The Integrator 2012 - ME

Content

Cover Feature

Editorial

Middle East Readies for BYOD - 8

Technology becomes personal BYOD continues to gain momentum in the region.

What began as a fad in trendy western countries has become a global phenomenon as not just employees but companies as well realize the inherent advantages of allowing workers use devices at work they are familiar and comfortable with.

Granted, there are serious risks involved when you blur the line between the personal and the corporate in such a dramatic way. But the IT industry cannot be what it is were it not for the constant pushing of boundaries. CIOs need to take advantage and loosen control over their networks and allow this concept to take its own course.

Security remains a major concern as ever. Cyber criminals are getting more and more sophisticated.

Social media has provided them with a dream hunting ground in an age of oversharing. It’s a bit of comfort to realize that on the other side of the digital divide are dedicated professional doing all they can to keep us safe online.

The new 802.11ac connection protocol is out and already we expect to see gadgets in this standard at GITEX Technology Week. The much improved speeds of this technology should for the time being handle the strains of big data. Our conversations with industry leaders reveal that they are looking towards the next protocol beyond .11ac as the crush of big data shows no signs of slowing down.

News in Detail

SMB backup is moving from tape to disk to the cloud - 7 Special Coverage

Industry case studies - 12 TechKnow

IBM Rising demand for Unified storage - 16 NetApp makes light work of storage - 17 Insight

Cisco: Power Player - 20

Bitdefender Shines Light on Secure Networks - 22 In Focus

Bridging the Gap: Taxan Gulf - 28 Building Partnerships - 26

Cyberoam Moves to Secure the Cloud - 27 ATEN Seeks Industry Edge - 30 Regulars News EyeTech

The cloud continues to excite as its adoption becomes more and more widespread and with it some very innovative solutions. Expect to see more technology in this space especially connected with mobility devices.

GITEX is becoming bigger and more so in software and solutions and we expect to see some exciting new technology coming thorough from the event. We will be bringing you all the details from GITEX in our next edition.

Founder & CEO: Vivek Sharma Managing Editor: R. Narayan Assistant Editor: David Ndichu Art Director: Faiz Ahmed Sr. Sales Manager: R. Subramanyan Sales Coordinator: Smitha Jithesh

Published by: JNS Media International MFZE

R. Narayan Managing Editor

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The Integrator | Oct 2012

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News Bytes

Comguard to distribute WinMagic security solutions Comguard, a value added distributor of networking and security products across Middle East and North Africa region, recently announced that it has been appointed as the authorised distributor by leading data security provider, WinMagic Inc., for the Middle East region. The appointment will strengthen WinMagic’s presence and further promote its suite of encryption solutions in the fastgrowing Middle East market.

WinMagic provides secure, manageable and easy-to–use data encryption solutions and develops full-disk encryption software. WinMagic’s SecureDoc data encryption and security solutions protect sensitive data stored on desktops, servers as well as portable media such as laptops and removable media including USB thumb drives and CD/DVDs. “We are delighted to partner with WinMagic as the authorized distributor for the Middle East. WinMagic is a leader in data encryption solutions and we are looking forward to help them in expanding their business in the region,” Ajay Singh Chauhan, CEO, Comguard and Spectrum Group said.

ESET Releases Security App ESET, recently released a special free app, ESET USSD Control, mitigating a potentially very dangerous vulnerability flaw in certain Android-based smartphones. ESET is one of the first major antivirus vendors to provide the fix in the form of a free stand-alone app on Google Play. After installing the app, user should check whether their smartphone is open to such attack by using ESET’s USSD test.

Riverbed Tackles Network Challenges Head On Riverbed’s latest performance solutions for VMware and virtualized IT environments enable businesses achieve LAN performance for remote and branch office virtual desktop infrastructure (VDI) by combining Riverbed Granite edge virtual server infrastructure (edge-VSI) with VMware View.

Inherent performance challenges with WAN, including distance, latency, limited and costly bandwidth, and unforeseeable outages, can result in a poor experience for the user of IT services. “Even with sufficient bandwidth, the challenges of too much latency or outages over the WAN can lead to poor application performance and the inability to smoothly deliver virtual services at remote locations,” said Philippe Elie, Riverbed regional sales director for the Middle East.

“ESET USSD Control is an application that allows the user to check potentially malicious phone numbers (USSD codes) before they are dialed (executed) by the default phone dialer. It will block malicious websites as well. Checking for malicious codes before they are executed, ESET USSD Control makes sure all data on Android phone stay safe”, said Tibor Novosad, Head of Mobile Applications Section at ESET. The app displays a warning window each time when a malicious USSD code is found, blocking the execution of the command. In order to protect smartphone from USSD attacks, user has to make sure that ESET USSD Control is set as a default dialer.

Oct 2012 | The Integrator

5

Dell™ Latitude™ E6220:

light, slim and portable.

Make a statement with the compact and stylish Dell Latitude E6220.

At less than 1" thick, the Dell™ Latitude E6220 is built for life on the move. With its stylish design, it’s also built to be seen. What’s more, with a military-specification casing, it’s also built to take the knocks and bumps of everyday life. ™ ™ ® 2nd gen generation Intel® Core™ processor, long life ™ i7 processors, with long life Powered by 2nd Intel® Core i3, Intel®i7Core i5 andwith Intel Core battery options, communications functionality and interactivity devices (standard and optional), it can be as productive as you need it to be.

For more info contact: Dell_sales@mindware.ae

Dell, the Dell logo, ExpressCharge, Latitude and Tri-Metal are registered or unregistered trade marks of Dell Inc. in the United States and other countries. Intel, the Intel Logo, Intel Inside, Intel Core, and Core Inside are trademarks of Intel Corporation in the U.S. and/or other countries. Windows and Windows Vista are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries. WiMAX is a registered trademark of the WiMAX Forum. Bluetooth is a registered trademark of Bluetooth SIG, Inc. Dell disclaims proprietary interest in the marks and names of others. Copyright © 2011 Dell Inc. All rights reserved. Dell Corporation Limited, Reg. No. 02081369, Dell House, The Boulevard, Cain Road, Bracknell, Berkshire RG12 1LF.

News In-Detail

Imation Helps SMBs Transition to the Cloud Small and midsized businesses (SMBs) are in the process of moving from tape to disk and eventually to the cloud. But appliances that only do disk-based backup hamper their ability to move data off-site and employing cloud-based backup is a leap many are not yet ready to make. The new Imation DataGuard appliances deliver to SMBs the best of what todays’ purpose-built backup appliances (PBBAs) have to offer while positioning SMBs to move to the cloud when they are ready to do so.

Disk-based backup is unequivocally on the rise in small and midsized businesses (SMBs). But as they transition from tape as their primary backup target, they do not necessarily want to abandon the benefits of tape nor immediately store their backup data in the cloud.

Instead they want a product that meets today’s backup requirements while acting as a bridge to get them when they want to be in the future. The new Imation DataGuard backup appliances bridge this chasm.

The features that distinguish DataGuard from other competitive solutions and make them particularly well-suited for needs of SMBs today while positioning SMBs for the future include:

Both fixed and removable disk media; Almost every PBBA that ships today includes hard disk drives (HDDs) as a means to expedite local backup and recovery.

DataGuard is no different in this respect. However where the DataGuard differentiates itself is that it gives SMBs the opportunity to use fixed HDDs as well as removable HDDs (RDX media) as backup targets.

For example, the DataGuard T5R includes five (5) 3.5” SATA HDDs and one (1) RDX dock while the DataGuard R4 includes four (4) SATA HDDs and five USB ports so external RDX docks may be optionally added on. The fixed HDDs provide them with disk’s increased speed and reliability during backups and restores. The RDX media gives them the portability and infinite capacity features of tape. Using RDX, they may eject RDX cartridges that are full, take them off-site and replace them with blank RDX cartridges.

• A file-based NAS interface for the RDX media; Using a NAS interface as a backup target is now almost universally supported among backup software. Further, it is the preferred way to implement disk-based backup in SMBs as it is both simple and easy to setup and

Prasad Ramchandran Business Development Manager - MEEA Imation

configure. However what makes the DataGuard unique is that SMBs may configure the DataGuard to backup any file share directory to RDX. • Replication software; One of the intended use cases for the DataGuard R4 is deployment at remote and branch offices that need to do backups but who also want to get out of the business of handling any backup media, be it disk or tape. By including replication software, the DataGuard R4 can replicate data either to another R4 or, more likely, to a T5R. There the backup data may then optionally be moved off to RDX media for long term data retention and/or archival.

• Backup to the cloud: Unlike many of today’s PBBAs, cloud storage connectivity is not an afterthought with the Imation DataGuard. Rather, the DataGuard appliances provide backup functionality to the cloud in addition to or in place of RDX for offsite data protection.

Oct 2012 | The Integrator

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Cover Feature

Middle East Readies for

BYOD Middle East businesses are following global trends and allowing personal computers into the office.

The IT industry is responding by making networks secure.

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The Integrator | Oct 2012

Gartner has called it the most significant trend affecting IT for the next ten years. None in the industry can stop talking about it.

BYOD or bring your own device, is simply allowing employees to bring their own computers and use them to share files and data inside and outside the office. The idea is to allow employees use devices they are familiar and comfortable with. The concept has grown in the last few years as computers and smartphones have become communication tools and more lifestyle gadgets.

At the outset, BYOD would seem to be a good idea as a company would save money on new hardware. However, there a lot of issues that the CIO has to consider before allowing personal computers otherwise the whole corporate infrastructure could be destroyed by one misjudged device. These concerns include mobile device management, application management, data protection and IT security.

The most crucial of this is security.

According to Symantec’s State of Mobility Survey, 67% of companies are concerned with malware attacks

Cover Feature

spreading from mobile devices to internal networks. Concerns over security are wide-ranging, from lost and stolen devices, data leakage, unauthorized access to corporate resources and the spread of malware infections from mobile devices to the company network.

With mobile devices now delivering critical business processes and data, the cost of security incidents can be significant, according to Bulent Teksoz, Chief Security Strategist, Emerging Markets for Symantec.

The average annual cost of mobile incidents for enterprises, including data loss, damage to the brand, productivity loss, and loss of customer trust was USD$429,000 for enterprise; while the average annual cost of mobile incidents for small businesses was USD$126,000 globally, according to the State of Mobility Survey.

The extent the networks can be at risk is related to the security policy of the organization, according to Joe Wang, CEO Watchguard Technologies. “SMBs can be affected if they don’t have a strong security policy in place. Large enterprises tend to have IT departments that put these policies in place and in this sense they can minimize the risk”.

purposes at the same time, according to James Lyne, director of technology strategy, Sophos “In this sense, BYOD exacerbates existing security concerns by reducing the level of management that IT has over the devices, requiring end users to be more responsible, or at least more included in the security process,” said Lyne.

BYOD also tends to bring in a broader range of platforms, each of which has different security issues and threat models. This expands the skills, expertise and potentially management platforms that are required by an organisation and increases the risk given the broader attack surface area. “That said, for most the major concern is uncertainty, a lack of clarity on the specific threats for each platform and a strategy to work with the business to manage the risks,” said Lyne.

The Middle East, with no IT legacy to hold it back, has been an eager adopter of BYOD. Many organisations in the region remain ignorant of the risks involved though, according to a recent Kaspersky study. Lots of these businesses are now scrambling to understand the risks and take action retrospectively.

Bulent Teksoz Chief Security Strategist Emerging Market Symantec

Security companies have come up with specific solutions unique to the BYOD space. Symantec Mobile Security for Android solution leverages Symantec’s proprietary technology that monitors and analyses android apps available on appstores around the world.

Supported by Symantec’s Global Intelligence Network, Mobile Security for Android utilizes Symantec’s anti-malware detection technology from Norton Mobile Security to protect Android devices

Different organisations experience varying degrees of BYOD, ranging Sophos provides a range of from end users influencing the different devices and capabilities in platforms that IT their security have to support The average annual cost of mobile incidents for enterprises, suite. Some of to the more including data loss, damage to the brand, productivity loss, these features extreme ability and loss of customer trust was USD$429,000 for enterprise; include to bring their while the average annual cost of mobile incidents for small Mobile Device own devices businesses was USD$126,000 globally, according to the Management and use them State of Mobility Survey. and Cloud for personal Encryption and business

Oct 2012 | The Integrator

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Cover Feature

packet firewall, VPN, anti-spam, anti-spyware, anti-virus, content filtering and intrusion prevention in one easy to manage appliance.

The consolidation of these requisite security functions simplifies the security and compliance goals by reducing costs and time to deploy and manage. “Due to their extensible and customizable design, customers can select security functions that best meet their network and IT environment,” said Wang.

Joe Wang CEO Watchguard Technologies

capabilities. These solutions enable customers to set baseline policies for the security of common BYOD devices like Android or iOS systems. “Cloud encryption enables customers to transparently encrypt data as it flows into systems like Dropbox so that it remains encrypted at all times as it flows to BYOD devices like an iPad,” said Lyne. “The most important advice to customers looking to embrace this area of technology is to ensure they have a clear security policy and basic security controls to ensure devices are doing the minimum: patching, effective passwords, encryption and the ability to locate/ purge the device if lost”.

WatchGuard's line of extensible threat management (XTM) security solutions consolidates essential security functions, such as stateful 10

The Integrator | Oct 2012

The message has reached IT hardware companies as well and protection is being bundled with the hardware. Dell for instance is incorporating TPM security applications for data encryption on all new tablets. “We are now offering 15 months McAfee internet security software in all the devices we are selling as well as pro support from Dell” said Pearce Clune, Marketing Director, Emerging Markets.

Tablets and smartphones have become the go-to gadget for many people to conduct business on the move. They are powerful enough and with apps, can be customised to perform similar tasks to the office desktop which means that sensitive information will be available on mobile devices. But they have also opened new targets for cybercriminals.

“Individuals want a device that they can use for work and play, allowing them to stay mobile by accessing corporate information remotely,” said Teskoz. “BYOD lends itself to more productivity and freedom for employees. However, organizations IT departments are challenged with the need to protect and control

James Lyne Director of Technology Strategy Sophos

corporate information regardless of the device it is on and without hindering the efficiency BYOD enables”.

Another issue that BYOD enthusiasts have to deal with is a reluctant management. Even when security issues have been resolved, many managers are unwilling to cede relax control over the network.

Organizations need to modify their acceptable usage policies to accommodate personal devices.

Unlike trends past, BYOD can bring real benefits for organizations and employees alike. By allowing employees more control, companies can be more comfortable and productive places to work. Though risky, the security solutions available show these risks can be effectively managed.

Case Study | Taxan Gulf

Case Study - 1

Taxan Gulf successfully installs Revolabs products with its partner Alpha Data Customer: Johnson Controls, Dubai & Qatar Integrator: Alpha Data, Dubai Distributor: Taxan Gulf Fzco Revolabs products installed: Fusion 8 channel, Tabletop Direction al Microphones, Always on Adaptors Customer application/ requirement: Customer’s Dubai conference room is being used by the senior officials of the company like CEO, directors etc.

Case Study - 2

Challenge: One side of the conference room is made of glass wall, getting good quality audio conferencing experience with full flexibility was hence a big challenge.

Customer: Abu Dhabi Investment Council (ADIC) Revolabs products installed: Executive HD 8 channel -9 Nos., Directional Mics - 54 Nos., HD Wearable Mics – 6 Nos., HD XLR Adaptor - 6 Nos. Integrator: Alpha Data, Abu Dhabi Distributor : Taxan Gulf Fzco Customer application/ requirement: Customer wanted to use microphones for local voice Reinforcement for local meetings and for video conferencing application.

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The Integrator | Oct 2012

Solution: With Revolabs proven quality Digital wireless tabletop microphones along with Fusion base station which has a built-in DSP mixer, Auto echo cancellation, telephone hybrid port, record out and aux in out ports and ceiling speakers it just did the trick. However, company’s IT head wanted to be fully confident, therefore, evaluated the system for close to 1 month before deciding to go ahead. Once they were sure of the performance they replaced their existing table top wired button microphones which were fixed on the table with Revolabs digital wireless mic system.

Results: The end users are now confident that the room will not give any unwanted noise, even when their mobile rings due to Revolabs proprietary RF Armor technology incorporated in to their mics. Now the room sounds the way people love to use it.

With its proven performance and sheer comfort to the end user, client got their Qatar facility replicated with same Revolabs system

Solution: As per the seating capacities, each board room provided 3 units of HD Executive 8 channel system with 18 no.s of HD tabletop directional microphones to use one mic for 2 people and Two of HD wearable microphones (collar mics) to use during the presentations & white board usage, Two of HD XLR adaptors to integrate with wired dynamic handheld mics for people sitting in 2nd row without table.

HD 8 channel wireless base station connected to the third party DSP matrix mixer and controlled through third party control system &touch panel this room is configured in mix-minus fashion to handle feedback to great extent and to achieve seamless crystal clear audio.

In this solution the microphones being used are of mix & match type These wireless microphones are impervious to GSM noise from other wireless electronic devices and eliminated the cable clutter on the table and underneath the table with simple set-up with in shortest possible time and with limited resources. These microphones are equipped with rechargeable lithium Polymer batteries which gives up to 8 hours talk time for just Two hours charging.

Results: Revolabs HD executive wireless microphone system allowed every participant in the board room to hear every word with crystal clear audio quality and with Revolabs state-of-art security standard of 128 - bit encryption keeps their meetings 7 conversations fully confidential and free of interception by any means.

Case Study | Taxan Gulf

Abu Dhabi University

A CUSTOMER SUCCESS STORY

Middle Eastern University Utilizes LifeSize HD Video Collaboration to Bridge the Gap Across Gender-Segregated Campuses Abu Dhabi University chose LifeSize for its outstanding quality and competitive price to bring professors to more classrooms across its two campuses

Organization Abu Dhabi University, Abu Dhabi, United Arab Emirates Founded by distinguished citizens of the United Arab Emirates, Abu Dhabi University (ADU) opened its doors in 2003 to over 1,000 students across two campuses in Abu Dhabi and Al Ain. Today, the university educates over 4,000 students from all over the world, representing over 35 different nationalities.

Recognized as one of the leading universities in the region, ADU is committed to integrity, innovation and the highest regard for the Arab culture.

Challenge In many Arab countries, it is customary for men and women to be separated in an educational setting. This is a very sacred religious tradition and one that the university greatly respects. However, carrying out this tradition was difficult for faculty members who were required to give a lecture four times: twice for the men and women of the Abu Dhabi campus and twice more for the men and women at the Al Ain campus. The university was desperate to find a way for the faculty members to literally “be in four places at once”.

ADU’s IT and Faculty Development departments teamed up to research video conferencing technology. Initially, they chose a well-known vendor for its solutions. Unfortunately, the image quality of the system was not acceptable. The pictures were choppy and it was impossible to have a meaningful conversation. In fact, the video systems were so underutilized it was as if the university never purchased them in the first place. ADU was back at square one and began another quest to find the right video conferencing provider.

CHALLENGE ADU is a gender-segregated university with two campuses, over an hour apart from one another. The university needed a way to bring men and women together for classes, while still respecting Arab traditions.

SOLUTION

R E S U LT S

After being impressed with the superior image quality, ADU’s IT department purchased a number of LifeSize endpoints including LifeSize® Express 220™, LifeSize® Team 220™ and LifeSize® Control™ for secure, real-time management.

Faculty members are now using LifeSize HD video conferencing in almost every discipline. The university is looking to expand the technology to its administrative functions and further eliminate the need for travel.

Oct 2012 | The Integrator

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Case Study | Catalyst

Catalyst helps its customers to Increase Business and Employee Efficiency by 60% Emaar Misr is one of the largest foreign direct investors in Egypt’s real estate sector.

The company has a development portfolio of US $5.6 billion and it specifically plans its projects to energize the economy by developing growth engines that support employment creation and the growth of additional industries.

Challenges • Consolidate multiple legacy customer systems and achieve a single view of customer data • Accelerate customer query management to improve customer satisfaction and reduce the cost of customer service • Eliminate errors arising from manual re-entry and manipulation of customer data in spreadsheets • Eliminate inefficient manual data sharing processes • Improve employee efficiency when working with financial data • Increase security of customer data • Reduce time required to create financial reports, sales reports, and summary financial performance reports for headquarters • Ensure compliance with Egyptian housing investment regulations when reporting

Solution • Worked with Catalyst Business Solutions to achieve single customer view by consolidating customer data from multiple legacy systems using Oracle Database and Oracle CRM • Accelerated resolution of customer queries by 60% by providing access to all customer data from one interface • Increased employee efficiency by 60% as a result of automated guided workflows for common customer and data handling processes • Minimized human error by automating workflows with Oracle E-Business Suite modules, including Financials —eliminating the need to rekey data into various spreadsheets • Increased management’s visibility of financial data, accelerating decision making by 60% • Reduced sales and financial reports construction time by 30% with Oracle Financials • Enforced employee-specific access privileges to ensure security

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The Integrator | Oct 2012

Omar Effendi Cuts Administration Costs by 40% by Automating Workflows Established in 1856, Omar Effendi is Egypt’s largest department store chain, with 82 stores. In February 2007, Saudi Arabia’s Anwal United Trading Company finalized the purchase of 90% of Omar Effendi, privatising the formerly public sector company. Omar Effendi has started the process of moving from its bespoke public sector-centric system to new, more suitable Oracle applications.

Challenges • Replace bespoke HR and finance systems designed for public sector use with new system more appropriate for private sector • Reduce reporting times across HR and Finance departments • Eliminate unnecessary manual work • Eliminate manual processes in payroll completion and reduce reliance on Microsoft Excel spreadsheets • Improve financial data availability to allow for faster high-level decision making • Deploy new HR and finance systems quickly and efficiently

Solution • Established rapid reporting – standard reports, including financial reports, can now be produced in just a few seconds • Achieved a 40% reduction in human resources dedicated to finance and HR through increased efficiency of Oracle applications • Reduced manual processes and dependence on Microsoft Excel spreadsheets for calculating payroll • Increased security by setting access privileges with Oracle software, and eliminating data manipulation on Excel spreadsheets • Accelerated employee data searches as a result of improved data organization • Accelerated banking and payment transactions as a result of improved data organization • Improved high-level decision making as a result of financial data and reports being accessible at the executive level • Improved employee efficiency through user-friendly Oracle Applications interface • Achieved rapid implementation – HR and payroll system deployed in 5 months

TechKnow | IBM

What are the advantages of Unified storage?

The primary advantages of unified storage is consolidation and greater simplicity for the data center since fewer storage systems will usually be required and hence fewer management points. Consolidation also tends to help improve storage utilization because with fewer storage systems, there are fewer 'islands' of storage. These benefits can be undermined only if unified storage systems don't offer common management for SAN and

Is Unified storage reliable for mission critical workloads?

Whether or not a particular storage system is appropriate for missioncritical workloads depends on many characteristics of the system design. In general, unified storage capability is not one of these factors. A unified storage system designed for high availability and with appropriate performance and scalability could certainly be an option for mission-critical workloads.

Rising demand for Unified storage Chris Saul Systems & Technology Manager IBM

What in brief is Unified storage?

In general, the accepted definition of "unified storage" is storage systems that combine both SAN and NAS access in one system.

Systems may support a variety of different SAN protocols (fibre channel, iSCSI, FCoE, etc) and also a variety of NAS protocols (NFS, CIFS, HTTP, FTP, etc). Systems often differ in the level of integration provided between their SAN and NAS personalities. For example, the two may be managed together through one interface or may be managed separately. Equally, systems differ in the level of storage sharing provided between the two personalities. In some cases, storage pools can be shared whereas in others, storage resources may be more tightly separated.

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The Integrator | Oct 2012

Unified storage is gaining further momentum in the industry. Chris Saul, IBM's Systems & Technology Group Segment Manager - Storage Virtualization and Midrange Disk speaks to The Integrator Magazine about IBM’s Unified storage solutions and trends in the industry NAS and easy sharing of storage between the two. Unified storage also offers greater flexibility for users who may not know the direction their business or IT organization will take and thus desire greater flexibility.

Is this getting more popular visĂ -vis other standalone storage Technologies or are they more apt in specific instances?

Industry analysts indicate that for entry and midrange storage, the market for unified storage systems is the fastest growing, much faster than dedicated SAN or NAS storage.

Conversely, in enterprise storage, dedicated SAN and NAS storage systems are more significant with unified storage actually declining in importance.

What are your solutions in Unified storage for enterprise as well as smaller sized customers?

IBM unified storage solutions include Storwize V7000 Unified midrange storage and our N series family, which spans requirements from entry to enterprise.

What implications do trends such as Big Data, virtualization and cloud computing have on the adoption rates of Unified computing?

As clients improve the effectiveness and flexibility of their server environments with virtualization, they are demanding the same style of improvements in storage, delivered by technologies such as storage virtualization, unified storage, automated tiering, etc

Briefly describe unified storage At the foundation, unified storage means that a storage system can support multiple storage access protocols simultaneously – NAS protocols for applications that store and access storage in unstructured files and SAN protocols for applications that store and access block-level data.

NetApp pioneered unified storage access capability back in 2002 and has shipped well over 150,000 unified storage systems since then.

Today, other storage vendors are

and effectiveness work hand in hand as your needs evolve and change.

Discuss differences between NetApp and other platforms Only NetApp’s unified platform supports diverse applications and workloads as one, with the same operating system and functionality, running across the same storage systems, and managed with the same management tools. Your time is valuable, and you don’t want to waste it migrating data,

NetApp makes light work of storage Martyn Molnar, NetApp’s Managing Director for ME and Pakistan offers business owners expert advice on unified storage solutions

just beginning to offer the basic level of unified storage capabilities that NetApp offered nine years ago. NetApp has spent the past nine years continuing to innovate, taking “unified” way beyond simple protocols.

Why is unified storage important for businesses?

Your organisation relies on data, but you don’t have time to waste worrying about how it’s stored. You need a storage solution that fits any budget, grows with existing storage investments, and has the right capabilities for today’s needs as well as tomorrow’s. You need to know that the storage investment you are making today is flexible enough to meet future demands. With a truly unified storage solution, efficiency

learning a new system, or replacing your storage investment to get to the next level of capacity or functionality. With NetApp, you’ll never have to. These capabilities are built into every NetApp system— just turn them on as you need them. Only NetApp unified storage solutions can give you this level of flexibility, operational efficiency, and investment protection with your data storage.

What benefits does NetApp offer over other platforms?

Customers should consider the following before choosing NetAPP: • Lower cost. NetApp’s unified storage solutions start at under $8,000.

• More efficient. With NetApp, you will use 50% less storage compared

Martyn Molnar Managing Director ME & Pakistan, NetApp

to . traditional storage • Learn once. NetApp makes the transition to another level painless, and you can add capacity and functionality as your needs grow.

• Data capacity. NetApp FAS2220 systems support up to twice as much data as EMC’s VNXe by using FAS deduplication and RAID-DP. • Storage management. NetApp solutions integrate right into the applications and the Windows environment that you use every day. You can schedule backups, recover a file, or provision more storage all in the same application management environment.

• Nine years of unified storage.

NetApp pioneered unified storage and has offered unified storage solutions for nine years, making us a proven leader.

Oct 2012 | The Integrator

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Insight | Optimus

We worked closely with our vendor-partners, some of the best global brands, to design a powerful one-of-its-kind ‘data management solution’ for the SMB segment, mid-market enterprises and larger companies with distributed IT environments. We partnered with Acer, Netgear, Quest Software and Bitdefender to offer our partners and customers a one-of-its kind solution at the best price in the market today.

Why is this bundle unique from similar such solutions offered by other distributors?

Optimus’ ‘Data Management

in price for such a bundle in the Middle East region. Customers are assured an investment protection for the next 3 years with product warranties, software maintenance and subscriptions covered till then.

Which countries are you promoting this to?

We are offering these low-cost bundles in all countries in the Middle East and North Africa.

Are you offering your channel partners any incentives or rebates etc to sell this?

We are also offering our partners a chance to earn rebates on buying

SMBs receive boost from Optimus Meera Kaul Managing Director Optimus

Optimus is working with some of the biggest vendors in the IT field to offer customers a unique bundle offer for regional SMBs. Meera Kaul, Managing Director, Optimus Technology and Telecommunications sheds more light on this development

Optimus recently launched ‘Data Management’ bundles. Could you tell us more about this?

SMBs and mid-market enterprises usually look for affordable featurerich solutions to help them manage their businesses more effectively.

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The Integrator | Oct 2012

solution’ comes in two options, one with a Acer Tower Server AT110F2 and the second with a Acer Rack Server AR320F2 with a 3 year warranty, and includes Windows 2008 Server R2, Foundation Edition, 64Bit, English-ROK Kit; Quest NetVault Backup Server Starter Edition including three year maintenance and upgrade; Bitdefender Small Business Security Solution with a 3 Year subscription and Netgear ReadyNAS Pro4 4TB Storage Solution with a 3 Year Warranty. Customers implementing this bundle can expect to have no additional investment for the bundle for 3 years.

What are the benefits to the customers choosing to implement this bundle?

The new ‘Data Management solution’ is easy to deploy, requires minimal hardware upgrades and can boast of being the lowest

more bundles, either together or at the end of the promotion.

Our channel partners are able to up sell further by bundling more products such as switches, rack, cabinets, UPS and cabling solutions at competitive rates from Optimus to complement the bundles and professional services support to implement the solution at attractive pricing. Optimus is also enhancing our Channel Partner’s bottom-line by bundle rebates and WAFA points.

When is the offer valid till? Are you planning to launch more such bundled solutions in future?

The promotion for the ‘Data Management Solution’ bundles will run from October 1st, 2012 to December 31st, 2012. Going by the response we have received within just a week of launching, we are looking forward to creating more such bundled solutions in the near future.

Insight | Cisco

focusing on Collaboration and Borderless Networks via a series of technology sessions and product demonstrations. We are located at the Zabeel Hall, GulfComms, stand number Z-B30 Discuss the specific products and solutions you’ll be showcasing at GITEX Cisco, in collaboration with its sponsor partners Emircom (Data Center and Virtualization partner) and B-Smart, will showcase its various solutions across eight demo areas each dedicated towards Cisco’s solutions across its portfolio which include Data Centers/ Virtualization, Borderless Network

can have access to the tools that enhance the learning experience.

• Networked Banking and Retail: The Branch of the Future area demo will showcase how intelligent networks can transform a bank or a retail outlet by connecting customers, increasing employee collaboration and reducing operating expenses to drive business growth.

• Collaboration in a box - showcasing Cisco’s web conferencing solutions including Webex, Jabber, Ex90 and Video.

• Defense (Army Tent, Tactical units) displaying how connectivity can greatly impact the defence

Power Player

20

Rabih Dabboussi General Manager Cisco UAE

It wouldn’t be a technology week without one of the largest players in IT in the world, Cisco. In an interview with VAR Magazine, Rabih Dabboussi, General Manager, Cisco UAE explains what is on offer for the region at GITEX and beyond.

What is your theme for GITEX this year?

Our theme at this year’s event is ‘Intelligent Networks Transform Your Business’, where we will showcase how organizations can harness the power of intelligent networks to simplify and speed up the deployment of both current and future technologies to drive business transformation. As part of this theme, Cisco will demonstrate its various solutions across a series of demo areas around ‘Networked Healthcare’, ‘Networked Classroom’ and ‘Networked Banking and Retail’.

Lastly, we will also examine the most current and critical trends and issues facing the Data Center and Virtualization landscape, while

and Collaboration solutions. These demo areas include: • Networked Healthcare: The Mobile Doctors Healthcare demo will showcase a clinical assistant and video contact centre to demonstrate how Cisco’s Networked Healthcare provides the industry-specific framework that is required to meet healthcare’s unique needs for interoperability, security, availability, productivity and flexibility.

The Integrator | Oct 2012

• Networked Classroom: Cisco's comprehensive solution portfolio of intelligent, network-centric solutions, including video, collaboration, and virtualization will show how students and educators

sector.

• Contact Centre – which will showcase customer care mobile apps, video IVR among others • Cisco Capital: This year will also see an exclusive zone hosting Cisco Capital, Cisco’s very own financing arm that helps customers get easier access to our next generation network solutions through flexible financing options.

• Home Networking Business Unit (HNBU) for visitors to learn more about our new solutions and network devices to create a seamless network environment for the home.

Insight | Bitdefender

special offer for Business Solutions and Security for Virtualized Environments until the 31st of October. End-users have the chance to buy Bitdefender Enterprise Security protection for 1 year and get another 2 years for free.

We expect our customers to take advantage of this limited time offer and join the 400 million strong Bitdefender’s corporate and home users worldwide that rely on the number-one-ranked and awardwinning antimalware technology to protect their traditional and virtualized IT infrastructures.

Briefly discuss your market strategy in the coming year

Khalid Muasher Business Development Manager Bitdefender

Discuss the benefits of SVE over existing security solutions Security for Virtualized Environments (SVE) is the first comprehensive security offering that has been architected for the dynamic and heterogeneous datacenters of today. When installed in VMware environments, SVE takes advantage of vShield Endpoint. However, SVE is not dependent on the virtualization technology; it protects environments that are powered by any virtualization technology including Windows servers and end-user systems, Linux and Solaris systems.

Discuss any special offers for your reseller partners/customers Bitdefender is extending the

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The Integrator | Oct 2012

and geographically dispersed workforce. Bitdefender has applied management innovation and expertise to create flexible and intuitive solutions that allow organizations to quickly adopt, deploy, and monitor security for endpoints and email.

What can visitors expect to see at your stand?

Gitex is an excellent platform for us to showcase our award winning solutions: Security for Virtualized Environments (SVE).

SVE is specifically designed to sustain performance, reliability and leverage operational

Bitdefender has Online Threats Cornered Bitdefender’s Khalid Muasher discusses the company’s GITEX plans and the solutions on show.

Bitdefender aims to build strong business relationships in the region that will make valuable additions to its global partner network. To this end, Bitdefender plans to build and deploy strong marketing and sales campaigns, as well as to come up with special incentive plans designed to increase sales and add value for end customers.

What solutions will Bitdefender be showcasing at GITEX Our major highlight at GITEX is going to be Security for Virtualized Environments (SVE) by Bitdefender.

Organizations face many challenges when implementing cost-effective security solutions that keep pace with ever-evolving threats, organizational changes, and an increasingly mobile

cost effectiveness brought by virtualization. At our stand in Hall 1, booth E1-17 visitors will be able to see a demonstration of SVE and discuss the value that Bitdefender solutions offer to businesses.

What do you hope to take away from the event?

We aim to utilize GITEX Technology Week to recruit partners. We hope that the exhibition gives us a platform on which we can start to strengthen the Bitdefender brand in the Middle East region. GITEX is a major landmark event in the Middle East that provides us with the best display to exhibit Security for Virtualized Environments, while also offering us the possibilities to extend and develop our relationships on a global level.

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Insight | Theatro

integrators to fully embrace AV technologies, with the assurance that Theatro is behind them for training, design services and product/technology supply, like no other.

with exhibitions, roadshows, seminars, competitions, training sessions, newsletters and other resources. These initiatives will be communicated to the channel through periodic announcements.

What is your company’s main focus for this year?

Our main focus is to train the IT channel and the retail stores sector to understand, embrace and sell AV technologies and especially our brands mix, as we believe we have the best value proposition for the channel.

What are the major highlight you will showcase at this year’s GITEX Technology Week?

Our wireless HDMI system will be one of the highlights. Additionally, for the first time we will demonstrate possibly the best AV processor for Home Theater, as well as a number of matrix switching

Theatro’s Growth Agenda Anwar Al Atyani GM Sales & Marketing Theatro

Talk us through your company’s business strategy for the Middle East channel?

Our goal for the next 2 years is to educate the IT channel on the virtues of digital audiovisual products and technologies. As the Managing Director of Theatro is himself coming from a European/ American IT background, having made the transition from IT to AV a few years back, he is a strong believer the IT channel can be trained, with no great difficulty, to successfully fulfil both technology roles. After all, modern AV infrastructure is, at its elementary level, all about structured cabling.

We are therefore calling all IT

24

The Integrator | Oct 2012

Theatro, the AV technologies leader, is planning to establish partnerships to consolidate its existence in the region. Theatro’s Anwar Al Atyani General Manager Sales & Marketing sheds light on the latest developments from the company.

What channel programmes and initiatives have you lined-up for your channel partners across the region?

We offer four levels of partnership engagement based on long term commitment on training, brand loyalty, professional approach to engagement with end-users, and a number of other criteria. At a minimum, to become a partner, an organisation needs to commit to continuous training both their sales and technical teams, not only on products, but on technologies as well.

We are actively engaging the channel throughout the region

family of products, for both the commercial and residential markets.

To conclude the menu, we will be showing the largest range of quality custom installation speakers (in-ceiling, in-wall, on-wall, floor standing, subwoofers, outdoor, marine, all-weather, sets, etc.

What is the importance of participating in a technology fair such as GITEX Technology Week?

The ability to see as many channel partners within a short space of time during GITEX is invaluable.

In Focus | Mindware

Building Partnerships Consolidation in the IT industry as well as in the reseller channel continues to gather pace. Mario Gay General Manager at Mindware discusses the shifting market paradigms How do you see the distribution scenario changing in the region?

How is it being challenged by various trends including growth of power retail? Is consolidation the need of the hour?

We are seeing consolidation happening in two forms: first many small vendors being acquired by large enterprise and at distribution level the large MNC Distributors setting stronger presence in the region and acquiring local ones. On the retail side definitely the large power retailers are marginalizing the small ones with a broad offer of product and immediate availability and with extremely competitive prices in the consumer segment.

What are the value add benefits you offer your channel as a VAD 26

The Integrator | Oct 2012

(value add distributor)?

We would like to position ourselves as super VAD from the perspective of generating leads to partner up to supporting the partners to close the business with the end users.

This is currently what Mindware does very well with certain products and our objective is to extend this model.

Discuss how the key growth areas for the company over the year?

2012 is set to close on a more than positive note after two and half year of recession. We have seen positive growth in all business segments and in all the markets that we operate in. This definitely generates a lot of optimism for the future and specifically for the coming year.

Are there any new vendor tie-ups announced of late in areas like cloud computing, virtualisation, storage/networking etc?

We are happy to announce the partnership with Emerson Network power and Motorola Wireless; Two vendors that do not need much of an introduction and we are extremely happy to begin the new journey with them Discuss your growing focus on emerging markets We started in North Africa two years ago and then we have slowed down for obvious reasons. I still believe that threre is an opportunity to grab as there is a strong opportunity in countries like Kenya where we have had so far only an opportunistic approach.

In Focus | Cyberoam

Please discuss your cloud security solutions.

With most traditional applications moving from the network to Cloud, perimeter and data centre security devices must have the capability to identify applications over the Web and also handle threats to keep them secure. Cyberoam has been a front-runner in delivering security over Cloud. It has more than 1200 application signatures that can identify micro-applications as well as applications in cloud, which provides security and also enhances productivity. Cyberoam’s bandwidth management enables organizations to create a bandwidth policy on a

administrators to design identitybased policies, which extends throughout the network, irrespective of the device used by the employee to connect to the network. Along with Layer 8 Technology, Cyberoam UTM offers secure AAA (Authentication, Authorization, Audit) over a single device, allowing control and knowledge of who is connected to your network, using what device and what are they accessing. You can design security policies that allow you to decide, what each user /user group can access in terms of websites/applications over Internet and for how long, the amount of

Cyberoam Moves to Secure the Cloud As virtual networks come under increasing, Cyberoam experts are working as hard to defeat them at their own game.

Surender Kumar Bishnoi GM, MiddleEast, explains.

combination of user, application, category (application & web) allowing great flexibility and real L2-L8 visibility and control. When talking about Cloud, Virtualization can’t be left behind. Cyberoam will soon be launching its virtual UTM appliances with which cloud applications hosted over virtual platforms can be secured using the inter-VM traffic scanning abilities of Cyberoam’s virtual UTMs. With BYOD becoming more commonplace, discuss any solutions by Cyberoam to protect networks.

With regard to helping organisations embracing BYOD, Cyberoam UTM’s unique Layer 8 Technology allows network

data transfer and bandwidth they can consume. Apart from concerns on uncontrolled bandwidth consumption, Cyberoam also ensures security from malicious attacks on your network from these devices accessing your network, with its Gateway Anti-Virus and Anti-Spam features, making BYOD no more a risk on network security.

What security issues are companies in the region facing in their storage and networks?

With attacks like Stuxnet, Flame, DNSCharger, Shamoon and more, malware attacks are one of the common threats faced by organisations in this region.

With more applications shifting

Surender Kumar Bisnoi General Manager Cyberoam

to the cloud, organizations need more application-aware solutions to control and secure these applications. Also, organizations are increasingly moving towards web-based applications, increasing the risk of hacking attacks on web-applications. Apart from this, no technology can make network security fail-proof unless organizations do something about their weakest link in their security chain – the user. Attackers are realizing this as much as the organizations. Insider attacks have been and will remain a major pain point of organizations in the years to come, with innocent as well as malicious insiders making corporate security vulnerable.

Oct 2012 | The Integrator

27

Insight | Taxan Gulf

systems from Revolabs and Audio Conferencing Systems from Clear one. Taxan Gulf is a one-stop solution for all AV needs enabling a connection between customers, market and technology.

How do you see the demand for professional video conferencing solutions in the region? Which verticals are more actively deploying?

Companies today need to operate with maximum efficiency in a distributed economy and seamlessly connect their

resellers?

Taxan Gulf today has more than 40 active partners across the Middle East, Africa and Pakistan region.

These reseller partners have a very strong local presence and state of the art infrastructure facilities. All the partners are a good mix of ICT and traditional AV segment.

Discuss your key verticals of focus. Are Education and hospitality your largest segments?

There is definitely a boom in the requirement and usage of the

Bridging the Gap Swadesh Khetawat Managing Director Taxan Gulf

Please comment on the company’s operations in the region in terms of office locations in different markets. Which territories are your focus?

Taxan Gulf is based in Jebel Ali Free Zone, Dubai and is a leading distributor of AV products in the entire Middle East, North Africa and Pakistan region. Headquartered in Dubai, Taxan Gulf today has local presence in Saudi Arabia and Pakistan apart from UAE. As a distributor, please elaborate on your key domains of focus?

Through a widespread partner network, Taxan Gulf distributes products of renowned Audio/Video brands, including High Definition Video Conferencing products from LifeSize, Wireless Microphone

28

The Integrator | Oct 2012

Taxan Gulf has found a niche in the AV distribution market. Managing Director Swadesh Khetawat explains the company’s regional ambitions geographically dispersed workforce, customers and partners. This region, being in the centre is now the business hub for Asia and Europe. With changes in the technology and improvement in the regions IT infrastructure, Taxan Gulf is witnessing a wider application for video solutions.

Along with the government sectors in this region educational segment is very actively deploying VC since educational institutes here are gender-segregated with two campuses, apart from one another.

The universities through the Video Conference technology gets a way to bring men and women together for classes while still respecting Arab traditions.

Elaborate on the channel that you work with? What is the strength of the active reseller network? Are these a mix of ICT and traditional AV segment

education and hospitality segment.

However we are also witnessing a widespread usage at the enterprise level.

What are the regular channel interactions you have? Do you do channel trainings and roadshows?

Taxan Gulf has a training centre and demo facilities in Dubai, Saudi Arabia and Pakistan to assist and train all their partners.

Our technically trained and experienced staff ensure that the partners are well versed with the usage of all their offerings.

Once the partners have signed and purchased the demo gears in depth sales and technical training session are conducted for the partners through VC or webinars with the assistance of the manufacturers.

Product Certification courses are also held by us at regular intervals.

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In Focus | ATEN

ATEN Seeks Industry Edge ATEN is geared towards consolidating its already strong position in the regional KVM market, according to Karthik Narayanan, Sales Manager, Pan-Asia Sales at ATEN International.

Karthik Narayanan Sales Manager Pan-Asia Sales, ATEN

Discuss how the year has been in terms of sales growth for Aten and other products you distribute including Wavenet?

2012 has quite been a fruitful year for ATEN in the Middle East.

We pride ourselves in capturing a major chunk of the KVM market in this region and quite well placed to be the Market leaders of this sector. ATEN has launched a slew of new products in the year 2012 which have further consolidated our position in terms of sales and market reach.

A major development has been the launch of new range of eco PDUs called the “NRGence” brand which aims to make inroads into

30

The Integrator | Oct 2012

the growing power industry.

With the core concept of “Energy Intelligence”, ATEN NRGence is a complete green data centre solution designed to optimize the energy efficiency. Our range of NRGence PDUs provide instant, real time power management control and energy saving efficiency by enabling IT managers to easily upgrade current IT resources quickly and cost effectively.

Furthermore, we have also introduced a range of products with regards to our core KVM business like Over IP KVM switches, Matrix Switches etc. which has given us a firm foothold in the Middle Eastern market.

Did you look at expansion into other territories including East Africa?

As with any other multinational companies, our aim is to further the reach of our products in as many regions across the world as possible. In this endeavour, we sincerely believe that Africa is the next big thing whose potential has been virtually untapped until now.

We have made a slow but steady approach to the East African region where we plan to promote our KVM switches. Our target markets in Africa are Kenya, Tanzania and Uganda to start with. We have well placed and highly professional team in place to explore and penetrate the East African market

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In Focus | ATEN

and we are hopeful that we would be ending the year on a positive note with regards to this market.

our business strategy in the "Our core area of business mainly caters to the Middle East. channel market and SMBs. This mainly includes a The company has been on slew of KVM products starting from 2, 4 and 8 Port the forefront KVMs, LCD KVMs/Consoles, Extenders and USB of actively products like hubs etc. ." promoting and positioning You have our products passive and active networking saying that our major efforts are in this region which has seen a products which is bigger concentrated to crack into the data manifold increase in our market component in terms of your sales centre market. ATEN solutions can share. Wavetech has a partnership and revenues? be found in data centres worldwide with leading system integrators The KVM industry is a niche industry and our presence in data centres around the region who have been unlike its networking counterpart. of reputed multinationals is a instrumental in procuring a lot of ATEN offers a range of products testimony of our excellence prestigious projects across different targeted towards the channel and quality. This year we have verticals. market, SMBs and the enterprise introduced a new concept called segment. Our core area of business as DCCMS (Data Centre Centralized Discuss some of the proposed mainly caters to the channel market Management Solution) which new products for the market and SMBs. This mainly includes essentially is a package of the As mentioned earlier, we have a slew of KVM products starting following solutions: launched our new range of from 2, 4 and 8 Port KVMs, LCD “NRGence” eco PDU’s this year to KVMs/Consoles, Extenders and USB • CC2000: Centralized capture the PDU market in the products like hubs etc.

Management Software to manage Middle East region. In addition we IT devices using a single sign on, will be shortly be announcing the We have another sub category single IP and single portal. launch of our HDMI Fibre Optic of brand called the “VanCryt” • KVM Over the Net Series: Over extenders which will allow users range which mainly caters to the IP KVM switches enabling both to extend sources up to 600m professional A/V industry. The local and remote access to the Data and 20KMs. We feel that fibre VanCryst brand mainly comprises Centres. technology has a huge potential of Video splitters, Video switches, in the Middle Eastern region and Video matrix switches and Video • cEco PDU’s: Power Distribution we aim to be the pioneers in this extenders. Both the ATEN brand Units to power manage data centre segment. Also we have recently and the VanCryst brand are our devices and also monitor the launched our 16 and 32 Port Virtual major driving solutions and we are efficiency of the data centre.

Media Over IP KVM switches which the market leaders in this category allows local and remote access to in the Middle East market. We pride Discuss your existing channel data centre devices. These devices ourselves in the fact that we are the network – how many systems are highly flexible with Dual LAN, only “One Stop Solution” for all the integrators are part of your Dual Power for redundancy.

KVM needs of a customer which active partner network? allows for greater flexibility and We have had a long and fruitful As regards our VanCryst range, we ease of buying when a customer is relationship with Wavetech have launched a lot of products looking to procure KVM solutions.

Computers for the past 15 years in with multifold interface support the Middle East. Wavetech acts as like HDMI etc. which addresses Do you target data centres in the our authorized and sole distributor the needs of various verticals like region? What are your solutions in the Middle East (GCC countries banking, infrastructure etc. for easy for the data centre? except Saudi Arabia). Our long term and effective deployment of AV KVMs are the backbones of any relationship with Wavetech signifies solutions. data centre and it goes without the importance of Wavetech in 32

The Integrator | Oct 2012

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The Integrator | Oct 2012

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