ontents
Editorial
Cover feature - 18
Keep the trust I
n the new year, accelerated momentum can be expected in deployment of AI, Blockchain based solutions and around those areas there will a build-up of interest from all stakeholders of the industry ecosystem, from vendors to their partners and customers. Many of us have been witnesses to myriad demonstrations of futuristic solution scenarios at GITEX and other expos that look very imminent. And while we debate the fallout on the employment side from the arrival of AI driven automation, there is no question that the road ahead entails us to embrace this digital future. There is no going back and the only way ahead is to uncover potentialities within the evolving framework. Myriad new kinds of roles will evolve around the new technologies and it is unlikely that the intelligent human will be marginalized by the new rules of the game. Reskilling will be the watchword in the new economy to stay afloat. It is quite possible that we are in for a renewed phased of human creativity that can conjure many new possible scenarios of enhancing processes and services, fueled by new technologies. Which brings us to the crux of this narrative – this is the era of enterprises, small or big, driven by bold imagination that believes in crossing the most challenging limits of achievements. For solutions providers, there is the opportunity to understand the nitty gritty of each vertical their customers belong to and build vision scenarios as to how they can help them empower their business better with their turnkey digital transformation deployments. ICT as a Business enabler, pretty much holds the key to the magic of unfettering the growth potentialities of an organization, which leaves the IT solution provider in the enviable position of an empowered consultant. The trick is to seize the opportunity and keep the trust.
R. Narayan Managing Editor
A bright outlook for Commercial Security
Demand continues to be driven by regulations and investments for new deployments and upgrades
News In Detail - 14
DAFZA gets approval for ‘Digital Intelligence Plan’ Techknow
A sizeable presence - 15
Milind Borkar- VP, Sales- Infinova-MEA and SAARC discusses the trends in the market and new solutions.
Consolidating on gains - 16
Sathish Arya, General Manager - Middle East & Africa, WatchNET International Trading LLC discusses the inroads the comapny is making in the region
Resilient storage for surveillance - 22
Seagate’s EMEA Surveillance Manager, Stephen Jones shares details of Seagate’s latest surveillance offerings
Accelerating HCI inroads - 24
Anand Chakravarthi, Area Vice President - Middle East Sales at Pivot3 discusses how hperconverged infrastructure is fast gaining trust and traction
Insight
Top trends to watch out for in 2018 - 26 The Internet of things and hyper connectivity will fundamentally disrupt traditional security safeguards, writes Charbel Khneisser, Regional Presales Director, METNA at Riverbed
Arrival of the Chief Artificial Intelligence Officer - 28 The power of AI is set to disrupt many of the human intensive job rolesopines Pranay Dave, Director Data Science WESEMEA at ThinkBig Analytics
Regulars
News Bytes EyeTech Market Stats
Published by: JNS Media International MFZE Founder & CEO: Vivek Sharma Managing Editor: R. Narayan Art Director: Faiz Ahmed Sr. Sales Manager: R. Subramanyan
P.O Box 121075, Dubai UAE, Tel: +971-4-3705022 Fax: +971-4-3706639, website: www.VARonline.com Sales Inquiries: sales@var-mea.com All other Inquiries: info@var-mea.com | Editorial: editor@var-mea.com Disclaimer: While the publishers have made every attempt possible to get accurate information on published content in this handbook they cannot be held liable for any errors herein.
News Bytes
Centrify appoints StarLink as Middle East Distributor Centrify, a leader in securing hybrid enterprises through the power of identity services, announced that it has appointed StarLink as its valueadded distributor (VAD) for the Middle East. According to the terms of the agreement, StarLink will promote and distribute Centrify Identity Services through its extensive network of channel partners and solution providers across the Middle East. “StarLink is a reputed security specialist VAD with an impressive track record and large network of customers and channel partners across the region. Having already worked with StarLink in Africa and seeing the value they brought to our business there, we felt they would be a perfect partner for Centrify in the Middle East as well,” said Kamel Heus, Regional Manager Middle East and Africa, Centrify. “We are confident this partnership will help provide Centrify a momentum to accelerate our growth in the region. We look forward to working closely with StarLink’s team to offer our channel partners strong support to meet end-user vulnerabilities and reduce their pain points," Heus added. StarLink has presence across Middle East and Africa, Pakistan and Turkey with on-the-ground presence in 13 countries. The VAD offers an innovate Security Framework, ‘trusted advisor’ approach and services delivery expertise.
6 | January 2018
SAP SuccessFactors People Central Hub unveiled SAP SE unveiled a new way for customers to simplify and speed the use of cloud-based people and organizational data across their businesses with the SAP SuccessFactors People Central Hub solution. The need for people and organizational data across the enterprise is vital, but integrating this data from disparate systems is complex and expensive. SAP SuccessFactors People Central Hub helps solve this by easily consolidating people and organizational data from legacy systems into a central, cloud-based hub where it’s then integrated and available for use with SAP enterprise applications, such as SAP S/4HANA. Designed as a simple, scalable tool for SAP customers to kick-start their digital HR transformation and move to the cloud, the benefits of SAP SuccessFactors People Central Hub include packaged integration built and maintained by SAP that helps reduce the cost and risk of expensive, complex point-to-point integrations of people and organizational data to other SAP enterprise systems. The simplified data consolidation means customers can accelerate their digital HR transformation by providing their workforce with engaging, informative and delightful new experiences, such as mobile access to organizational charts and employee profiles. SAP SuccessFactors President Greg Tomb said, “Access to rich data is pivotal to any people-first strategy. But many organizations are having trouble effectively centralizing information stored in a range of legacy systems. SAP recognizes the role seamless connectivity plays in enabling an intelligent enterprise, and we’re thrilled to launch SAP SuccessFactors People Central Hub to help customers turn purpose into performance by unlocking their people and organizational data.”
Ingram Micro expands its Cisco Portfolio with Meraki Aptec, an Ingram Micro company, announced that it is now offering Cisco’s Meraki Solutions for Cisco resellers in the Gulf Region. Meraki by Cisco delivers a fast, simple path to cloud networking, simplifying endusers’ needs by allowing central management of Wireless, Security, Switching and devices anywhere and at any time. Meraki is a solution to seamlessly carry out business in a cost effective manner. As a leading Value Added distributor in the Middle East, Aptec along with Cisco’s support will play an integral role in providing demo kits, sales trainings and one on one deep dive technical enablement sessions to help partners benefit from Meraki’s technology. “We are delighted to expand our partnership with Ingram Micro to incorporate our cloud-managed networking solution, Cisco Meraki,” said ShadiSalama, Channel Lead – East Region, Cisco Middle East. “The addition of Meraki to the growing portfolio of Cisco solutions offered by Ingram Micro addresses the market’s growing need for feature-rich cloud architecture that drives faster connections, greater user capacity and more coverage. Meraki’s easy to deploy technology addresses a wide range of customer requirements, enabling us to further expand the footprint channel partners can touch.” “We are excited to expand our Cisco Portfolio with the addition of Meraki, which will help enable our channel partners to successfully address new segments of the market and enjoy recurring revenues. It is an excellent opportunity to pave way for a digital transformation”, added Bahaa Salah, Managing Director of Aptec in the GCC and Near East region.
News Bytes
PFU opens Knowledge Suite facility PFU (EMEA) Limited, a Fujitsu company, is further strengthening its business in the Middle East by opening a Knowledge Suite facility in the United Arab Emirates. Located at Dubai Silicon Oasis, the facility is designed to improve collaboration between PFU, the leading scanner manufacturer and its partners and end users in order to deliver the solutions that customers need. The Knowledge Suite is an ideal location for training, seminars, product launches and software development collaboration and forms the cornerstone of our channel enablement policy. The new facility is part of the company’s growth plans for the Middle East and reflects the company’s focus on the region. The Knowledge Suite is a proven concept with facilities at PFU’s EMEA headquarters in London, and in Paris, Milan and Moscow already well used and appreciated by PFU’s customers. “Dubai, the United Arab Emirates and the Middle East are important and growing markets for document capture. This training and meeting facility offers our partners and customers the opportunity to learn about new solutions and share their expertise,” said Mike Nelson, Senior Vice President at Fujitsu subsidiary PFU (EMEA) Limited.
8 | January 2018
Symantec and BT partner BT, one of the world’s leading providers of communications services and solutions, and Symantec, the world’s leading cyber security company, have announced the availability of new endpoint protection solution for BT’s business customers. Symantec’s best-in-class endpoint security technologies have been added to BT’s broad portfolio of security products and services to help customers battle the rapidly changing threat landscape with a consolidated, intelligent security infrastructure. With advanced technologies such as machine learning, memory exploit mitigation, file reputation analysis, and real-time behaviour monitoring, Symantec Endpoint Protection 14 provides real-time threat protection, even against unknown threats, so called ‘zero-day’ attacks and ransomware. Mark Hughes, CEO, BT Security, said: “The ongoing migration to the cloud and digital transformation further raises the importance of endpoint security. By adding Symantec endpoint protection to our already broad security portfolio, we are further extending our ability to help our customers stay secure in the face of growing cyber threat. It is an integral part of our shared commitment with Symantec to help organisations of all sizes stay secure as they build on their digital future.”
Finesse, Kofax showcase Robotic Process Automation within VAT implementation Finesse, a leading IT System Integrator in the region along with Kofax, a leading provider of software to simplify and transform information-intensive processes, jointly hosted the session on Automation of tasks within VAT implementation through Robotic Process Automation. Addressing the two buzz words of the time, VAT and RPA, the event saw CXOs of select clients and customers of Finesse get together over half a day for a very informative and interactive sessions. A financial expert brought out the implications of VAT in the UAE while clearing an array of doubts for the audience in an interactive session. This was followed by the key note and demo session by Kofax. The Kofax team showed how Kofax captures information and automates information-intensive processes, increasing operational efficiency while reducing costs. By enabling organizations to digitally transform their business processes, Kofax improves customer engagement and enhances competitive advantage. Together with the financial expert, they drove home how RPA can automate manual tasks within VAT implementation using KofaxKapow. Finesse enables digital transformation through Robotic Process Automation using the Kofax solutions in addressing the need of the hour.
SAFEGUARD CRITICAL INFRASTRUCTURES AROUND THE WORLD
Think Surveillance, Think Infinova Infinova was preferred to safeguard Istanbul Metro Rail System which consists of 2400 VMS licenses has been implemented by USKOM, Infinova’s integrator in Turkey.
Saeed Hall 1, Booth #D-12
Visit Infinova at Intersec
Venue: Dubai World Trade Center Date: Jan. 21-23, 2018 Booth: Saeed Hall 1, Booth #D-12 India E-mail: teamindia@infinova.com / Middle East & Africa E-mail: Sales-ME@infinova.com
News Bytes
EZVIZ launches in MENA EZVIZ, a sub brand of Hikvision, held its first official launch ceremony on 7th December, at Conrad Hotel, Dubai. At the launch ceremony, EZVIZ unveiled new products Mini O, C6T and Husky Air. The real-time, two-way audio Mini O’s function display via spot connection between the event and the Hikvision Dubai Office became the highlight of this great event. As a sub brand of Hikvision, EZVIZ was established in 2012. Focused on the small business and residential security fields, EZVIZ built upon Hikvision’s expertise and knowledge to bring robust, commercial-quality video products to small business and the smart-home market. Providing Wi-Fi camera, alarm device, smart door lock, action camera and cloud service to serve small business, family and individual users. Additionally, EZVIZ is dedicated to Smart Home Solution, by using of the EZIVIZ App, all the cameras, alarm devices and smart door lock are connected together. At the launch ceremony, EZVIZ sales representative Tim Chen introduced the overall vision of EZVIZ, the scope of products and their distinct features. Sanil, General Manager at WTL Company and Binson Xu, General Manager at Hikvision MENA joined the new products unveiling ceremony. Tim showcased the new product Mini O with its distinctive feature: realtime and two-way audio to connect with colleagues in the Hikvision Dubai office, 20kms away from the ceremony scene.
10 | January 2018
Etisalat unveils ‘Open Innovation Center’
Etisalat announced the opening of its ultramodern ‘Open Innovation Center’ in Dubai taking the lead in creating a hub to showcase the most innovative solutions and help drive digital transformation by enabling the use of latest technologies. The Open Innovation Center is a first of its kind in the region showcasing digital innovation, its capabilities and how digitalization can come to life for all Etisalat customers and partners. These businesses will have the opportunity to experience Etisalat solutions applied to real-world scenarios and get a comprehensive view of technologies that deliver concrete business outcomes. This initiative is in line with the UAE Vision 2021, where the national innovation strategy has identified digital technology as one of the top seven primary national sectors. Saleh Al Abdooli, Group CEO, Etisalat said: “In today’s digital age, it is essential to show how innovative solutions can be applied in the business environment and become a digital reality. The opening of Etisalat’s ‘Open Innovation Center’ will set a benchmark in the industry by focusing on delivering solutions that create growth opportunities for governments and businesses by incorporating digital technologies to serve their customers in this digital era.”
STME wins award from Ingram Micro STME was recently awarded the ‘Cloud and Cyber Security Highest Trusted and Transacting Reseller in MEA, 2017’ at Ingram Micro Cloud & Security Summit. The 8th annual Ingram Micro awards are held annually to recognize and honor partners globally that have exhibited professionalism and commitment to clients and end users, innovation of technology, processes, and services. Other criteria used to determine award winners include cloud business growth, peer-topeer leadership, and level of engagement and alignment with Ingram Micro. The award recognizes STME’s stellar work done in the recent Security Operations Centre (SOC) installation at Marafiq in the Eastern Province, Saudi Arabia. The Marafiq Centre needed security systems to manage threats and reduce risks. The SOC implemented at Marafiq Centre utilized IBM’s QRadar Security Intelligence amongst other leading technologies and processes resulting in a system designed to protect, detect, and respond by monitoring, analyzing, correlating and escalating security threats. “We are greatly honoured to have received the ‘Cloud and Cyber Security Highest Trusted and Transacting Reseller in MEA, 2017’, from Ingram Micro. It is one of the many awards we have received that recognizes our efforts in the provision of security systems, processes, and solutions in the Middle East region. This award amplifies our readiness to help clients in the region with their security needs and requirements,” commented Mr. Ayman Al Bayaa, CEO.
COST-EFECTIVE IP SERIES
Supports 140dB Wide Dynamic Range For better lighting adjustment
Smart IR mode 30m IR illumination coverage
Progressive Scan CMOS Image sensor for better video quality
2mp/4mp resolution options
Full HD Real-Time Recording up to 64 channels
Maximum 5MP resolution @30fps for playback and recording
3 lens option 3.6x, 3.3-12mm motorized lens 2.8-12mm varifocal lens 3.6mm fixed lens
IP66 rated enclosure and IK10 ingress protection
2 / 4 / 8 SATA HDD with 6TB each Up to 64 IP channel alarm input, 4 channel alarm output Audio recording up to 64 channels
www.camscan.ca
News Bytes
Etisalat partners withSonicWall to deliver solutions to SMBs in UAE SonicWall announced a strategic partnership with Etisalat Digital, the business unit of Etisalat Group driving digital transformation in the United Arab Emirates (UAE) and regions where Etisalat Group operates. The collaboration is primarily focused on delivering end-to-end digital security solutions to small- and medium-sized businesses (SMB) throughout the UAE. “Our mission is to help protect organizations of all sizes from today’s onslaught of relentless cyber attacks,” said SonicWall President and CEO Bill Conner. “Partnering with Etisalat, one of the world’s most respected digital security leaders, ensures needed digital security solutions and services are available for SMBs across the UAE. With advanced threats growing in scale and sophistication, this union couldn’t come at a better time.” Headquartered in Abu Dhabi, Etisalat Digital is now a SonicWall SecureFirst partner that offers technology solutions to more than 300,000 SMBs in the UAE. Etisalat Digital is a business division of the Etisalat Group that serves 140 million subscribers across 16 countries in the Middle East, Asia and Africa. Francisco Salcedo, Senior Vice President, Etisalat Digital, said, “Etisalat works closely with the SMB sector to empower them with solutions that help them transform and bring digital innovation into their business. Security is an integral element to assist SMBs to build advanced infrastructure that will support their growing business requirements and challenges. Today’s partnership will help our SMB customers build an intelligence-driven digital defense strategy that will be cost-effective and protect their future business objectives.”
12 | January 2018
Dell EMC hosts Forum in Riyadh Dell EMC hosted its flagship Dell EMC Forum at the Four Seasons Hotel in Riyadh, Saudi Arabia. Following Dell Technologies’ first anniversary celebration as the world’s largest privately-controlled technology company, Dell EMC demonstrated its unparalleled strength from the edge to the core to the cloud, aimed at facilitating the economic directives of Vision 2030 for the betterment of the people across the Kingdom. The agenda for Dell EMC Forum 2017 was strategically aligned to its theme – ‘Making 2030 Real’. From sessions on driving IT Transformation with Dell EMC Ready Solutions to Workforce and Security transformation and highlighting the power of DELL EMC IoT Strategy. The forum acted as a perfect platform to enable organizations to resolve pressing business and IT challenges in the public, financial services, energy, education, and SME sectors through the adoption of advanced technologies and power the Kingdom as a technology-driven economy. Mohamed Talaat, Vice President, Saudi Arabia, Egypt, Libya and Levant at Dell EMC “We know that digitization is critical to realize the directives of Vision 2030, which has initiated a new wave of enterprising opportunities for the Kingdom. “To this end, it is imperative for organizations in the Kingdom to make digitization central to their business strategies, which is essential in achieving the larger objective of our ambitious vision, that is, to drive innovation and sustainable economic growth. Only then can the Kingdom create an environment that fosters talent, high levels of innovation and ensures betterment of our people and community.”
Digital Shadows makes key appointments Digital Shadows, a leader in digital risk management and threat intelligence, announced several key appointments to its management team designed to scale the business in support of company growth following Series C funding earlier in the year. Digital Shadows has appointed Samantha Murphy to the new post of Vice President Customer Success, tasked in leading the customer satisfaction team that ensures clients across the globe gain the full value and benefits of the company’s SearchLight service. Sam has 20 years of experience building world class technical and customer success centers to serve global enterprise client including with Sage, CMO Software, Trend Micro, and McAfee. Digital Shadows has also appointed its first Chief Information Security Officer (CISO) and Head of IT as the business continues to grow. With immediate effect, Rick Holland will expand his current role as VP Strategy to become CISO responsible for Digital Shadows’ own security risk management, security improvement projects, compliance program and vendor assessment support function. He will continue to be responsible for Digital Shadows’ research and strategy programs. Also, Becky Pinkard, Digital Shadows’ Vice President, service delivery and intelligence operations, will now also take responsibility for IT across the company. A further key appointment is that of Ian Cuthbertson to Director of Sales Engineering. Ian has more than 15 years’ experience in Cybersecurity, Threat Detection and Response, SIEM, Forensics and SOCs with RSA Security.
Everybody.
Everywhere.
Every day.
Ordinary days require extraordinary protection.
genetec.com
Find out more about the software behind the everyday at genetec.com/protectingeveryday
Š 2017 Genetec Inc. GENETEC and the GENETEC LOGO are trademarks of Genetec Inc., and may be registered or pending registration in several jurisdictions.
News In Detail
DAFZA gets approval for ‘Digital Intelligence Plan’ H
.H. Sheikh Ahmed Bin Saeed Al Maktoum, Chairman of Dubai Airport Freezone Authority (DAFZA), has approved DAFZA’s ‘Digital Intelligence Plan 2018-2020’ developed in line with digital transformation initiatives such as the ‘Dubai Internet of Things Strategy (IOT)’ and the ‘UAE Strategy for Artificial Intelligence,’ the first major initiative within the UAE Centennial 2071 project. The new plan was
14 | January 2018
developed in partnership with Deloitte Consulting LLC, and is in line with both DAFZA’s ‘Strategic Plan 2017-2021’ and ‘DAFZA Innovation Strategy,’ the latter supporting DAFZA’s stature as one of the most innovative and progressive free zone in the world in accordance with the objectives of the ‘National Innovation Strategy’ which aims to make the UAE one of the world's most innovative countries by 2021.
H.H. Sheikh Ahmed emphasized the importance of technological development and the adoption of modern technologies in various fields in supporting the transformation of Dubai into the smartest and happiest city in the world. H.H pointed out the role of the various institutions and entities in the Dubai in achieving the leadership’s vision for modern technology and digital wealth as represented by the ‘Dubai Internet of Things (IOT) Strategy’ and the ‘UAE Strategy for Artificial Intelligence’ which was launched in October 2017 by H.H. Sheikh Mohammed bin Rashid Al Maktoum, Vice President and Prime Minister of the UAE and Ruler of Dubai. His Excellency Dr. Mohammed Al Zarooni, Director General of DAFZA, noted the importance of the support of the leadership through which national strategies and initiatives for adopting the latest and most advanced technologies have been launched. H.E Al Zarooni said: “The new digital intelligence plan reflects DAFZA’s commitment to advancing the approach of H.H. Sheikh Mohammed bin Rashid Al Maktoum, who underscores the importance of taking advantage of technological solutions to accelerate government workflows in various fields and promote the UAE as a leading model for countries that invest in the future and work to acquire its tools.” H.E. Dr. Al Zarooni further expressed the significance of the plan in developing creative talents and adopting a new operational model
that turns the wheels of innovation and achieves sustainable development, in line with the leadership’s vision of making the UAE one of the best countries in the world. He affirmed DAFZA’s commitment to strengthening its major economic role at the local and national levels by taking the lead in supporting ‘smart’ progress, technology and innovation. H.E added that DAFZA will be the first freezone to offer an innovative strategy adopting the objectives of the Dubai Internet of Things and UAE AI Strategies. “We look forward to turning DAFZA into an innovative, world-class freezone based on a scientific methodology and a clear vision for achieving ambitious goals and aspirations driven by advanced and future technologies. We aim to boost the development process and take a steady step towards shaping future in the UAE,” H.E Al Zarooni concluded. To establish an integrated and sustainable digital system, DAFZA’s new strategy is based on three main areas: ‘Operational Model,’ ‘ICT Services,’ and ‘Technology Platform Revamp.’ DAFZA has also approved several initiatives for implementation from 2018 to 2020 and will update the organizational structure of its information and communications technology (ICT) management which will be launched under the name ‘Digital Intelligence Management’ to enhance internal partnerships and achieve digital sustainability. Operational efficiency will be upgraded as well.
TechKnow | Infinova
How was 2017 from the point of view of growth for the industry and your company in the region? The industry is growing, not a steep rise but a gradual one. Thisslowdown in due to oil prices and political uncertainties in the region. Infinova had a pretty decent run in 2017 and the overall company registered a growth of 11.2 percent, amid intense competition and price pressures in the market. We also were able to close a few major Oil and Gas projects in Middle East during 2017. India, on the other hand, has seen rapid growth in the industry and Infinova was able to grab several Smart City, Airports and Oil and Gas Projects last year What were thehighlights in terms of new products, market expansion etc? We have introduced several new technologies this year such as 200m range PTZ camera, Stainless Steel Body Thermal Camera range, 4MP and 5MP Bullet and Dome cameras, Fix Zoom cameras and several others. Infinova’s business model is working on projects with System Integrators and not selling boxes which more often happens in a distributor kind of business model. We closed quite a few projects this year through our existing as well newly appointed system integrators Discuss your range of cameras across categories? The current market requirement calls for smart megapixel cameras, cameras with built-in intelligence,
specialized cameras like explosion proof and thermal cameras, NVR and VMS solutions. We do have all of these in our solutions portfolio. All our cameras are regularly updated with latest firmware so that any technological improvements are incorporated into the camera. Infinova VMS V2217 has always been our unique offering. The software is integrated with several cameras brands and several technology systems such as Access Control, PSIM, Perimeter Detection and so on. The software has built-in Video Analytics and support more than 50 different languages. Discuss how you help partners in consulting customers? The Tag Line of Infinova is – The Integrator’s Manufacturer, which truly resembles the manner in which we do our business. Infinova is focused on delivering Solutions, and not just Products. We work closely with our partners on projects and ensure a win-win situation to close the deal. We provide a complete solution to our partners, assist them in designing, scoping and finalizing appropriate products according to the project requirements and also educate them on latest technologies and various other technology partnerships of Infinova, thus instilling complete faith and confidence with our partners. Please elaborate on your plans for Intersec For the first time, Infinova is associated with Intersec as a Platinum Sponsor of the show.
Milind Borkar VP, Sales Infinova, MEA & SAARC
A sizeable presence For the first time, Infinova, is associating with Intersec as a Platinum Sponsor of the show. Milind Borkar- Vice President of Sales- Infinova-MEA and SAARC discusses plans for Intersec, trends in the market and new solutions. We consider Intersec as one of the largest security shows in the world as it has helped to provide us the maximum exposure. This show has always been a great platform for us to increase our visibility and gain access to a new set of customers who are interested in our solutions. We will be demonstrating our latest technology offerings which includes
Face Recognition Solutions, H.265, 2/4/5MP Cameras, Starlight Series, Thermal, Explosion Proof, Edge-Analytics Enabled Cameras, NVR, Video Management Software and much more. You can find us at Saeed Hall 1, Booth # D12. We look forward to meet and interact with new partners. It will also be an opportunity to strengthen ties with existing partners. January 2018 | 15
TechKnow | WatchNET
How has the Business for WatchNET grown in terms of inroads in specific verticals/ segments over the past year? WatchNET’s business growth has been trending northwards and 2017 was another year of significant success for us, especially on the ENTERPRISE CLASS INTEGRATED SECURITY SOLUTIONS & VMS solutions front across Middle East. We were able to establish a significant footprint in VMS (Video Management Solution) domain with many projects. We had a great closure to last year with fair number of bookings. Our Sales Team has done fabulous work and achieved excellent breakthrough in multi-location projects both in digital surveillance & access control systems projects (integrated solution) that helps to maintain our dominant position as a Leader in the MULTI-LOCATION SEGMENT In the industry. Elaborate on new solutions that you have introduced in the past quarter? New solutions and development is a continuous process for any industry or a company and WatchNET is not an exclusion. We always deliver state-of-the-art solutions to our customers. Our new solution includes improved VIDEO ANALYTICS functions in the latest version of VMS SOFTWARE. BMS integration is also a new entrant in the last quarter of 2017. Our revolutionary VMS MEDIA GATEWAY SERVER changed the perception of Video Management architecture, Management
16 | January 2018
Sathish Arya, General Manager - Middle East & Africa, WatchNET International Trading LLC discusses the company’s focus at Intersec and the inroads it is making in the region
Sathish Arya General Manager, MEA WatchNET
Consolidating on gains Solution, Storage Mapping & Video Wall system which paved way to improve our sale as well as build the confidence with our clients. We had also introduced many exciting software functions in our enterprise class access control system and launched RS-485 which is highly secured. Discuss your focus at Intersec? WatchNET is completing a decade of participation in Intersec and has a long association with the Messe Frankfurt Team. We are focusing more on Integrated
Security Solution, upgraded VMS Software, Media Gate & large storage solutions in the upcoming edition of the show. We wanted to take advantage of this year’s Intersec show as a platform to launch new exciting products such as SIP VIDEO INTERCOM, ENERGY MANAGEMENT SYSTEM, BUILDING MANAGEMENT SYSTEM etc.Intersec is a stage where we can showcase our product performance and solutions to a relevant audience. It’s a right place for networking with the system integrators, consultants & clients. Intersec creates such
a great opportunity for the exhibitors and we are utilizing the occasion which strengthen the relationship and confidence with WatchNET. Discuss your channel strategy – have there been any changes over the past year? WatchNET sells only through system integrators (channels) which is our business model. We are selling our products / solutions only through our integrators since our company policy doesn’t allow to sell to end-users directly. We are working with our integrators on the basis of a project
"Improved new edge-based video analytic and the DSP technologies with cost-performance products boosts the sale of video analytics segment in a large way. Video analytics is being enriched with the advent of GPU accelerated analytics."
locking approach in order to ensure that our integrators are protected and hard-work wouldn’t be in vain. Our business development team is closely working with consultants & contractors to specify the projects with apt & economical solutions; which in turn helps our integrators to get the project. This eases our integrators work and process in many ways.
Discuss some of the interesting large customer deployments by your partners in the year? We have executed several large enterprise class projects in the following segments viz., Defense, Municipality, Telecom & Diamond industry last year across Middle East. All those projects are very large deployments with unique features and were customized solutions based on the customer requirements. We thank our system integrators for the successful deployments. Which are some of the fast growing segments? Multi-location monitoring, educations institutions, commercial buildings, hotels, small & mid-sized business houses are the fast growing segments and there is a good demand for the surveillance. There is also a sizable business from retrofit projects as well as migration from analogue to IP segment.Small and medium size projects may not require higher megapixel solutions but the customers always demands for IP based solution which is fueling small
& medium business segments. The increased demand for IP-based video surveillance systems, in turn fuels good demand for Recorders Video Management Software and Storage equipment. Discuss how and if IP surveillance is seeing larger traction in SMB environments? Or are they still largely reliant on analog? Analog solutions are not completely obsolete as it took a new shape as Analogue HD and still sells in quite good volume. There is a market demand for analogue in small business segment because it is economical. Of course, IP surveillance had a great market share when compared to Analog. IP surveillance still dominates medium business segment for various reasons such as large storage and video management. IP surveillance doesn’t play a major role in entry level or small projects. IP solutions are more flexible and right choice for medium and large project deployments. Overall, IP solutions have a better penetration in market. Elaborate some of the useful applications of analytics being applied with surveillance solutions across verticals? While Analytics becomes inevitable for smart solutions but to use analytics, the hardware must be resilient,
capable of quick processing, redundant with massive storage. The Surveillance industry hass een sustained growth in the recent past due to increased adoption of high-res megapixel cameras in larger numbers; obviously the hardware and video management software have to align themselves & team up to handle such large load with different analytical features. Practical video analytics solutions are being deployed mostly in retail, parking, city surveillance, security analytics and traffic domains. Improved new edge-based video analytic and the DSP technologies with cost-performance products boosts the sale of video analytics segment in a large way. Video analytics is being enriched with the advent of GPU accelerated analytics. Moreover, some of the products are being launched recently with deep learning technology. As per the recent survey, the video analytics market is forecasted to grow at a CAGR of 18.2% during 2016-2022. Are regulatory bodies like SIRA driving deployments/ upgrades across existing and new residential as well commercial properties? When compared to other region’s regulation and statutory; SIRA’s regulations & standards are much competent. The authority (SIRA) always keeping up the
pace with trending technology. Migration from obsolete systems to megapixel systems has been encouraged due to a major drive by the regulatory board to insist on up-to-date technology to be deployed in new residential and commercial properties for improved security and visual deterrence which reduces the crime rate. A fast growing construction market and infrastructural development along with government regulations for compulsory installation of surveillance systems in public areas are few of the key factors that have led to the growth of video surveillance market in the region. Elaborate how you help partners in consulting customers towards right mix of solution deployments? WatchNET has assigned a separate business development team to focus mainly in the Consultant & Contractor domain. The business development team works in various large projects to specify the products, right solution and economical. Then we provide the project lead to our integrators and help them in project protection, designing the project, assist them in commissioning and training. WatchNET takes great pride in maintaining a teambased work environment. Our clients are drawn to us because of our commitment to delivering quality solutions as well as our superior customer service. January 2018 | 17
Cover Feature | Physical Security
A bright outlook for Commercial Security Demand continues to be driven by regulations and investments for new deployments and upgrades
S
taying clear of any cross winds that may be impacting other segments, manufacturers of commercial security solutions continue to post strong growth in the region, as demand for their solutions witness consistent increase from across verticals. The demand for deploying secure access and IP surveillance solutions in the region has been driven by among other factors, stringent regulations as well as availability of new technologies and new investments. Analysts Frost & Sullivan (F&S) estimate the market will be worth US$4.8 Billion by 2021, growing at a 17 percent compound annual growth rate (CAGR) from its US$2.2
18 | January 2018
billion value in 2016. Video surveillance accounts for a 75 percent of total market share, followed by access control at 15 percent, and intrusion detection at 10 percent. Firas Jadalla, Regional Sales Director, Middle East, Turkey and Africa, Genetec says, “For 2017, Middle East countries continue to hold a majority of the revenues for the video surveillance segment and are now taking the lead in upgrading to and adopting IP-based surveillance systems. The continuous growth in and demand for enterprise-grade, unified physical IP security solutions in the region are largely driven by key factors such as the growing construction market,
rising security concerns, and increased information technology (IT) spending.” The vendor claims to have registered a strong performance in 2017, which also marked its 20th year in operations, supporting its market expansion with several new solutions. He adds, “We introduced last year our Security Center 5.7, the latest version of our open-architecture platform that unifies video surveillance, access control, automatic license plate recognition (ALPR), communications, By R. Narayan and analytics; as well as our advanced operational analytics Airport Sense solution. Citigraf, our latest public safety decision support system, was
similarly launched in 2017 along with StreamVault, which offers a wider selection of high-performance rackmount appliances, workstations, and storage options. Security Center Synergis SaaS edition, was one of the solutions deployed last year.” New product introductions that cater to different user scenarios and offer enhanced features in terms of image quality, reliability, intelligence etc than their predecessor range of products have kept the momentum ongoing in the commercial security market. Okawa Tetsuo, Senior Sales & Marketing Manager, Panasonic Marketing Middle East & Africa FZE says, “2017 saw sustained growth in
the industry. There were tremendous opportunities in the Middle East and North Africa region with the steady demand from consumers on new electronics solutions and technological innovations. We’re confident to say that we were able to leverage the growth potential of the region; there was high-demand for Panasonic products especially since we deliver on quality and performance.” Panasonic introduced the Aero-PTZ (WV-SUD638) and thei-PRO Extreme technology platform over the past year. The Aero-PTZ (WV-SUD638) provides Full HD 60fps imagery with a 30x optical zoom lens within a tough fiberglass body resistant to both erosion and salt corrosion and suitable for harshest desert weather conditions. The i-PRO Extreme surveillance technology, on the other hand, provides a native end-to-end H.265 system while also delivering demonstrable enhancements in image quality, system reliability, IP security and embedded intelligence. A surfeit of projects, either newly launched or those which were previously on hold and later resumed, is keeping the market landscape busy. And with EXPO2020 well in sight, the momentum looks certain to gather further pace. Abaas Mahroos, Sales Manager - Middle East & North Africa at CAMSCAN LIMITED says,“At CAMSCAN we saw an increase in sales in 2017 and it was mostly fueled by projects within the UAE. Some of the Northern Emirates especially saw more stringent regulations being enforced, in addition we
saw a lot of new residential buildings, as well as resumed projects that were previously on hold, delivered in Dubai in 2017. Looking forward we expect this trend to only increase as we approach the EXPO2020.” CAMSCAN introduced its series of cost effective IP surveillance products was introduced in 2017 with some unique offerings such as a 128 channel Linux-based NVR as well as an affordable 4K camera range. This allowed the manufacturer to penetrate some of the more pricesensitive projects and markets in the region. CAMSCAN offers cost effective series of cameras for the consumer market that its markets via distributors and the project-specific CAMSCAN PRO series. “In our CAMSCAN PRO series we differ from the competition in that we offer a full line, outdoor and indoor, fixed and motorized lens options, of products with high sensitivity (0.002 Lux*) and high WDR (140 dB) at the same time. Most manufacturers will offer you a choice of high sensitivity at night or wide dynamic range. In addition, our NVR range is comprehensive and covers up to 128 channels in an embedded Linux system while our Windows-based solution can handle thousands of HD channels.”
Driven by regulations The market has been seen a positive momentum thanks to regional regulations driven by bodies like Security Industry Regulatory Agency
Firas Jadalla Regional Sales Director, META Genetec
(SIRA), helping increased deployments/upgrades across existing and new residential as well commercial properties. Okawa says, “Definitely, there has been a marked improvement in the quality of security services from existing and new residential and commercial properties. These were made possible mainly by new initiatives and reforms undertaken by both authorities and regulatory bodies. Additionally, clients are also now well informed about new technologies available to enhance security standards because of such endeavor by agencies such as SIRA.” The stiff regulations to meet standards in terms of safety and security measures ensure that property developers and commercial segment entities are investing
in new investments or upgrades. Abaas says, “In the Middle East in general and the UAE specifically, the industry is highly regulated in terms of requirements and specifications compared to many other parts of the world. For example in Abu Dhabi the Monitoring and Control Centre continues to push and improve the minimum requirements for IP surveillance in terms of cameras, recorders, failover systems, and so on. Similarly in Dubai, SIRA keeps stringent rules on camera type and specifications.” He adds, “An example we saw in some residential buildings, where traditionally analog systems would be sufficient, installers were forced to use IP systems since HD analogue cameras weren’t January 2018 | 19
Cover Feature | Physical Security
Abaas Mahroos Sales Manager, MENA Camasan Limited
up to the minimum WDR range requirements set by SIRA for building entrances.”
Showcase at Intersec Manufacturers will get the opportunity to showcase the latest technologies and solutions they have to offer in commercial security at the 20th edition of the Intersec showcase taking place at the at the Dubai International Convention and Exhibition Centre from 21-23 January 2018.With 580-plus exhibitors, Commercial Security is the largest of seven sections, with more than two-thirds of the world’s top 50 security solutions players on board, including Hikvision, Bosch, Dahua, AssaAbloy, Tyco, FLIR, Hanwha Techwin, Axis Communications, Avigilon, Panasonic, Infinova, IDIS, and Milestone Systems. “Safety and security is
20 | January 2018
the pre-eminent priority for businesses and civic authorities not just in the region but across the globe, especially in today’s scenario where a small security vulnerability can lead to major losses,” said Ahmed Pauwels, CEO of Intersec’s organiser Messe Frankfurt Middle East. “Intersec’s Commercial Security section reflects the increasing demand that exists in the region for cuttingedge IP-based network video surveillance, access control and monitoring systems. With a majority of the leading brands present, the exhibition presents a comprehensive lineup of the best in the industry to regional trade visitors, systems integrators, end-users and professionals.” Panasonic will be showcasing its full range of premium security solutions at Intersec 2018. This includes
its extensive range of network cameras, video recorders and software packages that utilise breakthrough technology and innovation. Okawa adds, “We will also showcase our i-PRO Extreme PTZ Cameras with enhanced features (Advanced Analytics capabilities and heavy salt resistant model). Extreme Analytics feature now offer Face Recognition System with highly-efficient matching capabilities against a database of registered faces, as well as Vehicle Incident Detection function, which enables users to monitor even multi-lane roads and receive automated alerts identifying unusual traffic activity.” Genetc will have its located at Sheikh Saeed 1 Hall, Stand #J34. During this year’s event, Genetec will address cybersecurity measures and showcase the latest version of its Security Center and Airport Sense solutions, among others. Firas adds, “In light of the rising number of cyberattacks, privacy breaches, and poorly-designed software and equipment last year, we are keeping the conversation going at Intersec Dubai 2018--urging integrators and customers to establish trusted best practices that can keep its people and organizations safe and secure. We are looking forward to meeting the attendees, including the top decision makers across public agencies as well as private enterprises. We also expect to see increased awareness as we exert efforts in protecting organizations and their security systems, people, data and assets.”
Visitors to the Genetec booth will also be able to see demonstrations from its ecosystem of trusted technology partners including a vast selection of cameras, biometric and access control devices, body-worn cameras, storage, and software solutions.
SMB Traction With the SMB segment being a sizeable part of the region’s economy, manufacturers are looking to cater to the growing interest in smart access and surveillance solutions, especially the latter, from the myriad sized entities that make up the segment, across verticals. Okawa says, “The adoption of IP technology is gaining momentum even in SMBs, especially now that they are recognizing the value of video data. For SMBs, such data are useful primarily for understanding types of customer behaviors, and they also proactively use video for training. Panasonic recognizes this need of SMBs for IP surveillance so we provide end-to-end video and access control solutions to our customers in every market, regardless of complexity and budgets.” The fact that IP security technologies allow greater integration with other solutions deployed, is a compelling reason for the demand growth. In addition, the prices have become more affordable, which is always a concern in the mid-market segment along with the fact that there are many more options. Abbas says, “Certainly,
IP surveillance continues to grow in the SMB sector. Three major challenges for SMB’s when it comes to security surveillance are expansion, integration with other systems and centralization. With IP systems these problems are easily addressed. Previously, the price was deterring many SMB’s from going IP. However, that has changed and as more SMB’s upgrade or expand their existing CCTV systems, they lean towards IP.” Firas concurs that more and more SMBs are tapping IP video surveillance and he cites the following reasons as driving factors. “For one, this type of system is easier to build and offers more flexibility in the digital networking world than the analog technology. Another is that the latter is prohibitively expensive, if not topologically impossible, to deploy, convincing many to adopt the IP technology for their new complex security needs.”
More analytics One of the significant benefits of integrated surveillance solutions is the intelligent insights that Businesses, especially in retail, can draw from to understand and respond to consumer behavior. Abaas says, “Previously we saw analytics in the security industry limited to government or corporate systems. Today though, and because of increased camera and NVR processing power, we see many applications of analytics in other sectors. Retailers use people counting, for example, to better understand consumer behavior to increase sales.
Jewelry shops set alarms when certain sensitive areas are intruded.” Panasonic, in response to the region’s fast-growing demand for integrated video surveillance systems is introducing the i-PRO Extreme platform, a native end-to-end H.265 system that delivers Extreme Visibility, Extreme Compression, Extreme Data Security, Extreme Analytics and Extreme Reliability. “The technology is available in Panasonic’s new elite line of cameras, recorders and management software, guaranteed to exceed customer expectations at the same time increasing value on investment.On top of these superior technologies, the Panasonic i-PRO Extreme also offers mastered data security and analysis,” says Okawa.
Innovations help make inroads The surveillance industry has been one of the most dynamic in recent years in terms of innovations and technologies that have been introduced and incorporated to truly enhance the quality of results available in terms of video footage across indoor outdoor locations and with detailed analytics. Panasonic is looking to gain inroads in the Oil & Gas sector through solutions it has engineered to address specific needs. Okawa says, “With our latest heavy salt resistant models which cater to the extreme sea side environment, we are targeting Oil & Gas industry in the Middle Eastern market. This technology by Panasonic has already
Okawa Tetsuo Senior Sales & Marketing Manager Panasonic Marketing MEA
garnered success in some countries and we will continue to bring new high sensitivity camera technologies to meet various demands of the Middle East region.” Abaas says that in addition to regulation, advances in data compression methods, with H.265 being the industry standard nowadays, have greatly reduced bandwidth and storage costs. Manufacturers are coming up with solutions to meet such expectations. He adds, “Under certain test conditions, CAMSCAN cameras delivered 4K resolution at only 4 MBPS – a significant achievement when compared to previous bitrates of 20+ MBPS.” Having made considerable inroads in the recent past in the region, there is no letting up in terms of the intent to consolidate further at Genetec
Firassays, “Genetec systems protect 70 per cent of Middle East airports –through our state-of-the-art solutions and we intend to sustain this momentum and more. Genetec will continue to pursue its strategy to offer a continuous flow of clever innovations. Some of these will be evolutionary improvements to our technology, and others will be created to automate security processes. We are democratizing technology, which in the past was only accessible and affordable to bigger organizations.” Most manufacturers that cater to the commercial security segment seem to be sitting pretty in terms of ample market opportunities in the region. The onus is on them to seize the momentum and close more projects in tandem with their partners. January 2018 | 21
TechKnow | Seagate
Discuss your range of storage solutions for surveillance and demand for storage from the segment? Keeping prevailing industry trends in mind, our SkyHawk range of products has been created to cater to the demands of an ever-changing surveillance sector. Our unique array of solutions under the SkyHawk portfolio has been further complemented by the addition of the industry-first SkyHawk AI, a high-capacity product designed for new artificial intelligence and deeplearning applications in the market place. Examples of use of include facial recognition, real-time intelligence and video analytics. Industry analyst IHS predicts that by 2019, more than 3.3 trillion hours of surveillance video will be captured daily. This means that organizations need nothing less than the best in video surveillance storage solutions to effectively store and leverage this mass of data. We are seeing demand for more storage from surveillance deployments on the rise and as surveillance equipment gets more advanced, the hardware to back this up needs to perform at the requisite level. What are some of the major partnerships Seagate has with other vendors in the surveillance industry? When it comes to the surveillance industry, Seagate has continued to align itself with partners active in the sector, to enable them to develop their offerings. One of our partners is Rasilient Systems, a Silicon Valley-based manufacturer of surveillance
22 | January 2018
recording servers and storage systems who have been a big player in the video surveillance market for over fifteen years. The addition of SkyHawk hard drives into their solutions has strengthened their overall offering in the market. The reliability and performance of SkyHawk, coupled with Rasilient’s flexible, powerful system design, has been successfully deployed in Abu Dhabi’s Central Market, involving 2,200 cameras and 3200 TB of storage. Other partners include Milestone and Hikvision, the latter of which worked with Seagate to pioneer the first surveillanceoptimised hard drive in 2006. Furthermore, we also offer SkyHawk Health Management (SHM), a joint solution with Hikvision. SHM provides analysis that helps to prevent data loss. It analyzes and provides detailed information on how to improve storage performance, and is built into Hikvision NVR 4.0 OS systems. Is IP surveillance is seeing larger traction in SMB environments? Yes, it is encouraging to see IP surveillance solutions gaining a lot of traction with the SMB sector. The fact is that ultimately, the future is centered on digital and an efficient IT infrastructure. What we are seeing is that this change is largely driven by industry technology innovators and manufacturers in the market. The challenge is to move entry-level SMBs away from analogue solutions by creating ‘out of the box’, or hybrid, solutions to ultimately make it easier and more beneficial
Stephen Jones Surveillance Manager, EMEA Seagate
Resilient storage for surveillance At Intersec 2018 Seagate will be exhibiting its industry leading surveillance storage technologies, with demonstrations of its SkyHawk, SkyHawk AI and Exos X12 products and solutions from partners Hikvision and Dahua. Seagate’s EMEA Surveillance Manager, Stephen Jones shares outlook on trends and also details of Seagate’s latest surveillance offerings, to transition into IP-based solutions. What are your plans for your showcase at Intersec? We consider Intersec a very important event, being the ideal platform to not only showcase our unique portfolio of solutions, but also to meet our customers, and keep abreast
of both industry and regional trends and developments. At Intersec 2018, in addition to exhibiting our surveillance storage technologies, there will also be demonstrations of the SkyHawk, SkyHawk AI and Exos X12 products and solutions from our valued partners Hikvision and Dahua.
TechKnow | Pivot3
in software-defined storage and hyperconvergence innovation means we know what works, and can deliver the best performance, efficiency, and simplicity to customers at lower costs than the competition. Additionally, the regional market is generally more aware of the benefits of hyperconverged solutions and are trusting it with their most critical IT initiatives. With Pivot3, they know they can significantly reduce their datacenter costs by supporting more VMs, more users and more transactions with less infrastructure for a better ROI.
Anand Chakravarthi Area Vice President, ME Sales Pivot3
Accelerating HCI inroads Anand Chakravarthi, Area Vice President - Middle East Sales at Pivot3 discusses how hperconverged infrastructure is fast gaining trust and traction with the region’s customers Discuss how 2017 was from Pivot3’s point of view in the regional market? Mention some highlights? 2017 was a very good year in the region for Pivot3. Not only did we see increased bookings supporting more mixed application workloads with major sales coming from new customers purchasing our new Acuity HCI platform, we also saw existing customers considerably expand their hyperconverged environments. We made an announcement in 2017 about our partnership with Lenovo both as
24 | January 2018
OEM and GTM partner. This partnership is very exciting and helps us scale business even faster. We have successfully installed Lenovo based HCI systems already in the region. How do you see the momentum towards hyper-converged infrastructural investments build up in the region? What have been the key drivers of the demand/growth? The bottomline is that customers care about the technology – the foundation their solutions are built on. Our history
Are hyper-converged deployments still mostly restrained to container deployments for specific workloads? What are the trends in the region? It’s true that in previous generations of HCI products, businesses were mostly comfortable deploying it only for standalone workloads like VDI or disaster recovery, but that all changed with the release of Pivot3’s Acuity HCI software platform. Launched in April, Acuity is the industry’s first and only hyperconvergedplatform to feature a multi-tier architecture with an NVMe flash datapath governed by an advanced, policy-based quality of service engine and seventh-generation erasure coding. This brings predictable performance by supporting and scaling any workload on a single infrastructure. Acuity provides breakthrough application performance and a faster ROI by supporting more workloads on less hardware.Throughout 2018, we expect to see more of our existing customers, as well as new business, move more of their critical workloads to Acuity, for its ability to support multi-cloud environments and deeper datacenter automation. Mention some of the key solutions the company introduced over the past year? Acuity is really laying the foundation
"Throughout 2018, we expect to see more of our existing customers, as well as new business, move more of their critical workloads to Acuity, for its ability to support multi-cloud environments and deeper datacenter automation."
for the modern solutions our customers need in a world of many clouds, and how businesses can effectively, efficiently manage where their data is placed, how performance and storage resources are delivered, in the most efficient, costeffective manner. We are helping our customers build on-premise private clouds that easily connect and operate with public clouds through a single pane of glass to resolve the complexity of multi-cloud environments. And because of this, customers are launching business continuity, workforce mobility, enterprise and database apps, and business analytics initiatives simultaneously on Acuity HCI. Recent lab validation testingrevealed that compared to leading HCI solutions, Pivot3 delivers greater performance, increased density and faster response times with less hardware, allowing businesses to gain near-real-time decision-making, increase end-user satisfaction, and lower total cost of ownership.
Discuss on the Acuity infrastructure solution you offer? How does the NVMe flash tier offered with it enhance performance and also the priority basis it works upon with applications? Acuity was unveiled last year as the industry’s first priority-aware HCI software platform that enables IT to confidently consolidate multiple mixed-application workloads onto a single infrastructure while also delivering breakthrough performance. It helps to simplify workload management with Pivot3’s fifthgeneration policy-based management engine and comprehensive data services. As a priority-aware software platform, Acuity intelligently and automatically applies resources to mission-critical applications for guaranteed performance and predictable results.
Acuity is really one of a kind, in that its Quality of Service is unlike anything out there in the market and that it is architected with NVMeflash. For example, through Acuity’s policy-based, priorityaware engine, system admins can assign policy and service levels to match their application and business priorities. In addition, a user could change the policy on a data store and see it change in real time. Finally, resource priority is guaranteed to mission critical applications. The support of NVMe SSDs, with their microsecond latency and the SLAs, means high-priority apps with high performance and low latency needs, get the NVMe boost when they need it, which is all easily managed and can be automated through QoS. Additionally, the Acuity policy scheduler can be used to organize performance and data protection policy changes on cyclical business processes that change app requirements. The software also includes erasure coding-based protection, snapshot and clones, application-integrated data protection, data reduction, and integrations with VMware vSphere and VMware vCenter. How has your channel partner programs been enhanced over the past year? Has it been rolled out in the region as well? In 2017, we expanded our Global Partner Program in all regions with new tiers, certifications and services to help partners differentiate and profit in the exploding HCI market. As a 100-percent channel-driven company, Pivot3 saw a 178-percent increase in new deal registrations from the channel from Q1 to Q3 2017, with 77 new partners joining in Q3. The Global Partner Program expanded
into two partner tiers, Premier and Associate, with the ability to enhance profits with the Service Delivery designation upon successful completion of the Pivot3 Certified Service Delivery Professional certification. Pivot3 is also formalizing its Partner Advisory Board, allowing partners the opportunity to provide feedback and participate in pilot programs around new product launches with exclusive previews, pre-training and the ability to be first to market. Discuss if and how HCI helps with digital transformation objectives? Hyper-converged is the ideal platform for digital transformation because it directly addresses what Gartner calls “Bimodal IT” which is the practice of managing two separate but coherent styles of work – one focused on predictability and the other on exploration. With HCI, and the strides we are making in Acuity to evolve that technology, businesses can confidently embark on digital transformation initiatives because they are able to sustain the predictable aspects of their business, while improving and renovating in more well-understood areas, yet at the same time, build upon new tech as they experiment to solve new problems. Another key element, is that HCI as a foundation, or a bridge towards infrastructure agility, can be continuously optimized alongside a business’s technology roadmap. Case in point – by 2020, 30% of IT organizations that fail to apply Artificial Intelligence and Machine Learning will cease to be viable against cloud or startups, and in Acuity we have already developed the use of algorithms and machine learning intelligence to optimize our QoS, automate customer environments, and introduce a new IT paradigm based on agility, delivery and intelligence, made possible by human-machine orchestration with IT deeply embedded in the business. January 2018 | 25
Insight | Riverbed
The Internet of things and hyper connectivity will fundamentally disrupt traditional security safeguards, writes Charbel Khneisser Regional Presales Director, METNA Riverbed
Charbel Khneisser, Regional Presales Director, METNA at Riverbed
Top trends to watch out for in 2018 T
hanks to our increasingly hyper connected world, I believe that simply having a firewall to protect against your external enemies and threats will become a thing of the past. A security infrastructure that require data to traverse it to do its job will no longer be enough. In fact, the terms “dirty-side” and “clean-side” currently being used to describe network interfaces will have no meaning. Tomorrow, threats will come from what seem like unlikely and trusted sources. It’s going to be second and third connected business partners that you will have to worry about. Someone that is once or twice removed from your infrastructure being hacked makes you just as vulnerable
26 | January 2018
as a nefarious internal actor trying to compromise your data. There used to be only so many ways one could gain entry to a system, but now with the explosion of devices and access points, these traditional defences are simply not going to work anymore. The cleanly delineated view of your network being secure through the use of a firewall separating trusted and untrusted traffic will be antiquated, and instead security will be better ensured by viewing the network much more holistically as well as having technology safeguards in place that monitor the behaviour of users and handle anomaly detection. On a related subject is
the actual handling of such anomalies. If they emanate from sources that are indirectly connected to your infrastructure, like the business partners’ example mentioned above, then blocking such activity would be the easiest action. Equally the “internal actor” who is making a deliberate attempt to breach security for malicious purposes, can be detected and confined by next generation safeguards that react to unusual behaviour of user, device, location and application as a combination rather than simply as separate elements. But what about those innocent users who compromise data without knowing? These are staff
who evolved and enhanced their working environment by embracing shadow IT. Security safeguards have to learn to recognize and respond to seemingly normal data movement and collaboration actions made by employees who put the company’s data at risk. Examples of this could be the use of a personal account in a cloud storage service like Dropbox, on-line translation tools, or even sending attachments via a personal email account. 2018 will see a marked increase in adoption of Data Loss Prevention (DLP) and Cloud Access Security Broker (CASB) products in combination with the holistic visibility tools. Prediction: Network security will ultimately
be driven by machine learning and artificial intelligence. Machine learning (ML) and artificial intelligence (AI) technologies at the security layer are going to be extremely dependable sentinels. Unlike todays network security systems which are largely human administered and maintained, ML and AI will be constantly vigilant against threats and vulnerabilities and will allow us to use the “P” (prevention) in IPS with confidence. The current thinking as a security professional is that if you have an updated database, secure firewall, patched OpenSSL, etc., you’re secure – but this presents a false sense of confidence that can be fatal to the security of the network. Machine learning and AI technology don’t suffer from over confidence and preconceived notions of security. It will simply do the job of identifying anomalies and mitigating threats, but far faster and better than today’s, largely human latency bound, security posture model. Two of the key barriers to the otherwise inevitable adoption of such technology will be; the need to have the appropriate legislation and accreditation in place for what could be otherwise described as a form of autonomous security, and the “human factor”. Recognised legal frameworks need to be in place to ensure organisations can demonstrate compliance to a standard. In the case of
"Unlike todays network security systems which are largely human administered and maintained, ML and AI will be constantly vigilant against threats and vulnerabilities and will allow us to use the “P” (prevention) in IPS with confidence."
the human factor, this is the reluctance to hand over control of something that has been in our “manually managed and monitored domain” for so long. History shows it took a while for IT teams to adopt the concepts of virtualization on a data centre scale, likewise for example, it will take a while for car drivers to take their hands of the wheel, yet these days as passengers in commercial airliners we think nothing of the planes landing themselves. Prediction: In the nearterm, crowdsourcing will be used more aggressively by IaaS providers as a means of improving their security. The crowdsourcing model works in regard to security because history has shown that the more eyeballs you have on a problem, the faster vulnerabilities will be found. WEP is exhibit A of this model, which was the initial encryption standard which was released as part of the first wireless networking standard. It was found to be riddled with vulnerabilities out the door because it was developed in a closed environment with no inputs from a broader base of people with an interest in identifying and shoring up any weaknesses. The lesson was learned from this example and these standards are now open for broader analysis. Bounty programs at Microsoft, Oracle and others also prove this
out. Why? Because they ask for help from many people, numbering in the hundreds and more, who are motivated to find bugs or vulnerabilities in their products and make them better and more secure. Alternatively, if you develop in a silo, your defence against vulnerabilities is only as good as the 5, 10, 20 or so people that work on particular protocols and the one thing the teams miss will lead to vulnerabilities. If you have hundreds or more people working on these problems, then chances of finding and securing vulnerabilities goes up dramatically. Therefore, as counterintuitive as it may seem, the more open you are, the more protected you can be. As more and more companies adopt these bug, or vulnerability bounty programs, this crowdsourcing security model will prove to be one of the most efficient, economical and effective strategies for shoring up the security of the network as well as it has for software and browsers. Prediction: Emerging technologies such as augmented and virtual reality, as well as IoT, will drive the need for scaled and automated network management. These emerging technologies are in the mainstream future of IT. While virtual reality (VR) was once only associated with gaming, now VR as well as augmented reality (AR) are being rapidly
being adopted in industries such as manufacturing, healthcare, transportation, energy – the list goes on and on. Add to this phenomenon the explosion in IoT devices at the edge of the network – which are generating data at an incredible rate – and you can see that the job of network management and ensuring network performance can quickly consume an organization that does not invest to scale through technology, process automation or partnering with a provider that does. Introducing these new emerging technologies into the workplace requires the ability to isolate their activity for visibility and understand how when scaled they will impact the network and distribution of compute workload at the edge. To be able to deploy them responsibly requires a solid foundation of enabling IT services – LAN, WAN, branch and DC computing. Modernizing the network with next generation software defined network solutions and services will be key. IT organizations will need to make decisions on sourcing – in-house managed or through a managed service provider – in order to deliver and manage the solution set needed to keep up and stay ahead. Managed network service providers will increase their capabilities in order to take on this responsibility and allow the enterprise to focus on introducing these emerging technologies to enable greater innovation and a competitive edge. January 2018 | 27
Insight | ThinkBig Analytics
The power of artificial intelligence is set to disrupt many of the human intensive job roles within an organization leading to the recognition of its strategic importance and creation of
fraud incidents. Moving further along these lines, it is important to understand the current state of artificial intelligence, which is that it can mimic the human brain, but not completely. We are still far from the situation where artificial intelligence can think exactly as a human being. At present artificial intelligence is used to automate specific tasks done by human. Those industries where highly specific human tasks can be automated will soon be impacted by future developments in artificial intelligence.
an executive role, opines Pranay Dave Director Data Science ThinkBig Analytics
Pranay Dave, Director
Changing roles
Data Science WESEMEA
Key industries which will be impacted are in information technology, telecommunications, consumer services, financial services, manufacturing and production. Industries where there is a lot less human activity, such as education, media and entertainment, sports, construction and property will be less impacted in the short term, but impacted later on in the medium and long term. While advancements in artificial intelligence will replace some specific tasks done by humans, it will also create new opportunities of redefining job roles. One such role is the Chief Artificial Intelligence Officer. This is a senior executive responsible for artificial intelligence strategy and implementation in an enterprise. But compared to the Chief Data Officer, this role will also include the human challenge of redefining job descriptions in conjunction with human resources, as advancements in artificial
at ThinkBig Analytics, a Teradata company
Arrival of the Chief Artificial Intelligence Officer A
rtificial intelligence is when a machine mimics functions that human do such as sensing and learning, reason and infer, deciding and acting. As a technology, artificial intelligence can support use case such as chatbots, detecting fraud, cognitive document automation and others. As an example, Danske Bank, is using artificial intelligence to detect fraud incidents such as fake invoice and identity theft amongst others. Before the development
28  |  January 2018
of artificial intelligence, Danske Bank had many false positives. With artificial intelligence Danske Bank has been able to reduce false positive by 60% as well as increase accuracy in fraud detection. This is helping them save millions as well as increase efficiency of the fraud detection service.
Hard line So where is the hard line between what is artificial intelligence and what it is not? Techniques which use brute-
force or rule-checking and do not mimic human thinking are not artificial intelligence. As an example, fraud detection applications can be built by configuring all possible frauds that have occurred in past and checking against this list. This is not artificial intelligence as you are not letting machines think, but instead just using check rules. Since fraudsters always find a new way of making fraud, you will not be able to detect emerging and new kind of
intelligence progress into the enterprise. Another role is the Citizen Data-Scientist. Gartner defines a citizen data scientist as a person who creates or generates models that uses advanced diagnostic analytics but whose primary job function is outside the field of statistics and analytics. As there will be more demand for artificial intelligence, the demandsupply gap for data-scientists will increase. This will move traditional workloads of datascience work to the citizen data scientist, while the expert data scientist will increasingly be focused on artificial intelligence.
Enterprise adoption Based on a recent survey made by Teradata, almost all
respondents 91%, anticipate significant barriers to adoption. The majority predict roadblocks due to lack of IT infrastructure 40%, followed by a lack of in-house talent 34%. Just as many, 33%, claim that artificial intelligence technology available today is too unproven and nascent, while 30% yearn for more budget. However, skepticism is lower in other areas — only 19% are concerned that artificial intelligence has a weak business case, and only 20% worry about the impact of artificial intelligence and automation on jobs and employee morale. Companies will overcome these barriers with more executive-level awareness and an enterprise-wide strategy
for artificial intelligence implementation and use. This is ushering in a shift within the C-suite: Today, artificial intelligence strategy is typically under the scope of a CIO or CTO, but, in the near future, the majority of businesses surveyed plan to install a dedicated Chief Artificial Intelligence Officer to lead the effort.
Use cases Various government have already started to work on artificial intelligence strategies for countries and cities. Artificial intelligence has many potential advantages for cities, like the implementation of 100% driver-less cars, no traffic congestions, smart building, and so on. But this will also mean a lot of changes to many of
the conventional assets within a city. For example, do we need traffic lights when all the traffic is regulated by artificial intelligence. So, one possible future scenario is, completely new cities will be created which are designed based on an artificial intelligence framework and strategy Artificial intelligence is fast-coming into the enterprise. Businesses, which do not have an artificial intelligence strategy will soon see themselves disappearing. We will also see artificial intelligence being integrated into hardware, such as robots and drones. This will enable various new applications such as robot salesperson or robot interviewers and intelligent logistics. The transformation is just beginning.
January 2018  |  29
EyeTech
SkyHawk AI hard disk drive Overview: SkyHawk AI hard disk drive (HDD) is the first drive created specifically for artificial intelligence (AI) enabled video surveillance solutions. Building on Seagate’s 10-year track record of delivering surveillance optimized storage performance, SkyHawk AI provides unprecedented bandwidth and processing power to manage always-on, data-intensive workloads, while simultaneously analyzing and recording footage from multiple HD cameras. SkyHawk AI is ideal for intensive computational workloads that typically accompany AI work streams, as its high throughput and enhanced caching deliver low latency and excellent random read performance to quickly locate and deliver video images and footage analysis. This enables on-the-edge decision making, eliminating the latency of exchanging cloud-based data and processing. Equipped with Seagate ImagePerfect AI firmware, the drive reliably records high quality, sharp video footage with no dropped frames, while simultaneously facilitating AI-enabled NVR analytics – ensuring that intelligence gathered through video surveillance footage is not lost. Key features: • ImagePerfect firmware is designed to ensure seamless video footage capture in24X7 surveillance workloads that record video from 64 HD cameras.
DGS-3630 series Overview: D-Link announced the new generation of Layer 3 Managed Gigabit Switches - the DGS-3630 series. The series now offers PoE models DGS-3630-28PC with 24 PoE GE + and DGS-3630-52PC with 48 PoE GE+ to provide a complete 10G managed switch portfolio. The DGS-3630 series switches delivers scalable software management and multiple software image upgrades to access additional advanced features according to your network requirement. The Switch Resource Management (SRM) feature allows the hardware table size to be changed so that switch functions can be optimized based on different applications. Working at wire-speed performance, the switches can aggregate all the traffic in the network. Together with high reliability and availability, the DGS-3630 series is the ideal core switch in SMB networks. Built-in 10 Gigabit uplink ports and stacking technology allow the switch to easily accommodate larger enterprise networks. Full Layer 3 protocol support, OAM features, and advanced QoS offer scalable and efficient network operation, administration and maintenance even in stressful metro Ethernet infrastructures. Key features: • Embedded 10 Gigabit SFP+ stacking/uplink ports provide high bandwidth port density.
• SkyHawk Health Management actively helps protect your surveillance storage byfocusing on prevention, intervention and recovery options.
• The intelligent Switch Resource Management (SRM) feature provides profile-based resource management that allows administrators to quickly allocate switch resources depending on the needs of different applications.
• NVR-ready design allows drives to maintain performance in multi-bay systems, givingcustomers the flexibility to scale their systems when more storage is needed.
• DHCP auto-configuration and auto-image upgrading can be used to configure and upgrade multiple switches automatically.
• ATA streaming support enables recordings from up to 64 HD cameras for smooth,uninterrupted footage.
• The Auto Surveillance VLAN feature enables the switches to prioritize surveillance traffic in the network to provide effective surveillance system management.
• Up to 10 TB or over 2,000 hours of HD video storage support an increased numberof HD cameras and allows longer data retention periods. • 1 M hours MTBF, 3-year limited warrantyrepresents an improved total cost ofownership (TCO) with reduced maintenance costs.
30 | January 2018
P-line thermal cameras Overview: In launching the first thermal cameras in its P-line – Axis Communications is bringing the benefits of thermal imaging to a broader range of customers and environments than ever before. The cost-effective cameras deliver thermal imaging capabilities to small and mid-size systems with budget limitations – such as schools, care environments and independent retailers– allowing for intrusion detection and incident identification, without compromising individuals’ identities. Thermal technology is renowned for ensuring reliable detection with a low rate of false alarms, but until now the cost of high-quality thermal imaging has been beyond the reach of organizations with limited budgets. The new AXIS P1280-E Thermal Network Camera is an indoor/outdoor camera with a flexible form factor that allows the thermal sensor unit to be placed in locations with limited space and it comes with a wide range of mounting accessories for both wall, ceiling or recessed installations. AXIS P1290 Thermal Network Camera is an indoor camera protected in a dome casing for discretion. Key features:
SRX4600
Overview: The high-performance SRX4600 next-generation firewall offers fast, scalable protection for enterprise private cloud, campus networks, cloud service providers, and telcos. With integrated malware prevention and a full suite of next-generation services, the SRX4600 is optimized to provide consistent protection across private cloud environments. Fortification against advanced threats and zero-day attacks is ensured with real-time updates to IPS signatures, industryleading antivirus and URL filtering, expansive application visibility, user identification, and deep content inspection. As the center point of your defense, the SRX4600 offers
• Ideally, they can be used as a cost-effective detector
unprecedented command over your security system with
with visual confirmation for safety of both people and
“single pane of glass” management through Junos Space
property in numerous environments.
Security Director.
• The cameras have built-in analytics, such as AXIS Video Motion Detection that can send an alert when it detects motion from moving objects within a predefined area. • The cameras also support AXIS Camera Application Platform, which is compatible with a broad range of third-party applications
The SRX4600 strengthens your security posture while simplifying your physical environment by integrating highperformance routing and security into a single, compact 1 U device. Key features: • NGFW capabilities deliver seamless and consistent protection across diverse environments. • A full suite of advanced security capabilities provides
malware protection with Juniper Sky Advanced Threat Prevention, security intelligence via Spotlight Secure, policy enforcement based on GeoIP data, UTM, NAT, and QoS. • The SRX4600 firewall delivers up to 80 Gbps of IMIX firewall throughput in a 1 U form factor.
January 2018 | 31
Stats & Trends
Security spending could top $96 Billion in 2018 G
artner forecasts worldwide security spending to total $96.3 billion in 2018, an increase of 8 percent from 2017. Organizations are spending more on security as a result of regulations, shifting buyer mindset, awareness of emerging threats and the evolution to a digital business strategy. "Overall, a large portion of security spending is driven by an organization's reaction toward security breaches as more high profile cyberattacks and data breaches affect organizations worldwide," said RuggeroContu, research director at Gartner. "Cyberattacks such as WannaCry and NotPetya, and most recently the Equifax breach, have a direct effect on security spend, because these types of attacks last up to three years." This is validated by Gartner's 2016 security buying behavior survey*. Of the 53 percent of organizations that cited security risks as the No. 1 driver for overall security spending, the highest percentage of respondents said
that a security breach is the main security risk influencing their security spending. As a result, security testing, IT outsourcing and security information and event management (SIEM) will be among the fastest-growing security subsegments driving growth in the infrastructure protection and security services segments (see Table) Gartner analysts said that several other factors are also fuelling higher security spending.
Regulatory compliance and data privacy have been stimulating spending on security during the past three years, in the U.S. (with regulations such as the Health Insurance Portability and Accountability Act, National Institute of Standards and Technology, and Overseas Citizenship of India) but most recently in Europe around the General Data Protection Regulation coming into force on May 28 2018, as well as in China with
the Cybersecurity Law that came into effect in June 2016. These regulations translate into increased spending, particularly in data security tools, privileged access management and SIEM. Gartner forecasts that by 2020, more than 60 percent of organizations will invest in multiple data security tools such as data loss prevention, encryption and data-centric audit and protections tools, up from approximately 35 percent today.
Worldwide Security Spending by Segment, 2016-2018 (Millions of Current Dollars) Segment
2016
2017
2018
Identity Access Management
3,911
4,279
4,695
15,156
16,217
17,467
9,789
10,934
11,669
48,796
53,065
57,719
4,573
4,637
4,746
82,225
89,133
96,296
Infrastructure Protection Network Security Equipment Security Services Consumer Security Software Total
Source: Gartner (December 2017)
Most Dubai Start-ups use Cloud Computing Solutions, says report
D
ubai Silicon Oasis Authority (DSOA), announced the findings of The Cloud Report 2017, commissioned in partnership with IBM and produced by Thomson Reuters. The report provides an in-depth overview of cloud computing adoption across the start-up segment in Dubai. Through a survey of more than 100 start-ups, supplemented by several case studies, the document offers valuable insights on the start-ups’ spending power, priorities, challenges, and requirements.
32 | January 2018
The Cloud Report 2017 found that 70 percent of start-ups in Dubai currently use cloud computing, and 24 percent even built their start-ups on the cloud. Meanwhile, 38 percent of those not yet on the cloud plan to adopt the technology in the near future. Across the three cloud service models available, 76 percent of start-ups on the cloud have opted for Software as a Service (SaaS). Meanwhile, Platform as a Service (PaaS) and Infrastructure as a Service (IaaS) are each used by 32 percent of adopters.
One-third of the start-ups on the cloud utilize more than one type of cloud service, with nine percent using all three service models. Start-ups on the cloud in Dubai use an average of 4.39 cloud services, with 36 percent using one or two services, and 18 percent using more than five. Storage and web hosting are considered as core services, and are generally the first cloud services adopted. They are also currently the most widely used at 68 percent and 67 percent respectively.
WA
RR
ANTY
S
W
T
Y
5 YEAR
ARRAN