Value Stories: Stories that made a difference

DI FF ER EN CE A MA DE TH AT ST OR IE S

ISSUE 01 SHOWCASING EXEMPLARY STORIES OF SUCCESS WHERE CHANNEL PARTNERS HAVE GONE TO GREAT LENGTHS TO IMPLEMENT INNOVATIVE SOLUTIONS. ACCLAIMING THOSE PARTNERS WHO HAVE RISEN TO THE CHALLENGES OF THE DIGITAL ERA AND TRANSFORMED THEIR BUSINESS TO A SOLUTIONS OFFERING. INSPIRING CHANNEL BUSINESSES TO BECOME VALUE-ADDED PROVIDERS AND TRUSTED ALLIES TO THEIR CUSTOMERS.

POWERED BY

Entrepreneurial thinking IT’S NOT ABOUT IDEAS. IT’S ABOUT MAKING IDEAS HAPPEN.

PROLOGUE

CONTENTS

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BEYOND CALL OF DUTY Sunaina Arabi, Sales Manager, Cloud Dynamics DMCC, discusses how the firm went above and beyond to assist a real estate customer organization with its email security challenges utilizing Mimecast’s solution.

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BE THE GAME CHANGER Value Stories, a brand-new initiative by Redington Value turns the spotlight on the differentiators within the IT channel in the Middle East.

The regional IT business has evolved over the years to reflect changing market conditions. Emerging technologies have further dictated the dynamic IT environment, compelling all stakeholders to transform to the demands of the digital era.

From virtualization to the advent of cloud computing and big data analytics to Internet of Things, the industry continues to rapidly transform. In such a scenario, the role of channel partners becomes even more significant. Today, partners are expected to step up to the role of trusted advisors and be solutions providers for their customers. The objective is to assist customers in their digital goals and address their business challenges with a comprehensive outlook.

Value Stories commends those partners who have gone the extra mile to enable their customers’ business growth.

We encourage more partners to implement creative solutions for their end users in the cybersecurity, cloud computing and big data analytics space while also deploying projects, which require a combination of different technologies.

As our tagline suggests, we are showcasing exemplary ‘stories that made a difference’ in this new initiative. We encourage our partners to integrate innovation in their offerings and define a path for others to follow.

CATALYZING CHANGE Mani Raghavan, Business Unit Head, Software Services, Teksalah, elaborates on how the firm assisted a well-established contracting firm to address key challenges using its proprietary ERP system hosted on Microsoft Azure.

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HARNESSING DATA REVOLUTION Pawan Kumar, Director, Sales and Operations, Tekdeliver, explains how the power of Splunk analytic solution enabled an automotive dealer to enhance operations.

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POWERING WITH INSIGHTS Ramkumar Balakrishnan President, Redington Value

Arjun Shaji, Client Success Manager and Rahul Raj, Solution Architect Data and Cloud from Adfolks, on deploying bespoke data-centric analytical solutions.

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BEYOND CALL OF DUTY SUNAINA ARABI, SALES MANAGER, CLOUD DYNAMICS DMCC, DISCUSSES HOW THE FIRM WENT ABOVE AND BEYOND TO ASSIST A REAL ESTATE CUSTOMER ORGANIZATION WITH ITS EMAIL SECURITY CHALLENGES UTILIZING MIMECAST’S SOLUTION.

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ne of the biggest real estate developers in the GCC region sought better visibility on their email traffic at a time when global firms were faced with a deluge of ransomware and malware attacks. Understanding that if they didn’t have a stronger security for their emails, they could very well be sitting ducks for data breaches and other attacks, the customer decided it was time to invest in an innovative security offering. They were looking for a solution that would help prevent data breaches, monitor outbound and inbound email traffic and provide a comprehensive viewpoint.

Housing more than 2000 active computer users with around 300 new employees joining every other month on an average, the customer was completely unaware about if any sensitive data was leaving the

organization, if any spyware or malware was being injected into the firm’s networks or if it was being targeting for any phishing or ransomware attacks.

With only a basic anti-virus and anti-spam solution, which was by default a part of their existing email security package, they believed they were only one step away from being a potential victim and having their long-standing reputation maligned.

The customer approached Cloud Dynamics, a born-in-the-cloud solution provider, to help fortify their email software. Post examining the customer’s challenges, the reseller recommended global emailsecurity vendor Mimecast’s solution.

However, the customer was leaning towards a competitor’s solution, which would have been a quick and easy implementation for Cloud Dynamics.

Sunaina Arabi, Sales Manager, Cloud Dynamics DMCC, says, “As the competitor’s solution provided an email security gateway, the customer was

CUSTOMER: REAL ESTATE GIANT Customer’s objective

To prevent data breach

To monitor outbound and inbound email traffic

To gain overall visibility

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Why Mimecast Email Security Solution

To protect reputation

Detailed reports

Complete visibility to email traffic

Value-added solution

Promotes cybersecurity awareness among users

CLOUD DYNAMICS

“AS A PARTNER, IT IS MY RESPONSIBILITY TO OFFER OUR CUSTOMERS THE BEST SOLUTION SUITED TO THEIR NEEDS. OFTEN, THIS MEANS WE WILL HAVE TO GO THE EXTRA MILE TO CONVINCE A CUSTOMER OF AN OFFERING THAT THEY MAY THINK IS NOT RIGHT INITIALLY.” SUNAINA ARABI, CLOUD DYNAMICS

AT A GLANCE CUSTOMER: REAL ESTATE GIANT OBJECTIVE: MONITOR EMAIL TRAFFIC, PREVENT SECURITY BREACHES AND ATTACKS, SAFEGUARD FINANCES AND REPUTATION

adamant about choosing it.

However, we are well-versed with the benefits and differences of both solutions and we were certain that the competitor’s solution wouldn’t suffice the customer’s requirements.”

As a partner, Cloud Dynamics presented the benefits of both solutions to the customer in a detailed PoC and showcased the extensive value Mimecast solution would offer them.

The value-added reseller also put the customer’s concerns around latency to rest, having had the experience and expertise of carrying out such projects. After witnessed the benefits first-hand, the customer selected Mimecast solution to protect its email software.

Post the implementation, the customer was able to successfully monitor inbound and outbound email traffic and receive detailed reports from Mimecast portals.

How Cloud Dynamics did it

Comprehended customer’s challenges in-depth

Identified and recommended most apt solution

Showcased the solution’s benefits

Proficient to know what was best for customer

The customer discovered that on one particular day, it received 8000 spoofing emails, a detail the firm would have never known with its previous email security solution.

The Mimecast solution also promoted cybersecurity awareness among its users. The customer also received detailed reports on employee behavior towards malicious emails and URLs, assisting its staff to become frontline defenders.

Arabi adds, “It really is about selling a solution rather than just a product. As a partner, it is my responsibility to offer our customers the best solution suited to their needs. Often, this means we will have to go the extra mile to convince a customer of an offering that they may think is not right initially. We need to think of customer’s long-term objectives and recommend the most suitable solution and technology.” n

CORE REQUIREMENTS: MORE SECURITY, HIGH AVAILABILITY, GREATER EFFICIENCY SOLUTION IMPLEMENTED: MIMECAST EMAIL SECURITY PARTNER: CLOUD DYNAMICS

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CATALYZING CHANGE

MANI RAGHAVAN, BUSINESS UNIT HEAD, SOFTWARE SERVICES, TEKSALAH, ELABORATES ON HOW THE FIRM ASSISTED A WELL-ESTABLISHED CONTRACTING FIRM TO ADDRESS KEY CHALLENGES USING ITS PROPRIETARY ERP SYSTEM HOSTED ON MICROSOFT AZURE.

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Dubai and India-based contracting company noticed that it took too long to respond to its customers on estimation and other enquiries. The delay, which was anywhere between three to 10 days, cost the firm a massive amount of business and thwarted its expansion spree.

With more than 50 system users, the contracting firm’s projects included piling and foundation contracting, building contracting, electro mechanical equipment, installation and maintenance and other concrete works.

The company’s objective was to win over competition and implement a more effective online system for estimation. Especially, as the variance between estimation and actual had a major impact to business. The company also wanted the

system to help field employees to answer queries immediately. They believed that having a system that could offer “anytime, anywhere access” will give it a competitive edge.

After a year of exploring several systems, the contracting company selected Teksalah, a regional value-added reseller, armed with more than 10 years of experience as an infrastructure, software and managed services provider for a customer’s complete IT needs.

Understanding the firm’s challenges, Teksalah offered its tailor-made and customizable e-Vitalyst ERP system.

Once the ERP system was chosen, the next challenge was identifying the right infrastructure to host and run the application.

Teksalah highly recommended Microsoft Azure. With the support and consulting from its

CUSTOMER: CONTRACTING COMPANY Customer’s objective

To win competition accounts

To implement a more effective online system for estimation

To help field employees answer queries immediately

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Why microsoft azure

To have “anytime, anywhere access” for competitive edge

Monthly subscription helped save capital investment

Scalable system, pay-per-use, expand on need-basis

Secure, reliable Customizable and performs ERP on Azure well

TEKSALAH

“THE CONTRACTING FIRM EXPECTED US TO GIVE THE TOTAL VALUE-ADDED SOLUTION AND NOT JUST ONE ASPECT OF IT SUCH AS ONLY SOFTWARE OR HARDWARE. WE EXAMINED ALL THE OPTIONS AND RECOMMENDED AZURE AS IT WAS THE MOST OPTIMAL ONE CATERING TO THE CLIENT’S BUSINESS OBJECTIVES.” MANI RAGHAVAN, TEKSALAH

AT A GLANCE CUSTOMER: WELLESTABLISHED CONTRACTING FIRM CHALLENGES: ESTIMATION, QUICK RESPONSE TO ENQUIRIES, DISCONNECTED SYSTEM, REAL-TIME DATA ACCESS CORE REQUIREMENTS: LOWER CAPITAL EXPENSES; SCALABLE; JUST-IN-TIME INVESTMENT TO

distributor Redington Value, the reseller had become proficient in understanding the components of Azure and how to scale up effortlessly.

With the ERP software hosted on Azure, the biggest advantages for the contracting firm were cost savings, anytime anywhere secure access, enhanced performance and scalability.

Teksalah’s recommended solution took only three days to set up and run, saving the contracting firm a lot of time.

Mani Raghavan, Business Unit Head, Software Services, Teksalah, says, “The contracting firm was also concerned about security on

How teksalah did it

Analyzed customer’s Implemented its inchallenges house ERP system

Recommended Microsoft Azure for hosting ERP

Offered comprehensive value-added solution

Azure. We recommended several security components. With the help of Redington Value, we were able to work out appropriate security measures matching customer expectations.”

According to Raghavan, the most important aspect of the entire project was to offer value to the customer.

“The contracting firm expected us to give the total value-added solution and not just one aspect of it such as only software or hardware. We examined all the options and recommended Azure as it was the most optimal one catering to the client’s business objectives,” he adds. n

ACCOMMODATE GROWTH; SECURE, RELIABLE, ANYTIME, ANYWHERE, ANY DEVICE, REAL TIME ACCESS; CUSTOMIZABLE ERP GIVING COMPETITIVE EDGE SOLUTION IMPLEMENTED: TEKSALAH E-VITALYST ERP SYSTEM HOSTED ON MICROSOFT AZURE PARTNER: TEKSALAH

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HARNESSING

DATA REVOLUTION PAWAN KUMAR, DIRECTOR, SALES AND OPERATIONS, TEKDELIVER, EXPLAINS HOW THE POWER OF SPLUNK ANALYTIC SOLUTION ENABLED AN AUTOMOTIVE DEALER TO ENHANCE OPERATIONS.

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ne of the oldest and largest automotive dealers offering passenger and heavy vehicles discovered that it was losing revenue due to skipped services by car owners. It also didn’t have a clear picture on its sales staff performances and wanted to ensure connectivity and service availability across its multiple locations.

The company went in pursuit of the ideal data analytics solution that would not only help them with the existing challenges but also assist in their business development and growth.

Understanding the automotive dealer’s intrinsic challenges, Tekdeliver, a regional Big Data and analytics systems integrator and solution provider, recommended Splunk’s Big Data platform.

Pawan Kumar, Director, Sales and Operations, Tekdeliver, says, “We had started the project as a security analytics project for connectivity across

the client’s branches. However, we educated the customer on how this solution could also be beneficial across functions and they were keen to see its implementation as a business analytics solution.”

With Splunk’s solution, the automotive firm’s management had a snapshot view of every sales executive by simply searching for their name. The snapshot included details such as attendance, leads generated and converted over time and also whether the salesman is likely to meet the KPIs or not.

The analytics platform also enabled automated service reminders every three or six months for customers based on vehicle purchase date and previous servicing.

Kumar says, “With Splunk, we took in the history of every individual car and estimated the time to next service based on mileage and driving.”

Splunk’s solution would then generate a list of reminders every week and send it out for vehicles that would need servicing in the next 15 days.

CUSTOMER: AUTOMOTIVE DEALER Customer’s objective

To gain visibility into salesman performances

To reduce loss To avoid surplus in revenue to the spares ordering organization due to missed out services by car owners

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Why Splunk Big Data Platform

To ensure connectivity and service availability across multiple locations

Increased revenue in the post sales business unit

Ensure 99.9% availability of services across locations

TEKDELIVER

“WE EDUCATED THE CUSTOMER ON HOW THIS SOLUTION COULD ALSO BE BENEFICIAL ACROSS FUNCTIONS AND THEY WERE KEEN TO SEE ITS IMPLEMENTATION AS A BUSINESS ANALYTICS SOLUTION.” PAWAN KUMAR, TEKDELIVER

AT A GLANCE CUSTOMER: LARGE AUTOMOTIVE DEALER CHALLENGES: VISIBILITY INTO SALESMAN PERFORMANCES, LOSS IN REVENUE DUE TO MISSED SERVICES BY CAR OWNERS, SURPLUS SPARES ORDERING, POOR CONNECTIVITY

“The client noticed that there is a greater propensity for car owners to come in for a service if the reminders came in close to his service interval. This saved greatly on revenue loss,” explains Kumar.

The solution also ensured 99.9% availability of services across all the firm’s locations.

The firm wanted to also avoid surplus ordering of spare parts as well. According to Kumar, this is a work in progress.

“We estimate the spares consumption and maintain a minimum stock based on consumption and prediction. This reduces the overall inventory for the customer.”

The most appealing aspect of Splunk was that the platform was simple to use and customers could learn it on their own.

Additionally, the overall TCO was far more economical than any other solution.

“We believe the innovation we brought in was helping the customer recognize more potential for revenue. This also allows us room for more enhanced projects to obtain deeper insights,” he adds. “When we approach a customer, we don’t try to sell a solution or product, instead try to really understand their key concerns and priorities and how we can use technology to address them.” n

How Tekdeliver did it

Understood client’s key concerns and priorities

Examined how technology could address challenges

Educated customer on solution’s benefits across functions

AND SERVICE AVAILABILITY ACROSS MULTIPLE LOCATIONS SOLUTION IMPLEMENTED: SPLUNK BIG DATA PLATFORM PARTNER: TEKDELIVER

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POWERING

WITH INSIGHTS ARJUN SHAJI, CLIENT SUCCESS MANAGER AND RAHUL RAJ, SOLUTION ARCHITECT DATA AND CLOUD FROM ADFOLKS, ON DEPLOYING BESPOKE DATA-CENTRIC ANALYTICAL SOLUTIONS.

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leading mall operator enjoyed high footfalls across all its locations in the UAE. However, they had no information on the behavior of the visitors. Although most shoppers accessed the mall Wi-Fi, the retail giant did not have any visibility to customer buying patterns.

In order to expand its business meaningfully, the mall operator quickly recognized the need to have a system that would help tap into the wealth of information its Wi-Fi data could give. It also required a data lake solution with good computing capabilities so that it could run complex analytical models in the future.

The mall operator approached Dubai-based service provider Adfolks to help with their requirements.

Founded in 2016, the service provider’s offerings included data science, marketing analytics and

technology integration as well as cloud and Big Data platforms.

Arjun Shaji, Client Success Manager, Adfolks, says, “We can measure great insights into customer behavior by accessing Wi-Fi data. The mall operator used Cisco Wi-Fi and the vendor has CMX data systems, which operates in silos. This was a hindrance for the analytics team to access and use for correlating other data sources such as parking data or loyalty programme data.”

Understanding that as time advances, use-cases develop into more complex ones and there will be a point when the client would require machine learning use cases, Adfolks deployed AWS as data lake solution with Qubole. It is a cloud-based Big Data platform, which can handle advanced analytics workloads for compute purposes.

“The time to production was less than a month when we onboarded all the data from mall WiFi. Then, we extended it to 13 other malls within

CUSTOMER: LEADING MALL OPERATOR Customer’s objective

To gain visibility into customer behavior across malls

To have a data lake with good compute capabilities

Why AWS Qubole

To have real-time data analysis

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Easy streamlining of data

Highly costeffective

Access to infinite historic data

Visibility into visitor behavior

ADFOLKS

“CAPTURING ALL CUSTOMER RELATED TOUCHPOINTS HELP A CLIENT BUILD BETTER CUSTOMER ENGAGEMENT STRATEGY, WHICH IS DATA DRIVEN.” RAHUL RAJ, ADFOLKS

“WHEN WE APPROACH A CUSTOMER, WE PREFER TAKING UP BESPOKE SOLUTIONS. WE LOOK AT THE CHALLENGES AS A DATA PROBLEM.” ARJUN SHAJI, ADFOLKS

AT A GLANCE CUSTOMER: LEADING MALL OPERATOR CHALLENGES: NO VISIBILITY INTO CUSTOMER BEHAVIOR ACROSS MALLS;

one and half months,” Shaji adds.

“Usually, if you look at other systems, which are not cloud-based, the procurement process itself will be two to three months. Then installing and configuring the hardware and onboarding data – you are easily looking at eight months’ time-frame.”

Thanks to AWS’ cloud and Qubole Big Data Analytics platform coupled with Adfolks’ R&D and ingestion software to stream data in real time, the mall operator now also had access to infinite historic data.

More data means better accuracy of insights.

Shaji says, “When we approach a customer, we prefer taking up

bespoke solutions. We look at the challenges as a data problem.”

Adfolks also overcame technical challenges such as streaming Wi-Fi real-time data directly into Amazon without impeding the Cisco CMX systems.

Rahul Raj, Solution Architect Data and Cloud, Adfolks, says, “In a normal scenario, reports usually come in weekly or monthly. However, the mall operator needed a real-time environment where data could flow in. We did extensive R&D to ensure this happens. Capturing all customer related touchpoints help a client build better customer engagement strategy, which is data driven.” n

How Adfolks did it

Viewed customer challenge as a data problem

Did R&D and implemented realtime data flow

Saved time to production from at least 9 months to 2.5 months

Reduced total cost of ownership by 40-60% compared to existing solutions

NO ROBUST DATA LAKE SOLUTION; UNABLE TO HAVE REAL-TIME DATA ANALYSIS SOLUTION IMPLEMENTED: AMAZON AWS QUBOLE PARTNER: ADFOLKS

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