HYBRID STORAGE Solid state speed. Spinning disk price.
TRADITIONAL STORAGE
100K IOPS
OUR HYBRID STORAGE
New features and performance that win deals www.nexsan.com/hybrid
Editorial
Cover Feature - P 18
News in detail
P 10 - VMware continues expansion in MENA P 12 - Avaya One Source simplifies access for Partners and Customers
V
irtualisation, Cloud computing and Big Data have been the defining trends in the industry in the recent years. And while they continue to be shaping the way the industry is moving ahead, SDN is the buzzword that is gaining prominence among industry pundits in the current year. Software-Defined Networking (SDN) is one of the key elements of the Software defined datacenter or SDDC vision. VMware has been championing the concept of SDDC and which will be one of the key concepts that will be trending this year in the IT space according to industry insiders. Software-defined data center (SDDC) is the phrase used to refer to a data center where all infrastructure is virtualized and delivered as a service. Network virtualization, server virtualization and storage virtualizationare the three elements of SDDC. SDDC provide as unified data centre platform that provides automation, flexibility, and efficiency in the way IT is delivered. Compute, storage, networking, security, and availability services are pooled, aggregated, and delivered as software, and managed by intelligent, policy-driven software resulting in a data centre optimized for the cloud era. SDN is gaining momentum within the broader enterprise and datacenter networking industry. The worldwide SDN market for the enterprise and cloud service provider segments is forecast to grow from $360 million in 2013 to a robust $3.7 billion by 2016. This includes the anticipated demand for associated network infrastructure, SDN applications and control plane solutions, and SDN-related professional services. With growing demand for cloud computing and storage, datacenter operators can add or change virtual servers and storage almost instantly to meet customer demands. However, the challenge is on the network front which while having high capacity, is not flexible enough to make use of that capacity. SDN sets out to automate Network provisioning, helping solve this problem. That seems to be the scenario on the road ahead.
R. Narayan Managing Editor
Founder & CEO: Vivek Sharma Managing Editor: R. Narayan Assistant Editor: David Ndichu Art Director: Faiz Ahmed Sr. Sales Manager: R. Subramanyan Sales Coordinator: Smitha Jithesh
Convergence and consolidation are transforming the modern day datacenter
Content
The buzz around SDDC
Radical shift?
Feature
The Inside Job - P 14
Cyber threats from cyber criminals are well known and largely defended against; not so for threats from inside the organization itself.
IP surveillance gains traction - P 19
IP based surveillance continues to be a lucrative segment for VARs and security integrators
Championing Open Communication - P 26
Fans of open source computing will be happy to know that the same compelling advantages of this system are to be had in open source telephony. DVCOM brings these gains to the region
Technknow
The Silver Lining - P 22
Silver Peak’s software-defined acceleration solves network quality, capacity and distance challenges to provide fast and reliable access to data anywhere in the world.
Stretching the value - P 24
Xerox is a pioneer in the Managed Print Service industry. Dan Smith discusses Xerox’s MPS strategy in detail.
Insight
Time for a Data Management Revolution
Revolution in data management in the Middle East is now the need of the hour.
The integrated approach to BYOD - P 30
Ammar Enaya, General Manager of Aruba Networks, Middle East writes about the importance of adopting an integrated approach to BYOD.
Regulars
• News • Eyetech • Stats & Trends
Published by: JNS Media International MFZE
P.O. Box: 121075, Montana Building 404, Zabeel Road, Near GPO, Karama, Dubai-UAE Tel: 04-3705022 Fax: 04-3706639
Disclaimer: While the publishers have made every attempt possible to get accurate information on published content in this handbook they cannot be held liable for any errors herein.
News Bytes
Tripp Lite holds specialized partner training Tripp Lite recently organised a three-day technical training workshop in Dubai, UAE for its critical applications partners (CAP) from across the GCC and CIS regions. The three day programmewas designed to equip 22 trainees – comprising pre-sales and technical engineers from 12 regional companies – with the necessary skills to identify and effectively address UPS-related concerns. The eight-hour-per-day training workshop, conducted within a total of three days, included the full-fledged 480KVA solution deployment with live demo and hands-on session. Venkatapathi N. Boyalla, Technical Manager-MECIA at Tripp Lite, said the training has proven to be crucial in a data-driven environment that relies heavily on business continuity. As the volume of corporate data continues to expand, the need for highpowered UPS systems and critical backup technology and solutions remain vital components of companies’ operational strategy, he added.
4 | June 2013
Track Distribution Receives Cisco EMEAR Distributor Accreditation Track Distribution Middle East of Aptec has been awarded Data Centre and Enterprise Networks Accreditation by Cisco EMEAR. This is expected to drive solution led business practice. Resellers and customers will benefit from Track Distribution’s core competency in these area and gain access to Cisco solutions through a qualified distributor. “Track Distribution Middle East, a company of Ingram Micro, is one of the few Distributors in the region who has invested into Architecture based approach on Cisco business. Track Distribution has certified its resources on Cisco Architectures and has invested into a Customer experience centre which will be used for Partner trainings, Proof of Concepts and End user briefing,” said ShailendraSainani, General Manager of Track Distribution Middle East, wholly owned subsidiary of Aptec, an Ingram Micro Company. “Track Distribution Middle East is running series of Partner Enablement sessions on Cisco Data Centre starting June 2013, we would like to invite all our partners to join these sessions, which will be focused on showcasing Cisco UCS and its unique proposition in Data Centres’, said ShailendraSainani. “The Distributor Accreditation recognizes the investment and commitment we have made in training and educating our team, and the investment in technology demonstration capabilities. Further, it also acknowledges ourcore competencies and specialization in the Enterprise Networking, Datacenter and Small Business technology area assuring the resellers we work with that we are experts in our chosen area of Cisco solutions.” explained Shailendra Sainani.
Red Hat to offer SAP Solution-centric Support Red Hat has expanded its Technical Account Management Services portfolio to include specific support for SAP solutions. Now, Red Hat customers who also use SAP products can benefit from Red Hat Technical Account Managers (TAMs) specializing in SAP solutions, allowing customers to benefit from the TAMs' in-depth knowledge and expertise and proactive guidance. Red Hat's TAM support for SAP solutions builds on an already strong platform of services offered to customers of both companies by taking existing support systems a level further. Red Hat's Technical Account Management Services portfolio provides customers with access to a single, dedicated senior resource who works collaboratively with them to optimize their solutions for their business. Marco Bill-Peter, vice president, Global Support Services, Red Hat said, “Solutions from Red Hat and SAP provide the technological backbone for thousands of enterprises around the world. As such, we're very pleased to expand our Technical Account Management Services program with a specialty in SAP solution-centric environments. Red Hat TAMs can provide customers running SAP solutions with invaluable support services and strategic guidance that will help them grow their business.”
News Bytes
Comstor to deliver Panduit Data Centre Solutions Comstor, the dedicated valueadded distribution arm for Cisco solutions of the Westcon Group, has signed a contract with Panduit Corp., a global leader in Unified Physical Infrastructure-based solutions, for the distribution of a number of the vendor's pre-built modular solutions which are optimized for efficient, validated & risk free deployment of data centers. Like Comstor, Panduit also maintains a strong affiliation with Cisco and the new solutions perfectly complement the distributor's extensive portfolio of Cisco network switches, routers and data center products. “A number of enterprises in the Middle East are building their data centers from ground up. Since they are not tasked with overhauling legacy systems, they can focus on deploying technologies that will help them see long term rewards from their investments,” said Renton D'Souza, Divisional Director at Comstor. “We believe in empowering customers with end-to-end data center solutions and our partnership with Panduit furthers our ability to deliver this fully-integrated data center vision.
6 | June 2013
Omnix launches ‘Autodesk 2014 Design and Creation Suites’ Omnix International, the authorized distributor for Autodesk products in the Middle East, has announced the launch of the new ‘Autodesk 2014 Design and Creation Suites’. With the availability of the new suites, designers and engineers from the UAE will now have unprecedented access to the Autodesk 2014 software portfolio, which spans both the desktop and cloud and allows building, product, plant and factory design, engineering, construction and infrastructure and entertainment creation professionals to innovate more. Also being offered for the first time is the inclusion of new reality capture software and services that easily incorporates both laser scans and digital photographs of the physical world into the 3D design and engineering process. The flexible, economical software access provided by Autodesk Suites translates to designers and engineers having a wider palette of tools to choose from, which includes the best tool for any job at hand and faster response times in addressing changing business requirements. “With our 2014 portfolio, engineers, designers and even large and small organizations across every industry can simply innovate more,” said Andrew Anagnost, Senior Vice President of Industry Strategy and Marketing, Autodesk. “Autodesk’s commitment to making our 3D design, engineering and entertainment software portfolio accessible to customers through suites workflows that connect to value added services in the cloud is unwavering.” One of the highlights of the 2014 portfolio of suites is the addition of Autodesk ReCap, a family of new reality capture software and cloud services that simplify the process of creating intelligent 3D data of physical objects and environments via the use of laser scans and photos.
Emerson Network Power invests in new Training and Demo Facility Emerson Network Power, a business of Emerson announced that it will be enhancing technical training and support offerings dedicated to the region by implementing a new 350 square meter training and demo facility as part of the company’s new building at the Jebel Ali Freezone, slated for completion by the end of 2013. Pierre Havenga, managing director for Emerson Network Power in Middle East and North Africa, said: “Emerson has been in the MENA region for more than thirty years, building a strong network of partners and customers across different industries, each with its own needs and requirements. “Technology is always evolving, and our product and solution portfolio offering hasgrown to adapt to that change; the one constant has been our commitment to providing on-going customer training and technology updates, something that we will continue to do with the implementation of our new facility in the UAE.” The new training and demo facilities will showcase the full Emerson Network Power product technology portfolio and solution offerings, ranging from AC/DC power and precision cooling to racks and infrastructure management and monitoring (DCIM) to centralize monitoring, management and intelligent capacity planning.
News Bytes
Canon inks MPS agreements with leading hotels Canon Emirates, a subsidiary of Canon Middle East, has further cemented itself as a leading printing solutions provider in the region with the signing of two Managed Print Service (MPS) agreements. These hotels include the Intercontinental Hotel, Abu Dhabi and Beach Rotana Hotel, Abu Dhabi. Both leading hospitality entities have signed up for a fouryear MPS contract with Canon Emirates, ensuring the complete management and maintenance of their portfolio of printing solutions, according to Shadi Bakhour, General Manager, Canon Emirates. Canon’s Managed Print Service enables organisations to achieve significant cost savings and improvements in workforce productivity through expert print and information management consultancy. It also helps organisations with their information assurance and data management needs through networked devices and secure print solutions.
8 | June 2013
Symantec partner deploys Backup and Storage Solutions at ADIB Symantec has announced that Abu Dhabi Islamic Bank (ADIB) is using a combination of Symantec’s backup and storage availability solutions to help ensure its information and business critical systems are protected from disaster, system outages and internal risks. The solutions offer a scalable approach that addresses the need to secure and protect information. With the help and expertise of channel partner Condo Protego, ADIB implemented a mix of Symantec storage and high availability solutions, as well as NetBackup appliances, enabling itto streamline data protection operations. The Symantec technology allows ADIB to have a centralized data protection platform where data is now stored on disk-based storage for months instead of days. At Symantec’s Vision conference in Barcelona in November 2012, ADIB was awarded the “Best Storage Implementation” award for its initiative in working to effectively manage, protect and store its business critical systems and streamline its data protection operations. Channel partner Condo Protego assisted ADIB identifying a selection of support services to help support the bank’s impressive IT strategy. “We recommended Symantec’s Business Critical Services (BCS) and our range of support services as a key part of ADIB’s comprehensive IT strategy. As a leading financial institution, it was important for them to receive technical support within 30 minutes or less, and Symantec’s BCS provided the best support service level agreements,” said AndrewCalthorpe, chief executive officer, Condo Protego.
Sophos UTM Connected unveiled Sophos has announced the availability of Sophos UTM Connected, the latest version of its award-winning UTM (unified threat management solution). This release introduces expanded UTM managed endpoint protection with unique Web in Endpoint functionality, broader wireless coverage for large scale wireless deployments and higher performance networking. “Small businesses face many of the same security challenges as do large enterprises— a distributed workforce and doing more with fewer resources,” said Charles Kolodgy, research vice president, IDC. “With Sophos UTM Connected, these businesses have a single consolidated security solution, one that allows them to deploy an endpoint client that synchronizes with their gateway web policy. Web security becomes easier to configure and stronger as a result.” Through a unique integration of gateway, endpoint and cloud technology, the Sophos UTM now provides administrators with full web protection and control for endpoints roaming outside of the corporate network. As systems roam the globe, this integration enables complete oversight and security for endpoints as though they are in the office. Policies can be updated and reporting data accessed in near real-time for every protected endpoint.
Optimus and Huawei hold Channel Event Optimus Technology and Telecommunications and Huawei Technologies announced their inaugural channel event in Dubai was a success with 34 partners attending the event. At the event, both Optimus and Huawei launched a number of incentive programs for its channel partners ranging from cash rewards in addition to holidays and gadgets. The executive team at Huawei’s Enterprise Business gave detailed insights into their entire Unified Communication, Data Networking and Security product portfolio with solution demos and explained the Huawei Channel Program clearly highlighting the benefits that a partner would gain from partnering with the company. “We recently signed a value-added distribution agreement with Huawei and wanted to introduce their products and their regional business strategies to our channel network. Senior executives and technical experts from Huawei and Optimus made presentations, held demos and explained our current channel and loyalty programs. We also introduced new programs for Huawei’s products to our partners and are confident the program will help increase Huawei’s market share in the Middle East.
CORE Security signs StarLink as Master Distributor in MEA StarLink, a security-specialized Value-Added-Distributor has been signed as the Master Distributor for CORE Security. CORE Security is a leading provider of predictive security intelligence solutions including CORE Insight® Enterprise, which consolidates, analyzes, and prioritizes the overwhelming amount of data generated by network and web scanning technologies, as well as, CORE Impact Pro that enables penetration testers to proactively assess IT systems against real-world threats. StarLink will sell, install and support CORE Security products through its Channel Partners acrossthe Middle East, Turkey and Africa to enterprise and government customers. “We are glad to be off to a strong start for 2013 by bringing StarLink on board as this shows the growing momentum we are seeing in the EMEA market, ” said Joseph Schramm, director strategic alliances,CORE Security. “We continue to see our Channel as a huge growth opportunity for us, and the addition of StarLink builds on that vision.” "StarLink chose CORE Security to enhance thesecurity intelligence posture of our vulnerability management offerings as there is significantly more business risk for our customers today. CORE Security will help our customers streamline their Security Operations Management and automate their vulnerability validation with the industry’s leading penetration testing technology." said AvinashAdvani, Director – Business Strategy at StarLink. "CORE Security now enables StarLink to provide predictive solutions that both defend and give a holistic view of IT assets, but also proactively identify and eliminate threats” added Avinash.
QDIST launches VAD in QATAR Qatar Distribution Company for Technology – QDIST – has announced the recent launch of its operations in Qatar, where the company offers a comprehensive range of products and integrated technology solutions and value-added services including warehousing capabilities, competitive pricing structure, dedicated technical support team (offering pre and post sales high-class services). The company is a distributor of networking solutions, CCTV surveillance solutions, structured and low current cabling and fire alarm systems. Mohamed Fayek, Distribution Business Manager, QDIST, said, “The launch of our operations in Qatar marks an important milestone in the long-term growth plans of QDIST, which is part of our vision to become the country's leading value-added distributor, targeting electrical low voltage (ELV) and networking solutions. QDIST has quickly emerged as one of the largest technology distribution companies in Qatar, which underlines the success of our strategy that focuses on maintaining high availability of products, delivering competitively priced solutions, offering superior technical support and maintaining a wide-reaching distribution network."
June 2013 | 9
News In-Detail
computing bring.”
VMware continues expansion in MENA
V
Mware announced significant growth inthe Middle East and North Africa region, with a 50% increase to its local workforce and a new office, located in Dubai Internet City. The news coincided with the VMware Forum event held at the Grand Hyatt in Dubai, which attracted more than 400 local customers and 200 partners in its second year. VMware’s expansion in the region follows increased public and private sector demand for cloud computing and virtualization solutions, as the local banking, government and telecomindustries look to these technologies to control costs and deliver business growth. The region has seen
10 | June 2013
significant interest from these sectors looking to extend their virtualization investments to create private clouds. In addition, according to Gartner, the Middle Eastern and North African public cloud services market will see strong growth in 2013 with spendingfor the overall market forecast to increase by approximately 24.5 percent from 2012. VMware’s growth in the MENA region have been further supported by a 42% increase in its number of local partners as they take advantage of the expanding cloud computing market. In 2012 alone, more than 550 individuals were certified as VMware sales professionals and VMware technical sales
professionalsfor infrastructure virtualization, management and end user computing, demonstrating that the local VMware-specific skillset continues to grow beyond core virtualization capabilities. “A significant shift is taking place in the way enterprises in the Middle East and North Africa function, and improving business agility is now one of their top concerns,” said Sam Tayan, regional director, VMware Middle East and North Africa. “VMware’s operations in the MENA region continue to perform well and we expect growth to continue throughout 2013 as more customers begin to understand the financial and organizational advantages that virtualization and cloud
There is acknowledgement that the opportunity this region presents is a significant one. According to Gartner,Middle East (ME) IT spending is projected to total $192.9 billion in 2013, a 5.5 percent increase from 2012. Bank AlBilad, one of Saudi Arabia’s leading Shariah-based financial services providers, has recently completed the third phase of a major data center transformation project using the latest virtualization solutions from VMware. VMware is now the primary virtualization provider for the bank with plans to deploy VMware vCloud solutions to deliver even greater automation and efficiencies. “Before deploying VMware solutions, Bank AlBilad was running 250 physical servers across two sites and the main data center occupancy had reached its capacity. We now have 750 virtual servers and 60% occupancy, which is a remarkable change, allowing us to be much more efficient as a business.Crucially, we now have access to a much more flexible and secure virtualized platform that provides us with room to expand without compromising our future storage infrastructure requirements,” said Mr.Rashed AlOthman, CIO, Bank AlBilad.
Unimpressed With Your Current Backup Partners? We are. Join Us And Start Growing Your Business Today. Unitrends is a leader in enterprise-level data protection and offers an all-in-one backup solution 8QLWUHQGV LV D OHDGHU LQ HQWHUSULVH OHYHO GDWD SURWHFWLRQ DQG RHUV DQ all-in-one for virtual, physical and cloud. for virtual, backup phisicalsolution and cloud.
What can Unitrends do for you? 25% to 40% reseller Margin $100 for each registered lead up to $2,000 cash for a won deal 100% Support from our sales & technical team 100% Margin Protection: Get margin even if you lose the deal
What can Unitrends do for your customer? Backup, Replication, Archiving in one solution
Backup, Replication and Archiving Made Simple With Solutions From Unitrends. Now available through Backup, Replication and Archiving Made Gulf IT Network Distribution. Simple Solutions From Unitrends. Mr AbdulWith Rahaman Now available Tel: +971 4 454through 2058 Gulf IT Network Email: arahaman@gulfitd.com Distribution. www.gulfitd.com
Integrated Software & Storage Appliance or Software Only Heterogeneous environments :OS (100+), Physical & Virtual Bare Metal Recovery incl. Dissimilar Hardware Instant recovery of physical or virtual VMs Granular backup of Exchange, Sharepoint, SQL, Oracle Scalable from 2TB to 100TB (per appliance) No limits licensing, or capacity based licensing
Toll-Free: 1-866-359-5411 | www.unitrends.com
News In-Detail
vaya has rolled out Avaya One Source, a global initiative for Avaya Connect partners and distributors that speeds and simplifies access to the company’s entire portfolio of unified communications (UC), contact center, networking, and small and medium enterprise (SME) solutions. The company also announced three new Avaya Aura suites of UC, mobility and collaboration applications that help simplify pricing and the delivery of UC applications. The suites make it easy and costeffective for channel partners and customers to select and deploy the right mix of UC capabilities across their entire workforce. Avaya One Source speeds quoting and ordering of all Avaya solutions through more
with a powerful new way to handle all of their pricing and ordering needs with greater velocity through a consolidated approach. Everything a partner needs to speed responses to customers is in a single Webbased location, backed by an e-business model driven by efficient flow and simplified access. With this milestone moment, we and our partners will accelerate the next phase of Avaya innovation into the market.” The key Avaya One Source features include a convenient One Source ‘Landing Page’ consolidates access to all catalogs and pricing files, quote tools and special pricing requests – as well as the ability to securely place and view orders – into a single, password-protected site. An integrated quoting and
Nidal Abou-Ltaif, President MEA & Turkey, Avaya
A
Avaya One Source simplifies access for Partners and Customers efficient pricing, processes and tools. New automation capabilities, real-time access to standardized pricing, and an integrated and centralized Web-based system significantly reduces order cycle times, enabling channel partners to deliver quicker responses to customers. Avaya One Source will be available to all 9,000 Avaya Connect channel partners. Nidal Abou-Ltaif, Vice President of Middle East, Africa and Turkey said, “Avaya One Source provides our partners
12 | June 2013
ordering system unifies all solution pricing within a single Web-based location, equipped with electronic ordering and shopping carts, as well as new automation capabilities to deliver more accurate, real-time pricing in minutes. Partners can also share quotes with distributors via the Web, and have VPN-less access to quotes and ordering for a speedier, more productive quote-to-order process. The simplified global pricing and discounting reduces 1,400 Avaya material price
groups to 13 and combines over 200 separate pricing catalogs into one. Standardized global pricing and discounting – including graduated discounting based on partner level – helps ensure pricing consistency and clarity across every region. Avaya One Source is already deployed in key regions throughout the world, with full deployment planned for all countries in Europe, Africa, the Middle East and Asia Pacific by July. Availability for the U.S., Canada and CALA
region is calendar Q4 2013. Avaya also introduced three new UC application suites that provide businesses with simplified pricing and significantly lower TCO, new licensing options and a more convenient way for implementing UC. This makes it easier to order features based on specific business needs, including remote user security, BYOD capabilities, and mobile video conferencing. The three suites have their own characteristics, with each one adding more UC capabilities.
Feature | ManageEngine
Inside Job Cyber threats from cyber criminals are well known and largely defended against; not so for threats from inside the organization itself. ManageEngine works to protect organizations from this side of the firewall Bala Venkatramani Marketing Manager, IT Security Solutions ManageEngine
O
rganizations spend inordinate amounts of money safeguarding their perimeter from without while doing little to secure the network from within. Security threats from inside the organizations themselves can have as disastrous effects as hacking from cyber criminals. This is especially true for banks and other financial institutions. That is where strong IT management policy and internal controls come in, with ManageEngine providing the tools to help protect these IT resources. Among others, ManageEngine IT security solutions complement network management and IT operations.
14 | June 2013
One such product from ManageEngine is the Privileged Password Management solution ‘Password Manager Pro’.Servers, databases, network devices and web applications of modern enterprises are all accessed and controlled by administrative passwords. Unfortunately, according to BalaVenkatramani, Marketing Manager, IT Security Solutions at ManageEngine, a lot of companies put administrative passwords in plain view-in texts; excel sheets, even on printouts. And then these passwords are all shared with all the members of the team. “This is where our product comes in,” explained Bala. “We provide a product to
securely store the passwords in a centralized repository and share the passwords with members of the team on a need basis. We make sure all these members do not have free access to everything. Access is based on their jobs and responsibilities and then everything is properly audited, for instance who accessed what, and where.” Even then, networks have to be monitored on a regular basis to make sure that security controls and best practices put in place are scrupulously followed. ManageEngine EventLogAnalyzer is an agent-less log analytics and compliance reporting software solution. Organizations can
centrally collect, archive, analyse and generate reports based on machinegenerated logs obtained from heterogeneous systems, network devices and applications. The latest version of EventLogAnalyzer (v8.5) offers file integrity monitoring, which lets organizations monitor their critical folders and files in real time to prevent sensitive data from being compromised and to fulfil regulatory compliance requirements. “We have network monitoring applications as well as solutions to scan the network and proactively report on network vulnerabilities. ‘Security Manager Plus’ protects
that our solutions the network from provide focus on security threats "Through social media networks, attackers want to real-time alerts to and malicious siphon off login information of an employee through the IT administrator attacks through which they can get access to the entire organization’s so they can take vulnerability remedial actions scanning, open network and steal data from these organizations." immediately,” ports detection, said Bala. The patch management, EventLogAnalyzer Windows file/ password using which they can gain access for instance is constantly monitoring user folder/registry change management,” said into the entire network.” Recent cases of activities on the network. It will notice Bala. this type of cybercrime include LinkedIn failed log-in attempts and immediately Cross product integration is something where hackers gained access into the alerts the IT administrator that someone customers want and ManageEngine LinkedIn database and stole millions of is trying to access some resource. The IT is focusing on, according to Bala. All passwords of members as well as other manager can then immediately block that ManageEngine products have been private information. user from accessing the data. Another architected on the same Java platform ManageEngine Password Manager product ‘Firewall Analyzer’ provides and are using common communication comes in handy in such circumstances. instant alerts on possible network attacks mechanism and data storing techniques, The reason why people use the same and security breaches in the network. which make cross product integration password is that they cannot remember all The DeviceExpert on the other hand simple. Customers can buy any product these passwords. So they need a secure keeps monitoring for changes happening individually from the company’s broad to the configurations of organization’s product portfolio. “We offer an integrated IT mechanism. Ideally, people should use unique passwords in all their applications network devices, where even a minor Management solution ‘IT360’, an end-toand all the IT resources. However, this or unintentional errors can result in a end monitoring solution that provides a is not practical at all without the right lot of vulnerabilities to the network. single dashboard view of IT,” said Bala. tool. “We provide the software to store “DeviceExpert checks for changes in the ManageEngine has also embraced passwords securely in a central repository network devices and alerts administrators mobility with a range of mobile apps without the need to remember all the immediately on any unauthorised changes for many of the solutions for instance passwords. IT managers can then follow so that they can immediately roll back to monitor what is going on in the all the IT best practices like periodically those changes,” said Bala. network. Customers can get alerts on the changing the password, assigning unique The real value of ManageEngine lies smartphones and even take remedial passwords to all the IT resources so that in providing highly affordable solutions, actions through the same platform. “This according to Bala. “We have a convenient year we are focused on mobile applications organizations can follow best practices,” said Bala. pricing mechanism for instance through and making even more of them available,” And Password Management is not just an annual subscription. Such options make said Bala. about strong passwords, Bala said. A lot of our products very attractive for SMEs. Social media is proving the most security breaches happen at the password We also have a distributed edition in convenient vehicle for hackers nowadays. management level. “So, automating the most of our products that appeal to big 12% of the world’s population is said to entire life cycle of privileged password enterprises as well-thus we are able to be on social media, according to reports. management is imperative, which enforces strike a balance between SMBs and the Through social media networks, attackers password management best practices enterprise.” want to siphon off login information of company-wide. We have now released a Prominent in ManageEngine’s an employee through which they can get separate version of Password Management marketing strategy is a proposition access to the entire organization’s network for managed service providers, an industry- dubbed “90:10” 90:10, Bala explained, is and steal data from these organizations. first. This is meant to strengthen our the company’s promise to offer 90% of all “The main problem is that a lot of people security product portfolio.” features you can find in other competitors’ use the same password they use for For IT management to work in the products for just 10% of the price. “We social media, for banking access as well modern office, the ability to react in real compare with other big vendors featureas internal IT resources,” explained Bala. time is crucial. “We refer to ourselves by-feature while making sure that our “Through a simple phishing expedition, the as a real-time IT company. The reports prices remain affordable,” Bala said. attackers are able to get the administrative
June 2013 | 15
Cover Feature | Data Centre
Radical shift? Convergence and consolidation are transforming the modern day datacenter. Companies of various sizes pursuing higher growth opportunities and leaning on their IT infrastructures to do so will look at getting their datacenter strategies right in light of the opportunities and the concerns
I
n the past several years, the typical data centre has evolved with a focus on optimized designs that enable consolidation and efficiency in dealing with workload provisioning and better power savings. The availability of a variety of smart software management tools that facilitate automation in provisioning IT and its Management as well as next generation hardware appliances in almost all categories relevant to the Datacentre has meant the rapid modernization and consolidation of the datacenter. The journey towards modernization and consolidation of the datacenter
16 | June 2013
will continue with new investments. In the Middle East, datacentre investments are expected to rise in tandem with the overall increase in IT spend above the global IT spending average. According to a report issued by Gartner, IT spending in the Middle East region is projected to reach $192.9 billion in 2013, a 5.5% increase from 2012. Direct investment in datacenter facilities in the Middle East is expected to be also in the double digits - up from $2.12 billion in 2012. There are numerous reasons why datacenter investments would be a priority for companies.
Peter D’Souza - Regional Product Manager (NetApp & Data Centre) at Logicom says, “At Logicom, we see more and more customers, across all segments and verticals, making significant investments in datacenters. Having partnered with the industry leaders like Cisco, NetApp and APC (Schneider) we find ourselves at a great advantage dealing with this opportunity. Our reseller partners are to benefit the most, because with us they can find almost all the datacenter products and technologies under one roof.” He adds, “Business continuity is on top of the priority list of any CIO and companies rely on their
information systems to run their operations. Hence, it is important to minimize any chances of disruption. Information security is also a great concern. Information, data and application spread across multiple devices was always going to be difficult to manage and backup. Enterprises have become social and mobile apps are being adopted widely. BYOD trends are increasingly pressurizing enterprises to make investments in DC. Customers today realize the benefits of desktop visualization and see VDI from a cost and application agility perspective; this is going to be the game changer for the future.”
to customers as well as hosting providers. Hosting providers can be more competitive as well by embracing this trend in order for them to service more customers, reduce their footprint, and make their operations simpler for them and their customers. That begs the question whether the converged infrastructure approach createsa posible scenario of investment consolidation and shrinkage of demand eventually for various building blocks like storage, networking and servers? Peter suggests that the typical datacenter environment will always remain a hybrid
Yasser Zeineldin, CEO, eHostingDataFort
Renton D'Souza, Divisional Director at Comstor says, "Cloud is also a leading factor for the investment “A number of enterprises in in technologies and infrastructure with many SMEs the Middle East opting for public cloud services and enterprises are building their looking at a managed private cloud option.” data centers from the ground up. Since they are you don’t have the cables, servers, data storage, not tasked with overhauling the different software or networking equipment and legacy systems, they can focus the different certifications. software.For instance, Dell on deploying technologies A typical IT manager in the has introduced PowerEdge that will help them see long region will need different VRTX, the first converged IT term rewards from their certifications from different solution designed specifically investments.” vendors-convergence reduces for remote and small office In recent years large environments, with enterprise- the number of certifications, organisations in the region training, cables and space. This class capabilities in a deskhave opted to build Tier 3 and is the future and at Dell we side, space-saving design. Tier 4 data centresespecially want to embrace it. I believe On convergence in the in Saudi Arabia and UAE. This we will grow our sales because datacenter and the risk of trend has been further driven of this.” impacting sales of individual by regional collocation and He further suggests that compenents, Basil Ayass, hosting service providers. Convergence is a tool available Marketing Director at Dell Yasser Zeineldin, CEO of Middle East says, “Converged eHostingDataFort, a leading data centres will cannibalise Managed Services provide says other vendors business as “At eHDF, we are witnessing well as our own sales as we first-hand the growth in have separate networking and data centre investment. For storage lines for instance. But instance, regional enterprises this is the future and we will are investing heavily in be promoting and marketing consolidating operations at this converged solution. We a single data centre. Cloud is believe this is the future and also a leading factor for the it does not matter if it affects investment in technologies and our storage or networking infrastructure with many SMEs sales. It may impact our current opting for public cloud services networking or storage sales and enterprises looking at a but we believe it will open managed private cloud option.” brand new markets for us and we will be able to gain market Convergence in the share from our competitors to datacenter make up for any impact on our Convergence is a gaining trend bottom line.” in the industry and is likely to He adds, “Reducing the be one of the key challenges size of the data centre is as well as opportunity on one of the benefits of this the way forward. Converged technology as well as reducing Infrastructure (CI) bundles complexity. When it’s all multiple IT components into converged and consolidated a single solution, including
June 2013 | 17
Basil Ayass, Marketing Director, Dell ME
Peter D›Souza, Regional Product Manager ( NetApp & Data Centre) Logicom
Cover Feature | Data Centre
environment. He adds, “Customers today have a lot more access to data than ever before, they are aware of the data center trends and the changes in the technology landscape. They prefer integrating smarter products from market segment leaders in every domain of the datacenter.”
The road ahead So what are the essentials of a data centre that is ideal for the cloud era? Is The Software-Defined Data Center that platform that provides enhanced automation, flexibility, and efficiency in IT delivery the future? Basil says, “Softwaredefined data centres are the future. It started with servers and today with virtualization, the server has become part of the resource pool. You are indifferent because you are using software to define a virtual machine. This is moving
18 | June 2013
towards storage and today at Dell we have EqualLogic and Compellent, both virtualized software-defined storage where we are using the software in a smart way to make management of the storage that much easier. The next step is software-defined networking and to this end we have acquired a company called Force10, a company that is a leader in VNA (Virtual Network Architecture) allowing Dell to embrace softwaredefined networking. Again, this will cannibalize our own business-if you are selling a software-defined solution, why should people buy your legacy solution? But different customers have different requirements and some of them will continue to buy legacy systems.” Software defined datacenter or SDDC is one of the key concepts that will be trending this year in the IT space, says Yasser.
He adds, “SDCC is an interesting idea and many analysts and leading CIOs see it delivering not only much more IT flexibility but also much more agility in an organization’s business processes. The key steps in SDCC will be to evolve IT infrastructure into more scalable and manageable resources through the abstraction of servers, storage, networks and applications and making these resources available to users as a service.” Abstracting the IT infrastructure resources and making them available as a service as well incorporation of a business logic layer that accounts for user selfservice, SLAs and compliance requirements are the key components of the road towards adopting SDN. Peter adds, “SDDC is definitely the road ahead, there is no two ways about it, the end game of the SDDC
is to orchestrate, coordinate and apply resources from the server, storage and networking pools to ensure that the applications or services meet the capacity, availability and response time SLAs that the business requires. SDDC provides a vision and roadmap to the next generation data center – one that can deliver not only much more IT flexibility, but also enable much more agility in an organization’s business processes.” With data center facilities that are running out of space, power, cooling or perhaps a combination of all three, companies in the region will seek to ensure that they can keep costs down while not compromising on performance. Embarking on the road towards adopting the next generation datacenter will require taking stock of the changing technology trends and adopting the best options.
Feature | IP Surveillance
IP surveillance gains traction
IP based surveillance solutions are being more widely deployed across indoor and outdoor locations, residential and commercial verticals. It continues to be a lucrative segment for VARs and security integrators as spokespersons from two manufacturers of IP surveillance solutions affirm.
T
he market for IP surveillance is expanding and growing at staggering rates over the past few years due to rising concerns for security and safety and is expected to continue the momentum for the same reasons. A need for event monitoring and surveillance are adding to demand from various verticals. In the Middle East alone the projected growth of IP Surveillance is more than 37% between 2010 and 2013 based on the Global CCTV Market Analysis. RNCOS analysts opine that the market for the global CCTV is expected to grow at a CAGR of around 14% during 2013-2017. There are rising opportunities for the entire ecosystem of manufacturers, operators, and distributors. One of the
key factors is the dramatic improvement in semi-conductor technologies which allows introduction of new features in IP cameras. And while the installed base is still dominated by analog CCTV cameras, the scenario is swiftly changing with network IP emerging as the leading technology.The fact that IP surveillance can be an integrated part of the entire IT infrastructure helps its cause over legacy analog CCTV systems Sakkeer Hussain, Sales and Marketing Manager at D-LINK MEA says, “ The strong demand for high-end security solutions from both the public and the private sector has resulted in a major transition of legacy analog systems that are converting
to IP without replacement of all the existing hardware. The main advantage of IP Surveillance over Analog technology is that they are scalable and flexible, these two factors help ease the transition from analog to IP based solution. Scalable because, the existing analog systems can be integrated along with the new IP cameras, Flexible because, the IP cams can use the already existing network cable infrastructure which can save money and time. Also IP Cameras offers mega pixel resolutions or more, meaning the quality of the image is greatly increased. According to the RNCOS report, Asia and Middle East will gain significant share in the global CCTV market in the coming years as will emerging markets India and China with their huge population base. Marwan Khoury, Marketing Manager, MEA at Axis Communications says, “The region’s demand is in line with the overall strong global demand for IP surveillance. It is one of the highest ranked in terms of the shift from analog to digital surveillance. With safety and security being a key success factor for the region’s stability and growth, we expect the demand to further increase in the near and long term.” Sakkeer adds, “The IP surveillance market is expected to grow rapidly in MEA region with the increase in security concerns. D-Link MEA targets to grow close to 20% in 2013 with newer cost effective cloud cameras, our penetration and market reach could multiply.” D-LINK intends to leverage their long years of experience in the networking industry to consolidate their growing presence in physical security. They are building a comprehensive array of IP security solution components including cameras, storage, switches etc. Sakkeer says, “D-Link delivers a full line of IP cameras, network switches, video storage devices and video management software technologies. Hence providing End-to-End IP surveillance solutions for SOHO & SMBs and helping June 2013 | 19
organizations to deploy IP surveillance systems with the flexibility, scalability, performance and compatibility expected from a best-of-breed security vendor.” The growth trends are seen from various industry segments with the most notable being retail, banking, education and transportation. Ease of deployment is one of the key considerations in IP Security installations targeting small to medium size verticals. Axis provides software solutions for various types of small and medium sized installations that offer quick effortless setups. For instance, the AXIS Camera Station is a complete monitoring and recording system for up to 100 cameras. This is ideal for retail shops, hotels and schools and the software offers easy installation and setup with automatic camera discovery and an event configuration wizard, as well as management of cameras in the system. The AXIS Camera Companion is another solution and is arguably the market’s easiest video surveillance solution for small systems up to 16 cameras. It offers digital HDTV image quality. The system consists of standard Axis cameras, SD cards, software clients for PC and smartphones, and standard network equipment. The software has extensive language support.
20 | June 2013
are benefiting from an extensive "The growth trends are seen from various industry array of support segments with ease of deployment is one of the key mechanisms that we put into place, considerations in IP Security installations targeting which includes bismall to medium size verticals." monthly technical trainings also for their customers, lead generation like connection to D-Link “The result is reliable, through telemarketing easy-to-use video surveillance, NVR devices, view videos activities, discount and demo through Remote Live Viewer, with off-the-shelf simplicity samples, free installation DDNS,SMS, Smart search, that takes only a few minutes guidance, access to priority ONVIF support and many to learn and software that technical phone & email more. The new updated installs automatically. This support, dedicated field & versions will feature analytic makes it perfect for small engineering support, and so features like people counting businesses that previously on. We are currently launching and virtual fence. might have found the switch a partner portal furnished to digital network video too big a step,” adds Marwan. Engaging the channel exclusively for the Business Solution and System Integrator D-Link provides the D-LINK which works closely Channel. The objective of this DCS-100 D-View Cam Video with the channel has Management Software intensified that is free comprehensive efforts at surveillance software provided strengthening its with every D-Link IP camera SI channel. The that lets you centrally manage company has up to 32 network cameras, been engaging while displaying real-time integrators since information. Its Map Mode 2009 when allows you to create maps they started based on camera location and promoting a orientation, and the Device wide range Tree lists all the cameras of business connected to the interface solutions. During for easy viewing. Additional that period features such as auto-patrol, the vendor rotate, zoom, and focus implemented provide you with optimal special partner control over the cameras’ programs for video surveillance. Other its Business features of the free software Solution include Video Recording & Partners, Playback, Event Configuration depending on and Video & System Database the size of their Backup. business. In addition, the DCSSakkeer 210/220/230 which are adds, “Our SI licensed D-View Cam VMS, and Business supports added features Solution partners
Sakkeer Hussain, Sales & Marketing Manager, D-LINK MEA
Feature | IP Surveillance
partner portal is to provide them with the necessary support material in terms of firmware, manuals, marketing materials, etc. It also serves as a platform for information sharing and as a source of motivation by incentivizing partners through reward programs.” Axis identifies the channel as a key pillar in its go to market execution.For each type of partner they work with, they have created partner programs designed to deliver the maximum mutual benefits to best serve the market. Marwan says, “We work closely with our expert partner network to deliver full and enduring solutions to the end customers. Our “ecosystem” comprises of the expertise of our sales channel, technology & software partners and consultants. Axis has a two tier channel model.The program is open to resellers of all sizes and types, from value added resellers to system integrators, solution providers, currently doing or wanting to do business with an Axis distributor. “Our partner network approach is a pillar in our long-term strategy so we are in constant contact with our partners via the Axis Communications’ Channel Partner Program. It is designed to help system integrators, value-added resellers (VARs) and installers capitalize on
Axis’ market leadership. As a channel oriented company, we view our partners as an extension of our team, playing a key role in the go-to-market strategy and overall success of our company. Discounted Not-For-Resale demonstration equipment, enhanced margin opportunities, expert staff and technical/sales training through Axis Communications’ Academy are among the many benefits of this program, giving Axis Channel Partners a distinct sales advantage.”
VSaaS as a service Video Surveillance as a Service (VSaaS) is also gaining ground in demand. With Internet bandwidth available for home users on the rise, this looks like a domain where there will be an upswing. Marwan says, “We offer our hosted video platform "AVHS" which provides for a cloud based video surveillance that allows for service providers to host the video offsite & the ability to access the cameras for live streaming. As mobile networks in the region improve their bandwidth & quality of service we see this as being a high growth sector. “ D-Link introduced the D-Link Cloud which currently includes D-Link Cloud Router,
Marwan Khoury Marketing Manager, MEA Axis Communications
Cloud Camera, and Cloud Storage products; mydlink is a set of services which consists of the mydlink platform and mydlink mobile apps that provide cloud services. “The mydlink Cloud Services allow you to effortlessly Access, View, Share, and Control your D-Link network devices – anytime, anywhere. Routers, cameras, and network storage devices
"Video Surveillance as a Service (VSaaS) is also gaining ground in demand. With Internet bandwidth available for home users on the rise, this looks like a domain where there will be an upswing."
all can be reached instantly using a computer or mobile device like an iPad or smartphone.” Cloud based Video Surveillance services reduce costs of operations while meeting the objectives of streamlining security. It is therefore reasonable to assume that more customers will adopt VSaaS market and with different approaches fromvarious manufacturers, customers will get to choose what suits them best in terms of expectations and requirements from the solution. June 2013 | 21
TechKnow | Silver Peak Systems
Silver Peak’s software-defined acceleration solves network quality, capacity and distance challenges to provide fast and reliable access to data anywhere in the world. Leveraging its leadership in data center class wide area network (WAN) optimization, Silver Peak is a key enabler for strategic IT projects like virtualization, disaster recovery and cloud computing. Pierre Langlois, Director, EMEA Channel and Strategic Partners, Silver Peak Systems discusses the need for such solutions in the region
Pierre Langlois Director, EMEA Channel & Strategic Partners Silver Peak Systems
What are the particular challenges for Wide Area Networks (WANs) in the Middle East? Network quality is often problematic in the Middle East, leading to congestion and high packet loss. This impacts the performance of real-time traffic over the WAN, like voice, video and replication. There is also a high demand for bandwidth in the Middle East, but large
22 | June 2013
WAN connections can be difficult and time consuming to procure. Finally, WAN distances can be quite large in the Middle East, especially among international companies. This creates various latency challenges. How does Silver Peak address these issues? Leading IT organizations across the world have chosen Silver Peak WAN optimization
The Silver Lining to overcome network performance challenges and lower ongoing WAN costs. Silver Peak’s software accelerates data movement between data centres, branch offices and the cloud. This enables enterprises of all sizes to backup and recover more data across the WAN, consolidate data centres (and migrate data quickly to new locations), centralize servers and storage without impacting
application performance, accelerate cloud performance while lowering cloud costs and collaborate in real-time across the WAN (voice, video, virtual desktops). Silver Peak uses several real time network optimization techniques to maximize application performance over distance. This include TCP and other protocol acceleration techniques that minimize the effects of latency on
application performance and improve application response time across the WAN. Silver Peak fixes dropped and out of order packets in real time, reducing the need for retransmissions. Silver Peak also employs a variety of Quality of Service (QoS) and traffic shaping techniques to optimize traffic handling and guarantee available network resources. These ensure that real-time traffic works properly on shared networks, like MPLS and the Internet. In addition, Silver Peak performs byte-level deduplication on all IP traffic, delivering over 90% more bandwidth on average for significant performance gains and cost savings. Discuss instances of regional deployments of your Technology? We have a growing number of large clients in the region. For instance, the National Bank of Abu Dhabi is using Silver Peak to optimize offsite data replication. Our data acceleration solution is critical for ensuring the company meets its ongoing Recovery Point Objectives (RPO). AW Rostamani is using Silver Peak to improve day-to-day communications between numerous locations. This is essential for maximizing employee productivity in remote and branch offices. How does Silver Peak differentiate its data acceleration solution? Silver Peak adopts a unique network approach to data acceleration. Silver Peak provides the highest capacity virtual solution, with the unique ability to run on every major hypervisor. All virtual products are available for immediate download and free trial via our marketplace Further, Silver Peak has both physical and virtual appliances that easily scale from Mbps to Gbps of WAN capacity with support for hundreds of thousands of sessions. Silver Peak optimizes all enterprise traffic, regardless of transport protocol or application version with no plugins or special configuration required. Who are your channel partners in the Middle East? Silver-Peak has partnered with Gulf IT Network Distribution, a value add distributor based out of Dubai Internet city. Gulf IT is responsible to provide support to the local regional resellers in presales, Proof of Concepts and deploying the solution. Gulf IT has a strong technical team to support the entire region.
Silver Peak gains in Virtual WAN Optimization market
T
he recently published market share reports from top industry analyst firms highlight that virtual wide area network (WAN) optimization is the fastest growing segment of the WAN optimization market. Further, Silver Peak is seeing a significant traction in the growing virtual WAN optimization market. Silver Peak is a leader in virtual WAN optimization with the highest performance and most cost-effective products that customers can instantly evaluate with free trial versions downloadable directly from the Silver Peak's marketplace. The company is also a pioneer in the broader data acceleration market, which includes deploying virtual WAN optimizers for remote replication acceleration and point-and-click workload acceleration leveraging the latest advancements in softwaredefined networking (SDN). “On an annual basis, revenue from virtual WAN optimization more than doubled in 2012 to reach $172.7 million. What's more, virtual WAN optimization represented more than 6 percent of the overall WAN-optimization market in 2012. The virtual segment continues to grow robustly too, accounting for more than 8 percent of market revenue in Q4 2012[1],” said Brad Casemore, research director of datacenter networks for IDC, which breaks out virtual product from hardware. “With virtual product now accounting for more than 40% of its total sales, Silver Peak is among the vendors benefiting from the increased
demand for software-based WAN optimization.” According to Dell’Oro Group’s Q4 2012 Data Center Appliance Report, “We believe virtual WANOP appliances will continue to realize growth in 2013 and reach $123 M; more than doubling their 2012 revenue.” The same report projects that in 2013, the market for virtual WAN optimization will grow by 100%, while the overall market is only expected to grow by 6%. Silver Peak claims to provide the industry’s fastest software WAN accelerators that allow customers to move more data, over longer distances, and in a shorter amount of time. The Silver Peak products deliver more than a gigabit-per-second of optimized throughput, making Silver Peak arguably 10-times faster than the nearest competition. Silver Peak delivers multi-gigabit performance on all standard hypervisors, including VMware vSphere, Citrix XenServer, Microsoft Hyper-V, and KVM. “Virtual WAN optimization is undeniably the fastest growing and most important segment of the WAN optimization market, and anyone not tracking it is missing the boat,” said Rick Tinsley, CEO for Silver Peak. “Our commitment to providing our customers with the fastest, easiest and most cost-effective WAN optimization software has resulted in Silver Peak gaining market share from competing WAN optimization vendors that insist on refreshing their customers’ hardware every three years.” June 2013 | 23
TechKnow | Xerox
Xerox is a pioneer in the Managed Print Service industry and continues to set the bar for strategy and execution. The company identifies MPS as a business strategy that helps resellers provide the optimal level of document management services to their customers. Dan Smith, Head of Integrated Marketing for the Middle East and Africa region of Xerox’s Developing Markets Operations discusses Xerox’s MPS strategy in detail. Dan Smith Head of Integrated Marketing, MEA Xerox
Between Xerox Managed Print Services and direct sales of printers, which of these divisions perform better in ME Middle East? Managed print services is top of mind for large enterprise customers as all organisations are looking for ways to reduce cost, improve efficiency and lower their carbon footprint. Therefore, the momentum of growth is many times greater for MPS than it is for the sale of standalone printers. The A4 printer market still represents over 60% of all units sold in the region, and therefore printer sales are still significant. Xerox Emirates is experiencing high double digit growth in both the pipeline of prospective customers and realised revenue.
24 | June 2013
Stretching the value How is Xerox, as an MPS pioneer, handling increasing competition from other printer manufacturers? Xerox was the first company to introduce the concept of cost and efficiency savings to large organisations, and that was because of Xerox’s pedigree in offering document management solutions. We have maintained our leadership, as evidenced by leading market research companies such as Gartner and IDC, because Xerox continues to innovate with our customers. The development of MPS solutions requires new technology and applications to ensure that customers see progressive improvements in cost and efficiency. It is not possible to be static. For example, Xerox was the first company to develop
remote, proactive device management that enables a central support centre to manage machine incidents and the resupply of consumables. Xerox was also pioneered the delivery of MPS to medium sized enterprises through our channel partners, providing value to both customers and additional profit opportunities to our partner network.In MEA the competition is fierce, as it is everywhere else in the world, and customers will choose the vendor that can best provide a short term solution as well as concrete plans to support an organisation meet its midterm goals. Xerox now offers a lot of other IT services as well. How do you integrate these to your core print solutions?
Tips for MPS providers: Progress in the context of adding new services is a critical success factor because customers are demanding greatervalue and returning to them with the same solution as a year before does not meet their expectations. Since the acquisition of ACS, Xerox has added many services to its portfolio, some that are connected to its tradition print, copy scan multifunction systems, and others that are not. Recent developments that are related to the management of customers printing needs are the addition of document workflow services, and Connect key which has been recently launched. ConnectKey is the new operating system and software for Xerox multifunction printers (MFPs). It was designed for one purpose: to simplify the way work gets done. The ConnectKey MFPs do much more than print, scan, fax and copy. You can print from just about any device from anywhere. Documents can be scanned directly to cloud services like Google Drive, Evernote, Office 365 for storage and collaboration – right from the MFP touch screen. The new common user interface also allows anyone in the workforce to easily connect into the company’s business processes. For IT professionals, this common user interface as well as embedded security protection from McAfee allows MFPs to be managed and protected as easily as the rest of the network. Do you offer your services through partners or directly to end customers in the region? If so, briefly discuss your partnership programs in the region Xerox has many strategic partnerships throughout the Middle East. One of the most common types of partnerships is with Systems Integrators as part of a large IT project. The extent of the services provided by Xerox is expanding rapidly as we improve our ability to demonstrate the power of Xerox’s product and services portfolio. It’s an ongoing process as the breadth of services increases.
A brief example is The ConnectKey MFP platform which has an open API system. That means channel partners, systems integrators and resellers can develop applications and embed them on the MFP with no additional software requirements. For example, a health insurance company can add a feature to its MFP that allows scanning of reimbursement claims directly into their payment system with just one-touch. Which verticals are your MPS solutions most popular? All verticals, as MPS is applicable to any organisation that has a large quantity of print devices. Discuss trends in MPS in the region and the future of this segment MPS has been offered for many years, but the reality is that the majority of implementations are still quite simple. This is partially because of the speed of customer acceptance and partially because of the skills of many companies that offer MPS services. Xerox prides itself in being identified by Gartner and IDC as a leader in MPS and that is because we have focused on developing the skills in our own sales people as well as our partners. Xerox is among the first to enable mobile print where an employee can go to almost any device and print from their smartphone. Future developments in MPS include expansion of mobile print, especially as more organisations allow employees to BYOD (bring your own device) into the workplace. Cloud services such as DR/BC (disaster recovery and business continuity). The key as I mentioned earlier is to be able to expand the conversation we have with our customers. One of the key enablers to acceptance of complimentary offerings to MPS has been the transition of purchasing of printing services from procurement to IT. MPS still presents all organisations to make significant cost reductions, which were previously not understood, and to achieve productivity and efficiency improvements.
Successful MPS providers position themselves as catalysts for growth, continuously adding value through constant collaboration and often incorporating the following tips into their relationships from the start: • Be flexible with the fleet. Clarify upfront that you will help maximize the existing technology by getting control of the devices that are already in place. Naturally, this includes printing devices from all manufacturers. • Ask the right questions. What are your goals; what applications are you using; what are your expectations; and what efficiencies would you like to accomplish? • Show you’re in it for the long haul. Take time to develop and demonstrate an understanding of your customers’ needs. Show how simplifying their print infrastructure can impact the business overall – while saving time and money in the long run. • Keep it simple. Getting customers up and running quickly and providing a range of offerings to add value is the key to success. When looking for a vendor partner, consider the company’s reputation, experience, support and tools as well as which vendor will help generate the most revenue for the business. • Strut your service. The crowded market means service and delivery can vary drastically across providers – be prepared to show proof of proactive, reliable service and find a partner that makes it easy to deliver it consistently. So, while double-digit growth is predicted for the market throughout the next few years, MPS is an evolution, not a revolution: It’s about simplifying a customer’s fleet and improving it over time, bearing in mind the customer’s needs and budget realities. June 2013 | 25
Feature | DVCOM
Fans of open source computing will be happy to know that the same compelling advantages of this system are to be had in open source telephony. DVCOM brings these gains to the region.
Renjan George Managing Director DVCOM Technology
Championing Open Communication W
ith Linux and other open source software setting the standards for open-source computer technology, it was only fitting that IP telephony would follow suit. Asterisk became the standard bearer for open source telephony through their pioneering PBX software in 1999. DVCOM, a part of Al Mashka Group, a UAE based $150 million conglomerateand a leading solutions provider of Open Source VoIP Telephony, brought to the Middle East market the Asterisk Open-Source PBX in 2007. “We though the best way enter the IP market is through open-source telephony which was something new.Our objective was to get into IP-PBX but we did not want to be in a proprietary platform,” said Renjan George, Managing Director, DVCOM
26 | June 2013
Technology. Linux remains the de-facto leader in open-source technology and provided DVCOM with the basis for initial discussions on open source technology. Indeed, Asterisk was initially developed for Linux although it’s now supported by many other operating systems such as Mac OS X and NetBSD among others. After getting into open source PBX, DVCOM decided to let customers make the decision on which end-points they desired. This is in contrast with the proprietary IP phone vendors who after supplying a PBX system oblige customers totheir endpoints that are tied to these PBX systems. “This is why Asterisk is different in that you can use any sim-based end-point,” Renjan said. In time, DVCOM launched Snom,
Yealink and other product lines essentially moving into the Unified Communications (UC) arena.Yealink, a leading manufacturer of IP Phones, is one of the recent additions to the ever growing portfolio of DVCOM’s brand representations in the region. Networking came next to enable DVCOM provide customersan integrated and complete solution. Networking solution provider Draytekoffers solutions able to provide VPN connection. The move to UC was inspired by customer demand, according to Renjan. “Customers want a single integrator or vendor to satisfy all their communication needs.” Modern communication technology enables voice, video and data running on the same line. The backbone has also become stronger with fast internet speeds, fibre now available in many offices. “This is
the community how we decided themselves and this was the way the company will forward. Asterisk "Typically, a customer would save up to 60% of put the upgrades in can integrate voice, costs when they adopt open source technology as the product within video and data into opposed to proprietary system" a month or two. one single box. Asterisk for instance There’s nothing is already in the better than having 11th edition, 14 all these services in years after launch. one box and then all areas long as they have a 3G/4G internet In proprietary brands,it takes years for new this being open source,” Renjan said. connection. They are also able to connect models and software to enter the market. There has been a shift in peoples’ through voice, video or data,” explained Due to prevailing economic uncertainties, expectations of their communication Renjan. the next few years should see a lot of providers. Customers now understand that For those with substantial existing expansion in open source, Renjan reckons. being tied to a proprietary system and paying “Asterisk having proven its worth with license fees every year does not make sense, analogue legacy systems in place, DVCOM will offer a hybrid solution incorporating some major names in global business according to Renjan. “Asterisk as an openanalogue and IP. “Asterisk can integrate such as Yahoo, Qatar Airways, Penn State source product gives that capability to our with your analogue system as well as University, etc., open source IP telephony customers to,” added Renjan. through other telephony gateways. is the way forward,” he adds. Open source technology by default is There are ATS available where you can DVCOM also recently announced the easier to manage lacking the ingrained easily integrate between analogue and opening of their offices in Bahrain. The complexities of proprietary equipment. IP as they gradually phase to IP,” said new office will focus on catering to the DVCOM provides the initial training Renjan. However, most companies are ever growing demand of Open Source VoIP for Asterisk and once customers learn moving entirely from analogue to IPas Telephony in Bahrain along with servicing the configurations, they can easily the latter offers a cheaper and more DVCOM’s already existing portfolio of implement their own PBX solution. “This straightforwardsystem. In an analogue clients. DVCOM Technology, which already is a clear advantage to a company with system, one will require a separate box if has offices in Dubai, Qatar, Oman, Saudi, many employees as they can deploy they needcall recording, another one for Sudan, Bangladesh and India-Delhi/ an extensive telephony system without IVR, and yet another device for voicemail. Mumbai, represents over twelve brands necessarily requiring hiring an integrator,” “IP offers one solution in one box of Open Source VoIP based products and Renjan said. with a lot of features incorporated within solutions as a Value Add Distributor. The Since these phones are IP-based, as customers do not wish to invest new office will offer complete range of integration with mobile platforms is in all these disparate equipment and product and services that are offered easy. Asterisk has apps available on then have to maintain them,” Renjan by DVCOM across the region along with smartphones on the SwitchVox platform. opined. Typically, a customer would save training and service support. Customers can access and remoteup to 60% of costs when they adopt "Opening of our new branch office configure to the office PBX. They can also open source technology as opposed to in Bahrain is a part of long term growth deploy extensions to the home, configure proprietary system and its attendant strategy to maintain our position as it to the mainoffice PBX and establish a licensing fees. a market leader in Open Source VoIP connection to the office through VPN. Another advantage of open source Telephony and to service our client based “This is one of the majoradvantages we is the speed in which upgrades can be in the kingdom more efficiently,” adds offer to our customers. Remote workers done. With open source, one can update Renjan. can connect to their offices wherever they
June 2013 | 27
Allen Mitchell, Technical Account Manager, MENA, CommVault Systems
InSight | CommVault
Allen Mitchell, Senior Technical Account Manager, MENA at CommVault Systems writes that a revolution in data management in the Middle East is now called for in order to minimise the investments needed to protect and manage large volumes of data both inside and outside of the data centre.
Time for a Data Management Revolution T
here is no doubt that data management has gone through an evolutionary process, starting with a focus on straight forward backup and recovery in the 1990’s and then moving to integrated protection solutions in the 2000s. However the impact of Big Data and the move to adopt a more mobile way of working again requires a radical new approach. Whether it is stored in one place, distributed across the enterprise or located in different geographies, data growth is making its presence felt in companies of all sizes. It’s unfortunately becoming all too common for yesterday’s backups to run into tomorrow
28 | June 2013
and too many companies are reporting that they risk missing Service Level Agreements (SLA) if processes can’t keep up. In itself this is perhaps an indication that existing storage strategies are no longer capable of tackling huge volumes of data or, just as importantly, of supporting the business challenges of today. A revolution in data management in the Middle East is now called for in order to minimise the investments needed to protect and manage large volumes of data both inside and outside of the data centre. This means thinking differently about each of the traditional data management processes and technologies
and increasing the use of automation and enterprisewide policies to introduce efficiencies and cost savings whilst reducing management headaches at the same time. Instead of creating archive, backup and storage silos merely as a business insurance policy, each element should be valued equally but then converge to streamline the process and start to make data the real asset that it should be to an organisation. So far, it’s likely that making data work for an organisation will have involved trying to mine large volumes of existing data across multiple storage types and locations to gain new insights – perhaps
for research projects or compliance challenges but this can then put a massive strain on operational staff who are already overstretched. Adopting the cloud and looking at virtualisation is widely accepted as one of the best ways to increase efficiency but it also adds another layer of complexity to data management which must be addressed. The Bring Your Own Device (BYOD) movement again offers potential savings but also introduces new risks to data security at the edge as well as the challenge of getting information on to these devices efficiently. It should be no surprise then that according to Gartner,
2012, only 26% of CIOs think they have effective tools and skill sets in place to manage these issues and to make data an asset to the organisation. What is needed is a scalable modern information management architecture that is fit for purpose; helping businesses to protect and manage more information more efficiently. It should also be able to meet the demands of a virtual world that is typified by a dynamic pool of computing and storage. At the heart of this modern information structure should lie the ability to collect data just once to reduce the overall storage and infrastructure burden, and then enable access to it from anywhere in order to re-purpose it. Snapshot, backup and archive data operations already take place, so why not combine those tasks into a collection process that sends deduplicated data to single ‘content store’? This drives a large number of efficiencies; the content store can then be used for recovery or repurposing of the data. Generating metadata in the form a content index at the same time is a key process that enables the access downstream. Combined with good access and security controls this repository can then be presented to the whole workforce and potentially from any device. When set against the traditional multiple silo approach where backup stores just sit there offering little value except insurance
"What is needed is a scalable modern information management architecture that is fit for purpose; helping businesses to protect and manage more information more efficiently." and use invasive technologies to acquire the data in the first place, one could wonder why a streamlined collection to combined multi-purpose store isn’t the norm. Having a searchable content store may also negate the need for a dedicated and expensive ‘Big Data’ repositories if you can search and recover just the research data needed to perform your analysis. Controlling the amount of data on live systems by moving to automated policy-based retention with search capabilities will then certainly increase the ability of companies to find the right piece of information when it’s needed, practically on demand. Using a combined data management and search engine also means that a single search can cover many different repositories allowing the organisation to leverage different types of storage media; from dedupe disk through to removable media or cloud storage. The goal for any business has to be about changing the way its global and connected workforce discovers, accesses and analyses information in the future; ideally without requiring IT intervention. A single, central, virtual repository that keeps only one copy of all data secure, de-duplicated,
tiered to optimise costs and application aware will be critical to achieving instant ways to search and make sense of existing data to enable faster decision making. It will obviously reduce storage needs overall but more importantly it will transform the administrative process into a more dynamic capture of business critical information that can be ‘re-used and recycled’. In a world where regulatory requirements, compliance and the need to demonstrate a strong ROI are constantly under scrutiny in the boardroom, a content resource such as this will improve the ability to search for, and access, data from any device anywhere. This access challenge affects BYOD strategies; while they may offer reduced cost and happy employees, they also present risks of corporate or sensitive data becoming detached from the enterprise with no ability to control access or expire the information. Getting the right mix of the individual’s own work related data and the desired corporate information, not just email, to tablets and smartphones can be tricky. If and the organisation doesn’t provide effective enablement tools, users are left with public cloud offerings that at best are awkward
to manage and at worst risk significant data breach. The ability to get files to any device from a secure corporate content store has to be matched by transparent and automated collection of data created at the edge as well as from primary systems. The collection process from user’s laptops, by default, also provides them with a backup which for the most part can be very low impact when leveraging the latest dedupe and other technologies. This vehicle not only frees users from the pain of managing external cloud solutions to get their data onto their smart device, but it also brings the data they create for their job into the organisation’s control. Not only are workers more productive but it provides a platform for good corporate governance or compliance that fully extends to edge data. Putting centralised content and sophisticated indexing in the data management driving seat, instead of focusing on the individual components that play a role in the data management process overall, is sure to be the most effective way to help companies of all sizes to take control of Big Data going forward. Content-based retention policies that only keep data that really matters to a business is set to change the way we view and utilise data, re-purposing data from the archive and bringing it back to life instead of consigning it to history. June 2013 | 29
InSight | Aruba Networks
Ammar Enaya, General Manager of Aruba Networks, Middle East writes about the importance of adopting an integrated approach to BYOD. The article attached highlights and explores what companies are doing in order to take a more innovative approach with solving the BYOD problem plaguing IT.
The integrated approach to BYOD R
emember when IT planned corporate-wide enduser technology roll-outs? Distributing company-owned, IT-managed devices was a very controlled process. Employees hadto get IT approval to use an unauthorized device, even if it was useful and increased productivity. IT was the gatekeeper of everything enterprise and it ruled the network with a combination of strict policies, purpose-built technologies, and a fully-contained ecosystem. Those days are long gone. Today, billions of Wi-Fienabled smartphones and tablets are pouring onto enterprise networks. Each user is armed with more than
30 | June 2013
three mobile devices and each mobile device is loaded with over 40 apps.According to ABI Research, over 9 billion Wi-Fienabled devices have shipped since 2009, and Gartner predicts mobile app downloads will hit 310 billion by 2016. Consequently, IT is struggling to stay in control. Users have far more latitude – freely connecting theirown smartphones and tablets to the corporate network, downloading their own apps, and co-mingling work and personal information.
Redefining the IT mission It’s clear that BYOD has redefined IT’s mission and
extended the boundaries of IT operations beyond the infrastructure to mobile devices and apps.The new IT mission demands a reliable mobile work experience for users without sacrificing privacy, security and control. However, some big challengesremain. How does IT maintain visibility and control of new devices that connect? What devices are being used, how many, and can IT support all the operating systems? What apps are users downloading over the enterprise network? IT organizations must also contend with some formidable onboarding challenges. It’s not realistic to rely on already-
Ammar Enaya General Manager Aruba Networks, ME
strapped IT helpdesks to manually provision network access settings, certificates, and enterprise apps on every mobile device. Another serious challenge involves safeguarding company data. IT has to deal with the risk and compliance implicationsof confidential data residing on personal devices. Not only are these devices easily misplaced or stolen, they alsohave different security capabilities. Until now, IT has addressed this problem by taking control over the entire device. But endusers have rejected this big-brother approach to device security. What IT really needs is multiple approaches that
address the entire spectrum of BYOD and its use cases. As a result, a litany of siloed point-productshave made their way onto enterprise networks to narrowly addresssome specific aspects of BYOD – device management, network access control, guest management, application management and content management. Unfortunately, stringing together a multitude of loosely integrated point-productscan lead to more complexity, higher costs and compromised security controls. This approach also fails to streamline and automate time-consuming onboarding tasks.
And now IT organizations are the ones demanding a better way to do BYOD.
One place to manage all things BYOD Companies like Aruba Networks are taking an innovative approach to solving the BYOD problem that’s plaguing IT.Instead of a siloed approach, Arubaextendscontextualpolicies across the network to devices and applications. Contextual data includes user roles, device types, application use, location, motion, and time of day.This context-awareness givesIT unprecedented control over a
wide range of mobility services and a simpler way to rollout BYOD. From one integrated platform, IT can manage network policies, onboard and managedevices, admit guest users, assess device health – even secure, distribute and manage mobile work apps – on any network and without changing the current infrastructure.
The big payback There’s huge upside for IT organizations that adopt an integrated approach to deploying BYOD. For starters, it eliminatesthe cost and complexity associated
with integrating dissimilar, siloedpoint-products. It also automates many of the time-consuming tasks that the IT helpdesk used to do manually. In fact, BYOD solutions are now so simplethat users can securely onboard their own devices and provision network access for their own guests. An integrated BYOD solution can be invaluable and may offer a simpler way to rollout BYOD in enterprise networks. But it requires total visibility and control from the network access infrastructure all the way to devices and mobile apps.
Aruba WorkSpace Aruba’s new WorkSpace capability is part of the company’s ClearPass Access Management System. It’s designed to simplify the process ofsecuring, distributing and managing work apps on mobile devices. In addition to automatically pushing work apps to mobile devices, Aruba WorkSpace lets IT enforcecontextual policies that control how the apps are used and data is secured. A VPN session is initiated automatically whenever work apps are launched on a public network. There are many more security capabilities. Aruba WorkSpace enables IT to add Active Directory authentication to apps, geo-fence apps, lockdown jailbroken devices, and prevent cutting-and-pasting between work and personal data. On a personal note, WorkSpace eliminates liability issues related to privacy by preventing IT from accessing or viewing a user’s personal information. IT can only wipe or lock work apps and data – anything controlled by WorkSpace – while personal information stays private.
An app for everything work-related WorkSpace includes a companion mobile app thatactually lets users onboard their own devices, organize and manage work apps, and provision Wi-Fi access for guests. The idea is to give users a personalized mobile work experience and reduce
demands on IT. When the WorkSpace mobile app is pushed out to a mobile device, everything work-related is setup automatically and personalized based on the user’s identity and device type without requiring helpdesk assistance. The WorkSpace mobile app opens a personal portal where users can access work apps using a single sign-on, share AirPrint and AirPlay devices with other users and groups, and manage their onboarded devices. The mobile app also lets users create and manage temporary guest Wi-Fi accounts. Instead of having IT or the reception desk provision guest access for everyone, WorkSpace empowers employees to manage Wi-Fi access for their own guests.
Over 40 third-party enterprise apps WorkSpace supports one of the largest ecosystems of enterprise mobile apps in the industry. IT can easily secure, distribute and manage well over 40 leading third-party enterprise productivity apps as well as internally-developed apps. Another compelling aspect of WorkSpace is that it automates time-consuming onboarding tasks that were once performed manually by IT. There’s no need to manually distribute new software – WorkSpace updates apps automatically.
June 2013 | 31
eyetech
Dell-SonicWALL NSA NextGeneration Firewall
NETGEAR SMB 10-Gigabit Switch Overview: NETGEAR is leading the networking industry with the market’s first cost-efficient 10 Gigabit Switch for small and medium businesses. The XS708E provides eight 10GE ports at a very affordable price compared to 10GE Enterprise switches in the marketplace. Many SMBs are now operating with big data even though the company size is small. NETGEAR recognizes the needs of a growing network for SMBs customers and has come up with the industry’s first
Overview
cost-efficient 10GE solution.
Dell’s new SonicWALL Network Security Appliance (NSA) Series Next-Generation Firewalls (NGFW) enable mid-
Key features:
sized organizations, branch offices, school campuses and
• 8 ports deliver up to 10GG bps of dedicated, non-
government agencies to have multi-layered protection
blocking bandwidth per port
from sophisticated attacks and control over applications
• VLAN support for traffic segmentation
while also assuring optimal network performance and
• Quality of Service (QoS) for traffic prioritization
total of cost of ownership. The new Dell SonicWALL NSA
• Auto “denial-of-service” (DoS) prevention
Series renders competitors’ traditional firewalls obsolete
• Troubleshoot connection issues via cable test
and provides a host of enhancements typically reserved for large enterprises and 10 GbE connectivity to this industry segment for the first time.
Key features: • 10GbE SFP+ interfaces, • Full Stateful high availability failover • Processing power to inspect all network traffic • High performance SSL decryption • Single-pass low latency Reassembly-Free Deep Packet Inspection (RFDPI) engine
Lenovo Iomega ix2 NAS Overview: The Lenovo Iomega ix2 Network Storage, 2-bay is a compact and affordable desktop network storage that is perfect for small businesses, home offices or advanced home networks, offering content sharing, data protection and basic video surveillance capabilities.
Key features: • Up to 25 users • Drive Capacities and Type: 1TB, 2TB, 3TB, 4TB • Gigabit Ethernet Connectivity • Easy three step setup • User friendly web-based management interface • Simple Content Sharing
32 | June 2013
CCVSR: Control Center Video Session Recorder. Overview: The Control Center Video Session Recorder (CCVSR) is ATEN´s innovative software designed to securely record the video and operation of computers accessed through KVM over IP Switches. The software automatically records a video of the screen display and logs all key-strokes and mouse clicks when computers are accessed through KVM ports. The software records operations from the BIOS to logging in; from running software applications to configuring any part of the operating systemall actions are recorded and saved without exception. It´s also a great tool for administrators to easily generate step by step instructional videos for any system procedure.
Tripp Lite PDU Overview Tripp Lite single phase Switched PDU / Power Distribution Unit with individual outlet metering offers advanced network control and monitoring with the ability to turn on, turn off, recycle or lock-out power to each individual receptacle, monitor site electrical conditions and remotely monitor output power consumption for each individual outlet. Built-in current monitoring offers 1% billing grade accuracy. PowerAlert interface supports remote control and custom notification of user-specified conditions via email, secure web, SNMP, Telnet or SSH interface. Individually switched outlets can be controlled in real-time to remotely reboot unresponsive network hardware, or be custom programmed for user-defined power-up and power-down sequences to ensure proper startup of interdependent IT systems and prevent inrush-related overloads as network equipment is first energized. Unused PDU outlets can be electronically locked off to prevent the connection of unauthorized hardware. PDU output current consumption in amps is continuously displayed locally via visual meter and remotely via web/network interface to warn of potential overloads before critical IT mains or branch breakers trip.
Key features: • • • • • • •
Single-Phase Switched PDU with outlet level metering, Switched 30A 208/240V PDU, 0U 70 in. / 178cm Vertical Rackmount Format Reports voltage, frequency & load per-outlet or load bank via ethernet interface Visual current meter, Toolless button mount installation NEMA L6-30P input, attached 10 ft. / 3m cord 24 switched outlets (4 C19 / 20 C13) with cord retention brackets Temperature, humidity and contact closure monitoring options
Key features: • The CCVSR is developed to work with ALTUSEN KVM over IP Switches without the need to install agent software on all computers • The CCVSR is a great tool for capturing evidence or tracing issues for immediate troubleshooting and faster problem resolution. • The software can help monitor compliance control and auditing efficiently. • It quickly helps IT managers know what every remote KVM user, internal KVM user, or IT service contractor is doing on the servers, with full coverage of all actions; saved in a bulletproof system for future auditing.
June 2013 | 33
Stats & Trends
IT operations management (ITOM) software revenue grows
W
traditional and process improvement initiatives; there is also an orldwide IT operations management (ITOM) software increased effort to automate private cloud services. The evolution revenue totaled $18 billion in 2012, up 4.8 percent from of IT service desk tools into IT service support management $17 billion in 2011, according to final results from Gartner, Inc. tools contributed to growth in the market as vendors are However, Gartner said that the "Big Four" ITOM vendors — IBM, supplementing foundational technologies with the addition of CA Technologies, BMC Software and HP — surrendered market features such as mobility, collaboration, IT service visualization, share in 2012, while a new generation of ITOM vendors grew and more advanced analytics and reporting. significantly faster than the market. The top five ITOM vendors, ranked by revenue, grew 0.6 "Vendor revenue in the 2012 ITOM software market percent in 2012, compared with 7 percent growth in 2011, and demonstrated moderate single-digit growth, after two accounted for 55 percent share, or $9.9 billion, of the overall ITOM consecutive years of nearly double-digit growth, due in part software market in terms of revenue. The ranking of the top five to slow economic growth, tight IT budgets, and merger and vendors did not change from 2010 through 2012. Among the top acquisition (M&A) activity," said Laurie Wurster, research director five vendors, Microsoft led the group in year-over-year growth at Gartner. "Nevertheless, the ITOM market did manage to grow at 16 percent, while the rest of the top five remained flat or saw slightly above the average growth rate of the infrastructure declining growth. software market, and by doing so it gained share of IT budgets." Pushing the growth of the ITOM market, although at a less-frantic pace, were continued investments in Top 5 ITOM Software Vendors, Total Software Revenue virtualization management tools and promising Worldwide, 2012 (Millions of Dollars) cloud computing technologies, which are the key drivers behind the growth in the configuration 2012 Revenue 2012 Market 2011 Revenue 2011-2012 Company management and availability and performance Share (%) Growth (%) segments, and also in the other ITOM category, IBM 3,282.90 18.2 3,256.40 0.8 in which cloud management platform pure-play CA Technologies 2,119.90 11.7 2,258.10 -0.6 BMC Software 1,921.70 10.6 1,903.30 0.9 vendors are represented. Microsoft 1,477.70 8.2 1,271.90 16.1 Continued strong growth in workload HP 1,134.60 6.3 1,185.40 -4.3 automation and IT process automation Others 8,064.30 45 7,303.10 10.4 demonstrates that IT organizations are still Total Market 18,001.10 100 17,178.20 4.8 investing heavily in technology that is more Source: Gartner (May 2013)
Enterprise Videoconferencing and Telepresence Market declines in first quarter
R
esults from the International Data Corporation (IDC) Worldwide Enterprise Videoconferencing and TelepresenceQview showed first quarter 2013 (1Q13) videoconferencing equipment revenue declined 13.2% year over year and 21.9% quarter over quarter. Total worldwide enterprise videoconferencing and telepresence equipment revenue was $563.4 million in 1Q13, its worst result since the second quarter of 2010, according to IDC. From a market segment perspective, endpoints, which include multi-codec immersive telepresence, single-codec telepresence, and personal videoconferencing, declined 10.7% year over year and video network infrastructure decreased 20.5% year over year in 1Q13. Regionally, Latin America declined just 3.5% year over year, followed by the 9.1% year-over-year decline in Asia/
34 | June 2013
Pacific and the 10.1% decrease in Europe, Middle East, and Africa (EMEA). North America was a particular area of weakness this quarter with its 20.3% year-over-year drop. "Videoconferencing vendors point to longer procurement cycles, the still challenging macroeconomic situation in EMEA, and a slowdown in IT spending in some key global markets such as China and India as reasons for the challenging first quarter results," said Rich Costello , Senior Analyst, Enterprise Communications Infrastructure at IDC. "No doubt these are certainly valid reasons for the recent quarterly decreases in video equipment revenue we are seeing. In addition, IDC believes that increasing customer considerations over more software-centric solutions, virtualization, cloud-based offerings, and real-time browser-based communications are beginning to challenge the video equipment market as well."
Must stay open 24/7! Need redundant data center power and cooling that fits my budget!
Business and IT is growing! Need more power and cooling on the fly for 10 new servers today!
IT is complex enough! Need an easy-to-operate data center solution - from concept to deployment!
At last, your data center can grow with your business! Only InfraStruxure IT architecture delivers the triple promise of 24/7/365 availability, speed, and efficiency-driven cost savings.
Business Growth
Introducing Next Generation InfraStruxure
Whether your company just doubled its sales or staff, you need to make sure that its data center can support such business growth — not hinder it. All too often, though, businesses feel constrained by the capabilities of their information technology (IT) and supporting infrastructure. Is there enough rack space to handle more servers? Can power capacity accommodate larger IT loads? Today, APC™ by Schneider Electric™ eliminates these hurdles with its proven high-performance, scalable, and complete data center architecture solution: InfraStruxure™.
InfraStruxure data centers mean business!
We say that InfraStruxure data centers mean business. But what does that mean to you? The answer is simple. A data center means business when it: is always available, 24/7/365, and performs at the highest level at all times; is able to grow at the breakneck speed of business; continues to achieve greater and greater energy efficiency — from planning through operations; and is able to grow with the business itself. What’s more, InfraStruxure IT room architecture is an integrated solution that can be designed to your exact requirements at the start, while still being able to adapt to your company’s changing business needs in the future.
The triple promise of InfraStruxure deployment
InfraStruxure solutions fulfil our triple promise of superior quality, which ensures highest availability; speed, which ensures easy and quick alignment of IT to business needs; and cost savings based on energy efficiency. What better way to “mean business” than to enable quality, speed, and cost savings — simultaneously?
Business-wise, Future-driven.™ APC by Schneider Electric is the pioneer of modular data center infrastructure and innovative cooling technology. Its products and solutions, including InfraStruxure IT room architecture, are an integral part of the Schneider Electric IT portfolio. Data Center Projects: Growth Model
> Executive summary
Contents 1 2 7 7 9 10
Data center scaling Years
InfraStruxure data centers mean business! Availability: 24/7/365 uptime is made possible through
exceptional critical power with “snap-in” modular power distribution units, close-coupled cooling, and proactive monitoring software.
Speed: Deployment is fast and simple because all system components are designed to work together “out of the box” and the system can grow at breakneck business speed. Efficiency: True energy efficiency and savings are achieved via advanced designs, including three-stage inverters in UPS units and variable speed fans in cooling units. Manageability: The InfraStruxure Management Software Portfolio enables you to see and manage capacity and redundancy levels of cooling, power, and rack space for optimal data center health. Agility: Flexibility comes from enclosures with any IT vendor compatibility and whole system scalability for both power and cooling.
Plan your data center growth simply and effectively! Download White Paper #143, “Data Center Projects: Growth Model,” today for guidance and enter to WIN an iPhone 5! Visit www.SEreply.com Key Code 37249p
©2013 Schneider Electric. All Rights Reserved. Schneider Electric, APC, InfraStruxure, and Business-wise, Future-driven are trademarks owned by Schneider Electric Industries SAS or its affiliated companies. All other trademarks are the property of their respective owners. www.schneider-electric.com • 998-1187559_A_US_B
www.dlinkmea.com
SECURE AND SAFEGUARD YOUR BUSINESS with D-Link IP Surveillance
Providing you with the finest end-to-end IP Surveillance solutions... It’s ideal for small and medium business environments, so whether you are running a shop front, office or a warehouse, with D-Link you’ll enjoy greater peace of mind. Manage your building and premises security review your recordings remotely on the go
DCS-6010L
DCS-7010L
•
Keep customers, employees and cash holdings safe
DCS-7513
DCS-6113
•
Capture and
DNR-322L with 3TB/6TB HDD
Wireless N HD 360 Degree Fisheye Camera
Outdoor HD Day/Night Mini Bullet Network Camera
Full HD WDR Day & Night Outdoor Network Camera
Full HD Day & Night Dome Network Camera
AUTHORIZED DISTRIBUTOR Aptec - an I ngram M icro Company P. O. Box 33550 Dubai Internet City, Dubai, UAE E-Mail: sdawda@aptecme.com
Tel.: (+971 4) 3697 111 Fax: (+971 4) 3697 110 www.apteconline.com
9-Channel 2 Bay mydlink NVR