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Cover Story - 18
Coping with unprecedented changes T
he number of technologies that have come into play in recent years, traversing consumer to enterprise space is overwhelming and unprecedented in human history. There is a demand on all of us to embrace and cope with the rapid introduction of numerous disruptive technologies that changes almost everything, from the jobs we do to the money with which we enable our daily lives. As we have witnessed with the ongoing case study of the adoption of digital money vis-a-vis cash in a large country like India, there will always be the struggle quotient to factor in when we embrace a paradigm change. Further, the interweaving of emerging technologies are enabling more use case scenarios in our daily lives, with the promise of enhancing its quality. We will see more of itunfolding in the consumer space with more IoT, AR applications coming in. From UAV drones starting to deliver consumer orders to phones featuring augmented reality functionalities that help with retail shopping, we step deeper into the future with each of these milestones. The crux of the matter is that the kind of Technology solutions now being built are generations ahead of what we have had until just a couple of years ago. The knowhow to deal with many of these technologies has to be of the highest caliber. Deployments of these solutions are in many instances for large critical infrastructure such as a smart city project for instance. Downtime in such scenarios, for reasons includingpossible inferior competence in deployment, could be unaffordable and unforgiveable. All of that calls for a greater level of learning and training at all levels, from the vendor all the way to its partners.
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
ontents
Editorial
Vibrant outlook drives surveillance industry
Solutions offering enhanced functionalities including analytics are driving higher adoption rates
TechKnow
A Power specialist to the fore - 24
Tristan de Kerros – Regional Director Asia & Eastern Africa, INFOSEC UPS SYSTEM discusses the focus of the company on securing critical infrastructure
Point2Point
Excelling at core competence - 14
A conversation with Costa Boukouvalas, CEO at AgilityGrid, a leading provider of security solutions, specifically CCTV security and network monitoring solutions.
Taking success further - 16
Mohammed Zaheer, General Manager at Business Connection LLC discusses the key focus at Intersec and the company’s growth focus for 2017
On the partner track - 22
Hesham El Komy, senior director, international channels at Epicor Software discusses key details of the new channel program
Fortifying access - 26
Sunil Abdul Gafoor, MD at SmartWorld Group explains how SmartWorld helps businesses across MEA in combating today’s security challenges.
Insight
Is your network ready for digital transformation? - 28
Genius Wong of Tata Communications provides an insightful look into SD-WAN
Threats to watch out for in 2017 - 32 Alastair Paterson, CEO and Co-Founder, Digital Shadows discusses what we can expect to see in 2017.
Regulars
News Bytes EyeTech Market Stats
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News Bytes
FLIR launches new Thermal Cameras FLIR Systems announced the launch of five new thermal imaging cameras, including two new third generation FLIR ONE thermal camera attachments for smartphones, two new dual sensor thermal cameras for drones, and a ruggedized compact thermal camera for home and building inspectors. All five products feature FLIR Lepton, FLIR's revolutionary thermal microcamera core, and FLIR's patented multispectral dynamic imaging (MSX) technology, which dramatically improves image quality and readability by dynamically embossing high-fidelity, visible-light details onto the thermal imagery. "These innovative new thermal imaging devices further extend the utility and value of low-cost thermal imaging into consumer and small business applications," said FLIR President and CEO, Andy Teich. "Thermal imaging is more accessible than ever today thanks to our continued effort to make the technology smaller, more powerful and more affordable. We're excited to provide a thermal imaging 'sixth sense' with the third generation FLIR ONE, FLIR Duo for drones, and FLIR C3 camera for professional users." The third generation FLIR ONE builds upon the FLIR ONE legacy, providing a powerful, introductory-level thermal camera that attaches to iOS or Android devices. Featuring the new OneFit adjustable-height connector, including a USB-C version for Android, the third generation FLIR ONE easily attaches to more smartphones without needing to remove your phone case. The all-new FLIR ONE Pro is the most advanced FLIR ONE ever developed. Featuring a ruggedized design, the new OneFit adjustableheight connector, and a more powerful set of imaging features for the job site, the FLIR ONE Pro is ideal for professionals who use thermal imaging for their work needs.
6 | January 2017
Geo and Logic GIS Solutions LLC signs up with Finesse
Finesse has been signed up by Geo & Logic GIS Solutions LLC, a Dubai based tracking & fleet management Solutions provider to offer cloud solutions on IBM Cloud. Geo & Logic GIS Solutions LLC partnered with Finesse to assist with their business and IT platform transformation program using IBM Soft layer. Finesse, the leading IT System Integrator in the region has been signed up for their capabilities in offering infra service and cloud provisioning capabilities. Roy Nasrallah, Regional General Manager, Geo and Logic GIS Solutions LLC said, “We truly believe that moving onto cloud will increase the efficiency of our services as it is ideal for our business model and operation due to the growing of our Data base fluctuating. We feel excited partnering with IBM and Finesse as joining forces, complementing resources, and sharing knowledge and expertise is the certain way to make a significant impact to our business.” Finesse has offered the IBM Cloud solution for hosting their entire production and non-production environment on IBM Cloud.
D-Link to strengthen SMB Business D-Link has announced it is cementing its SMB business in the Middle East and Africa (MEA) to help channel partners unlock opportunities in the cloud and Internet of Things (IoT) space. According to the vendor, the move to strengthen the SMB offerings comes as governments in the Middle East are doing everything possible to get people connected to the Internet. Sakkeer Hussain, Director - Sales and Marketing, D-Link Middle East and Africa (MEA), said in the UAE, the government’s efforts around smart initiatives is opening up the market for networking solutions and encouraging people to get more connected to the Internet at home and using mobile devices. As a result, added Hussain, this is opening up opportunities for channel partners to offer the right networking and wireless solutions to consumers, SOHO, SMB and enterprise customers. “This is spreading across the region with government, private sector and telecom providers all getting involved,” he said. Hussain added that the SMB market is one of the strongest performing segments in the region. “The SMB is by far the strongest performing sector for D-Link and for this reason, we have got a partner programme dedicated to this vital market segment,” he said. “We are also sharpening our focus in the cloud space IoT and smart devices space.”
News Bytes
Avaya Engage celebrates partner achievements Avaya celebrated the support, innovation and contributions of its customer and partner community from EMEA at Avaya Engage, a four-day forum hosted in Dubai. More than 1,500 industry leaders, technology innovators, key decisionmakers, and senior Avaya executives came together at Avaya Engage from more than 70 countries. Partners were given insights into key technology trends and the opportunities they present, in addition to Avaya’s strategic vision for the upcoming year. “Avaya ENGAGE is focused on innovation – we aim to highlight the importance of innovation in driving companies’ success and to celebrate how our customers and partners are delivering innovation every day, helping their customers and partners to achieve their digital objectives. The Avaya Awards showcase how we are helping organizations of all sizes achieve better collective outcomes – and how these organizations are helping us in our own transformation journey.” Nidal Abou-Ltaif, President, AVAYA International. Avaya Partner Award winners were across the categories of Customer Innovation Award, Innovation Partner of the Year, Growth Service Provider of the Year, Distributor of the Year, Midmarket Partner of Year, Cloud Service Provider of the Year and Partner of the Year for the EMEA region.
8 | January 2017
Condo Protego sees demand for cybersecurity solutions from UAE public sector Condo Protego is seeing strong UAE public sector demand for cybersecurity solutions with advanced threat detection and response, such as RSA’s Security Analytics. The trend is gathering momentum as UAE is staking its global leadership in securing Smart City services and protecting critical national infrastructure. “Channel partners are vital for guiding public sector adoption of cloud or on-premise solutions to future-proof services, and the cybersecurity solutions with the full visibility, analysis, and action to prevent cyberattacks in real-time,” said Andrew Calthorpe, CEO at the UAE-based Smart City consultancy Condo Protego.. In the interconnected Internet of Things era, the UAE is one of the world’s bestprepared countries in cybersecurity, ranking 17 out of 105 countries by the United Nations’ International Telecommunications Union. The Dubai government also recently launched its Cyber Security Strategic Plan to enhance protection of government services. “As more Smart City and government services become digitized, the Internet of Things is a cyberattack force multiplier, with critical national infrastructure especially at risk. The UAE government is at the global forefront of protecting Smart Cities and providing residents with peace of mind while using government services,” added Andrew.
Rittal to highlight Micro Data Centre and IT Security rooms Rittal, a leading manufacturer of IT Racks and Datacentre solution provider continues to reinstate its strong presence in Middle East region with their Certified high-quality, system-tested Physical Security Systems for IT Infrastructure, displayed and showcased on their Innovation Stand participation at Intersec 2017. Products to take centre stage this year will be “Micro Data Centre and IT Security rooms”. Also a preview on the StandardisedDatacentre solution from Rittal – ‘Rimatrix S’ will also be a key highlight as well on the stand this year, opening up brand new perspectives for the IT world. Joseph Najjar, Managing Director, Rittal Middle East, said, “Intersec, with its global recognition, elevates Rittal strengths on its IT Physical Security offerings to the market. Acknowledging the growing need for physical security for IT, our display of physical security offerings (IT Security Room and Micro Data Centre) will be a strong resilient proposition to the leading security consultants and clients who value their critical IT equipment and data centres. The physical display of the IT Security Room on our stand at Intersec 2017 will be, one of the realistic touch-and-feel showcase to experience our Promise – ‘ Our Expertise – Your Benefit’.” Rittal expects the solutions display at Intersec 2017 would benefit one and all the audience looking at collaboration of solutions across all verticals. Rittal local office team members and Personnel from the Headquarters in Germany would be a part of the show and support on engagements with the audience at the Rittal Stand.
News Bytes
Schneider Electric remains a leader in for DCIM Tools Schneider Electric has been positioned by Gartner as a leader in the Magic Quadrant for Data Center Infrastructure Management (DCIM) Tools for its StruxureWare for Data Centers software suite. Schneider Electric believes this recognition underlines its ability to deliver an integrated, flexible and innovative DCIM solution suite, as exemplified by the launch of new cloud and colo capabilities earlier this year. “Emerging forces such as Internet of Things, convergence, everything-as-a-service and cloud are driving data center complexity and increasing costs. Ensuring that data centers deliver maximum ROI – no matter their environment – requires flexible, connected, intelligent and data-driven operation,” said Thierry Chamayou, Vice President for MEA, Central & East Europe- IT Business, Schneider Electric. “We believe being recognized for the third time as a leader in Gartner’s Magic Quadrant for DCIM speaks to the breadth and depth of Schneider Electric’s DCIM suite, including the recently released cloud-based StruxureOn and colospecific StruxureWare Data Center Operation 8.0. These solutions harness the power of IoT and bridge the gap between IT and facilities to empower data center managers with the asset visibility, capacity planning capabilities, risk management and predictive maintenance functionality needed to increase efficiency and reliability.”
10 | January 2017
Huawei secures strategic supplier award from Etisalat
Huawei, a leading global ICT solutions provider, has been honored with the “Best Strategic Supplier Award” by Etisalat UAE. Huawei secured the top spot at the inaugural Etisalat Strategic Suppliers Conference, held at the Rosewood Hotel in Abu Dhabi. In order to determine the winner of the ‘Best Strategy Supplier’, Etisalat evaluated suppliers on several crucial sets of criteria, like quality and performance of work; overall cost competitiveness and added value; how they approached innovation and partnership; and capability to follow clause compliance. For years now, Etisalat and Huawei have worked together on leading projects that span beyond the building of crucial ICT infrastructure in the region. Just this year Etisalat and Huawei partnered up to successfully trial 10Gbps service that will enable users to experience the fastest broadband speed available in the region today; one of several key projects. Under the current partnership framework, Huawei is committed to collaborating with Etisalat on launching innovative technologies and services.
Pegasus inks MoU with Dubai Police to help harness power of Big Data Pegasus, a DarkMatter company, has entered a Memorandum of Understanding (MoU) with Dubai Police to provide a comprehensive Big Data platform on which custom analytic solutions will be developed to help solve and prevent crime and make citizens safer. DarkMatter had previously been working with Dubai Police in this area under the Dubai Future Accelerators initiative, and the MoU signals the formalisation of the scope of this interaction. The firm will formally assist Dubai Police in the development and management of Big Data capabilities in a bid to assist Dubai Police to investigate and fight crime in both the physical and virtual worlds. In relation to the MoU with Dubai Police, Pegasus will assist Police authorities to maintain safety and security by applying both technology tools and professional services to create a holistic ecosystem for producing high-value and high-impact information to drive decision-making. Commenting on the collaboration with Dubai Police, Faisal Al Bannai, DarkMatter Founder and Chief Executive Officer said, “This agreement is an enormous endorsement of DarkMatter’s technical capabilities, and we are looking forward to partnering with Dubai Police in developing and utilising innovative big data and analytic tools to create a safer living environment for all citizens.” Peng Xiao, Pegasus Chief Executive Officer, said, “We live in an era of data explosion. While it is overwhelming many organisations, Dubai Police has seized it as an opportunity to develop a competitive advantage in its fight for public good. We are honoured that Pegasus Big Data Platform can be leveraged by Dubai Police in its mission to improve safety and security.”
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Du unveils Data Centre and Hosting Services Du has launched its Data Centre and Managed Hosting Services as an innovative way to give customers a secure and scalable ICT foundation for developing their businesses in the UAE and across the MENA region. du’s Data Centre and Managed Hosting Services combine highly secure data centre facilities with network and interconnection services to give customers a comprehensive solution for driving digital transformation and rolling out next-generation services. Du's world-class data centre infrastructure will support customer growth by reducing downtime and increasing user satisfaction. It supports organisations in delivering next-generation Cloud, Content and Communications services from reliable and highly connected datacentres in both Dubai and Abu Dhabi. du operates networked data centres facilities across the UAE for all of its corporate customers, including government entities, large businesses, and small and medium enterprises. Du’s Data Centre and Managed Hosting Services support Infrastructure as a Service (IaaS), Software as a Service (SaaS), Platform as a Service (PaaS), and other next-gen services with up to 99.999% datacentre uptime, increasing reliability and helping customers to roll out new services with confidence.
12 | January 2017
Infoblox unveils Technology Alliance Partner (TAP) program Infoblox, the network control company that provides Actionable Network Intelligence, has announced the Infoblox Technology Alliance Partner (TAP) Program, which creates an ecosystem of technology partnerships to optimize network automation and better defend against cyber threats. The ecosystem approach helps enable integration with other cloud, network, and security solution partners for frictionless interoperability with Infoblox software to provide actionable insights that mutually benefit partners and customers. The TAP program participants tie together disparate systems, increasing the value their respective customers get from their investments in network infrastructure and security. The out-of-the-box integration with a series of network, cloud, and security partners through Infoblox’s TAP program can help Infoblox customers with: security and compliance, incident response, cloud management and automation for next generation data centers, and asset management. “Today’s networks are becoming increasingly complex and use diverse deployment architectures including physical, virtual, and cloud,” said Kanaiya Vasani, vice president of Corporate and Business Development, Infoblox. “At the same time, cybercriminals exploit network infrastructure, especially DNS, to spread malware and exfiltrate data. With the TAP Program, we’re building an ecosystem to provide the insight, control, and security that customers need to optimize and protect their networks.” More than 30 technology partners have already signed up for the program and are participating in joint efforts with Infoblox. Technology partners capitalize on Infobloxprovided APIs to seamlessly integrate their networks and security solutions with Infoblox’s Actionable Network Intelligence.
Ingram signs on as FireEye distributor Ingram Micro has signed distribution agreement with FireEye, the global leader in Cyber Security and Malware protection. With this agreement, Ingram Micro is authorized to distribute all FireEye products and solutions in Gulf countries, Egypt, Libya, Lebanon, Jordan, in North Africa French speaking countries Morocco, Tunisia, and Algeria, as well as South Africa. FireEye is the leader in intelligence-led security-as-a-service. Working as a seamless, scalable extension of customer security operations, FireEye offers a single platform that blends innovative security technologies, nation-state grade threat intelligence, and world-renowned Mandiant consulting. With this approach, FireEye eliminates the complexity and burden of cyber security for organizations struggling to prepare for, prevent, and respond to cyber attacks. FireEye provides solutions for datacenter security, industrial systems and critical infrastructure security, enterprise network security and endpoint security, as well as solutions for small and midsize businesses. “Partnering with FireEye, one of the market leaders in the threat protection, is for us a major step in building our cyber security capabilities,” said Ali Baghdadi, senior vice president and chief executive of Ingram Micro’s META region. “Our target is to enhance the value proposition to our business partners with a dedicated range of services and more relevant blue chip vendors. With FireEye, we are reaching the front runner position as a value added distributor of cyber security solutions,” added Marc Kassis, Cyber Security Director, Ingram Micro META region.
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Point2Point | AgilityGrid
Excelling at core competence AgilityGrid has been providing security solutions, specifically CCTV security and network monitoring solutions, for some of the best public and government brands in the UAE with a reach in the GCC and Australia. It has overseen some very high profile installations including Dubai Opera House, Design District, The Louvre Museum and several others. Costa Boukouvalas, CEO discusses the focus of the distributor
Discuss the value proposition you offer to partners as distributor? We deliver a lot more than the average distributor and we are therefore a true value add distributor. We help the reseller with the design and professional services if they need. We represent our vendors to the last mile extent; it doesn’t matter if they have an office here or not. We make sure all our people have the right certifications and can take care of the solutions from start to finish. We are focused on a niche, dealing in physical security, mainly CCTV and don’t have IP intrusion, secure access solutions.We have partnerships with camera manufacturers, VMS vendors and a server, storage and workstation vendor. We have analytics software built around and give our partners one unified platform to work with. That has worked out quite well for our partners who are happy that the solution works seamlessly. It is a ready to go solution that we offer so they don’t have to worry about one part not working and
14 | January 2017
also dont have to go back to a vendor to help fix the flaw. Elaborate on your engagement with different partner types? We engage with our integration partners in different ways. We work with global partners that have office in the US, Europe and here as well with ready to go to market teams- we train these partners at our entre for excellence and they are then ready to go and do installations on their own. Then there are smaller partners, who may not have the certified engineers at a point of time whom we train and also make sure we are onsite with them, making sure they are able to do the installations correctly. Sometimes, if they have lost a certified resource engineer and need assistance, then we could step in with our resource from the professional services team to do the installation. How many reseller partners do you work with in the region? We have been here over six
Costa Boukouvalas CEO AgilityGrid
years. We have at least 50 resellers who we are working very actively with. There are a lot more who we engage from time to time. They know what we stand for and that is why they like to work with us. Have you expanded your operations outside the UAE? We started out of the UAE but now have country managers across GCC and also in Africa as well. We have South Africa covered and also cover Morocco and Algeria in North Africa and Nigeria in West Africa. We are looking to expand, to covering India, Pakistan, Europe etc. We are planning to go global soon. Are you considering expanding into other related domains including retail analytics? We are able to focus in a domain that is relatively small and able to sustain with the expertise that we have for which we are known and appreciated. We would like to address a larger space but then you run the risk of spreading
too thin and competing with everyone else. We are sticking to video surveillance at the moment; access control has still not moved into IP enabled solutions which may happen in the next couple of years and that is when we could probably look at getting into it. Video analytics is now increasingly used for marketing purposes. Face recognition, for instance, is primarily used for recognizing and putting people on a white list or a black list, for allowing or denying permission of entry into premises etc. Now, we see it being used in retail for instance in profiling customers such as on gender basis of their shopper and using targeted promotion based on profiling. We are staying away from this at the moment and focusing on the security part for now and looking to provide security tools with a certain level of performance guarantee for the next few following years and with monitoring tools . That is the difference we bring to market as apart from the other distributors.
© 2017 Genetec Inc. Genetec, the Genetec logo and the Mobius strip logo are trademarks of Genetec Inc., and may be registered or pending registration in several jurisdictions.
genetec.com
Pixels need perspective
The details definitely matter, but security shouldn’t be short sighted. At Genetec we realize that systems that work are systems that work together. Our software is the only one to bring together video surveillance, access control, license-plate recognition and enterprise security applications via a unified, cloud-enabled platform. Whether you’re a security specialist, a police chief or a CEO, successful solutions see the whole picture, today and tomorrow.
Visit us at Intersec in Dubai, Hall S1 – Stand J38, to find out why Genetec fits
Point2Point | Business Connection
Digital Factors (Part of Al Fardan and Zahra group) with its subsidy Business connection LLC is a leading system integrator and distributor in the space of Identity and access Management in MEA and India. Mohammed Zaheer, General Manager at Business Connection LLC
Mohammed Zaheer General Manager Business Connection
discusses the key focus at Intersec and the company’s growth focus for 2017
Taking success further Discuss your plans for Intersec this year in terms of new launches/ product showcases/solutions highlighted? This year’s Intersec is very important event for us in terms of showcasing our expanded security solutions portfolio to address the business potential and readiness for Expo 2020. We are launching the IRIZID security software application suite for secure card issuance,Access control, time and attendance under single window manageability. We are exhibiting the Zebra ZXP9 fastest High secure and High quality Card issuance system. We will also showcase the STORM Integrated contactless readers meant for continues outdoor use in exposed and unsupervised locations with secured, sealed and toughened devices.
16 | January 2017
How was the year 2016 for the segments you focus on? 2016 has been a great year for us in with more than 50% growth in security segment with our physical access solutions and a double digit growth in our overall business. We would like to take this success story further in year 2017 by focusing and expanding more in security solution segments for SME/ Enterprise segment. We are optimistic to grow our business double with the launch of IRIZ ID security software suite, ZXP9 and Storm devices. Elaborate on the demand for the smart card issuance products/consumables you distribute from different manufacturers? The industry is now mature and the market is showing an increased demand for
smart cards. More and more countries are issuing or are in the process of acquiring electronic passports, Driving License and chip ID cards, this is also reflected in commercial industry as well and thus pushing industry to develop new products, methods for issuing high secure and high quality smart card products. This is also driving the industry into new smart card related applications to be used with smart ID cards. We distribute world’s three best smart card issuance products in ME&A region namely HID, Zebra and IDP. HID is our Flagship products for Card Issuance, Physical Access and Logical access value added by our IRIZID suites of software application followed by Zebra and IDP. Discuss demand for solutions
such as the smartphone enabling solutions from Grabba you offer? Grabba provides a wide range of technologies designed to extend the capabilities of your Smartphone, Tablets or PDA. They specialize on solutions for mobile data capture/ verification using a smartphone such as the Blackberry, iPhone or Samsung Galaxy. Grabba Solutions been widely used with Aviation sector, Homeland security, Border protection, Ports and customs etc. with these solutions, we focus on any environment that is mobile based or where secure identification or identity processing would be required . Discuss the demand for your parking management solutions? Parking management solution is an integrated component with our Secure framework of Enterprise secure solutions which covers enterprise access management, Time and attendance, integration of video surveillance, guard tour, mustering, Visitor management, Mobile access solutions etc. The customer benefits from the core integration of all modules and managed centrally if required. With the support of ultrahigh-frequency readers and Antennas, parking access is simplified, monitored and effectively controlled. These solutions are widely used in commercial/residential communities, parking malls, free zones, ports and customs etc, to name a few. These solutions been integrated with variety of Turnstiles and parking control HW’s.
Cover Feature | Surveillance Industry
Vibrant outlook drives surveillance industry Solutions offering enhanced functionalities including analytics are driving higher adoption rates
P
hysical security has continued to be a vibrant segment in the region and the growth in demand is expected to come from need for solutions offering enhanced functionalities in surveillance to analytics. With better capabilities built in, these are now helping able to expand the scope of their utility in dealing with most use case scenarios from perimeter security to traffic management, retail analytics, edge analytics, city surveillance etc. Marwan Khoury, Regional Marketing Manager, Axis Communications says, “Axis expects 2017 to be the year when new camera capabilities are combined with real-time analytics to address
18 | January 2017
several security challenges, including facial recognition, forensic analysis and perimeter protection. This is critical as according to IHS, by 2020, network camera sales are forecast to account for approximately 95% of total worldwide security camera sales, compared to approx. 80% in 2015.” A recent report from leading global analysts Frost & Sullivan has shown that spending in the physical security market of the Middle East region has increased and is expected to reach USD 10.2 billion in the next four years—making up at least 10 per cent of the global market. Firas Jadalla, Regional Director -
Middle East and Africa, Genetec says, “Genetec performed excellently in 2016, which is evident in its continued growth. Last year’s positive performance has given us the confidence to look towards further expanding our market presence in the Middle East and living up to our commitment to offer world-class unified IP security solutions across this diverse region. In line with this, we are currently expanding in Turkey by hiring additional resources.” He adds, “The positive growth that we are experiencing has prompted us to venture into expanding our presence across the region. The move demonstrates
our aim to move from being a 'video security' company to a company that provides its customers with intelligent insight that can be used across cities, airports, retail and business environments, schools and government offices.” The region continues to be one of the most vibrant when it comes to growth in demand for surveillance solutions. Therefore, the region continues to attract the attention of many vendors who have set up and consolidated their local operations. Ashwin Amarapur,Director & CEO of AllGoVision Technologies Pvt Ltd says, “AllGoVision has been able to establish a very emphatic presence in Middle East and thus Middle East has become one of our major markets. The business has grown 200% in the past one year and we have a dedicated Sales and Support Team based at Dubai specifically for the MENA region. We have been able to add many SIs and Channel Partners and are focusing on further expansion through more SIs/ Partners. Our Support team provides frequent demos and training along with Installations. We can provide remote Support from India as well as On-site support anywhere in the region.” He says that AllGoVision has had significant success with perimeter protection and Face Recognition deployments in the region. Khazzan Oil Field in Oman is one of the highly successful projects for the company. Milind Borkar- Vice President of SalesInfinova, March Networks and SwannMiddle East, Africa and SAARC stikes a more cautious note as he observes that some projects in the region were stalled but expects stronger recovery in 2017. However his company had some major wins in smart city projects in India. He says, “We did have some successful projects in Middle East, but overall some projects have stalled and this has impacted our revenues in 2016.We see that things are gradually coming back to normal. We hope 2017 is a better year for us and bring more positive momentum in closing of our orders and resumption of stalled project works.” Some of the company’s Middle east projects have included deployment for large clients including Kuwait Airport, Kuwait Airways, Kuwait Customs, Bahrain
City Surveillance etc. Some of the other project successes in the region for the company have been with Tawar mall in Doha, King Abdullah University in Saudi, Yass Mall in Abu Dhabi, Amiri Diwan Wedding hall in Qatar as well as Capital Plaza in Abu Dhabi.
Focus on smart features Smart city and traffic management are among critical projects that are sustaining the momentum in the surveillance industry. Ashwin elaborates, “With the focus on Smart Cities and Smart Buildings, the Traffic Management Features like Illegal Parking Detection and LPR are also getting increased attention and enquiries. Crowd Management and newly introduced feature, Red Light Violation Detection, is very effective for traffic junctions in a Smart City. AllGoVision’s
Marwan Khoury Regional Marketing Manager Axis Communications
Axis expects 2017 to be the year when new camera capabilities are combined with real-time analytics to address several security challenges, including facial recognition, forensic analysis and perimeter protection.
basic and advanced features of Intrusion Detection which utilize regular and also PTZ Cameras have proved to be a very useful method of ensuring safety in the Smart Buildings of the region. The Traffic Management features of AllGoVision help in revenue generation for the police forces as they assist in the detection of a high number of incidences which remain undetected.” The technology showcases of exhibitors at Intersec will reveal how the next level of evolution in the functionalities of these solutions including
the management interfaces. One of Genetec’s core showcase at Intersec for instance would be its decision support system, Mission Control, which provides organizations with new levels of situational intelligence, visualization and complete incident management capabilities. It allows security personnel to make the right decision when faced with routine tasks or unanticipated situations by ensuring a timely flow of information. Genetec will highlight its ‘Genetec Security Center 5.5’ and ‘Security Center Federation.’ The latest version January 2017 | 19
Cover Feature | Surveillance Industry
Ashwin Amarapur Director & CEO AllGoVision Technologies
of Security Center 5.5 adds disaster recovery features, greater security with enhanced authentication and encryption, new hardware integrations, enhanced scalability and much more. Firas adds, “As today’s environment brings new security challenges, Security Center 5.5 adds innovative capabilities to better help organizations monitor their sites, while offering administrators greater control and visibility of their security infrastructure. ‘Security Center Federation facilitates centralized monitoring, reporting, and alarm management across multiple sites or organizations, while streamlining operations during off-peak hours--powered by a highly scalable architecture that synchronizes cameras, doors, automatic license plate recognition (ALPR) units, intrusion panels, and all related events, alarms and ALPR hits between sites.”
Rise of Analytics in surveillance There is a growing momentum around
20 | January 2017
Firas Jadalla Regional Director, MEA Genetec
Surveillance analytics, from security perspective as well as from management and Business intelligence perspectives. These are favorable winds driving the growth in demand for analytics in physical security deployments. Axis Communications for instance bolstered its portfolio with last year’s acquisition ofCognimatics, a leading company of store optimization solutions targeting the retail sector. Marwan says, “The addition of Cognimatics’ knowledge and technology strengthens Axis’ solution offering in the fast-growing retail market segment. Cognimatics’ technology is used for people counting, queue measurement and occupancy estimation. The Proven analytics technology to optimize real-time customer behaviour strengthens Axis’ offering within store optimization on a fast-growing market.” In addition, the manufacturer’s perimeter protection solutions are based on thermal cameras with built-in video analytics software. They can “see” in
complete darkness and provide automatic alerts when a person enters a pre-defined area within the camera’s field-of-view. Marwan adds, “This makes it possible to acknowledge suspect activity already before intrusion, and to visually verify what’s going on before taking relevant action.The solution can easily be integrated with other IP cameras, flood lights, loudspeakers and existing security systems for optimal performance.We are working towards developing additional analytics that will be launched in the year ahead.” With growing user expectations from surveillance deployments and the expected ease of accessing these solutions from mobile interfaces, trends are in favour of solution that can offer more insightful details in terms of visuals and data. Milind says, “Surveillance solutions have evolved over the years and there is constant endeavor by all solution providers to come up with solutions which deliver better value and customized
"Surveillance solutions have evolved over the years and there is constant endeavor by all solution providers to come up with solutions which deliver better value and customized information as per their client needs."
information as per their client needs. IoT is the best example of this evolution where companies deliver their solution right at the fingertips of the user. The user may wish to receive notifications, alarms, emails, reminders, etc, right on their hand held devices and probably make life much easier for them. The big question though, do we have the necessary infrastructure so as to host such complex structure to make life easier for you? Most of the segments have already started planning and are gradually moving into that direction. Surveillance technologies has a lot to offer on the table such as 4K, Intelligent Thermal Solutions, ANPR, Face Recognition, etc. Infinova is glad that it is a part of this Technology evolution and our solutions are being deployed in several smart cities and projects across the world. Gandhinagar Smart City is India’s first smart city project and is secured using Infinova cameras.” AllGoVision Technologies is launching Video Analytics 2.0 (VA 2.0) at Intersec 2017, which will give a glimpse of its Next Genegration Video Analytics to visitors. Ashwin says, “With the advent of advanced surveillance technologies, Video Analytics has become a must have technology for all security systems. Earlier, Video Analytics was considered to be an optional feature but the scenario has changed gradually now and Video Analytics is a necessary integration with surveillance systems now in the MENA region. AllGoVision provides feature-rich, comprehensive and focused solutions of Video Analytics which once integrated with a surveillance system, not only just enhance the effectiveness
a project for the Mall of Qatar and claims to have more projects in the pipeline. Ashwin adds, “Our Face Recognition and People but also save cost and provide returns.” Counting Solutions are highly accurate This is the third instance the company is participating in Intersec, Dubai and each and have varied applications in the Retail scenario. Generation of Maps and Reports year, it has focused on showcasing what’s also gives us a lot of scope to emerge as new in Video Analytics. an advanced retail analytics solution in He adds, “We shall be showcasing the region. AllGoVisionutilises the most all our advanced features like Face advanced algorithms.” Recognition, Intrusion Detection & One of the significant trends could Perimeter Protection, Crowd Management, also be a continued rise in the importance Traffic Management, Multi Camera of subscription and managed servicesTracking, etc. and would help the people -with end-users in security placing know how effective can Video Analytics strong focus on term or outcome-based be in obtaining a high ROI and reduction ownership versus perpetual licenses. of Manpower Cost. With the help of in Firas says, “In addition to the house R&D, we have developed advanced significant cost savings and flexibility algorithms which make our Video associated with this type of ownership, Analytics highly accurate.” moving more data and computing to Retail Analytics is a major market for the cloud will give organizations the the company and it has already executed ability to transfer a big piece of their cyber security risk to companies who have global teams dedicated to maintaining data security. Also, with the rise of cyber security risks affecting the physical security market, organizations will put more focus on establishing rigorous risk assessment and product lifecycle programs in order to benefit of the latest technology available to counter those risks. Organizations will then be much more demanding on manufacturers and system integrators regarding the solutions they are installing on their network. In sum, the surveillance industry is poised to offset slowdown impacts as Milind Borkar investment in such solutions, Vice President - Sales especially in critical sectors Infinova continues to be a priority. January 2017 | 21
Point2Point | Epicor Software
Epicor recently launched a new partner program that aims to put the “value” back in value-add. Hesham El Komy, senior director, international channels at Epicor Software discusses key details of the program and how this new program will help Epicor, their partner community and
Hesham El Komy Senior Director Epicor Software
most importantly, their customers grow their business.
On the partner track Why have you decided to revamp the partner program? When I joined Epicor in February 2016 as senior director, responsible for growing our international channel, my number one priority was to review the entire partner landscape, everything from our partner program to the geographical and vertical partner mix to the partners themselves. The goal was to widen our geographical reach and vertical expertise, deliver best-in-class customer service, and ensure the highest levels of customer satisfaction by establishing a strong channel. In March 2016, we surveyed our entire international channel network and the results were eye-
22 | January 2017
opening. It was clear that there was a gap in the relationship we shared with our partners and how we did business with them. One finding in particular stood out for me.The old program with its reward structure tied solely to revenue meant that a partner could achieve the highest status level by virtue of a single multi-million-dollar deal. This favoured larger partners over some of the smaller partners, that often times had specialisations like specific vertical experiences, technical capabilities or professional services that could benefit the customer but didn’t have the ability to achieve a higher status leveljust because of their size. As a result, many of these smaller partners with excellent
capabilities and specialisations felt side lined by both us and the customers. That was the ‘Eureka’moment for us. These smaller partners brought significant value to the table by allowing us to capitalise on their specialisations but were not getting rewarded for this, which led to the decision to revamp the program. Our goal was to craft a partner program that reward and incentivise partners for the “value” they bring to the relationship, irrespective of their size and brand. How will this program help partners grow their business and margins? When we set about the task of drawing up the new program, we looked at all major
vendors’ partner programs and barring a few minor variances, theprograms were essentially the same—they had three partner tiers with tier status tied solely to license/ subscription revenue. As such there was no incentive for partners to grow their business in other ways, for example, by adding certified technical salespeople or marketing resources. Our program is very exciting and innovative. The core purpose of our program is to challenge our partners to build better businesses. All partners know how to sell but this is just one aspect of running a robust and profitable business. We want our partners to build out their business to include marketing, technical resources, sales support
network, technical support and even product and module development. We essentially want our partners to be an extension of Epicor and mirror what we do. Under the new program, we reward our partners based on the “value” they add to our ecosystem. They arerewarded for doing what they do well but just as importantly, they‘reincentivised for making improvements in areas of their business where they may be less proficient. Can you elaborate on the new structure and what are the benefits and requirements of each category? To keep things simple, the Epicor Business Partner Program does not have a lot of complicated tiers or processes based on the type of business the partner is in. It doesn’t matter how the partner defines their business, they can be resellers, system integrators, cloud aggregators, cloud resellers, hosting partners or certified application vendors, thereis only one path of engagement, one reward structure based on the partners’ commitment to the Epicor business, and one final margin amount reachable by all. The path begins at referrer/ influencer and progresses to authorised partner and certified partner. Can you briefly explain how Epicor will calculate margins in this new “value” system? Partner margins are dictated by the value the partner
"We want our partners to build out their business to include marketing, technical resources, sales support network, technical support and even product and module development."
brings to Epicor. The values have been grouped in to three key pillars: financial, functional and technical. Each pillar is designed to improve business process and general cadence with Epicor. At the same time, they bring a level of consistency in expectation which all leads to one thing, helping the partners grow their business. As an example, if each partner starts out with a discount rate of, say, 15% there will be an additional 15% set aside for mutually agreed on yearly sales targets (The key here is mutually agreed, we want the partner to own the number because that fosters buy in). There is also 15% set aside for KPIs. For this, we work closelywith eachpartner to draft a joint business plan that identifies strengths and weaknesses based on values in the three pillars. Each KPI is then assigned KPI’s corresponding to a target discount percentage and measured at the end of every quarter. For example, we might agree with a partner that they get 1% for a number ofleads they add in a quarter (functional KPI), or that they get 5% if they maintain a number of certified Epicor consultants (technical KPI). The goal is to reward the partner for executing well in areas that they have shown strength in,and, toincentivise them for improving in areas where they may not be so proficient.
Since you have rolled out this program to partners across EMEA and APAC, how has it been received? When we started rolling out this program to our partner network across EMEA and APAC in September 2016, not surprisingly, the first reaction was one of concern. Some partners have been with us for over 20 years and were used to the old way of interacting and doing business with Epicor. So this new program was a change to the status quo for them. However, once we sat down with them and had a chance to explain the value in the program and how being part of the program will challenge them and allow them to build more robust and profitable businesses, become an integral part of the Epicor ecosystem and most importantly, deliver best-in-class customer service, the partners were eager to participate. Partners that have joined us more recently have been very excited about the program because they see it as a differentiator from the other vendors, giving them the chance to excel and do what they do best. When will this program be effective and what does this mean for existing partners? The program was effective October 01, 2016 at the start of our 2017 financial year. All partners that intend to be part of the Epicor ecosystem going
forward have had to sign up for the new program. For existing partners there is no doubt that there is going to be a dramatic change in the way we do business and I fully expect that there will be a learning curve for both our partners and us. That being said, for those that have opted to be part of the new program, we are committed to helping them capitalise on this program and deriving the most value for their business, for Epicor, and ultimately for our end customers. Discuss your outlook and expectations regarding your partners in 2017 We are trying to grow a more sophisticated and powerful partner ecosystem in whichwe focus on quality overquantity. The expectation is to have our partners offer a whole suite of services. They shouldin effect be able to run an Epicor business by themselves with minimal touch. And what’s in it for them? Well, the more they can do, the more they make! Elaborate how your partners help their customers grow their businesses? Customer satisfaction is the key. Our partners, many of which are highly specialised either by service or by sector in which they operate, understand the customers’ business challenges and opportunities. Working with us and our technology partners, they are able to offer a solution that ensures the customer has the right IT infrastructure to support and grow their business. January 2017 | 23
TechKnow | Infosec UPS System
Discuss your focus at Intersec? What are the solutions being showcased? All of the best security systems on the market today have one thing in common - they all need an uninterrupted power source to function. Whether you require cover for a simple, single-camera analogue recording system, an IP system which requires multiple points of power to be protected, or one of the largest of monitoring systems using multiple servers and POE, a reliable backup power supply solution is a must. In the same way, increasing developments in both access control, CCTV and security system integration often result in multiple points of power requiring protection. INFOSEC UPS SYSTEM protects critical points of failure within systems and provide either stand-alone or IT-integrated solutions to our customers’ power insurance needs. At INTERSEC 2017, we will showcase solutions from INFOSEC’s recent releases which offer opportunities to reduce both cost and complexity by securing mission-critical applications. GCC’s security players usually show great interest in rack-mountable solutions up to 20kW supplied with flexible battery pack options. Our monitoring, tracking and alarm tools have received wide acclaim in the regional engineering community – also receiving very positive feedback for addressing the market’s increasing expectations for ‘smart solutions’. Our E3 Pro and E6 Evolution series are the ideal approach
24 | January 2017
to custom-built power safety solutions. The growing demand for Modular architecture in data protection solutions has been a key focus since our release of the new Mod5T series last year. Discuss your growth outlook for the region? How was the year 2016 for the company in the region from growth perspective? INFOSEC UPS SYSTEM is today positioned as a high-end UPS vendor that provides solutions to major accounts clients in the global corporate marketplace. Over the last 25 years, our teams of engineers in France have designed and produced complete turn-key protection systems with software
Infosec UPS System is a leading French power safety solutions manufacturer and is showing this year again its recent product releases at INTERSEC 2017. Tristan de Kerros – Regional Director Asia & Eastern Africa discusses the focus of the company on securing critical infrastructure and trends in the region
Tristan de Kerros Regional Director Asia & Eastern Africa Infosec UPS System
A Power specialist to the fore applications. This expertise has allowed INFOSEC solutions to gain the confidence of the market across more than 100 countries. We first opened our regional office here in the GCC region back in 2002. Even with the difficult market challenges of 2016, we still experienced significant growth and won key projects in countries like Qatar, Jordan, UAE, Iraq and KSA. Due to constant investments in security infrastructure, highend data protection solutions, and recent local legislation on power protection, we expect this trend to continue in 2017. Elaborate on your distribution strategy and
partner strategy? Our market channels play a central role in educating and informing SI and endusers. In the security industry, SI’s play a major role in providing fully integrated solutions that involve multiple vendor offerings. Every day, numerous estimation engineers refer back to us seeking effective support to qualify, design and optimize power systems that cover these complex architectures. One of INFOSEC’s key roles is as an active presence in Technical and Sales support training for partners. Being close to our channels has always been priority. This
success has also been fueled by key investments we made in local service centers, as well as a significant local availability of physical stock of INFOSEC UPS products (in our Jebel Ali operation). Which are the key customer segments for you in the region? Is the SMB/ enterprise datacenter a significant focus? Our client list includes a “Who’s Who” of anything from some of the top retail banks in KSA to major GCC airports. In short, our customers are everywhere. Oil industry, hospitality, healthcare, they are all covered! We’ve even
provided solutions to make sure race camels’ treadmills in the UAE are covered! (I leave it to your imagination to figure out why these athletes need power protection for their training equipment!) Servers, IP and network protection remains a key market for small capacity systems when larger capacities (up to 300kVA) are increasingly switching to modular architecture (mainly for Data Centers). Are power protection solutions including UPS required for all customers using computers – individuals and Businesses- irrespective of the fact that they maybe residents of or located in countries where power outages are a rare
exception? Keep in mind that a UPS has two main roles - First is to provide a backup in case of power failures. The second one (sometimes less obvious) is to protect against power fluctuations. These fluctuations can have huge impact on the lifespan of a connected device. This can also affect the function of the device. A great example is in the healthcare field: medical equipment can provide distorted results if they don’t have a stable power source. Generally speaking, the stability and continuity of any given country’s power supply is a deciding factor in the range of UPS solutions needed. Many applications cannot afford failure. In some fields these standards are set by the local legislator. In some remote locations
continuing pressure on the local main power system means that power failures are becoming more common as are fluctuations in power quality such as surges, spikes, harmonics and brown-outs. You offer line-interactive as well as online network UPS systems- how do you and partners help customers choose the right solutions from your extensive range? Making sure our channel plays a pivotal role in guiding and explaining is a key point of emphasis for us. The type of application connected, the environment and autonomy expectation (back-up time) are just examples of criteria to qualify carefully to get the most optimized solution and the best ROI.
Do you also target remote worksites as major targets for your power protection range of solutions? Remote worksites give specific challenges to engineers. Long electric power shortages, mix of electrical sources (utility, generators or solar panels) as well as loads and sometimes high temperature risks, are just some of the challenges. Many of them have found answers with our range of inverter/chargers C series. These devices combine AC (utility and genset) and DC (solar) inputs, they are flexible and can be monitored. In the same way, our engineers are developing a range of outdoor small capacity UPS. Video surveillance of remote industrial sites remains a priority for us.
300+ Professional Team | 175+ Enterprise Clients | 20+ Nationalities | 20+ International Awards | 10+ Global Locations
January 2017 | 25
Point2Point | Smart World Group
accessible to organizations at desktop level which helps them to retain data internally and issue a secure card. SmartWorld believes in offering secure card printers not only helping customers get a “high quality card” but ensures every card that is personalized is secure at the same time. We help customers build card based security features to security at personalization level using MAGICARD’s patented Holokote security feature. Today’s card printers available in the market are fighting to find space at customer space without offering any differentiation. MAGICARD’s Holokote security feature enhances security with the industry’s highly cost effective
Sunil Abdul Gafoor Managing Director Smart World Group
Fortifying access SmartWorld is strategic card solutions provider in the region focused on offering secured personalization methodologies to combat different security threats that exists in today’s world. Sunil Abdul Gafoor, Managing Director at SmartWorld Group explains how SmartWorld helps businesses across UAE, ME & African regions in combating today’s security challenges.
Discuss your focus on secure access solutions, card printers etc SmartWorld has a wide market share in secured personalization solutions, card management applications with cryptographic methodologies, secure mobile payment devices, Payment Terminals and ATM interface readers, Access control readers and door locking systems, EMV testing tools for Credit/ Debit personalization validation etc. SmartWorld are strategic partners and distributors for world renowned brands such
26 | January 2017
as Allegion, MAGICARD, IDTECH, CARD EXCHANGE and “SWC”, SmartWorld’s own flagship brand. Identity and access management solutions is not a choice but a necessity in today’s dynamic business world. At SmartWorld Computer, we see identity solutions a major factor to counter act to such threats. We blend diversified products and solutions we hold to cater to a right solution to customers. In today’s world Identity card printers have become
solution implementing Holokote security. Which are the major customer segments for smart card printers and supplies? The spectrum of customers using card technologies have enhanced compared to traditional times. Today’s universities and schools needs to know who is in their campus and identity cards with necessary security is vital. Government identification cards such as driver license, voter identification cards,
national id requires the right security issuance systems. Membership/Loyalty cards are giving retailers edge to keep their customers intact. Library membership cards, employee ids, access control cards, gift cards, airline cards, hotel cards, invitation cards, to name a few, are the various use case needs across verticals. What are the solutions you offer for securing ID cards? SmartWorld has designed unique solutions in terms of security; one of them is card level security feature which is called a 4L(four layer) security which is incorporated at card production and chip implanting phase. This is supported well with MAGICARD’s patented HOLOKOTE security feature which is applied at the time of card personalization. Do you offer contactless solutions? SmartWorld has partnered with IDTECH, a world leader in contactless interface readers and payment devices for contactless payment world. We supply diversified readers supporting newer contactless payment schemes such as Apple pay, Samsung pay etc. With IDTECH’s mobile payment readers such as Unipay3 with its SDK support we have seen a lot of mobile POS projects on the rise. At the card level, SmartWorld has all expertise on contact/contactless card issuance. We start from consulting to after sale warranty support. With consulting we help our customers choose the right contactless platform for their business needs.
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Insight | Global Network Services
grow, this critical connectivity is growing in complexity. The Internet is run over different autonomous networks from different providers, so it is not possible to guarantee enterprise grade performance. That is why many enterprises subscribe to private wide area networks (WAN), linking together the various global strands of the business across different countries and continents to allow rapid and reliable engagement between data centres and branch offices.
The problem with a traditional WAN Having to rely on WAN connectivity can hold back an enterprise with international growth ambitions, as these
Genius Wong President Global Network Services
Is your network ready for digital transformation? Genius Wong, President, Global Network Services, Cloud and Data Centre Services at Tata Communications provides an insightful look into SD-WAN - one of the most promising technologies in global networking
W
hen your personal pocket supercomputer gives you the ability to access (almost) anyone else in the world with a tap of a screen, it’s easy to forget how it reaches the other end over the Internet. This practically ubiquitous connectivity granted by the Internet has unlocked new markets for enterprises and lowered the barriers for international expansion. It has
28 | January 2017
paved the way for a whole new platform economy where new business models emerge and transform entire industries. Crucial for the growth of the platform economy is the data that fuels it, the applications that power it, the clouds that underpin it, and the connectivity that brings organisations and consumers together to create value from it. But as the platform economy continues to
private connections can’t simply be switched on in an instant. So, by the time a new WAN is in place, you will have to play catch-up with more agile competitors already present in that market. As enterprises have become more and more reliant on cloud applications, maintaining a WAN has turned into an expensive and complex operation, exposing the
limitations of traditional private network design. Delivering a seamless user experience for employees and customers globally across a diverse infrastructure, spanning legacy systems, private and public clouds of Amazon Web Services, Microsoft and Google platform, can be a huge challenge. Traditional WAN architectures are simply not fit for the cloud. They are too slow, inflexible and expensive. And, as the public Internet can’t meet enterprises’ needs for secure, reliable and predictable performance, this has resulted in the need to have a network platform with predictability and end-to-end performance guarantees for access to business-critical cloud applications.
Reinventing networking with a software defined WAN As the world moves towards the platform economy – fuelled by petabytes of data, powered by millions of applications, and underpinned by the cloud – ubiquitous, reliable, superfast connectivity that brings enterprises, their employees and customers together on a global scale becomes paramount. That is why we need to reinvent the network. Only then will enterprises be able to grab their share of the growth opportunities that this new digitally driven, borderless, collaboration-focused economy brings. One of the technologies that many enterprises are looking at today for succeeding in meeting their global network challenges is aSoftware-Defined Wide Area Network (SD-WAN). While a
Insight | Global Network Services
nascent technology at present, SD-WAN is set for huge growth: Gartner predictsthat by 2018 more than 40% of WAN edge infrastructure refresh initiatives will be SD-WAN-based, up from less than 2% today.
The benefits that SD-WAN brings to enterprises An SD-WAN enables enterprises to deploy a new kind of hybrid network infrastructure that combines the scalability and cost-effectiveness of the Internet with security and reliability of a private MPLS WAN. This gives the CIO unprecedented control over the entire network infrastructure across all branch offices,and lowers the barriers for enterprises to expand into new geographies In practice, an SD-WAN enhances the performance of both on-premise and cloud applications. The CIO could change routing policies in real-time, and assign different policies for different offices depending on demand,
for example. The ability to dynamically route traffic between the Internet and the private network, and use the public Internet for less businesscritical applications, makes the enterprise network a lot more cost-effective. With our IZO SDWAN offering, for example, enterprises can save around 30% on their network operating costs. An SD-WAN also improves the end user experience, as congestion is minimised and application responsiveness is maximised. This helps ensure that employees are able to enjoy faultless, secure access to applications and data to empower them to collaborate securely and seamlessly, wherever in the world they are. The benefits are clear: a boost in productivity and an improved bottom line.
Getting started The level of agility and flexibility that an SD-WAN brings to an enterprise is simply not achievable with a traditional WAN. Still, for
any global enterprise with dozens of sites spread across five continents, upgrading the whole network infrastructure and managing it effectively day-to-day might seem like an insurmountable task. In the age of cloud and hybrid IT, you need the right hybrid IT skills. For example, anyone involved in the definition of routingpolicies needs to have a solid understanding of not just network topology, but also the security and application layers. They also need to have the expertise to manage both public and private clouds and the associated virtual machine operating systems. It’s also important that the SD-WAN can be deployed globally across the entire network. This enables organisations to connect even the smallest branch offices to the cloud and enterprise WAN easily, securely and cost-effectively, supporting the enterprise’s growth ambitions. To maximise the reach and manageability of
the network and simplify the roll-out of the SD-WAN, it is often easier and less risky to choose an overlay SD-WAN that is tightly integrated with the underlay IP infrastructure. Given the many factors involved,more and more global enterprises are choosing to go with a fully managed SD-WAN. It reduces the heavy lifting needed by the CIO and the IT department, while ensuring that they are still in full control of the global network infrastructure. As enterprises look to deliver cutting-edge services to their tech-savvy customers, move into new markets, rethink their business models, and disrupt entire industries, the CIO needs to enable digital transformation across the IT estate. With the pace of technology innovation and the data explosion showing no signs of slowing down, it’s time to ask: is your network propelling your growth in the platform economy, or holding it back?
Tata Communications launches IZOSDWAN
T
ata Communications recently unveiled the latest addition to its IZO cloud enablement platform – IZO SDWAN. As the myriad of different applications, clouds, data sources and connections create complexity for organisations, IZO SDWAN helps them detangle this complexity and propel their growth through seamless, secure and easy-to-manage connectivity across 130 countries spanning both developed and emerging markets. Underpinned by Tata Communications’ global network, IZO ecosystem, and partnerships with the
30 | January 2017
world’s biggest cloud companies, IZO SDWAN boosts agility and flexibility for organisations. By enabling the instant deployment of branch office networks anywhere in the world, the new service helps organisations to expand and introduce new products and services faster, and adapt to rapidly changing market conditions. IZO SDWAN is a fully managed and modular overlay service that is tightly integrated with the underlay – the world’s largest and most advanced IP network. That is why it is quick, easy and risk-free to integrate into organisations’ existing
network set-up – be it the public Internet, a hybrid network or a private WAN – boosting the efficiency of bandwidth use while reducing OPEX. By providing employees with faultless, secure access to applications and data, and empowering them to collaborate securely and seamlessly wherever in the world they are, IZO SDWAN enables organisations to drive further efficiencies, boost productivity and improve the bottom line. Tata Communications has developed multiple variants of IZO SDWAN to suit its customers’ different business and technology requirements.
Insight | Digital Shadows
I
n many ways, 2016 was very much the ‘Year of the Ransomware Threat’, and it is very hard to see that changing much next year. After all most cybercrime is driven by hard cash and the fact remains that most ransomware and extortion attacks are successful. Estimates from the FBI suggest ransomware could be worth $1 billion this year but the agency pointed to a jump in cases where victims reported bigger losses, and also hinted that the actual ransom payment totals may be even larger since many choose not to report the crime. So ransomware and extortion is not going away in 2017, but what else can we expect next year? First, in 2016 there were some very high profile Distributed Denial of Service (DDoS) and we can expect to see even more in 2017 with criminals making more use of techniques like Mirai to leverage IoT and networked devices to amplify their attacks. These sorts of DDoS attacks powered by cheap, insecure IoT devices could become more common, but they are also likely to become less lethal suppliers harden their defenses and device manufacturers adopt identity-based security to close vulnerabilities. Second, I expect there will be a change in approach by the criminals using DDoS extortion attacks. Not only will they continue to go after larger demands for payment, but also they will utilize malware like Mirai to target network enabled devices like routers and remote cameras to amplify the
32 | January 2017
Alastair Paterson, CEO and Co-Founder, Digital Shadows discusses what we can expect to see in 2017 and what security Alastair Paterson CEO & Co-Founder Digital Shadows
professionals need to be prepared for.
Threats to watch out for in 2017 attacks and make them more prolonged and adaptive. We are becoming more used to the Internet of Things, but what if criminals turn this against us to demand money via extortion attempts? We have already seen IoT linked attacks in 2016 and this can only increase in 2017. Third, in all the ‘excitement’ of IoT and DDoS attacks we cannot afford to lose sight of the continuing threat caused by data breaches. Whether deliberate or accidental, data breaches cost businesses millions of dollars each year in
loss of business; brand damage and reputation. A recent IBM study found that the average cost of a data breach has hit $4 million—up from $3.8 million in 2015. But while these three are likely to be the most common threats faced in 2017, it is important to mention how some threats are more relevant to some organisations than others. The most targeted sectors include healthcare, financial services, retail, and communications and media. But in no way can any business or individual afford to
be complacent. It is critical that you understand your individual threat model and plan in case the worst does happen. You also need to monitor inside and outside of your network and look at the threats revealed through the eyes of an attacker. Only then can you beginto ensure you have enough intelligence and awareness to manage the risks effectively for when the inevitable attack happens. All in all it’s critical that you make sure 2017 is the year you take control of your security intelligence and awareness.
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Aruba 2540 Series Switches
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Overview: Designed for the digital workplace, the Aruba 2540 Switch Series is optimized for mobile users. With advanced security and network management tools—Aruba ClearPass Policy Manager and Aruba AirWave—this layer-2 access switch is easy to deploy and manage. With support from Aruba Central, you can quickly set up remote branch sites with little or no IT support. A powerful Aruba ProVision ASIC delivers performance, robust feature support, and value with flexible programmability for future applications. The Aruba 2540 Switch Series provides a convenient and costeffective wired access solution that can be quickly set up with Zero Touch Provisioning. PoE+ models deliver power across all access ports for wireless APs, security cameras, and IoT devices. The 2540 has wire-speed backhaul bandwidth capacity with built-in 10 GbE uplinks, robust QoS, static and RIP routing, IPv6 and includes a l Key features: • Aruba Layer 2 switch series with static and RIP routing, ACLs, and robust QoS • Advanced security and network management tools like Aruba ClearPass Policy Manager and Aruba Airwave • Simple deployment with Zero Touch Provisioning and cloud-based Aruba Central support • Convenient built-in 10 GbE uplinks and up to 370 W PoE+
34 | January 2017
Overview: This versatile, easy to install fixed network camera brings Full HD imaging quality to a wide range of indoor security and surveillance applications, from offices, banks and retail spaces to schools and colleges. The SNC-VB640 captures crisp, low-noise Full HD images, even in challenging low-light conditions like dimly-lit car parks. The sensitive 1/2.8” type Exmor R CMOS image sensor is teamed with XDNR processing, improving low-light performance and achieving the minimum illumination of 0.006 lux(30 IRE) in colour mode. Key features: • View fine detail in a wide range of everyday video security and surveillance environments, from retail spaces to banks and schools. The sensitive 1/2.8” type Exmor R CMOS image sensor is teamed with XDNR processing, improving low-light performance and achieving the minimum illumination of 0.006 lux(30 IRE) in colour mode. • Video images can be captured at a high frame rate of 60fps, allowing precise analysis when stepping through recorded footage frame by frame. It’s ideal for applications like city surveillance where it’s essential to see what’s happening with split-second accuracy. • The in-built image stabiliserminimises the effects of camera shake – for example when the camera’s pole mounted or subject to mechanical vibration. With clearer, more stable video images it’s easier to see what’s happening in any scene. • In-built motion detection can trigger a range of actions, from storage and transfer of images to sounding of external alarms. False alarms caused by noise, weather and environment noise are minimised by a smart processing algorithm.
VB-H761LVE
SonicWall Mobile Access 1000 Series OS 12.0
Overview: As part of the recently announced marketing and sales framework initiative between Axis Communications and Canon, Axis has introduced seven new models in the Canon network camera range to its customers in EMEA and North America. VB-H761LVE is one of them. This is Weather- and impact-resistant infrared bullet camera with a sensitive 1/3” Full HD CMOS sensor, fast auto focusing 20x optical zoom lens, 60m infrared range and multiple built-in analytics. The VB-H761LVE’s 20x optical zoom makes it perfect for long-range surveillance and monitoring applications. The VB-H761LVE combines highquality optics with powerful image processing, while advanced in-built analytic profiles deliver sophisticated alarm detection to further enhance the camera’s twoway audio and physical I/O capabilities. Key features: • Powerful 20x optical zoom and fast, accurate auto focusing • Fully featured IR bullet camera for outstanding images any time of day or night • Built for all weather conditions and extreme temperatures down to -50°C • Clear IR View and built-in infrared LEDs for detailed black and white images
Overview: SonicWall announced significant enhancements to its Secure Mobile Access (SMA) solution providing even greater security to customers in an ever-growing world of everywhere access and BYOD. In SonicWall’s first product enhancement since beginning independent operations, the new SonicWall SMA 1000 Series OS 12.0 provides policy enforced secure access to authorized remote and mobile users for all data types across any device. The SonicWall SMA 1000 Series OS 12.0 features policy enforced SSL VPN to mission critical applications, data and resources from all operating systems and mobile devices. Administrators have the ability to configure security policies that provide best-in-class, context-aware authorization which grants variable levels of access to data only to trusted users dependent on the health metrics of their connecting devices and location.
• Motion Adaptive Noise Reduction and Area-Specific Data Size Reduction (ADSR) help reduce data size while optimising image quality • Built-in analytics functions for intelligent and efficient alarm detection • Live monitoring and configuration on supported web browsers and mobile devices • ONVIF® Profile S and Profile G compliant
Key features: • Global High Availability offers a turnkey approach to delivering robust remote access where a high degree of business continuity is required, all without any downtime and aggressive SLAs. • Global High Availability includes the patent pending Global Traffic Optimizer for traffic load balancing with zero-impact failover for high resiliency across data centers. It also provides real-time monitoring across environment performance and user sessions, while delivering active/ active configuration for high availability. • Blended SSO technology enables organizations to move to the cloud utilizing a single pane of glass to access traditional campus resources and SaaS cloud applications, allowing service owners to seamlessly move resources to the cloud while maintaining a familiar access experience for their users. • Superior security ensures that the highest security stance is maintained for compliance and data protection by utilizing the latest ciphers and strongest encryptions. January 2017 | 35
Stats & Trends
Rising adoption of IoT tools in Healthcare industry
T
he internet of things (IoT) is rapidly gaining momentum within the healthcare industry of the Gulf Cooperation Council (GCC) countries. According to IDC Health Insights, there has been a steady rise in IoT initiatives over recent years, and in some usage scenarios, IoT services are maturing rapidly toward mainstream deployment. The firm projects IoT spending by healthcare providers across the Middle East and Africa (MEA) to surpass $500 million in 2016, and increase at a compound annual growth rate (CAGR) of 18.7% over the 2016 - 2020 period. The GCC will be one of the fastest-growing regions within MEA, with IDC Health Insights forecasting that IoT spending in the GCC will grow by more than 20% per annum in some segments of the healthcare industry. The current epidemiological trends and systemic gaps in GCC healthcare markets provide good reasons for trying IoT in virtually any area of healthcare. Yet, hospitals are currently ahead of the curve in terms of IoT adoption. According to a recent survey conducted by IDC Health Insights in hospitals across Qatar, Saudi Arabia, and the UAE, as many as 50% of them are currently using some type of IoTbased solutions. Mirroring the global trends in healthcare and other industries, IoTenabled solutions are emerging fastest in the tracking and monitoring of people and assets (patients, staff, and various medical "things"), using technologies such as radio-frequency identification (RFID) and barcoding. However, the uses are expected to broaden in terms of supporting care delivery, especially in the areas of monitoring hospitalized patients, and "smart" systems for pharmacy management. Although still at a nascent stage, telehealth systems and systems for remote patient monitoring are also gaining more attention, particularly in Saudi Arabia where the gaps in healthcare coverage are more pronounced due to the country's large size and its lack of medical facilities
36 | January 2017
and specialists in remote areas. In the consumer segment, personal wellness represents one area with great IoT deployment potential. The GCC personal wellness wearables market, according to the latest projections by IDC Health Insights, will expand at a CAGR of about 22% over the coming years. "While health, wellness, and fitness wearables have become a fashionable way of supporting healthy lifestyles among consumers, healthcare payers and providers are striving to benefit from the possible cost savings arising from their potential preventive value," says Nino Giguashvili, a senior research analyst IDC Health Insights. "Health authorities across the GCC are increasingly promoting their use as a method of encouraging healthy lifestyles. For example, the Dubai Health Authority has initiated an incentive program aimed at rewarding residents for healthy behavior that is based on data recorded by fitness trackers." According to IDC Health Insights, IoT has already passed the "why" stage and moved onto
the "how" stage in many of the areas of possible use in GCC markets. "Technology transformation will sit at the heart of the healthcare developments being undertaken in the GCC," says Giguashvili. "The tip of the iceberg is already visible, and the growing convergence of mobile, big data, social media, and IoT will play an unparalleled role in the digital transformation of GCC healthcare systems, accelerating innovation and enabling the region-wide drive toward gold-standard healthcare models as envisioned by the long-term development plans set by GCC governments." However, the problems with privacy and security, as well as a number of other factors – such as issues with data quality, the costs of implementation, and a lack of interoperability standards – are inhibiting IoT implementations. The newly published report by IDC Health Insights discusses the current adoption trends and future prospects for IoT-based technologies within the healthcare systems of GCC member states.
Accessibility to the core A secure environment for both people and data is a condition of success for many businesses. The evolution of video management capabilities emphasizes the significance of surveillance data. With Auryn, Promise introduces an all-in-one solution which includes the openness, centralization and simplicity a surveillance storage block needs. Auryn is the core for any business where security is a concern.
Get your sneak peek of the Auryn surveillance storage block at Intersec at Promise’s massive display – Booth SA-C26
www.promise.com | sales@eu.promise.com
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