Enterprise Channels Supplement

SPECIAL COVEREGE OF GITEX 2013

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GITEXROUND UP2013

Supplement.indd 1 19/11/13 1:05 am

For deeper network security

look beyond the obvious.

Copyright 2013 Dell Inc. All rights reserved. Dell SonicWALL is a trademark of Dell Inc. and all other Dell SonicWALL product and service names and slogans are trademarks of Dell Inc.

Dell™ SonicWALL™ next-gen fi rewalls provide a deeper level of network security without slowing down performance.

Not all next-generation fi rewalls are the same. To start, Dell SonicWALL next-generation fi rewalls scan everybyte of every packet while maintaining the high performance and low latency that busy networks require. Additionally, Dell SonicWALL network security goes deeper than other fi rewalls by providing high-performance SSL decryption and inspection, an intrusion prevention system that features sophisticated anti-evasion technology, and network-based malware protection that leverages the power of the cloud. Now your organization can block sophisticated new threats that emerge on a daily basis.

Go deeper at: www.sonicwall.com/deepernetsec

Come and visit Dell SonicWALL at Gitex, booth number D1-21


‘GROWING AT 20% YOY AT EVERY GITEX’Trango Systems has been in the business of wireless products from last 17 years. The company offers microwave backhaul solutions primarily focusing on IT connectivity.

With nine different product models, Trango sees tremendous opportunities in this market. “The market here is growing every year. The market in MEA, US, Canada is very diverse and a number of SMBs can use these licensed microwave frequencies. 2013 has been specifically very productive as we have launched five new products this year,” says John Seaman, VP-Sales, Trango Systems.

Trango has a global presence in over 50 countries. The product line comprises of very high capacity, point to point outdoor microwave system. Prologix and Trango are in the partnership from last six years. “We were one of the first vendors to work with the company. We like to work with Prologix mainly because of the relationships they have with the SIs, VADs as well as the end users. They have so many compli-mentary products now which makes us reach to a larger audience,” Seaman..

Trango hosted three days of training seminar for the partners where 50 individuals from different companies from around the region joined.

“We are seeing 20% of growth YoY ever since we started in GITEX. This year it will be even more because of higher demand of the products, greater brand awareness and due to the efforts of Prologix,” Seaman.

VENTURING IN A NEW MARKETTOTOLINK, a South Korean brand which has wireless indoor and outdoor prod-ucts participated in GITEX for the first time. “GITEX is a very professional show. I have attended many fairs but none was on such a huge scale. This is valuable for the customers and we have been successful in finding our customers,” said Jenny Wu, sales department and general manager, TOTOLINK.

The company is new to the Middle East region and it has appointed Prologix as its distributor. “Prologix is very professional with its strong channel management and technical base. This is what we need in our partner,” added Wu. TOTOLINK is targeting retail end users and through Prologix, it is placing the products in retail chains.

Wu says that TOTOLINK’s products are different from others in their design and has unique features. The products have three years warranty and are user friendly. “Middle East is more advanced market. Our products are much better than others and well suited in this market. In South Korea we cover almost 80% of the market,” tells Wu.

JOHN SEAMANVP-SALES, TRANGO SYSTEMS.

JENNY WUSALES DEPARTMENT AND GENERAL MANAGER, TOTOLINK.

For deeper network security

look beyond the obvious.

Copyright 2013 Dell Inc. All rights reserved. Dell SonicWALL is a trademark of Dell Inc. and all other Dell SonicWALL product and service names and slogans are trademarks of Dell Inc.

Dell™ SonicWALL™ next-gen fi rewalls provide a deeper level of network security without slowing down performance.

Not all next-generation fi rewalls are the same. To start, Dell SonicWALL next-generation fi rewalls scan everybyte of every packet while maintaining the high performance and low latency that busy networks require. Additionally, Dell SonicWALL network security goes deeper than other fi rewalls by providing high-performance SSL decryption and inspection, an intrusion prevention system that features sophisticated anti-evasion technology, and network-based malware protection that leverages the power of the cloud. Now your organization can block sophisticated new threats that emerge on a daily basis.

Go deeper at: www.sonicwall.com/deepernetsec

Come and visit Dell SonicWALL at Gitex, booth number D1-21

GITEX ROUND UP

MEA03NOVEMBER 2013


CREATING A NICHE With branch offices in 20 countries, LevelOne is a well-known provider of quality networking products and solution. It was established by Digital Data Communica-tions GmbH.

“We have global solutions and not specific to any region. We see a shift in Lev-elOne, a networking brand known for routers and switches. As competition started coming in with lower priced products, we didn’t replicate the same but carved a niche for ourselves. We can solve a complete installation by one brand i.e. LevelOne,” says, Gerben Romjin, CSO, LevelOne.

Currently LevelOne is focusing on Power Over Ethernet (PoE) solutions. “We are ready for the future as our products have PoE compatibility. We are talking about PoE at this GITEX as market is getting matured,” Romjin adds

Prologix is a distributor of LevelOne products in the Middle East region. “We started the relationship with Prologix at Computex and there was an instant click to do business together,” adds Romjin.

NEXT LEVEL APPROACHAt GITEX Empirix showcased next level of monitoring approach. Empirix is a market leader of service quality assurance solutions for comprehensive customer experience management and end-to-end communication analysis of mobile broadband and IP-based communications systems. Emprix Hammer Test is quite well-known. “Originally we had product led focus and then we expanded into service assurance market and enterprise market,” says, Gerhard Auer, Senior Vice President, Sales & Services – International, Empirix

The company has very recently forayed into the Middle East market. It has already won one of the best deals as termed by Auer which includes Etisalat.

“We are looking for long term partnerships which are willing to invest in this business. It is not just about selling but supporting as well. We decided for Prologix mainly for two reasons: their reach in the market, not only enterprise but service providers and their willingness to invest in this business,” adds Auer.

Empirix has hired 10 more people in last few months in order to support this business. In this region, it only has Prologix as a channel partner. “We just got started, so the growth opportunities are unlimited. In enterprise segment, call centre testing, UC testing and monitoring offer unlimited growth as every single enterprise will need this sort of product. We are bringing an automated process in the business to ensure whatever infrastructure they are putting in pace is working from the very first day,” Auer says.

GERBEN ROMJINCSO, LEVELONE.

GERHARD AUERSENIOR VICE PRESIDENT, SALES & SERVICES – INTERNATIONAL, EMPIRIX

GITEX ROUND UP

04 NOVEMBER 2013

MEA


EXPANDING BUSINESS IN THE MENADigital Lightwave, a provider of test equipment and technologies for the telecommunications industry is recently introduced to the Middle East market. At GITEX, the company launched a new HDE-1000 product. “It’s like the second launch of the product. It is new to the Middle East market. It offers the operator a very small footprint and reduces the need of having multiple racks. The higher the speed, the more the number of racks needed which consume a lot of space. In that regard, this is a major breakthrough,” comments, Michael Weldon, Director of International Sales, Digital Lightwave.

Prologix and Digital Lightwave signed a partnership agreement few months ago. “We are highly delighted with our relationship with Prologix. We think it is the right company at the right time. Together, we will be really strong in the UAE and the MENA market. Prologix is an excellent company to work with,” says Weldon.

With the growth of bandwidth and the need to test equipment, he feels that they have a tremendous solution for whole of the market. “GITEX has proved to be an invaluable window for us as a company and through Prologix,” remarks Weldon.

“The advantage with Prologix is that it has the relationship with many service providers, major resellers and purchasing houses all over the UAE. “In terms of marketing they have promoted our product to the best of their ability and we will certainly support them in their activities. Because of the relationship Prologix has in the market here, major telecom companies like Du and Etisalat have visited us and showed interest in our products,” he adds.

‘CONNECTING THE UNCONNECTED’ Cambium Networks, leading provider of wireless broadband solutions, along with Prologix launched its latest product, ePMP at GITEX Technology Week 2013. In October, Cambium announced that Prologix will be the preferred ePMP distributor in the Middle East and Africa.

Cambium has introduced ePMP with an intention to connect the underserved and unconnected communities in the region. “We were introducing a new product and Prologix had the required infrastruc-ture to help us reach those customers. They do wireless solutions and also test equipments and have very good relations with service provid-ers throughout the region. We have other partners also in the region but Prologix is a great partner to be added,” says, John Butler, Senior Product Manager at Cambium Network, Cambium Networks.

Prologix offers other products which are a competition to Cambium but Butler says that the company welcomes competition. “It is the quality of a great channel partner that it offers choice of products to its customers,” he adds.

ePMP is a low priced and point-to-multipoint (PMP) fixed wireless access solution that delivers industry leading throughput at over 200 Mbps and employs intelligent bandwidth algorithms to direct the bandwidth where it is needed. “ePMP is a unique solution as whatever we have learnt in 10 years in access layer solution, we have put in this product,” Butler adds.

MICHAEL WELDONDIRECTOR OF INTERNATIONAL SALES, DIGITAL LIGHTWAVE.

JOHN BUTLERSENIOR PRODUCT MANAGER AT CAMBIUM NETWORK, CAMBIUM NETWORKS

GITEX ROUND UP

MEA05NOVEMBER 2013


‘96% OF THE DATA LEAKS ARE ACCIDENTAL’TITUS Solutions enable organizations to classify, protect, and share information confidently. “We need to identify your data so that you can protect it and share it securely. Solutions are quite simple, we involve the user in the data they work so when they send emails, documents, they can classify or take them as confidential secret or top secret for internal use and then once their document or emails tagged they can be better managed or controlled,” explains Tim Upton, President/CEO, Titus Solutions.

He says that 96% of the data leaks are accidental so the company wants to reduce that number. “We are educating users and making them aware about sensitive information. This is a good product for the military academy, military operation and the government,” he adds.

Globally the market is all about information protection and sometimes it is about privacy or intellectual property. “We have many large enterprises. Right now we sell it as a product but in traditional sense it is a license, it has a reasonable price and price gets discounted and it comes with high visibility and high value for low cost system,” he says.

The smallest license TITUS has is for hundred users and the largest license is 300 to thousand users. The company established relationship with StarLink one year ago. In this region, TITUS has several customers in financial services, government and Oil.

“In this region, there is much awareness about this security and that is why we are investing more in this region at the moment,” he concludes.

DATA-CENTRIC PROTECTIONOffering data-centric protection and to maintain confidentiality, Boole Server is enabling customers to work in a safe manner always empowering the owner of the documents to have the power of the document forever. “This is different from Dropbox. Dropbox has a document on the cloud and in the Middle East, a lot of people do not prefer cloud, they want the data on their premise. So, we have the document in house with the encryption, DRAM and dropbox capabilities,” Paolo Ardemagni, CEO & Managing Director, Boole Server.

As informed, the service starts from USD 2000 and it depends on the number of customers. The company makes sure that the intellectual property and the documents are protected, controlled and the owner of the document decides to do with the documents.

“Today when I am talking to enterprise customer and end user they are very interested because few people know how to keep under control in the real sense with DRAM with the monitoring. We have a very unique system to prevent people to take the picture of the screen,” Ardemagni adds. There is another specific feature which links the view of the documents that are sent by the owner and then it is in control this how the document can be viewed.

Boole Server is headquartered in Italy and has presence in India, Pakistan and Dubai. The company plans to open an office in New York.

TIM UPTONPRESIDENT/CEO, TITUS SOLUTIONS

PAOLO ARDEMAGNICEO & MANAGING DIRECTOR, BOOLE SERVER

GITEX ROUND UP

06 NOVEMBER 2013

MEA


‘DOUBLING REVENUE EVERY YEAR’Shifra, the VAD based out of Dubai was started in 2007 as a security consulting company but in 2010, it re-launched as a VAD with a com-plimentary portfolio of Information Security, Mobility, and Virtualiza-tion solutions to introduce to the MEA market. “In terms of headcount we have 25 people around the region and we have been doubling the revenue every year and we have been growing in a very high speed, at present we make around 8 million dollars. As a distributor we have been doing for three years but in security we are since 2007. At present, we have 10 brands,” says, Ahmad Elkhatib, Managing Partner at Shifra.

He feels that security is all about selling a complete solution and building trust with the customers so that one can up sell and address the fields of security which is one of the great areas for channel partners to expand and add value. “We are a VAD and our point is that we bring good technology from US and Europe to the market of Middle East. We help the partners in the beginning and also to revamp their technology under product. They should see their business growing up; they will start investing themselves. We do not sell direct and do not interfere in the channel business,” he adds.

Shifra markets the products to channel through events, free training to the engineers and organizes road shows twice a year. “We empower the channel partners and we do not have System Integrators. We focus heavily on Saudi Arabia as security is an overcrowded market,” he concludes.

AHMAD ELKHATIBMANAGING PARTNER AT SHIFRA

‘SECURITY MADE SIMPLE’Sophos participated in GITEX 2013 with its key strategy of ‘Security Made Simple’ through its Network Security solutions including Sophos Unified Threat Management (UTM), Endpoint security and server security solutions at the region’s largest ICT exhibition.

Sophos for a long time is a very end point focus company. Now, the company is rolling out more products like cloud security and network security appliances for the gateway. “We sell DLP in lot of different places and our email filtering gets updated in January which has a complete Sophos DLP engine to our security appliances. We have dedicated mail appliances so we now have full DLP engine with credit cards and of course that goes hand in hand with our end point products that have a very wide range of functionality,” says Angelo Comazzeto, Senior Technologist at Sophos.

Astaro is a company which Sophos acquired so Sophos does not want to get only end point security but they also want to get network security. “We make sure that partners buy from distributor and distributors buy from us and for the last six months. We have signed a new disty ‘Computer Links’ and Issac is our other distributor in the regions. We have 2500 companies, we look at only in UTM and nothing else we added about 100 to 200 features every six to eight months. We have very high standards when it comes to employees, we want to work on our image, we bring on talented people and we will really make special on the technical side,” he adds.

The company’s roadmap is that it will launch 9.2 release which is again is a major release comprise web, web application firewall. “We will start selling it in January and February and this product will have APT engine in it,” Comazzeto concludes.

ANGELO COMAZZETOSENIOR TECHNOLOGIST AT SOPHOS.

GITEX ROUND UP

MEA07NOVEMBER 2013


CHANGING ACCORDING TO THE MARKET NEEDSOver the time, HP has witnessed quite a few changes in its leadership. Commenting on that, Eyad Shihabi, Managing Director HP Middle East, EMEA, says, “Change in leadership is primarily because the market is changing. Understanding the current and future market leaders who can lead us to be successful in the next wave are chosen.”

HP is transforming as its services and products according to the new trends in the market. “We are concerned about the market need and how it consumes. Today we an entire division dedicated to cloud which was not present earlier,” he adds.

HP puts a lot of focus on reorganisation to stream the cost down and now the company has a better product portfolio along with better investments in R&D. In the Middle East, education and healthcare are the main drivers for HP followed by telecommunications. In the UAE, it has launched Smart Learning programme.

HP is also making changes in its PartnerOne programme. “99% of our business goes through channel. We have Advanced and Preferred partners but now we are looking at a very strong classification like Gold, platinum and Silver to better position some of the strong partners so that they can become more active and rewarding into our ServiceOne Programme which is part of PartOne programme. We are enabling our partners to become more equipped and enabled to deliver HP Services,” Shihabi adds. HP is eyeing a double digit growth in the Middle East region. “We are doing better in new technologies here than other parts of the world,” he concludes.

EMC TIES UP WITH MINDWARE

EMC has tied up with Mindware to distribute their entire range of solutions except the security solutions to channel partners in Qatar, Kuwait, Bahrain, Oman, Yemen, Pakistan and Afghanistan. “Only regions the company won’t cover is UAE and Saudi. This is a strategic move that both the companies agreed on,” said Havier Haddad, Channel & Alliances Director, EMC Computer Systems Middle East.

As per Haddad, both the companies will embark upon a joint go to market strategy to address the partner segment.

Mario Gay, GM, Mindware says, in terms of brand, our portfolio is divided into three micro categories - hardware, software and solutions and networking. In all these categories we have top brands that you find in the IT sector. EMC was miss-ing in our portfolio so it is a complementary brand to rest in the portfolio.”

He adds, “Having on boarding EMC, we are reengineering the company to prepare for the new challenges. We have seven people in the company for EMC account.”

Mindware is a US$ 235 million company in 2012 and expecting a higher growth. As per Mario Growing the channel partners’ number is there with every sales person’s agenda at Mindware.

The company offer pre-sales training and has a demo centre as well to help the channel partners. “Both the company will work on empowering channel partners – whatever it might take for us,” added Haddad.

He maintains, “We are happy that Mindware is very solid and strong in financials, plus, they fit into our criteria. They are our extended force from now for a long journey.”

EYAD SHIHABIMANAGING DIRECTOR HP MIDDLE EAST

HAVIER HADDADCHANNEL & ALLIANCES DIRECTOR, EMC COMPUTER SYSTEMS MIDDLE EAST.

GITEX ROUND UP

08 NOVEMBER 2013

MEA


‘SI IN A DISTRIBUTION MODEL’StorIT, a well-known IT distributor, participated in GITEX and show-cased its capabilities of solution, architecture and Value Addition. “We are bringing technologies all integrated to businesses. This is our second year at GITEX and last year traction happened,” says Boby Joseph, CEO, StorIT Distribution.

Earlier the focus was on components and at GITEX there would be number of halls showcasing components. “The market was like that. We didn’t find ourselves placed in to that and we were still growing. We took up an area on which focused on, something we planned to do as a distribution business which was not done prior to us. We changed the model where we were like a SI but we were in a distribution model,” says Joseph.

StorIT is famous to bring in technologies which are not known. “Par-allel to us, a system happened which helped us become visible: growth of internet, social media using knowledge right to the ground level. Now we are talking to the people who know about technologies and now they want to know more about it and this is the platform- GITEX. We are talking about what would you use as an end consumer, product is a part of it, leave it to us to actually give it to you what you need,” he adds.

StorIT has performance based products and every product in its portfolio complements each other not compete. “Our strength is 100% intellectual resource. We architect we implement and offer a certified solution where we take the liability and offer you support,” he concludes.

EXPANDING THE CHANNEL BASEManageEngine has been participating in GITEX from last seven years and launching products at the expo. “This year we are showcasing our large enterprise solutions of our network management products called OpManager, large enterprise network management products. So, we have great expectations with the Gitex to connect with customers and also build partnerships,” says, Ajay Kumar, Head of Global Marketing at ManageEngine.

ManageEngine participated with all its partners. The company is open to new partnerships and wants to increase its channel base. Currently it has 450 partners. “Idea to do marketing is to focus on R&D as most of the people saying that they need solution and the event is growing and the booths are getting bigger and marketing wise, we have the model which has no sales operation unlike big enterprise customers who spend billions of dollars on IT marketing and all which can ultimately take out of customers’ pocket,” adds Kumar.

Customers can go to MangeEngine’s site and download the product to try it. Ultimately they can figure it out whether to buy it or not. “Along with SMB we are tapping the large enterprise so most of our products are moving towards the large enterprises. We have almost 26 products to cover network management, application monitoring, helpdesk, IT security, password management, integrated IT manage-ment,” says Kumar.

The company is growing 30% YoY in the Middle East. It considers the region as a very prime market and wants to establish. It has 15 partners in this region with US being the top market nad the Middle East, the second.

BOBY JOSEPH, CEO, STORIT DISTRIBUTION

AJAY KUMARHEAD OF GLOBAL MARKETING AT MANAGEENGINE

GITEX ROUND UP

MEA09NOVEMBER 2013


TRANSFERRING FILES SECURELYAccellion, a California-based company which provides mobile file-sharing security solution has been participating in GITEX from last many years and Paul Steiner, MD, Europe, Middle East & Africa, Accellion, feels that to create awareness, one of the key things Accellion does is to attend GITEX.

With the solution, users can access, manage, and share any content from any device, anywhere, any time. “We started with file transfer which is our key element. We encrypt the file, compress and track it. This is an additional value we add if the document is sent via our solution. We have file sharing capability through file-sharing folders, we call it workspace. In a workspace you can put files by internal and external people, assign rights to them. Then they can view file, read them, edit them, or invite other people,” says Steiner.

The solution also has a Sync capability to synchronise workspace folders with your desktop. With mobile revolution, everyone wants their files on mobiles. Majority of Accellion users are who are concerned more about security especially large enterprise. The company has a long standing in legal industry, financial but also in retail, construction, and energy.

Accellion is working exclusively with Bulwark as a partner. It doesn’t deal with partners directly; it has an agreement with Bulwark which in turn deals with the VARs and System Integrators. “It is very competitive, helped us get off the ground here. Very good coverage, great partners all across the countries we want to cover in the region. In the region we want to focus on Bulwark and their partners. I prefer having a number of good partners rather than having many partners,” he comments.

FROM SPORADIC TO MULTI-MILLION DOLLAR BUSINESSWith large and small organisations open to the threat of getting hacked, Beyon-dTrsust is helping them to address those issues with Vulnerability and Threat Management Solution. The company was present at GITEX 2013, with the booth between its two major distribution partners. “This year’s participation is very crucial because we have made investment of our first regional director. So, with him on board, we had to make sure that we were at GITEX,” says Brent Thurrel, Vice President, EMEAI & APAC, BeyondTrust.

The company sees potential in large government organisations and utilities, Oil & Gas, petro-chemical organisations in this region. “From an organisational perspective, BeyondTrust is the market leader in Vulnerability and Privilege Management. We were the first organisation to bring both these components of security in one solution,” he adds.

BeyondTrust is looking for partners who are in the IT security space from operations stand point because Thurrel feels that the increasingly coming together of risk side and operational side of IT in an organisation. “Bulwark really helps us to get to those customers both in the end user environment. It also connects us to the partners who are providing value added services to the end-user customers. From a specialist stand point, Bulwark has always been a strong partner in vulner-ability and threat management,” he says.

PAUL STEINERMD, EUROPE, MIDDLE EAST & AFRICA, ACCELLION

BRENT THURRELVICE PRESIDENT, EMEAI & APAC, BEYONDTRUST

GITEX ROUND UP

10 NOVEMBER 2013

MEA


GAUGING THE MARKET POTENTIAL NetSupport, a UK-based company which develops desktop manage-ment solutions participated at GITEX Technology Week with its distributor, Bulwark. “In this region, we see huge potential and this is one of the reasons why we are here for GITEX. We have seven products which our UAE distributor Bulwark is responsible for the market here,” says, Matt Jones, Business Development Manager, NetSupport

Apart from education sector, the company has customers from large corporate like BT, Oracle etc. Legal companies tend to use the classroom management software which was originally designed for schools but it is equally useful in home and training rooms.

“We have been evolved on the education side with some fairly large projects. The projects are in their early phases but we are aiming high. The region has a huge potential not just with the large projects but with universities, schools for classroom management products. There is scope for corporate products as well here,” he adds.

Jones informs that they chose Bulwark as they were interested in their education solution. “They have a good number of resellers that focus on those areas. Our relationship is almost seven years old and so far it has been good,” he concludes.

STRENGTHENING ITS PRESENCE IN ME Under the theme ‘Essential Imaging’, Fujitsu participated in this GITEX with its own stand. “We have been part of this expo from last many years supporting our partners. We decided to come with our own stand because we realise the growing importance of this market which is substantially growing from last many years. So, this was part of our overall strategy to grow our presence in this region to come with specific stand this GITEX and demonstrate our products,” Robert Young, Manager of Business and Channel Development, EMEA PFU Imaging solutions Europe.

Most people when they buy document scanner aren’t really buying the hardware, they are buying the solution and very often than that the software. “The software assures that the scanner would give them reli-able images so that they can make best of the software and that’s where we work with partners very closely to make sure that we integrate our scanners exactly in that process,” says Young.

Fujitsu sells through distribution to the resellers. “Our channel is very important as we don’t sell directly. We have partners who focus on slightly different areas. We have two main brands- fi series and the other one is that can be integrated document systems. We have ScanSnap which tend to be a complete solution in a box.” He informs.

The company is foreseeing a double digit growth. It is very strong in Western Europe but starting to see traction in Middle East. “In ME, we have 46% of market share. In the UAE and Saudi Arabia, we have 60%. So, we are very much the market leader here,” he adds.

MATT JONESBUSINESS DEVELOPMENT MANAGER, NETSUPPORT

ROBERT YOUNGMANAGER OF BUSINESS AND CHANNEL DEVELOPMENT, EMEA, PFU IMAGING SOLUTIONS.

GITEX ROUND UP

MEA11NOVEMBER 2013


POSITIONING AS A SOLUTION PROVIDERAt GITEX 2013, ESET launched 7th generation of its flagship consumer product ESET NOD32 Antivirus. Further, it announced, ESET Mobile Security for android tablet and phones. It is the first product by ESET in Arabic language.

ESET made a major announcement recently by launching ESET Technology Alliance Program. “We are not acquiring companies but we ally with them. In the near future, we will have a rich portfolio for enterprise and corporate security in order to make sure that we cover the big spectrum of the IT security needs,” says Neo Neophytou, Managing Director, ESET Middle East

The first entrant in ESET Technology Alliance Program is DESlock. “DESlock is a company specialising in encryption basically encrypting anything you can think of starting from specific files and folders to removable media. They also come along with a management tool that allows you to enforce specific encryption rules for your assets,” he adds.

He adds that solutions is the right key word especially business customers need solutions for their problems. “They are not after specific products. ESET is trying to position as a solution provider for security topics,” he says.

ESET has a Business Development and Technical Support office in Dubai and it manages 11 countries from here. “Our role is to train our partners and skilled professionals in the channel and make sure that ESET technology is going out in the market well supported,” Neophytou concludes. In 2014, ESET is going to define a new partner program.

STRENGTH IN LOCAL PRESENCEImation, a global data storage and information security company is strengthening its presence in the Middle East. “We didn’t have local presence earlier. We have hired some people here and are in the process of hiring more,” says Luc Gheysens, Vice President and General Manager, EMEA – Imation Europe B.V

He informs that last year Imation decided upon two segments namely Con-sumer Business and Professional Business. “The latter is growing and is in three parts including Magnetic & Tape, Mobile Security with USB Flash Memory keys and Nexsan storage,” Gheysens adds.

Imation has Ironkey which is encrypted and sold with ‘Windows to go’. “You can go to any PC in the world and plug-in the USB key. It will take over the PC entirely except storage so that you don’t get any viruses from PC to your key. The difference with Ironkey is it is self-destruct if you want to open it,” Gheysens informs.

The company has different channels for its Consumer and Professional segments. “Consumer Business is all about stocking the product and having the availability of the product and being able to deliver to the resellers very quickly. Professional is not about stocking, it’s about adding value, training, technical support, configuring etc,” he adds.

Gheysens feels that SNB as a partner is very efficient as the team has storage background, the kind of, which Imation requires.

NEO NEOPHYTOUMANAGING DIRECTOR, ESET MIDDLE EAST

LUC GHEYSENSVICE PRESIDENT AND GENERAL MANAGER, EMEA – IMATION EUROPE B.V

GITEX ROUND UP

12 NOVEMBER 2013

MEA


AIMING TO BE A BIGGER PLAYERMMD, the brand license partner for Philips Signage Solutions presented the Q-Line, a brand-new series of entry-level Full HD signage displays by Philips. “In this event, we have showcased Q-Line series that is low entry model range that we bring to the market. We are bringing 32”, 42”, 46 and 55” and this is a very important introduction in the GITEX. We also showcased different kinds of touch products which can be used for education and retail market,” says Wilfred de Man - General Manager Philips Signage Solutions EMEA

In terms of verticals, the company wants to focus on retail, corporate, transportation, hospitality and education. With its product portfolio, it is building ecosystems with the partners, media players and content management so as to be a complete solution provider.

“We are now at no. 4 position in the market worldwide. We have a clear focus and strategy to become bigger player in this market. We try to be different from other brands and we have a huge range of touch products which can be used in every vertical like education segment and retail segments are very important,” tells Wilfred.

The company wants to achieve 10% market share in the next year worldwide. “We are showing our presence here in Middle East and we will focus on this area we want to build long term relationship with partners and also with our end customer,” concludes Wilfred.

REPLICATING THE EUROPEAN SUCCESS IN MEAOC, a subsidiary of TPV Technology Limited, the world’s largest LCD manufacturer participated in GITEX with its 30 square meter booth. It displayed Style myDisplay (Gaming-myUltraSpeed, myMulti-Play, myConnect, and Smart Monitor), Professional Line displays and the other Style and Value Line products (Miracast, MHL/IPS and 3D). The spotlight was also thrown on innovative AOC display products including G2460PQU Gaming monitor, the A2272PWHT Smart all-in-one monitor and the I2473PWY with Miracast technology.

AOC serves the Western European, Middle East and African markets from its headquarters in Amsterdam. “We are talking of growing in this market while others are stagnant. We have a two point agenda for 2014. First is to prioritize the regions we want to be there and then prioritize on the channel strategies,” says Thomas Schade, Vice President EMEA, AOC

The regions AOC would like to focus are the Middle East, South Africa, West & East Africa. The company has been growing in double digits since the time it was set up in 2009. “So, we need to get a little more organised in our channel strategies. We have been doing our majority business in the reseller channel here. As far as B2B is con-cerned, we have specialised on the Philips side. With our professional line, we are looking at the corporate side of the business. We have already started talking to Alpha Data, Emitac, Jumbo, CADD Emirates. We already have a deal with NBD,” he adds.

AOC wants to be closer to B2B customers which will be a driving force for 2014.

WILFRED DE MANGENERAL MANAGER PHILIPS SIGNAGE SOLUTIONS EMEA

THOMAS SCHADEVICE PRESIDENT EMEA, AOC

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PROTECTING AGAINST DDOS ATTACKSParticipating for the second time at GITEX Technology Week, this year Arbor Networks expects even better results than it achieved last time. “We have security products and this is the best place for them. There seems to be a lot focus on getting protected against DDoS attacks. Over the past couple of years the DDoS activities have grown quite significantly in this area. Security has become a priority here,” says, Mahmoud Samy, Area Head, Middle East, Pakistan and Afghanistan at Arbor Networks.

The company has two major product lines – Peakflow and Prevail Product Line for Enterprises and Data Centre to provide DDoS protection for the data centre. “Majority of the service providers use our solutions in Threat Management and Mitigation,” Samy.

He informs that the USP of TMS Solution sold to service providers is that they are used to protect themselves so that they don’t become the victims of an attack. They also use it to sell services to their customers but they are not very good at detecting very stealthy application attacks. “Also, they can’t deal with all kinds of attacks. It takes 10-15 minutes to activate once the attack has been detected. During that tentative period if you don’t have any primitive protection for data centers, they will be exposed to attack traffic. That is the reason for having a different protection for enterprises and data centre. By having on-premise primitive DDoS protection, you can deal pro-actively with any kind of attack,” he adds.

THE ‘BRILLIANT’ FUTURE OF PRINTOKI Middle East, India and Africa showcased five of their new releases at GITEX Technology Week from the 20th to the 24th of October at the Dubai World Trade Centre. This was an excellent opportunity for OKI to present the industry first ES9541. The visitors got a chance to see live demos of the machine in action along with excellent quality print samples on media up to 360gsm. The product goes far beyond the capabilities of traditional digital colour printers with its superior media handling that includes transparent media, magnets, banners and heavy-weight cardstock. The revolutionary new ES9541 digital LED A3 colour printer, developed to meet a wide range of graphic arts and commercial printing needs, features a five station toner configuration with cyan, magenta, yellow and black, plus white or clear in the fifth position; this provides an expansive new world of printing capabilities and revenue-generating opportunities.

The main theme of the OKI stand this year was to help customers understand that they were all ‘part of the solution’, with big magnetic jigsaw puzzles covered in pictures and information of their new releases and Japanese puzzle boxes as giveaways. This was a chance to inform potential customers that OKI is more than just a printer in a box and that their Smart solutions could help businesses both reduce costs and increase efficiency, at the same time as injecting a bit of fun into the experience with the jigsaw. The puzzle theme continued with informational flyers that doubled as raffle draw entries. There was a draw at the end of each day for the chance to win a C301 colour printer.

MAHMOUD SAMYAREA HEAD, MIDDLE EAST, PAKISTAN AND AFGHANISTAN, ARBOR NETWORKS.

JOHN ROSSGM, OKI MIDDLE EAST, INDIA AND AFRICA

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Enterprise Channels Supplement