as possible, and help them evolve with the whole change that we are seeing in the industry.”

The company is also using GITEX as a platform to announce its partnership with Adeo IT, which is an IT consulting firm. “Adeo is going to become a huge enablement tool for us and for our channel on the perspective of training and delivering some of these advanced solutions we are talking about.”

Another big announcement from the company at this year’s ICT event is the tie-up with Alcatel-Lucent for the Gulf region.

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WHAT’S INSIDE

Global Distribution highlights solutions selling

Dell Soniwall reinforces two-tier partnership model

Netgear showcases latest solutions

Redington Value focuses on advanced enterprise solutions

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Value-added distribution division of Redington Gulf, Redington Value, is back at GITEX Technology Week after a gap of four years. The focus and objective this year is to showcase the company’s capability on advanced enterprise solution, says, Ramkumar Balakrishnan, President, Redington Value.  “We also want to embrace and emphasise on the transformation the industry is undergoing from a physical to virtual, hardware to software-defined-everything. Our focus at GITEX is to hold a series of tech-talks and presentations led by the pre-sales team where we are trying to connect to as many resellers

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McAfee is the new security arm for IntelThere have been a number of obvious changes at McAfee this year. Most noticeably, there are a few extra words behind their name. “McAfee. Part of Intel Security,” the masthead now reads. “Acting as the security arm of Intel is a perfect fit for us,” says Hamed Diab, Regional Director, Middle East, McAfee. Part of Intel Security. Now a wholly owned subsidiary of Intel, the

security company seems as if it is in good hands.

McAfee is showing off its new moniker here at Gitex this year. “Gitex is a very rewarding event for us,” says Diab. “Not only can we meet our new and existing customers, but it is an excellent venue to come together for business meetings. It is rare that

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Dell Sonicwall reinforces two-tier partnership model

Dell Sonicwall has come to its third GITEX this year as a merged entity, after being acquired by Dell in 2012, and with a much stronger distribution channel strategy.

“The company follows a two-tier channel model and a one-tier preferred partner model for server, storage and networking gear. The two-tier model has also been introduced to the software division. It is different from the one-tier model where the reseller can buy directly from us,” says Basil Ayass, Marketing Director, Dell Middle East.

Dell Software primarily offers network security, information management, systems management and data protection, says

Shahnawaz Sheikh, Distribution Channel Director, Dell Sonicwall said. He adds channel is Dell’s strength in the Middle East as it intends to migrate many new products to the two-tier model.

Dell Sonicwall has 120 partners currently across the Middle Eastern region. It has come to GITEX this year with OS enhancements within network security space and next generation firewalls. “Connected security is the ideology Dell touts this year, rolling out products that will use identity access management technologies to weed out any suspicious activity,” Sheikh says.

The company is encouraging partners to sell multiple products that complement each other and the reseller’s business – a vendor that sells data protection will be encouraged to sell systems management solutions as well.

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Global Distribution highlights solutions selling

Global Distribution is promoting its solutions selling approach at the 34th edition of GITEX Technology Week 2014. The distributor has taken up a large conference room at Fairmont to conduct pre-scheduled vendor and partner meetings.

Mario M. Veljovic, VP Solutions MENA, Global Distribution, says,

“We have been following this format for several years now. We have experienced an impressive turnout and have had some great meetings.”

Global Distribution’s vendor partner, Pure Storage is exhibiting at the regional ICT event at its partner, Gerab Group’s stand, which is a large IT reseller.

The company is focusing on solutions distribution where it has opened up four business units for storage, including vendors such as Pure Storage, Overland Storage and Tandberg. “We also have our software business units which is fully functioning such as Kaspersky and Solar Winds. We will probably add Business Intelligence and analytics to

it,” says Veljovic. The company expects to grow its

product portfolio by five folds by end of next year. “We hope to increase our product line by adding categories such as cabling, raised flooring and fire security systems,” he adds. “Our message to the industry is to be open and explore new avenues for opportunities and be innovative as the sector is constantly evolving. We should also embrace solutions selling and bring in newer technologies.”

The company announced earlier in the month that it is a certified member of Pure Storage Partner Programme and is now authorised to provide services and support for Pure Storage FlashArray.

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McAfee...

people can actually get together like this anymore.”

At this year’s event, McAfee is offering more than just product and solutions. At the McAfee stand, visitors can hear real-world scenarios from the McAfee team and learn what they are doing to keep the cyber-world a little bit safer. “The Middle East region is wealthy, and it also plays host to some political instability,” Diab points out, “this makes the region a unique target for cyber criminals.”

The message coming from the McAfee stand is clear – “You are as weak as your weakest link,” says Diab, “and as attacks increase, security as a product is no longer enough.” Diab is also keeping his eye identity protection and specific industry verticals such as healthcare as interesting areas for McAfee. As to whether or not McAfee, Part of Intel Security, will be back to Gitex next year. “Of course,” says Diab confidently, “we will always be a presence in the region, and as long as we are here will be back at Gitex.”

Arbor highlights STC partnership

Arbor Networks has announced the partnership with a major operator in the region, STC, at GITEX Technology Week 2014. The company is also taking the opportunities present at the event to

connect with their partners and end customers.

Mahmoud Samy, Regional Director, ME, CIS and Russia, Arbor Networks, says, “GITEX is an important exhibition for us. This is our third year at the event. It is a great opportunity to meet up with our channel, distributors, our existing and potential customers as well. We take the opportunity to share with our business ecosystem on what is new from Arbor and how we can take the business relationship to the next level.”

STC has implemented the company’s products to protect their networks and take their service to their customers. “This has been one of our main focuses at this year’s

event. Going forward, we will be investing more and more directly with our channel and our managed service partners such as STC and Etisalat because we have a vast majority of the operators in the region.”

The company offers solutions to customers in verticals such as banking and public sector within the region. It has been growing steadily and hopes to close the year with double-digit revenues.

“There is a big demand in security in general and the investment in MENA is reaching over $1 billion, security is a big part of it and DDoS is a bigger part, which means there are tremendous prospects in the region,” Samy adds.

Hamed Diab, Regional Director, Middle East, McAfee

“Acting as the security arm of Intel is a perfect fit for us.”

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McAfee... Netgear showcases latest solutionsmanufactures 4G chips and products. “We are bringing mobile hotspots into the region through which customers won’t have to pay for roaming,” says Jonker. “We are looking for partners in surveillance, partners who can sell mobile hotspots including Africa. In the consumer division, we are doing business with the retail channel.”

The company has been participating at the event for over a decade. He adds, “GITEX provides us an opportunity to develop a closer bonding with our partners, we are a 100 percent partner-centric company. We also get a chance to identify new locations and is an important show to reach out to customers and partners alike.”

Netgear is turning the spotlight on all its three different businesses – SMB networking, consumer networking and networking for service providers - at the 34th edition of the regional ICT event, GITEX Technology Week 2014.

The company works in a 100 percent channel model and does business in every country of the Middle East from the Dubai office.

“At this GITEX, our focus is three folds because we have three divisions of businesses. In the SMB networking business, we help people to build faster networks which they need for video and cloud. We also focus on wireless networking. We have a storage business for data storage and for video surveillance. We are looking for resellers who have expertise in surveillance,” says Richard Jonker, VP Emerging Markets, Commercial Business Unit, Netgear.

The company recently acquired a US company in the service provider business which

According to the President, GITEX offers a huge opportunity to not only to network but also to discuss how the industry is evolving. “A testament to this has also been the kind of attendance we have been getting for our presentations,” says Balakrishnan “The most important message from us this year is that the partners need to take specialisation and building on skills as a very important aspect. If we don’t remain relevant by having the right skills, right approach, and by being a specialised partner, we will soon become irrelevant in the industry, this is true for a partner and also for a distributor.”

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