest Avaya software releases, Avaya is also offering a “Experience Avaya” program to upgrade to Avaya OneCloud or Avaya IX™ on-premise software. Additionally, Avaya IX Spaces, the company’s powerful new cloud-based platform for team collaboration and meetings, is included as part of all Avaya IX Subscriptions.

Microsoft’s AI Business School expands to cover government and education sectors Expanded information, new and adapted lessons to enable decision makers solve pressing challenges Microsoft has rolled out a new release of its AI Business School, as part of its efforts to empower governments, businesses decision makers and education leaders in their digital transformation journeys. “AI has come into mainstream today, and its changing how work is done across all sectors and industries. This calls for everyone to skill, upskill and reskill their capabilities in order to make the most of this intelligent technology.” Said Michael Mansour, Chief Learning Officer, Microsoft Middle East & Africa. “At Microsoft, we have an ambitious goal to make AI accessible and valuable to every individual and organization, so we can amplify the human ingenuity and enable them to accomplish their objectives. That is why we created the AI Business School, to share insights and practical guidance for governments and businesses on how to strategically apply AI - and achieve more.” With expanded information, new and adapted lessons within its responsible AI module, and a new learning path for education industry decision-makers and educators, the AI Business School will prepare and enable decision makers to innovate and solve pressing challenges being faced today. Responsible AI: The expanded respon-

NEWS

sible AI content aims to illustrate how organizations can put principles into practice. Microsoft will offer a detailed view of its design principles for engineering, as well as videos on which tools can be used to develop responsible AI. Various case studies will also be shared to highlight how organizations have driven the their AI transformation journeys and learners will also hear from AI experts such as Cathy Cobey, from EY, who will explain how to make governance tangible and measurable.

UNITED ARAB BANK CHOOSES FINASTRA TO POWER DIGITAL TRANSFORMATION Finastra will help the bank modernize its retail and corporate oﬀerings and drive growth

Education: To empower educators and education decision makers do more with AI, Microsoft has teamed up with experts such as Michelle Zimmerman, author of Teaching AI: Exploring New Frontiers for Learning, to show how AI can transform classrooms and school processes. The new content will help guide the education industry to make the most of AI and redefing classrooms. Government: To support governments in developing and implementing AI responsibly, the AI Business School will launch a new module about “identifying governing practices for responsible AI in government”, which will feature experts from EY and Altimeter. Microsoft will also share examples from governments around the world to shed light on what public officials should consider and how to take action. Microsoft is infusing intelligence across all its products and services to extend individuals’ and organizations’ capabilities by enabling breakthroughs to current approaches, and entirely new scenarios that leverage the power of intelligent technology

Finastra has signed a transformative deal with United Arab Bank, a UAEbased bank that offers services to retail and corporate customers. The bank has selected Finastra’s Fusion Corporate Channels and Fusion Cash Management products to strengthen its corporate offering and help attract more customers. It is also upgrading to the latest version of Fusion Equation, Finastra’s core banking solution, to offer an improved digital experience to its retail customers. The solutions will help the bank become more competitive, streamline internal processes and, in turn, generate additional revenue streams. Ahmad Abu Eideh, CEO at United Arab Bank said, “Customer expectations have changed drastically over the past few years and banking customers are no different. They expect their bank to offer a digital experience similar to the ones they are seeing in other areas of their lives. United Arab Bank is working on delivering this level of service to all its clients – both retail and corporate. By investing in agile technologies like Finastra’s, we’re making sure our business is more attractive and more competitive in the long run.” Fusion Corporate Channels and Fusion

Cash Management will provide a much improved, functionality-rich experience for corporate users and treasurers to effectively manage cashflows, unifying trade, supply chain finance, cash, lending and treasury services for corporate clients. The solutions will be integrated with Fusion Equation under a single portal, providing better services and improving the entire customer experience. The upgrade and integration will be managed through Fusion Advance, Finastra’s dedicated upgrade management program, powered by Finastra Global Services. Serge Tohme, Managing Director, MENA and Turkey at Finastra said, “The Middle East, and the UAE specifically, is seeing a sharp rise in the number of neobanks and challengers that are offering services to retail and corporate customers alike. It’s crucial that traditional banks reinvent themselves and the customer experience to remain relevant. For this, they need applications that are agile so that they can adapt quickly in line with changing trends and regulations. Our solutions will enable banks like United Arab Bank to offer enhanced services to all their customers, helping them become more competitive and increase their market share.” December 2019 / SMARTSMB

NEWS

Sage announces Redington Schneider Electric opens as official distribution UAE Smart partner for GCC Sage announces Redington as oﬃcial distribution partner for GCC

Distribution Center

Sage, a market leader in cloud business management solutions, has signed a distribution partnership in the Middle East region with Redington to deliver Sage’s mid-market products and services as an Authorised Sage Distributor.

The Smart Distribution Center shortens delivery time to customers and optimizes supply chain operations

The partnership agreement enables Sage to expand its presence in the Middle East, simplify and improve operational processes, and reach new markets and new customers. Redington was considered to be in the best position to support the long term growth strategy of Sage in the Middle East. The agreement covers the UAE, Bahrain, Oman, Kuwait, Saudi Arabia and Jordan.

Schneider Electric has opened its new Smart Distribution Center in Dubai. It is the first Smart Distribution Center in the region and becomes the latest addition to the company’s growing worldwide network of smart operations facilities. These centers feature innovative digital technologies that can be leveraged to support a host of industries as they pursue their path toward greater integration and digitization.

Pieter Bensch, EVP for Africa and Middle East, Sage, said: “Businesses in the Middle East have long recognised the need to move from legacy business software systems to smarter cloud-based business solutions that are both affordable and fit for purpose. By partnering with Redington, we have the opportunity to expand Sage’s footprint across the region, work with their extensive partner network to reach new customers and embed Sage values across the ecosystem. We will refocus existing efforts on the UAE and KSA and expand to new markets, including Bahrain, Oman, Kuwait, Jordan. We look forward to also growing our independent software vendor network and provide companies in the GCC with more tailored and vertical-specific solutions.” As an Authorised Sage Distributor, Redington will act as an intermediary between, channel partners, resellers and system integrators. The agreeSMARTSMB / December 2019

ment grants Redington the official distribution rights for Sage 300, Sage 300 People, Sage CRM, Sage X3 and Sage 200, all of which are award-winning cloud-powered software solutions for accounting, payments, payroll and more that cater to medium-sized enterprises. “Strategic synergies are a vital tool for organisations to move forward while leveraging each other’s expertise, networks and knowledge. This mutually beneficial partnership with Sage opens new opportunities for us to help businesses in the Middle East face challenges and stay competitive through utilising technology to drive efficiencies,” said Sayantan Dev, Senior Vice President - IT Value Distribution at Redington, which has an extensive portfolio of 220 international brands in the IT and mobility sectors across more than 30 emerging markets.

The Smart Distribution Center is a model for industrial digitization, supporting the development of the UAE’s national Industry 4.0 agenda as it works towards a future based on harnessing the power of the Industrial Internet of Things and Smart Manufacturing. This is Schneider Electric’s sixth Smart Distribution Center launched in 2019, following inaugurations in Australia,

NEWS

China, Brazil, France, and India. Smart Distribution Centers are fundamental to Schneider Electric’s Tailored Sustainable Connected 4.0 supply chain digital transformation where the company leverages its EcoStruxure platform and architecture across its supply chain operations to deliver end-to-end integration and visibility to improve performance. Schneider Electric has a 30-year track record of investment in the region, and in the UAE in particular. In that time, Dubai has become one of four international hubs for the company after Paris, Boston and Hong Kong. The digitization of Dubai’s Smart Distribution Center not only shortens its delivery time to customers, but also optimizes supply chain operations to provide delivery excellence. Built on Schneider Electric’s cutting edge EcoStruxure technologies, the new distribution center will deliver a host of benefits across all layers of the company’s logistical operations. The Smart Distribution Center, spanning across an area of 30,000 square meters, is now open for Inbound, Outbound and Local adaptation entities interested to experience and learn about the company’s most innovative technologies delivered through its IoT-enabled, open, interoperable architecture, EcoStruxure. “Our new Smart Distribution Center in Dubai highlights our commitment to the UAE and the region. Through the implementation of our EcoStruxure architecture and platform we are enabling a wide range of industries, as well as government institutions in the UAE, to fulfill their long-term ambitions for digital transformation. In the short to midterm, our Smart Distribution Center is already increasing the endto-end efficiency of our operations up to 5% by cutting delivery time to customers, optimizing supply chain operations by reducing equipment downtime and reducing overall power consumption saving approximately 10 - 12%,” said Ahmed Khashan, President of Gulf Countries & Pakistan, Schneider Electric.

Pace Education UAE selects Alcatel-Lucent enterprise converged solution Deployment ensures access to uninterrupted high-definition video content, the school’s central learning management portal, and the Internet for learning support material Alcatel-Lucent Enterprise announced that Pace Education has selected ALE communications, data networking and Wi-Fi solutions to deliver a superior learning and teaching experience to students and faculty at its newest Pace British School in Sharjah, UAE. The deployment includes the Alcatel-Lucent OXO Connect telephony system, the Alcatel-Lucent OmniSwitch 6450 at the core and Alcatel-Lucent OmniSwitch 6350 at the edges, the Alcatel-Lucent OmniAccess Stellar AP1201 and Alcatel-Lucent OmniAccess Stellar AP1221 access points to provide high throughput and ensure a seamless user experience. Pace Education Group runs a number of schools across the UAE. The group employs 1,200 faculty, over 500 non-teaching staff, and caters to more than 20,000 students representing 25 nationalities across its schools. The group is committed to building institutions that enhance the prestige of education around the world. The group needed high-performance Wi-Fi connectivity to ensure that its teachers and students benefit from access to uninterrupted high-definition video content, the school’s central learning management portal, and the Internet for learning support material. Dr. P.A. Ibrahim, Chairman, Pace Education said, “We wanted a reliable technology partner with a proven track record to provide us with Wi-Fi solutions that ensure zero downtime, offer wide coverage and are future-proof, so we can focus on providing a better learning experience. ALE stood out with the

Dr. P.A. Ibrahim Chairman, Pace Education OmniAccess Stellar range of access points that met all our criteria perfectly. That ALE has a proven track record in providing education institutions with robust connectivity and communication solutions also made them our preferred choice.” The OmniAccess Stellar AP1201 and AP1221 are multifunctional high-performance access points that have superior build quality, support a large number of users, ensure zero hardware failures, are easy to manage, and provide wide coverage across school premises, both indoor and outdoor. Ilanz Technologies, an authorized channel partner of ALE, is providing the installation services. “We are delighted that Pace Education has chosen ALE to build the connectivity platform at its newest school. The project reinforces our leadership in the provision of reliable connectivity solutions that are perfectly suited to meet the demands of today’s educational institutions,” says Manish Punjabi, Channel Sales Manager – UAE & Oman, ALE. December November 2019 / SMARTSMB

NEWS

INSTAGRAM COULD BE KEY MARKETING CHANNEL FOR SMBS IN THE NEXT 5 YEARS New research by YouGov reveals how Instagram is helping small businesses in MENA grow at home and abroad New research by YouGov, Instagram, part of the Facebook company, will be the primary marketing channel for 73% of small and medium sized businesses (SMBs) in the Middle East and North Africa (MENA) within the next five years. According to the new SMB research in the UAE, Egypt and KSA, by YouGov, commissioned by Instagram, 77% of SMBs use Instagram as an effective way to reach new and global audiences - making it the top reason they are on Instagram. Additionally, 96% say that Facebook is also an important marketing channel for their business with 59% saying it helps them to directly engage with customers. “Small and medium size businesses are the backbone of the MENA econ-

omy and are often some of the most creative users of Instagram. Whether it’s telling their unique brand story, showcasing a product or driving direct sales - the research shows that Instagram is a powerful marketing tool that drives real business value. Our priority is to help businesses of all sizes connect with new and existing customers to build deeper relationships online and offline.” Says Priya Patel, Product Marketing Lead at Facebook Middle East. With more than 90% of people on Instagram following a brand, the YouGov research shows that entrepreneurs and SMBs are using the platform as a place to show how they are different from competitors (74%), generate new leads (76%) and drive sales (77%).

TP˨LINK UNVEILS AX PRODUCT LINE AND STRATEGY FOR 2020 AT “CONNEXIONS” Distributors, Channel partners and System integrators were recognized for their contributions in growing TP-Link’s business TP-Link Technologies Co Ltd, a leading provider of SOHO, SMB networking products and wireless LAN solutions, successfully concluded the third edition of their annual event “ConneXions” at Sofitel The Palm in Dubai. The grand event showcased the launch of the AX product line and outlined TP-Link Achievements and Strategy for 2020. Lucas Jiang General Manager TP-Link MEA FZE, said, “the ConneXions Partner Meet 2019 was held in Dubai and also saw the launch of AX Technology Products. Our partner community is essential and playing a major role in our 23 years of achievements. We are glad to able to celebrate our partners during our mega event Connexions and honour them with the TP-Link Partner Awards. We acknowledged our strategic partners for their excellence in driving results across 3 categories including: Channel Partners, Distributors and SMB Partner of the Year.

SMARTSMB / December 2019

With the increasing need for seamless collaboration to deliver smooth business experiences, events like these play an important role in integrating strategies across verticals, acknowledging collective efforts, and ensuring that all associated stakeholders are on the same page,” said Lucas Jiang, General Manager of TP-Link MEA FZE. “ConneXions” honoured and brought together our key Distributors, Channel partners and System integrators.” According to the manufacturer, Small

Instagram provides a range of free tools to support the growth of businesses around the world, including business profiles, which provide access to insights and the ability to promote.SMBs clearly believe in the long-term benefits of social media marketing with two in three (68%) expecting to increase marketing spend on Instagram over the next five years. Three quarters (75%) of SMBs surveyed also say Instagram has been effective for saving on traditional and existing advertising costs and the research shows SMBs are choosing to blend paid-for branded content like boosted posts and ads with organic posts. The most popular content for the community includes short videos, offers and promotions and images. Instagram hosted the first ever #ExpressYourself event in the MENA to celebrate small businesses and entrepreneurs building their business on Instagram. and medium-sized businesses (SMBs) are also playing a growing role in the growth of the TP-Link over all businesses. Currently the vendor also has over 200 Systems Integrators as partners. “This event was not just about new solutions, their growth, and the way forward for the partners, it was also focussed on making the strong ConneXions and also about celebrating the growth that comes from collective effort and enhancing it further with smarter strategies.” Lucas added. TP Link offers a portfolio of products that meet the networking needs of all individuals and businesses. As the connected lifestyle continues to evolve, the company continues to expand its offerings.

RUN A MORE CONNECTED BUSINESS. STREAMLINE KEY BUSINESS PROCESSES. GAIN FINANCIAL INSIGHT AND DRIVE RESULTS. Keep your Edge with Sage Business Cloud. Be Sage. For more information call 800SAGE, email meinfo@sage.com and visit www.sage.com/en-ae

SMART SMB SUMMIT ROUND UP

A FULL HOUSE AT SAUDI SMART SMB SUMMIT The summit brings the digital transformation agenda to the forefront Smart SMB Summit & Awards held its latest edition in Saudi Arabia in the city of Riyadh on 13th November. The event, although the inaugural one for Saudi Arabia, witnessed an impressive turnout of over 300 ‘C’ level executives emulating the similar success in past editions held across different GCC markets and Kenya. Organized by Business Media International, premier publishers for the mid-market and organizers of large format industry events, the event focused on topics relevant to the broader agenda of ‘Redefining digital & Business Transformation’. Business Media International who have previously held the Smart

SMARTSMB / December 2019

SMB Summit & Awards in editions in UAE, Oman, Kenya and Bahrain, took the event to Saudi in a bid to provide a platform that brings together the country’s ‘C’ level executives from the mid-market segment under one roof, to discuss how newer technologies will keep pushing the realms of possibilities for Businesses that can adopt and leverage. The Saudi edition of Smart SMB Summit & Awards brings the continuous pursuit of digital excellence into focus. The event agenda included a summit in the afternoon followed by an Awards gala in the late evening. The event also had the sponsors exhibiting and driving

awareness around their new solutions from the kiosks that were installed in the networking area and saw a lot of purposeful conversations and enquiries raised by attendees with the exhibitors during the coffee break and the networking hour following the summit. The Summit included keynotes by industry and technology experts from leading vendors on various pertinent topics. Dell Technologies was the event's Platinum sponsor. Veeam Software, Redington and Sage were the gold sponsors. The silver sponsors included Epicor, Tally, Index Infotech and BitDefender. The exhibition sposors were Mindfire Technolgies, Paessler AG and TP-Link.

KEYNOTES

Cloud Data Management Jawad Moghnieh Territory manager Saudi Arabia and Levant, Veeam Software, the first keynote speaker of the day gave detailed insights into strategies for ‘Managing data in the cloud.

Insights into the 4th Industrial Revolution Amine Dembri Enterprise Sales Manager at Sage was the 2nd keynote speaker of the day and he spoke on ‘Insights into the 4th Industrial Revolution’.

Digital & Business Transformation Journey Mohammed AlEnazi CIO, Fawaz A. Alhokair Fashion Retail spoke on ‘Digital & Business Transformation Journey’, presenting details of the transformation journey his company had undertaken.

December 2019 / SMARTSMB

PANEL DISCUSSIONS

Digital transformation in Saudi Arabia’s mid-market

The discussion on ‘Digital transformation in Saudi Arabia’s mid-market’ was moderated by Dr. Hussain L. AlJahdali, Research Assistant Professor, King Abdulaziz City for Science & Technology (KACST). The other participants included Tahani Aldosemani, Vice Dean of Information Technology and Distance Education, Prince Sattam bin Abdulaziz University; Eng. Mohammed Ali Mahnashi, ICT Advisor, Ministry of Foreign Affairs; Samer Marouf, IT Director Rakaa Holding Co.; Sivakumar Ganesan, Head of IT, Arabian Shield & Jawad Moghnieh, Territory manager Saudi Arabia and Levant, Veeam Software. The discussion brought out perspectives from the participants around digital transformation as a key requirement across sectors from education to healthcare, manufacturing, construction etc looking to leapfrog in terms of productivity and better services. There were thoughts shared on key enablers such as cloud computing. The discussion also covered concerns around security, re-skilling and challenges on the road to digital transformation.

Is Cloud ERP ideal for Mid-Market?

accelerating digital transformation, especially as concerns around local data hosting seem to be getting assuaged by the opening of large public cloud data centres in the region.

The discussion was moderated by Raman Narayan, editor in chief and Publisher of Business Media International. The participants included Anjum Ehsan Rana, IT Manager, Al-Jawdah Industrial Group; Eng. Majd Alhakeem, IT Director, Albabtain Holding Investments Co. GRC DIRECTOR-BHI; Mahmoud Masadeh, IT manager, Al-Babtain Arabian Company; Vikas Panchal, Business Head Middle East, Tally Solutions and MAJD MOUSA, SALES MANAGER – GCC, Index Infotech. The lively discussion delved into some examples as participants shared their perspectives on the advantages of investing in cloud based infrastructure and solutions that offer scalability and flexibility with its OPEX model. The performance of cloud vis-a-vis on premise deployments and limitations were also discussed at some length with the outright outcome overwhelmingly in favor of implementing cloud for

Facilitating digital transformation in key verticals

The final panel discussion of the day ‘Facilitating digital transformation in key verticals’, also moderated by the editor in chief brought in participants from different verticals on stage. They included Mahmoud R. Farhan, Supply Chain Cyber Security Manager Arab National Bank; Nadeem A. Ali, Director of IT, Al-Mansour Contracting Co.; Roc Arquiza Escosio, Head of IT, Al Faisaliah Hotel; Amine Dembri, Enterprise Sales Manager at Sage and Michel Tannous, Senior Sales Engineer, Bitdefender. The exhaustive discussion brought out how different verticals are beginning to leverage new digital technologies in improving business workflows, employee productivity and satisfaction as well as customer engagement and satisfaction. A few use cases with resultant benefits were discussed and also challenges such as in prioritizing and managing data security on the transformation journey were addressed.

AWARDS ROUND UP

THE WINNERS PARADE The Smart SMB Awards that followed the summit had recognitions for companies that are seen as having the resolve to be pioneers in deploying new age technologies or catalysts in accelerating transformation deployments The Awards Gala following the summit provided a platform for recognizing several initiatives and technology deployments across different verticals, as milestones on the road to digital transformation. Awards were also presented to companies who have been making a vital contribution to facilitating digital transformation for Business customers. Among the awards for digital transformation in verticals presented on the day, the Best Digital Transformation Deployment in Education went to Prince Sattam Bin Abdulaziz University for its pioneering E-Learning Initiative to empower female students and their instructors by training them on E-learning tools and resources. The winner of the category Best Digital Transformation Deployment in Hospitality was presented to Al Faisaliah Hotel for a successful implementation in providing its

employees a digital platform that allows them quick and seamless communication and information sharing. The recognition for Best Digital Transformation Deployment in Retail went to Fawaz Alhokair Fashion Retail Group which among several transformation initiatives had also rolled out a Network Operating Center (NOC) to provide 24/7 support to business with improved efficiency and better reliability and a Security Operating Center (SOC) SOC for enhanced security and manage threats. AMSTEEL LLC was the winner of the category Best Digital Transformation Deployment in Manufacturing which has done several implementations of late including a new ERP deployment, which has helped the manufacturing operations achieve great leaps of performance improvement.

Among the individual categories, Dr. Hussain Aljahdali, Research Assistant Professor, King Abdulaziz City for Science and Technology (KACST) was recognized for his contributions to digital transformation initiatives and leading the workforce to build digital transformation strategy as well as ensuring smooth transition. The CEO of the year award went to Majed Alshodari for his multifaceted leadership in Technology and as the chairman of the Saudi Emerging Technologies Forum. CDO of the Year award was presented to Mohammed Ali Mahnashi for his professional, timely and effective ICT solution design and implementation services of the Shared Services, including expert technical advice on complex matters. The CISO of the Year award was Ala I. Asali, CISO, Arab National Bank . In addition, awards were also presented in select vendor and partner categories as mentioned.

December 2019 / SMARTSMB

AWARDS ROUND UP

Best Digital Transformation Deployment in Education

PRINCE SATTAM BIN ABDULAZIZ UNIVERSITY

Best Digital Transformation Deployment in Hospitality

AL FAISALIAH HOTEL

Best Digital Transformation Deployment in Retail

Best Digital Transformation Deployment in Manufacturing

FAWAZ ALHOKAIR FASHION RETAIL GROUP

AMSTEEL LLC

Best Digital Transformation in Cloud

MINISTRY OF ENVIRONMENT, WATER AND AGRICULTURE

Digital Transformation Vendor of the year

DELL TECHNOLOGIES

Data Management Vendor of the Year

SMB Business Management Software of the Year

VEEAM SOFTWARE

SMARTSMB / December 2019

TALLY

SMB Networking Vendor of the Year

Security Software Vendor of the Year

TP-LINK KSA

BITDEFENDER

AWARDS ROUND UP

ERP Vendor of the Year

SAGE

VAD of the Year

REDINGTON VALUE SAUDI

Easy set-up services for SMB

Emerging Security SI of the Year

ABANA ENTERPRISES GROUP

MINDFIRE TECHNOLOGIES

Digital Transformation Enabler of the Year

CEO of the Year

MURTAZA EZZI

MAJED ALSHODARI

CEO INDEX INFO TECH

CDO of the Year

CIO of the Year

MOHAMMED ALI MAHNASHI

DR. HUSSAIN ALJAHDALI

MINISTRY OF FOREIGN AFFAIRS

KACST

CISO of the Year

ALA I. ASALI CISO ARAB NATIONAL BANK

December 2019 / SMARTSMB

COVER FEATURE

ACCELERATING THE

CLOUD ECONOMY Mindwareâ&#x20AC;&#x2122;s newly unveiled cloud marketplace is being built to enable a large network of partners and to address and grow traction of cloud adoption in the region By R. Narayan

he need for digital transformation has become a catalyst for change at organizations across. Likewise, cloud is seen as a key enabler of the journey towards scalable, resilient IT infrastructure that can enable companies leapfrog in terms of capabilities. Organizations are now seen as more confident in using cloud services as the concerns around data sovereignty and security have decreased. In addition, cloud enables the OPEX model of billing that is more customer friendly.

SMARTSMB / December 2019

There is a need to ensure that cloud solutions are easily available and are reliable for customers looking to adopt the right set of cloud based solutions. As businesses trust their suppliers from the ICT channel, the larger number of channel partners in turn, need access to a marketplace that they can utilize as their own storefront to meet needs of their own customers. Mindware, one of the leading regional distributor has unveiled a new marketplace, hosted on Microsoft Azure to

address this need from their large network of partners across the ME region and is undertaking ongoing efforts to make it feature and content rich in association with its vendors and other partners. According to Philippe Jarre, CEO, Mindware, the marketplace will enable partners find more traction in their cloud based business as they equip the marketplace with solutions from the large number of leading technology vendors they are associated with.

COVER FEATURE

Elaborating on the new cloud marketplace and the key driving factors that led to the launch, he says, “We really needed to catch up in the cloud business and the new cloud marketplace presents that opportunity. As part of enabling the marketplace, we had identified different vendors who are among the best to provide cloud solutions on Microsoft Azure, notified them and signed up contracts with them.” “Our previous marketplace wasn’t very flexible and back office activities were more manual. That is not efficient in the cloud era. Our new marketplace is built on Azure and since we have a strong relationship with Microsoft, the pricing is very competitive. The platform is agile and flexible; partners will be able to use it for their own business.”

Philippe Jarre CEO, Mindware

Mindware, which had acquired the enterprise computing solutions business of Arrow earlier in the year, has also consolidated the teams across both entities, caressing out a solutions team that boasts of some outstanding credentials. Philippe says, “After the acquisition of Arrow, we merged both technical and pre-sales teams into one single solutions team. We have produce three solution arrays - one is for infrastructure and networking solutions, one is for security solutions and one is for cloud. “ The solutions team will build solutions that will be made available via the marketplace. Mindware is approaching and working with local players, global players, ISVs to enrich the marketplace with new content possibly every month. The VAD wants to ensure the marketplace is quite comprehensive in terms of the range of technology solutions available and over the next year, will be undertaking a massive expansion to this effect.

Partner enablement There is a huge opportunity around cloud migration and together with its

“Our marketplace will enable them to have their storefronts to deliver hosted Infrastructure as a Service (IaaS) and Platform as a Service (PaaS) offerings via the platform. The partners can also list their capabilities on our marketplace and based on requirements form our clients, those services could be utilized. December 2019 / SMARTSMB

COVER FEATURE

partners, Mindware intends to help businesses go with the right solutions and at the right prices in the OPEX model. The marketplace will enable Mindware’s partners who may not have the capacities for building their own marketplace, to use the white labeled solutions and position it as their own when selling to their customers, including billing capabilities. Philippe says, “Our marketplace will enable them to have their storefronts to deliver hosted Infrastructure as a Service (IaaS) and Platform as a Service (PaaS) offerings via the platform. The partners can also list their capabilities on our marketplace and based on requirements form our clients, those services could be utilized. This broadens the utilization of the partner capabilities through our marketplace, in a way via white-labelling their capabilities. The new marketplace has a robust and customizable billing engine, which allows partners to easily automate ordering.” The enhanced capabilities include a robust and customizable billing engine, which allows partners to easily automate ordering and billing the en-

tire Microsoft portfolio including Office 365, Microsoft Azure and Microsoft ESD. Partners can monitor and control their customers’ Microsoft Azure consumption with automated provisioning of cloud services and utilization-based billing. The distributor has already got many partners listed with the marketplace across the region and is working towards having more added. Philippe says, “We have on-boarded partners from almost all countries in the region. Our plan is to have one or two new partners added on the marketplace in a week. This model would be an exponential business model. This would be a new channel. The solutions team will provide technical capabilities to design solutions and help clients migrate to cloud.” While the cloud business in terms of sheer volumes and value is modest at the moment, Mindware expects the business to see great traction. Philippe says, “Our cloud business is modest and I believe that is the general scenario in the market. But we expect an acceleration of the business by as much as 25% month on month.”

The Pre-sales Unit comprises of technical engineers with the highest levels of training and certification in rele-

SMARTSMB / December 2019

Philippe says, “These issues remain to some extent. At the same time, a lot of people want to do backup and recovery deployments on the cloud. This is a transformation journey. At some point, matching the scale of investments in datacenters for availability and security in the regular datacenters with the capabilities that are there in the huge cloud would be not possible. The move to the cloud is inevitable in the longer run.” Growing the cloud business, moving into solutions and services business, and expansion into new geographies are the three priorities that Mindware is focused on. The distributor is eyeing to break the barrier of 1 billion USD in turnover across MEA over the next year and the definitive strategy it has taken with enabling the cloud marketplace, will be quite critical to realizing these ambitions.

vant vendor technologies. There are two separate teams – one focused on datacenter & infrastructure solutions and the other on security. The teams will add value to partners by helping them qualify leads, conduct proof of concepts (PoC) and close projects.

and BackUp, cloud security, Desktop-as-a-Service (DaaS), Infrastructure-as-a-Service (Iaas) and Platform-as-a-Service (PaaS). Mindware training services reflect the latest practices and procedures which help in increasing the value to customer environments. The company is an Authorized Training Center (ATC) with fully certified and authorized trainers who offer specialist knowledge reinforced by extensive practical experience.

The Solutions Unit will focus on three areas – professional services, cloud services and training. The professional services team will assist partners in designing and implementing the best possible solution, if required, at the customer’s premises. The cloud offerings include areas such as Disaster Recovery-as-a-Service (DRaaS)

GITEX was also the launchpad for Mindware’s new Virtual Desktop Infrastructure (VDI) bundle – an end-toend solution stack comprising best of breed technologies including infrastructure-servers by Dell Technologies, security by RSA, virtualization software by Citrix and a choice of Wyse and OptiPlex client endpoints.

MINDWARE UNVEILS NEW TECHNICAL SALES AND SERVICE UNIT Mindware, one of the leading regional IT Value-Added Distributors, launched its new ‘Solutions Unit’ comprising of Pre-sales and Services teams focusing on infrastructure, security and cloud solutions at this year’s GITEX Technology Week, where it participated under the theme ‘Embark on a Customer Journey’. The collective experience of the Solutions team covers all areas of IT such as strategic consulting, designing, planning, deploying, implementing and technical trainings.

Some concerns still exist as to where data is hosted and there are verticals where customers still go with on premise deployments. However, on the brighter side of things, the trend is clearly towards a shift in preferences as more customers look at cloud based deployments for more workloads.

AUTOMOTIVE

SHIFTING GEARS IN THE AUTOMOTIVE INDUSTRY By Diksha Vohra

In the past few years, rentals to on-demand drives have been being growing demand in the automotive industry. How then are traditional automobile dealers surviving in the market and what’s in store for the future? SmartSMB delves deeper.

ark had grown up watching his father go to work in his Toyota sedan car. He fondly remembers how traveling in the car with his family was something he’d look forward to. Now that he has a family, he chooses to drive by the Uber or Careem to his office on the days he isn’t using the metro. Whilst being concerned about the environment, Mark also chooses his comfort, saving money and time by using on-demand cab services. And Mark isn’t alone. Hundreds of UAE residents are now opting for alternative travel options instead of purchasing brand new cars from the showrooms, thereby leading to a decline in the purchase of new cars. In-fact, in the first five-months of 2019, car dealers sold around 100,000 units in the UAE which is 1% more from last year. Whilst an insignificant increase in the eyes of an outsider, it counts for a lot more in the larger scheme of things for an industry that has been hit with dropping sales since 2015. But what’s the reason? Michel Ayat, CEO of AWR Automotive owes it to the reduction in the disposable income. “…disposable incomes have dropped and people want to hold on to their vehicles for far longer,” he

SMARTSMB / December 2019

says. Moreover, because of this, more and more customers are becoming price conscious too and are choosing to save money where they can. “If you like a car worth AED 100,000 and if you’re getting the same car, driven a bit and in good condition at AED 50,000, will you not buy it?” Says Sanjay Somaiya, owner of Grand Prix Motors dealing in purchase of pre-owned cars. “People are increasingly looking for low budget cars worth AED 20,000 and more and even with those are looking for financing options.” While brands are finding it difficult to bring back old days where they’d sell many more cars, in order to compete with the advantages of owning a second hand car, they’ve launched wings handling only pre-owned cars. For Somaiya, they pose a stronger challenge than any of the others considering the only way out survive in the market of pre-owned cars where one’s competition isn’t only with a larger company which can absorb losses and cut costs, but also has an established brand name, is to cut on prices and give better service. “It is a price game,” notes Somaiya. “I have to offer better prices than the showrooms selling pre-owned cars and have to offer bespoke solutions to customers.”

Sanjay Nagdev Owner, Spin Rent A Car

AUTOMOTIVE

On the other hand, people have also begun to rent more cars than they would previously which has also caused the shift in purchase of new cars because its hassle free. “When you own a car, you need to bother about it’s maintenance, renewals of insurance and registration cards, topping up salik and much more,” says Sanjay Nagdev, owner of Spin Rent A Car. “With car rentals, you don’t need to bother about anything. I’ve had clients who had forgotten to top up their salik and were levied hefty fines. That’s when they decided to start renting cars because rental cars allow for more flexibility than a newly purchased car.” Moreover, for bigger businesses who’ve to provide cars to their employees, it makes more sense to rent a car so that if required they can downsize anytime without having to incur the cost of depreciating assets. However, with the entry of Uber/ Careem aka on-demand taxi service, the model of the automobile industry has completely changed. Here you have a chauffeur driving you in a luxury car and you can pay him without worrying about parking or anything else. Vilhelm Hedberg, founder of eKar says that options like eKar help the customer save money, time and drive at his comfort to where he wants. Statistically too, a big contributor to car sales is the purchase of fleets for Uber/Careem/eKars. Each new limousine being added to the Uber and Careem fleets represents a win. In addition, there is the growing presence of cars flying the ekar and udrive banners. These ride sharing portals allow users to pick up a car and then essentially pay by the minute. So far this year, cars sold to fleets or those operating under Uber/Careem or ekar/ udrive make up between 60-65 per cent of overall volumes. In other years, the split between fleet sales and those sold to individuals was roughly 50:50. Nagdev, however, feels that they aren’t his competition because those choosing to go by Uber/Careem daily would be spending a lot more on one

Vilhelm Hedberg Founder, eKar

off rides than on a rented car. “I agree they’ve good cars but during the long term, if you’re going to travel daily to work and back, it might just not be worth it,” he says. Somaiya and Nagdev feel that the market of each of these services is quite different and even though with the onset of on-demand taxis is there, the price conscious mentality of people doesn’t pose a huge challenge to them. Somaiya says that there are more youngsters who’re choosing to purchase pre-owned cars and they’re wanting to apply for a loan for the same too. In a price sensitive market like what we have today, do smart cars have a future? “It’s too far out,” says Somaiya. “Technologically advanced cars are a good thing but it would take them a while to enter the market and disrupt it as

people are still choosing to purchase old, traditional cars.” Nagdev, however, appreciates the development and recommends that all car rental companies upgrade their systems and services to provide the customer what they might get from another competitor in the future. Looking at the future, according to a PwC report, by 2030, more than one in three kilometres driven could already involve sharing concepts. At the same time, user preferences will move more towards autonomous mobility. Developments in Europe and the US are expected to happen at a roughly parallel pace. In China, by contrast, the proliferation of shared and autonomous mobility could happen faster than in the Western world. This would make China the leading market for the transformation of the automotive industry.

December 2019 / SMARTSMB

TALKPOINT

GIVING WINGS TO THE VISION An entrepreneur helping other businesses set up in the Middle East to being one of the Forbes top 100 most influential women, Jenny Hunt’s story is not less than a fairytale. They journey, however, wasn’t as smooth as one would imagine. Smart SMB unveils her journey, challenges and her inspiration.

By Diksha Vohra

Did you always want to become an entrepreneur or did you just happen to become one? I ran my own business in London before relocating to the UAE. I fell into that situation as a result of having received a bad service. I thought I am a savvy woman and if I have been ripped off, then I’m sure others have been too. So I set up a competitor company offering fixed prices. When moving into the UAE I guess it was just a matter of time until I ventured down the entrepreneur path again. Once you have been your own boss its very hard to be an employee and take direction again, especially when you have differing opinions. I just wish I had been my own boss at a younger age, so I’m delighted to see entrepreneurship being encouraged to students. I think it allows creativity to be able to make a difference.

Can you tell us a little more about your company? What kind of services do you provide and what gap did you sense in the market that probed you to launch a company and provide these services? Gateway Group understands what it is like to expand into an overseas territory. Foreign companies and expats abroad crave familiarity. They tend to SMARTSMB / December 2019

Jenny Hunt CEO, Gateway To Abu Dhabi

TALKPOINT

congregate, network and do business with their own nationalities foremost. Having a sense of connection, speaking the same language and understanding the same colloquialisms provides a feeling of belonging and special bonds. Gateway Group understands this and that trust is gained when foreign companies perceive common values and beliefs. We aren’t sales people on commissions with monthly quotas pushing a single product and pressuring companies to sign on the dotted line. We take time to understand what our clients intend to do in the UAE, who their intended clients are, where they want to do business and what their longer-term exit strategy is so that we can guide them appropriately as to what is the most suitable business license for their needs. When they are ready to move forward, we are all about clear communication and ensure that our clients know every step of the process at the outset, when there is an action point for themselves, and anticipated dates for each step so that expectations are managed but also so that clients can plan their market entry appropriately.

What is your take on women entrepreneurship? Do you see more women taking up entrepreneurial roles now than before? Over my 10 years of living and working in the UAE I’m increasingly seeing women setting up businesses, which is really encouraging. I have seen women set up all sorts of businesses from fast food to manufacturing to consultancies. They each share the same quality which is determination – when they face a hurdle, they don’t give up until they find a solution. According to figures reported in the media, 60% of e-commerce businesses in the UAE has run by women – this is fantastic and just goes to show how empowered women are. The new li-

censes now available for entrepreneurs have definitely been a stepping stone to helping women become entrepreneurs in the UAE.

and take no responsibility – you will need to understand these elements, you just don’t need to be implementing them yourself.

How have you incorporated technology into your business in terms of advancing your services to your clients

3) Get a business coach. Your knowledge and know-how will get you to a certain level, but you need someone more successful than yourself to get you to the next level and beyond. A good business coach will help you to springboard your business forward quickly as they will be able to guide to you avoid the mistakes they made. They’ll also be full of ideas and contacts to help you. You don’t know what you don’t know and that could hold you back. Look at it as an investment rather than a cost.

We have automated internal processes as far as possible by selecting certain software and packages to help with key areas of our business. We are also linked up directly to some of the government departments which means that we can process certain transactions instantly and at a cheaper fee for our clients. Technology is evolving all the time so we are constantly looking for ways to provide a more efficient service. When I look at companies and see how they do things I always question whether their successful processes could be implemented into Gateway to help us.

What are your three go-to tips from your experiences for budding entrepreneurs? 1) Don’t give up – That is what sets successful entrepreneurs apart – they have incredible strong belief in themselves and what they are trying to achieve. 2) Outsource the bits of your business which aren’t your forte. Nobody starts a business knowing how to do everything. Your idea might be the best, most innovative, cost effective solution to a particular problem and you might be the expert, but that doesn’t mean that you necessarily know how to do the accounting or the marketing. Spending time on the bits of the business which you aren’t an expert in is a waste of time, so spend your energy and focus on bits that you know. I’m not saying if you don’t know how to do marketing and accounting that its okay to pass this off onto someone

You have been listed in Forbes amongst the most influential women in the Middle East, how does that feel? How has that changed the way people perceive you? It’s a huge achievement as a non-Arab expat working in the region and its great to be recognised for sharing my knowledge and experience to help other companies to expand into the UAE. I actually met with Moira Forbes of Forbes Women magazine in California a couple of weeks ago and it was great to hear her comments about why women don’t get to the next level and some of her examples really reinforced things that I take seriously with my own business, such as having a vision as big as you want the business to be; setting up strategic partnerships; developing your network and building relationships to build resources and get access to other people’s networks for help that you need with your own business. My business coach actually emphasizes that “your network is your net worth”. Being listed in Forbes Top 100 has certainly enhanced my credibility within the business world and is always a talking point when people meet me for the first time.

December 2019 / SMARTSMB

FEATURE

THE KINGDOM THRIVES AS A BUSINESS HUB The largest country in the GCC, Saudi Arabia is emerging as a strong business hub in the Middle East. Smart SMB explores the advantages of operating in the country and the opportunities that Vision 2030 has in store for SMEs to thrive. By Diksha Vohra today, he thinks it is for the better.

Singhran Singh General Manager, Sky Pumps Est

couple of years ago, Singhran Singh had moved to Saudi Arabia from Dubai to explore some work opportunities. Little did he know that in a couple of years, he’d call the place his home. Today, Singhran is well settled and enjoys living in the country. While he does feel that there has been a drastic shift in how business was done previously and how it is done

SMARTSMB / December 2019

“The Saudi market has opened new frontiers to direct foreign investments in international companies with a promising future to be part of the 2030 vision,” says Singhran Singh, General Manager of Sky Pumps Est. “This has lead to an increase in opportunities for doing business within the kingdom. It has also encouraged multi-national companies to move into this region.” In-fact, there has been an increase in the number of companies that have setup in Saudi Arabia owning to the relaxation of policies to encourage entrepreneurship in the region. According to the 2019 Global Entrepreneurship Monitor report, around 76.3% of the adult population in Saudi Arabia has perceived good opportunities to start a business– with the percentage ranking second highest out of 49 countries analyzed. “Saudi Arabia has something for everyone today,” says Haseeb Ur Rahman, Business Development Manager, Arwada Trading. “I have been working

here for close to nine years now and I do feel that people here are easier to deal with. Besides, there is lesser competition as this country has been overlooked at times for business opportunities. So for anyone who wants to start, Saudi Arabia is a good place.” The country is home to several known brands like Saudi ARAMCO, MARAFIQ, Saudi Basic Industries (SABIC) and more. But now it is all set to be home to many new projects and companies. It was in 2016 that Saudi Arabia’s Crown Prince Mohammed Bin Salman announced the Vision 2030 as a package of economic and social reforms designed to diversify the economy away from oil, attract foreign capital and create jobs for citizens. “Needless to say the major shift in the way the business is done in Saudi is due to the 2030 vision with a strong and futuristic leadership,” adds Singhran. The ambitious yet achievable long-term blueprint of the Saudi Vision 2030 is based on three key pillars: a vibrant society, a thriving economy, and an ambitious nation. The second pillar in particular –a thriving economy, coupled with rewarding opportunities– aims to stimulate the economy and diversify revenues, which also underscores SMEs as “important agents of economic growth that create jobs, support innovation, and boost exports.” In fact, the Saudi Vision 2030 pledges to raise the contribution of SMEs to Saudi Arabia’s GDP from 20% to 35% by 2030.

FEATURE

setup agencies which can help them find the right people to deal with. Otherwise, Saudi is a good market to be in especially at this point in time.” For those who would like to travel to the country and explore opportunities, the visa costs too have been brought down.

Aziz Ali Director, Evergreen Business Setup services

The Government’s first and most notable steps towards this was the introduction of the Entrepreneurs License which provides incentives and supports entrepreneurs with Saudi projects approved by universities or business incubators inside the kingdom. The Saudi government has also injected SAR72 billion (US$19.2 billion) stimulus package to boost the private sector, an enormous part of which was allocated to different programs and initiatives supporting the SME sector, such as government fees reimbursement, a government VC Fund, indirect financing to SMEs, and export financing. Furthermore, the Public Investment Fund (PIF) created an investment fund, with a capital of SAR4 billion ($1.1 billion) that will attract private sector participation through investments in venture capital and private equity funds. This aims to boost access to capital with the goal of creating 2,600 jobs and contributing SAR400m ($106.7m) to GDP by the end of 2020. Aziz Ali, Director of Evergreen Business Setup services says that the Saudi government has even relaxed laws to allow for settlement and entrepreneurship opportunities. “You can get a trade license for as low as SAR 15,000. All you need is a trustworthy local sponsor. I always suggest people setting up there to go through trusted

The government has also launched the Meras program, which provides all the government and private sector services an entrepreneur needs to set up a business in one day. In addition, the government established The General Authority for SMEs, otherwise known as Monsha’at, with a number of pledges that include removing obstacles, facilitating access to funding, supporting SMEs in marketing and exporting products and services, and enabling national entities to collaborate with relevant stakeholders. In relation to women entrepreneurs, however, the situation is a bit different. “I have not seen many women entrepreneurs around,” says Haseeb. “They are slowly getting into the workforce but not so much into business right now but in the near future this will definitely change.” Aziz seconds the thought and adds: “Women can travel to Saudi Arabia to explore opportunities with an invitation which

can be arranged. The market is definitely new to seeing women entrepreneurs but they’re encouraging it.” Haseeb also notes that the change has not only come in economical terms but also in terms of education and cost of living. “The cost of living previously was quite low and now it has increased owing to the development and the country has become liberal too in some aspects but again there is a lot of focus on education. The youth is going to benefit from these changes the most as they’re now being exposed to so many different opportunities.” In terms of education, tertiary partnerships and initiatives have been established to develop the skills of upcoming graduates and job-seekers. It would be interesting to see how Vision 2030 unfolds for the market. With many promising conditions, the Saudi economy is sure to get a boost and such reforms will help them make a place on the map for more than a religious tourism or oil trade place in years to come. “The economy is booming unlike a lot of other GCC countries. The population too largely remains unexplored and for those willing to expand, today is a good time,” concludes Aziz.

Haseeb Ur Rahman Business Development Manager, Arwada Trading

December 2019 / SMARTSMB

TALKPOINT

CONSULTATIVE APPROACH TO SUCCESS Aerizo, headquartered in UAE, a UAE based systems integrator provides a consultative approach on technology delivery to enhance business Resilience, reduce CAPEX and optimize OPEX. Glen Dsena, Managing Partner, Aerizo DMCC discusses the company’s focus on Core and Emerging Technologies. we offer IOT solutions which include design and commissioning of Smart Homes & Smart City solutions. We also have the skills to help our customers to be the first to adopt Blockchain solutions and integrate their business transactions into public, private or consortium-based Blockchain projects.

Glen Dsena Managing Partner, Aerizo DMCC

As a systems integrator in the region what makes Aerizo stand out? We make ourselves stand out from the competition through our services. Right from the first point of contact with a customer through the sales process to the implementation and post-sales support, it’s our service and the way our staff add value across the complete chain of events. Our Presales, sales & post-sales staff are well equipped to handle customer queries, propose the best solutions in terms of technology and commercials and implement the solution to meet customer deadlines. Last but not the least, it is the post-sales support team that add the icing on the cake assisting the customer through the finer configurations and having a happy customer which means return business for the organization.

Briefly discuss the solutions you bring to market? We focus on Core and Emerging Technologies. These Core Technologies are Cyber Security Solutions, Cloud Integration, UCC and the traditional Active and Passive infrastructure. We have partnered with Cisco, Fortinet, Sonicwall, Sophos, TrendMicro, McAfee, HP, Dell, Veeam, Vmware, Microsoft, AWS to name a few. In terms of Emerging Technologies, SMARTSMB / December 2019

Discuss your cloud solutions and the impact of cloud's popularity on the SI business? Yes, we offer migration strategies for SME’s and Enterprises, looking to move their work-loads and applications to Public, Private or Hybrid Clouds. Companies are now more willing to migrate to cloud as they find it integral to their Digital Transformation strategies. For System Integrators, Cloud business has been a welcome change in their business model, specifically a move from project (capex) revenue to recurring revenue (Opex) bases on the kind of services provided. Owr key area of focus in Cloud Services is managing Cyber security before and after the transition. Aerizo’s key strength is cyber security and we can proudly say that we have certified and dedicated staff to undertake Cloud Migrations successfully.

Kindly elaborate on the expertise and the competences of your different teams On a broader level, we have our Inside Sales Executives, Pre-sales team, Sales Team and Post-Sales team. The main objective of our Inside-Sales Executives is to reach out to prospects and speak to them about the value we provide in terms of our solution and services portfolio. These executives are trained in technology and soft skills. Pre-sales engineers are certified with

Cisco, Fortinet, Vmware, Veeam, HP etc. and their responsibility is to enlighten the customers with the new technologies and propose solutions to resolve customer pain points. The sales team is certified and equipped with the relevant sales skills and technology trainings and are responsible for building customer relations to grow the business profitably. Our sales team is capable of being a single point of contact between the customer and the different departments within our organization. The Post sales team plays a vital role in the implementation of the project and supporting the customers after the sale is made. They are the ones who keep the IT and Operations team in the customer environment happy and satisfied. Our engineers are certified with multiple vendor products and hence capable of providing support to customers across a breadth of products and solutions.

What are your key verticals of focus and success? We have been working across all verticals - from Education,Retail, Healthcare, Construction, Insurance, Food & Beverages, Oil & Gas and Finance. The focus was to build brand value through timely deliveries and installation and support. Rather than a particular vertical, we are focusing on the Network Security segment which is of utmost importance to every industry in any vertical across the region. We are adding more Security solutions to our current offerings, thus providing customers with 360 degree protection from their end-points to their applications. Another area of focus is Cloud services, which provides customers with flexibility and scalability - with features such as pay as you go, start & stop services as and when needed. Security still remains our key focus for both, on-premise & Cloud solutions.

FINANCE

ENSURING FINANCIAL STABILITY FOR SMES IN 2020 Pramod Dhalwani CEO, IFC Group

t was in the year 2014 when the world received the news of UAE hosting the Expo2020, the world’s largest trade fair. Since then, the eyes of various investors, financial advisors, entrepreneurs and other industry influencers were looking forward to what the Expo would bring to the economy, to the world and most importantly to global and regional business. However, much to the surprise of everyone, financial stability became a huge concern globally in the last few years. According to Pramod Dhalwani, CEO of IFC Group, 2019 especially had been a very challenging year for the region. “The world economies are inter dependent and there have been many global factors like oil prices, US China trade war that have affected oil and trade dependent economies worldwide including UAE. The uncertain environment has resulted in reduced investment and increased cash holding.” Moreover, 2019 also witnessed a steep reduction in turnover resulting in reduced credit facilities provided

SMARTSMB / December 2019

One of the most important contributors to the GDP, the SME sector is all set to undergo a financial reform in 2020. SmartSMB, in conversation with financial experts, discusses what entrepreneurs need to focus on to make the most of the upcoming opportunities. by banks to the businesses, making it even harder to expand and grow. However, with the Expo coming up, experts feel that the economy will get a much needed financial boost, thereby allowing for more growth and development in all sectors, especially the SMEs. “We expect non-hydrocarbon real GDP growth to pick up to 1.7 per cent in 2019 and 2.2 per cent in 2020, supported by Abu Dhabi’s three-year stimulus package and Dubai’s spending linked to Expo 2020,” said Garbis Iradian, Chief Economists, Middle East and North Africa (MENA) of the IIF. Statistically, the UAE remains the main regional destination of FDI inflows, attracting about $11 billion (Dh40.3 billion) in 2018 (2.9 per cent of GDP). Increased FDIs in 2020 are expected to boost the overall GDP as investors are looking for opportunities to deploy their funds. The authorities are seeking even higher FDI inflows, setting a target of 5 per cent of GDP for 2021. The sustained recovery of the economy will be supported by strengthening credit growth and improvement in the

By Diksha Vohra banking sector liquidity.

SME growth expected “With the Expo starting in late 2020, the initial months would witness an increase in business for travel, hotels, exhibition stands, printing and other sectors directly related to the Expo which will eventually help in the overall recovery of the economy,” says Pankaj Gupta, Director of SMC Comex International DMCC. Pramod too feels that these industries will see a massive increase in demand. A growing concern, however, is how to choose between seemingly lucrative opportunities for the right one. SMEs in 2020 will need to find a way to not only deal with an increased demand but also choose their projects carefully to ensure their deals convert into cash and their business remains cashflow positive. Ensuring proper contracts are drawn between all the parties involved, working with advances and

FINANCE

checking credibility of clients, especially those coming from across the globe, will be important and can define the curve of their financial health. Also businesses need to focus on ‘building their capacity’ which doesn’t necessarily mean recruiting people but means strategically partnering with companies to create a WIN-WIN situation for both parties involved. This will allow SMEs regionally to take up more business and execute projects with efficiency benefitting from the experiences and skills of their partners. Pankaj seconds the thought saying: “If we go into transactional relationships, the benefit will never stay for long. Finding synergies with other businesses can help in long term growth.” The Government, on the other hand, is also making changes to existing laws and reducing penalties to make it easier for people to do business. “The proposed changes in UAE relating to Insolvency Law will also boost the confidence of the SME sector in 2020,” says Pramod. “There will be fewer loan write offs due to absconding business owners as they will be given a chance to restructure debts and repay within the agreed timeframe.”

Dos and Don’ts for SMEs in 2020 While many businesses are putting together a set of policies to help them sustain through the year, our experts, Pankaj and Pramond, have listed the below as a blueprint for sustainable financial growth in the coming year: 1. Focus on the core areas - When the times are tough, it is critical to know the key drivers of the business and stay focussed as opposed to diversifying in to areas where you may not have the core competency. 2. Clean up your client list – Create three client lists (A,B and C) and then get rid of C list clients, prepare strategy to acquire more A class clients and try to move B clients to A list

Pankaj Gupta Director, SMC Comex International DMCC

a. “A”client list – clients that you would like to keep. Good clients that value your service and pay on time. These clients are happy with your service and refer you to their friends and colleagues. b. “B” client list – clients that mostly pay on time and are happy with the service. They do not refer business to you. c. “C” client list – clients that drain your energy. They do not value your service and are always complaining of price for service. 3. Daily cashflow management – prepare daily cashflow forecast for the quarter, measure and monitor actual against forecast. Course correction based on actuals is key to staying cashflow positive and ensuring business continuity. 4. If you have debt, seek alternate financing that can drive the finance costs down. There are few alternative crowd funding platforms in UAE that

can help reduce costs compared to banks. If an SME owner has used term loan to finance working capital, then there is a mismatch of cashflow resulting in reduced ability to pay liabilities on time. We strongly recommend to review your financing options and match the type of finance to purpose (use) of funds. 5. Constantly evaluate your Business Model - ”Business Model” in simple words means ‘how a business makes money’. As the business world is constantly evolving and the speed of change has accelerated, it is critical that SME owners revisit their Business Model regularly to ensure that it is still relevant and applicable in the prevailing market conditions. “In conclusion, the key to success for SME sector in 2020 will be to run a lean, profitable and cashflow positive business. The Business Model should be continuously reviewed and course corrected to maintain a healthy financial life,” says Pramod.

COLUMN

DELVING INTO MESH NETWORKS Sakkeer Hussain, Director - Sales & Marketing, D-Link Middle East & Africa discusses the advantages of Mesh Wi-Fi networks making their homes momentarily unintelligent.

Sakkeer Hussain Director - Sales & Marketing, D-link MEA

A decade from now technology is going to be even more deeply rooted in our lives than it already is. Everything will be about connectivity. Home automation will increasingly become the norm, with customer expectations nothing short of unprecedented technologies that are seamless and unified. The global smart home market is estimated to be valued more than $53 billion by 2022. The backbone technologies fueling the growth of this segment include Internet of Things (IoT), enabled by fast and stable WiFi connections. According to a report by research firm IDC, spending on IoT technologies in the Middle East and Africa is set to reach $17.63 billion by 2023, as governments and organizations prioritize and invest in digital transformation projects.

Reliable connectivity is key to the future of smart homes The smart homes of the future should be built with connectivity as its foundation. Robust, fast and reliable WiFi connections are essential to the smooth operation of a smart home or building. There is nothing more frustrating for homeowners when they experience inadequate quality of connectivity or poor coverage of Wi-Fi, SMARTSMB / December 2019

With so many different devices and appliances being connected to the Internet, it is worth ensuring that the router is updated and can distribute connections to your devices effectively. Sometimes, owners only think of checking the reliability of the WiFi connection after they have moved into the house, only to then realize they might have to invest even more to have the connections up to the desired standards.

Mesh Wi-Fi Routers can solve most Wi-Fi problems Mesh routers are the cutting-edge technology modernization for home Wi-Fi setups that can be the answer to most Wi-Fi challenges. It has been in use for many years in big spaces where network security was vital such as military bases and other businesses. It is a proven and stable technology. Today, the technology can be applied at residential spaces to enhance home Wi-Fi. Many channel partners and customers are still not clear about how mesh routers work and why it is the better option. Partners find it challenging to convince customers to upgrade their old routers, let alone make the switch to mesh routers. So, what are mesh networks and how do they work? Often one of the biggest problems for most users is having spaces in their homes where the Wi-Fi connection is not strong enough or suddenly drops. A mesh router system employs multiple Wi-Fi routers, part of a single wireless network, to operate together to cover every part of your home with an uninterrupted and strong wireless data connection. Technologies are evolving at a dynamic pace. It is important to stay up

to date with the latest technology to get the best possible results. Mesh networks adapt more efficiently to the way technology is used today. As a global connectivity solutions provider, D-Link has launched its all-new Exo Smart Mesh Wi-Fi Router series earlier this year, adding to its portfolio of seamless connection solutions for the home, in the Middle East and Africa market. The next-generation routers offer high-performance Wi-Fi connectivity combined with McAfee protection, providing a faster and more secure home network.

Advantages of mesh networking There are several advantages of using mesh networks in your home or small to medium office spaces. 1. They are devised to offer easy network access from any point of your home or office. 2. No longer do you have to walk in and out of rooms searching for a spot that has the strongest Wi-Fi connection. Mesh networks offer uniform signal quality and strength, giving you an uninterrupted wireless experience. 3. With increasing IoT spending, one of the key issues that arises is security around connected devices and routers. Mesh networks offer advanced security and enables automatic check and installation of firmware updates. Some of the latest mesh routers are equipped with features to screen and block malicious sites. In conclusion, the biggest benefit of mesh networks is that customers no longer have to worry about dead zones or connection gaps and can have a true seamless experience, whether they are streaming movies or video calling.

COLUMN

WHY EMPLOYEES NEED TO BE PART OF BUILDING A STRONG CYBERSECURITY CULTURE Jeff Ogden, General Manager - Middle East & India, Mimecast discusses there is a need to rethink how security awareness training is delivered and ensure retention of the key learnings

How Cybersecurity Awareness Training is Taught Today Let’s face it, employees don’t care about security awareness training. That’s because most companies are still approaching it in the wrong way. Employees join a company and are thrown into long and boring security training straight away. The training is not very interactive or engaging, it usually includes pages of daunting documentation and often makes use of low budget videos that barely get the message across. And then, once that initial training is done, that’s it. The box is ticked, and employees get on with their new roles. The point is, that employees must immediately go through large numbers of modules, to achieve "compliance." And while compliance is obviously important, it needs to be tightly connected to business value, enterprise security, and employees' personal motivations. But too often, those connections aren't made. In many organisations, there's little follow-up after an employee's first cybersecurity awareness training. Some employers offer a "refresher" the following year, reminding them of all they've forgotten. However, this approach is flawed and inevitably sets the program up for failure. Our 2018 State of Email Security report indicated that only 11% of organisations continuously train employees on

how to spot cyberattacks while 24% admit to monthly training, and 52% perform training only quarterly or once a year. This isn’t good enough. Research suggests that people forget a lot in a year. Bahrick et al found forgetting rates of 19% to 36% one year after instruction. We also know that experiences perceived as having greater importance and relevance are more likely to be remembered — and that's especially an issue in cybersecurity awareness training, which often fails to give employees sufficient reasons not to forget.

So what advice can I give you for cybersecurity awareness training? 1. Your training program will achieve better results if you're persistent. Don't try to get all your training out of the way in a single onboarding class or annual refresher session that demands hours of focused attention. Instead, have regular engagements.

Jeff Ogden General Manager, Middle East & India, Mimecast

feedback. 1. — but not too much. According to one careful research study (Bahrick, Phelps, Roedinger), optimal recall occurred when retraining occurred at 30-day intervals. And don't stop after one or two training sessions: make sure they’re regular. This approach is usually called microlearning. We know it’s what employees want. But does it change employees' security behaviour? Yes.

For security awareness programs, not all microlearning is equal Of course, short microlearning modules can be boring, irrelevant, and forgettable, too. So, it’s important to make training funny and appealing and tell stories. Humans love stories.

2. Stay within the attention spans of actual employees in the real world, while still covering all they need to know over time.

This helps build a holistic understanding of corporate cybersecurity in real-world context. It's designed to help people truly internalise how and why people make dumb mistakes, what happens when they do, and how to avoid it.

3. "Tightly focus each short burst of learning on a big idea in corporate cyber security. That helps learners integrate your message into long-term memory. Then, immediately reinforce what you're teaching with an engaging, interactive activity and instant

It’s time to do away with the boring presentations that no one cares about. If you offer content with relatable characters and situations, your employees will learn how to help build a stronger corporate cybersecurity culture. December 2019 / SMARTSMB

COLUMN

DIGITAL TRANSFORMATION: EXPECTATION VERSUS REALITY ON THE FACTORY FLOOR Andy Coussins, senior vice president and head of sales, international, Epicor Software discusses the barriers to embracing industry 4.0 technologies

he use of innovative technology in manufacturing should no longer be seen as aspirational, but as a key differentiator and driver for growth within the industry today. Artificial Intelligence (AI), Virtual Reality (VR) and IoT—to name just a few—are starting to make headway in the manufacturing sector as indicators to modernize enterprise processes. According to IDC, by the end of 2021 a quarter (25 percent) of global manufacturers will apply machine learning to data across product development, supply chain, manufacturing, and service, to improve decision-making, quality, differentiation and innovative business models. Research also suggests that by 2020, 60 percent of G2000 manufacturers will rely on digital platforms that enhance their investments in ecosystems and experiences, supporting as much as 30 percent of their overall revenue.

Andy Coussins SVP and head of sales, Epicor Software

SMARTSMB / December 2019

With industry analysts predicting that innovative technology will have a hugely positive impact on future manufacturing growth, are companies set to reap the benefits? According to manufacturers themselves, digital transformation—or the use and reliance on innovative technology—is only a strategic priority for 16 percent of businesses. This marks a big difference in where the industry is now and where it needs to be, to sustain growth and success.

COLUMN

Take up so far A lack of strategic emphasis on digital transformation could signal a disconnect between the hype and actual innovation in the manufacturing industry and mainstream adoption. But why is it not a strategic priority? A key barrier to fully embracing Industry 4.0 could be due to legacy systems and the bespoke technology and processes that many manufacturers rely on for day-to-day operations. Also, despite many processes being underpinned by technology, some still have a manual aspect for operation—or when it comes to production control activities. Unlike many other industries, manufacturing equipment can often represent huge sums of money, and as such is meant to last decades. It was never designed with the current high-tech world in mind. As such, the perceived cost and upheaval of digitally transforming all aspects of product lifecycle and the supply chain—from design, sales, inventory, scheduling, quality, engineering, and customer service—is often a

Despite the benefits of digital transformation being clear, actually taking the steps to overhaul or even ‘rip and replace’ existing systems can seem hugely disruptive, costly, and even a step too far. sticking point. Despite the benefits of digital transformation being clear, actually taking the steps to overhaul or even ‘rip and replace’ existing systems can seem hugely disruptive, costly, and even a step too far. The issue of value and ROI is therefore a key factor in taking the plunge, with an ‘if it ain’t broke, don’t fix it’ attitude slowing down adoption, particularly during times of economic uncertainty. This is reflected in recent research of manufacturers across the globe into what’s holding them back. One in five (21 percent)3 cite a lack of understanding into digital transformation as a barrier, with one in ten (13%) believing the concepts are ahead of reality

in what can actually be delivered. Beyond this is the issue of value—realising tangible business benefits is a barrier to adoption for 15 percent of organizations.

Next step towards transformation Some of the main reasons being cited as barriers are actually reasons to take steps towards prioritizing Industry 4.0 adoption. Take spend and ROI as a case in point—the old adage ‘you have to speculate to accumulate’ has never been more suitable here. Readying today’s factories for tomorrow’s technologies will enable businesses to reap additional financial and competitive benefits in the long term. Indeed, with businesses expecting AI, machine learning, IoT, and VR to have a positive impact on future industry growth, now is the time to future-proof systems and processes, and prepare to take advantage of those innovations. Far from throwing out legacy technology, intelligent and cloud-based Enterprise Resource Planning (ERP) systems can provide the platform needed to revolutionize business operations and gain value from Industry 4.0 applications. Connecting physical with digital systems will be key in helping to access data from technology applications, to empower manufacturers to better understand where efficiencies can be gained and value achieved, to boost productivity, improve processes, and drive growth. December 2019 / SMARTSMB

TECH WATCH

PANASONIC NS SERIES SMART HYBRID PBX SYSTEMS

Panasonic introduced the latest KX-NS V8.0 PBX feature updates. Incorporated in the Smart Hybrid PBX models KX-NS700 and KX-NS500, the redefined KX-NS V8.0 offers improved capabilities, such as Emergency Alert Feature, Built- In Automatic Paging and Multiple Holiday/Time Table Support, all of which are designed to help the region’s growing enterprises to scale up. Acclaimed for their robust and feature-rich technologies, the KX-NS700 and KX-NS500 offer tremendous flexibility for customers across a wide range of businesses. Both models can serve as a cost-effective legacy and IP communication system, and can be easily configured according to the organization’s needs. The KXNS700 Smart Hybrid PBX scales to 288 extensions and can handle up to 1,000 networked users. On the other hand, the KX-NS500 starts from six analogue

trunks and 18 extensions, up to 288 extensions with an Expansion Unit. These systems also have jampacked IP features, and can also use built-in applications, such as a call centre solution, mobile solution, and voice mail system, to provide more efficient work and increased customer satisfaction.

Highlights: • Ideal for organizations with the need to broadcast to an entire team or even a small group, the built-in automatic paging capability enables users to efficiently share information through 3rd party SIP speakers. • With this system, pre-recorded messages can be broadcasted to multizones without any external controller, either on the scheduled time automatically or manually.

• It can be used, for example, in schools, factories, warehouse or any wide sites that has wall-mount speaker communication systems to broadcast special announcements or for any emergency alerts. • The Emergency Alert Feature enables a swift response to emergency calls (such as 911, 999, 112) made by the extensions registered to the PBX system. When the emergency call is detected, the system can immediately send notifications to designated extensions by indicating calling party's information on terminal LCD, or sending notification by ring alert tones or broadcasting pre-recorded message. • E-mails also can be sent to a registered address to inform about a caller dialing the emergency number. In hotel environments, for example, NS Series V8.0 systems can notify by e-mail if any Wake-Up Alarm / Timed Reminder calls are unanswered. With this feature, reception team can take appropriate action to support their guests. Multiple Holiday Tables/ Time Zone Support s a fitting solution to organizations, which have multiple locations in different time zones. With this feature, a single PBX can have multiple holiday tables and time zones, enabling terminals at remote offices to display different time zones without the purchase of another system.

AX6000 NEXT-GEN WI-FI ROUTER

The Archer AX6000 is TP-Link’s first router with next-generation 802.11ax Wi-Fi technology. Archer AX6000 is also backward compatible with 802.11a/b/ g/n/ac Wi-Fi standards. New technologies that come with 802.11ax, such as 1024QAM and Long OFDM Symbol, allow the router to provide industry-leading speeds of up to 1148 Mbps on a 2.4GHz band and 4804 Mbps on a 5GHz band. With the maximum bandwidth increased to 160MHz4, you enjoy

SMARTSMB / December 2019

TECH WATCH

WD PURPLE ULTRA ENDURANCE MICROSD AND PURPLE 14TB HDD FOR SURVEILLANCE Western Digital introduced the WD Purple SC QD101 Ultra Endurance microSD card designed specifically for equipment makers, resellers and installers in the mainstream security camera market. In addition, the company announced a compelling new addition to the hard disk drive portfolio, WD Purple 14TB HDD for surveillance, which is compatible with wide range of security systems.

up to 512GB1 for the growing security video market.

Highlights: WD Purple SC QD101 Ultra Endurance microSD Card

curity Systems • The WD Purple 14TB drives, like Western Digital's other WD Purple hard drives are built for 24/7, always-on, high-definition security systems • Features Western Digital's exclusive AllFrame technology driving improved video capturing while it helps to reduce errors, pixilation, and video interruptions that could happen in a video recorder system • WD Purple drives have an enhanced workload rating that supports systems designed for 24x7 video recording with up to 64 cameras

• Designed for security system integrators and installers

Western Digital’s WD Purple portfolio of storage devices are designed with specifically-chosen attributes to deliver reliable performance in mainstream security video systems that operate 24/7. These purpose-built solutions offer high quality and long-lasting storage for workloads that consumer microSD cards and desktop-grade hard drives are not specifically designed for.

• Ideal for mainstream recording and backup/failover on-camera storage

The WD Purple SC QD101 microSD card features Western Digital's advanced 96-layer 3D NAND technology, and delivers a cost-effective combination of ultra-endurance, high-performance storage, and a wide capacity range of

• Ultra endurance for long, continuous recording

blazing-fast speeds without any lag. With OFDMA and MU-MIMO technology, Archer AX6000 provides up to 4× higher capacity and throughput compared to standard AC routers in dense usage environments, greatly increasing the number of connected devices. 8 high-gain external antennas deliver a strong Wi-Fi signal throughout your home. BSS Color technology ensure smooth and stable connections by eliminate signal interference probably from your neighbors, while beamforming and Rangeboost deliver stronger and far-reaching network.

• In compatible cameras, the card health monitor provides installers and integrators with the ability to gauge the remaining endurance and preemptively service the card if needed • Available in capacities of 32GB, 64GB, 128GB, 256GB, and 512GB

WD Purple 14TB HDD Compatible with Wide Range of Se-

Highlights: • AX6000 Dual-Band Wi-Fi speed boosted by 1024QAM deliver astonishing wireless speed up to 5952 Mbps: 4804 Mbps (5 GHz) and 1148 Mbps (2.4 GHz)1 • It offers ultra connectivity with 1 × 2.5Gbps WAN port6, 8 × Gigabit LAN ports, and 2 × USB 3.0 in Type A and Type C • OFDMA increases average throughput by 4× in high-density scenarios, compared with an 802.11ac standard router. Downlink and uplink MU-MIMO5 are both supported.

• It offers powerful processing with a 1.8 GHz Quad-Core CPU and 2 co-processors that eradicate latency and deliver stable performance • Band Steering directs clients to less congested band and Airtime Fairness optimizes the time usage • TP-Link HomeCareTM provides whole network with advanced antimalware service powered by Trend MicroTM, delivering Antivirus, Parental Controls and QoS7 • You can link to your router via Bluetooth and set it up in minutes with the powerful Tether app

December 2019 / SMARTSMB

MARKET MONITOR

GARTNER FORECASTS WORLDWIDE PUBLIC CLOUD REVENUE TO GROW 17% IN 2020 The worldwide public cloud services market is forecast to grow 17% in 2020 to total $266.4 billion, up from $227.8 billion in 2019, according to Gartner, Inc. “At this point, cloud adoption is mainstream,” said Sid Nag, research vice president at Gartner. “The expectations of the outcomes associated with cloud investments therefore are also higher. Adoption of next-generation solutions are almost always ‘cloud-enhanced’ solutions, meaning they build on the strengths of a cloud platform to deliver digital business capabilities.” Software as a service (SaaS) will remain the largest market segment, which is forecast to grow to $116 billion next year due to the scalability of subscription-based software (see Ta-

ble). The second-largest market segment is cloud system infrastructure services, or infrastructure as a service (IaaS), which will reach $50 billion in 2020. IaaS is forecast to grow 24% year over year, which is the highest growth rate across all market segments. This growth is attributed to the demands of modern applications and workloads, which require infrastructure that tra-

Cloud Business Process Services (BPaaS)

SMARTSMB / December 2019

2018

2019

2020

2021

2022

41.7

43.7

46.9

50.2

53.8

Cloud Application Infrastructure Services (PaaS)

26.4

32.2

39.7

48.3

Cloud Application Services (SaaS)

85.7

99.5

116

133

151.1

Cloud Management and Security Services

10.5

13.8

15.7

17.6

Cloud System Infrastructure Services (IaaS)

32.4

40.3

61.3

74.1

227.8

266.4

308.5

354.6

Total Market Note: Totals may not add up due to rounding.

Worldwide spending on AR/VR solutions will be led by the commercial sectors

Worldwide spending on AR/VR solutions will be led by the commercial sectors, which will see its combined share of overall spending grow from less than 50% in 2020 to 68.8% in 2023. The commercial industries that are expected to spend the most on AR/VR in 2020 are retail ($1.5 billion) and discrete manufacturing ($1.4 bil-

Various forms of cloud computing are among the top three areas where most global CIOs will increase their investment next year, according to Gartner. As organizations increase their reliance on cloud technologies, IT teams are rushing to embrace cloud-built applications and relocate existing digital assets. “Building, implementing and maturing cloud strategies will continue to be a top priority for years to come,” said Mr. Nag.

Table. Worldwide Public Cloud Service Revenue Forecast (Billions of U.S. Dollars)

SPENDING ON AR AND VR EXPECTED TO REACH $18.8 BILLION IN 2020 Worldwide spending on augmented reality and virtual reality (AR/VR) is forecast to be $18.8 billion in 2020, an increase of 78.5% over the $10.5 billion International Data Corporation (IDC) expects will be spent in 2019. The latest update to IDC's Worldwide Augmented and Virtual Reality Spending Guide also shows that worldwide spending on AR/ VR products and services will continue this strong growth throughout the 2019-2023 forecast period, achieving a five-year compound annual growth rate (CAGR) of 77.0%.

ditional data centers cannot meet.

lion). Fifteen industries are forecast to deliver CAGRs of more than 100% over the five-year forecast period, led by securities and investment services (181.4% CAGR) and banking (151.9% CAGR). Consumer spending on AR/VR will be greater than any single enterprise industry ($7.0 billion in 2020) but will grow at a much slower pace (39.5% CAGR). Public sector spending will maintain a fairly steady share of overall spending throughout the forecast. Commercial use cases will account for nearly half of all AR/VR spending in 2020, led by training ($2.6 billion) and industrial maintenance ($914 million) use cases. Consumer spending will be led by two large use cases: VR games ($3.3 billion) and VR feature viewing ($1.4 billion). However, consumer spending will only account for a little over one third of all AR/VR spending in 2020 with public sector use cas-

196.7

Source: Gartner (November 2019)

es making up the balance. The AR/VR use cases that are forecast to see the fastest growth in spending over the 2019-2023 forecast period are lab and field (post secondary) (190.1% CAGR), lab and field (K-12) (168.7% CAGR), and onsite assembly and safety (129.5% CAGR). Seven other use cases will also have five-year CAGRs greater the 100%. Training, with a 61.8% CAGR, is forecast to become the largest use case in terms of spending in 2023. Hardware will account for nearly two thirds of all AR/VR spending throughout the forecast, followed by software and services. Services spending will see strong CAGRs for systems integration (113.4%), consulting services (99.9%), and custom application development (96.1%) while software spending will have a 78.2% CAGR. Of the two reality types, spending in VR solutions will be greater than that for AR solutions initially. However, strong growth in AR hardware, software, and services spending (164.9% CAGR) will push overall AR spending well ahead of VR spending by the end of the forecast.

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+971 4 880 9022 info.me@me.dlink.com