News In–Detail
Advantage with early adopters The transition towards cloud services only accentuates the role of the channel. While some leading vendors may be offering the option of buying cloud applications directly to customers, thus encroaching in the customer engagement space, traditionally the channel’s prerogative as well as its bread and butter, yet there is still a great opportunity for the channel. A customer would continue to see the convenience of a local SI partner who integrates all of his required applications and make it work through seamlessly as a whole. One of the critical roles the channel would continue to play in the next few years is in helping customers migrate their existing infrastructures or a great majority of it to cloud based models. If a partner is not yet pursuing such opportunities, he could be left behind or even left out of contention in the latter phases of this ramp up of the cloud based phenomenon. Customers, who would have gone through the initial phases of cloud deployments, would have greater expectations thus expecting better competence fromtheir SI partners. Living up to those expectations would mean partners have to constantly scale up their competencies and playing catch up with early adopters would be tough for those who have been lagging in introducing cloud services. Vendors also see the continuing relevance of the channel in helping the market move faster towards adoption of cloud services. For partners who haven’t still thought of a cloud component in their Business model, now is the time to kickstart even on a modest note and make sure they do have some cloud based revenues when they wrap up the year’s sales.
R. Narayan Managing Editor
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Aptec grows VAD Business MATCO opens EMC Velocity Solution Center in Riyadh Wave Tech focuses on staying a step ahead
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The Big Bets - Eyad Shihabi, MD, HP Middle east speaks with The Integrator about HP’s strategies for Big Data and cloud computing Firm Directions- The Integrator speaks to Dave Brooks, GM , Dell Middle East & Turkey – Commercial about the company’s perspectives on cloud computing and open standards based scalable infrastructures The Big Picture - Pradeep Angeveetil, Regional Manager - Middle East and Africa at LifeSize Communications speaks to The Integrator about the company’s solutions as well as the trends in the larger UC market
Point2point Pg 22 Pg 24
Scaling up – Aditya Sahaya, Director, Business Development at Prologix Distribution speaks to the Integrator A growing footprint- Meera Kaul, Managing Director, Optimus Technology and Telecommunications reveals some of the domains where the company has seen significant growth
Cover Feature Pg 16
UC deployments on the rise Deployments of Unified Communications gather steam in the region as companies are either using or considering implementing UC enabling infrastructures
Insight Pg 26 Pg 28 Pg 30
‘How to Sell Managed Print Services’ by Dan Smith, Head of Integrated Marketing, MEA, Xerox ‘Ten Tech Trends in the Next Ten Years’ By Dave Evans, Cisco's Chief Futurologist: ‘Future Focus – Will Your NETWORK WORK?’ By Sufian Dweik, Regional Manager - Middle East and North Africa (MENA) at Brocade Communications
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News Bytes
IBM Announces Endpoint Manager for Mobile Devices IBM has introduced a new software to help organizations better manage and secure the explosion of smartphones and tablets in the workplace, while also managing laptops, desktops and servers. As the mobile workforce is expected to reach more than 1.19 billion by next year, there are new pressures to connect personal smartphones and tablets to corporate networks and provide employee access to business data on them. IBM Endpoint Manager for Mobile Devices helps organizations support and protect the growing mobile workforce. Through this software, firms can use a single solution to secure and manage smartphones and tablets, as well as laptops, desktop PCs, and servers. It manages Apple iOS, Google Android, Nokia Symbian, and Microsoft Windows Mobile and Windows Phone devices.
HP announces ProLiant Generation 8 (Gen8) HP has announced HP ProLiant Generation 8 (Gen8), the result of a $300 million, two-year program called Project Voyager, the company’s initiative to redefine data center economics by automating every aspect of the server life cycle. To date, Project Voyager has resulted in more than 900 patents filed and a new systems architecture called HP ProActive Insight architecture, which will span the entire HP Converged Infrastructure. HP ProLiant Gen8 triples administrator productivity by eliminating most manual operations such as server updates, which typically take five hours of administrator time per rack of servers. HP ProLiant Gen8 features HP 3-D Sea of Sensors, an industry-first technology that identifies overutilized servers based on real-time location, power, workload and temperature data, increasing compute capacity per watt of energy by 70 percent. With HP Active Health and HP Insight Online technologies, HP ProLiant Gen8 automatically analyzes its own health across 1,600 data points. Through self monitoring, self diagnosing and proactive support, clients can resolve unplanned downtime issues up to 66 percent faster. “The skyrocketing cost of operations in the data center is unsustainable, and enterprises are looking to HP to help solve this problem,” said Alaa Al Shimy, Enterprise Servers, Storage, and Networking Director, HP Middle East. “We are delivering innovative intelligence technologies that enable servers to virtually take care of themselves, allowing data center staff to devote more time to business innovation.”
Cisco updates switching portfolio with 100 and 40 GE capabilities Cisco updated its switching portfolio with 100 Gigabit Ethernet (GE) and 40 GE capabilities, the next speed limits for networking. These new capabilities provide a holistic architectural approach across campus, data center and service provider environments, and give customers a significant advantage while addressing emerging trends like cloud, video, mobility, and the proliferation of 10 GE. With this, Cisco claims to be the most extensive provider of 1/10/40/100 Gigabit Ethernet and converged networking switching solutions. Supporting the transition to higher networking speeds, in addition to Cisco’s recently announced CloudVerse solution, is a key element of Cisco’s strategy to help its customers meet the demands of emerging cloud computing trends and the resulting data deluge.
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The Integrator | March 2012
Sourcefire First to Provide Next-Generation IPS with Integrated Application Control Sourcefire has announced the first NextGeneration Intrusion Prevention System (NGIPS) to provide fully integrated and intelligent application control. Sourcefire, which pioneered NGIPS in 2003, is extending its Agile Security vision by providing the world’s first NGIPS to incorporate real-time contextual awareness and full-stack visibility, together with intelligent security automation and granular application control. “The battle for network security is based on the concept of information superiority, in which two of the most critical tenets are visibility and control,” said Martin Roesch, founder and CTO of Sourcefire. “A significant obstacle to establishing information superiority is the rapid pace of change – both within the IT environment and the broader threat landscape. Sourcefire offers the first true defense-in-depth solution to these challenges. While other vendors have a framework, our real-world solution has multiple components that work in tandem to allow us to first ‘see it’ and then ‘control it’ – and by so doing, gain the information superiority advantage.”
HP announces new OpenFlow-enabled switches HP has announced a portfolio of OpenFlowenabled switches. The portfolio spans 16 models and includes the HP 3500, 5400 and 8200 series switches. Additionally, HP plans to expand support for OpenFlow across all switches in the HP FlexNetwork architecture this year. OpenFlow is an emerging network virtualization technology that provides customers flexibility and control to configure their networking environments to their specifications.
Avaya Eyes Egypt as a Strategic Market Avaya has identified Egypt as a key, strategic market within the Middle East and North Africa (MENA) region, as the country’s public and private sector undergo reforms, including investment in technology and infrastructure. From a new office located in New Cairo, Avaya’s Egypt operations are working with channel partners to meet the collaboration and communication needs of companies of all sizes. “While Egypt is undergoing tremendous change as a market, this period of transition creates an unprecedented opportunity for all organizations – from an emerging start-up to a government ministry – to put in place the collaborative, communications, and networking foundations that deliver a more streamlined, cost-effective and future-proof working environment. In Egypt, social platforms like Facebook and Twitter are forcing new dynamics on how businesses should interact with next generations, and Avaya is delivering today collaborative and customer service solutions with social media at the core,” said Nidal Abou-Ltaif, VP, Emerging Markets, Avaya.
“To help enterprises uniformly manage network traffic flow across the data center, HP became an early innovator of the OpenFlow standard, supporting more than 60 universities and research centers in trials, development efforts and practical real-world applications,” said Gautham Raj, Networking Business Unit Manager, UAE, HP Middle East. “With more than 10 million OpenFlow-capable switch ports deployed and the broadest portfolio currently available on the market, HP is leading the move to the OpenFlow standard and further simplifying networks for our enterprise clients.” March 2012 | The Integrator
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News Bytes
Injazat Recognized by Cisco for Excellence in Customer Satisfaction Injazat Data Systems, a leading Information Technology (IT) and business process managed services provider in the UAE, has has achieved a Customer Satisfaction Excellence Gold Star from Cisco. This designation recognizes Injazat for delivering outstanding customer service to customers in UAE. Injazat was recertified as a Cisco Gold Certified Partner in recognition of its exceptional ability to provide value-added services, ensure customer satisfaction and success, and effectively integrate Cisco Lifecycle Services into its offerings. “Customer service is a cornerstone of the Cisco Resale Channel Program. We are pleased to recognize and congratulate Injazat for achieving outstanding customer satisfaction,” said Claire Jones, Channel Manager at Cisco UAE. Cisco measures the customer satisfaction levels achieved by its Gold, Silver, and Premier Certified partners based on regional target goals over a rolling 12-month period. Partners that achieve outstanding customer satisfaction are awarded the Customer Satisfaction Excellence Gold Star and can be found using the advanced search menu in the Cisco Partner Locator.
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The Integrator | March 2012
Kaspersky unveils Kaspersky ONE Kaspersky Lab has unveiled Kaspersky ONE, a multi-platform, user-centric Universal Security solution that brings comprehensive protection for the wide range of personal devices, starting from personal computers and notebooks and all the way to smartphones and tablets. Kaspersky ONE is available in a package of 5 devices . This product can be used to protect desktop and mobile computers running Windows® or Mac OS X®, smartphones and tablets. Each of this devices can be secured with one of the applications, optimized for use with the corresponding software platform Tarek Kuzbari, Managing Director, Kaspersky Lab Middle East and Turkey said, “In the fast changing world of today, each one of us carry different devices that vary from mobile devices, PC’s, Macs, smartphones and android tablets. Kaspersky One represents a comprehensive multi layered protection for all the devices. The bundle contains 5 security licenses with a competitive price which makes it easier to consumers to protect their devices with one flexible security solution”.
Westcon Security strengthens portfolio with Arbor Networks Westcon has signed a value added distribution agreement with Arbor Networks, Inc., a leading provider of security and network management solutions for next-generation data centers and carrier networks. In November 2011, the companies announced that Westcon would distribute Arbor’s PravailTM Availability Protection System (Pravail APS) for enterprise data centre availability and the Peakflow SP platform for service provider networks in Latin America. “Arbor Networks is the clear market leader for DDoS attack identification and mitigation solutions worldwide. By adding their enterprise data centre and service provider solutions to our portfolio in the Middle East, Westcon is now able to offer our Value Added Resellers and partners proven solutions that address an acute problem for network operators, the ever changing threats to the availability of networks and services,” said Steve Lockie, Managing Director of Westcon. ’Given recent events and the widely publicized attempts at denial of service in the region’ we are delighted to be able to offer solutions immediately though our Westcon Security partners’ he added.
News In-Detail
one of the largest distributors in the region, we have a commitment to our partners to stay relevant and ensure that they have access to products and solutions that match the needs of our partners’ customers. We have been slowly transitioning towards value added distribution (VAD) and have been streamlining our portfolio and partnerships to reflect this change.” From a traditional distribution, Aptec has been making the transition to Value Added Distribution for some time now with the establishment of ATS, its
technologies and solutions related to contemporary datacentres. The solutions under this banner provide resellers with a greater choice for scale-up and scale-out server and storage consolidation and virtualization strategies to meet their customers’ Service Oriented Architecture (SOA) needs. Other loyalty programmes include its Dell Storage Program, enabling and rewarding the channel as well as the Track Oracle EXTra program, enabling channel on Oracle solution selling (software
Aptec consolidates VAD business with forty percent growth Dr. Ali Baghdadi CEO & President Aptec Group
Aptec Holdings, one of the largest technology Value-Added Distributors in the Middle East and North Africa, declared that its VAD business has seen a growth of forty percent in 2011 over 2010. The company also confirmed that it had streamlined its portfolio in line with its value-add focus.
professional services, and Advanced Logistics Services (ALS), addressing some of the needs of its vendor partners in 21 countries. Aptec now offers a multitude of solutions with components supplied by more than 30 of the world’s leading IT vendors. These include infrastructure solutions like security, data center, storage, virtualization, private and public clouds, networking, applications like database engines, data analytics, CRM, Smart dashboards and Unified Communications.
In 2011, Aptec added offerings that addressed enterprise solutions for SMBs in cooperation with Microsoft, Dell, Cisco, NetApp, Oracle, SAP and several others. Aptec also signed agreements with Riverbed, Veeam, Virtual Sharp, Allied Telesis, NET, SAP Business Objects in the same year to address some of the emerging technology needs in the region. Dr. Ali Baghdadi, CEO and President of Aptec Group, commented: “As
Some of the key contributors to its growth in 2011 include several loyalty and partner initiatives like its Datacenter Partner Alliance program brought together with Aptec’s vendor partners including Cisco, VMware, NetApp& APC. The Datacenter Partner Alliance program is a partner enablement and loyalty platform designed for enterprise channel partners to explore, experience and exploit key
and hardware). The Dell Storage Program was set up to transfer knowledge on Dell’s new Fluid Data storage and its offerings. The “EXtra” Oracle Partner Program rewards resellers doing business with Aptec’s Track Distribution and helping them create a pipeline of opportunities with selling Oracle technology. In addition to rolling out special programs, Aptec also undertook key initiatives like setting up its Advanced Logistics Services (ALS), launched late 2011. This is a fully licensed and authorized third party logistics business that offered a full range of services through its network of 6 owned and leased high-tech warehousing and support facilities in United Arab Emirates, Saudi Arabia, Kuwait, Egypt and Lebanon. The company has also invested in training centers that contribute to the skilling up and training on technical competencies. March 2012 | The Integrator
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News In-Detail
Maham Al-Khaleej Trading Company (MATCO), an EMC partner unveiled its second EMC Velocity Signature Solution Center in the Kingdom. The center, located in Riyadh, is designed to demonstrate exactly how the technology works in a live environment, providing a total experience of the solution and the benefits without risk for the customer. Based on the immense success of EMC’s own Global Solution Centers,
would work for them based on EMC technology without any capital outlay. Our main objective at MATCO is to provide our customers with the best service levels and ensure they are getting the value of the solutions we offer them,” said Toni Prince, General Manager, MATCO IT.
Lab. The solutions demonstrated are based on the strategic collaboration that combines best-of-breed information infrastructure technologies from EMC, virtualization from VMware, and networking and compute solutions from Cisco and will focus on helping customers in their IT transformation towards the Private Cloud.
MATCO’s Solution Center is designed to host a number of activities, including: MATCO is focusing on the • Customer briefings, seminars, and transformation to the private cloud for the benefits it offers to organizations in the Kindgom which include, but are not limited to: • Reducing management complexity and costs • Allowing organizations to meet service levels, protect their data, simplify deployments, achieve consolidation, and facilitate backups and restores • Equipping organizations with agility to meet the demanding business requirements.
EMC Velocity Solution Center opens in Riyadh
MATCO’s new Solution Center in the Kingdom replicates a framework of technology that demonstrates EMC Proven solutions in approved environments. Backed by stringent testing, seamless partner integration, and document implementation methodologies, EMC Proven solutions reduce customer risk and ensure faster deployment. “We are giving our customers real choice and the best of both worlds – the chance to experience exactly how the Proven solution 10
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• • • • •
workshops Live hardware and software demonstrations Training courses Complex proofs-of-concept Migration planning Benchmark and performance testing Comprehensive solution development
The center will also provide comprehensive solutions development, live and remote demonstrations, and improvement of near-customer environments via EMC’s Customer Integration
A leading Saudi systems integrator and solutions provider, MATCO has a skilled workforce comprised of certified engineers who design and run successful proofs-ofconcept as well as work with their customers to design virtual data center architectures and conduct complete implementations. MATCO customers can also benefit from 24x7 on-site customer support service. The first setup phase of MATCO’s Solution Center in Riyadh will showcase the main features of unified management of EMC Unified Storage showing its ease of use and efficiency to organizations. The second phase will cover replication between unified storage platforms and back up and recovery solutions.
News In-Detail
The ATEN Product Line includes entry Level /SMB KVM Switches and KVM Extenders under the ATEN Brand, Enterprise Level KVM solutions and DATA Center Management solutions under the ALTUSEN Brand and Video solutions incorporating a wide array of Video splitters, Video switches and Video extenders of VGA, DVI and HDMI under the VanCryst Brand. Even during the recession and thereafter, the customer spending on KVM solutions has been quite healthy, affirms Ahmad. He says, “Customers are looking to gain more out of already deployed IT infrastructure and KVM solutions and data centre management solutiuons are tools that help do that in part. In addition, we see great interest from partners who Ahmed Faour CEO & MD Wave Tech
Wave Tech, the distributor of ATEN range of KVM products and associated networking brands including Altusen and VanCryst is eyeing new territories in its quest to expand its business in the channel. The company is also steadily consolidating its sales through the local channel in the UAE. With the extensive portfolio of ATEN in its portfolio, Wave Tech is well placed to address the growing demand for KVM solutions as the investments in datacenters and IT infrastructure in the enterprise to corporate sectors continue to grow. Wave Tech Computers is the exclusive ATEN distributor for the Gulf Region [Except KSA] and Lebanon. 12
The Integrator | March 2012
Wave Tech focuses on staying a step ahead “ATEN is the flagship brand of our distribution business and has continued to show a consistent growth rate and this is likely to further increase. This includes an entire range of KVM Solutions for Home Solution, SMB solutions and for Data Center Management. For example, a customer looking for a USB KVM switch can also buy a LCD KVM switch and KVM extender all under one roof, thereby getting a complete solution for his need. In addition to SMB and home solutions, we also have enterprise level KVM solutions under the ALTUSEN brand and the VanCryst range of video solutions as well,” says Ahmad Faour, CEO & MD, Wave Tech.
push sales also because there are very healthy margins to be made in this business domain in comparison to traditional networking business.” Verticals including government, Banking, Data Centers, multinationals and home users are among the largest customer segments for Wave Tech. The company presumes that as more IT projects are upgraded in these verticals, Business will further grow. Apart from its distribution brands, the company also hopes to enlarge the business volumes done on its in-house brands, WAVENET and WAVERACK, which were unveiled end of last year. WAVENET includes a comprehensive range of Active & Passive product lines while WAVERACK includes Cabinets & Racks.
TechKnow | HP
The big bets Cloud computing and Big Data are among the domains that HP is strongly focusing on for leadership stakes. Eyad Shihabi, MD, HP Middle east speaks with The Integrator about HP’s strategies in these domains.
Eyad Shihabi Managing Director HP Middle East
Are cloud computing deployments on the rise? What are the major trends? We did a survey in December and 60% of people of those surveyed are looking at implementing cloud to gain efficiency, speed and agility benefits in their businesses. The implementation of the cloud is associated with the role of the CIO. and how secure they are in their investment decisions. For those who are working close with HP, we are putting ahead the business cases for them such as the efficiencies, total cost of ownership and aspects that will be able to help them. When it comes to the public cloud, we are seeing some movement but may be on the service provider front. You will see leaders in this domain in 2012. Big Data is one of the key trends. What is HP’s strategy regarding this? If you look at a typical organization whether private or public, the size of data that they have is massive and is exploding. That company
may have access to only 15% of structured data, and the other 85% is the unstructured data that they have no access to. Most of the data that they cannot tap into includes video, audio, text, email, tweets, social media etc. One of our biggest focuses is to bring in solutions to our clients that are able to tap into this unstructured data. So we acquired Autonomy, a company that has been a leader in Information optimization solutions. We see good requirements coming from the market with customers asking us how you can help us tap into this unstructured data and be able to use it to their benefit. A lot of activities are going on to support our customers in big data information optimization and accessing unstructured data. What is Project Moonshot? The transition towards green technology is one of the major industry trends. We launched a new project HP MoonShot , which basically focuses on how can we move in and tap into a new breed of low energy consuming server infrastructure. We are going to start seeing servers as part of convergence structure using almost 90% less energ. How is HP driving the channel towards these transitions? From the infrastructure perspective, HP has been able to successfully capitalize on the technology, our success and leadership in
the market by converging our infrastructure from networking to storage, servers and software. We are going to see our partners and channel investing more into its capability to drive that convergence infrastructure. When it comes to the cloud and information optimization, we have started to work with a select number of partners. They are willing to invest and take things to the next level. They will need to elevate themselves from a traditional partner profile, which included focusing on infrastructure and standard software implementation in typical IT environments to the ability to deliver cloud computing with all its aspects including applications, platform, infrastructure, automation, virtualization and security. A subset of our current channel will elevate into the next level, and these would be who believe in the vision and are ready to invest to bring up their skills to speed. We are working very closely with this new breed of partners. They are going to become next generation partners in these domains. We have started discussions with the elite partners that are agreeing to invest jointly between HP allied partners to take the business to the next level. We will be putting significant investment and programs into this new tier of partners because that will help us go to market. March 2012 | The Integrator
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TechKnow | Dell
from different solutions available? From Dell’s perspective, we have x86 systems and no legacy platform at all. We believe the open standards are built on x86. The capability, redundancy and the scalability of an x86 platform is now a proven fact and companies needs to take some really fundamental decisions about whether they invest in industry standards based platforms like x86 that helps flexibility and scalability or other proprietary platforms. From a Dell perspective, we don’t believe that we should lock you down into buying Dell equipments year after year. Companies need be very wary of some solutions that are being offered in the market today,
Dave Brooks General Manager Dell Middle East & Turkey
Please elaborate on Dell’s approach to cloud computing? From an organization’s perspective, the cloud proposition is really about enabling services and applications, whether internally or externally on an infrastructure platform, which is both flexible and effective and is critically based on open standards. It is a very broad subject but it is all about enabling flexibility, capability and capacity. It is moving away from a legacy environment where proprietary systems rule towards open standards based scalable infrastructures. This is where Dell sees the real opportunity for the organizations and companies to embrace the cloud. How does the customer pick 14
The Integrator | March 2012
is in an incredibly unique position in terms of having numerous customer touch points globally with customers. From a regional perspective we see the message resonating with the customers that we are talking to. What is Dell's evolving strategy? We have an extremely rich portfolio of client products and an extremely rich portfolio of datacenter type products. We have been providing products for the datacenter for many years now and if you look at the acquisitions over the past several years, it has been in line with strengthening the data centre business. The Dell of today is fundamentally a different organization in comparison to the
Firm directions
Dell has a growing footprint in the enterprise and datacenter space with several large acquisitions that have broadened its suite of end to end portfolios in addition to its client products. The Integrator speaks to Dave Brooks, GM , Dell Middle East & Turkey – Commercial about the company’s growth strategies. which is effectively rip and replace everything with solutions from one vendor. The very nature of the cloud is this environment where the companies have this ability to very quickly move in terms of adding new technology when available. The companies that bank on proprietary based solutions today could have some significant challenges moving into the future. How’s Dell trying to get this message out in the market? We have lots of discussions, conferences including being part of IDC conferences, which are important vehicles to deliver our key message. We also have a lot of one- on- one discussion with companies around the world. Dell
Dell of yesteryears in terms of our end to end product suite. We have a broad range of solutions for the enterprise and datacenter. Apart from the servers, we have high performance, open standards based networking solutions with the Force 10 acquisition last year. We have an expanded enterprise storage portfolio which includes EqualLogic and PowerVault broad stack of storage solutions along with the Fluid Data Technology from Compellent. We have a compelling suite of software products, following the acquisition of Scalant Technologies. These are some of the fundamental offerings from Dell that resonate positively with our customers.
TechKnow | LifeSize
Video conferencing is one of the key components in Unified Communications and LifeSize as a pioneer of HD Video Communications, is one of the prominent brands in its domain. Pradeep Angeveetil, Regional Manager - Middle East and Africa at LifeSize Communications speaks to The Integrator about the company’s solutions as well as the trends in the larger UC market
innovations and we now have another one to our credit. We now offer a scaleable platform called Universal Visual Collaboration platform called UVC where we have virtualised our video infrastructure offerings namely Video Center for streaming, recording and publishing; Transit Server and Client for Firewall Traversal; and Access which is the Gatekeeper . Customers now have the opportunity to test our infrastructure offerings before they buy and can deploy these solutions on their servers quickly, making it
The big picture Pradeep Angeveetil Regional Manager ME & Africa, LifeSize Communications
Please elaborate on your HD video portfolio? LifeSize is a pioneer and world leader in high-definition video collaboration. We only have HD video solutions and are proud of being the world's first HD video company to deliver the world's first HD endpoint. This leadership reflects in the quality and performance of our products and solutions. We also have a comprehensive infrastructure offering for medium to large deployments including an external MCU, Firewall Traversal, Gate Keeper, and one touch streaming and recording device. We also have solutions that enable VC from iPhones, iPads, Android Phones, Android Tablets, PCs and Macs making it a complete solution. Discuss the cloud component
in your portfolio. How is this integrated and which customer segments are the early adopters? LifeSize Connections is our cloud based solution. Customers new to video and those who are not ready to invest large amount of money in CAPEX but still need to have a good QOS are the early adopters. LifeSize Connections makes it easy for the administrators to do mass deployments, and we have integrated multiparty, firewall traversal and presence publishing in the product to ensure a truly great video experience anytime, anywhere, without the big capital outlay. You also offer a scalable virtualization model? How and what are those services delivered? LifeSize is known globally for its
very easy to manage. The modular approach enables customers to choose what they need, when they need it. This benefit is highly valued by customers and we are seeing it in our sales of UVC . Discuss your go to market strategy in terms of channel partners and distributors? We are a channel centric company. We operate through Value Added Distributors who manage a group of specialised resellers including AV partners, integrators and telecos. We have three levels of partner qualification: Expert, Professional and Registered. We engage directly with the Expert and Professional partners and render all possible assistance. Registered partners are handled solely through distribution and have access to a limited portfolio. We also make marketing and training investments particularly with our Expert and Professional partners.
March 2012 | The Integrator
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Cover Feature | Unified Communication
picks up pace Deployments of Unified Communications gather steam in the region as companies are either using or are considering implementing UC enabling infrastructures The adoption of Unified Communications in the region is gathering pace in several verticals. It helps that customers are more certain of the huge productivity and performance gains that such leveraged next generation communications solutions can bring in to support their business growth. After the initial buzz around UC in the past 3-4 years, there is a more visible momentumnow as more organisations are either deploying or seriously considering deploying UC infrastructure. While IPT or video conferencing have been the modules that have seen early adoption, customers are well aware of the benefits of deploying a holistic UC strategy encompassing data (emails, fax), voice (IP telephony, Audio Conference systems), video (video calling, web conferencing) and mobility. According to Wael Abdulal, 16
The Integrator | March 2012
Collaboration Manager, Cisco UAE, customers are already convinced about the returns on the investment. They are aware that collaboration between teams is the need of the hour. He says , “We have seen a major shift from customers moving from IPT to Unified Communications. Earlier, we had to put in huge efforts but now customers are seeing the returns on investment. In some case, the ROI is tangible like being able to look at the total projected travel costs of executives when it comes to measuring against the savings from video conferencing deployed. The key verticals that have seen the greatest momentum are healthcare and Education. In the latter, Video lecturing is key instructional tool. We are seeing a huge demand from the government verticals, especially for leveraging video.”
Pradeep Angeveetil, Regional Manager - Middle East and Africa at LifeSize Communications - a division of Logitech and a leaders in HD video communications concurs about the growing momentum in demand. He says, “UC definitely is a hot topic and we do find a lot of interest and discussions around it. As the UC adoption gathers more momentum, we feel this is the lull before the storm and we are great believers in the business benefits of UC being a founding member of UCIF.” Ritesh Dalwale, Product manager at Emitac, a VAD, for UCS offers insights that throw light on some of the factors that have accelerated the momentum in the UC market. According to him, the fact of the matter is the requirements come mainly from the CIO level more than the IT team and CIOs are easy
quickly responded by easing the regulations on the use of VoIP. After this the adoption of UC in the ME region has been on a constant high. This is proven by the fact that most of the PBX vendors who were providing the traditional telephony systems quickly came with IPPBX’s. “ Emitac has its own UC solution based on the Asterisk software which is the world’s leading open source software.
to convince as they are mainly technology driven. Dalwade adds, “IPPBX vendors like Digium, Avaya are targeting the ME region to increase the growth of their sales for 2012 by at least 20 to 25 percent of the overall worldwide sale for their products with advanced UC solutions. In the last 3 years, the ICT projects have been driven more by the finance teams rather than the ICT teams. UC complements the ICT team achieve their objective. Adaptation of UC to go with the latest trend has definitely on an upscale in the ME region. One important factor complementing the fact is that the senior management deciding the deployment factors is getting more aware of the technology and on individual level people have shown acceptance to the latest technologies.” He adds, “In the context of the immense tangible benefits of UC and high adoption of VoIP in western world like Europe and U.S and emerging markets in central Asia like China and India, Middle Eastern regularity authorities realized the importance and
FVC, another leading VAD in the region, has a comprehensive range of UC solutions from various vendors. It works with Polycom, Polycom’s integration with Microsoft Lync and Alcatel on UC solutions. In addition, FVC also offers complementary technologies including solutions from Riverbed and Lancope that help improve the performance of video calls. FVC also provides specialty equipment like Vaddio cameras and control systems as well as Global Media telemedicine solutions for the education and medical industry respectively.
growing demand for UC solutions in Qatar, Kuwait and Oman. In Qatar, we see the trends in education and government. In Oman, the demand is in oil & gas, government and education” Taking care of customers concerns While several customers maybe using some kind of video conferencing infrastructure or IPT solutions, customers are concerned about interoperability between UC point products from different vendors. Cisco’s Wael says, “They want to avoid a lot of integration challenges. They are also concerned if they have to get rid of any products they already use. They would want to know if the existing products can be integrated into
K.S. Parag, MD, FVC says, “We do see a steady growth in the Unified Communications (UC) market in the GCC countries, primarily UAE, followed by KSA. These two countries are taking the lead in UC deployment.” He adds, “In UAE, we are seeing a large adoption within private enterprises followed by education and finance. These three are the main vertical sectors where we see a great demand of UC solutions followed by the oil & gas sector. In KSA, the demand for UC solutions is stronger in the oil & gas, education and government sectors. Apart from UAE and KSA, we have seen a
Wael Abdulal Collaboration Manager, Cisco, UAE
March 2012 | The Integrator
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Cover Feature | Unified Communication
all part of the same collaboration ecosystem for seamless connectivity and they all take to each other through the Cisco Communications manager and they are all registered to the Cisco Communications Manager. “ One of the top concerns of the CIO is making sure that there deployed investments are benefiting the organization. They are keen about the way to measure those returns.
K. S. Parag Managing Director FVC
the new suite of UC solutions and perhaps they can be phased out later. They also may not want to pay incrementally. Obviously, it
According to FVC’s Parag, “The three main concerns with CIO on UC deployment is the migration from the current solution to the new one, the ease of use and security. The cost is not a major concern but it is very important to calculate ROI. ROI helps the CIO show that deploying the UC solution will benefit the organisation.” Interoperability is a key feature in UC deployment especially of a
“The three main concerns with CIO on UC deployment is the migration from the current solution to the new one, the ease of use and security. The cost is not a major concern but it is very important to calculate ROI"
would be best if the entire solutions would be Cisco end to end because of seamless connectivity but integration with other brand endpoint products is quite possible in UC installation.” He adds, “We have built in simplicity into the UC solutions. All our clients for the desktop and mobile have one name- Jabber. Irrespective of any devices you run it on, the look and feel is the same. They are 18
The Integrator | March 2012
customer chooses to pick different components of a complete UC set from different vendors. UC Architectures that are based on industry standards such as Session Initiation Protocol (SIP) can integrate across a number of enterprise applications and be used for a variety of functionalities that can result in significant reduction in communication costs. Adherence to standards is vital to ensure that endpoints are accessible to each
other for a complete UC experience. Lleading vendors now offer interoperability and are forging partnerships with other vendors and even with non-standard interfaces. Daniel Schmierer, Area Sales Vice President, MEA and Turkey, Polycom says, “We have full interoperability with any solution using an open standards technology. In addition, we have even gone further by investing in interoperability with some non-standards based systems. A good example is that our platforms support the Cisco TIP protocol to give access to Cisco’s CTS telepresence systems from any of our videoconferencing systems. “ He adds, “As our end points all natively support integration with desktop collaboration software such as Microsoft Lync and IBM Sametime, it is easy to have multiconferencing sessions between our immersive telepresence systems, our room systems and users on their laptops or desktops calling from Lync or Sametime. More recently, with our free mobile telepresence application that is available on tablets, customers also have the option to be connected on the go. We have developed a set of solutions to assist our customers in these phased deployments, maximizing user adoption and returns on the investment.” The phased approach While customers have the choice to go in for a complete end to end UC deployment, they could also opt for modular installations and in many cases as already mentioned, this could be the IPT component or video conferencing to begin with. However, it is better for customers
to go in for a full scale UC installation as it would offer better leverage and cost savings, according to Meera Kaul, MD at Optimus Technologies. She adds, “Cost savings and tangible returns on investment are clearly achieved through a integrated UC platform adoption. An integrated UC product can reduce overheads of an enterprise by improving productivity, processes and lower cost of operating the enterprise. Wide scale implementation of UC has been scattered and modular due to the product integration limitations. Most UC products in the market over the last few years have not been tightly integrated but modular offerings.” To ease customer decision making, Cisco offers an entry level user package, a standard user package as well as a professional user package. According to the vendor, it is the customer’s choice to choose which one suits him best. Wael says, “Some customers do go in for full scale deployments while some would be comfortable taking baby steps initially. They would go in for IPT, understand the benefits and then move into conferencing and video. There are multiple layers for adoption and we are supporting those customers who want to go about this in a phased approach. For instance, if he chooses 1000 entry level, 500 standard and 100 professional packages, later he could come to see the benefits of moving all users to the professional package as it delivers most options.
There have been a lot of users who have gone in for professional packages in the region.” Daniel says their customers usually go through a phased approach, depending on which aspects of UC they already have in place. He elaborates, “For example, we have a lot of new demand around the Microsoft Lync voice solutions using our CX phones, which enable Lync collaboration on a desktop phone. As for our visual collaboration solutions, most of our customers deploy the RealPresence Platform from the beginning, enabling conferencing between numerous devices, on any network.” Emitac’s Ritesh suggest that whether it is a phased approach or
Ritesh Dalwale Product Manager Emitac, UCS
what approach to have. Moreover budgetary flexibility is also a key factor in the deployments irrespective of the wishes of
"Some customers do go in for full scale deployments while some would be comfortable taking baby steps initially. They would go in for IPT, understand the benefits and then move into conferencing and video" a full scale approach depends on the customer’s objectives as well as the consultation offered by the systems integrator. He also adds that the cost mainly decides if the solution is deployed fully in a single go or in phases. He says, “Phased and modular both are preferred ways of deployments. It is mainly the suggestion from the system integrator that helps users/organizations understand
individuals on the approach. It also depends upon the purpose why the organization is deploying the UC solution. If the organizations are looking at the travel travel of higher Management as the major component of the cost of sales, then these kind of organizations prefer Video to be deployed in the first go. Moreover again the suggestion mainly needs to go from the system integrator who actually sells the solution.” March 2012 | The Integrator
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Cover Feature | Unified Communication
partners such as Microsoft & IBM to develop unified collaboration solutions based on open standards to help avoid technology deadlock and closed systems.” However, as UC encompasses Video, the advantages of the UC that help sell the video and not the other way round.
Daniel Schmierer Area Sales Vice President MEA & Turkey, Polycom
Easier to convince existing customers Video conferencing and IPT have been the favorite solutions to start with when it comes to UC adoption. According to ICT market analysts Canalys, UC solutions such as videoconferencing are expected to grow by 9 % in the Middle East during 2012, the equivalent of $68 million (including room based systems and desktop hardware and software licenses). Videoconferencing has been a key component of UC solutions that is leading the UC adoption. Daniel says, “The vast majority of our customers, whether they are existing or new, are considering videoconferencing as one of the key applications of UC, but with the need to have seamless integration. This is a fantastic advantage for us, as we have had this vision for many years. We work with our valued 20
The Integrator | March 2012
Pradeep of Lifesize says, “It is easier, as they have already experienced the power of visual collaboration and its ability to promote teamwork, minimise costs and develop new product and services. Full scale UC deployment accelerates the reach and ability to collaborate from any place and device, creating an extremely efficient virtual workplace. “ Existing customers who have been using videoconferencing solutions are eager to deploy more components of a complete UC solution. FVC has come up with a significant option for customers to ease the challenge of outright capital investments. Such flexible go to market methods would be necessary to facilitate faster deployments. FVC’s Parag says, “While existing customers understand the benefits UC and video conferencing bring to their business. However, as budgets get streamlined, more customers are looking for easier ways to deploy these. We have tied up with several ISPs in the Middle East to offer these (UC solutions) in an OPEX model rather than a CAPEX one which will make it easier for them to adopt new communications technology and lower the TCO.”
Channel’s pivotal role The system integrator occupies a central role in taking UC solutions to market and ensuring customer needs are best served in terms of solution design and deployment that deliver seamless connectivity. The interoperability and integration issues with UC suites enhance the role that an SI has to play in larger UC installations. Value Add distributors work closely with their channel right from the pre-sales phase onwards. Ritesh comments, “It is the involvement of the right system integrator that mainly enables the customer/organizations to go in for the right solution as well as the kind of architecture the solution design should have. VAD’s and the channel partner (system integrator) work hand in hand from the first meeting till the full deployments is done to ensure customer satisfaction and increased sales based on every requirement.” Different customer needs may mean the requirement of custom designs. Further there could be other variables in the customer expectations and requirements that come into play. Parag says, “For FVC it is very important that the VAD and the channel understand its customers well in terms of what they would like to achieve. It is also important for the VAD and its partners to have the competency and skill set to design the right solution to fit the customers need, balancing the business goals and objectives of the enterprise with the budget.” The business case for UC solutions would be defeated unless there is evidence of seamless connectivity
between different components or modules including endpoints. The role of the VAD is therefore to help partners sell a set of cohesive solutions to market and not just point solutions because even if customers are adopting a staggered approach in installations, they would want a scalable solution. Meera adds, “The Unified Communications market globally has been through a phase of singular product assimilation in the previous years and is clearly moving towards adopting an integrated suites of products rather than disjointed offerings that inundated the market in the earlier years. As a Distributor we have worked to present a more cohesive product strategy to our reseller base.” The churn in the channel While the ICT integrators would find it easier extending their skillsets to include AV in their go to market strategy for UC, traditional AV integrators who were not well versed with other ICT components are also getting a feel of the UC business. They are either doing so
on their own or partnering with traditional integrators. Daniel adds, “Some of them have extended their skills and capabilities in UC, or have partnered with UC resellers to support the AV integration that may be required.” Pradeep concedes that the traditional AV channel is showing great interest in the UC opportunity as otherwise they could be marginalized. More partners are enhancing the UC portfolios they carry. He says, “Some of the AV integrators are adding UC Components in their portfolio. The gap is narrowing and it is in their interest to adopt these solutions. The typical partner profiles for us would be those who sell voice, video and messaging solutions. We have good partnerships with leading vendors such as Microsoft, Avaya and Alcatel Lucent which helps our partners offer a comprehensive UC Solution.“ Parag believes the advantage lies with the ICT channel that understands various other
components of the UC jigsaw because of their legacy expertise in the IT domain. He says, “The UC opportunity is best understood by networking and software integrator partners because they understand the customer’s business goals and objectives on how he wants to reach out in terms of different locations, users and branches. The ICT channel also understands the overall network infrastructure that needs to support the deployments of these bandwidth hungry solutions.” Moving forward, the UC territory would be a vital engine of growth for the ICT market but is likely to be dominated by companies that are already entrenched in the domain in terms of product spread and competence. Taking UC solutions to market would only get easier as there is more and more conformity to open standards and interoperability enabling better partnerships between different vendors offering point products and those offering wider portfolios necessary for UC installations. March 2012 | The Integrator
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Point2point | Prologix
Describe the key focus areas for the company since inception Although Prologix started off in the region in 1998, we started the distribution business later in 2006, focusing on unaddressed regions and verticals. To begin with, we started specializing in outdoor wireless solutions. Even though UAE had good network connectivity there was a significant requirement for outdoor wireless solutions of higher capacity in the country and so was the case in
Adita Sahaya Director, Business Development, Prologix
Prologix LLC was founded in 1998 and initially the company started off as PC Assembler and later evolved into systems Integration. Prologix Distribution became operational in 2006 and has grown into a well known Value Add Distributor in the region, with a portfolio of products coveringa wide range of communication needs. Aditya Sahaya, Director, Business Development at Prologix Distribution speaks to the Integrator about the company’s growth and initiatives
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The Integrator | March 2012
Saudi and Qatar. the solutions were deployed for Banks, construction companies etc who had to transfer huge amounts of data between the site and remote locations and also had huge number of customers. We got into testing and evaluating solutions. We became the distributor for a company called JDSU, which primarily specializes in Communications Test and Measurement, Communications and Commercial Optical Products, and Advanced Optical
Scaling up Oman, Bahrain, Qatar, Kuwait and Saudi Arabia. We had a broad span of customers who were looking for outdoor wireless solutions. We tied up with Trango systems who were specialized manufacturer of licensed microwave radios. By going to TRA and applying for a license, we were able to get high capacity, high quality bandwidth which was free of interruptions. We own the spectrum, pay for it and get quality service. We started working with several larger sized integrators across the region like Emircom, Dimension Data, Dynamic Security, CNS. There were large projects executed with strategic clients like the Dubai Police, Abu Dhabi police, Department of Finance, Abu Dhabi customs and more. We got into specialized verticals like video backhaul, wherein, a large amount of video data which needs to be carried back to command control center through gigabit and multi-gigabit wireless.We started supplying the solutions to customers via partners in the UAE,
Technologies. Testing tools were core requirements of integrators who were working with structured cabling. We have been working closely with partners across, to supply them these testing equipments. These are the natural extensions. We also moved into distribution of Megapixel IP cameras. We brought a product to the region called IQI and at the same time continued to consolidate on our wireless distribution. We now partner with Trango Systems, BridgeWave, Proxim, EnGenius, UbiQuiti etc. What are the solutions from BridgeWave? They provide gigabit wireless solutions which operate in the E-band (frequency of 60 GHz and 80 GHz). It provides extremely high throughput at shorter distances, 60Hz for 25 to 100km distance and 80 GHz for anything above 100kms. These higher frequencies are interruption free. The beams are extremely narrow and are able to carry a high amount of
data which is being used by defense, police, utilities, banks, construction companies, media companies. BridgeWave is a gigabit capacity pipe which allows you to transfer large amount of data. This eliminates the bottleneck in the backhaul. This will be a strong contender for LTE rollout. Describe your role as a VAD? As a VAD in the RF communications domain, we come into the core of providing the specialties of design working closely with the operator and manufacturer to come up with the right solution. The partners are usually from the networking domain and not from the RF domain and therefore the understanding about RF is where our competence as a VAD comes into play. We help them pick the right product mix, help in the design of the solution as well as delivery and post sales support. We have a specialized professional services team which our partners can call upon. If our partners have a project they can call upon our services to do testing and commissioning. We offer this as a value-add to all our partners who are dealing with us.
there is growth in the surveillance market, there is requirement for storage as well. We have wireless access, Mega pixel IP cameras and storage for this vertical. Another vertical we cater to is access control. Apart from this we are into video solutions. We are distributors of IOgear for their KVM LCD segment solutions. We have also extended our focus by adding Infosec in the UPS segment. . We are bringing in specialized solutions for the enterprise segment that will help end to end testing of network quality during peak loads in verticals like a 500 seat call center for instance, which has IP end points, network, applications, connectivity etc. Initially you can test 5 to 20 end points and say that system works, what happens when it is on full load? So we are coming up with specialized products which
We are going to have a separate division for power retail. We have been working on it for the past 6 months now. By March we will get into the market with this new segment. We have ENGenius too which is basically designed more for power retail. Initially this division is going to be under the same umbrella but in 12 to 18 months it would be spun off into separate entity of itself. Describe your infrastructure? We are based out of Dubai, have warehouses in Jebel Ali and Dubai, offices in Saudi Arabia, Kenya and Lagos. In Kenya we are working with integrators and telco carriers as well. In Lagos we have both enterprise and operator business. Please elaborate on your SI network and the distribution
" We are bringing in specialized solutions for the enterprise that will help end to end testing of network quality during peak loads in verticals like a 500 seat call center for instance"
We have a POC (proof of concept) set up at our office in Jumeirah Lake Towers, Dubai. Here our partners, whom we have trained, come in to perform POC demos for customers and they get their own demo kits. On that front we are supporting all our partners on POCs. In terms of an outdoor wireless it becomes more of an on-site execution for POC .
will help us to test those areas end to end. It’s a stress testing product by which you are able to test end to end i.e., test the application, endpoint, network, transport on all the ports together at the same point of time and thus provide the report for the client indicating where the bottle necks are. We can do it either on existing network or for a proposed network.
Which are your major sectors? The major focus areas are outdoor wireless networking, testing and measurement as well as storage. As
Discuss your plans for power retail distribution? We would be exploring power retail distribution with the IOGear range.
focus across markets? Across the GCC, we are actively engaged with 37 mid to large sized partners. Overall, we have more than 100 customers across the region, we are engaged with at different stages. There are also partners who we engage with across several all territories that they operate and therefore we may have an Account manager who maps the partner’s requirements across all those territories. We have customers based in East, West and South Africa as well..
March 2012 | The Integrator
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Point2point | Optimus Technolgy
channel centric approach, we have been successful in leveraging our partnerships with key vendors to become a regional player in value added technology distribution. Optimus’ in-depth understanding of the local channel ecosystem, our market thought leadership and innovative business model has enabled our company to be a vital link in the technology value chain, connecting technology and technology enabled services to the end users through a skilled channel. Optimus 360 Degrees is our
Meera Kaul Managing Director Optimus Technology & Telecommunication
Please discuss in brief the vision that is shaping the company’s growth in value add distribution including the 360 degree approach. Optimus was established in 2008 with a vision to become a multivendor Channel Development and Enablement Company. We wanted to provide value to our vendors and channel network of resellers, systems integrators and solution providers across the MENA region. Over the last four years, we have been able to help our global vendors leverage from our local expertise, skills sets, network and financial strength to create business revenue streams. With our 24
The Integrator | March 2012
areas that you would look to consolidate? We are always looking to sign up new vendors for different domains but only after checking the quality, features and benefits of their products or solutions. Optimus’ objective is to be a complete solutions provider to our channel partners. We are working closely with our partners to offer customers customized solutions using products from different vendor partners. Do you see cloud based solutions as a stronger business growth area for Optimus? We have seen significant growth in UC solutions, security solutions and
A growing footprint In a conversation with The Integrator, Meera Kaul, Managing Director, Optimus Technology and Telecommunications reveals some of the domains where the company has seen significant growth as well as some of its strong initiatives in enabling the channel to sell better. Channel enablement programme where we manage the business productivity of our channel by helping develop and sustain channel based revenues. Under this initiative, we help our Channel to achieve their goals in customer acquisition, customer management, revenues and profitability. Discuss some of the vendors Optimus is associated with and the technology domains that are the focus areas Optimus carries products related to technology, telecommunications and security. Some of our vendors are Avaya, Molex, Netgear, Bakbone, Opti-UPS, Swivel, Jabra and Novell Which would be immediate
IT services. Cloud based solutions are also seeing an increase in demand. For countries in the Middle East, cloud has entered the conversation space. However, the barriers to adopting a cloud strategy are humungous and the biggest amongst them seems to be able to find a place for cloud adoption in the existing enterprise technology blueprint. Another looming concern for strategy would be the security aspect of Cloud execution. Even the biggest Public clouds worldwide have failed to address this completely, evident from the contracts which have data security, confidentiality and availability addressed as a flippant disclaimer of sorts. Clauses of engagement which constitute the
provider right to discontinuance of service at any time, further causes cloud deployment concerns on backup or disaster recovery arrangements. Data portability is another concern for a cloud adoption strategy. what are other trends and challenges? For enterprise, the biggest challenge would be regulatory in nature. The information security of data in an environment that does not completely promise accountability Globally, infrastructure solutions and business models that promote cloud adoption and lower TCO of technology will rule the trends. Technology infrastructure on virtualization, mobility and security will seemingly make the trend. It will however be extremely interesting to see how the market laps up the Etisalat- Huawei cloud services initiative. The future of virtualization in the region is in the limitations that viral virtualized environments will pose to the technology providers for data centers. Usage of legacy networks and storage in a highly virtualized environment is already leading to I/O performance issues. The trend will move towards upgrading the network and storage environment to ensure virtualization benefits are reaped. The market for high performance routing, switching and data storage will continue to grow. The dynamics of hosted environments create opportunities in storage, computing, network security. Technologies that provide such services to hosted environments will make inroads into the region. However, the adoption may take a longer time. Growth in mobility and the
business on the go model will further strengthen in the region. There will foreseeably be a huge spend on enterprise security across the region. As the blueprints and plans for getting the region ready for FIFA are already underway, the entire region will look towards Qatar and the opportunities that the infrastructure set up will bring. Demands of this economy will also drive the regional trends. Discuss your channel initiatives? Optimus provides a unique connection to collaborative business building opportunities within the channel that help resellers keep pace with the changing demands of today’s
driving end customer engagement to increase business for partners. Optimus provides to our channel a full service partner portal to facilitate online support and redressal of channel business. We also support partners with limited financial abilities to execute large business deals. We are also one of the few distributors who offer local stocking options to our channel. Through Optimus Academy, we train, support and strengthen our channel qualitatively on behalf of our vendor partners. Last year, we launched WAFA, our loyalty programme to acknowledge our performing channel partners and value their growing business
For countries in the Middle East, cloud has entered the conversation space. However, the barriers to adopting a cloud strategy are significant and the biggest amongst them seems to be able to find a place for cloud adoption in the existing enterprise technology blueprint. top markets and deliver superior solutions to their customers. By leveraging our unique position at the centre of the channel, we’re able to build deep and lasting relationships with top technology suppliers, software vendors and service providers that translate into competitive strengths for our partners--at every point of the sales cycle. Optimus is one of the few Value Added Distributors in the region that has executed the value model in its essence. The services we provide include channel partner capacity building through channel credit facilities, training sessions and channel enablement on new technologies and products and
with us. WAFA is a tiered Loyalty program launched to reward our loyal partners by ensuring that the more they spend with us the more they earn back. Through this program, our channel partners are able to earn and redeem the accumulated points for conducting business with Optimus. How has the growth been? Optimus has grown significantly since the company’s inception in 2008. The company has expanded its portfolio to include security and networking products in addition to the telecommunications products it started out with. Apart from the Middle East, Optimus has also strengthened its channel network in Africa, Afghanistan and Pakistan. March 2012 | The Integrator
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Insight | Xerox
Many organizations spend far more money than is needed on office printing and have deployed more copiers, faxes and printers than they actually need. However, while more than 50 percent of small and medium-sized businesses (SMB) buy some type of managed services, fewer than five percent are under an MPS contract. Value added resellers (VARs) are evolving with their customer needs to attack this opportunity. Growing their business in 2011 requires a new way of doing
Dan Smith Integrated Marketing Head, MEA Xerox
Dan Smith, Head of Integrated Marketing for the Middle East and Africa region of Xerox’s Developing Markets Operations.
It’s time to sell! • Leverage the trends – MFP hard drive security and green printing initiatives are just examples of how to get the conversation started. Show customers how MPS can help meet their goals through product consolidation, sustainable supplies, and hard drive set up and maintenance. • Think beyond page volumes and clicks pre-sale conversations can make or break the transaction so ask the right questions: what are your goals; what applications are you The Integrator | March 2012
In order to compete with the number of other providers flocking to MPS, VARs need to differentiate themselves by concentrating on perfecting the offering from an operations standpoint, marketing it effectively, and understanding their individual customers’ needs.
How to Sell Managed Print Services
Get your “house” in order • It’s not enough to offer MPS in your portfolio. Consider hiring an expert that has leadership skills and operational knowledge to ensure effective implementation, handle contracts and set profitable margins. • Train your sales staff to explain the benefits of MPS and understand how it’s implemented. Work with your MPS vendor or create your own trainings covering topics such as assessment, design, implementation and management. • Focus marketing efforts on customers’ specific industry, size and needs.
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business. And for managed service providers (MSPs) that already have this customer base, adding managed print to the portfolio will only expand the relationship and generate profit.
Hone your customer database • While SMBs lagged in IT spending last year, things are looking up in 2011 due to improving credit and new tax legislation. • Businesses with more than 100 employees buy 4 million devices per year; print 600 billion pages per year and spend $20 billion per year on equipment and services, according to IDC. • Focus on document-intensive and under-penetrated industries such as real estate, health care, legal and the financial sector. using; what are your expectations; and what efficiencies would you like to accomplish? • Show what’s possible – consider all cost factors when completing the on-site analysis including hardware costs, paper usage, power consumption, IT management needs and footprint of ideal print solution. • Waste is about more than cost – the ROI of MPS isn’t just dollars and cents. Make sure to highlight the other efficiencies that will be realized including employee productivity, environmental benefits, space savings, etc.
When looking for a vendor partner for MPS, consider the company’s reputation, experience, support and tools, as well as which vendor will help generate the most revenue for the business. The right program will get you up and running quickly and provide a range of offerings to add value to customers. MPS will undoubtedly drive value this year and beyond, increase productivity and help businesses of all sizes better manage the way documents are printed. So for resellers, an effective and well-thought-out MPS program and sales strategy will build customer loyalty, confidence and revenue.
Insight | Cisco
10 Technology Trends that Will Change the World in the Next Ten Years • The number of Internet-connected things will reach 50 billion by 2020
• By 2015, 91% of Internet data will be Video
• By 2020, one-third of all data will live in or pass through the cloud • Network speeds will increase three million times in the next 10 years
Dave Evans Cisco’s Chief Futurologist
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The Integrator | March 2012
The Internet is the most powerful communications tool in history. The Web has evolved from informational and transactional mediums, to a social web that enables immediate knowledge sharing and wisdom of a crowd. Today, more things are connected to the Internet than people on the planet. We are at an inflection point-a new beginning-an era of dramatic and accelerated innovation of new technology applications that will benefit humanity.
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At Cisco Live 2012, an annual flagship event in Europe, Dave Evans, Cisco's chief futurist and chief technologist for the Cisco Internet Business Solutions Group (IBSG), outlined what he sees to be the top 10 technology trends that will change the world in the next decade. According to him, 3D printers, sensor networks, virtual humans, and other technologies under development will drastically change our world in the decade to come.
The number of Internetconnected things will reach 50 billion by 2020, which equates to more than six devices for every person on Earth. Many people in the developed world already have
three or more full-time devices connected to the Internet when factoring in PCs, smartphones, tablets, television devices and the like. Next up are sensor networks, using low-power sensors that "collect, transmit, analyze and distribute data on a massive scale.
The Zettaflood Is Coming About 5 exabytes of unique information were created in 2008. That's one billion DVDs. Currently 1.2 zettabytes are being created, with one zettabyte equal to 1,024 exabytes. This is the same as every person on Earth tweeting for 100 years, or 125 million years of your favorite one-hour TV show. The love of high-definition video accounts for much of the increase. By Cisco's count, 91% of Internet data in 2015 will be video.
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The Internet of Things
In addition to video, the computing power of the cloud delivered to endpoint devices changes our ability to communicate with things like real-time translation. More intelligence is expected to be built into communication. Things like contextual and location-based information. With an always-connected device, the network can be more granular with presence information, tapping into a personal sensor to know that a person's asleep, and route an incoming call to voicemail. Or knowing that person is traveling at 60 mph in a car, and that this is not the time for a video call.
The Next Net Trend
Network speeds in the home have increased by 170,000 times since 1990, they will continue to increase three million times in the next 10 years. In line with this, networks will scale to meet future demands.
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The Power of Power Another Family Tree In the next 10 years, medical technologies will grow vastly more sophisticated as computing power becomes available in smaller forms. It is predicted that it will be possible to make a conscious computer with super human intelligence before 2020.
In the next decade people will be able to harness alternative energy and become smarter in our use of power.
You… Only Better
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It’s All About You More items will move from physical to virtual. Today, people download e-books and movies, rather than bound books and DVDs.
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Examples on that are gesturebased computing, interactive TV, facial recognition, and always on technologies that will soon be able to be incorporated into glasses and contact lenses – all of which will be connected to the cloud and our social graphs for personalized content streaming.
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Virtual humans, both physical (robots) and online avatars will be added to the workforce.
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The human population also continues to grow, and Evans estimates that a city with one million inhabitants will be built every month over the next two decades. More efficient methods to power those cities are becoming a necessity, particularly solar energy.
The World is Flat… So Is Your Technology The Next Dimension With always-on connectivity, social networking has the power to change cultures.
Between now and then, augmented reality and gesturebased computing will enter classrooms, medical facilities and communications, and transform them as well.
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According to Evans, humans are crossing the threshold from discovery into controlling our own destiny, where technology results in fundamental changes to us as a society and species.
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By 2020, onethird of all data will live in or pass through the cloud. Global cloud services revenue will jump 20% per year, and IT spending on innovation and cloud computing could top $1 trillion by 2014. With the cloud comes the ability to mine human knowledge and to put an intelligent front on it.
Social influences will continue to move rapidly between cultures. In 10 years anyone will be able to broadcast anywhere on any device, providing unprecedented transparency.
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Wisdom of the cloud
In July 2009 -- Spanish researchers discovered substance for photographic memory. In October 2009 -- Italian and Swedish scientists developed the first artificial hand with feeling. In March 2010 -- Retina implanted restore vision to blind patients. In June 2011 -- Texas Heart Institute developed a "spinning" heart with no pulse, no clogs and no breakdowns. While the early use of these technologies were to repair unhealthy tissue or fix the consequences of brain injury, eventually designer enhancements will be available to all. Ultimately, humans will use so much technology to mend, improve or enhance their bodies to live much longer – up to 200 years in the near future. March 2012 | The Integrator
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Insight | Brocade Communication
Future Focus – Will Your NETWORK WORK? Sufian Dweik, Regional Manager - Middle East and North Africa (MENA) at Brocade Communications discusses how a reactionary approach to network investment can leave businesses stranded as a host of factors such as cloud computing, virtualization and business growth place stress on an ageing network. Sufian Dweik Regional Manager MENA, Brocade Communications
If a business has more than two computer terminals, it more than likely has a network. The network enables an organisation to easily share, communicate, interact, perform transactions – the list is endless – in fact, many organisations rely entirely on the network to operate. Whilst some small businesses have little more than a modest local area network (LAN), perhaps connecting a small server to a handful of terminals, the largest enterprises are capable of handling networks of massive data centres, as well as regional LANs and a multitude of components, linked to locations all around. Our networks are beginning to bow under the pressure of the colossal data volumes that industry, government and consumers are now handling and transmitting. In fact, IDC predicts that the world’s data doubles every two years, with 1.8 zettabytes of data1 created 30
The Integrator | March 2012
during 2011. Many providers have recently - and very publicly - felt the impact of severe outages, causing millions worldwide to go without access to services, and these companies are still feeling the repercussions today. Despite ploughing extensive budgets into business continuity to protect customers (as well as an organisation’s integrity) from server or data centre downtime, the network does not often get the attention it deserves. Now is the time to really think about your organisation’s network and whether it is up to the job. Could your network let you down at the worst possible time, or is your business taking smart measures to mitigate disaster? Ignorance is bliss One of the primary challenges for technology-dependent organisations is that the network
manager, or team, typically has little visibility with business managers. The network manager finds himself or herself in a bind as they are driven by sourcing and maintaining reliable, robust technology, but the board is driven by budgets and efficiencies. Senior management often doesn’t see the need to throw money at a problem that doesn’t appear to exist, until it is too late. Let’s go back to basics for a moment. The fact is the network is a complex and often misunderstood business entity. ‘Network’ is often used as a ‘catchall’ term for two or three parallel networks – at least one for storage (reliability, guaranteed data integrity and non-blocking performance) and one for data (typically unpredictable bandwidth and frustrating levels of complexity). Separate switches, host bus adapters (HBAs), network interface cards (NICs) and cables are required
for each network. This clutter causes day-to-day pressures on IT department time, budgets, power consumption and cooling. The IT department is often charged with building their own network monitoring and diagnostics tools to claw back some form of network visibility. Whilst they offer some form of check on switches, bandwidth capacity and the flow of data through the network, they rarely cover all requirements, nor provide rapid diagnosis before outages can occur. Planning, testing and simulation building ensures that business applications are resilient against stress and aren’t close to falling over anytime soon. Network managers are concerned about what the network is doing, while not knowing, and not being able to do anything about it. Knowing about bottlenecks and where they are, whether the network is near its limits, and whether a component is near the end of its useful life, are key to keeping the network robust. Prepare for change Business change is also a key variable on the capability of the network – whether this is a large influx of new employees, a merger, or a new service or product reliant on delivery by the network. How can your organisation account for business change if you do not know that it is a day away from imploding? The network should be resilient enough to cope with today’s demands, as well as those of the future. This is particularly true for organisations that rely on the network to deliver products and services to customers. Systems upgrades, new business
A Cloudy outlook Given the widespread adoption of Cloud computing, enterprise mobility and virtualisation, it is important to understand if the network is ready to support the planned growth of the business and respond quickly to the unexpected opportunity without time-consuming and expensive architectural changes. Business managers also need to control levels of customer expectation and, with any new network model, manage user education.
“We need double capacity for tomorrow’s launch…” The business case for the network does not end here; business leaders need to recognise it for the foundation on which all progressive businesses depend, and its role in underpinning all future business growth. In today’s fast-paced business environment, business leaders often need to respond quickly and therefore having visibility of what a business has is crucial. Being able to flex and react to change without affecting performance will give an organisation a core edge on competitors. It is for this reason that technologies like Ethernet Fabric are making significant in-roads in achieving converged, highly reliable networks.
Whilst Cloud computing and virtualisation deliver considerable efficiencies, this has only added to the demands imposed on the corporate network infrastructure. Both clearly mean more traffic travelling across corporate networks
Keeping well-maintained and monitored networks that deliver continued resilience if something does go wrong means a certain amount of trust needs to be imparted onto the network manager, so that budget is not
applications and anything else that sucks up network bandwidth should be prepared for. Changes can cascade throughout the business, and these situations are difficult to work back from.
Now is the time to really think about your organisation’s network and whether it is up to the job. Could your network let you down at the worst possible time, or is your business taking smart measures to mitigate disaster?
and beyond the firewall, whilst virtualisation relies on one server to host multiple virtual machines and keep up with demand during peak times; the Cloud has its distributed applications, residing on different machines and all performing different parts of the vital business process.
released at the last minute, by which time it may be too late. Visibility (of the network team and the network itself ), preparation and planning and keeping a firm grip on projects, upgrades and applications can ensure the network is fit for the future and cemented on the corporate agenda. March 2012 | The Integrator
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eyetech
HP t610 and HP t510 Flexible Series Thin Clients Overview and features: HP announced the HP t610 and HP t510 Flexible Series Thin Client with industry-leading performance and security. Both include dual core processors and enable high definition (HD) graphics. Key features: • The HP t610 offers a dual-core AMD G-series Fusion processor, which at 1.65Ghz is the fastest dual core CPU in it class. The t610 also offers AMD high-definition (HD) graphics. • The HP t610 is the industry’s first thin client to offer a BIOS (Basic Input/Output System) that complies with the security recommendations of the National Institute of Standards and Technology (NIST), providing hard identification security for sensitive computing environments and giving businesses a second layer of protection for company data. • It is also the first thin client to offer an on-board Trusted Platform Module, which is an integrated cryptographic security chip that ensures only authorized access to networks under the certification requirements of the Trusted Computing Group.
NETGEAR ProSafe Gigabit L2+ Managed Switches Overview & features: NETGEAR unveiled four new 12- and -24-port NETGEAR ProSafe Gigabit L2+ Managed Switches with PoE+ connectivity. Key features: • The GSM7212F is the world’s first distribution switch with 12-port fiber and PoE+ capability, ideal for campus deployments. The GSM5212P is world’s most affordable 12-port gigabit Ethernet switch with PoE pass-through capability, which is highly suited for deployments with power outlet location challenges. • All units come equipped with automatic IP
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The Integrator | March 2012
• The HP t610 comes with two chassis configurations – Standard and PLUS, which offers additional legacy ports, quad-head display graphics capabilities and connectivity options • The HP t510 also features the highest performing processor in its class and can support up to two digital displays natively. It comes with a VIA Eden X2 U4200 1GHz dual core CPU. • Both also are optimized for compatibility with top virtualization software, including Citrix XenApp and XenDesktop, Microsoft RDP 7 and VMware View.
phone recognition and VLANs with QoS configuration via LLDP-MED. • They include an optimized real-time video streaming support • All units also include layer 2+ support, including 16K MAC and 64 routing interfaces and support for SNMP management software such as the NETGEAR NMS200 Network Management System. • The 'Intelligent Edge' line also offers the world’s first selectable mini-USB console interface.
Cisco Aironet 3600 Series Access Point Overview and features: Cisco is introducing the Cisco Aironet 3600 Series Access Point (AP), arguably delivering the fastest, most reliable wireless network and best wireless experience in the market today. As the industry’s first three spatial stream 802.11n access point with a fourth antenna (4x4:3), the Cisco Aironet 3600 Series AP is designed to enable people to be seamlessly connected from any wireless device, even those with weak wireless signals, at a greater distance from the access point with up to 30 percent faster performance than any other access point. Key features: • With 30 percent faster performance, the Cisco Aironet 3600 Series 802.11n AP is designed to allow people to take advantage of cloud-based services, run virtual desktops with less lag time, or have smooth video calls, all resulting in better user experience.
• The fourth antenna on the Cisco Aironet 3600 Series AP allows for greater mobile flexibility as more people can be wirelessly connected from more devices spread further from the access point while maintaining a fast and reliable wireless connection. • The Cisco Aironet 3600 Series AP includes the new ClientLink 2.0, which can boost performance for 100 percent of wireless client devices connected to the access point, regardless of the device’s wireless signal strength and spatial stream category. o ClientLink 2.0 can improve performance for all mobile devices in 802.11a/g and now 802.11n across one, two and three spatial streams – from high-end laptops, smartphones and tablets to industry-specific devices to older
wireless devices. It addresses the challenge of reliably connecting slower devices with weaker wireless signals, such as tablets. • The access point’s flexible, modular design allows businesses to customize it depending on their needs with add-on modules that provide additional functionality. The access point also provides greater capacity to support additional devices as a business’ needs and user base grow. • The Cisco Aironet 3600 Series AP includes Cisco CleanAir technology to help protect performance, increase reliability, and deliver unprecedented radio frequency (RF) spectrum troubleshooting, resulting in the best, highly secure experience.
IBM XIV Storage System Gen3 IBM has announced several key enhancements to its XIV Storage System Gen3 including a new SSD caching option that can increase system performance by up to three times, and a new Apple iPhone app that lets people monitor their XIV storage environment from virtually anywhere.
spinning disks and robotic arms, the storing and retrieving of data is accomplished with virtually no latency, speeding data access by orders of magnitude. In addition to the superior performance, SSD cache requires no separate tier to manage.
With SSD caching, the most frequently used data is stored on solid state memory placed between the system memory and hard drives. Because SSDs use no
Key highlights • The IBM XIV SSD Caching option provides up to 6TB of
Overview and features:
fast-read SSD and is the latest of advances that IBM has developed for the enterprise storage system .• In July, 2011, the company introduced the XIV Storage System Gen3, a new generation of the storage family. With XIV Gen3, IBM also replaced the system’s Ethernetbased backplane with a highperformance InfiniBand backplane that increased the system’s internal bandwidth between modules by 40 times. In October 2011, IBM added 3TB disk drives to the system increasing system capacity by 50 percent.
March 2012 | The Integrator
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Stats & trends
MEA Enterprise IT spending to grow 6.3 percent Middle East and Africa enterprise IT spending across all industry markets is forecast to reach 70 billion Euros in 2012, a 6.3 percent increase from 2011 spending of 66 billion Euros, according to Gartner, Inc. “In 2011, the growth rates across the Middle East and Africa region were in double-digit figures. As a consequence, 2012 will be hampered more, and top growth rates will be limited to those countries that didn’t exploit their economies last year. ,” said Peter Sondergaard, senior vice president at Gartner and global head of Research. “Four forces of technology:, cloud, social media, mobile and information, will equally impact IT organizations and technology providers in the Middle East. However, we believe that the market for cloud services, the lack of skills to deal with big data and the explosion in information could limit changes in organizations in the Middle East.”
The banking and securities industry will be the fastest growing sector, especially in the Middle East and North Africa (MENA) countries. This market is largely boosted by the still sustained expansion of the Islamic banking sector due to the recent legislations in Qatar and Oman, as well as the new wind of legalization from the Islamic parties after the Arab Spring. The transportation and healthcare providers industries will also see a similar growth rate. While the top three fastest-growing industries are broadly the same in the entire region, the position changes slightly with transportation on the top in the African countries. The largest markets in terms of actual Euros will remain within the large government (and stateowned enterprises), the banking sector and the large manufacturing & natural resources industries which are also comprehensive of the rich energy sector.
Residential Gateway Market Projected to Triple Residential gateways are expected to become the new hub of the so-called digital living room when they take over from set-top boxes, with the vigorous gateway market projected to triple from 2012 to 2015, according to an IHS iSuppli Consumer Platforms topical report. Shipments of residential gateways and thin client boxes that act as receivers are miniscule at present, but their numbers will grow dramatically as cable and wireless operators begin to roll out services offering broader connectivity and seamless access. Among service providers, gateways can save money by allowing them to move to a server/client configuration that is less expensive than putting a hard drive into each set-top box. Operators also can charge for the increased connectivity provided by gateways, boosting provider revenues in the process. On the part of consumers, gateways with real-time, high-definition video transcoding capabilities will become a must-have feature in the connected world. The key component within the residential gateway box—the media processor—is now ready for prime time, IHS believes. Companies like Intel,
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The Integrator | March 2012
Broadcom and STMicroelectronics are launching products aimed at the gateway and client markets. Intel was the first to release a chip—the CE4200— for handling real-time transcoding, and quickly began to forge relationships with major set-top box manufacturers. For its part, Broadcom has the BCM7425 and other similar chips in volume production, while STMicroelectronics has its “Orly” chip scheduled for production in mid-2012. Residential gateways are not expected to settle on one single networking standard but incorporate a mix that will be dependent on region and operator. Wired or wireless, Cat 5, coax or powerline—all will vie to be the backbone of the connected home. Worldwide Residential Gateway and Thin Client Shipment Forecast (Millions of Units) 14.0 12.0 10.0 8.0 6.0 4.0 2.0 0.0
2011
2012
2013
Source: IHS iSuppli Research, February 2012
2014
2015
Educating and empowering the channel VAR Magazine is the leading B2B publication for the MEA IT channel with the widest readership among the region’s reseller community. With nearly 150 print issues to date, the publication plays a pivotal role in keeping the MEA IT channel well informed about the latest industry events and announcements that could potentially influence their business decisions.
VAR MEA Magazine
VAR Magazine also publishes a bilingual edition for the Saudi Market. The Arabic /English edition brings out perspectives on the trends in the strategic market of KSA based on conversations with local industry spokespeople that augment further understanding of the market.
Pioneering training series for frontline sales Conceived by VAR Magazine, ‘In Search of a champion’ is a series of multi-brand training workshops for frontline IT salespeople and serves as a platform for sales talent development. The format enables interactive training in classroom environment where sales lessons are imbibed. Participants are graded throughout their participation and champions receive grand prizes at the end of the year. Over the past couple of years, ‘In Search of a Champion’ has drawn wide appreciation from all participants and brands that have been associated with it. With its unique format and process, the event is trusted by leading Technology brands in the channel to keep the frontline sales staff abreast of product, Technology and market updates. It is currently organized in the UAE and KSA markets and is very soon expanding to other MEA markets.
IT Business Networking VAR Conclave is a series of networking platforms envisioned in several flexible formats as standalone events as well as in partnership with leading regional ICT expos across the GCC. VAR conclave fosters channel partnership opportunities and helps clinch strategic business leads across strategic markets. It includes one-on-one focused meetings between participating exhibitors and leading resellers. It is also an ideal platform to showcase products and technologies.
An essential read for the Value add IT channel The Integrator is a magazine that offers strategic insights to the systems integrator and the value add reseller channel. The magazine offers path breaking features and other content including case studies, expert columns, Round Table discussions that focuses on Industry trends which are opening up new frontiers of opportunities for the SI channel. The magazine has the intent of demystifying Technology trends for facilitating the channel’s learning of the same and empowering their decision making in Business. The magazine is distributed to an exclusive database of systems integrators and VARs in the region.
For sales queries, please email info@var-mea.com. or contact Tel: +971 4 3705022, Fax: +971 4 3706639
To read online log on to: www.VARonline.com
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