Gitex Media Kit 2019

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THE TECHNOLOGY MEDIA PARTNER FOR GITEX 2019



EC MEA OCTOBER ISSUE-$15K (COVER FEATURE)

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ZEBRA TECHNOLOGIES: CAPTURING THE EDGE /88

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StarLink comes with a ‘no-compromise’ tag when it is about meeting the diverse security needs of the modern enterprise. With a portfolio of innovative solutions and key initiatives in 2018 - StarLink Innovation Centre, StarLink Academy, StarLink Marketplace, the leadership is re-affirming the meaning of being a ‘TRUE’ VAD

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With a portfolio full of niche solutions and key initiatives in 2018, StarLink leadership is reaffirming the meaning of being a ‘True VAD”./ 32

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INCREMENTAL VS FULFILLMENT According to Nidal, StarLink rightfully deserves to be called a ‘True VAD’ owing to the contribution towards the distribution market. “Many traditional VADs were aligning on fulfillment business but StarLink has always focused on incremental business for vendors and partners. On the other hand, Moreover, the quality of

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meaning of being a ‘TRUE’ VAD Marketplace, the leadership is re-affirming the Innovation Centre, StarLink Academy, StarLink solutions and key initiatives in 2018 - StarLink the modern enterprise. With a portfolio of innovative it is about meeting the diverse security needs of StarLink comes with a ‘no-compromise’ tag when

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losing the edge over the customers and eventually few years back, traditional distributors were seen on security took a step out of the boardroom a in traditional distribution. When the discussion were silently beckoning an era of change the country, the leadership of the company the opening of its ‘Innovation Centre’ in innovation. When StarLink announced It is the year of Zayed— the year of

StarLink - Nidal Othman and Mahmoud Nimer. this candid conversation with the Founders of Or too good to be ‘true’? Let the story unfold in themselves a ‘True’ VAD. Definitely distinctive? ‘Trusted’…..etc. StarLink has always called tors are going with prefixes like ‘Leading’, ‘Only’, While other significant value-added distribuwanted vs security that was needed. fell into the chasm of providing security that was

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On the other hand, Moreover, the quality of incremental business for vendors and partners. business but StarLink has always focused on traditional VADs were aligning on fulfillment tion towards the distribution market. “Many to be called a ‘True VAD’ owing to the contribuAccording to Nidal, StarLink rightfully deserves

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services we offer in terms of pre-sales, post-sales support and training makes us different from others. Furthermore, we have built a strong foundation at the headquarters with huge investments in infrastructure and niche resources, thereby empowering our teams in bringing the best offerings to the region”

LEGACY VS CORE While competitors in the market are trying to expand their arms and reach to other offerings and domains, StarLink is still very much rooted to their core offerings. So, I ask Nidal how they are bridging the thin line of difference between being termed as a legacy VAD or a rooted-to-core VAD? With a very enthusiastic grin, Nidal says, “We still look at ourselves as a start-up. This helps us keep the energy up within the team. Every year we innovate our services and our go-to-market strategy with new concepts. For the past thirteen years, GITEX has been our platform to launch these new initiatives and take them to our vendor and partner communities. To be innovative in whatever we do is key and we believe that there is always room for improvement and enhancement.”

EVOLUTION VS CONTINUATION The term ‘value’ in value-added distribution means different to each distributor. Nidal breaks StarLink’s evolution as a value-added distributor into three generations. “Since inception, i.e. from the year 2005 to 2010 ‘value’ for us was all about focusing on introducing new vendors and technologies to this region. These vendors appreciated us as their extended sales and marketing teams on-theground since they did not have local presence. The next five years were about expanding our footprint and portfolio in META to encompass a wider set of technologies to cater to the evolving IT security demands of the region. The third generation has us focused on further strengthening our portfolio to become a leading VAD in security, data center and cloud. The journey has started and we have achieved some significant milestones that will be announced in GITEX.”

COVER FEATURE

INNOVATION VS COMPETITION

The last few years were dominated by buzzwords and nearly everyone wanted to be in the race of living up to the buzzwords. Emerging technologies like AI, machine learning, robotics, blockchain etc., compelled organization to redefine their business structure and the VADs,

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to re-visit their service delivery models. Mahmoud Nimer says that, being a market leader in security, StarLink has always understood the pulse of the market and catered to the holistic need of customers and partners. “In 2018 we invested heavily into two areas – StarLink Marketplace and StarLink Innovation Centre. The marketplace addresses the challenges and opportunities for the born-in-the-cloud partners and allows them to transact with us in the marketplace through subscription-based models. Twenty out of the forty vendors that we have, are enrolled in this subscription-based offering. Currently 1% of our total turnover is from the marketplace and we expect it to go up to 5% in 2019.” Nidal adds, “Artificial Intelligence and machine learning are the strong reasons behind starting the innovation centre. We are the first distributor to open an innovation centre in the region and we are proud of this milestone that further reiterates our commitment to our vendors, partners and customers alike. The R&D team of the innovation centre customizes and integrates the existing solutions of vendors with AI and machine learning and makes it smarter. We have added a few vendors to our SIC— Security Intelligence Center— to make the solutions smarter and competent. Mahmoud says that these emerging technologies are not theory anymore. Customers are facing challenges related to human interactions and AI has emerged as a perfect tool that covers this gap. “Many customers were looking for solutions that could be integrated with their existing ones and this is why we came up with the innovation centre. We have been very successful thus far.” Nidal says that unlike other players who often rush into adopting trends blindly, StarLink’s growth and expansion are well researched and deliberate to meet the ever-changing demands of the market.” According to Mahmoud, if an organization is not ready for an expansion they should not venture in for the sake of it. “This year we entered into the OT security and industrial security landscape as we saw a gap in the market in addressing the security needs of this segment. We integrated the right resources, right technologies and expanded into that domain.”

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CUSTOMERS

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COUNTRIES Strategy that we are rolling out provokes customers to think of the key business drivers that lead to potential IT spend - whether it is changing trends, breaches, risks or compliance. Once these requirements are identified, they are mapped to the best-suited solutions and technologies thus helping them in their IT security spending decision-making.” Nidal added, “We are trying to simplify the investment in technology by erasing the gap between a CISO and a CIO. In our innovation centre we have built a management dashboard that gives the CISO full visibility into the entire lifecycle of the solution deployed. At a given time he can see what breaches have been successfully blocked and by which solutions, what could have been the cost of the breach or compliance failure

REVENUE GOAL $500

Today, StarLink has close to forty vendors on board who offer diverse security solutions. As a VAD, it is a matter of great responsibility to make sure that all vendors are given the equal ROI and attention as well as customer exposure. “We have created a great infrastructure within StarLink that comprises of 12 business units, product managers, dedicated pre-sales, sales and support teams. Each business unit empowers the vendor in their market reach and acts as an independent stakeholder to deliver the vendor expectations. We are a hundred percent channel driven company however, we also have ‘direct touch’ with our end-user community to drive business opportunities.” Says Nidal. StarLink’s Customer Success Team is also yet another key differentiator that sets the VAD apart. With this team, StarLink makes sure that customer retention is more than 90% as the team is in constant touch with the customer throughout the tenure rather than just at the time of renewal. “We deployed this team in 2014 with a goal of customer retention and the interaction with the customers was predominantly at renewal time. However, this department has now evolved to be the largest business unit within StarLink where 50 plus personnel are dedicated toward customer retention, professional services,

EXPANSION FY-18Q4

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IT SECURITY SPEND OPTIMIZATION One of the key messages that customers and partners can expect from StarLink at this GITEX is about optimizing their IT security spend. Mahmoud says, “The new StarLink Security

and how much the business saved preventing the same.” “It took eight months for us to build this dashboard from scratch, and we are very proud of it” adds Nidal.

PARTNERS

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trainings and technical support. We have the best resources and our Customer Success Managers are advocates who ensure that our customers leverage the right service and resource to help them achieve their business goals.” Says Mahmoud Nimer. StarLink teams are structured in such a way that everyone benefits from an opportunity through teamwork. Multiple resources could touch the same opportunities and lead it to fruition, together! This structure is unique to StarLink. We practice the ethos of ‘All for one and one for all.” added Nidal.

FINALLY At GITEX this year, StarLink has a bigger presence showcasing 18 of its vendors and their diverse product portfolio. “We look forward to COVER FEATURE welcoming our vendors, customers and partners again this year to a bigger and more successful Gitex.” says Mahmoud Nimer. With its competitive solution lifecycle, the VAD is definitely on a trek to innovation and business acceleration. They are excited about their 2020 vision of achieving $500 million target and we wish them well. ë

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redefine their business structure and the VADs, blockchain etc., compelled organization to technologies like AI, machine learning, robotics, of living up to the buzzwords. Emerging and nearly everyone wanted to be in the race The last few years were dominated by buzzwords

-DA

fell into the chasm of providing security that was wanted vs security that was needed. While other significant value-added distributors are going with prefixes like ‘Leading’, ‘Only’, ‘Trusted’…..etc. StarLink has always called themselves a ‘True’ VAD. Definitely distinctive? Or too good to be ‘true’? Let the story unfold in this candid conversation with the Founders of StarLink - Nidal Othman and Mahmoud Nimer.

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It is the year of Zayed— the year of innovation. When StarLink announced the opening of its ‘Innovation Centre’ in the country, the leadership of the company were silently beckoning an era of change in traditional distribution. When the discussion on security took a step out of the boardroom a few years back, traditional distributors were seen losing the edge over the customers and eventually

COMPETITION

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Mahmoud says, “The new StarLink Security is about optimizing their IT security spend. partners can expect from StarLink at this GITEX One of the key messages that customers and

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and we wish them well. ë their 2020 vision of achieving $500 million target business acceleration. They are excited about VAD is definitely on a trek to innovation and With its competitive solution lifecycle, the Gitex.” says Mahmoud Nimer. again this year to a bigger and more successful


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OPINION

BLENDING MORAL, ECONOMIC BENEFITS IN TRANSFORMATION Employees can be influential in driving a social cause when business benefits are visible, explains Professor David Mayer at University of Michigan.

DAVID MAYER, Professor of Management and Organisations at University of Michigan, Ross School of Business.

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mployees often care about social issues and use their organisation as a vehicle to foster social change. Yet, despite commonly communicating through economic language, speaking up about morals can be more effective when the issue is framed to fit the company’s values and mission. The findings suggest that this approach works because it elicits feelings of anticipated guilt and motivates managers to devote resources and

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promote issues that benefit society. Researchers conducted a series of surveys and an experiment to test when and how moral language could be successful in selling social issues. They defined success as when an employee influenced his or her manager to spend time, money, resources and attention to address a social issue. One survey asked 141 working adults to report times when they spoke to management about an important social issue. Participants were then asked to respond to questions about how they framed their argument. Almost half of the participants had done this before and were most successful at getting buy-in from their managers when they focused on morality and when they framed the issue as fitting in well with the organisation’s mission and values. Another survey involved 88 employee-manager pairs to further study how such arguments about social issues are delivered and perceived. Employees reported if they used values to help sell the issue, if they made a business case and if they fit their argument to the company’s mission, while managers rated the employee’s persuasiveness and if the organisation responded positively by then advocating for that social issue. As in the prior survey, the researchers found that when employees used moral language that fit with the organisation’s mission, supervisors were more likely to devote attention, time,

money and other resources to the social issue. However, if the employee used economic language or moral language alone, it was not as effective. Using moral language without drawing explicit links to the organisation’s values might backfire because it highlights the irrelevance of the issue to the organisation’s core agenda. Another experiment asked 170 adults to imagine they were supervisors at a manufacturing company and one of their employees shared an idea about incorporating a green technology. Participants then read both business and moral arguments for adding the green technology and were asked to rate the persuasiveness of the employee. Interestingly, when framing the issue as being of an economic benefit yielded better results than when it was framed as a moral issue. Perhaps the participants made their decisions based on their beliefs about how managers should make decisions, that managers should always be thinking of the bottom line. Mayer believes this research may provide support for the idea that social change within companies can come from the bottom up rather than the top down. It was the lower-level employees who tried to make change, and many were successful. This may provide employees inspiration in the future that they can be influential within their organisation, especially if they address an issue that fits within the company’s values and mission.

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For more information call 800SAGE, email meinfo@sage.com and visit www.sage.com/en-ae managers to devote resources and of anticipated guilt and motivates works because it elicits feelings findings suggest that this approach company’s values and mission. The when the issue is framed to fit the about morals can be more effective economic language, speaking up commonly communicating through COVER FEATURE foster social change. Yet, despite organisation as a vehicle to social issues and use their mployees often care about

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GULF STEVEDORING SAUDI ARABIA

VISIONARY STEPS TRANSFORMING PORT OPERATIONS Gulf Stevedoring is investing in digital technologies to build analytics, customer experience, integrate operations, avoid downtime.

HOSSAM EL-MASRY, INFORMATION TECHNOLOGY MANAGER AT GULF STEVEDORING. Michigan, Ross School of Business. Organisations at University of Professor of Management and DAVID MAYER,

likely to devote attention, time, mission, supervisors were more that fit with the organisation’s employees used moral language researchers found that when As in the prior survey, the then advocating for that social issue. organisation responded positively by employee’s persuasiveness and if the mission, while managers rated the their argument to the company’s made a business case and if they fit values to help sell the issue, if they Employees reported if they used perceived. about social issues are delivered and such arguments offurther view isstudy reallyhow valuable,” he says. 88hyperconverged employee-manager pairs to The infrastructure Another survey involved is values. easier to manage and configure the organisation’s mission and with software tools, and does not the issue as fitting in well with require to be taken offline through on morality and when they framed downtime maintenance, as much as their managers when they focused the legacy infrastructure. successful at getting buy-in from “We wanted a solution that would had done this before and were most deliver linear scalability to handle Almost half of the participants predicted rapid growth in container their argument. traffic,” explains Hossam El-Masry, questions about how they framed Information Technology Manager were then asked to respond to at Gulf Stevedoring. “We were also important social issue. Participants looking for ability to upgrade and spoke to management about an manage the infrastructure without adults to report times when they any downtime or impact in any way One survey asked 141 working on the level of service provided to social issue. staff and customers at the ports we resources and attention to address a manage.” manager to spend time, money, an employee influenced his or her

INTEGRATION issues. They defined success as when Ascould the top executive of be successful inGulf selling social Stevedoring, onehow of James’ test when and moral primary language

of surveys and an experiment to Researchers conducted a series promote issues that benefit society.

company’s values and mission. address an issue that fits within the their organisation, especially if they that they can be influential within employees inspiration in the future were successful. This may provide who tried to make change, and many It was the lower-level employees than the top down. come from the bottom up rather social change within companies can provide support for the idea that Mayer believes this research may thinking of the bottom line. that managers should always be managers should make decisions, based on their how requirements isbeliefs to get about a holistic the participants made their decisions picture of his operations across the was framed as a moral issue. three ports. “One key thing forPerhaps me yielded better results than when it in my position is that I want overall issue as being of an economic benefit visibility to hand. We can have a lot Interestingly, when framing the of good systems but they are of little persuasiveness of the employee. use unless they can be summarised and were asked to rate the by way of a dashboard or having the for adding the green technology data readily available to analyse.” business and moral arguments James needs the ability to slice and Participants then read both dice operational data, in ways best green technology. known to his position. Some of the shared an idea about incorporating a parametres James would like to use company and one of their employees includes, export volumes, types of were supervisors at a manufacturing container equipment, critical paths, asked 170 adults to imagine they bottlenecks, amongst various others. core agenda. Another experiment “From my point of view as a user of of the issue to the organisation’s technology, if you cannot bring all because it highlights the irrelevance the data together, thenmight it ceases to be organisation’s values backfire useful.” drawing explicit links to the

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GAIN FINANCIAL INSIGHT AND DRIVE RESULTS. STREAMLINE KEY BUSINESS PROCESSES. RUN A MORE CONNECTED BUSINESS. COVER FEATURE

are spread across the width of Saudi Arabia, from the Arabian Gulf on the Eastern side to the Red Sea on the Western side. This wide physical divide creates a geographic isolation of sorts, that favours deployment of a disaster recovery and business continuity replicated site.

During the roll out of the Nutanix cloud solution, the second phase required building of disaster recovery facility at the company’s Jeddah Islamic Port location. This has been equipped with a second Enterprise Cloud cluster to be used for snapshot replication, backup and disaster

Using moral language without

BUSINESS effective.CONTINUITY

The operations Gulf Stevedoring moral languageofalone, it was not as employee used economic language or the social issue. However, if the money and other resources to

FORWARD LOOKING TECHNOLOGY GOALS

Richard James, Managing Director

Jeddah Islamic Port is located in the middle of an international shipping route between east and west. The port lies on the Red Sea and is the principal port serving the holy cities of Mecca and Medina. 59% of Saudi’s imports by sea are handled through this port. (Source: Saudi Ports Authority)

As the organisation responsible for management of three major port container and bulk terminals in Saudi Arabia, Gulf Stevedoring Contracting Company is fully committed to supporting the government’s Saudi Vision 2030 agenda for

visible, Professor David Mayer at University of Michigan. economicexplains diversification. Employees can be influential in driving a social cause when business benefits are

BENEFITS IN TRANSFORMATION BLENDING MORAL, ECONOMIC

In order for port management specialist, Gulf Stevedoring Contracting Company, to meet its commitment to the ambitious Saudi Vision 2030 agenda for economic diversification, it has been making significant changes to its technology profile.

INFORMATION SECURITY AND PRIVACY

• Address regulatory requirements, technology advancements, risks • Safeguard information wherever it OPINION resides • Provide higher levels of systems accessing assurance • Ensure that authorised users understand and follow security responsibilities

Mansoor Almarzooqi, MDC BMS

Roger Kakhia, MDS CTS

Talal Al Oraifi, Mazad

Ersin Inankul, Istanbul Airport

Tareq Khalaf, Al Hokair Group

PURE STORAGE FLASH HELPS MUBADALA’S MDC TRANSFORM DATACENTRE

MDS HELPS TRANSFORM TEACHING IN 5 UAE SCHOOLS USING APPLE PLATFORM

BAHRAIN’S AUCTION PORTAL MAZAD SELECTS INFOR CLOUD FOR TRANSACTIONS

R&M SUPPORTING 9000 CCTVS, 3000 READERS, AT ISTANBUL AIRPORT

CAPILLARY’S AI CRM SOLUTION HELPS TRANSFORM AL HOKAIR GROUP

DATACENTRE MDC TRANSFORM HELPS MUBADALA’S PURE STORAGE FLASH

PLATFORM SCHOOLS USING APPLE TEACHING IN 5 UAE MDS HELPS TRANSFORM

TRANSACTIONS INFOR CLOUD FOR PORTAL MAZAD SELECTS BAHRAIN’S AUCTION

ISTANBUL AIRPORT 3000 READERS, AT 9000 CCTVS, R&M SUPPORTING

GROUP TRANSFORM AL HOKAIR SOLUTION HELPS CAPILLARY’S AI CRM

Mansoor Almarzooqi, MDC BMS

Roger Kakhia, MDS CTS

Talal Al Oraifi, Mazad

Ersin Inankul, Istanbul Airport

Tareq Khalaf, Al Hokair Group

CONTINUITY OF OPERATIONS • Ensure continuous availability of

essential systems • Mitigate risks associated with data centers • Reduce reliance on legacy applications • Cope with country digital transformation plans • Integrate with stake holders

INFORMATION MANAGEMENT • Enable data access, sharing and integration • Create analytics to respond to business scenarios

• Use data analysis to support decisions

IT SERVICE DELIVERY • Deliver scalable IT capabilities more rapidly to respond to business needs • Increase the cost-effectiveness of Information Technology service delivery • Integrate and align Information Technology services with Gulf Stevedoring services Jubail Commercial Port is characterised by proximity to mass production centres. Jubail Industrial Port or the King Fahd Industrial Port, Jubail, is located in close proximity to Jubail Industrial City. The port was designed for importing raw materials for local industries. (Source: Saudi Ports Authority)

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• Ensure continuous availability of

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for local industries. (Source: Saudi Ports Authority) Industrial Port, Jubail, is located in close proximity to Jubail Industrial City. The port was designed for importing raw materials Jubail Commercial Port is characterised by proximity to mass production centres. Jubail Industrial Port or the King Fahd


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INTERVIEW

UNLOCKING THE POWER OF OPEN PLATFORM IN A CANDID CONVERSATION WITH WISAM ALKHOURY, THE MANAGING DIRECTOR OF FINASTRA (MEA AND SOUTH ASIA) HE TELLS ENTERPRISE CHANNELS MEA ABOUT THE COMPANY’S STRAIGHT-DRIVEN PRINCIPLE OF INNOVATION THROUGH COLLABORATION. WISSAM SPOKE ABOUT HOW RESTRICTING INNOVATION IN TODAY’S AGE EQUALS TO CANNIBALISM; HOW FINASTRA’S FUSIONFABRIC.CLOUD IS THE MOST OPEN PLATFORM FOR INNOVATION TODAY AND HIS VIEWS ON THE REGIONAL BFSI SECTOR AND ITS INCREASED INCLINATION TOWARDS THE ‘DIGITAL MANDATE’.

WISAM ALKHOURY, MANAGING DIRECTOR, FINASTRA

n B Y: A N U S H R E E D I X I T < A N U S H R E E @ G E C M E D I A G R O U P. C O M >

Wisam AlKhoury, the Managing Director of Finastra is highly optimistic about the company’s open banking platform solutions and services as they see a huge surge in the market; all thanks to the massive upheaval of traditional banking, Finastra stands in the market today as the third

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largest Fintech company in the world. According to Wisam, the banking and finance sector is going through a transformational phase and there is a dire need to evolve the business in such a way that helps the institutions to better communicate with the clients. “Today, if Finastra

stands as the third largest Fintech company in the world, it is solely because of this transformation happening in the BFSI sector. Our broadest portfolio of financial service software spans retail and transactional banking as well as lending and capital markets. We see a huge appetite in the market for our solutions and services that enable the customers to deploy mission critical technology on premises or in the cloud. Our scale and geographical reach means that we can serve customers effectively, regardless of their size or geographic location—from global financial institutions, to community banks and credit unions.” Wisam says that Finastra’s customized solutions are able to empower customers to accelerate

growth, optimize cost and mitigate risk. The company also recently launched the FusionFabric. Cloud, which is touted to be one of the most breakthrough solutions for open banking, during the FusionONE developer conference. FusionFabric.cloud brings together banks, Fintechs and SMEs onto a single open platform, allowing advanced technologies such as facial recognition, AI, machine learning and voice interaction apps to be created, deployed and monetized in the same ecosystem. Wisam says that this is a very big step towards realizing the vision of the company in nurturing collaboration and enabling limitless innovations. The 61 new open APIs (and more than 200 Endpoints) span many of Finastra’s solutions, including retail and corporate banking (both enterprise and North American community markets), consumer lending and mortgage, payments and treasury and capital markets. These are now available in the FusionFabric.cloud API catalog for developers to harness in building financial services applications. Finastra has built its Fusion Mortgagebot solution on top of Power BI and PowerApps, via FusionFabric.cloud. Using innovative artificial intelligence and data visualizations, this functionality adds powerful analytics and dashboards to help users uncover trends and spot new business opportunities. “Transformation does not necessarily mean that you need to invest in new technologies and dump the old ones. Transformation is also about capitalizing on the existing technologies. As the buzz goes, data is the new oil, so banks and financial institutions need to know how to capitalize this data and analyze it to provide better services to the customers. Banks today are faced with two choices; either resist the unknown or embrace it.” Wisam also adds that the big differentiating factor between a bank and a fintech institution is the investment that goes into keeping customer at the heart of all operations. “Banks are engulfed with various national and international regulations and compliances that there is little time to invest in customers whereas Fintech institutions (specially the smaller ones) invest ninety percent of their research and development in keeping customer/ client at the center. “As an industry, we cannot cannibalize innovation. Innovation can come from anywhere; it can be from a bank, from a fresh graduate, a small garage, or even a small buzzword. Hence, if the banking sector has to transform they need to allow others to contribute to the innovation. To address this, we have launched the FusionFabric. Cloud.” Wisam says that the FusionFabric.Cloud is a game-changer and a dream-come-true for many

CIOs because they possess the platform to innovate limitlessly. Wisam AlKhoury, the Managing Director of Finastra is highly optimistic about the company’s open banking platform solutions and services as they see a huge surge in the market; all thanks to the massive upheaval of traditional banking, Finastra stands in the market today as the third largest Fintech company in the world. According to Wisam, the banking and finance sector is going through a transformational phase and there is a dire need to evolve the business in such a way that helps the institutions to better communicate with the clients. “Today, if Finastra stands as the third largest Fintech company in the world, it is solely because of this transformation happening in the BFSI sector. Our broadest portfolio of financial service software spans retail and transactional banking as well as lending and capital markets. We see a huge appetite in the market for our solutions and services that enable the customers to deploy mission critical technology on premises or in the cloud. Our scale and geographical reach means that we can serve customers effectively, regardless of their size or geographic location—from global financial institutions, to community banks and credit unions.” Wisam says that Finastra’s customized solutions are able to empower customers to accelerate growth, optimize cost and mitigate risk. The company also recently launched the FusionFabric. Cloud, which is touted to be one of the most breakthrough solutions for open banking, during the FusionONE developer conference. FusionFabric.cloud brings together banks, Fintechs and SMEs onto a single open platform, allowing advanced technologies such as facial recognition, AI, machine learning and voice interaction apps to be created, deployed and monetized in the same ecosystem. Wisam says that this is a very big step towards realizing the vision of the company in nurturing collaboration and enabling limitless innovations. The 61 new open APIs (and more than 200 Endpoints) span many of Finastra’s solutions, including retail and corporate banking (both enterprise and North American community markets), consumer lending and mortgage, payments and treasury and capital markets. These are now available in the FusionFabric.cloud API catalog for developers to harness in building financial services applications. Finastra has built its Fusion Mortgagebot solution on top of Power BI and PowerApps, via FusionFabric.cloud. Using innovative artificial intelligence and data visualizations, this functionality adds powerful analytics and dashboards to help users uncover trends and spot new business opportunities. “Transformation does not necessarily mean that

you need to invest in new technologies and dump the old ones. Transformation is also about capitalizing on the existing technologies. As the buzz goes, data is the new oil, so banks and financial institutions need to know how to capitalize this data and analyze it to provide better services to the customers. Banks today are faced with two choices; either resist the unknown or embrace it.” Wisam also adds that the big differentiating factor between a bank and a fintech institution is the investment that goes into keeping customer at the heart of all operations. “Banks are engulfed with various national and international regulations and compliances that there is little time to invest in customers whereas Fintech institutions (specially the smaller ones) invest ninety percent of their research and development in keeping customer/ client at the center. “As an industry, we cannot cannibalize innovation. Innovation can come from anywhere; it can be from a bank, from a fresh graduate, a small garage, or even a small buzzword. Hence, if the banking sector has to transform they need to allow others to contribute to the innovation. To address this, we have launched the FusionFabric. Cloud.” Wisam says that the FusionFabric.Cloud is a game-changer and a dream-come-true for many CIOs because they possess the platform to innovate limitlessly. Wisam AlKhoury, the Managing Director of Finastra is highly optimistic about the company’s open banking platform solutions and services as they see a huge surge in the market; all thankccelerate growth, optimize cost and mitigate risk. The company also recently launched the FusionFabric.Cloud, which is touted to be one of the most breakthrough solutions for open banking, dution on top of Power BI and PowerApps, via FusionFabric.cloud. Using innovative artificial intelligence and data visualizations, this functionality adds powerful analytics and dashboards to help users uncover trends and spot new business opportunities. “Transformation does not necessarily mean that you need to invest in new technologies and dump the old ones. Transformation is also about capitalizing on the existing technologies. As the buzz goes, data is the new oil, so banks and financial institutions need to know how to capitalize this data and analyze it to provide better services to the customers. Banks today are faced with two choices; either resist tnal regulations and compliances that there is little time to invest in customers whe FusionFabric.Cloud.” Wisam says that the FusionFabric.Cloud is a game-changer and a dream-come-true for many CIOs because they possess the platform to innovate limitlessly. ë

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Finastra stands in the market today as the third to the massive upheaval of traditional banking, as they see a huge surge in the market; all thanks open banking platform solutions and services

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communicate with the clients. “Today, if Finastra such a way that helps the institutions to better and there is a dire need to evolve the business in sector is going through a transformational phase

are able to empower customers to accelerate Wisam says that Finastra’s customized solutions unions.” institutions, to community banks and credit

game-changer and a dream-come-true for many Wisam says that the FusionFabric.Cloud is a Cloud.” address this, we have launched the FusionFabric.

“Transformation does not necessarily mean that trends and spot new business opportunities. analytics and dashboards to help users uncover visualizations, this functionality adds powerful

innovate limitlessly. ë many CIOs because they possess the platform to a game-changer and a dream-come-true for Wisam says that the FusionFabric.Cloud is

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CYBER SENTINELS, THE TITANS AND BUSINESS TRANSFORMATION COVER FEATURE SPECIAL SUPPLEMENT BY

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For more information call 800SAGE, email meinfo@sage.com and visit www.sage.com/en-ae managers to devote resources and of anticipated guilt and motivates works because it elicits feelings findings suggest that this approach company’s values and mission. The when the issue is framed to fit the about morals can be more effective economic language, speaking up commonly communicating through foster social change. Yet, despite organisation as a vehicle to social issues and use their mployees often care about

E

Michigan, Ross School of Business. Organisations at University of Professor of Management and DAVID MAYER,

likely to devote attention, time, mission, supervisors were more that fit with the organisation’s employees used moral language researchers found that when As in the prior survey, the then advocating for that social issue. organisation responded positively by employee’s persuasiveness and if the mission, while managers rated the their argument to the company’s made a business case and if they fit values to help sell the issue, if they Employees reported if they used perceived. about social issues are delivered and further study how such arguments 88 employee-manager pairs to values. Another survey involved the organisation’s mission and the issue as fitting in well with on morality and when they framed their managers when they focused successful at getting buy-in from had done this before and were most Almost half of the participants their argument. questions about how they framed were then asked to respond to important social issue. Participants spoke to management about an adults to report times when they One survey asked 141 working social issue. resources and attention to address a manager to spend time, money, an employee influenced his or her issues. They defined success as when could be successful in selling social test when and how moral language of surveys and an experiment to Researchers conducted a series promote issues that benefit society.

company’s values and mission. address an issue that fits within the their organisation, especially if they that they can be influential within employees inspiration in the future were successful. This may provide who tried to make change, and many It was the lower-level employees than the top down. come from the bottom up rather social change within companies can provide support for the idea that Mayer believes this research may thinking of the bottom line. that managers should always be managers should make decisions, based on their beliefs about how the participants made their decisions was framed as a moral issue. Perhaps yielded better results than when it issue as being of an economic benefit Interestingly, when framing the persuasiveness of the employee. and were asked to rate the for adding the green technology business and moral arguments Participants then read both green technology. shared an idea about incorporating a company and one of their employees were supervisors at a manufacturing asked 170 adults to imagine they core agenda. Another experiment of the issue to the organisation’s because it highlights the irrelevance organisation’s values might backfire drawing explicit links to the Using moral language without effective. moral language alone, it was not as employee used economic language or the social issue. However, if the money and other resources to

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GITEX TECHNOLOGY WEEK 2018 TO OPEN THE DOOR TO THE DIGITAL WORLD OF TOMORROW ITEX Technology Week & GITEX Future Stars have opened the door to the future as the 2018 editions of the mammoth global tech event geared up to offer a hands-on exploration of the digital tech set to transform how we live. From emergency-service rescue robots, through VR for the workplace, to the intelli-tech allowing entire cities to be run by Artificial Intelligence (AI), GITEX Technology is inviting visitors to ‘Experience Future Urbanism’ at a show buzzing with the unveiling of both cutting edge soft and hardware which developers

hardware which developers of both cutting edge soft and a show buzzing with the unveiling ‘Experience Future Urbanism’ at

say will realign everything we know about travel, work and play. The five-day tech summit is held side by side with GITEX Future Stars (October 14-17); the MENA region’s hottest platform for bringing award-winning ‘techpreneurs’ to investors, where over 850 international startups will have the chance to meet more than 1,500 investors and corporate buyers. Think products that are beyond reality: AI that can interpret emotion through voice (Empath Inc) or predict fashion trends (Stylumia); a wearable, real-time translation earpiece (Timekettle); or even

earpiece (Timekettle); or even a wearable, real-time translation predict fashion trends (Stylumia); through voice (Empath Inc) or

Healthcare firm Bioniks, who have amalgamated robotics and 3D printing to create Iron Man style prosthetics. Developers of space tech will also be involved, shooting for the stars in the Mohammed Bin Rashid Space Centre’s Innovation Cup – one of four industry-sponsored Innovation Cups. With 5,000+ firms from more than 100 countries exhibiting over 1.4 million square feet of floor space, GITEX Technology Week and GITEX Future Stars will welcome more than 100,000 visitors when they get underway next month.

next month. visitors when they get underway welcome more than 100,000 and GITEX Future Stars will

DELIVERING INNOVATION & QUALITY Arista Networks delivers software driven cloud networking solutions for data centres, storage and computing environments. “Arista’s switching and routing platforms re-define scalability, agility and resilience,” says Guenther Brand, Vice President – Europe, Middle East and Africa. “Arista has the best in-class hardware with the differentiation to the competitors is Software.” Arista delivers the most efficient, reliable and highperformance Universal Cloud Network architectures based on 10G, 25G, 40G, 50G, and 100G platforms delivered with an extensible operating system (Arista EOS) which is built on an open, programmable state sharing architecture that

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delivers maximum system uptime, reduces CAPEX and OPEX by simplifying IT operations and enables business agility with single image running on all our platforms, explained Guenther. The company expanded its local presence in UAE and have local team to support the increased demand on Arista solutions. The year has been extremely well for the company in ME and worldwide. Mr. Guenther commented that GITEX serves as a huge opportunity to meet their existing customers and partners in addition to networking better. Arista has a huge market presence and potential in the UAE and Kingdom of Saudi Arabia and recently has entered the Kuwait, Jordan

and Egypt markets which are key markets for growth. Arista have set the right corner stones to expand its presence in the region to support its customers locally and satisfy their demand. Arista has big plans for the upcoming quarter as well as the next year. Guenther says “We shall be coming up with campus PoE switches early next year where our customers want our software capabilities to be extended to the campus network in addition to our cognitive WiFi steps. As well; we shall also expand and integrate new routing and MPLS features.” To know more about their solutions please visit Arista at the GITEX Technology Week in Hall 7.

G I T E X 2 0 1 8 S P E C I A L D A I LY

HYPERVSN LAUNCHES IN UAE AT GITEX

HH SHEIKH MOHAMMED VISITS DELL TECHNOLOGIES STAND By 2050, the world population is estimated to reach 10 billion people, compared to 7.3 billion today. Most of that increase will happen in cities, with experts forecasting the urban population to double by then. This demographic boom, already very visible today in many parts of the world, comes with big challenges that could lead to chaos, unless local governments, together with their communities, step up and work on innovative solutions. In alignment with the ambitious vision of UAE leadership, Dell EMC brings innovation to government organizations of all sizes so that they and their citizens can transform and thrive in the digital city. Becoming a digital entity means transforming operating models, people, and processes, as well

as IT. Dell EMC uniquely powers this digital transformation by delivering best-in-class technology for applications, data, infrastructure, and security – from the edge to the core to the cloud. Collectively, under the banner of Dell Technologies, Dell, Dell EMC, Pivotal, RSA, SecureWorks, Virtustream, and VMware align to deliver a singular goal: helping governments transform the way they work, so they can transform the lives of the citizens they serve. At GITEX 2018, Dell EMC revealed the findings of its recent Dell Technologies Digital Transformation Index (the DT Index). The DT Index, which was completed in collaboration with Intel, maps digital transformation progress of mid to large-sized companies and

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AVAYA DEMONSTRATES UC DIVERSITY AT GITEX Avaya is demonstrating the diverse capabilities of its Avaya Vantage™ device to connect people in new ways at GITEX Technology Week 2018. One application being shown is the ability for simultaneous live voice translation which can be used to empower the Expo’s 25 million international visitors, speaking more than 1,000 languages, to easily and effectively communication and share ideas. “Every year at GITEX, our customers, partners and industry peers look to Avaya to define the global technology roadmap,” said Frederick Sabty, VP Hospitality Worldwide at Avaya. “We believe it is our responsibility as a market leader to develop and demonstrate human-centric innovations that not only enable business but also positively impact society. We hope these practical solutions will inspire others to leverage the tremendous potential of open platforms in creating meaningful and impactful experiences.” “In general terms, communications have become very open and broad. While soft clients now regularly connect to multiple service, the physical phone has lagged,” said Dave Michels, Principal Analyst & Founder, TalkingPointz. “Avaya’s Vantage endpoints are built for modern communications. They bring the power of APIs and apps to an always-on, familiar desktop device. These powerful and open devices show the company continues to be one of the top leading vendors in terms of IP desktop phone innovation.” Avaya is one of two companies named a Worldwide Leader in both Contact Center Infrastructure and Unified Communications by Gartner 2018 Magic Quadrants

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examines the digital hopes and fears of business leaders. Based on responses from business leaders in the UAE and KSA, only four per cent of these businesses see themselves as Digital Leaders. 87 per cent agree or strongly agree that digital transformation initiatives need to be even more wide-spread throughout their organisations. While there is minimal growth in the Digital Leadership group, the Digital Transformation Index has tracked dynamic movement across other groups. For instance, 27% of businesses now are categorised as Digital Adopters (a rise from 12% in 2016). These companies have advanced digital plans and innovations in place to power their transformation.

MINDWARE SHAKES HAND WITH IDIS FOR ADVANCED PLUG-AND-PLAY VIDEO TECH

EMIRATES POST PARTNERS WITH HEWLETT PACKARD ENTERPRISE TO KICKSTART DIGITAL TRANSFORMATION JOURNEY

HYPERVSN, the world’s only fully integrated 3D holographic display system, has announced its launch into the UAE market. The company, which is currently displaying its technology at this year’s GITEX - the largest technology show in the Middle East, Africa & South Asia - has revealed plans to extend the rollout across the UAE following the launch. GITEX delegates are witnessing how HYPERVSN’s platforms redefine the viewing experience by creating the highest quality holographic visuals. The holographic shows feature a variety of content, including local landmarks such as Burj Khalifa, Burj AL Arab and more. Art Stavenka, co-founder, HYPERVSN said: “The UAE market and its boundless opportunities to incorporate our innovative technology within sectors such as luxury and retail, excites us. Brands here are constantly looking for ways to creatively communicate with their audiences and we can offer them that solution through our technology.” The revolutionary technology allows 3D visuals to appear as though floating in mid-air, enabling content to be perceived by viewers as hi-resolution 3D holograms. HYPERVSN is made up of individual projection units and a proprietary management platform that allows the user to manage many devices remotely from a single location.

SMART DUBAI AND RTA LAUNCH NATIONAL DIGITAL IDENTITY Smart Dubai, in partnership with the Telecommunication Regulatory Authority (TRA), has inaugurated UAEPASS, a National Digital Identity and Signature Solution for all citizens, residents and visitors, in collaboration with Abu Dhabi’s Smart Solutions & Services Authority; and the Dubai Electronic Security Centre (DESC), as strategic partner providing the underlying Digital Certificates contributing to safeguard UAEPASS, as well as DarkMatter Group. The launch took place at a press conference held today (Tuesday, October 16, 2018) at Smart Dubai’s pavilion during GITEX Technology Week 2018, taking place at the Dubai World Trade Centre from October 14-18. Her Excellency Dr Aisha Bint Butti Bin Bishr, Director General of Smart Dubai, attended

the press conference, along with H.E. Hamad Obaid Al Mansoori, Director General of the Telecommunications Regulatory Authority (TRA), H.E. Dr Rauda Saeed Al Saadi, Director General of Abu Dhabi’s Smart Solutions & Services Authority, and Faisal Al Bannai, Founder and Managing Director of DarkMatter Group. UAEPASS provides a single digital identity that allows the user to access services for both local and federal government entities, in addition to other service providers. The solution introduces mobile based authentication to users who can simply validate their identity using their smartphone. It also allows users to digitally sign and validate documents, in order to minimise their visits to service centres to sign important and time-sensitive

documents. H.E. Hamad Obaid Al Mansoori, Director General of the TRA, said: “The vision of Smart Dubai and the expertise of TRA is a strong combination that has made the mission of integrated government services a reality, thereby benefiting the citizens, residents and visitors of the UAE. The launch of the UAEPASS service is a special moment for us, as it exemplifies our efforts in line with the directives of our great leaders to make the UAE the most digitally advanced nation of the world.” Faisal Al Bannai, Founder and Managing Director of DarkMatter Group, said: “Aligned with the UAE leadership’s vision to accelerate the digital transformation of the nation, DarkMatter Group is proud to be the partner bringing this solution to its government customers.”

Emirates Post partners with Hewlett Packard Enterprise (HPE) to kickstart its digital transformation journey with the regional debut of the Hyper-converged Platform. Announcing details of the Emirates Post’s data center transformation at GITEX 2018, the technology includes a state-of-the-art memory driven system that will enable Emirates Post digitization drive and establish it as an innovation-led organization. The AI powered, cloud-enabled and highly secure data center, will be the cornerstone for Emirates Post’s new services and will support robust business growth, as well as Emirates Post’s digital services, applications and data. In addition to hosting future technologies that are equipped to serve the traditional services, it is also designed to be agile and respond to dynamic market changes. The center is futureproofed and prepared to take on subsequent phases within Emirates Post’s innovation strategy, including blockchain for identity management, mail tracking, security and the digitization of the transaction journey; IoT for transportation and logistics with enhanced mail and parcels and smart postal buildings; and AI for robotic process automation.

DUBAI POLICE COLLABORATES WITH AVAYA In line with the strategy of His Highness Sheikh Mohammed bin Rashid Al Maktoum, Vice President and Prime Minister of the UAE and Ruler of Dubai, to integrate people of determination in society and provide them with equal rights, the Dubai Police announced today its plan to provide emergency solutions that serve all segments of the society, especially people of determination. The announcement was made during GITEX Technology Week 2018, in accordance with Dubai’s strategy of transforming into a smart city. Brigadier Kamel Butti Al Suwaidi, Director of the General Department of Operations at Dubai Police, said: “Dubai Police works in line with the Government’s efforts to empower and integrate people

of determination and provide them with a better quality of life. We are developing a real-time engagement service for people of determination in collaboration with Avaya, which enables them to make video calls and communicate with the Command and Control Center using sign language. The service will be launched soon and will help us provide higher-quality emergency support to people of determination and respond to their calls in a swift manner.” Dubai Police has already helped people of determination with an SMS system that can be used to communicate with the emergency services (999). Nidal Abou Ltaif, President of Avaya International, said: “Avaya is proud to have developed with Dubai Police the first and best communication services in the

Arab world that enable people of determination to make video calls and use sign language in emergency scenarios.” Avaya developed a multi-partyvideo-enabled service that allows people of determination to make calls with sign language experts and the Dubai Police Command and Control Center (999). This service connects the citizen with the nearest police patrol, which in turn can use the service to communicate with the headquarters at the same time. The solution also helps overcome the limitations of radio frequency currently used by patrol cars by leveraging the high-speed GSM network. The most important feature the service provides is respecting privacy, as the solution fully records and encrypts all the communication and interactions.

An extensive distribution agreement was signed between IDIS and value-added IT distributor Mindware, which will make it easier for IT/network integrators across the Middle East and Africa to deliver advanced video surveillance projects. The deal means that from now onwards, Mindware can offer their channel partners a single supply route for high-level video surveillance installations and turnkey applications, covering both IT and security by IDIS - the largest manufacturer of security and surveillance technology in South Korea and a globally recognized leader in advanced surveillance innovation. “The distribution agreement with Mindware substantially extends IDIS’s reach across the region and opens an essential sales channel to specialist IT network integrators”, confirmed Harry Kwon, the General Manager of IDIS Middle East and North Africa. “For Network, IT and Communications integrators the availability of IDIS video technology is a one more welcome addition to our topclass vendor portfolio”, agrees Nicholas Argyrides, Chief of Sales & Marketing and Deputy GM at Mindware. “More endto-end solution offerings by Mindware means, naturally, more value to more end-clients across the region.”

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sharing architecture that an open, programmable state (Arista EOS) which is built on an extensible operating system

entered the Kuwait, Jordan Arabia and recently has UAE and Kingdom of Saudi presence and potential in the

Hall 7. the GITEX Technology Week in solutions please visit Arista at To know more about their

Magic Quadrants Communications by Gartner 2018 Center Infrastructure and Unified a Worldwide Leader in both Contact

people, and processes, as well transforming operating models, Becoming a digital entity means and thrive in the digital city.

to large-sized companies and transformation progress of mid with Intel, maps digital was completed in collaboration

their transformation. innovations in place to power advanced digital plans and

single location. many devices remotely from a allows the user to manage management platform that

of Smart Dubai, attended Butti Bin Bishr, Director General Her Excellency Dr Aisha Bint Centre from October 14-18.

important and time-sensitive visits to service centres to sign in order to minimise their sign and validate documents,

customers.” this solution to its government proud to be the partner bringing the nation, DarkMatter Group is

robotic process automation. postal buildings; and AI for mail and parcels and smart and logistics with enhanced

empower and integrate people the Government’s efforts to Police works in line with at Dubai Police, said: “Dubai

communication services in the Dubai Police the first and best is proud to have developed with Avaya International, said: “Avaya

communication and interactions. records and encrypts all the privacy, as the solution fully service provides is respecting

across the region.” more value to more end-clients Mindware means, naturally, to-end solution offerings by


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GLIVE BUNDLE OFFER EXCLUSIVE $5K 1 online banner in Glive website (468x60 pixels) for 1 Day Coverage in Glive Digital for 1 Day 1 full page AD in Glive print issue 1 video interview for Glive online

$10K

1 online banner in Glive website (468x60 pixels) for any 3 days Coverage in Glive Digital for Day 1 Coverage in Glive Digital Day 3 1 full page coverage in GLive Print issue 1 full page AD in Glive print issue 1 video interview to be hosted on Glive website and all social media handles 1 EDM shoot out on Gitex Day 1 to all our database 1 full page AD in EC MEA October issue


GEC AWARDS 2019 PRESENTING PARTNER All event related campaign material will have the organization’s name and logo n Sponsor logo will be branded on all publications with the GEC Awards advertisement as per the cycle n Weekly email shoot outs will have the sponsor logo and Title sponsor n Executive from the sponsor organization to be on stage to give away awards to government and private sector project execution winners n Organization’s hyperlink on our website n Company profile on awards website n A table of 4 in a near stage premium location n Special mention and branding in the post award coverage that would be distributed at GITEX at the DWTC n 2 roll-up banners on the event venue n Logo in the awards backdrop n

PACKAGE: USD 15K

CATEGORY SPONSOR All event related campaign material will have the organization’s name and logo n Sponsor logo will be branded on all publications with the GEC Awards advertisement as per the cycle n Weekly email shoot outs will have the sponsor logo and Title sponsor n Executive from the sponsor organization to be on stage to give away awards to government and private sector project execution winners n Organization’s hyperlink on our website n Company profile on awards website n A table of 4 in a near stage premium location n Special mention and branding in the post award coverage that would be distributed at GITEX at the DWTC n 2 roll-up banners on the event venue n Logo in the awards backdrop n

PACKAGE: USD 7K



GITEX BUNDLE OFFER EXCLUSIVE - $15K n

Coverage in GLive Print issue Day 1 and Day 3

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Coverage in GLive Digital Day 2 and Day 5

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1 full page AD in GLive Day 1-5

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1 full page AD in EC MEA October issue

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1 full page AD in InfraInsights

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1 full page AD in The Titans October issue

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1 online banner on GLive Day 1-5

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1 online banner on EC MEA website Day 1-5

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1 video interview during Gitex to be posted on GLive and all social media handles

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2 full page coverage in InfraInsights (Annual tech handbook)

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1 full page coverage in October issue of Enterprise Channels MEA


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