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WWW.CNMEONLINE.COM ISSUE 242 |MARCH 2012

SMART RECOVERY AW Rostamani invests in a disaster recovery site to protect the business

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EDITORIAL

A fragmented entity

Sathya Mithra Ashok Senior Editor Talk to us: E-mail: sathya@cpidubai.com

ǡ ϐ ǡ Ǥ Ǣ ϐ Ǥ ǡ ͵ͲͲͲ Ǥ The reasons for that are pretty clear. The company had an eventful ʹͲͳͳǡ ϐ ǡ ǡ Ǯ ͳͺ ǯǤ Ǧ ǡ ǡ ϐ Ǧ ǡ Ǥ Ȃ Ǥ them the clear time they needed to elaborate on a strategy for their ǡ Ǥ ǡ Ǥ ȋ ͳͲ ȌǤ ǡ ǡ ǡ ϐ Ǥ ǡ ǯ ǡ ǫ ǡ Ǥ Ȃ ǡ ǡ Ǥ ǡ ǡ Ǧ Ǧ ǡ Ǥ ϐ Ǥ ǡ Ȃ Ǥ ǡ ǡ Ǥ

ǫ ǡ concentrate on playing up its strength in the enterprise infrastructure front ǫ Ǥ ʹͲͳͳǤ ǡ ǡ ǡ Ǥ What do you think HP should be doing? Write to sathya@cpidubai. com and let me know.

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EDITORIAL Our events

Welcome to the future

Jeevan Thanpakkan Senior Editor Talk to us: E-mail: jeevan@cpidubai.com

ǯ Ǥ ǡ ǯ dinner. Quite a number of big companies employ futurologists these days, Ǥ ϐ Ǧ ǯ ǡ ǡ ǡ Ǥ ǡ ͻǦͷ ͳͶǦ ǡ Ǥ ǡ ǲ Ǧ Ǧ Ǥǳ ǡ ǡ ǯ Ǥ ϐ ǯ Ǥ ǡ Ǥ ǡ ǡ ͵ ǡ Ǥ ǡ Ǯ ǡ ǡ Ǧ ǡ ǯ Ǥ ͵ ϐ ϐ ǡ ʹͲͲ Ǩ ǡ ǡ ǡ ǡ Ǥ

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WWW.CNMEONLINE.COM ISSUE 242 |MARCH 2012

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SMART RECOVERY AW Rostamani invests in a disaster recovery site to protect the business

PUBLICATION LICENSED BY IMPZ

MARCH 2012

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Contents ISSUE 242 | MARCH 2012

ANALYSIS 8

Brand vs product

ǡ ǡ ϐ Ǥ

Leaving the past behind

ǡ Ǥ ǡ ϐ seems to be.

Cisco makes strides

Ǥ ǡ Ǥ

Geared for cyber war

Ǥ Ǥ

Fusion world

integrated, cohesive suite of applications.

Getting ready for the cloud era

ǡ ǡ ǡ

Round-up

Ǧ Ǥ

Smart recovery ǡ ǡ ȋ Ȍ ǡ ȋ ȌǤ

CASE STUDY 34

Tested path

NETWORK WORLD

Ǧ ǡ ǯ ǡ Ǥ

The second coming

ϐ ǡ Ǧ ϐ ǡ Ǥ

SOLUTIONS WORLD

STORAGE ADVISOR

Crucial connections

As organisation continue to become more distributed their employees need much faster and more reliable means to connect to critical ǡ Ǥ Ǥ

MARCH 2012

Old but worthy

ǡ proactive manner.

Ǥ Ǥ

SECURITY ADVISOR 60

Working to be stronger

ȋ Ȍ Ǧ have in not only protecting your business environment, Ǥ Ǥ

TELECOMS ADVISOR

CAREERS ADVISOR

Read more online

http://bit.ly/xXDnJD

http://bit.ly/zsryzC

Reviews: PhoneGap: Mobile development made easy

Read more online

http://bit.ly/wBafOb

www.cnmeonline.com

Blogs:

Photo Gallery:

Fulfilling the prophecy Pallavi Sharma, Assistant Editor, CNME

Read more online

http://bit.ly/yh0UWj

Big boys toys Ben Rossi. Sub Editor, CNME

Read more online

http://bit.ly/zcAmCl

Speed thrills Jeevan Thankappan, Senior Editor, CNME

Read more online

http://bit.ly/wfN4lH

MARCH 2012

Ǥ Ǥ

AntiCrop for iPhone and iPad

Read more online

http://bit.ly/yXoetX

Entangled in a maze of tools to manage your

IT infrastructure?

CASE STUDY AW Rostamani

When AW Rostamani, the family owned conglomerate, decided to set up a disaster recovery (DR) site, it found its partner of choice in Emitac Enterprise Solutions (EES).

Smart recovery 30

MARCH 2012

Ǥ Ǥ

Sebastian Samuel, group IT manager for AW Rostamani

ȋ Ȍ the most crucial considerations Ǥ ȋ Ȍǡ Ǥ ǲ Ǥ ϐ Ǥ ϐ Ǥ Ǥ ǡ ǡ Ǥ into property, real estate, manufacturing, Ǥ Ǥ ǯ Ǥ ǡ have focal points in various locations. All ǡǳ ǡ Ǥ

ǡ strategic planning for the functions are Ǧ Ǥ ǡ is created and this is presented to the Ǥ submitted to the board. ǲ ϐ Ǥ Ǥ ϐ Ǥ ǡ ǡǳ Ǥ Ǥ ǲ Ǧ Ǥ Ǧ Ǥ ǡ Ǥ Ǧ Ǥ

Ǥ ͳͲͲΨ ǡǳ Ǥ Ǧ Ǧ Ǥ ǲ more funds from the board to roll out more Ǥ Ǥ Ǥ ǡ Ǥ Ǧ Ǥ

ǡǳ Ǥ

Ȃ ȋ ȌǤ ǲ Ǥ Ǥ ǡ ǡ that is not just a simple replication solution. This management solution also provides reporting and dashboarding for meeting ȋ Ȍ ǡǳ Ǥ Ǥ ϐ ǡ

We communicate two-kind of expenses. One is direct cost on their own IT-related procurement. This could be hardware or software, and it is executed through the group procurement department. Operational expenses are allocated based on a formula that i agreed-upon with the various CEOs. Upfront we will communicate the total cost on IT and most of the time we will have some sort of savings that will be credited back to the department. We work on a 100% chargeback model.” ǡ ϐ Ǥ ǲ ǡ ǡ Ǥ ϐ business impact analysis and estimated the Ǥ Ȃ ϐ Ǥ presented this to the board, and then in late ʹͲͳͲ ǡǳ Ǥ ǡ the company that they had been intimately

Ǥ Ǥ

Ǧ mirroring, monitoring tools, recovery ʹͲͳͳǤ ǡ ǡ escalation matter to be handled. Much of this planned for the project. ǡ ǲ ǡ on project management and enterprise Ǧ Ǥ ǡ Ǥ Ǧ Ǧ

MARCH 2012

CASE STUDY AW Rostamani

Ǥ Ǥǳ ǡ ǡ ǡ ǲ Ǥ ǡ Ǥ ǡ and technical heads and project managers Ǥ Ǥ ǡ Ǥǳ ǡ ǲ Ǥ Ǥ in time to be implemented, and once that Ǥ ϐ Ǥ Ǥǳ running success of the implementations. ǲ Ǧ Ǧ Ǥ ϐ ǡ ϐ ǡ are managing the project are trained and a Ǥ ǡǳ Ǥ

ǡ ǲ a traditional project is that both of us had responsibilities. To reduce overall cost of the ǡ ϐ team could contribute early on in the project, Ǥ therefore responsible and this also helped us Ǥ Ȃ Ǥǳ the partner. ǡ a major upgrade on storage and also invested in a corporate performance management and

Ǥ ǡ Ǥ Ǧ level performance management solution Ǧ methodology. The company chose an Hyperion solution, and integrated tools for ϐ Ǥ The other side comprised choosing ǡ these. The solution also provides division ǡ

When we take on any projects there is always a training-cum-knowledge transfer session at the end of the project. So when a project is finished we submit to the customer a complete sign off document, which contains all configuration codes at the site, the users who are managing the project are trained and a proper knowledge transfer is done. Only then is a project signed off.”

MARCH 2012

Ǥ Ǥ

Ǥ ǲ ʹͲͳʹǡ Ȃ ͳʹǤ ǡ Ǥ ϐ Ǥ Ǥ ϐ ǡǳ Ǥ ǡ ǡ ǯ roadmap and product evolution before Ǥ ͵ͺǦ Ȃ consideration of the business needs and the Ǥ Ȃ their future ventures.

CASE STUDY Sikka

Tested path Sikka may not be an easy-adopter when it comes to new technologies, but with its Microsoft Dynamics’ ERP solution, the time had come for the company to move forward with IT.

ǡ ǯ Ǥ ǡ ʹͲͳͳǡ ǡ ǡ Ǥ Ǧ ͳ͵ǡͷͲͲ

MARCH 2012

ȋ ͳͶǡͷͲͲ Ȍ ͹ͷ Ǥ ͹ͷ ǡ ȋ ǡ Ȍ ǡ Ǥ ǲ ǡ Ǥ Ǥ ǡ

Ǥ Ǥ

͹ǡ Ǥ ǡǳ Ǥ ǲ Ǥ of the move of technology, our move to ǯ ǡǳ Ǥ Using data ǡ ǯ relevant information. ǲ ǯ ϐ Ǥ Ǧ and get it into a format that management

Ǥ ǡǳ Ǥ ǲ same platform and get active intelligence out Ǥ to be able to give management relevant information to predict and forecast, and that ǯ ǡǳ Ǥ ǡ ǡ ǡ Ǧ ǯ Ǥ ǲ ǡ ǡ Ǥ Ǣ Ǧ ϐ Ǥ Ǥ ǡ Ǧ ǡǳ Ǥ ǲ Ǧ Ǥ Ǥ ǯ Ǧ ǡ ǯ ǡǳ Ǥ

The original development and testing of

Suman Mohammed, regional IT manager, Sikka

ǯ ǡ Ǥ ϐ ǡ ǡ Ǥ

ǡ Ǧ Ǯ ǯ Ǥ Ǧ style training. Mohammed says the implementation didn’t run completely smoothly and some challenges did arise. ǲ ϐ Ǥ ϐ Ǧ users they have a number of demands and then Ǥ Ǥ

We wanted a very robust accounting system something that captured key components of our data. We also wanted something that would enable the users to access something without any performance issues or problems with extracting data for ad hoc reporting. We didn’t want to customise the bank-end to suit us, and with Dynamics we didn’t have to.” Ǥ Ǥ

ǡǳ Ǥ ǲ Ǥ Ǧ ϐ Ǥ Ȃ countries and entities had different goals Ǥ ǡ ǡ ǡǳ Ǥ Mohammed and his team successfully ǯ Ǥ ǲ ǯ ϐ Ǥ ǯ Ǥ Ǧ ǡ ǡ more of the business started to see the value ǡǳ Ǥ ʹͲͳʹǤ ǡ ǡ Ǥ ǯ ǯ Ǥ ǲ Ǥ technology has to complement business ǡ ǯ ǡǳ Ǥ Mohammed also says that despite being ǡ Ǥ ǲ ǡ Ǥ ǯ ǡ ǡ Ǥ ǡ ǡ ǡǳ Ǥ

MARCH 2012

Unified communications

Convergence of fixed and mobile communications

IP (VoIP)

Independent voice, data and wireless networks

THE CHAIN

53% 51% 49% 46% 48%

7P*1

of companies realised improved employee productivity by deploying VoIP features

said greater flexibility is the motive behind migrating to VoIP

said cost reductions as a motive for migrating to VoIP

said greater feature functionality to be the primary motive behind migrating to VoIP

of companies say migrating more traffic to VoIP is a high priority

Voice calling

Instant messaging

Text / SMS

Collaboration networks / social networks

Conferencing: voice / web / video

UC integrates multiple communication tools with presence behind a single UI that is accessible from almost any device from virtually anywhere.

6/*'*&% $0..6/*$"5*0/4

25%

Presence

Mobility

of firms state converging mobile and fixed communication services as critical

of companies gave high priority ratings to implementing or expanding collaboration solutions

53%

ACCORDING TO A SURVEY OF NORTH AMERICAN COMPANIES CONDUCTED BY FORRESTER CONSULTING ON BEHALF OF AT&T, APRIL 2011:

ALONG THE EVOLUTION CHAIN

UNITED WE STAND

of organisations see collaboration software as somewhat or very important

of knowledge workers say communication and collaboration are important at work

of CIOs report improved productivity from geographically dispersed teams through UC

of companies realised improved employee productivity by deploying VoIP features

95%

91%

89%

70%

75%

ON AVERAGE,FIRMS SWITCHING TO UC SEE TRAVEL COSTS DIP 20%

20%

of CIOs think presence and availability solutions are very important

ACCORDING TO ORANGE BUSINESS SERVICES

The business case is frequently based on a soft ROI or a strategic investment, such as productivity improvements, rather than hard ROI such as cost savings. As a result, in a conservative economy, deployments occur slowly, perhaps as part of broader technology renewals.

Many applications and products are complex to deploy and may require organisational change

Enterprises have large investments in communication infrastructures that must be preserved, this leads to a slower evolutionary approach, rather than a faster revolutionary â&#x20AC;&#x153;rip and replaceâ&#x20AC;? approach

5)& "%015*0/ 0' 6$ #: &/5&313*4&4 $0/5*/6&4 50 */$3&"4& )08&7&3 64"(& 3"5&4 "$3044 40.& &/5&313*4&4 3&."*/4 -08 #&$"64&

GARTNER MAGIC QUADRANT FOR UC, AUGUST 2011

INFOGRAPHICS | MARCH 2012

t "7":" t .*$3040'5 t $*4$0 t "-$"5&- -6$&/5 t 4*&.&/4 &/5&313*4& $0..6/*$"5*0/4 t /&$ t *#. t )6"8&* 5&$)/0-0(*&4 t */5&3"$5*7& */5&--*(&/$& t ""453" 5&$)/0-0(*&4 t 4)03&5&t %*(*6. t 5&-&8"3& t 504)*#" t .*5&- /&5803,4

THE PLAYERS

SolutionsWorld

SOLUTIONS WORLD App optimisation

Crucial connections As organisations continue to become more distributed their employees need a much faster and more reliable means to connect to critical applications and data resources without necessarily tripling the costs. Pallavi Sharma reports.

ǡ ϐ Ǥ The increasing sophistication of these applications and the simultaneous increase

MARCH 2012

ϐ ʹǤͲǡ Ǧ Ǧ Ǧ ȋ Ȍ ϐ on the ability to access mission critical applications. As organisations continue to ϐ Ǥ

Ǥ Ǥ

ǯ ǲ Ǧ ǳ connectivity, poor application performance, unstable application availability, loss of connectivity and employee productivity can ϐ Ǥ maintain the effective performance of

business applications in the face of heavy ϐ ǡ restrictions. ǲ ǡ ϐ Ǥ ȋ Ȍ enhanced services. Unfortunately, these Ǥ ȋ Ȍ ϐ ǡ ϐ ϐ ȋ Ȍ ǡ ϐ ǡǳ ǡ ǡ ǡ Ǥ

Florian Malecki, senior product marketing manager, EMEA, SonicWALL

Ǧ Ǧ applications. ǡ ǡ

Ǥ ǲ ǡ ϐ ǡǳ Ǥ The emergence of virtualisation and cloud technology has made the situation constraints limit the effectiveness of Ǥ

ǡ cloud environment, application delivery to ϐ Ǥ Addressing the need ǫ ǡ ǡ professionals believe it may only be a partial Ǥ they don’t address the latency issue that is central to an application’s ability to perform Ǥ ǡ believe offers an effective alternative to Ǥ

For many organisations, the identity and composition of application traffic is a puzzle. IT often tries to improve wide area network (WAN) performance by expending budget on more bandwidth or enhanced services. Unfortunately, these efforts frequently fall short of expectations”

Ǥ Ǥ

help accelerate the performance of an application across remote and traveling Ǥ solutions are delivered as appliances ϐ ǡ mobile users. These solutions combine to ǲ Ǧ ǳ and protocols being used to improve ϐ Ǥ object and data string or byte caching Ǧ ϐ organisation. Many of these solutions even integrate security functionality that helps ensure Ǧ Ǥ accelerate server consolidation initiatives, ǡ Ǥ appliances for application acceleration can also run alongside other applications Ǥ ǲ resources based on changes in user load performance and capabilities to match Ǥ can also be dynamically moved or a separate Ǥ run alongside other applications using the same resources, they can optimise the use of shared system resources. Most importantly, ǡ ǡǳ Ǥ

MARCH 2012

SOLUTIONS WORLD App optimisation

ǡ storage. Typically, the number of concurrent ϐ Ǥ ǡ Ǧ ϐ path to supporting more users. say that virtualised application acceleration Ǥ ǲ can offer can offer cost savings in everything ǡ ǡ Ǥ ǡǳ Ǥ ȋ Ȍ ǡ use of application acceleration technologies Ǥ ǯ ϐ and resources, to realise their true potential reinforcements. ǲ ǡ ȋ Ȍ ǡ acceleration solutions may have limited effectiveness in controlling and securing ϐ Ǥ ǡ they can even accelerate threats across Ǥ ϐ ǡ and stay ahead of today’s constantly evolving ǡ Ǧ ǡ ǡǳ Ǥ ǡ ǡ an important element of ensuring optimum application performance. He says that

MARCH 2012

applications can spend too much time in Ǥ ǲ ǡ

on their data management information Ǧ Ǥ Ǧ ǡ ǯ Ǥ ϐ ǡ ǡ ǯ ǡ ǡǳ Ǥ Although the emergence of application ǡ professionals believe that the emergence eventually drive more organisations Ǥ

Alexander Rauser, CEO, Prototype Interactive adds another element to this complex mix.

These software based virtual appliances help accelerate the performance of an application across remote and traveling users to LAN speeds. WAN optimisation solutions are delivered as appliances deployed in the remote and headquarters offices, and as software on devices used by mobile users” ǲ Ǥ ǯ Ǣ ǯ ǡ ϐ ǡ Ǯ ǯǡǳ Ǥ ǲ animation, a lot of continuity. The result: another period of disruption. The entire Ǥ Ǧ ǡ ǯ some consolidation and another stability ǡǳ ǡ ǡ Ǥ ǲ ϐ Ǧ ǡ

Ǥ Ǥ

ǡ Ǧ ǡǳ Ǥ ǲ Ǣ ǡ if the tool visionaries are right. Future Ǯ ǯǡǳ ǡ ǯ ǡ Ǥ hope that organisations begin to pay heed to the demands of immensely strained ϐ Ǧ Ǧ Ǧ applications of the future.

Is Your Network Keeping Up With Your Business?

Make sure your network can deliver 24/7 reliable application uptime, because your business and employees depend on it. Networks today are too important to neglect and they should be managed with the utmost care.

Get the most from your network—-Quintica partners with enterprises across the Middle East to help them take the work out of network management. Effortless management and exceptional performance is strictly by design using Entuity network management, an all-in-one solution for: x services monitoring ensuring consistent application uptime x operational efficiency—automation to reduce manual tasks x a sharp business focus—business reports for non-IT audiences x scalability to meet your needs today and tomorrow and x support for new technologies—virtualisation, wireless, cloud computing.

Quintica and Entuity can help your IT organisation make sure your network keeps up with your business. To review our white paper on “Covering your IT Assets”, please visit entuity.com/content/quintica-entuity-white-paper.

Dubai office +971 4 426 7303 Abu Dhabi office +971 2 815 2820 Quintica is a n authorised Entuity Partner. Eye of the S torm is a registered trademark of Entuity Ltd. www.entuity.com

NetworkWorld

STRATEGIC IT NETWORKING PARTNER

NETWORK WORLD Unified communications

The second coming Unified communications, efficient, cost-efficient and simple enough to use now, has emerged as a strategic priority for CIOs this year.

MARCH 2012

Ǥ Ǥ

ǡ ϐ ǡ ǡ ǡ ϐ ǡ ǡ ǤǤǤ ǡ ǡ ǡ ǡ Ǥ ǡ technology has been rather theoretical ǡ ǯ Ǧ ǡ Ǥ ǲ is increasing interest from enterprises across the region in understanding the ǡ ǡ applications based on their business and

Nidal Abou-Ltaif, VP of Emerging Markets, Avaya)

ǡǳ Ǧ ǡ ǡ Ǥ ȋ Ȍ ǡ Ǥ Ǥ ǡ ǡ Ǥ ǲ ǡ Ǥ ǡ ϐ Ǥ ϐ Ǥ ǡ supporting business process acceleration ǡ ǡ ǡ Ǥǳ Most industry analysts predict 2012 is going to change the fortunes and the impact ϐ Ǥ mobility and social media shaping the Ǥ ǲ ϐ Ǥ ǡ ǡ

More companies are developing strategies to engage with customers using social networking in recognition of its influence. But they are struggling with compliance issues, security and governance, as well as how to integrate successfully social networking tools with existing communications tools.

Ǥ Ǥ

Hani Nofal, Integrated Networking and Site Services director, Gulf Business Machines

Ǥ Ǧ ǡǳ Ǥ Ǧ Ǥ ǲ ϐ Ǥ ǡ mobility means more than having persistent ǡ Ǧ ǡ Ǣ ǯ ǡ access to the information and applications ǡ ǯ ǡ on the corporate server, or customer ȋ Ȍ Ǥǳ ʹͲͳʹ Ǥ ǲ ǡ and a boom in the use of video solutions on mobile devices, and in social media business ǡǳ ǡ ǡ Ǥ ǡ ǡ

MARCH 2012

NETWORK WORLD Unified communications

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TOP UC PREDICTIONS FOR 2012 Here are some of our top predictions for 2012, looking at expected trends for telepresence, wireless substitution, cloud-based unified communications, BYOD and fixed mobile convergence. Since telepresence solutions have become less expensive, we expect to see increasing use of HD video communications across all market segments -- including B2B, C2C and B2C. Video traffic will continue to grow on public IP networks, leaving traffic engineers to consider video first, data second and voice third when it comes to managing bandwidth consumption. Eventually, video will replace voice calls as a preferred real-time communications medium, though we don't expect that to happen in 2012. More businesses -- and in particular more small businesses -- will "cut the cord" to wireline voice services, eventually mirroring the trend among consumers. While consumers continue to convert to VoIP-based service offers from cable companies and telcos sold as "digital voice," consumers will also continue their cord-cutting. Server-based architectures have already evolved into cloud-based "communications as a service" (CaaS), along with emerging "unified communications as a service," or UCaaS. Cloud

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MARCH 2012

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Daniel Weisbeck, VP of Marketing, Polycom

based CaaS and UCaaS are both ideally suited for the small business owner who wants or needs the UC&C features but who doesn't have the resources for a premise-based solution, so we predict heightened competition for market share in the SMB segment as carriers evolve these portfolios. We predict continued growth of UC features across all market segments, especially as many of these "come standard" with premisebased VoIP systems and hosted VoIP services. The "bring your own device" (BYOD) trend will continue as enterprise networks adapt, supporting mobile devices like smartphones and tablet computers that employees initially purchase as consumer electronics. While mobile voice communications will continue to use the legacy voice networks, we'll hold out hope for the third year running that we'll start to see VoIP supported on 4G LTE data channels, enabling more complete integration of fixed mobile communications (FMC). We believe that FMC may represent the biggest opportunity for change in the UC&C ecosystem because effective FMC integration is increasingly a key to successful UC&C deployment and because applications integration represents the biggest void in FMC, leaving plenty of room for improvement when it comes to integrating critical business applications and content access as part of FMC.

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Â There Â are Â also Â other Â alternatives Â to Â Â&#x17D;Â&#x192;Â&#x201D;Â&#x2030;Â&#x2021; Â&#x2026;Â&#x192;Â&#x2019;Â&#x2039;Â&#x2013;Â&#x192;Â&#x17D; Â&#x192;Â?Â&#x2020; Â&#x2018;Â&#x2019;Â&#x2021;Â&#x201D;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â?Â&#x192;Â&#x17D; Â&#x2021;Â&#x161;Â&#x2019;Â&#x2021;Â?Â&#x2020;Â&#x2039;Â&#x2013;Â&#x2014;Â&#x201D;Â&#x2021;Â&#x2022; Â&#x2C6;Â&#x2018;Â&#x201D; Â&#x160;Â&#x192;Â&#x201D;Â&#x2020;Â&#x2122;Â&#x192;Â&#x201D;Â&#x2021;ÇĄ Â&#x2022;Â&#x2018;Â&#x2C6;Â&#x2013;Â&#x2122;Â&#x192;Â&#x201D;Â&#x2021; Â&#x192;Â?Â&#x2020; Â&#x2022;Â&#x2014;Â&#x2019;Â&#x2019;Â&#x2018;Â&#x201D;Â&#x2013;Ç¤ Ç˛ Â&#x192;Â?Â&#x203A; Â&#x201E;Â&#x2014;Â&#x2022;Â&#x2039;Â?Â&#x2021;Â&#x2022;Â&#x2022;Â&#x2021;Â&#x2022; Â&#x192;Â&#x201D;Â&#x2021; Â&#x2021;Â&#x161;Â&#x2019;Â&#x17D;Â&#x2018;Â&#x201D;Â&#x2039;Â?Â&#x2030; Â&#x2018;Â&#x2014;Â&#x2013;Â&#x2022;Â&#x2018;Â&#x2014;Â&#x201D;Â&#x2026;Â&#x2039;Â?Â&#x2030;ÇĄ Â&#x2022;Â&#x2018;Â&#x2C6;Â&#x2013;Â&#x2122;Â&#x192;Â&#x201D;Â&#x2021; Â&#x192;Â&#x2022; Â&#x192; Â&#x2022;Â&#x2021;Â&#x201D;Â&#x2DC;Â&#x2039;Â&#x2026;Â&#x2021; Č&#x2039; Â&#x192;Â&#x192; Č&#x152; Â&#x192;Â?Â&#x2020; Â?Â&#x192;Â?Â&#x192;Â&#x2030;Â&#x2021;Â&#x2020; Â&#x2022;Â&#x2021;Â&#x201D;Â&#x2DC;Â&#x2039;Â&#x2026;Â&#x2021;Â&#x2022; Â&#x2C6;Â&#x2018;Â&#x201D; Â&#x2026;Â&#x201D;Â&#x2039;Â&#x2013;Â&#x2039;Â&#x2026;Â&#x192;Â&#x17D; Â&#x2C6;Â&#x2014;Â?Â&#x2026;Â&#x2013;Â&#x2039;Â&#x2018;Â?Â&#x2022;Ç¤ Â&#x160;Â&#x2021; Â&#x201E;Â&#x2021;Â?Â&#x2021;Ď?Â&#x2039;Â&#x2013;Â&#x2022; Â&#x2039;Â?Â&#x2026;Â&#x17D;Â&#x2014;Â&#x2020;Â&#x2021; Â?Â?Â&#x2018;Â&#x2122;Â?ÇĄ Â?Â&#x192;Â?Â&#x192;Â&#x2030;Â&#x2021;Â&#x192;Â&#x201E;Â&#x17D;Â&#x2021; Â&#x2026;Â&#x2018;Â&#x2022;Â&#x2013;Â&#x2022;ÇĄ Â?Â&#x2018; Â&#x2014;Â&#x2019;ÇŚÂ&#x2C6;Â&#x201D;Â&#x2018;Â?Â&#x2013; Â&#x2026;Â&#x192;Â&#x2019;Â&#x2039;Â&#x2013;Â&#x192;Â&#x17D; Â&#x2021;Â&#x161;Â&#x2019;Â&#x2021;Â?Â&#x2022;Â&#x2021;ÇĄ Â&#x2026;Â&#x2014;Â&#x201D;Â&#x201D;Â&#x2021;Â?Â&#x2013; Â&#x2DC;Â&#x2021;Â&#x201D;Â&#x2022;Â&#x2039;Â&#x2018;Â?Â&#x2022; Â&#x192;Â?Â&#x2020; Â&#x2022;Â&#x2014;Â&#x2019;Â&#x2019;Â&#x2018;Â&#x201D;Â&#x2013; Â&#x2C6;Â&#x2018;Â&#x201D; Â&#x160;Â&#x192;Â&#x201D;Â&#x2020;Â&#x2122;Â&#x192;Â&#x201D;Â&#x2021; Â&#x192;Â?Â&#x2020;

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NETWORK WORLD Unified communications

Â&#x2022;Â&#x2018;Â&#x2C6;Â&#x2013;Â&#x2122;Â&#x192;Â&#x201D;Â&#x2021;ÇĄ Â&#x192;Â?Â&#x2020; Â&#x192;Â&#x2022;Â&#x2022;Â&#x2014;Â&#x201D;Â&#x2021;Â&#x2020; Â&#x17D;Â&#x2021;Â&#x2DC;Â&#x2021;Â&#x17D;Â&#x2022; Â&#x2018;Â&#x2C6; Â&#x201C;Â&#x2014;Â&#x192;Â&#x17D;Â&#x2039;Â&#x2013;Â&#x203A;ÇĄ Â&#x201D;Â&#x2021;Â&#x17D;Â&#x2039;Â&#x192;Â&#x201E;Â&#x2039;Â&#x17D;Â&#x2039;Â&#x2013;Â&#x203A; Â&#x192;Â?Â&#x2020; Â&#x192;Â&#x2DC;Â&#x192;Â&#x2039;Â&#x17D;Â&#x192;Â&#x201E;Â&#x2039;Â&#x17D;Â&#x2039;Â&#x2013;Â&#x203A;Ç¤ Â? Â&#x2014;Â?Â&#x2026;Â&#x2021;Â&#x201D;Â&#x2013;Â&#x192;Â&#x2039;Â? times, Â outsourcing Â is Â proving Â to Â be Â a Â viable Â alternative Â to Â buying, Â installing Â and Â Â?Â&#x192;Â&#x2039;Â?Â&#x2013;Â&#x192;Â&#x2039;Â?Â&#x2039;Â?Â&#x2030; Â?Â&#x2021;Â&#x2122; Â&#x2039;Â?Â&#x2C6;Â&#x201D;Â&#x192;Â&#x2022;Â&#x2013;Â&#x201D;Â&#x2014;Â&#x2026;Â&#x2013;Â&#x2014;Â&#x201D;Â&#x2021; Â&#x2013;Â&#x2018; Â&#x2022;Â&#x2014;Â&#x2019;Â&#x2019;Â&#x2018;Â&#x201D;Â&#x2013; ÇĄ Â&#x2021;Â&#x2022;Â&#x2019;Â&#x2021;Â&#x2026;Â&#x2039;Â&#x192;Â&#x17D;Â&#x17D;Â&#x203A; Â&#x2C6;Â&#x2018;Â&#x201D; Â&#x2022;Â?Â&#x192;Â&#x17D;Â&#x17D; Â&#x192;Â?Â&#x2020; Â?Â&#x2021;Â&#x2020;Â&#x2039;Â&#x2014;Â? Â&#x201E;Â&#x2014;Â&#x2022;Â&#x2039;Â?Â&#x2021;Â&#x2022;Â&#x2022;Â&#x2021;Â&#x2022;ÇĄÇł Â&#x2022;Â&#x192;Â&#x203A;Â&#x2022; Â&#x2018;Â&#x2C6;Â&#x192;Â&#x17D;Ç¤ Though Â options Â abound Â for Â enterprises Â Â&#x17D;Â&#x2018;Â&#x2018;Â?Â&#x2039;Â?Â&#x2030; Â&#x2013;Â&#x2018; Â&#x2030;Â&#x2021;Â&#x2013; Â&#x2018;Â? Â&#x2013;Â&#x160;Â&#x2021; Â&#x201E;Â&#x192;Â?Â&#x2020;Â&#x2122;Â&#x192;Â&#x2030;Â&#x2018;Â?ÇĄ Â&#x2018;Â?Â&#x2021; Â&#x2013;Â&#x201D;Â&#x2039;Â&#x2026;Â?Â&#x203A; Â&#x192;Â&#x2022;Â&#x2019;Â&#x2021;Â&#x2026;Â&#x2013; Â&#x192;Â&#x2022;Â&#x2022;Â&#x2018;Â&#x2026;Â&#x2039;Â&#x192;Â&#x2013;Â&#x2021;Â&#x2020; Â&#x2122;Â&#x2039;Â&#x2013;Â&#x160; Â&#x2020;Â&#x2021;Â&#x2019;Â&#x17D;Â&#x2018;Â&#x203A;Â?Â&#x2021;Â?Â&#x2013; Â&#x2039;Â&#x2022; Â&#x2026;Â&#x2018;Â&#x2022;Â&#x2013;ÇŚÂ&#x152;Â&#x2014;Â&#x2022;Â&#x2013;Â&#x2039;Ď?Â&#x2039;Â&#x2026;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â? Â&#x192;Â?Â&#x2020; Â&#x2020;Â&#x2021;Â?Â&#x2018;Â?Â&#x2022;Â&#x2013;Â&#x201D;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â? Â&#x2018;Â&#x2C6; Ç¤ Â&#x2018;Â&#x2022;Â&#x2013; Â&#x2018;Â&#x2C6; Â&#x2013;Â&#x160;Â&#x2021; Â?Â&#x2021;Â&#x203A; Â&#x201E;Â&#x2021;Â?Â&#x2021;Ď?Â&#x2039;Â&#x2013;Â&#x2022; Â&#x2018;Â&#x2C6; Â&#x2022;Â&#x2014;Â&#x2026;Â&#x160; Â&#x192;Â&#x2022; Â&#x2039;Â?Â&#x2019;Â&#x201D;Â&#x2018;Â&#x2DC;Â&#x2021;Â?Â&#x2021;Â?Â&#x2013; Â&#x2039;Â? employee Â productivity Â are Â hard Â to Â measure Â in Â cold Â dollar Â terms. Â Â&#x192;Â&#x153;Â&#x192;Â&#x2C6;Â&#x192;Â&#x201D;Â&#x203A; Â&#x2C6;Â&#x201D;Â&#x2018;Â? Â&#x2014;Â&#x192;Â&#x2122;Â&#x2021;Â&#x2039; Â&#x192;Â&#x2030;Â&#x201D;Â&#x2021;Â&#x2021;Â&#x2022; Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; companies Â are Â delaying Â adoption Â because Â Â&#x2039;Â&#x2022; Â&#x160;Â&#x192;Â&#x201D;Â&#x2020; Â&#x2013;Â&#x2018; Â&#x2020;Â&#x2021;Â?Â&#x2018;Â?Â&#x2022;Â&#x2013;Â&#x201D;Â&#x192;Â&#x2013;Â&#x2021; Â&#x201E;Â&#x2014;Â&#x2013; Â&#x2022;Â&#x192;Â&#x203A;Â&#x2022; Â&#x2013;Â&#x160;Â&#x2021;Â&#x201D;Â&#x2021; really Â is Â no Â single Â magic Â formula Â for Â Â&#x2026;Â&#x192;Â&#x17D;Â&#x2026;Â&#x2014;Â&#x17D;Â&#x192;Â&#x2013;Â&#x2039;Â?Â&#x2030; Â&#x2018;Â? Â&#x2039;Â?Â&#x2DC;Â&#x2021;Â&#x2022;Â&#x2013;Â?Â&#x2021;Â?Â&#x2013;Ç¤ Ç˛ Â&#x160;Â&#x2021; Â&#x192;Â?Â&#x2022;Â&#x2122;Â&#x2021;Â&#x201D; Â&#x2122;Â&#x2039;Â&#x17D;Â&#x17D; Â&#x2DC;Â&#x192;Â&#x201D;Â&#x203A; Â&#x2122;Â&#x2039;Â&#x2020;Â&#x2021;Â&#x17D;Â&#x203A; Â&#x201E;Â&#x192;Â&#x2022;Â&#x2021;Â&#x2020; Â&#x2018;Â? Â&#x2013;Â&#x160;Â&#x2021; Â&#x201E;Â&#x2014;Â&#x2022;Â&#x2039;Â?Â&#x2021;Â&#x2022;Â&#x2022; Â&#x2030;Â&#x2018;Â&#x192;Â&#x17D;Â&#x2022; Â&#x2018;Â&#x2C6; Â&#x2026;Â&#x2018;Â?Â&#x2019;Â&#x192;Â?Â&#x2039;Â&#x2021;Â&#x2022;ÇĄ Â&#x192;Â?Â&#x2020; Â&#x160;Â&#x2018;Â&#x2122; Â&#x2122;Â&#x2039;Â&#x2020;Â&#x2021;Â&#x17D;Â&#x203A; Â&#x2013;Â&#x160;Â&#x2021;Â&#x203A; Â&#x2122;Â&#x192;Â?Â&#x2013; Â&#x2013;Â&#x2018; Â&#x192;Â&#x2020;Â&#x2018;Â&#x2019;Â&#x2013; Ç¤ Â&#x2013; Â&#x2026;Â&#x192;Â? Â&#x201D;Â&#x192;Â?Â&#x2030;Â&#x2021; Â&#x2C6;Â&#x201D;Â&#x2018;Â? Â&#x192; Â&#x2022;Â&#x2039;Â?Â&#x2019;Â&#x17D;Â&#x2021; Â&#x2022;Â&#x203A;Â&#x2022;Â&#x2013;Â&#x2021;Â? Â&#x2039;Â? Â&#x2018;Â?Â&#x2021; Â&#x2018;Â&#x2C6;Ď?Â&#x2039;Â&#x2026;Â&#x2021; Â&#x17D;Â&#x2018;Â&#x2026;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â? Â&#x2013;Â&#x2018; Â&#x192; Â?Â&#x2018;Â&#x201D;Â&#x2021; Â&#x2C6;Â&#x2014;Â&#x17D;Â&#x17D;Â&#x203A; Ď?Â&#x17D;Â&#x2021;Â&#x2020;Â&#x2030;Â&#x2021;Â&#x2020; Â&#x2019;Â&#x201D;Â&#x2018;Â&#x152;Â&#x2021;Â&#x2026;Â&#x2013; Â&#x2039;Â?Â&#x2013;Â&#x2021;Â&#x2030;Â&#x201D;Â&#x192;Â&#x2013;Â&#x2039;Â?Â&#x2030; Â&#x2039;Â?Â&#x2013;Â&#x2018; Â&#x2DC;Â&#x2018;Â&#x2039;Â&#x2026;Â&#x2021;ÇĄ Â&#x2DC;Â&#x2039;Â&#x2020;Â&#x2021;Â&#x2018; Â&#x192;Â?Â&#x2020; Â&#x2020;Â&#x192;Â&#x2013;Â&#x192;

FIVE REASONS TO SETUP UC Hereâ&#x20AC;&#x2122;s why your company should invest in UC. 1. Youâ&#x20AC;&#x2122;ll reduce costs in the long run. While implementing a UC strategy requires planning, an investment in new equipment, and considerable setup, the end result reduces costs for management as well as for phone services, fax machines, video conferencing, instant messaging, and so forth. With all of these now running over your Internet connection, you may need a faster or more reliable data pipeline, but that should cost less than multiple phone and fax lines. 2. Itâ&#x20AC;&#x2122;s easier for IT staff to keep one system running. With unified communications, you typically manage systems through a single interface. Rather than monitoring multiple systems,

Â&#x2018;Â?Â&#x2019;Â&#x2014;Â&#x2013;Â&#x2021;Â&#x201D; Â&#x2021;Â&#x2122;Â&#x2022; Â&#x2039;Â&#x2020;Â&#x2020;Â&#x17D;Â&#x2021; Â&#x192;Â&#x2022;Â&#x2013;

MARCH 2012

Â?Â&#x2021;Â&#x2013;Â&#x2122;Â&#x2018;Â&#x201D;Â?Â&#x2022; Â&#x192;Â&#x2026;Â&#x201D;Â&#x2018;Â&#x2022;Â&#x2022; Â?Â&#x2014;Â&#x17D;Â&#x2013;Â&#x2039;Â&#x2019;Â&#x17D;Â&#x2021; Â&#x2022;Â&#x2039;Â&#x2013;Â&#x2021;Â&#x2022;ÇĄ Â&#x2022;Â&#x2018; Â&#x2013;Â&#x160;Â&#x2021;Â&#x201D;Â&#x2021; Â&#x2039;Â&#x2022; Â&#x2021;Â?Â&#x2018;Â&#x201D;Â?Â&#x2018;Â&#x2014;Â&#x2022; Â&#x2DC;Â&#x192;Â&#x201D;Â&#x2039;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â? Â&#x2039;Â? Ç¤Çł Â&#x201E;Â&#x2018;Â&#x2014;ÇŚ Â&#x2013;Â&#x192;Â&#x2039;Â&#x2C6; Â&#x2C6;Â&#x201D;Â&#x2018;Â? Â&#x2DC;Â&#x192;Â&#x203A;Â&#x192; Â&#x2018;Â&#x2C6;Â&#x2C6;Â&#x2021;Â&#x201D;Â&#x2022; Â&#x192; Â&#x2020;Â&#x2039;Â&#x2C6;Â&#x2C6;Â&#x2021;Â&#x201D;Â&#x2021;Â?Â&#x2013; Â&#x2019;Â&#x2021;Â&#x201D;Â&#x2022;Â&#x2019;Â&#x2021;Â&#x2026;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021; ÇŁ Ç˛ Â?Â&#x160;Â&#x192;Â?Â&#x2026;Â&#x2021;Â&#x2020; Â&#x2019;Â&#x201D;Â&#x2018;Â&#x2020;Â&#x2014;Â&#x2026;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2039;Â&#x2013;Â&#x203A;ÇĄ employee Â retention, Â cost Â reductions Â from Â staff Â travel, Â are Â just Â some Â of Â the Â factors Â

Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x17D;Â&#x2021;Â&#x192;Â&#x2020;Â&#x2021;Â&#x201D;Â&#x2022; Â&#x2026;Â&#x192;Â? Â&#x2026;Â&#x2018;Â?Â&#x2022;Â&#x2039;Â&#x2020;Â&#x2021;Â&#x201D; Â&#x2122;Â&#x160;Â&#x2039;Â&#x17D;Â&#x2021; Â&#x2026;Â&#x2018;Â&#x2022;Â&#x2013; Â&#x152;Â&#x2014;Â&#x2022;Â&#x2013;Â&#x2039;Â&#x2C6;Â&#x203A;Â&#x2039;Â?Â&#x2030; Â&#x192; Â&#x2022;Â&#x203A;Â&#x2022;Â&#x2013;Â&#x2021;Â?Ç¤ Â&#x2DC;Â&#x192;Â&#x203A;Â&#x192; Â&#x160;Â&#x192;Â&#x2022; Â&#x2022;Â&#x2021;Â&#x2021;Â? Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x2018;Â&#x2DC;Â&#x2021;Â&#x201D; Â&#x2013;Â&#x160;Â&#x2021; Â&#x17D;Â&#x192;Â&#x2022;Â&#x2013; Â&#x2013;Â&#x160;Â&#x201D;Â&#x2021;Â&#x2021; Â&#x203A;Â&#x2021;Â&#x192;Â&#x201D;Â&#x2022;ÇĄ Â&#x2122;Â&#x2039;Â&#x2013;Â&#x160; Â&#x2026;Â&#x2018;Â?Â&#x2013;Â&#x2039;Â?Â&#x2014;Â&#x2018;Â&#x2014;Â&#x2022; Â&#x2021;Â&#x2020;Â&#x2014;Â&#x2026;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â?ÇĄ Â&#x2018;Â&#x201D;Â&#x2030;Â&#x192;Â?Â&#x2039;Â&#x153;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â?Â&#x2022; Â&#x192;Â&#x201D;Â&#x2021; Â&#x201D;Â&#x2021;Â&#x192;Â&#x17D;Â&#x2039;Â&#x153;Â&#x2039;Â?Â&#x2030; Â&#x2013;Â&#x160;Â&#x2021; Â&#x201E;Â&#x2021;Â?Â&#x2021;Ď?Â&#x2039;Â&#x2013;Â&#x2022; Â&#x2018;Â&#x2C6; Â&#x192;Â&#x2022; Â&#x2039;Â&#x2022; Â&#x2021;Â&#x2DC;Â&#x2039;Â&#x2020;Â&#x2021;Â?Â&#x2013; Â&#x2039;Â? Â&#x2022;Â&#x2018;Â?Â&#x2021; Â&#x2022;Â&#x2014;Â&#x2026;Â&#x2026;Â&#x2021;Â&#x2022;Â&#x2022;Â&#x2C6;Â&#x2014;Â&#x17D; Â&#x2020;Â&#x2021;Â&#x2019;Â&#x17D;Â&#x2018;Â&#x203A;Â?Â&#x2021;Â?Â&#x2013;Â&#x2022; Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x2122;Â&#x2021; Â&#x160;Â&#x192;Â&#x2DC;Â&#x2021; Â&#x2022;Â&#x2021;Â&#x2021;Â? in Â the Â region. Â Also Â based Â on Â Avaya Â customer Â Â&#x2026;Â&#x192;Â&#x2022;Â&#x2021; Â&#x2022;Â&#x2013;Â&#x2014;Â&#x2020;Â&#x2039;Â&#x2021;Â&#x2022;ÇĄ Â&#x2039;Â?ÇŚÂ&#x160;Â&#x2018;Â&#x2014;Â&#x2022;Â&#x2021; Â&#x2026;Â&#x2018;Â?Â&#x2C6;Â&#x2021;Â&#x201D;Â&#x2021;Â?Â&#x2026;Â&#x2039;Â?Â&#x2030; Â&#x192;Â?Â&#x2020; Â&#x2026;Â&#x2018;Â&#x17D;Â&#x17D;Â&#x192;Â&#x201E;Â&#x2018;Â&#x201D;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â? Â&#x2013;Â&#x2018;Â&#x2018;Â&#x17D;Â&#x2022; Â&#x2013;Â&#x192;Â?Â&#x2021; Â&#x192;Â&#x2020;Â&#x2DC;Â&#x192;Â?Â&#x2013;Â&#x192;Â&#x2030;Â&#x2021; Â&#x2018;Â&#x2C6; Â&#x2039;Â?Â&#x2013;Â&#x2021;Â&#x201D;Â?Â&#x192;Â&#x17D; Â?Â&#x2021;Â&#x2013;Â&#x2122;Â&#x2018;Â&#x201D;Â?Â&#x2022; Â&#x192;Â?Â&#x2020; Â?Â&#x192;Â&#x203A; Â&#x2019;Â&#x201D;Â&#x2018;Â&#x2DC;Â&#x2039;Â&#x2020;Â&#x2021; Â&#x2014;Â&#x2019; Â&#x2013;Â&#x2018; Â&#x192; ÍśÍ˛ÇŚÍ¸Í˛Î¨ Ç¤Çł Â&#x2021;Â&#x2039;Â&#x2022;Â&#x201E;Â&#x2021;Â&#x2026;Â? Â&#x2C6;Â&#x201D;Â&#x2018;Â? Â&#x2018;Â&#x203A;Â&#x17D;Â&#x2026;Â&#x2018;Â? Â&#x2018;Â&#x2C6;Â&#x2C6;Â&#x2021;Â&#x201D;Â&#x2022; Â&#x192; Â&#x2013;Â&#x2039;Â&#x2019; Â&#x2C6;Â&#x2018;Â&#x201D; Â&#x2022; Â&#x2026;Â&#x2018;Â?Â&#x2022;Â&#x2039;Â&#x2020;Â&#x2021;Â&#x201D;Â&#x2039;Â?Â&#x2030; ÇŁ Ç˛ Â&#x2014;Â&#x201D;Â&#x2039;Â?Â&#x2030; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2026;Â&#x2018;Â?Â&#x2013;Â&#x2039;Â?Â&#x2014;Â&#x2039;Â?Â&#x2030; Â&#x2030;Â&#x17D;Â&#x2018;Â&#x2018;Â?Â&#x203A; Â&#x2021;Â&#x2026;Â&#x2018;Â?Â&#x2018;Â?Â&#x2039;Â&#x2026; Â&#x2018;Â&#x2014;Â&#x2013;Â&#x17D;Â&#x2018;Â&#x2018;Â?ÇĄ Â&#x2026;Â&#x2018;Â&#x2022;Â&#x2013; Â&#x2026;Â&#x2018;Â?Â&#x2013;Â&#x201D;Â&#x2018;Â&#x17D; Â&#x2039;Â&#x2022; Â?Â&#x2021;Â&#x203A; Â&#x192;Â&#x2022; Â&#x201E;Â&#x2014;Â&#x2020;Â&#x2030;Â&#x2021;Â&#x2013;Â&#x2022; Â&#x2030;Â&#x2021;Â&#x2013; Â&#x2013;Â&#x2039;Â&#x2030;Â&#x160;Â&#x2013;Â&#x2021;Â&#x201D; Â&#x192;Â?Â&#x2020; Â&#x2021;Â&#x2DC;Â&#x2021;Â&#x201D;Â&#x203A;Â&#x2018;Â?Â&#x2021; Â&#x2022;Â&#x2013;Â&#x201D;Â&#x2039;Â&#x2DC;Â&#x2021;Â&#x2022; Â&#x2013;Â&#x2018; Â&#x201E;Â&#x2021; Â&#x17D;Â&#x2021;Â&#x192;Â?Â&#x2021;Â&#x201D; Â&#x192;Â?Â&#x2020; Â&#x2021;Â&#x2C6;Ď?Â&#x2039;Â&#x2026;Â&#x2039;Â&#x2021;Â?Â&#x2013;Ç¤ Â&#x17D;Â&#x2021;Â&#x192;Â&#x2020;Â&#x2021;Â&#x201D;Â&#x2022; Â?Â&#x2021;Â&#x2021;Â&#x2020; Â&#x2013;Â&#x2018; Â&#x2039;Â&#x17D;Â&#x17D;Â&#x2014;Â&#x2022;Â&#x2013;Â&#x201D;Â&#x192;Â&#x2013;Â&#x2021; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2026;Â&#x2018;Â&#x2022;Â&#x2013;ÇŚÂ&#x2022;Â&#x192;Â&#x2DC;Â&#x2039;Â?Â&#x2030; Â&#x192;Â?Â&#x2020; Â&#x201E;Â&#x2014;Â&#x2022;Â&#x2039;Â?Â&#x2021;Â&#x2022;Â&#x2022; Â&#x2030;Â&#x192;Â&#x2039;Â?Â&#x2022; Â&#x2C6;Â&#x201D;Â&#x2018;Â? Â&#x192;Â?Â&#x2020; Â?Â&#x2021;Â&#x2021;Â&#x2020; Â&#x2013;Â&#x2018; Â&#x2018;Â?Â&#x17D;Â&#x203A; Â&#x160;Â&#x2039;Â&#x2030;Â&#x160;Â&#x17D;Â&#x2039;Â&#x2030;Â&#x160;Â&#x2013; Â&#x2039;Â&#x2013;Â&#x2022; Â&#x2030;Â&#x201D;Â&#x2018;Â&#x2122;Â&#x2039;Â?Â&#x2030; Â&#x2019;Â&#x2018;Â&#x2019;Â&#x2014;Â&#x17D;Â&#x192;Â&#x201D;Â&#x2039;Â&#x2013;Â&#x203A; Â&#x192;Â&#x2022; Â&#x2019;Â&#x201D;Â&#x2018;Â&#x2018;Â&#x2C6;Ç¤Çł

Â&#x2C6; Â&#x2013;Â&#x160;Â&#x2021; Â&#x201D;Â&#x2021;Â&#x2026;Â&#x2021;Â?Â&#x2013; Â&#x2039;Â?Â&#x2020;Â&#x2014;Â&#x2022;Â&#x2013;Â&#x201D;Â&#x203A; Â&#x2022;Â&#x2014;Â&#x201D;Â&#x2DC;Â&#x2021;Â&#x203A;Â&#x2022; Â&#x192;Â&#x201D;Â&#x2021; Â&#x192;Â?Â&#x203A;Â&#x2013;Â&#x160;Â&#x2039;Â?Â&#x2030; Â&#x2013;Â&#x2018; Â&#x2030;Â&#x2018; Â&#x201E;Â&#x203A;ÇĄ Â&#x2013;Â&#x160;Â&#x2021;Â&#x201D;Â&#x2021; Â&#x2039;Â&#x2022; Â&#x201E;Â&#x2039;Â&#x2030; Â&#x2026;Â&#x160;Â&#x2014;Â?Â? Â&#x2018;Â&#x2C6; Â&#x2021;Â?Â&#x2013;Â&#x2021;Â&#x201D;Â&#x2019;Â&#x201D;Â&#x2039;Â&#x2022;Â&#x2021;Â&#x2022; Â&#x2039;Â? Â&#x2013;Â&#x160;Â&#x2021; Â&#x2039;Â&#x2020;Â&#x2020;Â&#x17D;Â&#x2021; Â&#x192;Â&#x2022;Â&#x2013; Â&#x2019;Â&#x17D;Â&#x192;Â?Â?Â&#x2039;Â?Â&#x2030; Â&#x2013;Â&#x2018; Â&#x2039;Â?Â&#x2019;Â&#x17D;Â&#x2021;Â?Â&#x2021;Â?Â&#x2013; Â&#x2122;Â&#x2039;Â&#x2013;Â&#x160;Â&#x2039;Â? Â&#x2013;Â&#x160;Â&#x2021; Â?Â&#x2021;Â&#x161;Â&#x2013; Â&#x2013;Â&#x2122;Â&#x2018; Â&#x2013;Â&#x2018; Â&#x2013;Â&#x160;Â&#x201D;Â&#x2021;Â&#x2021; years, Â enticed Â by Â the Â productivity Â gains Â Â&#x192;Â?Â&#x2020; Â&#x2039;Â?Â&#x2019;Â&#x201D;Â&#x2018;Â&#x2DC;Â&#x2021;Â&#x2020; Â&#x201D;Â&#x2021;Â&#x2022;Â&#x2019;Â&#x2018;Â?Â&#x2022;Â&#x2021; Â&#x2013;Â&#x2039;Â?Â&#x2021;Â&#x2022;Ç¤ Â&#x2018;Â&#x2014; Â&#x2026;Â&#x192;Â? Â&#x2018;Â?Â&#x17D;Â&#x203A; Â&#x2039;Â&#x2030;Â?Â&#x2018;Â&#x201D;Â&#x2021; Â&#x192;Â&#x2013; Â&#x203A;Â&#x2018;Â&#x2014;Â&#x201D; Â&#x2018;Â&#x2122;Â? Â&#x2019;Â&#x2021;Â&#x201D;Â&#x2039;Â&#x17D;Ç¤

thereâ&#x20AC;&#x2122;s only one to manage. Likewise, since all communications run through the Internet, you wonâ&#x20AC;&#x2122;t have to diagnose and distinguish between problems with a data or phone network--or worry about esoteric phone equipment.

is essential. Rather than separately backing up email, instant messaging, faxes, voicemails, and documents, a unified communications system will let you set up one solution that backs up and archives everything.

3. Users spend less time dealing with separate programs. While users need to be trained on the UC system, accessing all correspondence in one inbox will make their lives easier. For example, rather than opening an email, printing the results, and faxing them to send an order to a vendor, they can print the email directly to a fax server. Theyâ&#x20AC;&#x2122;ll be able to listen to voicemail messages on any computer and forward them to other team members as easily as forwarding an email.

5. Your users will become more agile, and better able to respond. Since users can access a UC system via Web browser, they can work from their desk, a smartphone, a wireless device, and nearly any computer. Location-aware services will allow other users to reach team members whether theyâ&#x20AC;&#x2122;re working at home, on the road, or at a customerâ&#x20AC;&#x2122;s location. Implementing unified communications takes research, planning, work, and training, but done carefully, the end result is worthwhile. Advances in integration of data and voice systems, as well as management interfaces, make it increasingly attractive.

Rock Murain, Director-Strategic Solutions, Alcatel-Lucent Enterprise

4. Backing up and archiving is much easier. Given the many regulatory requirements for ensuring that emails, instant messages, and faxes are securely stored and archived, a backup and archiving system

Â&#x2122;Â&#x2122;Â&#x2122;Ç¤Â&#x2026;Â?Â?Â&#x2021;Â&#x2018;Â?Â&#x17D;Â&#x2039;Â?Â&#x2021;Ç¤Â&#x2026;Â&#x2018;Â?

CLOUD MEETS

BIG DATA Learn more at www.EMC.com

EMC2, EMC, the EMC logo, and where information lives are registered trademarks or trademarks of EMC Corporation in the United States and other countries. ÂŠ Copyright 2011 EMC Corporation. All rights reserved.

StorageAdvisor

IN ASSOCIATION WITH

STORAGE ADVISOR Working with legacy systems

Old but worthy Companies can work to ensure they get productivity from their existing storage investments, but this would have to be done in a proactive manner.

t is all great for the average vendor, with the latest products, to rain scorn on anything that was launched six months before the latest invention. And it is all wonderful that the newest solution on the block could prove to be the panacea for troubles that have been plaguing the CIO. That’s all great – but the truth of the matter is that most organisations have to contend with shrinking budgets, and often have to do with the legacy systems that they have already invested in. In other words, they have to stretch the life expectancy of the infrastructure, and this happens in storage solutions as often as it does anywhere else. “Enterprises today spend as much as three times managing the storage infrastructure than the actual cost of the

Computer News Middle East

MARCH 2012

storage investment. This is mainly because they leverage only 10% -‐ 15% of features available on their enterprise storage systems. The productivity of a storage system can be measured by examining its utilisation (capacity and performance), as well as how easy it is to setup and manage,” says Muhammad Salama, technology consultants manager at EMC UAE. “For too many enterprises in the Middle East, storage resources are going to waste. Sometimes it seems capacity is rarely in the right place when it is needed most. Disks that are captive to some servers may go under-‐ utilised, while other servers can frequently run of out space. In environments with so ϐ ǡ ϐ forecasting and planning for storage growth. Problems can be further exacerbated because adding or redeploying disks drives can often

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be accompanied by down time,” says Basil Ayass, enterprise product manager at Dell Middle East. Struggling with achieving higher productivity out of existing systems can be complicated by the growing volumes of data that organisations have to contend with. Says Salama “The biggest challenge that almost every organisation faces today is the exponential growth rate, year over year, of the amount of information they have to manage. Just to put the scale of this problem into perspective, analyst IDC predicts that during the next decade, the amount of information IT organisations will have to deal with will grow 44 times with more than 80% of it being unstructured information while, during the same period, the number of skilled resources to manage this information will increase by no more than 50%.”

For too many enterprises in the Middle East, storage resources are going to waste. Sometimes it seems capacity is rarely in the right place when it is needed most. Disks that are captive to some servers may go under-utilised, while other servers can frequently run of out space.” resources today are wasted on just keeping the lights on, while less than 30% is available for innovation and new initiatives that could bring true value to the business.”

He continues, “So, are the data centres of today ready to cope with this tremendous growth? Absolutely not! When we look at the way those data centres were built, with isolated silos of incompatible infrastructure, components centered around individual projects or business units, we immediately realise that they are ǡ ϐ with this type of growth. As a matter of fact, more than 70% of the budgets and

Changing the pattern Despite what might appear to be a gloomy predicament, organisations can still do a lot internally in order to capitalise on their existing investments. “We recommend IT departments to have proactive planning sessions with internal IT customers and user groups well ahead in time. This allows enterprise IT managers to plan ahead and map out methods of extracting incremental value from existing investments. Often, new business units, new products and new processes within the organisation put IT departments on a back-‐ foot. This puts existing infrastructure plans ǡ ϐ Ǧ ϐ ǡ un-‐scalable infrastructure. Proactive capacity planning, trend analysis and optimisation processes are the key,” says Salama. Ayass adds, “Traditional storage area networks (SANs), built on mainframe-‐ ǡ ǯ ϐ or scalable enough to handle changing business needs and rapid data growth. IT departments have tended either to

Enterprises today spend as much as three times managing the storage infrastructure than the actual cost of the storage investment. This is mainly because they leverage only 10% - 15% of features available on their enterprise storage systems.” www.cnmeonline.com

over-‐ or under-‐estimate required capacity, resulting respectively in excessive up-‐front expenditure, or awkward and time-‐ consuming upgrades later. Either way, it’s simply not cost-‐effective.” “What’s needed is an intelligent ϐ and in real time to users’ needs, within an architecture that can accommodate ϐ changes,” he states. Salama adds, “To realise the full potential and improve productivity from storage infrastructure investments we recommend using feature such as virtual provisioning, de-‐duplication and compression, and fully automated storage tiering (FAST). Virtual provisioning reduces storage administration effort while maximising storage resource utilisation without impacting performance of business applications. Intelligent de-‐ duplication and compression is also best used on data backup and archival systems to further rationalise storage investments. De-‐duplication and compression on primary storage also helps delay storage purchases whilst highly utilising existing investments in a company.” FAST lowers overall cost, while simplifying management of storage infrastructure. EMC’s FAST technology automates the dynamic allocation and relocation of data across storage tiers based on the changing storage performance requirements of applications. FAST helps ϐ Ǧ Ǧ box tiered storage by optimising cost and performance requirements to put the right data, on the right tier, at the right time,” adds Salama.

MARCH 2012

Computer News Middle East

STORAGE ADVISOR Working with legacy systems

Alternate options Apart from looking to capitalise on existing storage options, organisations can look into innovative ways of data storage as well, including the likes of cloud storage. “If we’re talking about information retrieval and not about instant access to information, external storage is also an option. However, given the nature of this type

of storage, advanced encryption mechanisms should be set in place in order to mitigate the damage in case of loss or theft,” points out from BitDefender. Whether the organisation of today decided to work its existing systems in order to gain more from them, whether it takes the plunge and chooses a partner in a managed service provider, or even if it goes all out for

cloud storage, the truth is that productivity on storage systems has to be continually monitored, and best practices used wisely in order to gain more from the investment on an on-‐going basis. The growing data deluge has little time ϐ ǡ ϐ the receiving end of market forces.

centre everything needs to see everything. Changes happen minute by minute, sometimes automatically, and not driven by humans. As a consequence, the storage environment needs to be flexible enough to adapt to those changes without a major upgrade or outage. This is being driven by scale-out application processing, server virtualisation and document collaboration, as well as the overall growth in file systems. The rapid pace of change, compounded by the realities of cost containment, means that maintaining simplicity in the storage system becomes a critical feature. One of the most efficient means of simplification is to reduce the amount of variables being managed to one. In this case that variable is the storage system. To develop a single system that can still scale to meet the capacity and performance needs of the data centre requires a shift in architectures to one that matches the rest of the data centre. A scale-out model is well suited to meet this challenge.

Scale-out models are now dominant in the data centre. Application processing has long since mastered the art of leveraging multiple processors and now extends across multiple servers. Data in the high performance computing space will have dozens or more servers processing the same data simultaneously. This data is not always contained in a database, it’s often a series of files that must be processed rapidly to determine a result. Server virtualisation, to be truly effective, requires that VMs sometimes be moved between physical hosts to increase availability or balance resource utilisation. These examples have the inverse storage demands to the demands that legacy storage was designed to address. Instead of creating walls between servers the goal in scaleout application architectures or the virtual server environment is to have all servers in the same open space, each able to access each other’s virtual machines as needed.

A STORAGE HISTORY

The legacy storage system was typically a dual-controller storage array or single NAS head designed to service a databaseheavy environment with some file sharing. While classified as legacy it can also still be considered the default storage system choice. When legacy storage was new, processors were expensive and storage software wasn’t scalable. It was simpler to design software to support a single controller or NAS head with a redundant backup than it was to design a system that used multiple controllers simultaneously. Legacy storage systems that were used in this fixed, monolithic application and storage environment were complex to configure, monitor and change. However, because of the fixed nature of the environment, once the initial implementation was done there were seldom changes to it. While those changes, when they did occur, required a herculean effort to implement, they were infrequent enough that the tasks could be completed. When legacy environments needed to be upgraded it was relatively simple to just add another separate storage system. Nothing was really shared anyway. The process of managing two separate systems was not much more complex than the complexity of managing a single system. The legacy storage architecture of monolithic systems is a poor match for the data centre reality of today. Storage systems need to evolve to handle the “distributed everything” world of today. The modern storage environment In the modern, virtualised and collaborative data

Computer News Middle East

MARCH 2012

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Learn how real-time collaboration can improve your business at avaya.com/thepowerofwe.

Learn more at www.EMC.com

SecurityAdvisor

SECURITY ADVISOR SIEM

Working to be stronger Many companies in the Middle East are missing out by not gaining valuable intelligence from threats. Security information and event management (SIEM) has arisen on the enterprise scene as the latest must-have in not only protecting your business environment, but providing you with tools to analyse each threat. Ben Rossi dissects the ins and outs of SIEM.

ϐ how many organisations in the Middle East are engaging in active SIEM, it’s no easy feat. Companies are notoriously, and understandably, reluctant to reveal any information about their security environments. As a result, when industry experts are quizzed on the subject, answers are quite varied.

Computer News Middle East

MARCH 2012

“Around 25% and that will double this year,” says Jude Pereira, MD at Nanjgel Solutions. Bulent Teksoz, chief security strategist at Symantec, reckons more. “I think most of them right now either have a project running now or are thinking about running it,” he says. Simon Carvalho, principal security architect at Paramount, draws upon the

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ǯ ϐ Ǥ ϐ introduce the concept of SIEM to the market in 2005 and in the last seven years has done around 30-‐35 implementations. “I would say there have been about 150 SIEM implementations in organisations from the Middle East. In terms of the number of organisations that have engaged in a true

active SIEM in the right manner, I would say probably only a handful, very low – less than 5%,” he says. Explosion SIEM’s name derives from the convergence of the formerly disparate products of security information management (SIM) and security event management (SEM). “It’s a centralised security monitoring technology where you can have all threats ϐ Ǥ SIEM you can rely on the single platform to understand your threat risks and security levels at any given time,” Pereira says Nicolai Solling, director of technology services at helpAG ME, refers to the “explosion” of security devices and solutions in the last few years leading to the necessity of SIEM to control the increase in “events”.

Jude Pereira, MD at Nanjgel Solutions

ǲ ϐ care of network security and maybe an antivirus for the clients. But on top of that, today, we have things like IPS, quality of service devices and network access control devices,” Solling says. “As we saw an explosion in all of these devices, we also had an explosion in the number of events. Each of these devices would feed in information and say, we have a problem. The security team needs to react to these. A SIEM solution is very important because it takes those events and analyses them based on the risks they present to the enterprise,” he adds. Carvalho says SIEM provides insight into threats before, during and after an attack takes place. “A lot of organisations in the Middle East invest a lot in security infrastructure, but unfortunately nobody is looking at the Ǥ ϐ generate 10 to 20 thousand lines of logs. It is manually not possible for a human being to sit and look at these,” he says. “So if your organisation is going to be under attack, SIEM can give you a heads up on that. It gives you the ability to understand when an attack is going to happen. An effective SIEM solution also has the capability to give you real-‐time information when an attack is happening. It tells you in real time how you were attacked, what is being attacked and what the impact is. A SIEM solution also makes it possible to investigate and understand what exactly happened during an attack. SIEM makes it possible to investigate exactly what happen after an attack occurs.

A lot of organisations in the Middle East invest a lot in security infrastructure, but unfortunately nobody is looking at the logs. On a typical day a typical firewall will generate 10 to 20 thousand lines of logs. It is manually not possible for a human being to sit and look at these.”

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Justin Doo, security practice director at Symantec MENA

Basic requirements Before starting out on a SIEM implementation, a company’s current security environment does not require much more than a basic existing infrastructure. “Most enterprises have already invested ϐ a security perspective. The idea of a good SIEM is that it should be able to utilise the right technology that’s already within the business,” says Justin Doo, security practice director at Symantec MENA. ǲ ϐ ǡ ǡ ǡ

ǡ ϐ basic things that need to be there before embarking on SIEM,” Carvalho says. Solling refers to these as “bread and butter” security requirements. “There’s no need to look at a SIEM solution if you haven’t matured as a security organisation already,” he adds. Once all the security requirements are in place, it is time to choose a vendor. Pereira provides some insight into who the major vendors of SIEM are and what he believes they offer. ǲ ϐ vendors, and then three more that are kind of jack-‐of-‐all, master-‐of-‐none. The vendors are very close, but each one is unique based on the concept, the architecture or where it started from. The top vendors in the SIEM

MARCH 2012

Computer News Middle East

SECURITY ADVISOR SIEM

space are RSA, Arcsight, NitroSecurity, Log Logic and Q1 Labs,” Pereira says. “When you look at Log Logic, the name itself is an indicator of what they are, which is pioneers in log management. But in order to enter the SIEM space they needed some events management – so I would say they give customers 80% in log management and 20% in SIM. Nitro, on the other hand, are trying to become 50% SIM and 50% log, but they’re still not quite there. I would say Arcsight, Q1 Labs and RSA are the guys that have nearly got it right,” he adds. Solling expands on the varying offerings of SIEM solutions from vendors. “There are different levels of SIEM. There are companies that are just focused on log management who are now rebranding themselves as a SIEM solution providers, which is correct that they correlate logs and understand logs from different kinds of devices.However, they’re not necessarily a SIEM solution in the sense that they can add intelligence to how to react and report on a ϐ ǡǳ Ǥ Selection With different vendors offering different ǡ ϐ choose the right solution for their business. Pereira says the lack of understanding

Simon Carvalho, principal security architect at Paramount

Computer News Middle East

MARCH 2012

organisations have on the subject of SIEM can lead to them making the wrong decision. “Since the customer is not educated enough to understand and to qualify the vendor, he ends up going into, say, Axel Ops or EIQ Networks, which at the end of the day are not really correlation management tools. Since they can do a bit of security they convince a customer on that, and it’s only later that the customer realises that they’ve lost the value of SIEM,” he says. All of the industry experts questioned on ϐ do when choosing a SIEM vendor is to set down the objectives of what they want to achieve and expect from the solution. “If your initiatives are purely compliance based then there are several SIEM solutions

Bulent Teksoz, chief security strategist at Symantec

A lot of organisations in the Middle East invest a lot in security infrastructures, but unfortunately nobody is looking at the logs. On a typical day a typical firewall will generate 10 to 20 thousand lines of logs. It is manually not possible for a human being to sit and look at these.” that can do that. If your objectives are to enhance existing security operations then there are fewer solutions that can do that,” Carvalho says. ǲ ϐ time and money you can devote to the SIEM. There are some SIEM solutions that require you to have a lot of people dedicated, and some that can be managed with just one of two people. Also, a lot of time it makes sense to go for a solution from a vendor that you already have products from. Finally, all organisations should do a proof of concept before they buy a SIEM solution. They have to do trial, pilot and test what the best solution is,” he adds. Doo says it is important to examine the track record and also training offerings of vendors. “You should look at how each vendor has evidenced success in similar implementations in the region or vertical

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markets similar to the one you are in. Then, since building a team internally is integral to getting the most out of the solution, for me the vendor should be able to help train those teams in terms of identifying possible organisational structures, and how to respond to and help rate critical incidents,” he says. It is this “team” that is constantly emphasised in discussions with our SIEM experts as the most important aspect of making the solution successful, and the most common pitfall in failed implementations. “It’s one thing to have a SIEM deployed, but it’s another to actually derive all of the information out of it. You need trained people that understand what it is they’re seeing and to benchmark that against the risk within the business. That is something that has traditionally been harder to achieve in the local market,” Doo says.

SECURITY ADVISOR SIEM

“People play a very important role. In order for companies to derive maximum ϐ people, because at the end of the day these are the people that are managing the solution and taking action from what the solution tells you. Human action is a necessity,” Teksoz adds. Pereira believes that a lack of training will create further issues for organisations ϐ from SIEM. “The challenge is to be able to educate the customer. Often they are not trained enough to understand the technology and the engineers just say, that’s not the right way or let’s not do this thing, which can lead to problems,” he says. Phased approach In terms of best practices, Carvalho says

Waseem Hattar, operations security manager at eHDF

implementing in stages is essential to get the most out of SIEM. “Start small and grow as you see success. Start off with basic use cases that address your pinpoints and then try to integrate all the devices. Some organisations try to start off with everything and they end up getting lost. Get the main 20 to 50 pinpoints down and then address the next pinpoints in further stages,” he says. “Any organisation looking to deploy SIEM has to integrate all devices under SIEM, but typically it is not possible for logistical reasons. Typically a medium sized organisation in the Middle East would have between 300 and 500 devices, so you should ϐ ǡ servers, databases and operating systems. Then do things like business applications – it is very important to integrate these because that’s where you get the real value out of SIEM,” he adds. Whilst undoubtedly requiring a lot of invested work and time for an organisation, if all devices are not integrated and all logs not collected, it will be a “wasted” solution, Carvalho says. “Many organisations try to be stingy in SIEM and only want to collect certain important logs, but the problem with that is once you start collecting and analysing you won’t know what’s important. When the time of an investigation comes after an attack and you realise you weren’t collecting the right logs, then it will be a wasted process,” he says. “You can’t make a SIEM solution better than the data it receives -‐ you have to have support from the different departments

within the IT infrastructure -‐ your server side, security side and client side. You need to make sure that you correlate information from everything,” Solling says. Waseem Hattar, operations security manager at eHDF (eHosting DataFort), adds that companies must be prepared to completely commit to SIEM, as the costs and efforts to make it work will be high. “The main challenge is the cost that can be very high even without management and engineering costs. Enterprises also need to remain updated with the current attacks and need to have a deep insight on creating alert rules on the system. If alerts are not generated, the SIEM system will only log data and archive the logs without any assessment,” Hattar concludes.

Source: Source: Gartner (2011)

BY THE NUMBERS

Nicolai Solling, director of technology service at help AG ME

$858m

$987m

15%

80%

Cost of SIEM market at the beginning of 2010

Cost of SIEM market at the end of 2010

Growth rate of SIEM market during 2010

Amount of initial deployments in North America funded to close a compliance gap

Computer News Middle East

MARCH 2012

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TELECOMS WORLD Backhaul

More on the air With the advent of 4G, operators are being forced to revamp their backhaul strategies, or risk being left behind.

obile operators in the region are faced with key challenges that are driving the need for more bandwidth to the end-‐user devices. This includes enhancing coverage spanning dense urban, suburban and rural areas, and in markets like the Middle East where pre-‐paid services are dominant, value-‐ added data services need to be geared to lower-‐speed bandwidth. Another challenge is that potential exponential ϐ are enabled will not necessarily translate into higher data average revenue per user, and network OPEX will need to be carefully contained so that it does not ϐ demand growth. The combination of these challenges means that operators need to offer scalable bandwidth but at tariff schedules that ϐ Ǧ

Computer News Middle East

MARCH 2012

Graham Owen, regional sales director, MEA & Turkey, Cambium Networks

ϐ Ǥ bandwidth in backhaul, operators will not be able to balance OPEX and CAPEX, and could

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ϐ Ǧ of being able to offer new multimedia-‐rich wireless services because of incremental bandwidth constraints. "Without such a transformation of the wireless backhaul, the promise of 3.5G and 4G systems such as LTE will not be feasible. The emergence of bandwidth-‐hungry devices such as Apple's 3G iPhone and Google's Android-‐operating system-‐based devices means that mobile operators need to begin the transformation to NGN in the backhaul urgently in order to avoid being branded as obsolete," says Bill Rojas, research director for IDC. . IDC believes that in order to support high-‐speed wireless services, operators will need to build scalable all-‐IP backhaul which ϐ in the urban centres, as well as microwave backhaul and long-‐haul dense wavelength division multiplexing (LH DWDM). The implication of the exponential ϐ backhaul is daunting. “Mobile networks need to be prepared for large surges in data Ǥ ϐ increase and drive network investments, mobile operators are faced with the challenge of optimising their investment in mobile

technologies Â including Â backhaul,â&#x20AC;? Â says Â Hilal Â Halaoui, Â partner Â with Â Booz Â & Â Company. Johan Â Martensson, Â chief Â network Â solutions Â lead, Â Ericsson, Â offers Â a Â similar Â perspective: Â â&#x20AC;&#x153;As Â the Â offered Â peak Â capacities Â increase Â in Â WCDMA/HSPA Â and Â with Â the Â introduction Â of Â LTE Â â&#x20AC;&#x201C; Â the Â backhaul Â must Â be Â upgraded Â accordingly. Â Â Microwave Â technology Â handles Â the Â increased Â capacity Â in Â the Â Last Â Â&#x2039;Â&#x17D;Â&#x2021;Ç¤ Â&#x160;Â&#x2021;Â&#x201D;Â&#x2021; Â&#x2122;Â&#x2039;Â&#x17D;Â&#x17D; Â&#x201E;Â&#x2021; Â&#x192;Â? Â&#x2039;Â?Â&#x2026;Â&#x201D;Â&#x2021;Â&#x192;Â&#x2022;Â&#x2021;Â&#x2020; Â?Â&#x2021;Â&#x2021;Â&#x2020; Â&#x2018;Â&#x2C6; Ď?Â&#x2039;Â&#x201E;Â&#x201D;Â&#x2021; in Â the Â backhaul Â networks Â but Â not Â necessarily Â all Â the Â way Â to Â the Â base Â stations.â&#x20AC;? Today, Â much Â of Â the Â backhaul Â discussions Â centre Â around Â microwave, Â which Â has Â played Â a Â prominent Â role Â in Â mobile Â backhaul Â representing Â nearly Â 50% Â of Â global Â backhaul Â deployments Â historically. Â Now, Â the Â question Â is Â what Â will Â be Â the Â impact Â of Â 4G Â technologies Â on Â microwave Â backhaul. Â Â Â â&#x20AC;&#x153;If Â LTE Â and Â 4G Â were Â to Â evolve Â using Â mainly Â macro Â cell Â network Â

Hilal Halaoui, partner, Booz & Company

access Â architectures, Â as Â was Â the Â norm Â in Â the Â past Â decade Â for Â 2G Â and Â 3G Â rollouts, Â then Â we Â would Â probably Â see Â a Â slow Â and Â steady Â decline Â in Â the Â use Â of Â microwave Â radio Â technology Â for Â Â&#x201E;Â&#x192;Â&#x2026;Â?Â&#x160;Â&#x192;Â&#x2014;Â&#x17D;ÇĄ Â&#x2022;Â&#x2039;Â?Â&#x2026;Â&#x2021; Â&#x2013;Â&#x160;Â&#x2021; Â&#x201E;Â&#x2014;Â&#x2022;Â&#x2039;Â?Â&#x2021;Â&#x2022;Â&#x2022; Â&#x2026;Â&#x192;Â&#x2022;Â&#x2021; Â&#x2C6;Â&#x2018;Â&#x201D; Ď?Â&#x2039;Â&#x201E;Â&#x2021;Â&#x201D; build-Ââ&#x20AC;?outs Â to Â the Â macro-Ââ&#x20AC;?cell Â become Â stronger Â Â&#x192;Â&#x2022; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2013;Â&#x201D;Â&#x192;Â&#x2C6;Ď?Â&#x2039;Â&#x2026; Â&#x2039;Â?Â&#x2026;Â&#x201D;Â&#x2021;Â&#x192;Â&#x2022;Â&#x2021;Â&#x2022;ÇĄÇł Â&#x2022;Â&#x192;Â&#x203A;Â&#x2022; Â&#x192;Â&#x192;Â&#x2020; Â&#x160;Â&#x192;Â?ÇĄ regional Â marketing Â director Â for Â Ciena. Â Â Graham Â Owen, Â regional Â sales Â director Â of Â Cambium Â Networks, Â says Â LTE Â and Â 4G Â will Â have Â no Â negative Â impact Â on Â microwave Â radio Â backhaul. Â â&#x20AC;&#x153;In Â the Â future Â backhaul Â systems Â designed Â to Â support Â LTE Â will Â have Â to Â focus Â more Â on Â higher Â capacities Â and Â lower Â latencies. Â It Â is Â important Â that Â each Â operator Â look Â at Â backhauling Â as Â an Â individual Â merit. Â Excessive Â interference Â can Â take Â down Â a Â backhaul Â link. Â It Â is Â imperative Â that Â the Â backhaul Â solution Â be Â engineered Â to Â mitigate Â interference Â as Â much Â as Â possible.â&#x20AC;? Â&#x2013; Â&#x192; Â&#x2013;Â&#x2039;Â?Â&#x2021; Â&#x2122;Â&#x160;Â&#x2021;Â? Â&#x2020;Â&#x192;Â&#x2013;Â&#x192; Â&#x2013;Â&#x201D;Â&#x192;Â&#x2C6;Ď?Â&#x2039;Â&#x2026; Â&#x2039;Â&#x2022; Â&#x2021;Â&#x161;Â&#x2019;Â&#x17D;Â&#x2018;Â&#x2020;Â&#x2039;Â?Â&#x2030;ÇĄ having Â a Â right Â backhaul Â strategy Â is Â a Â matter Â of Â survival Â for Â mobile Â operators. Â An Â operator Â could Â deploy Â a Â state-Ââ&#x20AC;?of-Ââ&#x20AC;?the-Ââ&#x20AC;?art Â access Â Â?Â&#x2021;Â&#x2013;Â&#x2122;Â&#x2018;Â&#x201D;Â?ÇĄ Â&#x203A;Â&#x2021;Â&#x2013; Â?Â&#x2018;Â&#x2013; Â&#x201E;Â&#x2021;Â?Â&#x2021;Ď?Â&#x2039;Â&#x2013; Â&#x2C6;Â&#x201D;Â&#x2018;Â? Â&#x2039;Â&#x2013;Â&#x2022; Â&#x2C6;Â&#x2014;Â&#x17D;Â&#x17D; Â&#x2019;Â&#x2018;Â&#x2013;Â&#x2021;Â?Â&#x2013;Â&#x2039;Â&#x192;Â&#x17D; if Â it Â compromises Â on Â the Â backhaul Â technology. Â â&#x20AC;&#x153;The Â selection Â of Â backhaul Â technologies Â needs Â to Â be Â an Â integral Â part Â of Â what Â the Â operator Â plans Â to Â deliver Â through Â the Â network. Â Â&#x160;Â&#x2039;Â&#x17D;Â&#x2021; Ď?Â&#x2039;Â&#x201E;Â&#x201D;Â&#x2021; Â&#x2026;Â&#x2018;Â&#x2014;Â&#x17D;Â&#x2020; Â&#x201E;Â&#x2021; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2018;Â&#x2019;Â&#x2013;Â&#x2039;Â?Â&#x192;Â&#x17D; Â&#x201E;Â&#x192;Â&#x2026;Â?Â&#x160;Â&#x192;Â&#x2014;Â&#x17D; technology Â from Â a Â performance Â perspective, Â several Â factors Â need Â to Â be Â considered Â when Â developing Â a Â backhaul Â strategy Â including Â existing Â technologies, Â cost Â (capital Â and Â Â&#x2018;Â&#x2019;Â&#x2021;Â&#x201D;Â&#x192;Â&#x2013;Â&#x2039;Â?Â&#x2030; Â&#x2021;Â&#x161;Â&#x2019;Â&#x2021;Â?Â&#x2020;Â&#x2039;Â&#x2013;Â&#x2014;Â&#x201D;Â&#x2021;Â&#x2022;Č&#x152;ÇĄ Â&#x2013;Â&#x201D;Â&#x192;Â&#x2C6;Ď?Â&#x2039;Â&#x2026; Â&#x2030;Â&#x201D;Â&#x2018;Â&#x2122;Â&#x2013;Â&#x160;ÇĄ Â&#x2014;Â&#x2022;Â&#x2021;Â&#x201D; Â&#x2019;Â&#x201D;Â&#x2018;Ď?Â&#x2039;Â&#x17D;Â&#x2021;Â&#x2022;ÇĄ Â&#x192;Â?Â&#x2018;Â?Â&#x2030; Â&#x2018;Â&#x2013;Â&#x160;Â&#x2021;Â&#x201D;Â&#x2022;ÇĄÇł Â&#x2022;Â&#x192;Â&#x203A;Â&#x2022; Â&#x192;Â&#x17D;Â&#x192;Â&#x2018;Â&#x2014;Â&#x2039;Ç¤ Meanwhile, Â the Â concept Â of Â operators Â to Â share Â backhaul Â facilities Â is Â also Â gaining Â

In the future backhaul systems designed to support LTE will have to focus more on higher capacities and lower latencies. It is important that each operator look at backhauling as an individual merit. Excessive interference can take down a backhaul link. It is imperative that the backhaul solution be engineered to mitigate interference as much as possible.â&#x20AC;? www.cnmeonline.com

Johan Martensson, Chief Network Solutions Lead, Ericsson

traction. Â â&#x20AC;&#x153;It Â is Â getting Â more Â and Â more Â popular Â to Â look Â at Â different Â sharing Â possibilities Â to Â reduce Â Capex Â and Â Opex. Â Â Different Â parts Â of Â the Â network Â can Â be Â shared Â and Â several Â business Â models Â can Â be Â used Â for Â sharing. Â Â Â The Â most Â straight Â forward Â type Â of Â network Â sharing Â is Â probably Â site Â and Â cackhaul Â sharing. Â Â Â Since Â site Â and Â backhaul Â is Â less Â business Â sensitive Â than Â radio Â or Â core Â but Â still Â constitutes Â a Â fair Â amount Â of Â the Â network Â cost Â site Â and Â backhaul Â sharing Â is Â a Â natural Â interest Â area Â of Â mobile Â operators,â&#x20AC;? Â says Â Martensson Â from Â Ericsson. Â&#x160;Â&#x2039;Â&#x17D;Â&#x2021; Â&#x2026;Â&#x192;Â&#x2019;Â&#x192;Â&#x2026;Â&#x2039;Â&#x2013;Â&#x203A; Â&#x2022;Â&#x160;Â&#x192;Â&#x201D;Â&#x2039;Â?Â&#x2030; Â&#x2018;Â? Ď?Â&#x2039;Â&#x201E;Â&#x201D;Â&#x2021; Â&#x2039;Â&#x2022; Â&#x2DC;Â&#x2021;Â&#x201D;Â&#x203A; common, Â and Â most Â countries Â looking Â at Â Ď?Â&#x2039;Â&#x201E;Â&#x201D;Â&#x2021; Â?Â&#x2021;Â&#x2013;Â&#x2122;Â&#x2018;Â&#x201D;Â?Â&#x2022; Â&#x192;Â&#x2013; Â&#x192; Â?Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â?Â&#x192;Â&#x17D; Â&#x17D;Â&#x2021;Â&#x2DC;Â&#x2021;Â&#x17D;ÇĄ Â&#x2122;Â&#x160;Â&#x2021;Â&#x201D;Â&#x2021; one Â network Â is Â shared Â by Â multiple Â service Â providers, Â sharing Â is Â less Â common Â for Â microwave. Â â&#x20AC;&#x153;What Â we Â actually Â observe Â is Â full Â RAN Â (Radio Â Access Â Network) Â sharing Â -Ââ&#x20AC;? Â Microwave Â backhaul Â would Â be Â part Â of Â the Â sharing Â agreement. Â Network Â sharing Â is Â increasing Â in Â popularity, Â especially Â in Â countries Â with Â large Â geographies Â and Â low Â average Â revenue Â per Â user,â&#x20AC;? Â says Â Halaoui. With Â LTE Â just Â around Â the Â corner, Â which Â could Â see Â peak Â capacity Â of Â more Â than Â 100-Ââ&#x20AC;?150 Â Mbps Â per Â cell Â site, Â operators Â who Â choose Â to Â deploy Â LTE Â could Â be Â facing Â huge Â bandwidth Â requirements Â that Â will Â invariably Â put Â enormous Â stress Â on Â the Â existing Â backhaul Â and Â transport Â infrastructure. Â Being Â prepared Â now Â would Â be Â a Â smart Â choice Â for Â the Â players Â involved. Â Â Â Â Â

MARCH 2012

Computer Â News Â Middle Â East

TELECOMS WORLD Broadband networks

Four technologies for faster broadband Speeds in both mobile and fixed networks are set to increase in 2012

number of different technologies are being developed or improved ϐ mobile broadband networks, as operators are preparing to compete with each other ϐ ͵ resolutions, which is expected to happen this year. Broadband speeds have arrived at the point where increasing them is a challenge ϐ as providers move toward offering 3D and other more advanced services. However, there are things that network providers can do, such as merging several links into

Computer News Middle East

MARCH 2012

one connection in both copper and mobile broadband networks. But broadband speed isn't just about the connections in the "last mile." Equipment that connects users to a network, for example, mobile base stations, also needs to be able to keep up and not become a bottle neck. And raw capacity isn't the only way to increase speed -‐-‐ content delivery networks, which push content closer to the user so it can be obtained more quickly, will become more widely used, according to Ericsson. In addition to those advances, these are four network technologies that are likely to become more important in 2011:

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10G GPON The use of PON (passive optical network) ϐ has grown in popularity in the last couple of years, thanks to lower costs compared to ϐ Ǥ technology calls for several households to share the same capacity, which is sent over a ϐ Ǥ Today's systems have an aggregate download capacity of 2.5G bps (bits per second). The move to 10G GPON increases that by a factor of four, hence the name. The technology is also capable of an upstream capacity of 10G bps, which is eight times

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TELECOMS WORLD Broadband networks

faster Â than Â current Â networks. Â The Â increased Â capacity Â can Â either Â be Â used Â to Â handle Â more Â users Â or Â increase Â the Â bandwidth. Besides Â broadband, Â the Â technology Â is Â also Â being Â pitched Â for Â mobile Â backhaul Â use. Í´ The Â DSL Â family Â of Â technologies Â still Â Â&#x2020;Â&#x2018;Â?Â&#x2039;Â?Â&#x192;Â&#x2013;Â&#x2021;Â&#x2022; Â&#x2013;Â&#x160;Â&#x2021; Ď?Â&#x2039;Â&#x161;Â&#x2021;Â&#x2020; Â&#x201E;Â&#x201D;Â&#x2018;Â&#x192;Â&#x2020;Â&#x201E;Â&#x192;Â?Â&#x2020; Â&#x2122;Â&#x2018;Â&#x201D;Â&#x17D;Â&#x2020;Ç¤ Â&#x2018; ensure Â that Â operators Â can Â continue Â to Â use Â their Â copper Â networks, Â network Â equipment Â vendors Â are Â adding Â some Â new Â technologies Â to Â VDSL2 Â to Â increase Â download Â speeds Â to Â several Â hundred Â megabits Â per Â second To Â boost Â DSL Â to Â those Â kinds Â of Â speeds, Â the Â vendors Â are Â using Â a Â number Â Â&#x2018;Â&#x2C6; Â&#x2013;Â&#x2021;Â&#x2026;Â&#x160;Â?Â&#x2018;Â&#x17D;Â&#x2018;Â&#x2030;Â&#x2039;Â&#x2021;Â&#x2022;Ç¤ Â?Â&#x2021; Â&#x2122;Â&#x192;Â&#x203A; Â&#x2039;Â&#x2022; Â&#x2013;Â&#x2018; Â&#x2022;Â&#x2021;Â?Â&#x2020; Â&#x2013;Â&#x201D;Â&#x192;Â&#x2C6;Ď?Â&#x2039;Â&#x2026; over Â several Â copper Â pairs Â at Â the Â same Â time, Â compared Â to Â traditional Â DSL, Â which Â only Â uses Â one Â copper Â pair. Â This Â method Â then Â uses Â a Â technology Â -Ââ&#x20AC;?-Ââ&#x20AC;? Â called Â DSL Â Phantom Â Mode Â by Â Alcatel-Ââ&#x20AC;?Lucent Â and Â Phantom Â DSL Â by Â Nokia Â Siemens Â -Ââ&#x20AC;?-Ââ&#x20AC;? Â that Â can Â create Â a Â third Â virtual Â copper Â pair Â that Â sends Â data Â over Â a Â combination Â of Â two Â physical Â pairs. However, Â the Â use Â of Â these Â technologies Â also Â creates Â crosstalk, Â a Â form Â of Â noise Â that Â degrades Â signal Â quality Â and Â decreases Â bandwidth. Â To Â counteract Â that, Â vendors Â are Â using Â a Â noise-Ââ&#x20AC;?cancelling Â technology Â called Â vectoring. Â It Â works Â the Â same Â way Â as Â noise-Ââ&#x20AC;?cancelling Â headphones, Â continuously Â analysing Â the Â noise Â conditions Â on Â the Â copper Â cables, Â and Â then Â creates Â a Â new Â signal Â to Â cancel Â it Â out, Â according Â to Â Alcatel-Ââ&#x20AC;?Lucent. Just Â like Â 10G Â GPON, Â it Â is Â also Â being Â pitched Â as Â an Â alternative Â for Â mobile Â backhaul. The Â rollout Â of Â LTE Â (Long Â Term Â Evolution) Â is Â now Â under Â way Â globally Â and Â at Â the Â last Â count, Â there Â are Â about Â Â 50 Â LTE Â commercial Â networks Â in Â operation Â now. Â The Â bandwidth Â

and Â coverage Â operators Â can Â offer Â depends Â on Â their Â spectrum Â holdings. LTE Â isn't Â just Â about Â offering Â higher Â speeds Â to Â metropolitan Â areas. Â Take Â Germany Â for Â instance, Â the Â government Â has Â mandated Â Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x2013;Â&#x160;Â&#x2021; Â?Â&#x2018;Â&#x201E;Â&#x2039;Â&#x17D;Â&#x2021; Â&#x2018;Â&#x2019;Â&#x2021;Â&#x201D;Â&#x192;Â&#x2013;Â&#x2018;Â&#x201D;Â&#x2022; Ď?Â&#x2039;Â&#x201D;Â&#x2022;Â&#x2013; Â&#x2014;Â&#x2022;Â&#x2021; Â&#x2013;Â&#x160;Â&#x2021; technology Â to Â offer Â broadband Â to Â rural Â areas. Besides Â higher Â speed Â networks Â LTE Â also Â offers Â lower Â latencies, Â which Â will Â help Â accelerate Â the Â performance Â of Â real-Ââ&#x20AC;?time Â applications Â that Â are Â sensitive Â to Â delays, Â including Â VoIP Â (Voice Â over Â Internet Â Protocol) Â video Â streaming, Â video Â and Â web Â conferencing Â and Â gaming. HSPA+ LTE Â may Â be Â getting Â most Â of Â the Â attention, Â

Most cloud applicationsâ&#x20AC;&#x2122; integration architecture is quite loosely coupled and based on a request or response model. Frequent polling is rarely a good idea, and tight integration loops (like two-phase commit) are tough.

Computer Â News Â Middle Â East

MARCH 2012

www.cnmeonline.com

but Â 2011 Â has Â been Â a Â banner Â year Â for Â HSPA+ Â (High-Ââ&#x20AC;?Speed Â Packet Â Access). Â Migration Â to Â HSPA+ Â has Â been Â a Â major Â trend Â this Â year Â and Â Â?Â&#x2018;Â&#x201D;Â&#x2021; Â&#x2013;Â&#x160;Â&#x192;Â? Â&#x2018;Â?Â&#x2021; Â&#x2039;Â? Ď?Â&#x2039;Â&#x2DC;Â&#x2021; Â&#x2018;Â&#x2019;Â&#x2021;Â&#x201D;Â&#x192;Â&#x2013;Â&#x2018;Â&#x201D;Â&#x2022; Â&#x160;Â&#x192;Â&#x2DC;Â&#x2021; commercially Â launched Â HSPA+ Â networks, Â according Â to Â the Â GSA. However, Â today's Â download Â speeds Â of Â up Â to Â 21M Â bps Â is Â far Â from Â the Â end Â of Â the Â line Â for Â HSPA+. Â Nine Â operators Â -Ââ&#x20AC;?-Ââ&#x20AC;? Â including Â Bell Â Mobility Â in Â Canada Â and Â Telstra Â in Â Australia Â -Ââ&#x20AC;?-Ââ&#x20AC;? Â have Â already Â launched Â services Â at Â 42M Â bps. Â The Â average Â real-Ââ&#x20AC;?world Â download Â speed Â is Â 7M Â bps Â to Â 14M Â bps, Â according Â to Â Bell. To Â get Â to Â that Â speed, Â operators Â use Â a Â technology Â called Â DC-Ââ&#x20AC;?HSPA+, Â also Â known Â as Â Dual-Ââ&#x20AC;?Cell Â HSPA+, Â which Â sends Â or Â receives Â wireless Â data Â using Â two Â channels Â simultaneously Â at Â speeds Â of Â up Â to Â 42M Â bps, Â double Â the Â speed Â possible Â with Â HSPA+. More Â than Â 30 Â DC-Ââ&#x20AC;?HSPA+ Â (42M Â bps) Â network Â deployments Â are Â on-Ââ&#x20AC;?going Â or Â committed Â to, Â including Â T-Ââ&#x20AC;?Mobile Â in Â the Â U.S. Â Â&#x17D;Â&#x2022;Â&#x2018;ÇĄ Ď?Â&#x2039;Â&#x2DC;Â&#x2021; Â&#x2018;Â&#x2019;Â&#x2021;Â&#x201D;Â&#x192;Â&#x2013;Â&#x2018;Â&#x201D;Â&#x2022; Â&#x160;Â&#x192;Â&#x2DC;Â&#x2021; Â&#x192;Â&#x17D;Â&#x201D;Â&#x2021;Â&#x192;Â&#x2020;Â&#x203A; Â&#x2026;Â&#x2018;Â?Â?Â&#x2039;Â&#x2013;Â&#x2013;Â&#x2021;Â&#x2020; to Â 84M Â bps, Â which Â is Â the Â next Â evolution Â step Â Â&#x2C6;Â&#x2018;Â&#x201D; Â&#x2013;Â&#x160;Â&#x2021;Â&#x2039;Â&#x201D; ÎŞ Â?Â&#x2021;Â&#x2013;Â&#x2122;Â&#x2018;Â&#x201D;Â?Â&#x2022;ÇĄ Â&#x2013;Â&#x160;Â&#x2021; Ď?Â&#x2039;Â&#x201D;Â&#x2022;Â&#x2013; Â&#x2018;Â&#x2C6; Â&#x2122;Â&#x160;Â&#x2039;Â&#x2026;Â&#x160; is Â also Â expected Â to Â arrive Â this Â year. Â

IntegrationAdvisor

INTEGRATION ADVISOR Contracts

Write it right Whether you like it or not, contracts are a necessary and unavoidable part of doing business. When mistakes are made, it can significantly impact the business you do. Ben Rossi speaks to industry experts to find out how you can get the right contract for you.

efore Â going Â into Â the Â process Â of Â forming Â a Â solid Â contract, Â it Â is Â important Â to Â understand Â the Â difference Â between Â a Â contract Â and Â a Â Â&#x2022;Â&#x2021;Â&#x201D;Â&#x2DC;Â&#x2039;Â&#x2026;Â&#x2021; Â&#x17D;Â&#x2021;Â&#x2DC;Â&#x2021;Â&#x17D; Â&#x192;Â&#x2030;Â&#x201D;Â&#x2021;Â&#x2021;Â?Â&#x2021;Â?Â&#x2013; Č&#x2039; Č&#x152;Ç¤ Ç˛ Â&#x2026;Â&#x2018;Â?Â&#x2013;Â&#x201D;Â&#x192;Â&#x2026;Â&#x2013; Â&#x2039;Â&#x2022; Â&#x2020;Â&#x2021;Ď?Â&#x2039;Â?Â&#x2021;Â&#x2020; Â&#x192;Â&#x2022; Â&#x192;Â? Â&#x192;Â&#x2030;Â&#x201D;Â&#x2021;Â&#x2021;Â?Â&#x2021;Â?Â&#x2013; between Â two Â or Â more Â parties, Â especially Â one Â that Â is Â written Â and Â enforceable Â by Â law. Â

Computer Â News Â Middle Â East

MARCH 2012

This Â legal Â document Â outlines Â the Â services Â provided, Â duration, Â cost, Â resources, Â approach, Â assumptions, Â etc,â&#x20AC;? Â says Â Dani Â Mallouhi, Â service Â account Â management Â lead Â at Â eHDF Â (eHosting Â DataFort). â&#x20AC;&#x153;An Â SLA Â would Â focus Â on Â the Â quality Â of Â services Â agreed Â on Â in Â the Â contract Â by Â setting Â service Â targets Â and Â measuring Â performance Â

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of Â the Â different Â service Â levels. Â SLAs Â clarify Â the Â responsibilities Â of Â both Â parties Â during Â service Â period Â and Â may Â include Â different Â elements Â of Â service Â deliveries, Â like Â service Â hours, Â incident Â handling, Â change Â requests, Â problem Â management, Â penalties, Â reports Â and Â escalations,â&#x20AC;? Â he Â adds. Â Â&#x201D;Â&#x192;Â&#x2DC;Â&#x2021;Â&#x2021;Â? Â&#x2018;Â&#x2018;Â&#x2DC;Â&#x192;Â?ÇĄ Â&#x2020;Â&#x2039;Â&#x201D;Â&#x2021;Â&#x2026;Â&#x2013;Â&#x2018;Â&#x201D; Â&#x2018;Â&#x2C6; Â&#x2022;Â&#x2021;Â&#x201D;Â&#x2DC;Â&#x2039;Â&#x2026;Â&#x2021; delivery Â at Â Emitac Â Enterprise Â Solutions, Â Â&#x201E;Â&#x201D;Â&#x2021;Â&#x192;Â?Â&#x2022; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2020;Â&#x2021;Ď?Â&#x2039;Â?Â&#x2039;Â&#x2013;Â&#x2039;Â&#x2018;Â? Â&#x2018;Â&#x2C6; Â&#x192; Â&#x2026;Â&#x2018;Â?Â&#x2013;Â&#x201D;Â&#x192;Â&#x2026;Â&#x2013; Â&#x2020;Â&#x2018;Â&#x2122;Â? Â&#x2013;Â&#x2018; â&#x20AC;&#x153;basically Â a Â sub Â set Â of Â an Â SLA.â&#x20AC;? â&#x20AC;&#x153;It Â is Â formed Â on Â a Â particular Â service Â and Â does Â not Â emphasise Â the Â overall Â business Â objective. Â It Â does Â not Â look Â into Â the Â various Â metrics Â and Â performance Â objectives. Â An Â SLA Â is Â Â?Â&#x2018;Â&#x2013; Â&#x152;Â&#x2014;Â&#x2022;Â&#x2013; Â&#x2039;Â?Â&#x2013;Â&#x2021;Â?Â&#x2020;Â&#x2021;Â&#x2020; Â&#x2013;Â&#x2018; Ď?Â&#x2039;Â&#x161; Â&#x2019;Â&#x201D;Â&#x2018;Â&#x201E;Â&#x17D;Â&#x2021;Â?Â&#x2022; Â&#x201E;Â&#x2021;Â&#x2013;Â&#x2122;Â&#x2021;Â&#x2021;Â? Â&#x2013;Â&#x2122;Â&#x2018; parties, Â it Â is Â a Â mode Â to Â improve Â communications Â Â&#x192;Â?Â&#x2020; Â&#x2020;Â&#x2021;Ď?Â&#x2039;Â?Â&#x2021; Â&#x192;Â? Â&#x192;Â&#x2019;Â&#x2019;Â&#x201D;Â&#x2018;Â&#x192;Â&#x2026;Â&#x160; Â&#x2013;Â&#x2018; Â&#x192;Â&#x2026;Â&#x160;Â&#x2039;Â&#x2021;Â&#x2DC;Â&#x2021; Â&#x201E;Â&#x2014;Â&#x2022;Â&#x2039;Â?Â&#x2021;Â&#x2022;Â&#x2022; Â&#x2018;Â&#x201E;Â&#x152;Â&#x2021;Â&#x2026;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021;Â&#x2022; Â&#x192;Â?Â&#x2020; Â&#x2030;Â&#x2018;Â&#x192;Â&#x17D;Â&#x2022; Â&#x2013;Â&#x2018;Â&#x2030;Â&#x2021;Â&#x2013;Â&#x160;Â&#x2021;Â&#x201D;ÇĄÇł Â&#x2018;Â&#x2018;Â&#x2DC;Â&#x192;Â? Â&#x2022;Â&#x192;Â&#x203A;Â&#x2022;Ç¤ â&#x20AC;&#x153;An Â SLA Â is Â normally Â used Â as Â a Â measurement Â tool Â as Â part Â of Â the Â contract. Â Another Â reason Â for Â signing Â an Â SLA Â is Â that Â it Â

could Â be Â revised Â or Â reviewed Â based Â on Â the Â requirement Â of Â the Â customer, Â eliminating Â the Â need Â and Â administrative Â burden Â of Â reviewing Â the Â contract Â frequently,â&#x20AC;? Â he Â adds. Process Â&#x192;Â&#x17D;Â&#x17D;Â&#x2018;Â&#x2014;Â&#x160;Â&#x2039; Â&#x2039;Â&#x2022; Â&#x2022;Â&#x2019;Â&#x2021;Â&#x2026;Â&#x2039;Ď?Â&#x2039;Â&#x2026;Â&#x192;Â&#x17D;Â&#x17D;Â&#x203A; Â&#x2039;Â?Â&#x2DC;Â&#x2018;Â&#x17D;Â&#x2DC;Â&#x2021;Â&#x2020; Â&#x2122;Â&#x2039;Â&#x2013;Â&#x160; Â&#x2022; Â&#x192;Â&#x2013; eHDF. Â He Â provides Â insight Â into Â the Â process Â of Â forming Â an Â SLA, Â which Â he Â says Â can Â come Â in Â two Â forms. Â â&#x20AC;&#x153;The Â formation Â of Â an Â SLA Â starts Â from Â gaining Â an Â understanding Â of Â the Â customerâ&#x20AC;&#x2122;s Â IT Â solution Â requirement. Â This Â is Â done Â through Â gathering Â relevant Â information Â related Â to Â service Â level Â requirements Â (SLRs). Â The Â SLA Â is Â built Â and Â customised Â based Â on Â solution Â requirements Â and Â the Â kind Â of Â service Â levels Â required Â by Â the Â client,â&#x20AC;? Â he Â says. â&#x20AC;&#x153;Typically Â IT Â managers Â look Â at Â two Â types Â of Â SLAs; Â in Â an Â SLA Â based Â solution Â the Â customer Â requires Â high Â service Â levels Â and Â the Â solution Â is Â built Â based Â on Â the Â level Â of Â services Â required Â by Â the Â customer. Â Then Â in Â a Â solution Â based Â SLA Â the Â customer Â has Â particular Â requirements Â and Â probably Â a Â certain Â budget Â to Â build Â the Â solution. Â This Â SLA Â is Â created Â based Â on Â the Â solution Â desired Â by Â the Â customer,â&#x20AC;? Â he Â adds.

Praveen Koovan, director of service delivery at Emitac Enterprise Solutions

Â&#x2018;Â&#x2018;Â&#x2DC;Â&#x192;Â? Â&#x2022;Â&#x192;Â&#x203A;Â&#x2022; Â&#x192;Â&#x2013; Â?Â&#x2039;Â&#x2013;Â&#x192;Â&#x2026; Â&#x2013;Â&#x160;Â&#x2021;Â&#x203A; Â&#x2039;Â?Â&#x2039;Â&#x2013;Â&#x2039;Â&#x192;Â&#x17D;Â&#x17D;Â&#x203A; present Â a Â draft Â of Â the Â SLA Â which Â is Â then Â Ď?Â&#x2039;Â?Â&#x2021;ÇŚÂ&#x2013;Â&#x2014;Â?Â&#x2021;Â&#x2020; Â&#x201E;Â&#x192;Â&#x2022;Â&#x2021;Â&#x2020; Â&#x2018;Â? Â&#x2013;Â&#x160;Â&#x2021; Â&#x201E;Â&#x2014;Â&#x2022;Â&#x2039;Â?Â&#x2021;Â&#x2022;Â&#x2022; Â&#x2018;Â&#x201E;Â&#x152;Â&#x2021;Â&#x2026;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021;Â&#x2022; the Â customer Â must Â meet. Â â&#x20AC;&#x153;After Â the Â scope Â Â&#x2018;Â&#x2C6; Â&#x2022;Â&#x2021;Â&#x201D;Â&#x2DC;Â&#x2039;Â&#x2026;Â&#x2021; Â&#x2039;Â&#x2022; Â&#x2020;Â&#x2021;Ď?Â&#x2039;Â?Â&#x2021;Â&#x2020;ÇĄ Â&#x2013;Â&#x160;Â&#x2021; Â&#x2022; Â&#x192;Â?Â&#x2020; Â?Â&#x2021;Â&#x2013;Â&#x201D;Â&#x2039;Â&#x2026;Â&#x2022; Â&#x2122;Â&#x2039;Â&#x17D;Â&#x17D; Â&#x201E;Â&#x2021; Â&#x2020;Â&#x2021;Ď?Â&#x2039;Â?Â&#x2021;Â&#x2020;Ç¤ Â&#x2013; Â&#x2122;Â&#x2018;Â&#x2014;Â&#x17D;Â&#x2020; Â&#x2013;Â&#x160;Â&#x2021;Â? Â&#x201E;Â&#x2021; Â&#x201E;Â&#x2018;Â&#x2014;Â?Â&#x2020; Â&#x201E;Â&#x203A; a Â legal Â contract Â with Â the Â standard Â terms Â and Â conditions, Â description Â of Â the Â services, Â costs, Â penalty Â clauses Â and Â so Â on. Â Finally Â after Â multiple Â reviews, Â the Â SLA Â is Â agreed Â upon Â by Â both Â the Â parties,â&#x20AC;? Â he Â adds. Â When Â it Â comes Â to Â forming Â a Â contract, Â Amir Â Sohrabi, Â regional Â alliance Â manager Â MEA Â at Â SAS, Â says Â it Â is Â mostly Â about Â ensuring Â standard Â aspects Â of Â a Â contract Â are Â included, Â but Â he Â also Â gives Â advice Â in Â forming Â more Â complex Â contracts. â&#x20AC;&#x153;All Â contracts Â should Â include Â basic Â elements Â -Ââ&#x20AC;? Â including Â the Â clear Â offer, Â the Â acceptance Â of Â the Â offer Â on Â account Â of Â the Â terms Â presented Â and Â the Â â&#x20AC;&#x2DC;considerationsâ&#x20AC;&#x2122; Â for Â the Â agreement. Â More Â often Â than Â not, Â the Â latter Â part Â is Â the Â exchange Â of Â money Â in Â return Â for Â some Â sort Â of Â value Â or Â product, Â Â&#x201E;Â&#x2014;Â&#x2013; Â&#x2026;Â&#x192;Â? Â&#x192;Â&#x17D;Â&#x2022;Â&#x2018; Â&#x201E;Â&#x2021; Â&#x192;Â? Â&#x2021;Â&#x161;Â&#x2026;Â&#x160;Â&#x192;Â?Â&#x2030;Â&#x2021; Â&#x2018;Â&#x2C6; Â&#x201E;Â&#x2021;Â?Â&#x2021;Ď?Â&#x2039;Â&#x2013;Â&#x2022; Â&#x192;Â?Â&#x2020; obligations,â&#x20AC;? Â Sohrabi Â says. â&#x20AC;&#x153;For Â more Â complex Â contracts Â that Â involve Â software Â and Â services, Â it Â is Â recommended Â to Â always Â sign Â written Â contracts Â stipulating Â the Â extent Â of Â each Â partyâ&#x20AC;&#x2122;s Â rights Â and Â obligations, Â with Â a Â clear Â underlining Â of Â what Â will Â happen Â if Â obligations Â are Â not Â met,â&#x20AC;? Â he Â adds. Â Team Vikram Â Suri, Â MD Â at Â Sage Â Software Â MEA, Â says Â it Â is Â important Â to Â consider Â the Â deliverance Â of Â the Â contract Â when Â forming Â it. Â â&#x20AC;&#x153;We Â look Â at Â the Â technical Â and Â sales Â related Â business Â volumes Â and Â the Â potential Â for Â growth, Â and Â then Â measure Â the Â partnerâ&#x20AC;&#x2122;s Â ability Â to Â perform Â under Â these Â areas. Â With Â business Â volume Â we Â look Â at Â new Â business Â and Â what Â the Â business Â partners Â can Â get Â for Â Â&#x2014;Â&#x2022;Ç¤ Â&#x160;Â&#x192;Â&#x2013; Â&#x2039;Â&#x2022; Â&#x201D;Â&#x2021;Â&#x192;Â&#x17D;Â&#x17D;Â&#x203A; Â&#x2013;Â&#x160;Â&#x2021; Ď?Â&#x2039;Â&#x201D;Â&#x2022;Â&#x2013; Â&#x2022;Â&#x2013;Â&#x2021;Â&#x2019;ÇĄÇł Â&#x160;Â&#x2021; Â&#x2022;Â&#x192;Â&#x203A;Â&#x2022;Ç¤ â&#x20AC;&#x153;We Â then Â write Â the Â contract Â internally Â Â&#x2122;Â&#x2039;Â&#x2013;Â&#x160; Â&#x2018;Â&#x2014;Â&#x201D; Ď?Â&#x2039;Â?Â&#x192;Â?Â&#x2026;Â&#x2021; Â&#x2030;Â&#x201D;Â&#x2018;Â&#x2014;Â&#x2019;ÇĄ Â&#x192;Â?Â&#x2020; Â&#x2020;Â&#x2021;Â&#x2019;Â&#x2021;Â?Â&#x2020;Â&#x2039;Â?Â&#x2030; Â&#x2018;Â? how Â big Â the Â contract Â is Â we Â might Â take Â it Â to Â our Â group Â legal Â level Â and Â then Â make Â a Â commercial Â call Â on Â signing Â the Â contract,â&#x20AC;? Â Suri Â adds.

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Dani Mallouhi, service account management lead at eHosting DataFort

These Â different Â departments Â make Â up Â some Â of Â the Â team Â that Â contribute Â to Â a Â contract. Â Suri Â expands Â on Â this Â to Â give Â the Â full Â scope Â of Â who Â should Â be Â involved Â in Â forming Â a Â contract. â&#x20AC;&#x153;There Â needs Â to Â be Â someone Â who Â understands Â the Â legal Â balance Â of Â what Â is Â mentioned Â in Â contracts Â â&#x20AC;&#x201C; Â this Â is Â very Â essential. Â The Â person Â required Â to Â make Â a Â commercial Â call Â on Â the Â elements Â of Â the Â contract Â could Â be Â a Â manager Â of Â the Â business Â or Â manager Â of Â a Â department Â who Â understands Â the Â commercial Â obligations Â under Â that Â contract. Â The Â other Â people Â who Â should Â be Â part Â of Â this Â team Â would Â be Â the Â stakeholders Â from Â the Â different Â departments Â Â&#x2122;Â&#x160;Â&#x2018; Â&#x2020;Â&#x2039;Â&#x201D;Â&#x2021;Â&#x2026;Â&#x2013;Â&#x17D;Â&#x203A; Â&#x2018;Â&#x201D; Â&#x2039;Â?Â&#x2020;Â&#x2039;Â&#x201D;Â&#x2021;Â&#x2026;Â&#x2013;Â&#x17D;Â&#x203A; Â&#x2039;Â?Ď?Â&#x17D;Â&#x2014;Â&#x2021;Â?Â&#x2026;Â&#x2021; Â&#x2013;Â&#x160;Â&#x2039;Â&#x2022; contract,â&#x20AC;? Â he Â says.

Â? Â&#x2013;Â&#x2021;Â&#x201D;Â?Â&#x2022; Â&#x2018;Â&#x2C6; Â&#x2022;ÇĄ Â&#x2018;Â&#x2018;Â&#x2DC;Â&#x192;Â? Â&#x2022;Â&#x192;Â&#x203A;Â&#x2022; Â&#x2013;Â&#x160;Â&#x2021;Â&#x2022;Â&#x2021; agreements Â cannot Â be Â formed Â with Â just Â the Â customer Â IT Â team. â&#x20AC;&#x153;There Â should Â be Â people Â from Â the Â business, Â because Â the Â service Â department Â is Â delivering Â services Â to Â the Â business Â team. Â Â Since Â it Â encompasses Â technical Â documents, Â Â&#x2019;Â&#x2021;Â&#x2018;Â&#x2019;Â&#x17D;Â&#x2021; Â&#x2C6;Â&#x201D;Â&#x2018;Â? Â&#x2013;Â&#x2021;Â&#x2026;Â&#x160;Â?Â&#x2039;Â&#x2026;Â&#x192;Â&#x17D;ÇĄ Â&#x17D;Â&#x2021;Â&#x2030;Â&#x192;Â&#x17D; Â&#x192;Â?Â&#x2020; Ď?Â&#x2039;Â?Â&#x192;Â?Â&#x2026;Â&#x2021; department Â should Â also Â be Â involved,â&#x20AC;? Â he Â says. Â Adhering Â to Â the Â contract Once Â the Â contract Â or Â SLA Â is Â completed, Â the Â

MARCH 2012

Computer Â News Â Middle Â East

INTEGRATION ADVISOR Contracts

task Â is Â to Â then Â ensure Â they Â are Â adhered Â to. Â For Â contracts, Â Suri Â recommends Â comprehensive Â project Â reviews. â&#x20AC;&#x153;For Â us Â contracts Â are Â actually Â used Â when Â we Â are Â discussing Â the Â project Â progress Â and Â therefore Â the Â review Â and Â discussion Â at Â the Â time Â of Â meeting Â milestones Â in Â the Â contract Â is Â very Â important Â in Â allowing Â us Â to Â do Â project Â reviews Â at Â later Â dates,â&#x20AC;? Â he Â says. Â&#x2018;Â&#x2018;Â&#x2DC;Â&#x192;Â? Â&#x2022;Â&#x192;Â&#x203A;Â&#x2022; Â&#x2013;Â&#x160;Â&#x2021; Â?Â&#x192;Â?Â&#x203A; Â&#x2022; ÇŚ Â&#x201E;Â&#x192;Â&#x2022;Â&#x2021;Â&#x2020; on Â the Â business Â objectives Â -Ââ&#x20AC;? Â that Â comprise Â an Â SLA, Â link Â to Â performance Â metrics Â which Â allows Â a Â company Â to Â measure Â how Â well Â objectives Â are Â being Â achieved. â&#x20AC;&#x153;Working Â on Â these, Â measuring Â them Â based Â on Â the Â incident Â and Â collecting Â relevant Â Â&#x2039;Â?Â&#x2C6;Â&#x2018;Â&#x201D;Â?Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â? Â&#x192;Â&#x17D;Â&#x17D;Â&#x2018;Â&#x2122;Â&#x2022; Â&#x2014;Â&#x2022; Â&#x2013;Â&#x2018; Ď?Â&#x2039;Â?Â&#x2021; Â&#x2013;Â&#x2014;Â?Â&#x2021; Â&#x2013;Â&#x160;Â&#x2021; performance Â of Â the Â SLA,â&#x20AC;? Â he Â adds. Making Â a Â mistake Â when Â forming Â a Â contract Â can Â prove Â extremely Â detrimental Â and Â pose Â serious Â implications Â for Â the Â business, Â so Â avoid Â overcomplicating Â it. Â â&#x20AC;&#x153;It Â is Â always Â best Â to Â remember Â that Â a Â contractâ&#x20AC;&#x2122;s Â role Â is Â to Â help Â reduce Â commercial Â uncertainties. Â In Â doing Â so, Â we Â should Â take Â note Â of Â three Â linked Â components Â to Â a Â contract; Â the Â commercial Â aspect, Â which Â includes Â payments, Â service Â standards Â and Â support; Â the Â operational Â aspect, Â which Â includes Â deliverables, Â timescales Â and Â methods; Â and Â the Â legal Â aspect, Â which Â

Computer Â News Â Middle Â East

MARCH 2012

Amir Sohrabi, regional alliance manager MEA at SAS

There needs to be someone who understands the legal balance of what is mentioned in contracts â&#x20AC;&#x201C; this is very essential. The person required to make a commercial call on the elements of the contract could be a manager of the business or manager of a department who understands the commercial obligations under that contract. The other people who should be part of this team would be the stakeholders from the different departments who directly or indirectly influence this contract.â&#x20AC;? business Â team Â and Â the Â IT Â team Â of Â the Â customer,â&#x20AC;? Â he Â adds. Â Challenges Â can Â also Â arise Â from Â the Â relevant Â laws Â that Â affect Â where Â or Â how Â business Â can Â be Â done Â in Â the Â region. Â

Â&#x2021;Â&#x2018;Â&#x2030;Â&#x201D;Â&#x192;Â&#x2019;Â&#x160;Â&#x2039;Â&#x2026;Â&#x192;Â&#x17D; Â&#x192;Â?Â&#x2020; Â&#x2039;Â?Â&#x2020;Â&#x2014;Â&#x2022;Â&#x2013;Â&#x201D;Â&#x203A;ÇŚÂ&#x2022;Â&#x2019;Â&#x2021;Â&#x2026;Â&#x2039;Ď?Â&#x2039;Â&#x2026; regulations Â can Â often Â create Â restrictions Â in Â Â&#x2013;Â&#x160;Â&#x2021; Â&#x2020;Â&#x2021;Â&#x17D;Â&#x2039;Â&#x2DC;Â&#x2021;Â&#x201D;Â&#x203A; Â&#x2018;Â&#x2C6; Â&#x2026;Â&#x2018;Â?Â&#x2013;Â&#x201D;Â&#x192;Â&#x2026;Â&#x2013;Â&#x2022;ÇĄ Â&#x192;Â?Â&#x2020; Â&#x2039;Â?Ď?Â&#x17D;Â&#x2014;Â&#x2021;Â?Â&#x2026;Â&#x2021; Â&#x2013;Â&#x160;Â&#x2021; way Â they Â are Â formed. Â â&#x20AC;&#x153;A Â key Â challenge Â is Â to Â be Â aware Â of Â what Â we Â can Â and Â cannot Â do Â in Â terms Â of Â business Â for Â each Â country. Â Understanding Â this Â gives Â Â&#x2014;Â&#x2022; Â&#x2013;Â&#x160;Â&#x2021; Ď?Â&#x17D;Â&#x2021;Â&#x161;Â&#x2039;Â&#x201E;Â&#x2039;Â&#x17D;Â&#x2039;Â&#x2013;Â&#x203A; Â&#x2013;Â&#x2018; Â&#x2026;Â&#x201D;Â&#x2021;Â&#x192;Â&#x2013;Â&#x2021; Â&#x201D;Â&#x2021;Â&#x192;Â&#x2022;Â&#x2018;Â?Â&#x192;Â&#x201E;Â&#x17D;Â&#x2021; objectives Â to Â be Â stipulated Â in Â the Â contract, Â as Â regulations Â and Â political Â landscapes Â can Â change Â overnight. Â There Â are Â also Â industry-Ââ&#x20AC;? Â&#x2022;Â&#x2019;Â&#x2021;Â&#x2026;Â&#x2039;Ď?Â&#x2039;Â&#x2026; Â&#x201D;Â&#x2021;Â&#x2030;Â&#x2014;Â&#x17D;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â?Â&#x2022; Â&#x2122;Â&#x2021; Â&#x2022;Â&#x2018;Â?Â&#x2021;Â&#x2013;Â&#x2039;Â?Â&#x2021;Â&#x2022; Â&#x160;Â&#x192;Â&#x2DC;Â&#x2021;

Vikram Suri, MD at Sage Software MEA

Â&#x2039;Â?Â&#x2026;Â&#x17D;Â&#x2014;Â&#x2020;Â&#x2021;Â&#x2022; ÇĄ Â&#x2026;Â&#x2018;Â?Ď?Â&#x2039;Â&#x2020;Â&#x2021;Â?Â&#x2013;Â&#x2039;Â&#x192;Â&#x17D;Â&#x2039;Â&#x2013;Â&#x203A;ÇĄ Â&#x2122;Â&#x192;Â&#x201D;Â&#x201D;Â&#x192;Â?Â&#x2013;Â&#x2039;Â&#x2021;Â&#x2022;ÇĄ remedies Â and Â law,â&#x20AC;? Â Sohrabi Â says. Â Challenges Â&#x2018;Â&#x2018;Â&#x2DC;Â&#x192;Â? Â&#x2022;Â&#x192;Â&#x203A;Â&#x2022; Â&#x2019;Â&#x2039;Â&#x2013;Â&#x2C6;Â&#x192;Â&#x17D;Â&#x17D;Â&#x2022; Â&#x2039;Â? Â&#x2C6;Â&#x2018;Â&#x201D;Â?Â&#x2039;Â?Â&#x2030; Â&#x2022; Â&#x2018;Â&#x2C6;Â&#x2013;Â&#x2021;Â? originate Â from Â enterprises Â failing Â to Â focus Â on Â the Â business Â objectives Â and Â to Â incorporate Â a Â proper Â scope Â and Â purpose. â&#x20AC;&#x153;The Â challenge Â is Â to Â get Â proper Â information Â from Â the Â enterprises Â before Â an Â SLA Â is Â drafted. Â Internal Â communication Â between Â the Â customer Â and Â their Â business Â units Â should Â be Â clear Â and Â in Â sync. Â Â They Â should Â work Â together Â to Â identify Â the Â existing Â problems Â and Â come Â out Â with Â an Â improvement Â plan Â to Â achieve Â Â&#x2013;Â&#x160;Â&#x2021; Â&#x201E;Â&#x2014;Â&#x2022;Â&#x2039;Â?Â&#x2021;Â&#x2022;Â&#x2022; Â&#x2018;Â&#x201E;Â&#x152;Â&#x2021;Â&#x2026;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021;ÇĄÇł Â&#x2018;Â&#x2018;Â&#x2DC;Â&#x192;Â? Â&#x2022;Â&#x192;Â&#x203A;Â&#x2022;Ç¤ â&#x20AC;&#x153;That Â will Â solve Â most Â of Â the Â problems. Â Â The Â initial Â discussions Â to Â scope Â the Â SLA Â should Â be Â jointly Â done Â with Â the Â system Â integrators, Â

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to Â bear Â in Â mind Â â&#x20AC;&#x201C; Â for Â example, Â Lebanese Â Â&#x201E;Â&#x192;Â?Â?Â&#x2022; Â?Â&#x2014;Â&#x2022;Â&#x2013; Â&#x2018;Â&#x201E;Â&#x2022;Â&#x2021;Â&#x201D;Â&#x2DC;Â&#x2021; Â&#x2022;Â&#x2013;Â&#x201D;Â&#x2039;Â&#x2026;Â&#x2013; Â&#x2026;Â&#x2018;Â?Ď?Â&#x2039;Â&#x2020;Â&#x2021;Â?Â&#x2013;Â&#x2039;Â&#x192;Â&#x17D;Â&#x2039;Â&#x2013;Â&#x203A; obligations,â&#x20AC;? Â Sohrabi Â says. Â Sohrabi Â adds Â that Â the Â governments Â should Â make Â more Â of Â an Â effort Â in Â shaping Â the Â legal Â landscape Â to Â allow Â businesses Â to Â draw Â up Â better Â contracts Â that Â are Â more Â valuable Â for Â customers. Â â&#x20AC;&#x153;The Â government Â can Â do Â more Â to Â Â&#x2019;Â&#x201D;Â&#x2018;ÇŚÂ&#x192;Â&#x2026;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021;Â&#x17D;Â&#x203A; Ď?Â&#x2039;Â?Â&#x2020; Â&#x2018;Â&#x2014;Â&#x2013; Â&#x2122;Â&#x160;Â&#x192;Â&#x2013; Â&#x201E;Â&#x2014;Â&#x2022;Â&#x2039;Â?Â&#x2021;Â&#x2022;Â&#x2022;Â&#x2021;Â&#x2022; Â&#x192;Â&#x201D;Â&#x2021; working Â on, Â share Â relevant Â information Â with Â them Â and Â help Â encourage Â an Â environment Â of Â continual Â training Â and Â improvement. Â This Â would Â include Â the Â sharing Â of Â practices Â from Â other Â parts Â of Â the Â world, Â helping Â set Â up Â template Â contracts Â and Â helping Â train Â new Â recruits,â&#x20AC;? Â he Â says. Â

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CareersAdvisor

CAREERS ADVISOR Vendor training

Filling the gaps The noticeable gap between the IT skills needed and those that are currently available in the market got Pallavi Sharma talking to two prominent IT companies in the region to find out how they are working towards addressing this worrying issue.

Computer News Middle East

MARCH 2012

www.cnmeonline.com

he world of technology is best described by two mutually inclusive words ‘change’ and ‘obsolescence’. While enterprise needs from IT and the necessary investments to address those very needs continue to evolve to enable innovation and business enablement, the skills that were needed ϐ infrastructure are no longer enough. Many a times, end users point to the lacking IT skills sector in the region as being ϐ ability to justify the ROI of these technology investments. While there are times when organisations lack the human expertise to deploy the most promising solutions; other times the human resources these companies do have don’t possess the adequate skills needed to maintain the infrastructure or deployment so as to realise its maximum potential. ϐ investments, this situation is obviously one to be concerned about. What we discovered was the vendors in the region have already begun partnering with Universities and other educational institutions to help even out the situation. Huawei Technologies initially established a partnership with the Higher Colleges of Technology (HCT) in the UAE approximately four years ago. HCT is a community of more than 19000 students and 2000 faculty members spread across 17 different campuses throughout the UAE offering courses ranging from business and applied communications to engineering technology and computer and information science. “Over the years we have built a mutually rewarding partnership with the HCT network by initiating new programs and sharing expertise on technology application. We have found the quality of education offered at HCT to be of an extraordinary high level, and the students to be extremely motivated in their educational pursuits. Whether it is the enhancement of teaching, research, or resources, the HCT network has been a fantastic place for us to contribute in supporting the next generation of ICT professionals in the UAE,” says Lv Jun, GM, Huawei, UAE.

Jun added that with its partnership with HCT, Huawei Technologies aims to contribute to the growth and sustainability of the region’s burgeoning IT industry. “According to consultancy and ϐ ǡ of the ICT market in the Middle East, Africa and South East Asia alone is expected to grow by $60 billion in the next two years— reaching a value of $228 billion in 2013. This is one reason why we actively participate in initiatives such as the HCT Foundation’s ‘HCT-‐100’ that looks to support excellence in student learning through the continued enhancement of teaching, research, and development resources, as well as direct ϐ ǡǳ Ǥ

to the UAE students and accelerate their understanding of the latest IT trends. At present, EMC also offers a permanent hiring opportunity to the top performing candidate across the programme in the UAE,” says Worf. Through this partnership with TECOM, EMC began working with eight prominent universities representing 11 countries. EMC provided all the materials required and even focused on training faculty on the right curriculum at no cost to the schools and universities. The alliance also offers internships at various EMC facilities across the globe and recruitment opportunities for graduates of the program, according to Mohammed Amin, EMC senior VP and regional manager for Turkey, Middle East and Emerging Africa.

The value of the ICT market in the Middle East, Africa and South East Asia alone is expected to grow by $60 billion in the next two years—reaching a value of $228 billion in 2013. This is one reason why we actively participate in initiatives such as the HCT Foundation’s ‘HCT-100’ that looks to support excellence in student learning” Like Huawei, EMC began discussion’s with universities to bring the EMC Academic Alliance to the Middle East in 2009. The EMC Academic Alliance has aready educated more than 80,000 students since its inception in 2007 and is active within 750 colleges and universities across 50 participating countries, according to EMC representatives. According to Joachim Worf, training manager, EMC education services, EMEA although EMC began initial talks of bringing the alliance to the region more than two years ago, the programme implementation across educational institutions began only in ʹͲͳͳ ϐ Ǥ “We recently signed an MOU with TECOM and DIAC to extend the program to the universities under DIAC that offer one-‐of-‐a-‐kind IT courses. Both TECOM and DIAC showed a great interest in the program to extend the specialised IT knowledge

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The crux of the matter Every year Huawei selects a few eligible Emirati students from various HCT campuses in the UAE and takes them for a week long training session to the company’s global headquarters in Shenzhen, China. This year 10 students from HCT Fujairah were selected for the training session conducted under the broad theme of ‘data and telecommunications’ and consists of three classroom modules as well as topical courses, practical labs and “onsite” visits— each supported by a combination of readings, hands-‐on workshops and team challenges (see box out) “The programme aims to ensure that aspiring students have access to the right technical knowledge and real-‐life experience to complete their degrees and ϐ ϐ Ǥ year the program’s coursework is designed

MARCH 2012

Computer News Middle East

CAREERS ADVISOR Vendor training

by Â Huawei Â and Â HCT Â after Â careful Â evaluation Â of Â the Â participantsâ&#x20AC;&#x2122; Â skills Â and Â requirements, Â ensuring Â added Â value Â relevant Â to Â their Â individual Â career Â goals. Â Â In Â this Â way Â we Â offer Â the Â highest Â quality Â programme Â that Â is Â tailored Â to Â each Â and Â every Â student,â&#x20AC;? Â he Â says. â&#x20AC;&#x153;The Â combination Â of Â classroom Â and Â on-Ââ&#x20AC;?the-Ââ&#x20AC;?job Â training Â modules Â cover Â a Â range Â of Â technology Â subjects Â from Â cloud Â computing Â to Â global Â antenna Â programming Â and Â LTE Â research. Â New Â adaptations Â are Â made Â as Â per Â the Â interests Â of Â the Â students, Â their Â coursework, Â and Â the Â resources Â available Â during Â that Â time. Â Â Most Â of Â the Â activities Â are Â actually Â run Â through Â our Â Huawei Â University Â campus, Â which Â at Â any Â given Â time Â has Â a Â full-Ââ&#x20AC;? time Â staff Â of Â experts Â in Â addition Â to Â visiting Â professors Â and Â developers. Â Â We Â try Â our Â best Â to Â leverage Â such Â opportunities Â as Â part Â of Â this Â annual Â program,â&#x20AC;? Â adds Â Jun.

HUAWEI COURSE DETAILS

Classroom Modules t .PEVMF ( 'VOEBNFOUBMT t .PEVMF #SPBECBOE 'VOEBNFOUBMT t .PEVMF %FUBJMFE UFDIOPMPHJFT GPDVT PO - Evolution of PON & GPON strategy - Fibre network deployment - 4G LTE case studies Cloud computing architecture - Microwave communications and application Topical Courses Topic 1: Building corporate culture â&#x20AC;&#x201C; introduction to internal and external CSR Topic 2: Intellectual Property Rights (IPR) in todayâ&#x20AC;&#x2122;s ICT industry Topic 3: The device experience â&#x20AC;&#x201C; innovations in data cards, smartphones, Wi-Fi, etc. Onsite visits and practical labs Visit to the Huawei data centre, production and assembly lines, logistics centre, call centre and various practical labs. This yearâ&#x20AC;&#x2122;s program included an off-site visit to a city suburb to review an actual outdoor base station installation done by Huawei.

Computer Â News Â Middle Â East

MARCH 2012

the Â students Â of Â the Â alliance Â together Â make Â this Â opportunity Â different Â from Â those Â offered Â by Â others.

Lv Jun, GM, Huawei, UAE

Similarly, Â the Â EMC Â Academic Â Alliance Â offers Â unique Â â&#x20AC;&#x2DC;openâ&#x20AC;&#x2122; Â curriculum-Ââ&#x20AC;?based Â education Â on Â technology Â topics Â such Â as Â virtualisation, Â cloud Â computing, Â big Â data Â analytics, Â and Â information Â storage Â and Â management. Â Â â&#x20AC;&#x153;The Â â&#x20AC;&#x2DC;openâ&#x20AC;&#x2122; Â curriculum Â focuses Â on Â technology Â concepts Â and Â principles Â applicable Â to Â any Â vendor Â environment, Â enabling Â students Â to Â develop Â highly Â marketable Â knowledge Â and Â skills Â required Â in Â an Â evolving Â IT Â industry. Â The Â alliance Â offers Â four Â courses, Â each Â about Â 40 Â hours Â in Â duration Â including Â information Â and Â storage Â management, Â cloud Â infrastructure Â and Â services, Â data Â science Â and Â big Â data Â analytics Â and Â backup Â recovery Â systems Â and Â architecture,â&#x20AC;? Â Worf Â says. He Â adds, Â â&#x20AC;&#x153;These Â courses Â offer Â the Â students Â knowledge Â that Â will Â prepare Â them Â to Â plan, Â deploy, Â and Â manage Â todayâ&#x20AC;&#x2122;s Â complex Â IT Â infrastructures Â and Â unleash Â the Â power Â of Â Big Â Data. Â In Â addition Â to Â taking Â the Â course, Â the Â students Â have Â the Â option Â to Â pass Â the Â industry-Ââ&#x20AC;?wide Â acknowledged Â EMC Â Industry Â Â&#x2013;Â&#x192;Â?Â&#x2020;Â&#x192;Â&#x201D;Â&#x2020; Â&#x201D;Â&#x2018;Â&#x2C6;Â&#x2021;Â&#x2022;Â&#x2022;Â&#x2039;Â&#x2018;Â?Â&#x192;Â&#x17D; Â&#x2026;Â&#x2021;Â&#x201D;Â&#x2013;Â&#x2039;Ď?Â&#x2039;Â&#x2026;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â? Â&#x2122;Â&#x160;Â&#x2039;Â&#x2026;Â&#x160; Â&#x2039;Â&#x2022; also Â open Â to Â EMC Â employees, Â partners Â and Â customers.â&#x20AC;? Worf Â believes Â that Â the Â fact Â that Â EMC Â follows Â the Â â&#x20AC;&#x2DC;openâ&#x20AC;&#x2122; Â curricula Â or Â vendor Â neutral Â approach Â to Â its Â education Â services Â combined Â with Â the Â faculty Â readiness Â seminar Â that Â is Â aimed Â at Â training Â staff Â who Â ultimately Â teach Â

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Getting Â it Â right Jun Â says Â that Â the Â students Â involved Â with Â the Â Huawei Â programme Â need Â several Â years Â of Â further Â study Â before Â they Â can Â apply Â for Â jobs Â within Â the Â industry Â but Â the Â company Â chooses Â to Â reach Â out Â to Â studentsâ&#x20AC;&#x2122; Â midway Â through Â their Â educational Â development Â to Â sharpen Â their Â focus Â and Â help Â them Â decide Â on Â their Â area Â of Â specialisation Â for Â post-Ââ&#x20AC;?graduate Â degrees. Â â&#x20AC;&#x153;We Â have Â a Â broader Â role Â beyond Â providing Â a Â formal Â education. Â We Â at Â HCT Â aim Â to Â build Â the Â students Â emotional Â and Â intellectual Â maturity Â to Â learn. Â This Â partnership Â gives Â students Â an Â opportunity Â to Â experience Â and Â understand Â Chinese Â culture Â while Â helping Â them Â absorb Â the Â operations Â and Â pressure Â associated Â with Â working Â in Â a Â technologically-Ââ&#x20AC;?advanced Â multinational Â company. Â When Â travelling Â away Â from Â their Â home Â country, Â students Â are Â encouraged Â to Â learn Â to Â manage Â time Â and Â travel Â within Â budget Â allowances. Â By Â creating Â group-Ââ&#x20AC;? oriented Â modules Â and Â classes, Â students Â also Â learn Â to Â function Â within Â a Â team Â environment Â and Â acquire Â the Â necessary Â soft Â skills Â needed Â to Â lead Â and Â manage Â a Â team,â&#x20AC;? Â says Â Dr. Â Dave Â Pelham, Â director Â of Â HCT Â Fujairah. EMC Â follows Â a Â similar Â approach. Â â&#x20AC;&#x153;The Â enrolment Â and Â selection Â process Â for Â the Â students Â is Â handled Â locally Â by Â the Â university. Â Â The Â universities Â decide Â in Â which Â year Â of Â study Â they Â wish Â to Â introduce Â the Â classes Â and Â how Â many Â while Â also Â deciding Â on Â whether Â to Â make Â these Â classes Â elective Â or Â mandatory. Â We Â always Â recommend Â that Â this Â course Â is Â taught Â to Â the Â third Â year Â to Â ensure Â that Â have Â accumulated Â enough Â knowledge Â on Â the Â basics Â of Â IT,â&#x20AC;? Â says Â Worf. While Â Huawei Â Technologies Â is Â focused Â on Â its Â partnership Â with Â HCT, Â EMC Â is Â working Â towards Â extending Â the Â EMC Â Acadmic Â Alliance Â to Â encompass Â other Â eligible Â universities Â in Â the Â region. â&#x20AC;&#x153;Most Â of Â our Â regional Â training Â programmes Â place Â a Â great Â emphasis Â on Â collaboration Â with Â the Â individual Â educational Â institution. Â Â As Â such, Â the Â programmes Â that Â we Â develop Â are Â usually Â distinctive Â to Â those Â

CAREERS ADVISOR Vendor training

HCT STUDENTS SPEAK

Joachim Worf, training manager, EMC education services, EMEA

student’s needs and are not widely replicable. This kind of work-‐study experience is what we tend to value as a company when we look at the CV’s of fresh graduates. It’s testament not only to their industry knowledge but personal ambition,” says Jun. EMC’s Worf says, “Our aim is to reach out to as many universities as possible to develop a much bigger pool of talent that will then be available to EMC and all the companies in the local ICT market. The EMC Academic Alliance is allowing us to reach out to the youth to prepare the future IT professionals for successful careers in the new and constantly changing information and communications technology (ICT) industry.” says Worf. Worf adds that an IDC Whitepaper from June 2011 evidences the need for more partnerships focused on technology education both in the region and across the globe. “While the study highlighted that data will continue to grow by approximately 44 times by the end of the decade, IT staff will grow by less than 50%. This fact in itself, will heighten the need for courses like the ones EMC has to offer at no cost to the students or faculty,” he concludes. With more vendors offering opportunities for IT education and training and more educational institutions focused on delivering ICT courses in and around the region, in due time, end-‐users will have a little less to worry about.

Computer News Middle East

MARCH 2012

Shaikha Al-Zaabi has been fascinated with technology and automated gizmos since childhood and is currently enrolled as a third year Bachelor of Engineering student at the HCT, Fujairah. Not ones to waste a good opportunity, AlZaabi was glad to have been one of the few candidates selected to travel to the Huawei headquarters. “Not only did I get to visit one of the most heavily industrialised nations in the world but also introduced me to the latest technologies and programs at the prestigious Huawei University,” she says. Al-Zaabi adds that while the programme did significantly hone her existing communication skills where she learned to collaborate and work with people from different backgrounds, it also helped her zero in on her specialisation of choice- telecoms. “What surprised me most was the relevance of the curriculum of this programme to current industry specifics in the Middle East and UAE in particular. For instance, the courses focused on introducing us to GPON, 4G and LTE technologies that are currently being implemented by companies across the region. As a result, I am even thinking about specialising in the field of telecommunications technology beginning with some work-placement training with Etisalat and eventually hope to work with a large ICT company such as Huawei,” she says. Kalthoum Al Kaabi is currently pursuing her last year in Bsc. Electronic Engineering at HCT Fujairah. Having pursued a course on telecommunications the previous year, she was yet not particularly

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interested in the field. “The trip has definitely changed my opinion. The different modules gave us an idea of how real-world networking and telecommunication systems are constructed. I was particularly impressed with the presentations on cutting-edge network technologies and the future of ICT industry. Our sessions focused all the relevant subjects like 4G, LTE, cloud computing, GPON, and telecommunications architecture among others. We also had a chance to do some practical work by installing a mobile base station in the suburbs,” she says. Al Kaabi is now ready to pursue a career in telecommunications and is already pursuing work placement training at Etisalat. Aishah Yammahi is a third-year Bsc. Electronic Engineering student at the HCT, Fujairah and has been fascinated telecommunications systems and technology for as long as she can remember. “The disciplines that fascinate me the most are mobile communication technologies, Internet services and global satellite networks. We attended four training modules at Huawei University—of which my personal favourite was probably the cloud computing module, because it focused on a technology that has the potential to transform the industry,” she says. Yammahi says that the programme gave her an opportunity to discover the internal operations of a prominent ICT company like Huawei. Yammahi adds, “Learning how to incorporate the ‘Fen Do Zhe’ orientation that basically involves ‘working hard’ and being ‘committed’ to one’s personal and professional goals into the workspace was interesting. I could really see how the team at Huawei worked together to integrate efficiency in their operations and processes,” she says. Yammahi plans to pursue a masters degree in satellite technology and contribute to the thriving telecommunications sector in the UAE.

INTERVIEW Andrew Monshaw

Andrew Monshaw, GM of IBM Global Midmarket sales and distribution

CLOUDING THE MIDMARKET IBM is pushing deep into the midmarket with a rich portfolio of solutions and cloud services. In a chat with CNME, Andrew Monshaw, GM of IBM Global Midmarket sales and distribution, discusses how Big Blue is planning to increase its market share in this lucrative market. 88

Computer News Middle East

MARCH 2012

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ϐ client? ϐ as clients who have less than 1000 employees and the reason we segment it that way is because they tend not to be self-‐integrators, and rely on local trusted business partners. Is this region any different from more mature markets in terms of technology trends and purchasing patterns? The trends that we see here are pretty much the same we see globally but where we are on the adoption curve of that trend is a little early here. Let me explain, if you look at the midmarket segment globally the adoption of public cloud services is quite high. For ǡ Ǧ ϐ ǡ Ǥǡ where they are on the adoption curve is now on up ramp. Everywhere I go, companies such as Salesforce.com and Sugar CRM are delivering applications to these clients as a public cloud service. Here in this region I think this change will happen and especially in countries where infrastructure and connectivity is not strong enough yet, it is poised to pop when these issues are solved. What are some of the top technology priorities of midmarket CIOs? We do quite a few surveys and from an ǡ ϐ priorities are CRM, security, business analytics, mobility and collaboration. What is really interesting is that we are starting to learn about marketing executives and what their challenges are, in particular those who deal with consumers. They aren’t prepared for social media and challenges in its wake. From a business standpoint, the employees of these companies want to use a device of their choice and CIOs have no choice but to deliver all the application experience on a tablet, smartphone or some other mobile device. You also get to hear a lot about consumerisation of IT and in my

personal opinion it is nonsense. There is a desire to have the attributes that you have in consumer IT experience, which is ease of application deployment, etc., but in a consumer world you don’t think about the ϐ Ǥ You said the midmarket has taken to cloud services in a big way. Is there any reason why? The adoption of cloud services in the midmarket is real quick and here is why. Our data tell us that an average client in this pace has between 5-‐15 IT staff and they cannot keep up with the amount of value being placed in the technology capabilities and they have to consume IT resources differently. They don’t have the skill. For example, everyone wants business analytics but the midmarket users can’t hire IT people to integrate sophisticated analytics packages or buy new servers to run these packages on. Besides, in these uncertain times when access to capital is really tight, they don’t have to spend upfront and can consume as they grow. If you remember 5-‐6 years back, everyone was talking about utility computing. What is different this time is that all applications that are being developed today are developed in a service-‐ only model, which means you can’t buy them as packaged software. You must consume them in a cloud service. That’s the big difference. There has been a big shift in the way you service the midmarket. Is the focus more on empowering your partners to service this segment? We have appointed a lot more people to enable partners and we have also done a lot around territory optimisation. With our cloud service, partners can brand it as their own but powered by IBM. We have a whole new group of partners that deliver these hosted services and we are enabling our partners with these new partners. There is a

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whole eco-‐system around ISVs, our business partner channel and what we call MSPs. So you are in a way admitting that your ϐ market than IBM does? Those are your words. My words would be there is a practical issue here – 80 percent of our business in this territory comes from 300 partners. We have more than 4000 partners but most of the business comes from 300 partners, so part of our job is to enable the next group to do more. The midmarket has a high-‐degree of relationship to it so we want these local partners to keep that relationship with their users. You said business analytics is one of the priorities for midmarket CIOs. But the real question is, can they afford it? Our primary business analytics offering is branded as Cognos, which comes in many ϐ Ǥ growing piece of software that I sell to our midmarket clients globally,in order of magnitude. Our value proposition is that we embed Cognos into applications that a client cares about. So we work with application vendors and they create a high value service they can sell to their client through embedding IBM business analytics. Now you can also download Cognos Insight for free on your desktop as a user to get started. tailored for the midmarket? Is the Express portfolio one of them? Yes and Express portfolio entails 190 offerings. We have 530000 midmarket clients globally and we are growing about four times as fast as the market. We see addressable market opportunity at around 250 billion dollars globally. Some of the companies in the space don’t even have IT budgets and they buy very opportunistically based on their ability to see how the solution will help their business grow.

MARCH 2012

Computer News Middle East

INTERVIEW Thomas Senger

AUTOMATE AND EXCEL Thomas S Senger, senior VP of EMEA software and solutions at Kofax talks about the evolving nature of business process automation, and the relevance of the company’s solutions in the world of big data and cloud environments.

: What are the major trends affecting IT spend? A: There are some major trends that will affect the area of IT that we are in. ϐ ǡ by ideally cutting costs out of running operations. One of the mega trends we are seeing is increasing mobility and to have data available anytime, anywhere – or, on our part ,to be able to capture and process data at the earliest point in the process chain, meaning at the point of origin. Today, there is usually little money left for innovation in a typical CIO’s budget. It means a CIO of today’s world is always forced to look into running costs, and taking costs out of the running costs in order to make more available for innovation within IT. What we have seen in recent years is that a lot of innovation is coming out of the business side, and a lot of IT projects

are decisions driven by the business and eventually executed by IT. Such decision making usually starts in large organisations and larger government ϐ Ǥ ϐ but also at the same time increasing security and compliance, are organisations which are trading internationally, which are publicly listed companies or organisations that are dealing with large-‐volume national companies that require some compliancy rules from vendors and from their business partners. So that would usually start in banking and insurance industries where we have a large footprint. To give you an idea some 40% of our business, which we do across EMEA is done with large banks and large insurance companies. We have a strong foothold in the telco sector, where we are

Our strategy in this part of the world is to work with business partners. A very solid proportion of our business globally is done together with business partners – like value-added resellers (VARs) and systems integrators (SIs), in order to combine our technology know-how with local know-how on markets and verticals. In this region, a much higher proportion of our business is done with and through partners.

Computer News Middle East

MARCH 2012

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seeing a lot of trends being mirrored across the MEA. We are working with Etisalat at the monent. We are looking at Mobily in Riyadh, we have business going on at the moment with MTN. We have a good business base in the logistics and transportation sector, ϐ Ǥ key clients in the region includes Emirates, Qatar Airways, Gasco, Emirates Aluminium, National Commercial Bank, Iraqi Ministry of Education, Islamic Development Bank, Ministry of Works and Housing in Bahrain – and we have a good foothold in government as well. Q: What are the critical challenges facing enterprises today? A: One of the major challenges is dealing more and more with information that is needed as accurately as possible, as compliant as possible at a very early stage. I would like to stress this with an example in what we do in banking. We have a communications platform supporting trading and transaction of funds. Lets take the opening of a bank account. In today’s world people are often moving their savings around every six to twelve months. The bank has probably 180 days for the money to stay with them – so it has to be operational and ϐ Ǥ But also opening of the account needs to be as cost effective as possible, and the process we support for new account openings brings

Thomas S Senger, senior VP of EMEA software and solutions at Kofax

the cost down from the average of $65 to $70 to as low as below $30. We also provide solutions that transform data into a process-‐readable format and from there it will be launched straight into business processes in combination with our communication platform. Let's take the insurance industry -‐ one of the processes that we support there is claims management. We are also able to add some ϐ capability to handle exceptions, whether it is claims management, banking processes or citizen services when you talk about government organisations. We are one of the very few who are as focused on capture-‐enabled process management and are able to offer end-‐to-‐end solutions. I think big data can only fuel our business because our solutions are scaleable to large quantities, or large data volumes, so we have been prepared for it, and we look forward to the big data volumes to arrive. It just means additional business to us. Q: What are the strongest growth markets for Kofax? A: Geographically, we are seeing growth in both mature and emerging markets, with the arrival of big data, or turning this big data around with adoption of our technology and automation. We also see growth volumes with the adoption of mobile technology, and

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MARCH 2012

Computer News Middle East

INTERVIEW Thomas Senger

we Â also Â see Â growth Â with Â adoption Â of Â process Â management. Â With Â the Â arrival Â of Â big Â data, Â we Â become Â much Â more Â business Â relevant Â for Â our Â customers. Â In Â a Â typical Â customer Â IT Â layout, Â you Â would Â have Â infrastructure, Â databases, Â ERP, Â HR, Â CRM Â and Â then Â you Â will Â have Â business Â processes Â â&#x20AC;&#x201C; Â eventually Â you Â will Â have Â a Â physical Â data Â centre Â or Â a Â cloud Â environment. Â What Â we Â have Â built Â over Â the Â last Â few Â years Â is Â really Â to Â cover Â that Â part Â from Â the Â moment Â data Â is Â being Â generated, Â be Â it Â electronically Â or Â on Â paper Â or Â any Â other Â format Â â&#x20AC;&#x201C; Â and Â then Â to Â offer Â an Â end-Ââ&#x20AC;?to-Ââ&#x20AC;?end Â process Â management Â to Â have Â all Â this Â data Â launched Â into Â business Â processes Â at Â different Â systems. Â That Â is Â the Â discipline Â we Â have Â built. Â In Â terms Â of Â verticals, Â it Â is Â still Â the Â same Â ones Â that Â have Â always Â kept Â us Â busy. Â There Â Â&#x2039;Â&#x2022; Ď?Â&#x2039;Â?Â&#x192;Â?Â&#x2026;Â&#x2039;Â&#x192;Â&#x17D; Â&#x2022;Â&#x2021;Â&#x201D;Â&#x2DC;Â&#x2039;Â&#x2026;Â&#x2021;Â&#x2022;ÇĄ Â&#x2013;Â&#x2021;Â&#x17D;Â&#x2021;Â&#x2026;Â&#x2018;Â?ÇĄ Â&#x17D;Â&#x2018;Â&#x2030;Â&#x2039;Â&#x2022;Â&#x2013;Â&#x2039;Â&#x2026;Â&#x2022; Â&#x192;Â?Â&#x2020; transportation Â companies Â (like Â aviation Â and Â railways), Â and Â we Â have Â a Â number Â of Â freight Â forwarders. Â We Â are Â also Â seeing Â a Â growing Â demand Â from Â government Â organisations. Â Â Q: Â What Â is Â the Â strategy Â to Â expand Â your Â presence Â in Â the Â Middle Â East? A: Â Our Â strategy Â in Â this Â part Â of Â the Â world Â is Â to Â work Â with Â business Â partners. Â A Â very Â solid Â proportion Â of Â our Â business Â globally Â is Â done Â together Â with Â business Â partners Â â&#x20AC;&#x201C; Â like Â value-Ââ&#x20AC;?added Â resellers Â (VARs) Â and Â systems Â integrators Â (SIs), Â in Â order Â to Â combine Â our Â technology Â know-Ââ&#x20AC;?how Â with Â local Â know-Ââ&#x20AC;?how Â on Â markets Â and Â verticals. Â In Â this Â region, Â a Â much Â higher Â proportion Â of Â our Â business Â is Â done Â with Â and Â through Â partners. Â A Â lot Â of Â the Â execution Â is Â done Â with Â regional Â partners, Â and Â we Â want Â to Â support Â their Â growth Â with Â our Â own Â presence. Â We Â have Â between Â 70 Â and Â 90 Â partners Â for Â the Â whole Â of Â Africa, Â the Â Middle Â East, Â Turkey Â and Â Russia. Â For Â us, Â itâ&#x20AC;&#x2122;s Â about Â commitment, Â focus Â and Â a Â culture Â that Â revolves Â around Â solving Â our Â customersâ&#x20AC;&#x2122; Â problems Â with Â capture Â solutions. Â Â If Â our Â customers Â and Â our Â business Â partners Â need Â focus Â and Â real Â attention Â to Â detail Â on Â Â&#x2026;Â&#x192;Â&#x2019;Â&#x2013;Â&#x2014;Â&#x201D;Â&#x2021; Â&#x2019;Â&#x201D;Â&#x2018;Â&#x201E;Â&#x17D;Â&#x2021;Â?Â&#x2022;ÇĄ Â&#x2013;Â&#x160;Â&#x2021;Â&#x203A;ÇŻÂ&#x17D;Â&#x17D; Â&#x2030;Â&#x2021;Â&#x2013; Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x2C6;Â&#x201D;Â&#x2018;Â? Â&#x2018;Â&#x2C6;Â&#x192;Â&#x161; as Â a Â focused Â vendor.

Computer Â News Â Middle Â East

MARCH 2012

Q: Â Please Â describe Â your Â partner Â strategy. A: Â We Â had Â decided Â a Â few Â months Â ago Â to Â increase Â our Â investment Â into Â our Â partner Â strategy. Â That Â has Â already Â started. Â It Â does Â not Â necessarily Â mean Â we Â are Â going Â to Â recruit Â new Â partners. Â We Â may Â have Â some Â new Â partners Â to Â cover Â new Â territories, Â or Â maybe Â one Â or Â the Â other Â vertical. Â In Â the Â territories, Â what Â we Â have Â started Â to Â do Â is Â to Â increase Â the Â knowledge Â of Â our Â partners Â â&#x20AC;&#x201C; Â that Â means Â we Â have Â invested Â a Â lot Â in Â training Â and Â Â&#x2026;Â&#x2021;Â&#x201D;Â&#x2013;Â&#x2039;Ď?Â&#x2039;Â&#x2026;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â?Ç¤ We Â have Â a Â training Â schedule Â that Â is Â available Â for Â partners. Â We Â have Â classroom Â training. Â We Â have Â added Â CBT Â to Â that, Â where Â customers Â can Â prepare Â for Â special Â projects Â and Â also Â download Â info. Â We Â also Â do Â a Â lot Â of Â teaching Â through Â webex Â sessions, Â which Â is Â more Â convenient, Â cost-Ââ&#x20AC;?effective Â and Â green. Â We Â record Â these Â sessions Â so Â they Â can Â revisit Â them Â when Â they Â are Â preparing Â for Â new Â projects. Â Q: Â Can Â you Â name Â some Â of Â the Â new Â solutions Â that Â you Â will Â be Â launching Â in Â the Â next Â year? Â A: Â We Â have Â a Â strategy Â that Â goes Â beyond Â 12 Â months. Â We Â usually Â review Â twice Â a Â year Â

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and Â we Â usually Â go Â through Â our Â strategy Â for Â the Â next Â three Â to Â five Â years. Â If Â I Â have Â to Â put Â it Â in Â one Â sentence, Â it Â is Â continuing Â to Â add Â value Â to Â our Â customerâ&#x20AC;&#x2122;s Â applications Â by Â adopting Â a Â mix Â of Â business Â processes, Â and Â adopting Â new Â technologies, Â to Â help Â our Â customers Â cut Â costs Â out Â of Â operations, Â and Â to Â address Â compliance Â and Â security Â at Â the Â same Â time. Â We Â are Â about Â to Â launch Â a Â mobile Â client Â for Â smartphones Â and Â tablets, Â where Â you Â could Â push Â the Â capturing Â of Â business Â processes Â out Â to Â the Â mobile Â world. Â Lets Â take Â one Â business Â process. Â We Â all Â have Â travel Â expenses. Â With Â our Â mobile Â app, Â you Â can Â just Â take Â a Â photo Â of Â the Â receipts Â and Â from Â then Â on Â it Â will Â be Â automatically Â fully Â processed. Â The Â solution Â can Â validate Â and Â extract Â data, Â process Â into Â HR Â and Â start Â the Â reimbursement Â process. Â All Â this Â is Â fully Â automated. Â Â?Â&#x2020; Ď?Â&#x2039;Â?Â&#x192;Â&#x17D;Â&#x17D;Â&#x203A;ÇĄ Â&#x2013;Â&#x160;Â&#x2021;Â&#x201D;Â&#x2021; Â&#x192;Â&#x201D;Â&#x2021; Â&#x201E;Â&#x2014;Â&#x2022;Â&#x2039;Â?Â&#x2021;Â&#x2022;Â&#x2022; Â&#x192;Â&#x2019;Â&#x2019;Â&#x2022; Â&#x192;Â&#x201D;Â&#x2018;Â&#x2014;Â?Â&#x2020; Â&#x2026;Â&#x192;Â&#x2019;Â&#x2013;Â&#x2014;Â&#x201D;Â&#x2039;Â?Â&#x2030; Â&#x192;Â?Â&#x2020; Â&#x2122;Â&#x2018;Â&#x201D;Â?Ď?Â&#x17D;Â&#x2018;Â&#x2122; Â&#x2026;Â&#x2018;Â?Â&#x2019;Â&#x2018;Â?Â&#x2021;Â?Â&#x2013;Â&#x2022;ÇĄ meaning Â things Â like Â case Â management, Â and Â this Â can Â be Â expanded Â to Â government Â solutions Â and Â citizen Â services Â automation. Â There Â are Â multiple Â applications Â and Â we Â are Â working Â on Â enabling Â all Â of Â them. Â Â

INTERVIEW Dr Wolfram Jost

They Â have Â to Â add Â technologies Â which Â help Â them Â to Â follow Â the Â speed Â of Â the Â market, Â the Â speed Â of Â the Â business Â and Â that Â is Â much Â more Â Ď?Â&#x17D;Â&#x2021;Â&#x161;Â&#x2039;Â&#x201E;Â&#x17D;Â&#x2021; Â&#x192;Â?Â&#x2020; Â&#x192;Â&#x2030;Â&#x2039;Â&#x17D;Â&#x2021; Â&#x2013;Â&#x160;Â&#x192;Â? Â&#x2019;Â&#x201D;Â&#x2018;Â&#x2020;Â&#x2014;Â&#x2026;Â&#x2013;Â&#x2022; Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x2122;Â&#x2021;Â&#x201D;Â&#x2021; previously Â integrated.

Dr Wolfram Jost, CTO at Sotware AG

CAPITALISING ON SOFTWARE Dr Wolfram Jost, CTO at Software AG speaks about everything from research and new technologies, and how enterprises can adopt and capitalise on them.

hat Â are Â the Â major Â trends Â affecting Â research Â and Â development Â for Â CTOs Â and Â organisations? There Â are Â four Â key Â technologies Â changing Â the Â way Â we Â do Â business. Â First Â of Â all, Â and Â it Â will Â be Â important Â for Â the Â next Â few Â years, Â is Â the Â cloud Â topic. Â After Â that Â is Â mobile, Â meaning Â mobile Â devices Â are Â more Â tightly Â integrated Â so Â information Â can Â be Â distributed Â to Â mobile Â devices Â and Â vice Â versa. Â Then Â there Â is Â social Â â&#x20AC;&#x201C; Â we Â all Â know Â that Â social Â is Â part Â of Â our Â daily Â lives Â with Â Facebook Â and Â all Â that Â stuff, Â but Â we Â also Â see Â social Â capabilities Â joining Â our Â middleware Â products. Â The Â last Â one Â is Â eMemory Â computing. Â This Â is Â when Â the Â data Â is Â not Â stored Â on Â disk, Â but Â is Â managed Â and Â stored Â as Â eMemory, Â which Â enables Â us Â to Â really Â speed Â up Â the Â performance Â of Â applications. Â How Â have Â these Â new Â technologies Â affected Â what Â Software Â AG Â offers?

Computer Â News Â Middle Â East

MARCH 2012

I Â think Â if Â you Â combine Â everything Â together Â we Â are Â offering Â a Â process Â platform Â that Â gives Â customers Â the Â ability Â to Â develop, Â implement, Â execute, Â monitor Â and Â to Â end-Ââ&#x20AC;?process. Â We Â believe Â that Â platforms Â are Â better Â than Â products, Â so Â we Â offer Â an Â end-Ââ&#x20AC;?to-Ââ&#x20AC;?end Â process Â platform Â for Â customers Â to Â really Â improve Â their Â business Â processes. Â This Â is Â our Â core Â focus. Â In Â your Â experiences, Â where Â are Â companies Â falling Â short Â in Â taking Â advantage Â of Â new Â technologies? 10, Â 15 Â years Â ago Â companies Â started Â to Â invest Â in Â IT. Â They Â mainly Â implemented Â what Â we Â call Â package Â applications Â for Â CRM, Â ERP, Â Ď?Â&#x2039;Â?Â&#x192;Â?Â&#x2026;Â&#x2021;ÇĄ Â&#x2026;Â&#x2018;Â?Â&#x2013;Â&#x201D;Â&#x2018;Â&#x17D;Â&#x17D;Â&#x2039;Â?Â&#x2030; Â&#x2021;Â&#x2013;Â&#x2026;Ç¤ Â&#x160;Â&#x2021; Â&#x2039;Â&#x2020;Â&#x2021;Â&#x192; Â&#x2122;Â&#x192;Â&#x2022; Â&#x2013;Â&#x2018; standardise Â business Â processes, Â to Â become Â Â?Â&#x2018;Â&#x201D;Â&#x2021; Â&#x2021;Â&#x2C6;Ď?Â&#x2039;Â&#x2026;Â&#x2039;Â&#x2021;Â?Â&#x2013;Ç¤ Â&#x2013;Â&#x160;Â&#x2039;Â?Â? Â&#x2026;Â&#x2018;Â?Â&#x2019;Â&#x192;Â?Â&#x2039;Â&#x2021;Â&#x2022; Â&#x2020;Â&#x2039;Â&#x2020; Â&#x2122;Â&#x2021;Â&#x17D;Â&#x17D; Â&#x2039;Â? this Â standardisation, Â but Â badly Â on Â innovation, Â Ď?Â&#x17D;Â&#x2021;Â&#x161;Â&#x2039;Â&#x201E;Â&#x2039;Â&#x17D;Â&#x2039;Â&#x2013;Â&#x203A; Â&#x192;Â?Â&#x2020; Â&#x2022;Â&#x2019;Â&#x2021;Â&#x2021;Â&#x2020; Â&#x2018;Â&#x2C6; Â&#x2026;Â&#x160;Â&#x192;Â?Â&#x2030;Â&#x2021;Ç¤ Â&#x160;Â&#x192;Â&#x2013; Â&#x2039;Â&#x2022; something Â that Â companies Â have Â to Â do Â now. Â

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Â&#x160;Â&#x192;Â&#x2013; Â&#x2022;Â&#x2019;Â&#x2021;Â&#x2026;Â&#x2039;Ď?Â&#x2039;Â&#x2026;Â&#x192;Â&#x17D;Â&#x17D;Â&#x203A; Â&#x2039;Â&#x2022; Â&#x2018;Â&#x2C6;Â&#x2013;Â&#x2122;Â&#x192;Â&#x201D;Â&#x2021; researching Â right Â now Â to Â stay Â ahead Â in Â its Â offerings Â to Â customers? Our Â research Â is Â now Â not Â focused Â on Â what Â we Â should Â do Â â&#x20AC;&#x201C; Â itâ&#x20AC;&#x2122;s Â clear Â what Â â&#x20AC;&#x201C; Â but Â how Â to Â do Â it Â in Â the Â most Â innovative Â way. Â We Â are Â looking Â now Â at Â working Â together Â with Â universities Â to Â Ď?Â&#x2039;Â?Â&#x2020; Â&#x2013;Â&#x160;Â&#x2021; Â&#x201E;Â&#x2021;Â&#x2022;Â&#x2013; Â&#x2122;Â&#x192;Â&#x203A;Â&#x2022; Â&#x2013;Â&#x2018; Â&#x2039;Â?Â&#x2019;Â&#x17D;Â&#x2021;Â?Â&#x2021;Â?Â&#x2013; Â&#x2021; Â&#x2021;Â?Â&#x2018;Â&#x201D;Â&#x203A; mobile Â collaboration Â and Â cloud Â architectures. Â Thatâ&#x20AC;&#x2122;s Â whatâ&#x20AC;&#x2122;s Â driving Â us. How Â much Â of Â Software Â AGâ&#x20AC;&#x2122;s Â revenue Â is Â spent Â on Â research Â and Â development, Â and Â how Â has Â that Â change Â in Â last Â two Â years? Our Â R&D Â budget Â is Â in Â excess Â of Â 100 Â million Â RSAeSecurity Chairman Art Coviello euro, Â and Â if Â you Â total Â verything Â with Â acquisitions Â we Â are Â at Â 130 Â million Â euro. Â It Â has Â increased Â over Â the Â last Â three Â to Â four Â years. Â We Â increase Â it Â according Â to Â the Â revenue Â increase, Â so Â we Â have Â to Â invest Â in Â the Â future Â and Â the Â trends Â I Â mentioned. Â If Â you Â are Â not Â able Â to Â follow Â the Â trends, Â you Â will Â be Â out Â of Â the Â market Â in Â IT. Â We Â are Â committed Â to Â this Â and Â have Â never Â had Â a Â reduction Â in Â R&D Â investment. What Â new Â products Â will Â Software Â AG Â offer Â this Â year? We Â will Â have Â a Â new Â release Â of Â our Â recorded Â eMemory Â data Â store Â from Â our Â Terracotta Â eMemory Â technology. Â Then Â we Â are Â working Â Â&#x2018;Â? Â&#x2013;Â&#x160;Â&#x2021; ÇŚÂ&#x201D;Â&#x2021;Â&#x17D;Â&#x2021;Â&#x192;Â&#x2022;Â&#x2021; Â&#x2C6;Â&#x2018;Â&#x201D; Â&#x2018;Â&#x2014;Â&#x201D; Â?Â&#x192;Â&#x152;Â&#x2018;Â&#x201D; Â&#x2019;Â&#x17D;Â&#x192;Â&#x2013;Â&#x2C6;Â&#x2018;Â&#x201D;Â?ÇĄ which Â is Â planned Â for Â the Â end Â of Â the Â year. Â This Â is Â also Â called Â our Â cloud Â release Â because Â weâ&#x20AC;&#x2122;re Â going Â to Â have Â better Â possibilities Â for Â cloud. Â Weâ&#x20AC;&#x2122;re Â also Â going Â to Â announce Â a Â new Â product Â in Â the Â area Â of Â social Â collaboration. What Â can Â we Â expect Â from Â Software Â AG Â over Â the Â next Â couple Â of Â years? Software Â AG Â is Â the Â biggest Â independent Â vendor Â of Â middleware Â application Â infrastructure. Â You Â have Â three Â markets; Â infrastructure-Ââ&#x20AC;?as-Ââ&#x20AC;?a-Ââ&#x20AC;?service, Â platform-Ââ&#x20AC;?as-Ââ&#x20AC;?a-Ââ&#x20AC;? service Â and Â software-Ââ&#x20AC;?as-Ââ&#x20AC;?a-Ââ&#x20AC;?service. Â We Â want Â to Â be Â a Â leader Â in Â platform-Ââ&#x20AC;?as-Ââ&#x20AC;?a-Ââ&#x20AC;?service Â in Â the Â whole Â middleware Â market. Â

Nominations close 15th February 2012

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Toshiba Portege Ultrabook

ou Â can Â tell Â weâ&#x20AC;&#x2122;re Â quite Â excited Â about Â the Â Ultrabook Â concept Â introduced Â by Â Intel Â since Â we Â Â&#x201D;Â&#x2021;Â&#x2DC;Â&#x2039;Â&#x2021;Â&#x2122;Â&#x2021;Â&#x2020; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2021;Â?Â&#x2018;Â&#x2DC;Â&#x2018; ÍľÍ˛Í˛Â&#x2022; Â&#x192; Â&#x2C6;Â&#x2021;Â&#x2122; Â?Â&#x2018;Â?Â&#x2013;Â&#x160;Â&#x2022; ago. Â Today Â weâ&#x20AC;&#x2122;re Â looking Â at Â Toshibaâ&#x20AC;&#x2122;s Â new Â Ultrabook, Â the Â Portege. The Â Portege Â strikes Â you Â as Â a Â really Â thin Â and Â light Â weight Â laptop; Â it Â is Â in Â fact Â lighter Â than Â all Â other Â Ultrabooks Â weâ&#x20AC;&#x2122;ve Â tried, Â weighing Â a Â little Â over Â 1kg, Â even Â lighter Â than Â the Â Macbook Â Air. Although Â it Â comes Â in Â different Â versions Â that Â vary Â in Â specs Â and Â processing Â power, Â they Â all Â share Â almost Â the Â same Â shape; Â a Â 13 Â inch Â screen Â in Â a Â brushed Â aluminum Â silver Â body, Â really Â sleek Â lines Â and Â hints Â of Â chrome Â around Â the Â hinges Â and Â touchpad Â buttons. Â It Â looks Â a Â little Â less Â sturdy Â than Â the Â Lenovo Â but Â it Â is Â still Â well Â built Â and Â far Â from Â being Â a Â delicate Â device. The Â Portege Â has Â a Â nice Â size Â keyboard Â thatâ&#x20AC;&#x2122;s Â quite Â comfortable Â to Â use, Â as Â well Â as Â a Â decent Â multitouch Â touchpad Â that Â supports Â a Â few Â multitouch Â gestures. Â Higher Â end Â business Â models Â also Â come Â with Â a Â biometric Â Ď?Â&#x2039;Â?Â&#x2030;Â&#x2021;Â&#x201D;Â&#x2019;Â&#x201D;Â&#x2039;Â?Â&#x2013; Â&#x2022;Â&#x2026;Â&#x192;Â?Â?Â&#x2021;Â&#x201D;Ç¤ Â&#x2019;Â&#x2021;Â&#x2026;Â&#x2039;Ď?Â&#x2039;Â&#x2026;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â?Â&#x2022; ĆŹ Â&#x2019;Â&#x2021;Â&#x201D;Â&#x2C6;Â&#x2018;Â&#x201D;Â?Â&#x192;Â?Â&#x2026;Â&#x2021; There Â are Â several Â versions Â of Â the Â Portege Â available Â in Â the Â market, Â fulfilling Â the Â needs Â of Â everyone Â from Â the Â average Â light-Ââ&#x20AC;?weight Â user Â to Â the Â more Â demanding Â business Â user. Â With Â processors Â that Â vary Â between Â the Â Inter Â Core Â i3 Â to Â the Â Core Â i7, Â and Â a Â RAM Â of Â 4 Â or Â 6 Â GBs, Â performance Â is Â completely Â different Â from Â one Â version Â to Â another. Â However, Â we Â recommend Â going Â for Â the Â Inter Â Core Â i5 Â version, Â where Â you Â will Â have Â a Â much Â better Â performance Â than Â the Â i3, Â as Â opposed Â to Â the Â increase Â youâ&#x20AC;&#x2122;ll Â notice Â between Â the Â i5 Â and Â i7 Â versions, Â simply Â because Â you Â wonâ&#x20AC;&#x2122;t Â be Â able Â to Â get Â the Â full Â

Computer Â News Â Middle Â East

MARCH 2012

power Â of Â a Â Core Â i7 Â processor Â on Â such Â a Â computer. As Â is Â the Â case Â with Â all Â other Â Ultrabooks, Â and Â with Â its Â built-Ââ&#x20AC;?in Â Intel Â graphics Â chipset, Â itâ&#x20AC;&#x2122;s Â not Â designed Â for Â 3D Â gaming, Â CAD Â software, Â or Â any Â other Â heavy-Ââ&#x20AC;?weight Â software, Â it Â will Â run Â them, Â but Â one Â at Â a Â time. The Â cooling Â fan Â on Â the Â Portege Â can Â get Â a Â little Â irritating Â especially Â if Â youâ&#x20AC;&#x2122;re Â bothered Â by Â high Â pitched Â noises. Â It Â isnâ&#x20AC;&#x2122;t Â extremely Â noisy Â but Â it Â is Â a Â noticeable Â noise. The Â battery Â well Â with Â an Â average Â life Â of Â about Â 8 Â hours Â of Â moderate Â to Â light Â usage, Â quite Â as Â expected Â from Â an Â Ultrabook. Â Â&#x2014;Â&#x17D;Â&#x2013;Â&#x2039;Â?Â&#x2021;Â&#x2020;Â&#x2039;Â&#x192; ĆŹ Â&#x2018;Â?Â?Â&#x2021;Â&#x2026;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2039;Â&#x2013;Â&#x203A; The Â speakers Â arenâ&#x20AC;&#x2122;t Â that Â great Â but Â they Â arenâ&#x20AC;&#x2122;t Â that Â bad Â either, Â youâ&#x20AC;&#x2122;ll Â notice Â some Â hissing Â noise Â when Â the Â volume Â is Â pumped Â up Â all Â the Â way. Â You Â can Â however, Â connect Â a Â standard Â headset Â thanks Â to Â the Â separate Â microphone Â and Â headphone Â jacks, Â as Â well Â as Â a Â stereo Â Bluetooth Â headset Â through Â the Â built-Ââ&#x20AC;?in Â Bluetooth Â connectivity. The Â Portege Â comes Â with Â 3 Â USB Â ports Â one Â of Â which Â is Â a Â USB3 Â and Â another Â is Â a Â sleep Â charge Â USB2, Â HDMI Â and Â LAN Â connectivity, Â as Â well Â as Â standard Â Intel Â WiFi Â and Â Intel Â WiDi Â (Wireless Â Display) Â so Â you Â can Â connect Â it Â to Â a Â bigger Â HDMI Â screen. Â

www.cnmeonline.com

VERDICT: Â Aye. Â The Â Toshiba Â Portege Â is Â a Â small Â yet Â powerful Â Ultrabook Â that Â is Â well Â Ď&#x201D;Â&#x2039;Â&#x2013;Â&#x2013;Â&#x2021;Â&#x2020; Â&#x2122;Â&#x2039;Â&#x2013;Â&#x160; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2026;Â&#x2018;Â&#x201D;Â&#x201D;Â&#x2021;Â&#x2026;Â&#x2013; Â&#x2C6;Â&#x2021;Â&#x192;Â&#x2013;Â&#x2014;Â&#x201D;Â&#x2021;Â&#x2022; Â&#x2C6;Â&#x2018;Â&#x201D; Â&#x2019;Â&#x2021;Â&#x2018;Â&#x2019;Â&#x17D;Â&#x2021; Â&#x2026;Â&#x2018;Â?Â&#x2022;Â&#x2013;Â&#x192;Â?Â&#x2013;Â&#x17D;Â&#x203A; Â&#x2018;Â? Â&#x2013;Â&#x160;Â&#x2021; Â?Â&#x2018;Â&#x2DC;Â&#x2021;ÇĄ Â&#x2039;Â&#x2013; Â?Â&#x2039;Â&#x2030;Â&#x160;Â&#x2013; Â?Â&#x2018;Â&#x2013; Â&#x201E;Â&#x2021; Â&#x2020;Â&#x2021;Â&#x2022;Â&#x2039;Â&#x2030;Â?Â&#x2021;Â&#x2020; Â&#x2C6;Â&#x2018;Â&#x201D; Â&#x2020;Â&#x2021;Â&#x2022;Â&#x2039;Â&#x2030;Â?Â&#x2021;Â&#x201D; Â&#x2018;Â&#x201D; Â&#x2030;Â&#x192;Â?Â&#x2021;Â&#x201D;Â&#x2022;ÇĄ Â&#x201E;Â&#x2014;Â&#x2013; Â&#x2039;Â&#x2013; Â&#x2026;Â&#x192;Â? Â&#x2019;Â&#x2021;Â&#x201D;Â&#x2C6;Â&#x2018;Â&#x201D;Â? Â&#x192;Â&#x17D;Â&#x17D; Â&#x2018;Â&#x2C6; Â&#x203A;Â&#x2018;Â&#x2014;Â&#x201D; Â&#x2020;Â&#x192;Â&#x203A;ÇŚÂ&#x2013;Â&#x2018;ÇŚÂ&#x2020;Â&#x192;Â&#x203A; Â&#x2013;Â&#x192;Â&#x2022;Â?Â&#x2022;Ç¤

Â&#x2013;ÇŻÂ&#x2022; Â&#x192; Â&#x160;Â&#x2021;Â&#x192;Â&#x2DC;Â&#x203A; Â&#x2122;Â&#x2021;Â&#x2039;Â&#x2030;Â&#x160;Â&#x2013; Â&#x2019;Â&#x17D;Â&#x192;Â&#x203A;Â&#x2021;Â&#x201D;ÇĄ Â&#x2039;Â? Â&#x192; Â&#x2DC;Â&#x2021;Â&#x201D;Â&#x203A; Â&#x17D;Â&#x2039;Â&#x2030;Â&#x160;Â&#x2013; weight Â shell.

This review was done by Fahed Sabbagh â&#x20AC;&#x201C; proud geek and passionate blogger. You can catch him wax poetic on all things geeky at www.nerdyface.com.

Camera Motorola Â ships Â the Â RAZR Â with Â a Â less-Ââ&#x20AC;?than-Ââ&#x20AC;? impressive Â 8mp Â camera. Â It Â took Â decent Â quality Â photos Â in Â daylight Â but Â less Â satisfying Â ones Â indoors Â with Â or Â without Â using Â its Â single Â point Â Ď?Â&#x17D;Â&#x192;Â&#x2022;Â&#x160;Ç¤ Â&#x160;Â&#x2021; Â&#x2026;Â&#x192;Â?Â&#x2021;Â&#x201D;Â&#x192; Â&#x2020;Â&#x2018;Â&#x2021;Â&#x2022; Â&#x160;Â&#x2018;Â&#x2122;Â&#x2021;Â&#x2DC;Â&#x2021;Â&#x201D; Â&#x160;Â&#x192;Â&#x2DC;Â&#x2021; a Â quick Â response Â and Â auto-Ââ&#x20AC;?focus Â rate. Â Video Â quality Â was Â a Â little Â similar Â in Â different Â light Â conditions Â with Â support Â for Â 1080p Â full Â HD Â video Â recording. Â With Â a Â phone Â of Â this Â thickness, Â we Â werenâ&#x20AC;&#x2122;t Â really Â expecting Â much Â from Â the Â camera Â anyway. Â

Motorola Droid RAZR

Â? Í´Í˛Í˛ÍśÇĄ Â&#x2018;Â&#x2013;Â&#x2018;Â&#x201D;Â&#x2018;Â&#x17D;Â&#x192; Â&#x201D;Â&#x2021;Â&#x17D;Â&#x2021;Â&#x192;Â&#x2022;Â&#x2021;Â&#x2020; Â&#x2013;Â&#x160;Â&#x2021; ÇĄ the Â worldâ&#x20AC;&#x2122;s Â thinnest Â phone Â that Â sold Â more Â than Â 50 Â million Â units Â within Â two Â years. Â Today, Â Motorola Â revives Â this Â legendary Â Â&#x2020;Â&#x2021;Â&#x2DC;Â&#x2039;Â&#x2026;Â&#x2021; Â&#x2122;Â&#x2039;Â&#x2013;Â&#x160; Â&#x2013;Â&#x160;Â&#x2021; Â&#x201D;Â&#x2018;Â&#x2039;Â&#x2020; ÇĄ Â&#x201E;Â&#x2014;Â&#x2013; Â&#x2122;Â&#x2039;Â&#x17D;Â&#x17D; Â&#x2039;Â&#x2013; measure Â up Â to Â the Â glory Â of Â the Â original? Â The Â RAZR Â is Â a Â lot Â more Â than Â just Â a Â slim Â phone. Â At Â a Â little Â over Â 7mm, Â it Â is Â by Â far Â the Â thinnest Â weâ&#x20AC;&#x2122;ve Â seen Â on Â the Â market, Â and Â it Â becomes Â a Â little Â thicker Â on Â the Â top Â to Â accommodate Â a Â camera Â (11mm Â at Â its Â thickest). Gorilla Â Glass Â protects Â the Â 4.3 Â inch Â Super Â AMOLED Â display Â with Â 540 Â x Â 960 Â pixels Â and Â you Â can Â experience Â vibrant Â colours, Â even Â in Â daylight. Â Weâ&#x20AC;&#x2122;ve Â heard Â lots Â of Â criticism Â about Â the Â RAZR Â screen Â but Â after Â testing Â the Â device Â out, Â we Â think Â it Â is Â pretty Â good. Â Motorola Â didnâ&#x20AC;&#x2122;t Â ship Â the Â phone Â with Â a Â Super Â AMOLED Â Plus Â screen Â as Â we Â might Â have Â hoped Â but Â they Â sure Â packed Â the Â best Â they Â could Â from Â a Â regular Â Super Â AMOLED Â screen Â â&#x20AC;&#x201C;since Â when Â have Â we Â started Â calling Â these Â â&#x20AC;&#x153;regularâ&#x20AC;? Â anyway? Â â&#x20AC;&#x201C; Â The Â screen Â passes Â with Â Ď?Â&#x17D;Â&#x203A;Â&#x2039;Â?Â&#x2030; Â&#x2026;Â&#x2018;Â&#x17D;Â&#x2018;Â&#x2014;Â&#x201D;Â&#x2022;Ç¤ Â&#x2021;Â&#x2DC;Â&#x17D;Â&#x192;Â&#x201D; Â&#x2018;Â? Â&#x2013;Â&#x160;Â&#x2021; Â&#x201E;Â&#x192;Â&#x2026;Â? Â?Â&#x192;Â?Â&#x2021;Â&#x2022; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2019;Â&#x160;Â&#x2018;Â?Â&#x2021; durable, Â scratch Â resistant, Â and Â helps Â make Â it Â a Â really Â light Â phone Â at Â 127g. Â Apart Â from Â this, Â Â&#x2021;Â&#x2DC;Â&#x17D;Â&#x192;Â&#x201D; Â&#x2020;Â&#x2021;Ď?Â&#x2039;Â?Â&#x2039;Â&#x2013;Â&#x2021;Â&#x17D;Â&#x203A; Â&#x192;Â&#x2020;Â&#x2020;Â&#x2022; Â&#x2013;Â&#x2018; Â&#x2039;Â&#x2013;Â&#x2022; Â&#x192;Â&#x2021;Â&#x2022;Â&#x2013;Â&#x160;Â&#x2021;Â&#x2013;Â&#x2039;Â&#x2026; Â&#x192;Â&#x2019;Â&#x2019;Â&#x2021;Â&#x192;Â&#x17D;

with Â sleek Â lines. Â For Â those Â of Â you Â who Â donâ&#x20AC;&#x2122;t Â Â?Â?Â&#x2018;Â&#x2122;ÇĄ Â&#x2021;Â&#x2DC;Â&#x17D;Â&#x192;Â&#x201D; Â&#x2039;Â&#x2022; Â&#x192; Â?Â&#x192;Â&#x2013;Â&#x2021;Â&#x201D;Â&#x2039;Â&#x192;Â&#x17D; Â&#x2014;Â&#x2022;Â&#x2021;Â&#x2020; Â&#x2013;Â&#x2018; Â?Â&#x192;Â?Â&#x2021; Â&#x2019;Â&#x2018;Â&#x17D;Â&#x2039;Â&#x2026;Â&#x2021; armor Â vests, Â so Â this Â phone Â could Â take Â a Â bullet Â for Â you! Â (Not Â really, Â donâ&#x20AC;&#x2122;t Â try Â that!) The Â phone Â has Â micro Â USB Â and Â HDMI Â plugs Â on Â the Â top, Â power Â and Â volume Â buttons Â on Â one Â side, Â and Â a Â small Â door Â that Â holds Â the Â 16 Â GB Â SD Â card Â and Â an Â LTE Â SIM Â card Â slot Â on Â the Â other. Â You Â will Â notice Â that Â you Â canâ&#x20AC;&#x2122;t Â remove Â the Â back Â cover Â to Â release Â the Â battery Â because Â Motorola Â â&#x20AC;&#x153;shavedâ&#x20AC;? Â a Â few Â millimeters Â of Â the Â RAZR Â by Â removing Â this Â feature. Â Â&#x2019;Â&#x2021;Â&#x2026;Â&#x2039;Ď?Â&#x2039;Â&#x2026;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â?Â&#x2022; The Â RAZR Â comes Â with Â a Â Dual-Ââ&#x20AC;?core Â 1.2 Â GHz Â Cortex-Ââ&#x20AC;?A9 Â processor, Â 1 Â GB Â of Â RAM, Â and Â 8 Â GBs Â of Â internal Â storage. Â Motorola Â claims Â that Â the Â Li-Ââ&#x20AC;?Ion Â battery Â gives Â you Â more Â than Â 200 Â hours Â of Â standby Â time Â and Â 12 Â hours Â of Â talk Â time; Â however Â the Â phone Â only Â survived Â about Â 60-Ââ&#x20AC;?70 Â hours Â of Â standby Â and Â a Â little Â over Â 4 Â hours Â of Â talk Â time. Â Battery Â life Â does Â vary Â according Â to Â the Â signal Â strength Â but Â we Â werenâ&#x20AC;&#x2122;t Â even Â testing Â it Â over Â a Â 4G Â LTE Â network Â that Â itâ&#x20AC;&#x2122;s Â supposed Â to Â run Â on. Â The Â phone Â comes Â with Â your Â standard Â connectivity Â options, Â A-Ââ&#x20AC;?GPS, Â and Â of Â course, Â support Â for Â 4G Â LTE Â networks. Â

www.cnmeonline.com

Software The Â Motorola Â Droid Â RAZR Â comes Â with Â Android Â 2.3.5 Â (Gingerbread) Â with Â all Â its Â brilliant Â features, Â and Â is Â upgradable Â to Â Android Â 4.0 Â (Ice Â Cream Â Sandwich) Â as Â soon Â as Â itâ&#x20AC;&#x2122;s Â available. Â The Â phone Â also Â comes Â with Â two Â software Â features Â that Â are Â enough Â to Â make Â it Â stand Â out Â of Â the Â crowd Â between Â hundreds Â of Â Android Â devices Â available Â on Â the Â market. Using Â a Â simple Â docking Â station Â for Â your Â Motorola Â phone, Â or Â a Â laptop Â shaped Â dock Â complete Â with Â a Â keyboard Â and Â a Â touchpad, Â or Â â&#x20AC;&#x201C; our Â favourite, Â a Â tiny Â little Â device Â called Â the Â Travel Â Adapter, Â you Â can Â connect Â your Â USB Â and Â HDMI Â plugs Â on Â your Â phone Â to Â any Â HDMI Â screen Â and Â USB Â devices, Â and Â have Â a Â full Â desktop Â experience Â with Â your Â phone. Â This Â feature Â is Â actually Â paving Â the Â way Â now Â to Â more Â advanced Â desktop Â applications Â that Â can Â be Â used Â from Â your Â phone, Â in Â fact, Â Ubuntu Â announced Â that Â their Â operating Â system Â will Â be Â coming Â to Â multi-Ââ&#x20AC;?cored Â Android Â devices Â soon; Â this Â is Â something Â we Â canâ&#x20AC;&#x2122;t Â wait Â to Â see! ÇŁ Â&#x203A;Â&#x2021;Ç¤ Â&#x160;Â&#x2021; Â&#x2018;Â&#x2013;Â&#x2018;Â&#x201D;Â&#x2018;Â&#x17D;Â&#x192; Â&#x201D;Â&#x2018;Â&#x2039;Â&#x2020; Â&#x2020;Â&#x2021;Ď&#x201D;Â&#x2039;Â?Â&#x2039;Â&#x2013;Â&#x2021;Â&#x17D;Â&#x203A; Â&#x201D;Â&#x2039;Â&#x2022;Â&#x2021;Â&#x2022; Â&#x2014;Â&#x2019; Â&#x2013;Â&#x2018; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2021;Â&#x161;Â&#x2019;Â&#x2021;Â&#x2026;Â&#x2013;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â?Â&#x2022; Â&#x192;Â?Â&#x2020; Â&#x192; Â&#x2122;Â&#x160;Â&#x2018;Â&#x17D;Â&#x2021; Â&#x17D;Â&#x2018;Â&#x2013; Â?Â&#x2018;Â&#x201D;Â&#x2021;ÇĄ Â?Â&#x2018;Â&#x2013; Â&#x2018;Â?Â&#x17D;Â&#x203A; Â&#x2039;Â&#x2013;ÇŻÂ&#x2022; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2013;Â&#x160;Â&#x2039;Â?Â?Â&#x2021;Â&#x2022;Â&#x2013; Â&#x2019;Â&#x160;Â&#x2018;Â?Â&#x2021; Â&#x2018;Â? Â&#x2013;Â&#x160;Â&#x2021; Â?Â&#x192;Â&#x201D;Â?Â&#x2021;Â&#x2013;ÇĄ Â&#x2039;Â&#x2013;ÇŻÂ&#x2022; Â&#x2019;Â&#x192;Â&#x2026;Â?Â&#x2021;Â&#x2020; Â&#x2122;Â&#x2039;Â&#x2013;Â&#x160; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2022;Â?Â&#x192;Â&#x201D;Â&#x2013;Â&#x2021;Â&#x2022;Â&#x2013; Â&#x2C6;Â&#x2021;Â&#x192;Â&#x2013;Â&#x2014;Â&#x201D;Â&#x2021;Â&#x2022;ÇĄ Â&#x192;Â?Â&#x2020; Â&#x2039;Â&#x2013; Â&#x2013;Â&#x192;Â?Â&#x2021;Â&#x2022; Â&#x192; Â&#x2030;Â&#x17D;Â&#x192;Â?Â&#x2026;Â&#x2021; Â&#x2013;Â&#x2018; Â?Â?Â&#x2018;Â&#x2122; Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x2039;Â&#x2013;ÇŻÂ&#x2022; Č&#x201A;Â&#x2018;Â?Â&#x2026;Â&#x2021; Â&#x192;Â&#x2030;Â&#x192;Â&#x2039;Â?Č&#x201A; Â&#x2018;Â?Â&#x2021; Â&#x2018;Â&#x2C6; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2022;Â&#x2021;Â&#x161;Â&#x2039;Â&#x2021;Â&#x2022;Â&#x2013; Â&#x2019;Â&#x160;Â&#x2018;Â?Â&#x2021;Â&#x2022; Â&#x2018;Â&#x2014;Â&#x2013; Â&#x2013;Â&#x160;Â&#x2021;Â&#x201D;Â&#x2021;Ç¤

This review was done by Fahed Sabbagh â&#x20AC;&#x201C; proud geek and passionate blogger. You can catch him wax poetic on all things geeky at www.nerdyface.com.

MARCH 2012

Computer Â News Â Middle Â East

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