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For all features and to see the solution in action, visit www.axis.com/f34-system
ontents
Editorial
Cover Feature - 18
Exceptional Momentum
Opportunities for the channel with IoT C
hannel partners have a huge stake in taking many of the emerging solutions to market. This includes IoT solutions, which may offer multiple opportunity scenarios for the channel. Vendors need the channel to drive adoption of complex deployments in different verticals and for their greater understanding of local customers. It is believed, IoT based products and services will sooner than later gain wider traction as the world of connected devices grow. Mapping, conceptualising and wrapping services that are customized for different customer scenarios would be a growth avenue for partners. From networking to data analytics and cyber security, there will plenty of areas that open up around IoT. According to a survey, channel partners in the US who are already making revenues from IoT based services have seen their revenues grow year on year. While the growth maybe at a nascent stage, this should inevitably grow at a brisker pace than until now. While vendors rely on partners for successfully driving solutions to market, partners need to enhance understanding of requirements in different verticals they deal with. In addition to technology expertise, the partner’s greater grip in terms of understanding of a vertical’s dynamics will help gain a vendor’s confidence to entrust the partner with the onus of taking some of its pioneering solutions to market. And as with every opportunity, the first movers will wrest the advantage in terms of gaining customer and vendor confidence as well as benefit from higher value transactions that are almost the norm at the beginning of every technology adoption cycle. Further, the early learning will stand the partner in good stead to take more evolved solutions to market as they come into market.
R. Narayan Managing Editor Founder & CEO: Vivek Sharma Managing Editor: R. Narayan Art Director: Faiz Ahmed Sr. Sales Manager: R. Subramanyan Sales Coordinator: Smitha Jithesh
Regulatory requirements are among key factors that are driving an impressive growth story in IP surveillance deployments
New In Detail - 12
D-Link sharpens SMB focus TechKnow
Consolidating with key wins - 14
Milind Borkar- Vice President Sales and MarketingIndian subcontinent, Middle East and Africa discusses the company’s focus in the region
Watchful Eye - 23
Sathish Arya, General Manager - Middle East & Africa at WatchNET International Trading discusses some key market trends as well as the company’s approach
Point2Point
At the security forefront - 22
Costa Boukouvalas, Chief Executive Officer at Agility Grid discusses the company’s focus in partnering with leading security vendors
Securing face to face - 24
Dr. Deepak Kalra, CEO at BellPepper DMCC, the authorized distributors for VIRDI discusses the trends in the secure access solutions market
Consult and transform - 26
Salil Dighe, founder and CEO at Meta Byte Technologies discusses the focus areas of the company
Insight
Contours of a Successful Encryption Strategy - 28
Anthony Merry, Director of Product Management Data Protection, Sophos writes about how encryption works
IoT – The value chain of the future - 30 Aji Ed, CTO, Nokia MEA offers perspectives on IoT trends
Regulars
News Bytes EyeTech Market Stats
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SUSE and HPE deliver Scalable Object Storage Solution SUSE and HPE are delivering a Scalable Object Storage Solution with SUSE Enterprise Storage, allowing customers to effectively manage their problems of data storage at massive scale. The solution is supported on HPE storageoptimized Apollo servers and HPE general-purpose ProLiant servers. The solution enables customers to transform their enterprise storage infrastructure, delivering highly scalable and resilient storage that is fully supported, cost efficient and able to adapt to changing demands. "We are entering an era when data will be the real differentiator among companies and competitors," said Nils Brauckmann, CEO of SUSE. "Those that can effectively collect, store and analyze huge amounts of data will be able to outmanoeuvre others in the market. This solution is built to provide customers a strong foundation for their future data growth." The HPE Scalable Object Storage Solution with SUSE Enterprise Storage provides a fully supported and validated software-defined enterprise storage solution that is scalable and cost effective. It lowers the TCO for customers developing cloud and archival storage systems at petabyte scale, and it is deployable on HPE servers from general-purpose rackmount to servers optimized for storage.
4 | August 2016
Simplifying IT can help UAE SMEs cut costs by 50 percent Simplifying IT infrastructure can help UAE small- and medium-sized enterprises (SMEs) to save 50 percent on operating costs and drive innovation in the Digital Economy. UAE organizations are increasingly virtualizing IT infrastructure, with business applications running on multiple servers. This can reduce hardware operating costs by 50 percent and energy costs by 80 percent, according to virtualization specialists VMware. In turn, organizations are combining data storage, processing, and virtualization in one simple, easyto-use, factory-assembled computing block called converged infrastructure. Add in a layer of automated IT configurations, and it becomes hyper-converged. The UAE is aligned with a recent report by converged infrastructure company VCE that shows 80 percent of global business leaders want a scalable, flexible IT infrastructure for business growth and innovation, argues UAE-based IT consultancy Condo Protego. “IT is the key business differentiator for UAE SMEs. Converged and hyper-converged infrastructure can deliver immediate benefits in saving time and money spent on IT. By not having to worry about their IT infrastructure, staff are freed up to focus on achieving mission-critical business goals,” said Andrew Calthorpe, CEO, Condo Protego. In the UAE, Condo Protego claims it is seeing strong demand for VCE’s new VxRail hyper-converged infrastructure, combining EMC’s hardware and VMware’s virtualization platform.
Silver Peak appoints Nick Applegarth as Vice President of Sales for EMEA Silver Peak, a leader in broadband and hybrid WAN solutions, announced the appointment of Nick Applegarth as Vice President, Sales, EMEA. Applegarth joins Silver Peak as the company looks to accelerate its growth in the SD-WAN and service provider markets across the Europe, Middle East and Africa region. With more than 25 years of experience in the telecommunications and technology industry, Applegarth has a diverse background that includes senior general management, international sales, and marketing management. He is responsible for leading the EMEA sales team, enabling Silver Peak service provider and channel partners to capitalise on the rapidly growing SD-WAN market, and explore new opportunities for market expansion in the region. Prior to joining Silver Peak, Nick served as Vice President Sales EMEA & Asia at Enghouse Interactive, where he was responsible for maintaining the company’s most significant telecommunications relationships and driving high levels of growth in emerging markets. Prior to that, he served as Vice President EMEA for CosmoCom, Senior Vice President and General Manager of EMEA at Envox, and EMEA Managing Director at Nuance. “I’m extremely excited to join Silver Peak as the company accelerates its expansion into the emerging SD-WAN and service provider markets,” added Applegarth. “The demand for a more secure, flexible source of connectivity with improved performance and reliability is growing rapidly and I welcome the opportunity to lead Silver Peak into the market across the region.”
Awards Survey 2013
Quality Images, any Time, any Place. Infinova Critical Infrastructure Solution Offers Modern Surveillance beyond Security
M ushrif M all ( A bu D habi, U A E)
Mumbai
Manama City Surveillance(Bahrain)
22 Indian Railway Stations
61 India Airports
Kingdom of Bahrain
World Headquarters: 51 Stouts Lane, Monmouth Junction, NJ 08852, United States, Phone: +1 732-355-9100, Fax: +1 732-355-9101
Infinova India Pvt Ltd. Office No.A1&A2, 2nd Floor, S.no.14/1/1, Venus Garden, Thite Wasti, Mundawa By Pass Road, Kharadi, Pune - 411014.Maharashtra, India. Landline and Fax: +91-20-6900-0630, Email: Teamindia@infinova.com Infinova Middle East (Kuwait): Landline and Fax: +965-2247-5678, Email: Sales-ME@infinova.com
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IBM unveils second Innovation Center in the UAE IBM has announced the further expansion of its operations in the Middle East and Pakistan with the launch of a new Industry and Innovation Center. Located in Dubai, the center will foster innovation in the region by providing an enhanced customer experience, connecting clients with high technical skills and expertise. The new center will also offer IBM clients access to advanced technologies in cloud and cognitive and to IBM’s research centers. This is the second IBM Innovation Center in the UAE following the opening of the Abu Dhabi center in 2009. The Dubai center is connected to the Abu Dhabi infrastructure which is already showcasing 40 live IBM solutions including customer proof of concepts. Demos and IBM solutions will focus on key industries including Government, Travel & Transportation, Oil & Gas, Telco, HealthCare, Banking and Retail. The Innovation Center will showcase IBM’s expertise and experience in solving client business challenges through the use of the latest cognitive, big data, analytics and cloud-based technologies. It aims to nurture IT innovation in the region and support growth, providing an environment where clients from all industries can explore new ways these technologies can help their businesses. Demos include Watson IoT, Cloud, Security, Analytics and Social. The center is connected to a full configuration of Hybrid Cloud infrastructure based at the Abu Dhabi center. The solutions will show IBM’s Cloud Orchestrator capabilities as a comprehensive open cloud management platform that automates the delivery of cloud services and provides customers with advanced cloud capabilities for automating the management of virtual environments and building dynamic service delivery models.
6 | August 2016
Dell updates Systems Management Capabilities for PowerEdge FX2 Dell has announced updates to the systems management portfolio for the Dell PowerEdge FX2 modular infrastructure to help customers further maximise IT productivity and business continuity. The new features enhance provisioning and infrastructure visibility, plus add support for Nagios users and open source applications. Dell’s overall blade server growth is bolstered by the PowerEdge FX2, which is significantly outpacing industry blade server growth. The PowerEdge FX2 has demonstrated triple-digit percentage growth year-overyear in unit and revenue over the previous four quarters, contributing substantially to PowerEdge blade server gains, since its launch in 2014. According to IDC, Dell PowerEdge blade servers experienced 34 percent year-over-year revenue growth and grew 17 % faster than the industry in the first quarter of 2016. “This latest update to PowerEdge FX2 is an important one,” says Claire Vyvyan vice president, enterprise solutions, Dell. “By offering users an enhanced experience, complete with improved ease of provisioning for virtualized workloads, we can continue to help our customers achieve total data center flexibility and efficiency, without the need for them to totally overhaul their existing data center infrastructure both now and in the future.”
A10 Networks acquires Appcito A10 Networks has acquired Appcito, Inc. a provider of a versatile SaaS-based, multi-cloud ADC solution utilizing a microservices and containers architecture. The acquisition positions A10 Networks as a comprehensive secure application services leader, and it represents a strategic step in the company’s vision to help customers become more secure and agile as they bridge traditional and cloud application environments. In 2015, Gartner named Appcito as one of the “Cool Vendors in Enterprise Networking.” The acquisition adds to A10 Networks’ existing momentum around providing secure application service solutions that meet several key demands. These demands include application analytics, visibility, and centralized control. Appcito fits seamlessly into A10 Networks’ A10 Harmony solution architecture. The architecture, which was introduced in early 2015, supports secure application service offerings that span traditional data centers, private clouds, public clouds, and hybrid clouds. New A10 Harmony-based cloud offerings that integrate Appcito technology will be available beginning in late 2016. Solutions will include a cloud services controller for centralized application policy management and orchestration, elastic application traffic management capabilities integrated with DevOps processes, deep per-application visibility and analytics, and support for microservices and container-based applications. “This is a strategic acquisition for our customers,” A10 Networks CEO Lee Chen said. “We are helping our customers become both ‘cloud-ready’ and ‘cloud-native.’ We are giving them cutting-edge capabilities to control secure application services delivery across their data centers and clouds, such as in the area of analytics and automation. We are very excited about how Appcito fits into our vision to become the most comprehensive secure application services company in the industry.”
Awards Survey 2013
News Bytes
STARLINK gets recognition from Gemalto StarLink, the region's trusted securityspecialized "True" Value-AddedDistributor (VAD), was awarded ‘Identity and Data Protection Solutions Distributor of the Year’ by Gemalto, the world leader in digital security at their Middle East Partner Summit 2016 on 26th May, 2016. The exclusive event held at the Conrad Hotel in Dubai hosted close to 30 partners from the GCC and South Gulf region. Gemalto honored its key channel and distribution partners across various categories. Sebastien Pavie, Director, MEA Regional Director, Identity & Data Protection, Gemalto said, “StarLink received the award based on growing their revenue with us year-on-year, winning the strategic deal of the year and achieving ATC (Authorized Training Center) status. Furthermore, they focused on adding incremental value in areas that were crucial for us: growing the SAS (SafeNet Authentication Service) cloud business and the SMB space.” Nidal Othman, Managing Director, StarLink, commented “We are truly proud to have received this award from Gemalto, one of our key esteemed vendors. We have been a distributor for SafeNet, now a part of Gemalto, for many years, and each year the partnership becomes more and more successful due to the loyalty, integrity and trust that has been built.”
8 | August 2016
STME receives Veritas’ ‘Enterprise Partner of the Year Award’ STME, a leading IT solutions provider and systems integrator (SI), headquartered in Dubai, received the Veritas ‘Enterprise Partner of the Year Award’ at the recently concluded gala ‘Veritas Channel Award Night 2016’. The Veritas award recognizes STME’s perseverance and deliverance of services, products, and solutions to clients, especially focusing on enterprise clients. “It is an honour to receive this award and recognition from Veritas. We look forward to deepening our partnership and developing our service and solutions offerings with Veritas for our existing and new clients,” said Mr. Ayman Al Bayaa, CEO of STME. "Veritas has a strong set of global partners and we are thrilled that STME won the Veritas Enterprise Partner of the Year for Saudi Arabia award at our Gala Dinner," said Amer Chebaro, Senior Country Director at Veritas. "STME is a key partner for Veritas, and a leading solutions provider and systems integrator in the Middle East. STME resells a great variety of products from multiple vendors, and has created an end to end data centre offering with Veritas’ technology at the heart of its solution. Customers benefit from the stability, reduced risk, and expertise Veritas has to offer, as well as STME’s support for additional products and services. This award highlights the value STME adds to our enterprise business as well as how proud we are to work with them. STME’s proactive focus on Veritas helped us increase business across Saudi Arabia and this recognition is thoroughly well deserved," added Chebaro. STME has a working partnership with Veritas for decades and has provided clients with industry leading storage management, backup and recovery, and business continuity solutions.
HP offers Device as a Service HP has launched Device as a Service (DaaS) that is designed to help take the stress out of acquiring, deploying and managing technology. With a single contract across both devices and services and no upfront investment, HP DaaS offers predictable annual costs and gives IT greater flexibility to allocate funding to other projects as needed. The program is globally scalable, meaning customers can easily evolve their hardware infrastructure to adapt to changing workforces. It also lets businesses give their worldwide employees access to the latest PCs for greater productivity, collaboration and innovation. “HP DaaS allows businesses to lean on our technology and expertise to keep their PC infrastructure running while they focus resources on driving their businesses forward,” said Luciana Broggi, general manager, Enterprise Solutions EMEA, HP Inc. “Our new offering removes the complexity around device management and gives customers a simpler way to access and implement needed technology and support.” HP DaaS allows customers to pay one price per seat for their PCs on a monthly basis over a multi-year period. Within that subscription, they can receive the latest technology and customized services and support from HP, including PC configuration and installation, data migration, onsite support and technology recycling. Offerings, such as HP DaaS, are resonating with IT buyers as an alternative to what can be a financially challenging and time consuming venture in today’s environment according to industry analyst firm IDC. In a recent study, just over 40 percent of participating IT decision makers revealed that they engaged in or were considering subscribing to a PC as a Service model in the future.
Awards Survey 2013
News Bytes
Arrow Electronics to offer Netscout’s portable tools Arrow Electronics announced that it now offers a range of portable network analysis and troubleshooting tools in the Middle East, from NetScout Systems, Inc., a market leader in service assurance and cybersecurity solutions. The growing use of smart devices for personal as well as business purposes is driving a huge demand for WiFi networks in enterprises, residential buildings, public spaces, and in-flight and in-rail transportation. IT professionals and front-line technicians, with limited resources and budget are often faced with increasing challenges to monitor and troubleshoot WiFi network issues. Among NetScout’s innovative tools is AirCheck™ Wi-Fi Tester, a rugged handheld device that can provide IT with an instant view of test results including network availability, connectivity, utilization, security settings, rogue hunting, and interference detection. “NetScout’s service assurance and cybersecurity solutions are helping service providers, enterprises and government agencies from around the world drive ROI on their network and broader IT initiatives while reducing the tangible risks associated with downtime, poor service quality and compromised security, said Abhishek Hajra, NetScout’s regional director for Middle East and Africa. “We are pleased to extend our successful relationship with Arrow as one of our key EMEA value-added distributors and deepen our reach to customers by bringing our products and solutions to customers in the gulf region.” Arrow is a value-added distributor and solution enabler for network and security, server, virtualisation, storage, data management and cloud, covering 27 countries in EMEA.
10 | August 2016
Paladion named Gold Partner for Tenable Network Security Paladion, a specialized information risk-management provider, has received the gold partner status with Tenable Network Security. Under terms of this agreement, Paladion will function as a gold partner for Tenable Network solutions in the UAE, Saudi Arabia and Qatar. “We have partnered with Tenable, the leaders in continuous monitoring and vulnerability management for over a year now,” said, Firosh Ummer, managing director for EMEA at Paladion. “The gold status will allow us to offer comprehensive security solutions which will enable enterprises in the Middle East to detect and assess vulnerabilities, eliminate blind spots, prioritize threats and reduce exposure and loss. It will also permit security teams to take decisive actions to protect from the latest threats in today’s complex threat landscape and challenging environments.” Through this elevated partnership, Paladion will represent Tenable’s full suite of security solutions as a part of its portfolio of security solutions and services across the Middle East. Paladion enjoys over a decade of regional experience servicing top enterprises with offices in UAE, Saudi Arabia and Oman. The company assists its partners to improve business operations by leveraging a vast array of industry-wide experience, expertise in cutting-edge technology, and an extensive portfolio of security services.
TechAccess hosts Extreme Networks focused channel training TechAccess has successfully concluded its first technical training session for new partners of Extreme Networks. Partners were introduced to TechAccess’ business model, given an overview of Extreme Networks’ products and solutions, and received immersive training on basic switch configuration at TechAccess’ state-of-the-art Solutions Center in Dubai. “In an effort to boost Extreme Networks' regional reach and ensure a higher level of service to customers, TechAccess has on-boarded several new partners recently. As the region's top value added distributor we also believe that induction and training sessions are a crucial element of our enablement process for new partners,” said Roshan Sequeira, Product Manager - Networks, TechAccess. “Sessions like this help partners understand vendor strategy and enable them to fully understand the focus and capabilities of the vendor's various products and solutions. We also take partners through the benefits of the TechAccess Partner Loyalty Program, so partners can make the most of their relationships with us.” The training session, which focused on basic switch configuration, is the first in a series of sessions that TechAccess has planned for partners of Extreme Networks.
Awards Survey 2013
News In Detail
D
-Link is enhancing its SMB strategy for the GCC region with an SMB focused product portfolio and partner program. According to the vendor that manufactures solutions in the IP Surveillance, Wireless, Switching, Storage, Security, Cloud, VoIP, Print Servers, Structured Cabling, Digital Home, 3G/4G Routers, Power over Ethernet Kit, Powerline, KVM, Structured Cabling and Digital home offerings, the company is pushing its SMB offerings in the GCC as small businesses warm up to D-Link’s products aimed at this segment. Sakkeer Hussain, Director - Sales and Marketing, D-Link Middle East and Africa (MEA), said D-Link is preparing to roll out the SMB Partner Programme to help partners that serve and target this segment to increase their share of business with the company. Hussain said from a product breadth, D-Link has one of the widest offerings for channel partners of all sizes to serve across the different vertical markets. “We will be pushing our AC router range, wireless LAN offerings, controllers, IP surveillance cameras and SMB offerings,” he said. He added that the GCC has continued to show maturity in the IT market even though spending has slowed down largely due to the drop in crude oil prices. That said, Hussain pointed out that the UAE leads in terms of the number of projects, IT spending and business in general following by Kuwait, Qatar and Oman.
12 | August 2016
D-Link sharpens SMB focus Hussain noted that Saudi Arabia is by far the biggest market in the GCC especially now that the country is moving away from its dependence on oil. “The SMB sector is doing well in Saudi Arabia and we have seen that with our own networking SMB business,” he stated. “All channel stakeholders (vendors, distributors and resellers) need to be upbeat about business prospects in the UAE, Kuwait, Qatar, and Saudi Arabia this year, despite a slowdown in IT spending and some projects being shelved,” he said. “There are some good initiatives in these countries as governments lead with smart city initiatives and digital transformation programmes.” The company claims it is also seeing a lot of opportunities opening up for channel partners in North Africa as the telecoms
space opens up because of deregulation. “In the SMB segment, we are seeing a lot of businesses adopting wireless networking solutions and we are seeing an increase in the adoption of these solutions and services in the hospitality, education, healthcare and organisations involved with e-learning solutions,” he noted. Hussain adds that without doubt, partners that combine products and services have a better chance of earning higher recurring margins in the SMB space. He said the networking, security, managed services, storage all present prospects for savvy channel partners to explore in the GCC market and beyond. “This, with opportunities in government, education, healthcare, hospitality, SMB and SOHO, partners serving any or a combination of these verticals stand a chance to earn decent
margins if they can combine their product offerings with services,” he said. Sakkeer Hussain, Director – Sales and Marketing, D-Link Middle East and Africa, said the SMB initiative will be offered under the umbrella D-Link Partner Program and is aimed at incentivising and supporting channel partners to grow their share of business in this sector. Hussain said the SMB market is by far the strongest performing segment for D-Link and for this reason, the company has decided to launch a partner programme dedicated to resellers targeting SMBs. “Along with the programme which is being finalised, we are designing a lot of incentive programmes and training schemes for partners that play in the SMB space as part of the broader programme offerings,” he said.
Awards Survey 2013
TechKnow | Infinova
Infinova has been strengthening its Middle East focus and sees a strong demand of its solutions from diverse segments as the region continues to show an increased spending on IP surveillance. Milind Borkar- Vice President Sales and
Milind Borkar VP Sales & Marketing Infinova
Marketing- Indian subcontinent, Middle East and Africa discusses the company’s focus
Consolidating with key wins Elaborate the product and solutions areas the company focuses on? Infinova is a leading Global Security Products Manufacturer, headquartered in Monmouth Junction, New Jersey, USA. Committed to technology, quality and reliability, Infinova delivers end-to-end Digital as well as Analog Surveillance Solutions. We specialize in offering Integrated Video Surveillance Solutions with a constant endeavor to deliver cutting-edge technology. Our Integrated Solution Portfolio comprises of IP & Analog cameras, Specialized Cameras, Video Management Software, Encoders/Decoders, NVR’s and DVR’s, Video Analytics,
14 | August 2016
Traffic Management Solutions, Financial and Retail Surveillance Solutions, Fiber Optics Transmitter/ Receiver, Industry Specialized Application Software and Custom Integrations. Infinova offers products which are delivered across diverse industries worldwide. We manufacture all our products and also ensure our products are certified, which is the reason of our commitment on quality and performance. Discuss your global operations? Infinova Group is an ISO 9001 Certified Company, headquartered in USA and has more than 10 subsidiaries in over 30 countries around
the world, dozens of sales branches and offices, nearly 1,900 employees and operations in more than 100 countries. The Infinova US entity holds about 70% ownership among all its group subsidiaries across the world. Infinova has installations across the globe and with the acquisition of several renowned brands, viz. March Networks, Swann Communications and Sharpwisdom, Infinova Group continues to grow big every year and is expanding its reach and support to widespread locations worldwide. In recent years, Infinova acquired some companies.
Please elaborate how these have helped the company’s growth? In December 2012, Infinova acquired a Canadian Based Video Surveillance Company – March Networks. With the addition of March Networks, Infinova became one of the ten largest global companies in the video surveillance market. In October 2014, Infinova acquired World’s no.1 DIY video surveillance company – Swann Communications Ltd. Further, in February 2015, Infinova acquired Sharpwisdom, a company engaged in offering products and solutions relating to safe city and smart traffic management.
Awards Survey 2013
TechKnow | Infinova
"We have also been successful in the Middle East with some major projects such as Kuwait Finance House, Wedding Hall Project in Qatar and Yas Mall in Abu Dhabi. We are hoping to keep up the momentum in the remaining two quarters of 2016."
Elaborate on your Middle East strategy and the growth? We have been gaining a lot of traction in Airport, Banking, Metro and Mall projects in the ME, where we have been very strong in the past years. The market has been a bit slow since last year and projects are being delayed or held up. However, we have been working on some important projects with some existing and new customers which has been helping us to keep up good momentum in the region. How do you see regional demand, given the fact that there is some slowdown at least in some sectors? Some projects had been help up, delayed or else scrapped due to slow down. We are facing some slowdown in our industry as well as projects are not being finalized due to budget restraints. However, we did see some momentum through some critical Banking and Metro projects we won this year. Comment on the gains you made regionally in terms of deployments? The business has been progressively growing particularly in India, with Infinova bagging the order for Hyderabad City Surveillance, counting 10000 cameras in total at the moment. We have also been successful in the Middle East with some major projects such as Kuwait Finance House, Wedding Hall Project in Qatar and Yas Mall in Abu Dhabi. We are hoping
16 | August 2016
to keep up the momentum in the remaining two quarters of 2016 and the team is cohesively working towards the same. Our aim is to hike up the growth every year and we are optimistic that we are moving in the right direction. We are working very closely on some key accounts like City Surveillance, Industries, Malls and Banking projects. We are hopeful to complete 2016 in an extremely satisfying manner. For Middle East and Africa, we are hoping the halted projects gathers some movement and hopeful of the economy to improve so that we close on all crucial projects participated in 2016. We will focus on key projects rather than chasing each and every project. The objective is to work as a team with the System Integrators to make a winning combination into projects. What are your expansion plans and challenges? We will look to expand our growth in Bangladesh and African markets, double the business revenue achieved in 2015 and engage into a distribution model through our Do It Yourself Brand – “Swann”. One of the challenges has been in competing with the unorganized players into projects in India and Middle East. We win because of our superior technical performance over these Chinese box selling companies. We prefer to sell
solutions rather than boxes. Our products are specifically designed for projects and goes as a solution to our customers rather than box push. Infinova also is well known for its service standards maintained with our partners and customers, which is the one of the key reasons for our sustenance and growth in the industry. Discuss key trends that you have seen in the market? The market has gradually but definitely moved out of 2MP to 3MP and higher. It is very essential for manufacturers and the integrators to keep an eye on the bandwidth utilization and choking of the network. So it is extremely important for the integrators to do their homework correctly. There are lot many tenders now demanding Thermal cameras. It is essential for the customers and the integrators to understand that Thermal technology should only be selected via demonstrations rather than just browsing the specifications on a paper. The sensitivity of the cameras is a critical factor to decide on a good thermal camera. A user friendly and a feature loaded Video Management software is what the market needs at the moment. The VMS should be capable to do the complex functions but at the same time provide a simple user interface for the operator to perform the complex functions in a
most user friendly manner and the language of operator’s choice. Discuss your focus on the SI channel? We deal through authorized system integrators in projects. We specialize in offering Integrated Video Surveillance Solutions with a constant endeavor to deliver cuttingedge technology. Our solution portfolio comprises of IP & Analog cameras, Specialized Cameras, Video Management Software, Encoders/Decoders, NVR’s and DVR’s, Video Analytics, Traffic Management Solutions, Financial and Retail Surveillance Solutions, Fiber Optics Transmitter/ Receiver, Industry Specialized Application Software and Custom Integrations. Discuss new products that you intend to bring to market? Infinova’s latest introduction is its Thermal Range of Products, which has a very superior product quality and performance compared to several other players in the market Infinova’s DIY product line with the brand name “Swann” is a product category apt for Distribution and we are in the process on appointing an exclusive region specific distribution partner. DIY product Swann is all set to capture some market share from the low end markets and the USP of the product lies in its all components inclusive Kits, a completely Plug & Play System with minimal technical knowledge requirement.
Awards Survey 2013
© 2014 Genetec. All rights reserved. Genetec and Synergis are either registered trademarks or trademarks of Genetec.
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Nothing happened today In a perfect world, no one thinks about access control except you. The hundreds of people coming and going don’t think about you, or what a good job you’re doing, or how they always manage to get seamlessly where they need to go. Because you chose Synergis access control, it was another great day.
Cover Feature | IP Surveillance
Exceptional Momentum Regulatory requirements are among key factors that are driving an impressive growth story in IP surveillance deployments
T
he demand for surveillance solutions continues to be a robust trend for securing people, premises and property. New technologies such as the exceptional detail provided by 4K HD technology cameras are enabling coverage over broader areas and of better clarity irrespective of how challenging the conditions are. The deployment of IP surveillance solutions in traffic, smart city projects as well as in healthcare and retail, to name a few, reveal not just how essential these solutions from a security standpoint are but also offer added utility in terms of analytics and management. “There is a strong push by local regulatory bodies and security agencies to enforce IP CCTV standards across the commercial business spectrum which has helped IP CCTV gain a strong foothold in the Middle East,” says Bhushan Kate, MD at N2N Distribution, a Gold Distributor for
18 | August 2016
HID and distributor for some very wellknown brands of IP CCTV like Indigovision, Bosch, Hikvision etc. The strong enforcement towards complying in meeting IP surveillance requirements is indeed driving the demand in the region. This is expected to keep the pace and should benefit all vendors across the spectrum who provide various building blocks or provide end to end IP surveillance solutions. John van den Elzen, General Manager, Worldwide Surveillance Business Unit at Promise Technology says, “The Middle East is still one of the strongest regions in the world when it comes to IP video surveillance and storage. There are several factors contributing to this, such as progressive legislation in regards to retention time as some regions now require organizations to store video for 120 or 180 days. There is still strong
demand as there are many new building and infrastructure projects throughout the region, so we expect the Middle East to continue to grow very fast.” The growth in the IP surveillance segment is also being seen in the thermal camera segment. “We see a growing demand for thermal technology in the security segment. The traditional marketplace for thermal-based video surveillance—which includes critical infrastructure, airport and mass transportation, energy, power grids and utilities—is growing continuously. We are seeing emerging demands for thermal security in other areas, such as education, healthcare, city surveillance and correctional facilities, as well,” says David Montague, Security Sales Director EMEA, FLIR Systems. FLIR’s product portfolio includes a full range of IP-based thermal cameras,
enterprise-grade visible light cameras— including stationary and motorized form factors supporting resolutions up to 4K— and dual sensor PT cameras. Firas Jadalla, Regional Director - Middle East and Africa, Genetec claims the company has seen healthy growth rates in the region over the past few years, riding on this demand. He cites figures from Global analysts Frost & Sullivan which put the 2016 value of regional demand for physical security at USD 5.2 billion (AED 19 billion), or nearly 37% growth from USD 3.8 billion (Dh13.94 billion) in 2015. Further, Frost & Sullivan expects that investment in this regard will reach its peak in the next two years towards 2020 when spending on physical security will reach USD 10.2 billion, which will be 10% of the global market. “We have grown in the ME Region by over 40 per cent in the last five years, and we expect this upward trajectory to continue in the future in light of the increasing online security awareness in the Middle East. In fact, an industry research has predicted that spending on the physical security market is set to surge in the region by 36 per cent in 2016 as infrastructure investment coupled with increased urbanization fuels demand for equipment to protect critical assets and people.” He further adds that many countries in the region have already undertaken new security directives as a result of this increased public awareness. “Numerous physical security solutions, including intruder alarms, video surveillance, electronic locks, perimeter protection, door alarms, access control protocols, and identification systems, are climbing at an unprecedented rate. The increasing popularity of the Internet of Things (IoT) will also mean an increase in smarter and networked systems available in the market,” he adds.
Shift continues The strong transition towards IP based surveillance systems has seen the older analog based surveillance systems fall out of favour, especially as part of the regulatory requirements that emphasize on IP based surveillance. N2N’s Bhushan elaborates that while
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they do still carry analog CCTV cameras as well including their own brand VeriPhi, they have seen the demand for analog CCTV cameras drop considerably at the moment as most customers are indeed migrating towards IP CCTV. He explains, “This migration has also been motivated by the regulatory approach of almost all Gulf countries to insist on IP CCTV as the minimum requirement for most commercial establishments.” However Bhushan believes that the high costs and ‘inherent vulnerability’ of the IP network security are a deterrent and speculates that the landscape could change to accommodate A-HD technology in the near future. AHD CCTV is an analog
Firas Jadalla Regional Director, MEA Genetec
"Numerous physical security solutions, including intruder alarms, video surveillance, electronic locks, perimeter protection, door alarms, access control protocols, and identification systems, are climbing at an unprecedented rate."
high definition closed-circuit television video surveillance standard that uses coax cable to transmit HD video from security cameras to DVRs. He opines that owing to pressure on security budgets, if not the quality A-HD delivers at affordable prices, this could be possible, at least in limited customer scenarios. Arguably, he claims the performance of these A-HD CCTV systems is considered to as good as the high megapixel IP CCTV systems and are much more cost-effectively priced as compared to the IP CCTV systems. Ofcourse, several manufacturers of IP surveillance solutions continue to offer options for hybrid enviornments where there are legacy analog deployments in place. David adds, “FLIR continues to serve
the needs of legacy analog systems by offering an analog interface to its IP-based thermal cameras, as well as MPX cameras that allow users to upscale a standard definition video surveillance system to high resolution video using existing coax infrastructure.”
Building blocks: Storage, VMS, analytics While camera are in the forefront, Storage along with the VMS work in the background and are key building blocks for effective IP surveillance deployments. One of the focus areas for storage innovations for IP surveillance for instance has been to bring in technologies that help lower bandwidth and storage requirements considerably as need for recorded data August 2016 | 19
Cover Feature | IP Surveillance
David Montague Secutiry Sales Director EMEA FLIR Systems
grows manifold. John elaborates, “Storage is incredibly important as it is the underpinning that makes surveillance ultimately work. With the raw capacity of video surveillance data expected to grow by 48% in 2016, there is an increasing importance placed on solutions that help ensure surveillance data is recorded and stored safely no matter the retention period, “ Vess NVRs and external storage solutions from Promise are purpose-built for IP video surveillance and Promise is able to provide a solution for deployments of any size – from standalone NVR appliances to scale-out storage solutions for large deployments and video surveillance cloud services. John explains, “Promise Technology is the developer of the open storage platform for video surveillance. We develop a range of network video recorders (NVRs) and external storage solutions. In NVRs, we have the Vess A2330 for small scale deployments, Vess A2200 and A3340 for mid-sized projects and Vess A26000 for large scale projects. Our Vess R2000 external storage solution can be added to provide additional storage space to between the retention
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requirements of even the largest projects.” On the other hand, for Genetec, its flagship is its Security Center, a unified security platform that blends IP security systems within a single intuitive interface to simplify operations. From access control, video surveillance, and automatic license plate recognition to communications, intrusion, and analytics, the Security Center empowers organizations through enhanced situational awareness, unified command and control, and connectivity to the cloud. Firas elaborates, “Further adding value to our service is the latest Security Center 5.5 launched to address new security challenges. This program is not only equipped with disaster recovery features but also offers greater security via its enhanced authentication and encryption, new hardware integrations, and improved scalability, to name a few. With its innovative capabilities, Security Center 5.5 helps organizations monitor their sites, while offering administrators greater control and visibility of their security infrastructure.” The Security Center also includes Omnicast IP video management system (VMS), which includes support for a wide range of industry-leading cameras, encoders, and CCTV equipment. Among its new capabilities are system protection against cyber threats, uninterrupted video streaming, and optimized post-incident handling and editing of snapshots and exported video. As VMA is a critical part of the entire solution, It is essential to choose the VMS solution with care . Further, it needs to be scalable and ready for future upgrade scenarios. Firas elaborates, “You have to keep in mind that VMS is more than just choosing the right HD Camera. Your choice of a VMS today will eventually impact your future security efforts in light of everevolving security and video technologies. Other fundamental considerations when choosing a modern VMS platform include deep integration of the latest IP cameras, readiness to support the computational needs of HD and 4K video, and adaptability to complex network topologies and new storage solutions.” David says that FLIR’s cameras
John van den Elzen GM, Worldwide Surveillance Promise Technology
feature built-in video analytics capable of transmitting alarm and metadata through the IP network. He elaborates further, “In addition, FLIR’s United VMS platform is comprised of network-based video management and recording solutions, including advanced NVRs that correspond to the latest requirements of IP-based video surveillance networks, such as web-based and mobile client interfaces, cyber security layers and cloud-based maintenance services.” Video Analytics, is a key attribute in state of the art IP surveillance installations. This is a key requirement that is especially relevant in retail. Therefore, the decision for the video management and analytics platform has to be very carefully evaluated. John says, “Analytics will become increasingly important as the supporting technologies, such as video quality, continue to improve. The ability for a retail store to use analytics to see how it can alter the layout of the store or change the positions of advertisement and signage to boost sales or for a casino to use analytics to track why profitability is low at a certain table is an incredibly powerful
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tool. All of these surveillance and analytics applications require storage solutions to preserve their large amounts of data and Promise is excited to be trusted by so many of these innovative companies.” Bhushan agrees that there is definitely a growing demand for good analytics software with IP camera installations. It also comes in handy in deployment for managing traffic. He adds, “Good analytics software offer advantages when it comes to overcoming lapses by human operators such as caused due to lack of attention, fatigue etc. They also provide additional functionality such as Number plate recognition, flagging pre-defined behavior among people and objects, identifying theft etc. Key segments demanding such solutions include public transport, retail, public area surveillance like in malls, parking areas, traffic management, sports venues etc.” As Traffic management and analytics is a key application area for surveillance solutions, Genetec offers AutoVu, the automatic license plate recognition (ALPR) system in Security Center that makes license plate reading and identification easier. Firas adds, “Law enforcement agencies, municipalities, and relevant commercial organizations can easily locate vehicles and enforce parking restrictions through this system. AutoVu is designed for both fixed and mobile installations in a variety of applications.”
Collaboration leads the way With numerous components that go into the deployment of medium to larger scale deployments, it becomes quite necessary to use solutions that are compatible with a large number of industry standard products from other vendors as well. According to Firas, Genetec's advanced security solutions have always been built as open architecture systems. This allows customers to optimize a combination of solutions from Genetec, choose their preferred brand of hardware or leverage previous hardware and infrastructure investments. Firas elaborates, “We have forged partnerships with like-minded technology organizations that equally thrive on
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innovation and are customer focused. Our partners’ products help enhance and maximize the superior features of our video surveillance and access control systems. By collaborating, we deliver the best solutions and offer boundless application possibilities to various markets with numerous security requirements.” He comments that strategic partnerships not only help enhance existing product offerings but also open doors to new applications and infrastructures that address current and future requirements. FLIR offers complete, end-to-end solutions comprised of seamlessly integrated components designed for efficiency and simplicity. In parallel, each component within FLIR’s portfolio is fully open for 3rd party integration, including its entire range of cameras and United VMS platform. David adds, “Our entire product portfolio supports ONVIF protocol. In addition, FLIR cameras are fully integrated and certified with our VMS, and Latitude, FLIR’s enterprise grade VMS platform, integrates with all the major players that offer complementry VMS technologies, such as access control, analytics, gunshot detection, license plate recognition, and more.”
Focus on channel partnerships The key for vendors looking to conolidate and continue making inroads into differnt markets and verticals is to have access to as many number of active partners with a strong focus on the physical security domain. FLIR Security maintains a number of partner networks as part of its global business, including business and sales partners, distributers, certified systems integrators and value-added resellers. The vendor has initiated a number of strategic activities, including the launch of a new channel partner program, as well as training for both thermal products and United VMS platform. David says, “We’re continuing to enhance our distribution network, from local to global distributers that are opening new markets. Lastly, we continue to enhance our Raven, our industry-leading
Bhushan Kate MD N2N Distribution
site planning tool that is used daily FLIR integrators needing to design perimeter applications and video surveillance projects.” Promise technology has focused on strong channel development including training session for its partners. It had recently held it Surveillance Summit in Dubai where it focused on revealing updates and roadmap to partners. John adds, “We have very strong and committed partners throughout the region and we work together with them at roadshows and forums and they also play a key role in the solutions summits and certified training courses which we host. Working closely with our partners at these events has proven to be invaluable as we develop great relationships with major system integrators and demonstrate what Promise offers in video surveillance.” Apart from regulatory requirements that are noted as key drivers of the segment’s growth, it always looks to be a safe bet in terms of growth and which can survive slowdown scenarios. After all, not many would be willing to discount the importance of physical security and the add-on benefits of good Business insights from the analytics on offer. August 2016 | 21
Point2Point | AgilityGrid
Costa Boukouvalas Chief Executive Officer AgilityGrid
At the security forefront AgilityGrid is a Dubai-based company that has company has over 25 years of experience and provides security solutions for businesses and Government bodies across the Middle East, Africa, Europe and Australia. Costa Boukouvalas, Chief Executive Officer at AgilityGrid discusses the company’s focus in partnering with leading security vendors How do you help customers take advantage of latest solutions without undermining their existing IP surveillance investment? There has been an increasing focus on video analytics capabilities to be able to more proactively use the data being captured. These new technologies provide much earlier detection of abnormal behavior and security issues. All of our products, add-ons and plug-in modules have been designed to easily integrate
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into existing platforms, enhance your existing IP surveillance system and improve its performance and ROI. Big data analysis is also driving a lot of purchase decisions - it is one thing to record video images for a specific period of time, but what can end customers learn from this data and how can this data analysis drive performance changes within their companies. Who are the vendors you partner with for IP
surveillance? We pride ourselves in providing the most technologically advanced solutions with a proven track record of performance under a one stop shop theme for video surveillance solutions. All performance is benchmarked and we are the first company in the industry to offer KPI’s for Video Surveillance. In terms of hardware we partner with Rasilient, a US international manufacturer of award winning servers, storage and workstations and we work with Sony, Abus and Axis cameras depending on the requirement. We also have a range of best-of-breed video analytics software including facial recognition, abnormal behavior detection, suspect tracking and automatic number plate detection and in many cases, we are the exclusive partner for the Middle East and Africa region. These have all been custom designed to fully integrate with each other as well as the VMS platform. For VMS we work closely with Milestone and are an official distributor worldwide. Icetana and Viakoo are two of the brands you are associated with- discuss demand for such niche tools in IP surveillance deployments in the region? These products provide early warning systems for video surveillance. Icetana looks at patterns of behavior within your environment to quickly detect abnormal behavior. It greatly assists Management of large private and public areas such as Public Transport, large office buildings, hotels and
shopping malls, to mitigate risks. Viakoo is a proactive monitoring tool that monitors every frame that travels from the camera, through the switch infrastructure, via the cables, server and all the way through to the hard disk. This helps to quickly diagnose hardware and software performance issues, so you can act on them before they become serious or cause a failure. Niche products such as iCetana require extensive eduction at both the end user and consultant level to fully help to explain the difference and potential savings, that these solutions can provide. To this end, we are focussing more and more on end users and consultants via direct early engagement and this is supported with our fully certified professional services team that can help with solution design, training, implementation, integration and consulting services. Elaborate on your key territories of focus as well as key customer segments? We are based in Dubai and have customers throughout the Middle East and Africa. There is still a lot of growth happening in the UAE and Qatar, particularly with the number of prestigious events coming up in both countries. Due to customer demand, we are currently expanding our reach into South Africa and Morocco to address the wider African market and also into Turkey and Iran. We service a wide range of customers in the Public and Private Sectors including law enforcement, transportation, banks, hotels and retail and education sectors.
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TechKnow | WatchNET
Is the demand for IP surveillance as well as physical access solutions growing in the region? The demand for IP surveillance & access control system market continues to remain a vibrant growth which we feel through our sales pattern & market demand. Analogue systems are being actively replaced by IP surveillance systems. IP surveillance systems are configured with advanced technology such as Video Analytics, video motion detection, frame rate control, data load management with bandwidth control, remotezoom facility automatic brightness control, vast storage and complete security management system.
analytics? IP surveillance is the key component that help clients manage security issues & enable real-time decision making, post-event correlation of people and activities which can make the integration of events simple and easy.
Discuss the inroads WatchNET has been able to make in the region’s IP surveillance market? WatchNET is one of the leading solution provider in Integrated Security Solution globally. WatchNET is one among the top 10 companies to have complete security systems under one brand right from Cameras, Recorders, Storage, Access Control System & Integrated Enterprise Class Software.
Discuss your focus on physical access solutionsHow are you placed vis-a-vis competition in this segment? We are one of the market leaders in Enterprise Class access control solution. We are launching cloud services in the 4th quarter of 2016. We are enjoying almost a monopoly in multi-location ACS solutions (proven stable installations) across Middle East.
Is the growth in IP surveillance seen across various verticals including education, healthcare, government etc? In the Middle East market, we are witnessing a good demand in hospitality, healthcare and government sectors. Do you see IP surveillance solutions helping enhance
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What specific advantages does IP surveillance offer over analogue systems? The advantages include superior image quality, better data management, remote accessibility, distributed intelligent video capabilities, easy installation, trouble-free integration, better scalability, better storage management & flexibility and costeffectiveness.
Which are the fastest growing segment for physical secure access solutions? Commercial buildings, government sectors & hospitality segment are the fastest growing segments for secure physical solutions. We have been seeing most demand from these segments . What are the latest
Sathish Arya General Manager, MEA WatchNET International Trading
Watchful Eye Sathish Arya, General Manager - Middle East & Africa at WatchNET International Trading discusses some key market trends as well as the company’s approach in the physical security domain innovations in terms of new launches? Innovation has become ingrained in security industry and products. We have key new components that are built-in within our integrated security software which are new to our industry. How successful was WatchNET’s showcase at Intersec earlier this year? We have been successful in all the Intersec shows for the past 10 years and the event has always been a good platform for us. I would guess that our success ratio would be
around 70% in terms of our participation at Intersec. What is the partner feedback regarding growth outlook? We are getting positive feedback and patronage from all our business partners & integrators as always. Our customer retention ratio is 80% which echoes the on-time support from WatchNET Team. Discuss your channel strategy? We are working with most of the leading integrators directly across GCC. Our partners are qualified & matured enough to handle any large as well as challenging projects. August 2016 | 23
Point2Point | BellPepper
Securing face to face Dr. Deepak Kalra, CEO at BellPepper DMCC, the authorized distributors for VIRDI discusses the trends in the secure access solutions market and key solutions from VIRDI
How do you see the state of market demand in the region for secure access solutions? The Secure Access Market will foresee organic growth in next 3-4 years as we see it. Solution centric organizations will drive the growth, wherein the small and medium Business segment will be the major segment to target although the Enterprise segment has always shown stable demand. Discuss your partnership with VIRDI? VIRDI is a leading brand in biometrics worldwide. The VIRDI series started in 2000 and has easily become one of the most popular brands in face and fingerprint recognition products. AL ASAS INFORMATION TECHNOLOGY along with
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its front end organization BELLPEPPER DMCC, offers new models of VIRDI (KOREA), AC7000, and AC2200, along with full range of TRON(KOREA) CCTV solutions to UAE market. These solutions are in line with the look East policy of both organizations, where in focus is on value addition of quality products offered in South Korean and Japanese Market. Discuss key solutions VIRDI offers for the secure access solutions segment? VIRDI offers their Solution (AC7000), wherein a customer can choose between Face, Finger, RFID, Password (any combinations), with a single product, which is capable to work in AND/OR Logic, thus providing the option, variety and longevity to customers. Further, having the facility
Dr. Deepak Kalra CEO BellPepper, DMCC
of remote face registration method via UNIS software application makes it much easier in terms of terminal handling. In addition, the Medium and Enterprise segment can integrate their solutions with their ERP on a realtime basis through the value added software solution called UNIS (Provide Terminal Management and Automated Data centralization across VPN’s), and Enterprise solution called RAMS (Rostering and Attendance Management System), which provide all level of functionality including management of dynamic shifts, overtime, Employee Allocation, Rostering, and Time Attendance Functionalities. VIRDI biometrics products can be integrated with TRON’s and HIKVISION Camera
Solutions, offering unmatched 360 degree security, wherein every successful and unsuccessful transaction will store motion clip for real security and audit purpose. All of VIRDI’s solutions can be integrated with major brands of Access Control Solutions, thus offering robustness in integration. Do you target integrators who offer these as turnkey solutions? Are you looking to increase the channel base? Integrators not only refine your product but are the most important part of the security value chain. As a company we are already working with select integrators, and are looking forward to train additional integrators within the next few months.
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" Finger imprints on Rubber, Silica, Gel, and others, can be used to manipulate many systems. VIRDI is an FBI certified solution wherein the devices do not allow Fake Fingers, as it reads the Finger imprints with veins during the registration process."
With an extensive range of RFID / Biometric terminals to choose from, do you or your partners help customers to choose from what is available? All products of VIRDI have RFID and Biometric options, with the latest models offering additionally Face (AC7000), Bluetooth & Mobile Key options as well. We allow customers to choose an authentication method based on their accepted Organizational cultural norms, and offer free solution options with on-premises demos to help choose best fit technologies. Discuss if all software from Virdi are sold along with the hardware? Can the terminals
and fingerprint scanners be sold without the software ‘Unis and RAMS’, in which case would they be easy to integrate with custom software or any other third party software? Major System integrators can avail Software Development Kits, to customize their solutions with VIRDI’s product line. In case they are looking for Terminal management, Access Control and User Management features, UNIS is an unmatched solution which is offered in ACCESS and SQL version. In case an organization wants ERP integrated solution, then RAMS along with
UNIS has been successfully implemented in major public, and private organizations across Middle East. Integration with major ERP such as SAP, Oracle, JDEdwards, AX and many others has been successfully accomplished over last 5 years.
Fingers, as it reads the Finger imprints with Veins during the registration process. This technology shows the Research and Development Capabilities of VIRDI Labs and serves as a major catalyst for VIRDI’s growth, wherein major competitors in the market are still trying to cope with Biometric Frauds and manipulations.
Fake fingerprint scans- is that a security risk? Do your products offer solutions to address this? Finger imprints on Rubber, Silica, Gel, and others, can be used to manipulate many systems. VIRDI is an FBI certified solution wherein the devices do not allow Fake
Discuss if there are channel activities planned? We intend to organize some channel roadshows in select markets to increase awareness among new channel partner prospects and educate existing partners further about new products.
300+ Professional Team | 175+ Enterprise Clients | 20+ Nationalities | 20+ International Awards | 10+ Global Locations +971 4 368 7855
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August 2016 | 25
Point2Point | Meta Byte Technologies
Elaborate on the company’s domains of focus? We are a next generation technology consultants and solution providers, offering best of the breed business and technology services to deliver world class solutions our customers. The company is led by set of professionals with decades of industry experience and is well equipped with market knowledge, technical skill-sets, innovative thinking, as well as dedicated support team in association with technology innovators to deliver value for our customers. We have compartmentalised our focus areas into different portfolios. These are Innovation and Strategic Planning, Product and Service Road mapping, Project and Portfolio Management, Business System Architecture, Governance, Information Risk and Compliance as well as Process Optimization and Service Automation using Robotic Process Automation.
ensuring fastest time to production.
Discuss current outlook in the market from the perspective of the areas you focus on? The market is absolutely right on the track and enterprises are realizing the value of intelligent systems. They will benefit from us due to the innovations that we have introduced in the above domains for the past couple of years. Our clear advantage is our methodology and frameworks that is unique to us, which enables the adaptation of technologies simpler for enterprises and more nimble rather than legacy development cycles
Elaborate the company’s data governance strategy? Data Governance is a strategy which needs to be realized in its value and companies are now recognizing the same. We being in this domain for more than 4 years now have always propagated and educated our customers. It has taken time for the enterprises to realize the significance of Data Governance. It’s a roadmap that is typically driven rather than “A Solution” as that is incidental for us. Starting from a baseline and then creating and building a framework which works for the customer
26 | August 2016
Who are the vendors you are tied up with currently in different solutions areas? We have tied up with the fastest growing companies and leaders in analyst quadrants who bring the experience and the best practices to the region. Our partnership is not just reselling them but more strategic in nature which will benefit the local region as well as build the reputation of the region from a maturity aspect in eyes of these global pioneers. Some of our vendors such as Jedox, PlanView, MetricStream, and Thoughtonomy among others have tremendous faith and trust in us. They are of the opinion that we are perhaps the only company in the region to possess the maturity and capability to deliver their solutions with absolute level of confidence and integrity.
Salil Dighe Founder & CEO Meta Byte Technologies
Consult and transform
Salil Dighe, founder and CEO at Meta Byte Technologies discusses the focus areas of the company is our expertise. DG cannot be a single solution fits all. Is the datacenter a significant focus area for you in terms of solutions? We are all about data. Datacenter becomes our core however we do not go the traditional build route. Almost everyone have that. We bring innovation, control and sustainable DC concepts. These are not new just that no one regionally really focuses on simplifying and the newer innovations. When our governments are talking about Smart readiness it should be natural for enterprises to think innovation. The region needs
to transform from followers to early adopters. Until that change happens we will still lag behind and utilize huge budgets and spending’s. Comment on strong segments for you in the region? We are looking forward to growing within all the segments that we currently operate in and believe that they will act as strong growth engines for us. All our key focus areas represent a niche that offers immense business potential especially with the push coming from various governments in the region for the adoption of smarter technologies.
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Insight | Sophos
D
Fadi Kanafani Regional Director MEA NetApp
Contours of a successful encryption strategy Anthony Merry, Director of Product Management - Data Protection, Sophos writes about how encryption works
28 | August 2016
ata is the new age currency and extremely valuable to organizations. But there is somebody else who also has an eye on this data – the cybercriminal. While you leverage the potential of your organizational data to drive business growth, the cybercriminal sees your data as a money making opportunity. He wants to grab your data, sell it and earn money from it. Data falling into the wrong hands will impact your company’s reputation and its bottom line. Encryption is the first line of defense that protects your data. Even if the data falls into the wrong hands, it is useless because it’s encrypted. So how does encryption work? Encryption scrambles messages in a form that cannot be read by unauthorized users. Whenever you encrypt data, a series of algorithms come into play and who work their magic to turn readable data into unreadable cipher text. Organizations concerned about data loss need to focus on two main areas of encryption, namely full-disk and file-level encryption. Full-disk encryption (FDE) encrypts the entire disk, and not individual files, at the sector level below the File System. This means all the content of your physical hard drive will be encrypted. This is the encryption that protects your data at rest and is an integral part of your data protection strategy. It typically comes into play when a device is lost or stolen. FDE
automatically protects all data on a disk, but in case the file leaves the disk, the file isn’t protected any more. On a Mobile Device (iPhone, iPad, Android phone or tablet) this can also be called Device Encryption. Device Encryption is essentially the same as Full Disk Encryption, except it’s not a disk it’s encrypting but the entire storage area available on that Device. File Encryption, as the name suggests encrypts specific files. You can choose the file you wish to encrypt; it does not encrypt all files written on the disk, but follows encryption rules and policies that you’ve set. Unlike FDE, file encryption ensures encrypted files stay encrypted even if they leave the device or disk. Irrespective of whether they are shared through email, copied to removable media or the cloud, these encrypted files will remain encrypted. Your data, essentially is protected in use and transit. File Encryption should be used in conjunction with Full Disk Encryption, as a second layer, to cover the use cases for Data at Rest, Use & Transit. An Actionable Encryption Strategy Deploying a next –generation encryption solution is a great idea but this deployment should be backed by a rocksolid strategy. The strategy must take the following points into account: • The flow of data in and out of your organization Evaluate and analyze the data flow in your organization and
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how it goes in and out. Evaluate the ways and means used to share data – email, cloud sharing, intranet etc. Your encryption solution should be able to align with the data flows from, within and to your organization. • Data usage Make sure you are aware how employees make use of the data in your organization. The questions to ask are – How is data leveraged to improve productivity and make critical
"Encryption scrambles messages in a form that cannot be read by unauthorized users. Whenever you encrypt data, a series of algorithms come into play and who work their magic to turn readable data into unreadable cipher text." business decisions?What devices are commonly used to access that data by your employees? Is it a Windows laptop, a Mac laptop, an iPhone or iPad, or even an Android tablet? Also identify the tools, systems and apps that are used to share and use data. • Data Access Identify the users/employees
who have access to your data. Check whether your employees have access to data that falls within their operational zone or they also have access to data they don’t need. • Data Residence A good encryption strategy should also keep data location in mind. Does your data reside in a data center or in
the cloud? Do you have a BYOD policy in place and do your employees access corporate resources from remote locations? These are just some of the questions you must answer to define a clear encryption strategy. An encryption strategy enables you to zero in on an encryption solution that is perfectly placed to cater to your data security needs. This helps you leverage the maximum potential of encryption.
Sophos unveils always-on File Encryption
S
ophos announced Sophos SafeGuard Encryption 8, a new synchronized encryption solution that protects data against theft from malware, attackers or accidental leaks. All organizations can now choose to adopt the best practice of “always-on” file-level encryption to protect data accessed from mobile devices, laptops, desktops, on-prem networks and cloud-based file sharing applications. Sophos is the first vendor to provide persistent, transparent and proactive encryption that protects files across Windows, Mac, iOS or Android platforms by default. Until now, the management and adoption of encryption has been viewed as too complex and is not uniformly adopted. According to the Sophos survey, The State of Encryption Today ,only 29 percent of IT managers said they always encrypt smartphones and only 43 percent of Macs, leaving high levels of exposure across an organization. “Full disk encryption alone only protects data in the event of the theft
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or loss of a laptop or mobile device. But data travels everywhere - it’s vulnerable and extremely difficult to protect consistently when shared and opened from multiple devices and cloud-based collaboration applications,” said Dan Schiappa, Senior Vice President and general manager, Enduser Security Group, Sophos. “We’ve completely re-imagined SafeGuardEncryption 8 to encrypt each individual file by default and continuously validate users, applications and devices for secure collaboration. We also provide password protected files, allowing users to share encrypted files with external recipients.When data security is simple and transparent, end users are more likely to accept it, making your whole business more secure and more likely to stay compliant.” Comprehensive, manageable encryption should be high on the agenda for all IT leaders as they reassess data protection strategies to meet new legislation requirements. The European Union’s (EU) General Data
Protection Regulation (GDPR) comes into effect on May 25, 2018, when all companies holding customer or employee data of EU citizens will face severe financial penalties of up to 4 percent of annual worldwide revenue if they suffer a data breach. This includes companies that are not necessarily based in the EU, but hold EU citizen data. As part of Sophos’ synchronized security strategy, Sophos SafeGuard Encryption can respond automatically to threat incidents from connected endpoint protection. During an active infection, Sophos SafeGuard Encryption can temporarily revoke encryption keys to protect data, and users can automatically get those keys back after the incident is resolved. Sophos SafeGuard Encryption also synchronizes keys with Sophos Mobile Control, which seamlessly secures file access rights on smartphones and tablets. Even encrypted documents can be accessed securely within the application’s Secure Work Space feature. August 2016 | 29
Insight | Nokia
The Internet of Things (IoT) is a broad concept referring to interconnection and autonomous exchange of data among devices that are machines or parts of machines, bringing about tremendous improvements in user experience and system efficiency. While communications networks form the bedrock on which IoT will grow further as more devices and applications are connected and networks become more pervasive, the expanding complexity of the ecosystem is an area Nokia is assisting stakeholders to navigate. By Aji Ed, CTO, MEA, Nokia
IoT – The value chain of the future W
hile the forecast for the number of connected devices in 2020 is no longer expected to be as high as 50 billion, there remains every indication that the number will still outpace those of devices being used by mobile subscribers by some measure, and will keep growing. In Middle East & Africa, there are already a number of sectors including the automotive industry that has strong collaboration already
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with network operators. Other sectors such as healthcare; utilities and public services; and retail also stand to benefit significantly from a connected environment. The challenges that IoT bring to the network are different to traditional cellular networks. A traditional notion is to be concerned about end-user throughput, but in the IoT environment factors including the ultra-low cost of devices (under US$5); battery
life; low latency of less than a millisecond; and much wider coverage including in-building, come into greater focus. In order to support the further development of IoT, cellular technologies need to evolve in a number of specific ways including supporting increased volumes of low cost connected devices; extending battery life substantially to as much as 10 years in the case of some types of devices; and enhancing coverage.
As such, Nokia and other technology suppliers are rallying around the standardization of LTE-M2M (machine-to-machine), or LTE-M, which will likely see commercialised features coming to market in the 2016/2017 timeframe. M2M communication is needed to support IoT and is defined as data communication among devices without the need for human interaction. This may be data
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communication between devices and a server, or device-to-device either directly or over a network. Examples of M2M services include security, tracking, payment, smart grid, and remote maintenance/ monitoring. The key requirements for LTE networks to successfully support massive M2M deployment range from the presence of wide service spectrum (lower power – wide area); to being able to support devices and offer long battery life, and this is precisely what LTE-M is being designed to enable. One obvious advantage of LTE-M is that it can utilize existing LTE networks. It will be a standardized technology, offering support to low bandwidth devices, and we forecast the ultra-dense small cell network we will see in the
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future will work seamlessly alongside LTE-M. What is clear is that IoT won’t be based on LTE-M alone, but rather will also include other proprietary technologies, raising the question: where will telcos sit in the value chain of the future? Some operators are looking to operate in this IoT environment as a direct supplier of services, in a B2C fashion, while others are happy to have an intermediary between themselves and the enduser in a B2B2C model. Each individual operator will have to decide where its strengths are and what segment it wants to sit in. We forecast that signaling messages is where the real boom is going to come from in the IoT world,
in particular as related to the core network. Optimizing the opportunities for this signaling storm will be a major area of investment and development going forward.
Security and IoT should go hand-inhand As a convergence of industries gravitates towards a shared and highly interconnected IoT environment, there have been obvious concerns raised around privacy and security, particularly in light of recent high-profile hacking outbreaks. This issue will be one of the most important in the evolution of IoT. Other technology providers and vendors in the ecosystem feel just as strongly and are dedicating significant resources to security and the prevention of data losses.
Security and the protection of personal data are amongst the primary areas of focus in the development of the IoT environment, and it is taken very seriously by all parties. At Nokia, we have a solution called Mobile Guard, for example, which sits in the network and looks to secure subscribers from malware. There is no question the momentum being gained around IoT shall continue to gather pace, and that the benefits accruing to industrial and social life will be exponential. However, within that outlook there is a need to consider the complexity of the unfolding environment that is being created and ensuring and safeguarding that the heightened levels of data and information exchange are protected.
10/08/16 | 10:33 August 2016 31
EyeTech
Acronis Backup 12 Overview: Acronis Backup 12 offers the ability to backup and protect company data in today’s hybrid cloud IT environments – whether it resides in the cloud, on-premises, across virtual and physical systems, in remote systems, and on mobile devices. Acronis Backup 12 gives businesses complete control over the location of their data, systems, and backups, including best-in-class capabilities for protecting virtual environments. As a result, IT managers always know where their company data is located and who has access to it, even when stored in the cloud. In the event of data loss, Acronis Backup 12 provides businesses with a range of recovery options, including file, email, and database recovery; system recovery, including bare-metal recovery, active restore, instant restore, and vmFlashBack; cloud disaster recovery; and physical data shipment. Key features: • Backs up VMware ESXi and Microsoft Hyper-V hosts (not just VMs) and recovers them to dissimilar hardware for complete protection of virtual infrastructures. • Makes it easier than ever for IT managers to converge cloud and on-premises data protection by backing up and managing all individual workload environments, including on-premises and cloud, physical systems, virtual hosts and machines, and cloud workloads, from a single place on any device. • Addresses the business continuity needs for today’s ‘always-on’ business with the patented Acronis Instant Restore, allowing IT Managers to reduce RTO to seconds by running any physical or virtual Windows or Linux system backup as a VMware or Hyper-V virtual machine. • Provides platform support of current backup solutions on the market, allowing IT Managers to back up on-premises physical and virtual systems, as well as Microsoft Azure VMs and Amazon EC2 instances for complete protection of the entire IT infrastructure and applications.
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AirCheck G2 Wireless Tester Overview: Wi-Fi is a complex technology, but testing it doesn’t have to be. AirCheck G2TM Wireless tester is purpose built for the front-line IT responders dispatched to the complaints of: The Wi-Fi is not working or the Internet is down. The AirCheck G2 Wireless Tester provides fast, simple, and accurate isolation and troubleshooting, thereby reducing the time to resolution of wireless issues. There are many variables that lead to Wi-Fi complaints, ranging from network based problems and configuration issues to environmental or client device misconfigurations. Collecting all the key pieces of information the very first time is key to every front-line IT responder to resolve any complaint. The AirCheck G2’s intuitive user interface and management platform provides actionable intelligence to not only remove the complexity of wireless troubleshooting but also helps speed up closure of the trouble ticket. The cost of not getting the job done right the first time, leading to an escalation team visit, leads to ineffective usage of the escalation team efforts & enduser dissatisfaction due to slow problem-solving response time. AirCheck G2 provides front-line IT with complete & accurate wireless information to solve problems right the first time, instead of blindly escalating them. Key features: • A rugged, handheld purpose-built wireless tester supporting the latest Wi-Fi technologies (802.11a/b/g/n/ac) • A one-button AutoTest, which quickly provides a pass/ fail indication of the wireless environment and identifies common problems • An instant view of test results including network availability, connectivity, utilization, security settings, rogue hunting, and interference detection • Connectivity to a centralized test results management platform, Link-Live, that facilitates greater job visibility, project control and fleet management for larger distributed environments
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Avaya Vantage
Genetec Security Center Version 5.5
Overview: Avaya has launched its latest innovation for desktop communication - the Avaya Vantage Device – combining the advantage of a deskphone and the flexibility of an application platform in one dedicated device. The allglass innovative desktop device is simple to deploy and possesses the ability to run any Android application, while delivering acoustic excellence in audio performance. The cost-effective Avaya Vantage Device is an allglass innovative desktop device that supports simple, seamless, instant, natural interactions. Fire up voice, chat, or collaboration with one touch. Put Vantage Devices where users need your applications: desktops, hotel rooms, hospital bedsides, kiosks—you’ve got the niche. Vantage has signature audio excellence, the flexibility of an application platform, and the advantages of a desk phone—with an optional detachable handset. Open integration and extensibility with the Avaya Client SDK means it’s easy to personalize Vantage for your industry, business, and users. Key features: • All glass and no visible Mechanical buttons • Capacitive touch screen • Always on, always available and always powered • Simple to deploy- desktop plus a wall mount option • A common user experience with Avaya Communicator 3.0 for Android
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Overview: Genetec Inc., a leading provider of open-architecture, unified IP security solutions has announced version 5.5 of Security Center, the company’s open architecture, unified IP security platform that combines access control, video surveillance, ALPR, and communications. Security Center 5.5 offers a new disaster recovery mode, enhanced levels of authentication and encryption, augmented video archiving and export management capabilities, and new choices of supported access control hardware. With innovative capabilities designed to help organizations better secure their sites, version 5.5 gives administrators greater control and protection of their security infrastructure. Security Center 5.5 is available now via the Genetec worldwide channel partner distribution network. Key features: • With a new disaster recovery mode that allows the configuration of multiple failover directory servers at remote sites, Security Center 5.5 allows customers to implement more elaborate disaster recovery plans for their security platform. • In this latest release, map-centric monitoring offers enhanced, fluid map scaling for zooming effortlessly in and out of maps— with map layering, operators can add or remove details from a map in real-time to narrow or broaden visualization of a site. • To further simplify alarm management, Security Center 5.5 features alarm grouping and filtering so that operators can group alarms visually by type, state, or priority, as well as handle entire collections of alarms, such as acknowledging or forwarding an entire group. • Building on the advanced cybersecurity measures introduced in Security Center 5.4, and the company’s ongoing commitment to ‘Security of Security’, version 5.5 offers a ‘hardened’ protocol that protects against potential hacking and non-authorized internal access. August 2016 | 33
Stats & Trends
"Cloud Shift" to impact over $1 Trillion in IT spending by 2020 For example, instead of buying operating systems (OSs) for each user in the traditional way, many will be provided as OS images — particularly with the use of containers for next-generation applications. Another example is that enterprise storage needs could be met with a lower up front cost and far more scalability by switching to cloud solutions instead of
M
buying dedicated hardware. ore than $1 trillion in
cloud services has grown
IT spending on cloud services
IT spending will be
to such an extent that it is
with traditional noncloud
about cloud. As organizations
directly or indirectly affected
now a notable percentage of
services in the same market
pursue a new IT architecture
by the shift to cloud during
total IT spending (see Table
categories (see Table 1).
and operating philosophy,
the next five years, said
1), helping to create a new
In addition to the direct
Gartner, Inc. This will make
generation of start-ups and
effects of cloud shift, many
new opportunities in digital
cloud computing one of the
"born in the cloud" providers."
markets will be affected
business, including next-
most disruptive forces of IT
IT spending is steadily
indirectly. Identifying indirect
generation IT solutions such
"Cloud shift is not just
they become prepared for
spending since the early days
shifting from traditional IT
effects can help IT asset and
as the Internet of Things," said
of the digital age.
offerings to cloud services
purchasing managers ensure
Mr. Anderson. "Furthermore,
(cloud shift). The aggregate
they are getting the best
organizations embracing
the foundation for staying
amount of cloud shift in 2016
value out of new expenditure
dynamic, cloud-based
relevant in a fast-paced
is estimated to reach $111
and are protected against risk,
operating models position
world," said Ed Anderson,
billion, increasing to $216
as well as assisting them to
themselves better for cost
research vice president at
billion in 2020. Cloud shift rates
exploit the new opportunities
optimization and increased
Gartner. "The market for
are determined by comparing
caused by cloud shift.
competitiveness."
"Cloud-first strategies are
Legacy Segment
Cloud Segment
Total Market Size in 2016
Total Cloud Shift in 2016
Cloud Shift Rate Through 2020
Business Process Outsourcing
BPaaS
$119 billion
$42 billion
43%
Application Software
SaaS
$144 billion
$36 billion
37%
Application Infrastructure Software
PaaS
$177 billion
$11 billion
10%
System Infrastructure
IaaS
$294 billion
$22 billion
17%
BPaaS = business process as a service; IaaS = infrastructure as a service; PaaS = platform as a service; SaaS = software as a service
Source: Gartner (July 2016)
34 | August 2016
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OUTSIDE THREAT PROTECTION
PERIMETER SECURITY Message Security (anti-virus, anti-malware)
Secure DMZs
NETWORK SECURITY
Perimeter IDS/IPS
NAC
Enterprise Message Security Enterprise ENDPOINT SECURITY Wireless Security Endpoint Security Content Security Enterprise FDCC (anti-virus, anti-malware) Enforcement Remote Access Compliance
Enclave/ DataCenter Firewall
PO LIC
Cyber Threat Intelligence
YM
Security Awareness Training
Host IDS/IPS Desktop Firewall
AN AG EM EN
T
Threat Modeling Penetration Testing
LICATION SECURITY APP WAF Database Dynamic App Testing Monitoring/Scanning
Static App Testing/Code Review
SECU DATAIdentity & RITY
PKI
Vulnerability Assessment
DAR/DIM/DIU Protection Data Wiping Cleaning
Access Management Enterprise Right Management
Data Classification Data Integrity Monitoring Data/Drive Encryption
Mission Critical Assets
Patch Management DLP
SIEM
NS TIO A ER OP Continuous
SOC/NOC Monitoring(24x7)
Incident Reporting Detection, Response Monitoring and (CIRT) Focused Ops Assessment Situational Security Dashboard Escalation Awareness Management Security SLA/SLO Reporting Digital Forensics
Database Secure Gateway (Shield) DLP
DLP
DHS Einstein
PONSE & RES
PREVE NTIO N
Enterprise IDS/IPS
Security Architecture & Design Risk Management
Continuous C&A
DLP
NG ORI NIT MO
Security Policies & Compliance
Inline Patching
Web Proxy Content Filtering
VoIP Protection
Perimeter Firewall IT Security Governance
Honeypot
Do All Your Networking From Inside A Wall Socket
DAP-1850AC Wireless AC750 Dual Band Concurrent PoE Access Point
The D-Link DAP-1850AC Access Point integrates wired and wireless connectivity into a small unit that can be quickly and discretely installed in a standard wall outlet box ideal for Hotel Solutions. It has 1 x Gigabit LAN port and 1 x RJ-11 Telephone port. It delivers reliable, high speed wireless performance using the latest 802.11ac standard. The DAP-1850AC Access Point requires a single Power over Ethernet (PoE) cable drop, reducing cabling, switch ports, and power sourcing equipment. The DAP-1850AC is also an AP controller which can monitor the status and control 6 Access Points at the same time. The master device will scan slave access points automatically. No complicated configuration for users to monitor the status from the master controller.
RJ45 Gigabit Port
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RJ11 Telephone Port
Enjoy high-performance wireless connectivity Dualband concurrent wireless AC up to 750Mbps Power connectivity via Ethernet port Network Management System Master AP Controller can control up to 6 devices at the same time
AUTHORIZED DISTRIBUTOR
Aptec - an Ingram Micro Company P. O. Box 33550 Dubai Internet City, Dubai, UAE E-Mail: sdawda@aptecme.com
Tel.: (+971 4) 3697 111 Fax: (+971 4) 3697 110 www.apteconline.com
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