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Screen Check Middle East FZ. LLC. P.O. Box 502151 Dubai, UAE. Tel: +971 4 4548459 Email: info@screencheckme.com
Editorial
Cover Focus - 12
VAR in maiden Nigeria Conclave
Products with more features thrown in are being sought after by consumers but there is room for the basic models as well. It has been so in the past and will continue to be so in future. However, I am not sure if the satisfaction for users owning base models of product form factors is as certain as it may have been in the past. Today, an iPad or even a Galaxy tab in the tablet category are racing ahead in numbers because they have created an overwhelming aspirational value. It becomes that much more daunting for late entrants into the Tablet race, which by the way seems to be getting more and more crowded. Over time, the differences may fade depending on how the other heavyweight manufacturers are able to create the aspirational ‘x’ factor to the product line-up they bring to market although they maybe more or less equal in features and Technology with the best out there. Of course, for consumers who already have their first tablet, they may be looking to buy a ‘lesser’ brand when it comes to making a second buy. Even that segment of second Tablet owners should be a burgeoning segment and which is where the second tier brands could target. It is heartening to hear from an industry insider that in storage external drives market, buyers are now increasingly seeking products that offer applications that help them store their data intelligently and more securely. The onus is on manufacturers to educate customers about the Technologies they are adding in their products lest the Big Picture is missed out by consumers who may be confused over what makes one product stand out from another. They need to be informed in advance as to which is more suitable for their needs and not leave that to chance during the crucial moment of decision making which maybe at the store.
R. Narayan Managing Editor Publisher: Vivek Sharma Managing Editor: R. Narayan Assistant Editor: David Ndichu Art Director: Faiz Ahmed Sales Director: Alishan Zaidi Sr. Sales Manager: R. Subramanyan Business Development Manager: Mallika Rego Sales Coordinator: Smitha Jithesh
Content
Inform to make them aspire
One of the most exciting IT markets in the MEA region right now is Nigeria. VAR brought its road show to Lagos this June to test this fact
News in Detail - 8
Intel enhances Kenya investments Feature - 10
Kaspersky to the Rescue
East Africa is not immune to online threats facing networks elsewhere. Luckily, Kaspersky has just the right remedy for customers in the region, as Bethwel Opil, Channel Sales Manager for East Africa, Kaspersky Lab explains.
Point2Point
A future unwired - 14
EnGenius features a complete product line for all wireless environments, from enterprise-class wireless communications systems to end-user wireless network products. Yusuf Suleiman Haruna, Business Development Manager, Engenius speaks about the company’s focus in the region
A specialist focus - 22
With speciality on Cisco solutions, Comstor has gained a level of competence rivals can only dream of. Vincent Entonu, General Manager, Comstor Africa, looks at how the company is taking this alliance to the next level
Techknow - 18
Staying Power
A growing IT industry coupled with under investment in energy infrastructure means innovative power solutions are critical for business survival. Eaton is keen to deliver these solutions to East Africa as Parag Mendiratta, Power Quality Sales, East Africa explains
Insight - 20
BYOA, the next BYOD in enterprise
ManageEngine delivers real-time IT management tools that empower an IT team to meet an organization’s need for real-time services and support.Vijay Saradhi, Marketing Analyst at ManageEngine writes about one of the latest trends - BYOA
Published by: JNS Media International MFZE
P.O. Box: 121075, Montana Building 404, Zabeel Road, Near GPO, Karama, Dubai-UAE Tel: 04-3705022 Fax: 04-3706639
Disclaimer: While the publishers have made every attempt possible to get accurate information on published content in this handbook they cannot be held liable for any errors herein.
June/July 2013 | The Integrator East Africa
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News
Mitsumi partners with SanDisk
Epson launches new Dot Matrix printers in Kenya
Global flash memory maker SanDisk has signed a deal with African technology distributor Mitsumi.
Epson has unveiled the LX-350 range of small dot matrix printers, which the company hopes will enhance customer experience for the Kenyan business community. The company’s regional sales manager MukeshBector said the firm hopes to achieve this through the introduction of reliable products that will ultimately meet the needs of their clients in saving money and increasing productivity. “The introduction of the new printers is in line with our plans to grow our business in the Kenyan market, which offers huge potential for growth,” Mukesh said. “Consumers especially in emerging markets like Sub-Saharan Africa have constantly expressed the need for saving money while going about their printing businesses, and at the same time increasing their productivity. The LX-350 ensures that these specific needs are met.” LX-350 printers will retail at KShs14,000(US$165) and are touted as energy-efficient, consuming only 24-27 watts when powered.
As part of the deal, Mitsumi is set to distribute SanDisk products to 22 countries in Africa including the likes of Kenya, Tanzania, Ghana, Tunisia, Morocco, Mozambique, Zambia and Namibia. “The partnership will strengthen our position in the African storage market,” said SreedharSreekumar, SanDisk regional sales manager Middle East and Africa. “Africa is a growing emerging market and represents great potential for SanDisk. We are excited to partner with Mitsumi and to see SanDisk grow throughout the continent. Our partnership with Mitsumi reinforces our objective to expand our product reach in Africa,” Sreekumar said. Mitesh Shah, managing director at MITSUMI Distribution, said: “Mitsumi is delighted to be associated with a pioneering technology company like SanDisk that has impacted people’s digital lives.”
Westcon-Comztek merger takes shape The corporate structure for the newly-merged Westcon-Comztek entity continues to take shape with the merged unit expected to be operational by the first week of August, IT Web has reported. Back end operations will come together in December. The merged organisation will be structured along business practice lines. The six units are: Comstor (Cisco business), Comztek Consumer Solutions, Westcon Communications Solutions, Westcon Mobility Solutions, Westcon Security Solutions that includes an electronic and network division and Comztek Software Solutions. “As there has been little to no overlap between the two businesses, the structure of the new company will see several components of the Comztek business take on the face of separate business practices within the overall group,” said Westcon Group CEO Paul Conradie. Conradie added that the two companies have brought together a complementary range of services. Westcon has traditionally focused on enterprise and large corporate customers, while Comztek addressed the enterprise, SME and consumer market. Comztekalso has a strong African presence while Westcon brings its global logistics infrastructure to the table.
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The Integrator East Africa | June/July 2013
News
Nexans signs on Redington
Thinnest ever Seagate Hard Disk Drive unveiled
Nexans, a leading vendor in cables and cabling systems, has signed a distribution agreement with Redington Gulf, a leading value added distributor and service provider. Redington Gulf-Value Division will distribute Nexans’ entire range of structured cabling solutions through its strong channel network across East Africa.
Seagate has announced shipping its thinnest hard disk drive (HDD) ever — the Seagate Laptop Ultrathin HDD. Just 5mm thin, the Laptop Ultrathin HDD is designed to be integrated into ultra-thin, lightweight mobile computing devices and tablets all while delivering high-capacity storage at an affordable price.
“East Africa is a very important market for Nexans. We have been looking for a reputed and experienced value-added distributor with a strong local reseller network to help us fuel our growth and increase our market share in the region. Redington, with its extensive experience, market knowledge and strong technical expertise, was our partner of choice,” said Tarek Helmy, Regional Director Gulf, Middle East & Africa, Nexans Cabling Solutions. “Nexans will complement our existing offerings within Networking, Servers, Storage and Convergence in East Africa. Redington Value will run awareness campaigns for Nexans in East Africa and also conduct enablement programs acroos East Africa to build the channel for Nexans,” adds Ramkumar B., Senior VP, Redington Gulf, Value Division.
Delivering the best cost per GB and cost per millimeter in the industry for ultrathin applications, the high-capacity drive can support over 100,000 photos, 125,000 songs or 62 hours of high-definition video. “When we originally demonstrated this solution last September, we knew we had a truly innovative product that would empower our partners to reimagine mobile applications,” said Steve Luczo, president, CEO and chairman of Seagate. “The strong support from our OEM partners indicates we have delivered on our vision and look forward to a new wave of innovative solutions enabled by this revolutionary product.” The 2.5- inch drive is just 5mm thin and weighs a mere 3.3oz— making it about as thin as four stacked credit cards and lighter than a deck of cards. It delivers up to 500GB of capacity in 25 percent less space than its previous-generation 7mm counterpart, freeing up valuable real-estate within portable devices to accommodate additional designed-in features such as longer-life batteries and better air circulation.
SEAL Infotech launches SAP HANA SEAL Infotech Kenya Limited, a Nairobi-based SAP partner for the SME Market in East Africa, has partnered with HP and software developer SAP, with the aim of pushing the adoption of a new database management solution known as HANA in East Africa. The HANA system is an initiative solution of both HP and SAP, enabling seamless data management for real time enterprises which enables the management of data assets. HANA, according to SAP, was the first solution to be certified by the software giant for disaster tolerance with its efficiency for capturing real business intelligence for growth of economy. Serge Blockmans, CEO of SEAL said: “SAP HANA is an innovative solution and is doing very well internationally. Through our partnership with HP and SAP, our goal is to push it in East Africa and this is why we brought in HANA experts from SAP to Kenya.” The HANA system has already been adopted in many developed countries and its use is growing across Africa, with Kenya leading the rest of the continent in adopting the system.
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The Integrator East Africa | June/July 2013
FVC joins Sight & Sound to launch Telepresence Centre
Sony plans Africa Expansion
Dubai-based FVC, a leading Value Added Distributor in the Middle East & North Africa (MENA), joined its partner, Sight & Sound, to launch the Orange Telepresence Centre in Nairobi. Launched in collaboration with Orange, an Integrated Communications Service provider, the commercial facility complete with a Polycom OTX 300 Immersive Telepresence Suite, will be hosted at the ESBC’s new Business Centre at the Landmark Plaza. The new Telepresence Centre will be used to demonstrate the value of video conferencing to local businesses, thereby making communication more efficient. “Our team of experts has been providing Audio Video conferencing solutions to customers in Kenya and this region, for a long time. Our solutions not only equip conference rooms with this technology but also empower the users by connecting from their smart phones and tablets. The service we launch today takes this to the next level by bringing the fully immersive telepresence experience to users,” says the CEO of Sight & Sound, Rajesh Lakhani. During the launch event, guests experienced live telepresence with an interactive call with specialists overseas. The launch coincided with the recent official opening of FVC’s office in Kenya.
Sony has unveiled its extensive blueprint for expansion across the African continent. Defined by a rigorous 360 degree immersion plan, Sony will look to transform the African consumers’ experience in the electronics sector through launching the latest technology products, introducing experiential Sony brand stores, and setting up authorized service centers in almost every country in Africa. Sony plans to establish new zonal offices in Morocco, Ghana, Nigeria and Angola, employing local human resources and identifying new business partners with the capacity to compliment the Sony growth strategy in Africa. Hiroyasu Sugiyama, MD, Sony MEA, said: “Africa is undoubtedly one of the most important markets for Sony. By 2015, we hope to achieve a $1.4 billion share in the consumer electronics space, including the fast-growing mobile phone business. The numbers certainly look exciting, but our immediate focus is to identify tactics that help us move towards our target. The Sony roadmap for Africa constitutes a four-pillared strategy based on ‘product’, ‘customer’, ‘community’ and ‘operation’.”
NetApp appoints new African head NetApp, the global Computer storage and data management firm, has appointed Mark Ridley as its new regional director for Africa. Ridley is planned to be responsible for all NetApp business in Africa, including offices in Kenya as well as South Africa and Nigeria. Prior to joining NetApp, Ridley worked for Dell, responsible for Dell’s business across Africa. He has also held senior management positions at Cisco, IBM, Microsoft and Panasonic. His role also covers development and execution of sales and marketing strategies, enhancing the channel ecosystem and expanding the NetApp customer base in this region. “With many markets emerging and maturing at a fast pace, the African continent offers a very interesting playing field. I am confident that NetApp’s solutions hold tremendous value for partners and end-customers such as telecommunications, utility or commodity companies and service providers,” said Ridley. “Our approach in Africa is 100% indirect and we will rely heavily on our partners to execute. This includes distribution and integration, but also high value opportunities such as consulting and professional services. I am looking forward to working with them to grow NetApp’s presence on the continent,” Ridley added.
June/July 2013 | The Integrator East Africa
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News In Detail
Intel enhances Kenya investments Intel architecture. In addition, starting from 24th June 2013, Intel and iHub will on a quarterly basis host intensive coaching sessions for developers dubbed Ideation camps that seek to empower upcoming tech entrepreneurs and social innovators with tools to turn complex problems into great business opportunities.
Intel has announced a new initiative that will see Kenyan developers become the first in Africa to benefit directly from Intel Software and Services Group (SSG), a global division of the company. In the course of this new initiative Intel will work with Kenyan developers to provide them with design tools, resources and expert consulting. Further, Intel will this year sponsor three local tech start-ups for online training and mentorship program conducted by UC Berkeley Faculty members and Silicon Valley entrepreneurs. In the next 6 months, Intel aims at reaching over 400 developers and having 100 new applications created locally that will offer users differentiated experiences across mobile phones and tablets running on Intel Architecture. The division will be led locally by Agatha Gikunda the newly appointed Lead for Intel Software and Services Group in EA. Speaking at a developers’ conference hosted by Intel that saw more than 250 developers in attendance, DanieSteyn, East Africa General Manager said “We recognize that software is a vital element of all Intel platforms and processors. Therefore, Intel Software and Services Group seeks to enhance local innovation and provide tools to
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developers that enable them create applications with rich user experience on devices running on Intel technology. We are very excited about the growing developer engagement in Africa and seek to increase collaborations with tech hubs, independent software vendors and universities.” The company will collaborate with Strathmore University and University of Nairobi to provide resources in the universities’ hardware labs, build a student Developer Partner Program and integrate High Performance Computing into the university curriculum. These activities are aimed at enhancing the ability of student developers to create rich user experiences on Intel-based hardware as well as test their software applications. Through an established program between Intel, iHub and m:lab, Intel Software and Services Group will provide training to developers enabling them to create and port Android apps for Android-based devices running on
The Integrator East Africa | June/July 2013
“Programs that provide opportunities for local software developers to nurture their skills, to access the latest tools and to get exposure on the global stage are critical components in the growth of our local software economy. Intel’s approach to collaborate and support tech hubs, independent software vendors and universities provides a good opportunity for both upcoming and established developers to exploit,” said Victor Kyalo Acting CEO, Kenya ICT Board Intel Software and Services Group will further enable Kenyan developers to engage with more than 20,000 independent software vendors (ISV) worldwide through a collaborative online application and software development community dubbed Intel Developer Zone. It is a global program that enables developers to engage with Intel on topics related to software and is designed to answer today’s software development challenges.
Feature
Kasperksy
Kaspersky to the Rescue East Africa is not immune to online threats facing networks elsewhere. Luckily, Kaspersky has just the right remedy for customers in the region, as BethwelOpil, Channel Sales Manager for East Africa, Kaspersky Lab explains.
Bethwel Opil Channel Sales Manager, East Africa, Kasperksy Lab
Kenya’s main computer threats come mostly in the form of virus, worms and trojans. For example, the recent discovery by Kaspersky Lab of the highly complex malware known as ‘Flame’ reinforces the need for a coordinated response. Worm. Win32 or ‘Flame’ has the ability to steal data such as e-mails, audio recordings, photos, documents, messages and discussions from infected computers. It was discovered by Kaspersky Lab experts following a technical analysis requested by the ITU into an unknown piece of malware which was deleting sensitive information. “ BethwelOpil, Channel Sales Manager for East Africa, Kaspersky Lab says, “‘Flame’ is a prime example of why governments and industries must work together to tackle cyber security at a global level. Early warning of new threats is vital and it is critical that best practice on the required steps to rectify the issue is shared and implemented, in order to best protect the global
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information society. This is the value in building a global coalition. He adds, “Kaspersky Lab provides solutions for both consumer and corporate institutions, for example, in the consumer segment we have Kaspersky Internet Security, Kaspersky PURE, and Kaspersky Mobile Security etc. In the corporate segment we have Kaspersky Endpoint Security for Business platform.” It is also important to mention that Kaspersky Lab offers educative, cooperation with government and private sectors to tackle cyber security effectively. A lot of East Africans access the Internet through their smartphones but the investment in security software is yet to be on a significant scale. Further, the threat to the mobile platform is yet to be as high vis-à-vis the PC platform. Opil says, “The lack of knowledge of threats that mobile users are exposed
The Integrator East Africa | June/July 2013
to and the low per capita income also contributes to low demand for mobile security solutions. To add to this, there has been no serious malware attack on the mobile platform, hence users tend to think they are safe. With that being said, mobile platforms are vulnerable to cyber-attacks and should be protected with a relevant security protection product.” Cyber security in the region is quite similar to threats seen elsewhere. As Opil mentions, the top cyber services targeted here are internet banking, e-commerce and social media sites. A Study done by Deloitte and Touche for example, revealed that 60% of East African banks were susceptible to cybercrimes. The estimated cost of combined threats of cybercrimes to financial institutions in the region was estimated at $245 million US dollars. He comments, “Cyber security is a global issue, which we believe must also be looked into on a global level to ensure it is overcome effectively.”
Kaspersky Lab has developed solutions that have different solution modules, hence clients buy the solution they need and if their infrastructure changes, the additions can be bought as add ons. In the consumer segment it offers different solutions from basic anti-virus to Internet security at reasonable prices and the cost of License also depends on the number of users one needs to cover. While customers still buy mostly from the traditional sources, however there has been a significant increase in demand for migrating to cloud applications such as, SaaS due to demand for mobility. With BYOD emerging as a major trend, the company expects demand for Mobile security solutions to pick up. The company says that it offers software which is effective for both consumers as well as the commercial segment. Opil says, “BYOD is a fast emerging trend. There are approximately 29.2 million mobile subscribers in Kenya, this equates to a mobile penetration rate of 74% of the population, hence uptake of BYOD. Our solutions both in the Consumer segment (Kaspersky Mobile Security) and the corporate segment is the Kaspersky Endpoint Security for Businesses, which covers all mobile devices with effective security protection.” The Mobile Device Management technology integrated into Kaspersky Endpoint Security for Business, Kaspersky Lab’s new platform for securing corporate networks, ensures reliable management and security of any mobile device used in a company. Apart from securing smartphones and tablets from malware (which is even more essential for the Android environment, with an ever-growing number of malicious programs targeting it), MDM tools allow system administrators to remotely manage the content stored on a device, blocking access to it if the device is lost or stolen. In addition, MDM enables IT specialists to designate all content on a mobile device as personal or corporate. Having done this, a BYOD policy ceases to be a problem for an organization: the administrators can always manage corporate data on an employee’s personal device without touching their personal content. Opi adds further, “Another advantage of MDM in Kaspersky Lab corporate solution is its centralized management and control system, which easily fits into corporate security systems and make it possible to track all threats to the organization’s mobile IT infrastructures.” In sum, Kaspersky with a wide array of endpoint security software for PCs and smartphones is well placed to cover cyber threats in the PC plus era when smartphones will eventually become a dominant mode of computing.
Kaspersky Mobile Security wins AV-Test Certified Award Kaspersky Lab announceds that its Android smartphone security solution Kaspersky Mobile Security has won the AV-Test Certified award following independent testing in May 2013. During the tests, specialists from AV-Test.org focused on assessing how well security solutions could identify and block malicious programs. The results showed that Kaspersky Mobile Security successfully blocked 99.29% of the 2,545 malicious applications used in the test. The average detection rate among all the solutions tested was 96%. In addition, Kaspersky Lab’s software did not return a single false positive. “Some products only detected 58% of the Android malware tested, and failed. Kaspersky, however, easily passed the AV-TEST Certification with an excellent 99% protection rate,” said Andreas Marx, CEO of AVTest. The experts also looked at the impact of security products on smartphone performance. Kaspersky Lab’s solution was recognized as economical in terms of both CPU resource consumption and the use of Internet connections. All in all, Kaspersky Mobile Security was awarded a perfect 6 points for Usability. The testing also considered which additional features were on offer in each solution, looking at anti-theft measures, extra browser protection, call and message filtering, etc. Once again, Kaspersky Mobile Security was among the best in a field of 30 security solutions from various manufacturers. “Cybercriminals are paying more and more attention to Android devices; 99% of all mobile malware is created for this platform,” said Oleg Ishanov, Director of the Anti-Malware Research Unit, Kaspersky Lab. “We put tremendous efforts into ensuring high security standards for the users of Kaspersky Lab’s mobile products. However, we should also keep in mind that an antivirus solution is just one application among many used by smartphone users. It needs to offer the maximum levels of security while keeping a low profile in terms of CPU and network traffic use. The results of this AV-Test.org research amply demonstrate the effectiveness of Kaspersky Lab’s solution.”
June/July 2013 | The Integrator East Africa
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Feature
VAR Conclave
VAR in maiden Nigeria Conclave One of the most exciting IT markets in the MEA region right now has to be Nigeria. VAR brought its road show to Lagos this June to test this fact The VAR Conclave made its debut in West Africa, touching down in brisk Lagos, Nigeria. For VAR and the staff in the entourage, this was a chance to get a feel of, the people, the city, the country and the IT market. Nigeria is every IT marketer’s dream; an oversized population, a tech savvy populace and a largely untapped market. This was the motivation for the brands that took part in the Conclave, Nigerian edition. VAR Conclave is a series of networking platforms that seek to foster channel partnership and help clinch strategic business leads across the GCC and Africa. The events include one-on-one
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The Integrator East Africa | June/July 2013
focused meetings between participating exhibitors and leading resellers. The Conclave is also an ideal platform to showcase products and technologies. At the heart of Lagos’s thriving IT market isIkeja Computer Village, the largest market of its kind anywhere in Africa. The Computer Village is avast, overcrowded, and largely informal market selling all kind of computerware and accessories sourced from all over the world. It resembles a market like you would find anywhere in the developing world, the only difference being that instead of the fruits and vegetables you would find in other bazaars, Ikeja’sdilapidated shops and stalls are packed to the rafters
with computer gear worth millions. A regularly quoted figure has USD 2 billion worth of IT equipment sold from those derelict stalls every year. Ikeja Computer Village is also renownedfor being a major centre for counterfeit IT products and software. IDC reckons a staggering 85% of all software sold in Nigeria and surrounding regions is fake, with Ikeja the spiritual home of this massive illicit trade.Ditto hardware. Around the market, dozens of hawkers can be seen all day peddling fake “SanDisk� flash memory and USB drives. Another key observation in the market was that a lot of computers on sale are second hand. Majority of those in display are wrapped in polythene paper, a tell-tale sign that these are used computers imported mainly from the West. This is where IT demand meets economic realities. All other equipment and accessories is new and this hybrid stocking model is one moreof the peculiarattributes of the market. For reasons unknown, HP seems to have completely cornered the Nigerian IT market.From simple observation, about 75% of all computers and
printers in Lagos seem to be from HP. Even many of the used models on sale in the market are HP. The Lagos State government is trying to relocate the market to a new area called Katangowafurther south. The argument is that the current location was not a market to begin with but a residential area that simply burst out of its confines. The new market will be better planned with support services, according to the government. The Conclave itself brought some key vendors and distributors keen to penetrate a market that, unlike East Africa, seemsrelatively unexplored. Toshiba, SanDisk, Engenius, ScreenCheck, Prestigio and distributors NITI and Al Shadawi took the enthusiastic Nigerian audience through their latest products and technologies and the advantages of establishing partnerships. The audience afterwards was appreciative not just on the unique of the conclave, but the chance to meet and interact with some leading international names in IT as well as each other.
June/July 2013 | The Integrator East Africa
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Point2Point
EnGenius
products all by ourselves, this enable us to be at better position to re-act to the market situation at more efficient way since we have a total control of our own product. Besides this, most of our product is also manufactured at Taiwan to enhance the quality of the product. We have wide solutions ranging from SoHo entry level, indoor enterprise and outdoor enterprise solutions which suit African market demand. Elaborate on your product focus We focus significantly on Business class solutions – from point to point, point to multipoint and so on. We try and provide solutions that are suitable for different verticals. We have highperformance business-class wireless networking products to address long range wireless needs. Our Routers,
on new product lines and supplying marketing materials every month. We will ensure that our partners are well stocked and supported on a regular basis. What kind of distribution model are you pursuing in West Africa? Is it different from what you have in ME? The African market is of course significantly different from the Middle East. We have some distributors for the region but are strengthening the distribution further for more countries and will ensure greater coverage. Do you anticipate significant challenges in terms of growing sales? We didn’t face any challenge to push the brand to the market because our presence already there in the region
A future unwired Yusuf Suleiman Haruna Business Development Manager, EnGenius Tell us about your existing operations in West Africa in general and Nigeria in particular Our presence is there in most of the West African countries but we are working directly with Sub-Distributors in Burkina Faso, Ghana and Nigeria. Before the end of Q3, we will have distributors to work with directly for Cameroon, Senegal, Niger and Benin Republic. Discuss the reasons behind your EnGenius’s push into the Nigerian and West African market EnGenius is well known as a manufacturer of a complete product line for all wireless environments, from enterprise-class wireless communications systems to end-user wireless network products. All products are manufactured in Taiwan. Since we are one of the few companies that design, develop, manufacture & test the 14
EnGenius features a complete product line for all wireless environments, from enterprise-class wireless communications systems which includes long-range cordless phones, wireless mesh networking for digital wireless network cities, to end-user wireless network products. Yusuf Suleiman Haruna, Business Development Manager, Engenius speaks about the company’s focus in the region Access Points, Client Bridges and Adapters are designed with high-power transmitters and extremely sensitive receivers to maximize coverage in large areas, offices, warehouses, and multistory buildings. We bring the same quality and reliability of performance of our Business line up of products to our wireless routers and adapters for the home segment as well. Our focus had been traditionally in the business class area until nearly three years ago when we got into the SOHO business. Our products offer a lot more features like our built-in repeaters and access point so customers do not need to purchase these products separately. What are the current investments in Nigeria in terms of infrastructure and personnel? We are visiting our sub-distributors to offer sales and technical training
The Integrator East Africa | June/July 2013
and demand is increasing. We expect to see significant growth as we increase our channel reach. Any specific product lines that you plan to sell in West Africa or are you making EnGenius’s entire portfolio available We are pushing the entire portfolio to Africa but it depends on the channel’s requirements and we want to ensure that we are channel friendly. For instance as in the case of Nigeria some partners will take the whole portfolio while others will pick only select models. What other value-added services beyond legacy distribution do you plan to offer your channel partners in the region? We offer our partners RMA, marketing materials, pre-sales and after sales support.
Educating and empowering the channel VAR Magazine is the leading B2B publication for the MEA IT channel with the widest readership among the region’s reseller community. With nearly 150 print issues to date, the publication plays a pivotal role in keeping the MEA IT channel well informed about the latest industry events and announcements that could potentially influence their business decisions.
VAR MEA Magazine
VAR Magazine also publishes a bilingual edition for the Saudi Market. The Arabic /English edition brings out perspectives on the trends in the strategic market of KSA based on conversations with local industry spokespeople that augment further understanding of the market.
Pioneering training series for frontline sales Conceived by VAR Magazine, ‘In Search of a champion’ is a series of multi-brand training workshops for frontline IT salespeople and serves as a platform for sales talent development. The format enables interactive training in classroom environment where sales lessons are imbibed. Participants are graded throughout their participation and champions receive grand prizes at the end of the year. Over the past couple of years, ‘In Search of a Champion’ has drawn wide appreciation from all participants and brands that have been associated with it. With its unique format and process, the event is trusted by leading Technology brands in the channel to keep the frontline sales staff abreast of product, Technology and market updates. It is currently organized in the UAE and KSA markets and is very soon expanding to other MEA markets.
IT Business Networking VAR Conclave is a series of networking platforms envisioned in several flexible formats as standalone events as well as in partnership with leading regional ICT expos across the GCC. VAR conclave fosters channel partnership opportunities and helps clinch strategic business leads across strategic markets. It includes one-on-one focused meetings between participating exhibitors and leading resellers. It is also an ideal platform to showcase products and technologies.
An essential read for the Value add IT channel The Integrator is a magazine that offers strategic insights to the systems integrator and the value add reseller channel. The magazine offers path breaking features and other content including case studies, expert columns, Round Table discussions that focuses on Industry trends which are opening up new frontiers of opportunities for the SI channel. The magazine has the intent of demystifying Technology trends for facilitating the channel’s learning of the same and empowering their decision making in Business. The magazine is distributed to an exclusive database of systems integrators and VARs in the region.
For sales queries, please email info@var-mea.com. or contact Tel: +971 4 3705022, Fax: +971 4 3706639
To read online log on to: www.VARonline.com
TechKnow
EATON
A growing IT industry coupled with under investment in energy infrastructure means innovative power solutions are critical for business survival. Eaton is keen to deliver these solutions to East Africa as Parag Mendiratta, Power Quality Sales, East Africa explains.
Parag Mendiratta, Power Quality Sales, East Africa, EATON
Staying Power
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Discuss briefly your channel partnerships in East Africa Eaton’s go to market strategy for power quality business, is completely through channel in East Africa. We have hence invested in dedicated channel partners in the region, who are regularly trained on our innovative technologies, so that our solutions can be effectively deployed. We also help our channel with our recognized best-in-class supply chain, as we focus on delivering goods rather than delivering hype. This is because we want to remain the company that always delivers and keeps its promises. We aim at solving customer problems in a multivendor environment, beyond our own product ranges. Which products and solutions are more popular in East Africa considering the unreliable power supply in the region? We have a wide range of Power Quality
The Integrator East Africa | June/July 2013
& Power Distribution products, which ensure safe and clean power, hence are very popular in the region. Right from the source of generated power, till the last PDU in a rack, we help people manage power efficiently. Because this is our customer’s business needs: We make them save time. We make them avoid risks. Discuss your data centres solutions in the region For data centres, we have a lot to offer, right from SF6 free medium & low voltage switchgear to highly efficient UPS to Air flow management besides ePDU’s and Intelligent Software Suite.While our switchgear helps in improving energy efficiency, it optimises in space, at the same time
providing scalability when required. Our UPS provideuncompromising reliability, and state of the art technology, to address a range of Data Centre challenges safely and cost effectively. We offer a wide range of Airflow Management Solutions developed to meet the very specific need of today’s Data Centres.Eaton offers a range of industry-leading solutions able to monitor and manage multiple power and environmental devices across the network via a single interface, from a web browser, even for virtualised environments Majority of places in the region are off-grid. Discuss solutions for enterprises in these far-flung areas especially for Telcos. While the bulk of our products come in to play after power is already generated, Eaton makes components for renewable energy generation. More and more off-grid solutions are being developed with renewable energy, making us a part of the campaign towards more sustainable energy production. Discuss current technologies and trends especially in UPS and power back-up systems. Eaton has been known for being a pioneer, right from making world’s first UPS to making the largest transformerless UPS, at 1100 KVA. With the rising cost of energy, Eaton is focusing on making the most efficient UPS and has successfully deployed products with 99% efficiency. They don’t just save electricity while operating, but also generate much less heat, as compared to legacy products and bring down cooling costs significantly. In our endeavour to provide convenient power management, we now have single software which manages all our networked clean power products from ePDUs in a rack, to the largest centralised UPS. This makes the job of a Data Centre Manager a whole lot easier! In fact we have now taken our software a major step forward, by integrating it with all leading
Virtualisation software. For example, with VMware, Eaton’s IPM (Intelligent Power Manager) appears as a tab right on the V-centre dashboard. This saves the hassle of loading and managing software on different operating systems in a virtual environment. Our software even triggers V-motion, assisting in migration of live processes, without compromising on continuity & conducts systematic shutdowns, maintaining data integrity.We are the first power solution company to be “VMware Ready”. Our software also integrates well with Citrix’s Xen Centre, Microsoft’s Hyper V and Red Hat’s KVM. In ePDUs, our highlight is the power to monitor, switch and manage right up to the last outlet on a strip. Our ePDUs integrates seamlessly in Cisco’s Energy-Wise architecture and are recognised as Cisco “End Point”. Our other technology partnerships are with EMC, Eucalyptus, Microsoft and NetApp. Last but not the least, is our solution for Air-Flow management which considerably reduces the need for In-row cooling. For example our racks offer less than 3% air leakage, plus chimneys on the rack offer effective removal of hot air from the system. Discuss your solutions for the small businesses which dominate the African business landscape Every small business is important to us and for the very same reason, we have deployed Eco Control feature in even a 500 VA UPS. This brings up to 30 % energy saving, over conventional products and we are aware of the fact that cost of energy in this part of world is higher than global average. Discuss your green and eco-friendly initiatives to help customers manage better energy efficiency, especially crucial in Africa. A number of our products carry “Green Leaf” status, which go beyond normal standards to provide an exceptional environmental performance. Eaton is a member of The Green Grid consortium, a group of IT companies and professionals seeking to lower the overall consumption of power in data centres around the globe.
Eaton joins EMC Technology Partner Program Eaton has joined the EMC Technology Partner Program. Eaton will apply the developmental resources provided by the program to design integrated power management solutions that help IT and data center professionals to enhance uptime and business continuity. “Joining the EMC Technology Partner Program builds upon Eaton’s continued commitment to developing integrated solutions, and industry-leading capabilities with virtual platforms, to provide customers and the IT channel with easy-to-deploy assets for enhancing business continuity,” said Hervé Tardy, vice president and general manager of Eaton’s Distributed Power Quality Division. Eaton is focused on further developing the integrated capabilities of its Intelligent Power Manager software, which has VMware Ready and Citrix Ready certifications and allows users to manage their entire power infrastructure remotely and directly through the VMware vSphere or Citrix XenCenter platforms. Today, customers can build on EMC’s integrated capabilities with VMware vCenter by utilizing Eaton’s Intelligent Power Manager software to automate disaster recovery and business continuity processes directly from the VMware platform, including the consolidation of non-critical workloads to extend battery runtime, automatic and transparent live migration of virtual machines and movement of critical workloads to a disaster recovery site to maintain business continuity in the event of an extended power outage. “EMC is pleased that Eaton has joined the EMC Technology Partner Program to demonstrate its commitment to excellence in technology innovation for storage, security, backup, big data and analytics” said ParmeetChaddha, Vice President, Solutions, EMC Corporation “We look forward to working with Eaton to ensure that our mutual customers have the highest level of support possible for their information infrastructure initiatives.”
Insight
ManageEngine
BYOA, the next BYOD in enterprise
Vijay Saradhi Marketing Analyst, ManageEngine
No concept has been more scrutinized than BYOD when it comes to IT consumerization.However, there is yet another emerging dark horse: BYOA (Bring Your Own Application). Mobile applications, whose role has grown leaps and bounds -from being just a hygiene need, has transformed itself as a significant tool for business productivity. The most important cause for an increase of such mobile applications is due to the increase in the usage of smart phones and tablets in the market. Mobile applications have become intelligent receptors that help accomplishing tasks. From Evernote(utility) to sophisticated apps such as Adobe photoshop, most tasks, which were once performed using laptops and computers, are now accomplished using mobile devices in the form of these mobile apps.These apps are reshaping the way employees work and are shifting users’ preferences making them use applications for personal or for an official task. For instance, in the healthcare industry, we see certain dedicated apps that are enabling employees to achieve workrelated tasks by using their own devices, which contains personal apps too. One more aspect in the growth of BYOA is the in-store/enterprise apps that are built by organizations for specific purposes. Mobile vendors are inclined towards building security for enterprise;one such leading vendor
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ManageEngine delivers real-time IT management tools for enterprises worldwide and in East Africa, it partners with Nairobibased NSI Technology Africa, delivering these IT tools to local customers.Vijay Saradhi, Marketing Analyst at ManageEngine writes about one of the latest trends that seeks attention- BYOA
Apple, has introduced theapp lock policy in its iOS 6and this is evidence for the growth of apps in the enterprise. According to a Gartner research report, by 2017, 25 percent of enterprises will have an enterprise app store for managing corporate-sanctioned apps on PCs and mobile devices. To add, Ian Finley, Vice-President, Research at Gartner says “Bring your own application (BYOA) has become as important as bring your own device (BYOD) in the development of a comprehensive mobile strategy and the trend toward BYOA has begun to affect desktop and web applications as well�. Commercial or enterprise applications come with a certain set of advantages like ease of use to perform tasks, reduction in IT enterprise costs and platform agnostic that help employees work on multiple platforms. Is the scenario all that black and white? BYOA has its own set of concerns like the use of certain commercial applications that would enable official data to be stored on these third party apps, which might get replicated and put the data in jeopardy. Accessing mails from mobile devices, a common case for employees who might try to access official mails from mobile apps can possibly cause data leakage. These become complications for IT staff while managing applications. A better approach to tackle BYOA
The Integrator East Africa | June/July 2013
is to either build an enterprise app store or deploy amobile application management software. The advantage of building an enterprise app storeis that it secures data and the usage of those apps would be more or less enterprise specific. But the disadvantage lies in a less number of options available to the employees, which might lead to users towards downloading commercial apps. On the other hand, mobile application management can help manage apps whether commercial or in-house. It can help in defining IT mobile policies by creating a black or white listing of apps; thereby theIT admin can minimize therisk of data leakage. Mobile Application Management creates a robust security that can potentially reduce data threats. It enables or disables access to commercial app stores such as iTunes or Play store. It also streamlines the process by distributing and managing applications. Mobile Application Management also proactively secures data by enforcing stringent security measures such as automatic uninstallation of apps when thedevice is under threat. Looking at the current trend, one can see a substantial growth in apps reflecting on the enterprise. Before incorporating BYOA in enterprise IT policy, it is advisable to weigh the pros and cons of options to tackle BYOA andto ensure consistent and secured business productivity.
Point2Point
Comstor
A specialist focus With speciality on Cisco solutions, Comstor has gained a level of competence rivals can only dream of.Vincent Entonu, General Manager, Comstor Africa, looks at how the company is taking this alliance to the next level.
Vincent Entonu General Manager, Comstor Africa
Briefly discuss your channel partnerships in East Africa Comstor (a Division of Westcon) is a value added distributor of Cisco networking, collaboration, security and data centre solutions with a global network of specialty resellers. As a strong strategic partner to Cisco and EMC, we offer superior account management backed by a dedicated team of responsive and reliable experts who are totally focused on our partners’ business. With a strong Cisco relationship, we offer a more productive partnership as a trusted advisor to Cisco resellers; this is backed by expertise in Cisco technologies, management and pricing. We are the only Cisco Distributor in East Africa with Accreditation in all 4 Cisco Advanced Technologies (Datacenter, Video & Collaboration, Security and Enterprise Networks) Discuss briefly your performance in the first half of 2013 and what that implies for the rest of the year. I will say we are doing very well. In the Cisco business, we are one of eight 22
distributors selling into the East Africa Market, with 3 of us having local presence (office, warehouse, people, etc.) Overall, we have 51% market share in Cisco FY13 Year to Date (August 2012 to Date). This has been consistent over the last one and half years. As a value added distributor, discuss some of the solutions you are providing your customers beyond the traditional “box-moving” model As part of our value-add model, we engage in several initiatives to enhance our product offering. These include channel development, focused programs, sales and market support, Professional services and training as well specialized logistical and financial support to our resale partners. We also undertake advanced technology deployment, offer a complete solutions portfolio, market and technology migration, guidance towards future technology and migration programs. Finally, we have an annuity/renewal management program to reward our loyal partners.
The Integrator East Africa | June/July 2013
What strengths do you draw from being a continent-wide distributor in Africa as opposed to some other national competitors? We are a true Global Strategic Partner. Feedback from our 2012 Voice of the Partner survey showed a high percentage of resellers view their partnership with us as strategic (as opposed to consultative or transactional). Strategic partnership implies a high level of trust and cooperation, which plays to Comstor’s strengths, since in that type of an environment we can clearly demonstrate value. In the same survey of 1600 partners around the world, we consistently ranked better than the competition in reliability and responsiveness, attributes that are critical to a resellers success. With the financial strength of a nearly $5B company, and extensive global capabilities (financing, operations in 40 countries, logistics/staging warehouses, partner enablement program, and strong in-country senior management teams) we are well equipped to help resellers become successful that much
faster. Our partners repeatedly cite our flexible customized financing solutions as a key to their success. We are in 40 countries in 6 continents with over 60 sales offices and 14 logistics/staging facilities. We also ship to over 170 countries worldwide. Also, unlike other broad line distributors, our separately structured and focused Comstor business practice is 100% Cisco-dedicated. Has the message of video conferencing reached the East African market in light of the major expansion elsewhere? If so, discuss the specific solutions that you have for East Africa in the UC space Adoption of technologies is usually slow in the 3rd world. As a continent, we have more pressing challenges; poverty and disease eradication, political instability, etc. But that also represents a huge opportunity in Africa. A good example is Health Telepresence Technology which is designed to enable remote medical diagnosis and handling of health related services. A big enabler of Video technology
is cost (of internet connectivity) bandwidth. Over the years, we have seen this cost drop, and with clear signs of further drop. A while backthe Kenyan government approved an undersea fibre optic cable connection between the United Arab Emirates and Mombasa. This has substantially boost connectivity and investments in the entire East African region. Also other governments in East Africa have signed up to a 23-nation plan to lay an undersea cable to connect the entire region, the Eastern Africa Submarine Cable System (EASSy). If you place this developments on the back of the global drive towards safe environment (major discussions on Global Warming, Green Revolution, etc.), what we have here is an opportunity for proliferation of video in East Africa (like the rest of Africa) and we have ensured that as Comstor, we are way ahead of the market. We have invested in demo kits and skills and are currently offering these to partners/ market as a free value-add. Cloud is changing the way IT products and solutions are sold everywhere in
the world. How do you make sure that your resale partners can cope with this altered landscape? Correct. Cloud will surely change consumption models. Adoption is on the rise in more advanced markets. We will get there sooner than anyone anticipates; for now, we are busy enhancing our Product/Vendor Portfolio to align with Westcon Global Drive towards Cloud Computing. Our Vendor Portfolio today includes Cisco, EMC and VCE. These are the brands we will be partnering with towards the journey to the cloud. We are in a Comstor-InternalEnablement Phase right now. Next step is channel partner enablement phase. We will be playing our role in the ecosystem to enable the channel, and as always, Africa will be prepared for the changes that will soon hit our market place. If there is anything we all learnt from the recession is to thoroughly evaluate CAPEX vs OPEX (with a lot of preference given to OPEX). The endcustomers know this, and our channel partners know this.
Comstor unveils Cisco Reference Guide for 2013 Solidifying its reputation as the market’s leading value-added distributor of category-leading unified communications, network infrastructure, data center, and security solutions with a global network of specialty resellers, Westcon Group announced its Comstor business unit has unveiled the newest version of its highly acclaimed handbook. Built on more than 20 years of dedicated experience driving partner success on Cisco technology, the de facto reference guide details thousands of products -- helping resellers gain critical insight to support a broad
range of Cisco sales initiatives. Including the latest product “Quick Reference Guide” and updated data on the company’s portfolio of programs and services – the resource helps partners more effectively support sales of customized Cisco offerings. With comprehensive information on Cisco Partner Programs, the guide details Comstor’s Cisco certification programs and brings industry insight from leading market analysts like Current Analysis. Focused on helping partners sell the newest data center solutions,
the book explores the hands-on technology experience gained from a visit to Comstor’s LEAP (Learn, Experience, Architect, and Plan) “Centers of Excellence.” This is supported by information on Comstor Academy, a comprehensive suite of training services designed to build a better understanding of how new Cisco technology is sold and serviced. The 10th edition provides additional details on Cisco services like SMARTnet, enabling resellers to offer new solutions to improve cash flow, margin and customer satisfaction.
June/July 2013 | The Integrator East Africa
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Product Review
LG
LG IPS Monitor 21: 9 UltraWide The ultra-wide monitor market is a growing one, with LG the latest to dip its toe into this emerging market with the IPS Monitor 21: 9 UltraWide.
Overview
As the name suggests, the LG 29EA93 boasts a 29-inch screen size monitor, making it an ultra-widescreen monitor, with a pixel resolution of 2560 x 1080 and an aspect ratio of 21:9. The LG UltraWidemonitor is targeted at two kinds of customers. One is the movie-buff crowd who would like to watch movies with no letterboxing. The other would be design multitaskers who would appreciate replacing their dual monitor set-up with a single screen. The monitor comes with a 4-Screen Split function, capable of running several applications simultaneously. The idea is to eliminate the bezels in a conventional dual monitor arrangement providing a seamless and potentially more efficient single screen. The 21:9 UltraWide screen is especially optimal for viewing files with widely distributed information, like Excel documents.
Key Specs
The aesthetics are a delight. The black Cinema Screen is surrounded by a thin and narrow dark bezel, the two merging almost seamlessly at the classy right angled edges. The monitor is controlled by a row of four touch sensitive buttons beneath the monitor to the right. The minimalist design feels at home in any modern office and office décor. The chrome-plated stand is manually attached to the monitor with screws and there’s an in-built VESA mount to attach it to a wall. Although the stand has tilt capability, LG offers no height adjustment. They should have-the monitor is set too low from the desk
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and you have to look down on it when in operation. There are four display inputs, comprising DVI-D, DisplayPort, HDMI as well as USB ports. An MHL will link your smartphone’s to the 21:9 UltraWide monitor. You also get an analogue audio input and a headphone socket. To keep the slim silhouette, LG did away with an internal power supply, opting instead foran external block. One can connect two completely different sources, such as HDMI and the other by DVI or MDP. One can also open several windows from the desktop with each used independently. Screen arrangement is done using the Screen Split software that comes with the monitor. One should drag the window to one side causing the others to automatically resize next to it, keeping all fully visible. The process of installing and actually using Screen Split itself was quite a drag, in more ways than one. My advice would be for one to download the small Screen Split utility direct from the internet which serves the same purpose. Actually, the whole software installation for all the applications is unnecessarily complex and confusing and leaves room for much improvement. The monitor uses the sRGB colour technology. sRGBis the standard colour space generally used in digital cameras, printers and web design. Monitors supporting sRGB>99% offer a rich, lifelike experience with more than 99% sRGB colour reproduction, giving a more accurate colour viewing
The Integrator East Africa | June/July 2013
experience when browsing photos or websites. This is especially suited for graphic-heavy applications like design and video editing. The monitor comes with bona fide business credentials. In the conference room, the Dual Link-up feature allows two portable devices, such as a computer, camera, phone or DVD player to be connected to the monitor and used on the single screen simultaneously. Although the monitor comes with two 7W stereo speakers, it’s advisable you connect to your home theatre or good quality headphones to enjoy a morecomplete immersive experience to go with the visuals. Many films today are shot in 21:9 aspect ratio so you can watch HD movies without the black bars top and bottom you’d find with a 16:9 display. However, you’ll be facing the reverse situation if you decide to watch normal TV broadcast, normally shot with 16:9 aspect ratio with bars on the sides. What I loved most with the monitor was playing games. With the expanded screen real estate, your Grand Theft Auto V comes truly alive.
Conclusion
LG has made a superior monitor that should catch the attention of the targeted market. The colours look impressive and the ability to multi task is a god send for graphic designers looking for a single seamless screen.
Eyetech
Tripp Lite PDUMVR30HVNET Toshiba Portégé Z10t
Tripp Lite single phase Switched PDU / Power Distribution Unit with individual outlet metering offers advanced network control and monitoring with the ability to turn on, turn off, recycle or lockout power to each individual receptacle, monitor site electrical conditions and remotely monitor output power consumption for each individual outlet. Built-in current monitoring offers 1% billing grade accuracy.
The new Toshiba Portégé Z10t is an Ultrabook–Tablet hybrid designed for the professional environment. It targets a specific market of users who need a single, portable device that is both a full-size laptop and a Windows-powered Tablet, addressing unique and essential functions that are needed for work. It is available in Windows 8 and 7, and will be in the market in July 2013. Key Features: • Spill-resistant backlit keyboard, • 256GB SSD, 4GB of DDR3 memory, • Intel Rapid Start Technology • Active Management Technology and the TPM to secure documents • Fingerprint-resistant Corning Concore Glass on 1080p IPS anti-glare display
Key Features: • Single-Phase Switched PDU with outlet level metering, • Switched 30A 208/240V PDU, 0U 70 in. / 178cm Vertical Rackmount Format
• Reports voltage, frequency & load per-outlet or load bank via ethernet interface
• With its digitizer and optimized screen, writing on it feels like writing on paper For more details, log on to www.toshibamea.com
• Visual current meter, Toolless button mount installation • NEMA L6-30P input, attached 10 ft. / 3m cord • 24 switched outlets (4 C19 / 20 C13) with cord retention brackets
• Temperature, humidity and contact closure monitoring options
For more details, log on to www.tripplite.com
SanDisk 64GB MICROSDXC CARD SanDisk announced the SanDisk Extreme microSDHC and microSDXC UHS-I memory cards, the ideal companions for users who want fast expanded memory for the newest smartphones, tablets and cameras.
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This memory card is an ideal choice for Android-powered devices with 64GB of capacity, providing an instant storage upgrade for capturing and keeping data.
Key Features: • The microSDXC card is equipped with the fastest speeds available on the market, with up to 80MB/ sec read and up to 50MB/secwrite speeds, allowing faster shot-to-shot performance, rapid data transfer, fast action photography, continuous burst mode and quick file transfers.
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Compatible with the latest cameras and sport/action Full HD camcorders, the card’s extreme speed allows users to capture amazing pictures and videos.
For more details, log on towww.sandisk.com
June/July 2013 | The Integrator East Africa
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Stats & trends
Tablet panel shipments expected to surge Boosted by orders from unbranded, white-box Chinese manufacturers, global demand for tablet panels is exceeding expectations, spurring IHS to increase its forecast for displays by 6 percent for 2013. A total of 262 million displays for tablets are forecast to be shipped in 2013, compared to the previous forecast of 246 million, according to information and analytics provider IHS. This will represent 69 percent growth from 155 million in 2012. “Competitive dynamics in the tablet market have changed dramatically this year as Chinese white-box smartphone makers have entered the tablet market in droves,” said Ricky Park, senior manager for large-area displays at IHS. “These companies are producing massive quantities of low-end tablets that appeal to consumers in China and other developing economies. Because of this, the white-box manufacturers are driving up demand for tablet panels, particularly smaller displays using the older twisted nematic (TN) technology, rather than the newer screens using inplane switching (IPS).” Unbranded tablet makers purchased 40 percent of all tablet panels in April, up from just 17 percent in the first quarter of 2012. Partly because of the rise of white-box makers, shipments of smaller
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8- and 9-inch tablet displays will rise by nearly 200 percent in 2013. In contrast, larger displays in the 9-, 10- and 11-inch range will suffer a 5 percent decline. The boom in white-box tablets is being driven the introduction of turnkey designs offered by processor makers. The designs make it easy for new, inexperienced market entrants to offer tablet products. The white-box manufacturers are able to produce tablets at lower cost, more quickly and with greater flexibility in production. These companies also have the capability to manufacture both unbranded tablets, and make products for the major brands on a contract manufacturing basis. Such white-box players also have been agile enough to take advantage of the current high availability and low-cost of tablet panels. Makers of displays for the shrinking PC market have switched over to the tablet market, spurring a glut that has depressed pricing. As prices have fallen, the white-box makers have demonstrated enough flexibility to boost production of low-cost tablets. IHS believes the strong growth of tablet panel demand continued in the second quarter. The arrival of more turnkey tablet design solutions will drive up demand for 7- and 8-inch panels throughout the year.
Worldwide Tablet Display Panel Shipments in 2012 and 2013 by Size (in Millions of Units)
250 200 150 100 50 0
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2012 Source: IHS, July 2013
The Integrator East Africa | June/July 2013
7.x-Inch
2013 8.x-Inch
9.x-Inch
East Africa PC Market Shrinks in Q1 2013 The East Africa PC market, which covers Kenya, Uganda, Tanzania, and Ethiopia, shrank 6.4% year on year to 207,385 units, according to Analyst firm IDC. In Kenya, this decline can be attributed to the general election, as most government businesses were at a near standstill awaiting the new administration. The Ethiopian market has experienced extended tender proceedings. The Tanzanian government, after concluding several major contracts, has yet to pay for items and services rendered. Desktop PCs recorded a huge slump in the same period; a 53.3% year-on-year drop to 37,551 units. In Kenya, this can be attributed to the general election, with organizations in education (the major consumer of desktop PCs) being forced to wait for the new government to assume office. The market in Ethiopia was impacted by last year's long tender proceedings, which prevented some major vendors from concluding contracts. Portable PCs recorded an impressive 20.2% year-on-year growth in the same period, to 169,834 units. This was due mainly to consumer preferences shifting to ease in mobility, and the pricing strategies employed by some vendors, which are shipping large numbers of portable PCs without OSs, hence making them affordable to the entire EA region. IDC expects PC shipments in the region to grow, especially if Kenya's new government proceeds with its manifesto promise to supply all children in the first grade with laptops next year. This will be a big boost for the industry, as IDC expects a pilot project to be conducted this year to ascertain the feasibility of this plan.
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