16th June 2011 - Dubai

Published by: VAR MEA Magazine. For enquiries, contact Tel: +971-4-3326647 Fax: +971-4-3326621 sales@var-mea.com or info@var-mea.com www.VARonline.com

Distribution Disttribu ution Outlook Outlook 2011 2011 Coming Soon

Next session in July

Issue 138

16th June 2011

In Focus - SMC

News

What’s New

The surge ahead

SanDisk Expands Into Turkey with the Telpa Group

Xerox DocuMate 3920 Network Scanner

Golden Systems signs distribution tie-up with Viewsonic

An ongoing pursuit for growth

Golden Systems Middle East has signed a distribution agreement with ViewSonic, a leading global provider of visual display products for the UAE, Qatar, Kuwait and Iraq. As per the terms of the agreement, Golden Systems will distribute and promote ViewSonic’s extensive range of LCDs and intelligent communicating tablets through its channel and retail partners in Qatar, Iraq and Kuwait and only the LCD range in the UAE.

GCT, the authorized distributor of Genius and Edimax brands in Middle East, CIS and Africa, is fast expanding the portfolio of products. It is also finalising partnerships with some specialist vendors. Jihaad Y. Youssef, GM at GCT speaks to VAR magazine about some of the initiatives in market as well as product developments.

“We are pleased to partner with ViewSonic to distribute their world-class LCD and Viewpad range to our customers in the region. ...continued on pg 4

Discuss your plans to expand your portfolio Around GITEX last year, we decided to expand our product portfolio. Offering products for retail customers has been the focus of GCT over the past few years.

Jihaad Y. Youssef General Manager, GCT

...continued on pg 4

Published by: VAR MEA Magazine. For enquiries, contact Tel: +971-4-3326647 Fax: +971-4-3326621 sales@var-mea.com or info@var-mea.com www.VARonline.com

4 In Focus

16th June 2011

News

GCT

...continued from pg 1 We decided first to look at expanding within the two flagship brands that we work on – Genius and Edimax. We work closely with the two vendors who are also manufacturers themselves. Our close rapport with the manufacturers has also helped develop several new products from January till date this year. We got confirmations from the two vendors for so many products at Computex recently and they did show us several of them.

How do you view the role of traditional retailers vis-à-vis power retailers?

The retail demand is growing. We are not just focusing on power retailers. We continue to pay attention to the traditional and smaller retailers because they are perhaps still holding the major market share in many of the countries in the region where power retailing isn’t well established as in the UAE for instance.

Discuss your initiatives in growing your retail business?

GCT as the distributor for Genius and Edimax launched the PRP (power retail program) and a lot of activities focusing on retail last year as well. We could secure more space with the retailers. The PRP program was based on location and size of each store. We made suggestions as in terms of products and skews they could keep from our portfolio as well as location, positioning, marketing etc. we kept our own merchandisers at the stores and increased merchandiser support. We were able to increase our business because we are able to provide the follow-up that the peripherals business requires. In the course of carrying out this initiative, we discovered a need to increase our product-line.

Describe the positioning strategy of Genius?

Genius is not just focusing on one or two categories. Genius has focused on mass market products from the entry level to the higher end. We have about 700 skus and all of them are top selling, not just a few. We ensure that as part of our commitment.

sports cameras, touchscreen DV cameras etc. we can offer a complete solution set in this category.

We are also investing in expanding the gaming product line-up. The gaming market is expanding significantly in this region. Genius is bringing a complete line-up of specialized gaming products.

This ranges from the Joysticks, gaming controllers, gaming mouses, speedwheel plus other accessories- portable, wireless etc. we are looking to develop a complete line-up by the time of this GITEX We are also looking at developing the tablet line-up further. This is a specialised product for graphics designers. We will have more categories this year.

Discuss your ongoing partnership with Edimax?

We tied up with Edimax since last year as partner as well as a distributor. They have a large portfolio in routers. They have IP cameras and recently expanded by introducing an enterprise line-up of cameras. These cameras are suitable for government customers, Airports etc. There is a great demand.

What are the other companies or brands that you are teaming up with?

We have ventured recently into the home appliance market with the Agamo vacuum cleaners. This is a brand owned by Genius.

We have tied up with a company called Lafeada.

They are a very niche brand focused on stylized accessories for Apple products.

We have also tied up with a company for distribution of portable speakers. We have worked on branding, positioning etc for this brand here.

We have had ongoing discussions since this year’s Computex with two more vendors. In the next couple of months, we will hopefully finalize partnership with the brands.

There is no compromise in quality but they are very affordable. There are some higher end expensive products as well. Genius has always focused on providing a wider range of products and not focusing on niche categories.

How are you realigning your partner strategy?

We have in-country distributors in most of the countries in the region. In the UAE, we have resellers who focus on selling to some of the African markets where we don’t have distributors.

What are the new product extensions in the Genius portfolio?

Genius as the market knows is known for its mouses, keyboards, headsets and the accessories.

Now there is a requirement for more and more lifestyle and retail products. We have unveiled additional products in existing categories like the pen mouse or the ring mouse. The ring mouse can be used for presentations on the go.

Many of our partners have been working with us over the past 12-15 years. Some have worked for a shorter period. We are looking at category wise performance of distributors in different markets.

Some categories like digital cameras for instance would require a focused distributor in some market.

For enterprise IP cameras, we definitely need to look at adding new partners. This requires a different go to market approach as you are dealing with a different set of customers.

Genius has been manufacturing digital cameras for several years now. It has invested more in manufacturing facilities for digital cameras in the past two years. We are looking to focus on this segment and although there are several manufacturers in this market, Genius has a good brand name in the market and we can build on this. It has a wide range of cameras to offer – from waterproof cameras to

EMPA to Distribute WinSoft International

How has the current year been shaping up?

This year has been tougher than last year. We have however continued to invest. We were expecting a better growth this year but the uncertainty in the market has impacted the sales. When one market is recovering, another has been affected and so on.

Shahood Khan Director, Sales & Marketing, EMPA Middle East

WinSoft International has teamed up with EMPA Middle East to make its range of Serif products available to Middle Eastern users.

The agreement signed between WinSoft International and EMPA Middle East will combine WinSoft International’s software localization expertise with the reach of EMPA Middle East’s Promise’s local distribution network.

Hadi Shaheen, WinSoft International’s Regional Manager for the Middle East said “As we are focusing on consolidating our distribution strategy and harmonizing our ME retail channel with the new range of software from Serif it is imperative that we choose a regional distributor with a proven track record. We are excited to welcome EMPA to our distributor network and we look forward to growing the market with them and offering users complex-free and affordable creative products.”

The companies will be reaching out to consumers looking for high-quality, affordable design and publishing software including the remarkable PhotoPlus and WebPlus products. EMPA Middle East will begin by distributing WinSoft International’s Arabic language versions of award winning desktop publishing program PagePlus X5 by Serif.

“We are excited to partner with WinSoft International to promote Serif creative software,” said Shahood Khan, Director of Sales & Marketing at EMPA Middle East. “It is a tremendous opportunity for both organizations as many customers are looking for viable alternatives to expensive software packages. WinSoft International’s web designing and desktop publishing products are simply irresistible.”

Other Serif products localized by WinSoft International soon to be available for the Middle East include WebPlus, a powerful website design program, and PhotoPlus, an easy-to-use photo-editing system.

continued from pg 1 ViewSonic enjoys strong regional brand recognition and their products complement our existing portfolio of top global brands. We see a huge opportunity for their products in the Middle East and are confident their LCD and Viewpad range will be well-received by our channel partners and customers in the region. We look forward to working closely with their local team to make it the winning brand in the region,” says Ehsan Hashemi, COO,

Golden Systems Middle East.

ViewSonic manufactures professional LED display screens, high-resolution LED TV, projectors, digital signage, mini PC, all-in-one PC, e-books, high-resolution audiovisual players, handheld audiovisual players to name a few.

ViewSonic's products are designed with strict product quality and environmental protection standards to suit consumers' needs.

“Golden Systems is one of the most

reputed distributors with a wide reach in the Middle East. We are sure that Golden Systems will be able to deliver on our business objectives and take our brand forward in this region. Golden Systems has a dynamic and professional team, who not only have years of valuable experience but also an aggressive approach to grow the business and meet targets. We are confident that our partnership with Golden Systems will help us strengthen our brand, expand our reach and sincrease our market share further in

the Middle East,” says Junaid Gul, Country Manager – Middle East, Viewsonic.

Golden Systems represents some of the best brands in the components segment which include Gigabyte, Logitech, G Data, Kaspersky, ZOTAC, BitDefender, Cooler Master, Intel, Hitachi, Choiix, Axtrom, Leadtek, Kingmax, Nvidia, NEC, Twinhan, AMD and ATI to name a few.

16th June 2011

5

6 In Focus

16th June 2011 Al Falak Distribution

Editorial

Al Shadawi Trading A need for preventive eyes aggressive growth measures He added, “Al Shadawi Trading has focused on distribution into the GCC markets. We are now actively trying to sync the UAE operations with our KSA operations. We are looking at possibilities to expand the business of our Dubai operations. We are also looking at the Qatar market and are exploring the prospects in that market. Al Falak already has an office there which will give us a good leverage as well.”

The business at the Dubai operations of Al Shadawi are focused on two major brands Targus and Eaton. The expansion focus would be primarily be in the accessories segment because the distributor sees that as a strong area of competence, although they are also strong in power solutions in alliance with Eaton.

Agnello Fernandes GM, Al Falak Distribution Al Shadawi Trading, a sister company of KSA based Al Falak, a leading IT distribution company, is now looking to scale up its business volume in the GCC market, excluding KSA. Agnello Fernandes, GM at Al Falak Distribution who also oversees the Dubai operations says the company is eyeing a few aggressive moves to expand its business and this may include possible new vendor tie-ups as well as setting up local presence in some of the other GCC countries like Qatar.

Fernandes said, “Considering the fact that the operations is around 12 years old, it remains quite modest. There have been ups and downs and last 3 years have been tough. But we believe the worst is behind and we are now gearing up to be quite aggressive with our plans in this market.

Fernandes adds, “We have been a partner of Eaton for over 12 years now and are continuing do well. As for Targus, the strength of Al Shadawi in Dubai has been the accessories business and the team headed by Savio Fernandes who is the country manager at Al Shadawi would continue to focus on that segment.”

The company is also cautious on expansion into the crowding segment of iPhone accessories market.

Fernandes added, “There are so many manufacturers in the iPhone and iPad accessories business and it is difficult to differentiate. How much you can develop your business would depend on how you position your products or brands, whether as entry level or higher end, whether you highlight the user friendliness of the products and so on. Having said that, we would also want a pie of this market but we would want to do it our way.”

The continuing runaway episodes in the channel reveal the tough prospects that the channel is facing. The slowdown has not eased out by all counts and the squeeze seems to be getting a bit worse. The next two months would be the tougher periods to get through and by September again, the business prospects should get better.

It is rather unfortunate that each year, there are cases of defaults and runaways. However, not all cases are of the same nature. While some are duped, some do it by devious design and some are genuine fallouts of failing business. While the Augean stables cannot be cleaned up in a day, it looks like these recurring issues have not been sorted out even in the span of several years. Preventive measures can only come in when an authorized trade body like DCG becomes all encompassing, which means all active IT traders in the Emirate are members without exceptions. When preventive measures aren’t feasible, only corrective steps can be taken and with not much assurance of success. DCG should in a position of strength to issue guidelines for all its members and ensure that they are being followed.

Erring members need to be taken to task when the early signals are seen. It is also an issue that several traders are not comfortable with the idea of interested parties donning the role of committee members and hence prefer to stay outside the ambit of the trade body. And as long as the majority of members are not following best trade practices and some expertly hoodwink the time tested principles of cash flow, there will always be fallouts. A better camaraderie between the trade members and exchange of vital information in time can help salvage some of the unfortunate situations before they get out of hand.

News

Mindware showcases Intel and Kingston products Mindware while continuing to be as a prominent value add distributor of the region, also has a flourishing volume distribution business. The company is celebrating its twentieth year of operations during GITEX later this year.

Kaspersky unveils 2010 editions of KIS and KAV Kaspersky Lab announced the release of the 2012 versions of its home user products. The new versions of Kaspersky Anti-Virus and Kaspersky Internet Security are designed to provide Internet users with maximum protection and convenience.

The all-new Kaspersky Internet Security 2012 and Kaspersky Anti-Virus 2012 incorporate the most advanced and effective protection technologies: a sandbox for launching suspicious applications, a program activity monitoring module, a script emulator, a cloudbased reputation database, a virtual keyboard plus many other features.

Kaspersky Internet Security 2012 and Kaspersky Anti-Virus 2012 feature a whole host of new and improved features. In the 2012 versions of Kaspersky Lab's home user products, cloud-based technologies, the cutting-edge of antivirus development, have been improved. Kaspersky Lab’s products have been streamlined for optimal day-to-day use when surfing the Internet, searching for and viewing web pages, making VoIP calls, watching HD videos and playing online games, etc.

The Kaspersky Internet Security 2012 and Kaspersky Anti-Virus 2012 interfaces have been improved and now feature 3D and animated graphics, yet remain straightforward and user-friendly.

Eugene Kaspersky, CEO and co-founder of Kaspersky Lab, says: “We have taken yet another huge step in protecting Internet users against the most dangerous, unknown threats out there. Many of the modules featured in Kaspersky Internet Security 2012, such as web-antivirus, heuristics, the threat rating sub-system and anti-rootkit components, have been made easier to update and now interact more effectively with cloud technologies.”

Mindware recently organised a meet for its resellers at the Burj Al Arab. There were over 80 partners who attended the event from within the UAE .The event was an occasion to showcase new products from two key vendors that Mindware partners with – Intel and Kingston.

“This was a Mindware Reseller event with 2 vendors participating –Intel and Kingston. The purpose was to promote Intel’s new technology- 2nd gen Core i products , Intel reseller programs and Intels SSd drives. For Kingston we were promoting their latest products –The HYperX rams and Kingstons SSd drives.” said Anees Rehman, Business Unit Head, Components at Mindware.

Anees Rehman BU Head, Mindwares

7

16th June 2011

SUPER SPEED COMPUTERS L.L.C

Branch: ABU DHABI:

PO Box.119958, Dubai, UAE Tel : +9714 3934222 Fax : +9714 3933663 Email : yoosuf@superspeeddubai.com

PO Box: 54297 Electra Street, Abu Dhabi Tel: +9712-6777369 Fax: +9712-6777368

SPEED LAPTOP CENTRE LLC

8 In Focus

16th June 2011 SMC

News

The surge ahead

HP opens an office in Cairo

business on back to back order basis. They want to do secured business rather than take a risk.

So stocking levels by companies who were carrying huge stock quantities has come down.

Mohammed Muzaffar MD, Accton Technology Corporation SMC Networks is a subsidiary of Accton Group which owns the Edge Core brand as well. SMC focuses on the soho and SMB segments while while EdgeCore has a suite of products for the enterprise segment.

Mohammed Muzaffar , MD at Accton Technology Corporation speaks with VAR Magazine in the following interview

How has the growth been in the segments that you focus on?

With our two brands, we focus on soho markets as well as the SMB and the enterprise.

SMC has been focusing on soho and SMB markets. Edgecore is the other brand owned

by Accton which focuses on the SMB and enterprise. The overlaps between the product lines of SMC and Edgecore are minimal.

The soho market has been price sensitive and of late, the entry of Chinese brands has unfortunately aggravated this situation in the market.

We have been fairly expanding well in the SMB and enterprise segments and have gained more trust of partners in different markets.

Please elaborate on how price cuts have been felt in the soho market?

All the leading brands in the segment have felt the pinch and have lost some market share to the cheaper brands. In one instance, there is talk of brand equity as well as loyalty programs for the channel partners and on the other hand, the low prices quoted by the cheaper Chinese brands has put paid to all those initiatives being done in the market by vendors who have been committed to the market for long in terms of own regional offices, employees etc. That has had an impact as other brands have been forced to drop prices thereby cutting margins and in spite of that volumes are lower because some market share has already been taken.

What impact has the uncertainties in the MENA market brought on the business volumes?

Egypt is a large market as is Syria. And the uncertainty in those markets has had an impact. While the situation has improved a bit, stocking is an issue and everyone wants to do

What are the measures you are looking at to cope with the situation?

Currently while the business volumes in these markets is affected, it is also true that we cannot make up these lost opportunities in other markets in terms of increased volumes. What we have however done in the meantime is to take steps to increase our focus on markets such as Saudi Arabia where we have not been as strong as we would like to be. It is a huge market and you wouldn’t do justice to it if you just ship goods to the market there without support. We are looking at strengthening our presence by having a few of our manpower resources there to develop our business there. Currently we are dependent on the intelligence that our distributors are able to provide us about the market trends, updates etc. We want to have a direct feel of the market there and will be looking at fixing certain issues in the market by this quarter.

What is the distribution strategy in KSA? We have held on to the belief that we wouldn’t want to encourage unhealthy competition by having multiple distributors in KSA. We have wanted to develop the market and its various segments with one distributor. We may however revise this strategy depending on the need of the large market but nothing has been finalized as yet. We have done well in the market but one of the challenges has been recovering payments.

Please discuss your product lines in different segments?

In the soho market, we have products like ADSL routers, Broadband routers, unmanaged switches, wireless adopters etc. In the SMB and enterprise product categories, we have layer 2 and layer 3 switches. We also have PoE switches both layer 2 and layer 3, Fibre switches etc.

We are focusing on consolidating and increasing our market reach in the SMB market. The SMB is not a volume market and customers are looking for support. In soho, there is not much support required or expected. So the SMb market is not quite price sensitive. Further, the SMB business has been traditionally a strong segment globally for Accton, the parent company for SMC and we want to ensure we are able to emulate that success in this region as well.

Are you looking to expand your channel?

We want to expand the dealer base based on increasing market share. Else, it could affect dealer profitability. Times are different from 2007-2008 when market volumes were larger vis-à-vis now when volumes have shrunk as well as several companies are stuck with liquidity issues.

Do you work on the regional distribution model?

We have tried the regional distribution model earlier but it wasn’t working out well. Regional distributors seem to be keen on working with bigger brands and don’t want to invest in market development efforts for the brand. We are interested in working with active partners who can help strengthen the brand in new markets and not just be interested in taking the margins. We would be keen to work with smaller distributors in different regions willing to make the efforts to develop the business.

HP marked the official opening of its new premises in Smart Village, Egypt’s prime Communication and Information Technology (CIT) Cluster and Business Park. The ceremony was attended by MCIT officials and HP regional and country executives.

Hosted by the Information Technology Industry Development Agency (ITIDA), the event highlighted the stability of the Egyptian economy, development of Egypt’s ICT sector that continues to attract international investment, and HP’s strong commitment and contribution to the same by developing leadingedge technology, and partnering with local businesses and governments.

"The expansion of HP's operations in Egypt is a statement of a strengthening partnership and willingness of long-term investment in the future of Egypt's young population," said Magued Osman, Egypt's Minister of Communications and Information Technology. "We support the establishment of the Enterprise Services Global Delivery Center, a project which is in line with our outsourcing/off-shoring strategies. Young Egyptian professionals work in this industry have a proven track record of delivering to expectations, and more importantly, they are the true creators of value-add exported out of Egypt."

“We are honoured to have such an auspicious opening to our Smart Village premises,” said Eyad Shihabi, Managing Director and Enterprise Business Lead, HP Middle East. “HP has been active in Egypt since May 2000 and is the market leader for enterprise, small and medium business and consumer technology products. The investment into our new premises, increasing staff strength and growth is a testament to our commitment to the Egyptian people and the country.”

The 5,500 square metres HP premises in Smart Village will be the tech giant’s second major office in Cairo, with the first established in Nasr City which also serves as the country headquarters. At the new location, HP will accommodate the Enterprise Services Global Delivery Center and Go To Market teams.

SanDisk Expands Into Turkey with the Telpa Group SanDisk MEA announced its expansion into Turkey through its partnership with Telpa Group, a leading mobile retailer in Turkey.

The partnership will drive SanDisk MEA’s strategy in Turkey and take advantage of the country's growing mobile market growth.

“Our partnership with Telpa reinforces our objective to expand our product reach Tareq Husseini in Turkey. The entire range Sales Director, MEA, SanDisk of SanDisk storage products will now be available to a wider market through the expertise and established distribution networks of Telpa,” said Tareq Husseini, SanDisk’s Middle East and Africa Sales Director.

The country’s mobile market is on a positive growth trend. Mobile penetration rate is currently at 62.4 million mobile users, 83.7 % of the current population.

With intense competition between the three mobile operators, Turkcell, Avea and Vodafone, mobile subscription rates are set to grow at a CAGR of 8 % between 2011 and 2014.

Telpa has a widespread distribution network and directly works with 3,500 dealers and 6,200 retail shops. The company’s strong infrastructure, with a well-established working environment for dealers and an online B2B platform, will enhance SanDisk’s market presence in the country.

SanDisk’s product portfolio includes flash memory cards for mobile phones, digital cam-eras and camcorders; digital audio/video players; USB flash drives for consumers and the enterprise; embedded memory for mobile devices; and solid state drives for computers.

16th June 2011

9

10

16th June 2011

What’s Xerox DocuMate 3920 Network Scanner

Samsung Series 9 notebook Key Features:

Key Features:

• The Samsung Series 9 is the premium notebook for consumers who look for design, durability and performance.

• The Samsung Series 9 weighs barely 1.31kg, comes in a screen size of 13 inches and measures up at only a 16.3mm at its thickest point.

• The Samsung Series 9 Notebook is crafted from duralumin, a lightweight material that is twice as strong as aluminum and normally used in advanced aircraft design.

• Powered by Microsoft Windows 7 and the second generation Intel Core i5 Processor with up to 8GB memory, the Series 9 Notebook accelerates performance by dynamically allocating processing power where it's needed most, using Intel’s intelligent ent Turbo Boost technology 2.0.

• The Series 9 battery life lasts up to three times es longer than a typical notebook battery.

• Xerox DocuMate 3920 is a new duplex color network scanner.

• Using either the flatbed or 50-page automatic document feeder (ADF), users can scan both sides of a document to e-mail, a network folder, fax recipient, FTP location or printer, through the large 7-inch, color LCD touch screen that clearly displays all operation modes.

For more details, log on to www.samsung.com

• The screen is designed to be responsive to touch and the soft QWERTY keyboard makes data entry easy and fast.

• The Xerox DocuMate 3920 supports small to medium workgroups and offices with secure multi-user access and easy administration through an embedded form-based web page configuration and a standard Ethernet connection.

• The Xerox DocuMate 3920 scans documents at 20 ppm (pages per minute) or 14 ipm (images per minute) in duplex.

• It supports LDAP (lightweight directory access protocol) for direct access to Microsoft Exchange Server email directories and SMTP server support.

• The Xerox DocuMate 3920 Network Management Tool allows the administrator to easily configure one or multiple Xerox DocuMate 3920 devices on the network.

• The form-driven web page allows ws easy creation of up to 2000 email addresses and 50 filing destinations to support document scanning workflows at the device and on the network.

Kingmax 2.5” SATAIII SSD Key Features: • • • • • •

64GB to 512GB capacity Rapid transfer than HDD Shock/Vibration resistance No Audible Noise High reliability Global wear-leveling increases product life and optimize performance • Strongly Wear leveling algorithm to enhance lifetime • Strongly ECC algorithm to correct data • 3 years warranty

For more details, log on to www.xerox.com

For more details, log on to www.kingmax.com.tw

TwinMOS USB 3.0 drives

Logitech HD Webcam C615

Key Features:

Key Features:

• TwinMOS has announced the launch of two mainstream energy-saving USB3.0 flash drives.

• X3’s traditional design has a silver satin finish to avoid fingerprints; the ergonomic rotation mechanism makes it easy to store. It is a favorite among students.

• A3 is arguably one of the lightest drives in the industry. The compact colorful flash drive sports metal sandblasting and nd anodizing; it is currently the most compact USB3.0 flash drive available on the market.

• Compared to USB2.0’s 480Mbps transfer rate, USB3.0’s bandwidth reaches as high as 5Gbps, which is ten times more than USB2.0.

• Transferring a 20GB high-resolution video will only take less than 7 minutes, created convenience for user to carry and share HD videos. deos.

• Supports hot swapping and plug & play.

• The webcam’s fold-and-go design, coupled with autofocus capabilities and a 360-degree swivel rotation, expands the possibilities of what you can capture in full HD video anytime, anywhere.

• You can easily stay in touch with your friends, family and co-workers as the Logitech HD Webcam C615 lets you make video calls in HD 720p on popular instant messaging applications.

• It also includes one-click HD video and photo upload to Facebook, as well as HD video upload to YouTube and Twitter, so you can share your video recordings.

• To bring you extra flexibility, the webcam comes with a 90 cm USB cable with an extender, and has a tripod-ready design so you can easily capture video from any vantage point. t.

For more details, log on to www.twinmos.com

For more details, log on to www.logitech.com

HP LaserJet Enterprise M4555 MFP series Key features: • Print and copy at up to 55 ppm.

easy setup and configuration with HP management tools.

• Get up to 2100-sheet paper capacity for large printing jobs from this workhorse MFP.

• Extend the capabilities of workgroup print environments with a rich portfolio of easy-tointegrate solutions.

• Preview jobs using the pivoting color control panel and use image preview to make adjustments to scan jobs.

• Easily update, manage and expand the capabilities of networked printers with HP FutureSmart Firmware.

• Save time with easy installation, and get exceptional ptional value from optional high-capacity print cartridges. dges.

• Make printing as mobile as you are with HP ePrint

• Proactively manage printing environments and d get For more details, log on to www.hp.com

16th June 2011

YOUR DATA IS PRECIOUS. HANDLE IT WITH CARE ITWITH

11

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16th June 2011

Security Software Market Grew 12 Percent in 2010

HDD industry needs to transform for growth

Worldwide security software revenue totaled $16.5 billion in 2010, a 12 percent increase from 2009 revenue of $14.7 billion, according to Gartner, Inc. The 2010 results show that overall vendor revenue demonstrated a rebound in growth after a sharp fall in performance in 2009 due to the slow economy and tight IT budgets.

Growth across the security segments showed great levels of variation, with more mature areas, such as endpoint security and Web access management, showing single-digit growth, while security information and event management (SIEM) and secure Web gateway products experienced double-digit growth.

"Products within the security market are undergoing rapid evolution, in terms of both new delivery models — with security as a service showing increasing popularity — and new technologies being introduced, often by startup companies," said Ruggero Contu, principal research analyst at Gartner.

"Key vendors continued to expand their product portfolios, buying companies where appropriate and expanding their reach into emerging markets."

Symantec retained its market share lead and accounted for nearly 19 percent of total security software revenue in 2010 (see Table1). Performance of the largest players varied considerably; Symantec, Trend Micro and IBM recorded belowaverage growth, while other larger players, such as EMC, experienced above-average growth.

HDD demand will continue to be founded in traditional IT segments, however, unit shipment growth will be driven mainly by the expansion of public and private cloud storage infrastructure and, more importantly, by demand from consumers and small businesses for private or personal cloud storage devices and solutions. HDD industry revenue growth will be accelerated based on broadening adoption of storage devices that help to speed up overall PC performance.

Key findings from IDC's HDD market research include the following: With or without industry consolidation, HDD average selling price (ASP) declines will slow near term as HDD technology advancements are slowing, making it more difficult for HDD vendors to reduce HDD bill of material costs.

Long term, the HDD industry has an opportunity to increase HDD ASPs with hybrid NAND and rotating disk storage devices aimed at the PC market.

The personal storage market continues to be one of the strongest growth segments for the HDD industry.

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r

T

Mr. Contu said the security market can be divided into four groups of vendors from a competitive perspective. At the top are the large vendors Symantec and McAfee, with a strong presence in both the consumer Security Software Market Share, Worldwide, and enterprise markets, as well as 30 percent combined market share. On the second tier is a 2009-2010 (Millions of Dollars) group of vendors that offer a breadth of product capabilities covering many of the Company 2010 2010 2009 2009-2010 security segments — some with an almost Revenue Market Revenue Growth (%) complete focus on security, such as Trend Share (%) Micro, and others, such as IBM, EMC, Cisco and CA Technologies, for which security is only a Symantec 3,121.60 18.9 2,949.50 5.8 part of overall corporate interests. A third tier is McAfee 1,711.80 10.4 1,595.60 7.3 composed of specialized midsize vendors, such as Kaspersky, Websense, Sophos, Blue Trend Micro 1,036.90 6.3 981.4 5.7 Coat Systems and ESET, which tend to have IBM 814.7 4.9 759.6 7.3 more of a focus on certain segments in which EMC 626.6 3.8 498.8 25.6 they have built a relatively strong presence. The Others 9,188.80 55.7 7,928.60 15.9 fourth tier is composed of large IT vendors with a small presence in the security space or small Total 16,500.40 100 14,713.50 12 players with specialization in one or two security segments.

Source: Gartner (May 2011)

Despite the threat of media tablets and solid state drives (SSDs) slowing worldwide hard disk drive (HDD) unit shipment growth, the HDD industry has tremendous revenue expansion opportunities over the next five years. According to new research from International Data Corporation (IDC), HDD industry revenue will grow from $33.4 billion in 2010 to $48.2 billion in 2015. But the HDD industry will need to transform itself and reorder its priorities to realize this revenue growth.

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