Reseller Middle East August 2016

ISSUE 236 | AUGUST 2016 www.resellerme.com

FEATURE

Retail loyalty programmes

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CONTENTS

STRATEGIC VAD PARTNER

ISSUE 236 // AUGUST 2016

29

COVER FEATURE

MOVING UP

Reseller ME profiles IT resellers and discusses factors enabling them to thrive in tough market conditions.

HIGHLIGHTS

FEATURE

6

News

36

Loyalty rules

We help you catch up on all the major news and announcements in the regional channel community.

Reseller ME explores how to develop a strong retail loyalty programme.

41

Partner priority

24

Open prospects

Frank Basinski from Red Hat EMEA, explains how open source can be an enabler in the digital era.

Hany Hussein from Huawei discusses key elements in its channel strategy for the regional market.

26

On the rise

Intel Security’s David Small shares channel growth drivers at Partner Summit 2016.

48

RealPresence Trio 880

VENDOR FOCUS

OPINION

INTERVIEW

REVIEW

42

Championing mobility

HPE Aruba’s Hemayun Bazaz shares channel-focused plans for the region.

44

In full swing

Ben Savage from Pure Storage explains the company’s regional plans to surge ahead with a robust channel strategy.

HOT PRODUCT

50

BlackBerry unveils second Android smartphone

EDITORIAL FOUNDER, CPI MEDIA GROUP Dominic De Sousa (1959-2015) Publishing Director Rajashree Rammohan raj.ram@cpimediagroup.com +971 4 440 9100 EDITORIAL Group Editor Jeevan Thankappan jeevan.thankappan@cpimediagroup.com +971 4 440 9129

Creating business advocates

Deputy Editor Janees Reghelini janees.reghelini@cpimediagroup.com +971 4 440 9167 Online Editor Adelle Geronimo adelle.geronimo@cpimediagroup.com +971 4 440 9135

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Jeevan Thankappan Group Editor Talk to us:

Production Manager James P Tharian james.tharian@cpimediagroup.com +971 4 440 9159

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Senior Designer Analou Balbero analou.balbero@cpimediagroup.com +971 4 440 9148

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Designer Neha Kalvani neha.kalvani@cpimediagroup.com +971 4 440 9156 DIGITAL www.resellerme.com DIGITAL SERVICES Web Developers Jefferson de Joya Abbas Madh Photographers Max Poriechkin Charls Thomas webmaster@cpimediagroup.com +971 4 440 9100 Published by

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Twitter: @ResellerME

I was at Sage Summit last month, where one of the keynote speakers was Tiffani Bova, a former channel analyst with Gartner. In her presentation about transforming partner value, she said something that struck a chord with me – “the customer has become far more disruptive as the unintended consequence of innovation. Partners will have to sell change, not products.” Now, let me explain why this is easier said than done, and deconstruct what she means by this. In this age of digital technologies, customer experience has become the new battle ground and customers expect their partners to help them solve their most pressing business problems. In other words, partners need trusted advisors, not suppliers. Bova defines customer experience as every opportunity to touch a customer and reckons buyers will pay more for a better customer experience.

Another aspect of her presentation was partner value and how to develop value propositions through the eye of the customer. I think this resonates really well in our region, where partners are aggressively competing with each other to win new customers, and in the process, ignore their existing customers. Now, how do you grow the value of existing customers and cultivate deeper customer relationships? For this to happen, partners will have to get a firm grip on the important elements of customer experience. It goes beyond faster response to enquiries or complaints; It’s also about simplifying the whole purchase process and offering them the ability to interact with your company on multiple channels.

Besides consistency of product information across channels, you have to make sure that you have ongoing engagement with the customer even after the purchase has concluded. You may spend a fortune on sales and marketing campaigns, but the best sales force to acquire new customers would be your existing customers.

“Create raving fans out of your existing customers,” says Bova. Now, that is the best lead-generation campaign you can get without paying anything.

PO Box 13700 Dubai, UAE Tel: +971 4 440 9100 Fax: +971 4 447 2409 Printed by Printwell Printing Press © Copyright 2016 CPI All rights reserved While the publishers have made every effort to ensure the accuracy of all information in this magazine, they will not be held responsible for any errors therein.

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Reseller Middle East

AUGUST 2016

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HIGHLIGHTS

LookingGlass Cyber Solutions launches new partner programme

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ookingGlass “We’re really excited to Cyber partner with LookingGlass.

Solutions has The new Cyber Guardian launched its Network is a best of breed Cyber partner programme,” said Guardian Network, the Dave Schlosser, SVP, company’s new partner Sales and Marketing, programme led by industry ThunderCat Technology. veteran Laurie Potratz, the “LookingGlass’ Laurie Potratz, LookingGlass security firm’s Vice dedication to delivering Cyber Solutions President, Global Channels innovative security and Alliances. solutions to their customers, paired The Cyber Guardian Network focuses with a strong partner commitment, on “providing security solution providers is a key component of their rapid the ability to partner with LookingGlass growth. The programme enables and through one integrated programme.” supports ThunderCat as we jointly The company aims to enable security help customers.” teams to “confidently prevent, detect, In her role, Potratz is responsible understand and respond to prioritised, for delivering a “comprehensive relevant threats throughout every stage channel programme that empowers of the threat lifecycle.” partners to deliver actionable threat Key features such as deal registration, intelligence to their customers.” investment protection and global Capitalising on her in-depth field resources are also said to be beneficial and channel experience, she hopes to to partners. lead the company’s global expansion

Bulwark partners with Mimecast Bulwark has integrated subscription announced that they service, while reducing have partnered with the risk, complexity Mimecast, an enterprise and cost associated email archiving firm, to with on-premise email provide one-stop shop management.” for email archives and Jose Thomas data security solutions Menacherry, Managing in the region.

Director, Bulwark Jose Thomas Menacherry, Bulwark will Technologies, said, ‘’We Bulwark distribute Mimecast’s are thrilled to introduce full portfolio of security, Mimecast to complement continuity and archiving products and complete our existing product to help “keep email safer and more portfolio specialising in the productive for businesses.”

Information Security domain. The According to Mimecast, Bulwark and Mimecast partnership their cloud services deliver will ensure that customers receive “comprehensive email risk secure and compliant email management in one-fully archives and continuity cloud

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and recruitment of cybersecurity partners across commercial and government verticals.

“This new partner programme initiative is uniquely designed to take full advantage of our integrated threat intelligence management solutions and provide partners a one-stop shop for addressing their customers’ threat intelligence needs,” said Portratz.

“We have a solid foundation and are actively recruiting to expand our partner network to jointly deliver nextgeneration threat intelligence solutions.”

0.7%

PROJECTED DECLINE IN WORLDWIDE SEMICONDUCTOR CAPITAL SPENDING IN 2016

SOURCE: GARTNER

services and highly confidential business information.”

He added, “With a highly trained and competitive team of sales, marketing and technical experts, we aspire to deliver fast, consistent and value-added services to our customers in the region.”

Brandon Bekker, Managing Director, Mimecast MEA, said, “This partnership is meaningful to both Mimecast and Bulwark. By joining forces, we can deliver a complete and comprehensive value-added proposition to the Middle East region. Our aim is to grow our reach across different verticals and market segments in this region, and we look to achieve this through a focused go-to-market strategy with Bulwark.”

TechAccess hosts Extreme Networks focused training session

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echAccess has successfully concluded its first technical training session for new partners of Extreme Networks.

Partners were introduced to TechAccess’ business model, given an overview of Extreme Networks’ products and solutions, and received immersive training on basic switch configuration at the company’s solutions centre in Dubai.

Roshan Sequeira, Product Manager, Networks, TechAccess, said, “In an effort to boost Extreme Networks’ regional reach and ensure a higher level of service to customers, TechAccess has taken on several new partners recently.

We believe that induction and training sessions are a crucial element of our enablement process for new partners.”

He added, “Sessions like this help partners understand vendor strategy and enable them to fully understand the focus and capabilities of the vendor’s various products and solutions. We also take partners through the benefits of the

Partners at the Extreme Networks training session

TechAccess Partner Loyalty Program, so partners can make the most of their relationships with us.”

The training session, which focused on basic switch configuration, is the first in a series of sessions that the distributor has

planned for partners of Extreme Networks.

Members of the professional services team carried out the product and technical focus areas of the training sessions.

TechAccess added Extreme Networks to its portfolio of vendors in 2014.

Sessions like this help partners understand vendor strategy and enable them to fully understand the focus and capabilities of the vendor’s various products and solutions. We also take partners through the benefits of the TechAccess Partner Loyalty Program, so partners can make the most of their relationships with us. ”

WebNMS showcases its Symphony IoT platform WebNMS, during its platform encourages participation at the IoT quick application Evolution Expo 2016 in development, at minimal Las Vegas, showcased cost; its advantageous its Symphony for sensor/gateway IoT platform and manufacturers, software highlighted the vendors and developers importance of to build user specific open platform over applications using our silos in enterprises Prabhu Ramachandran, WebNMS platform rather than deployments. investing on propriety Energy optimisation software that has limited and remote asset management scope,” said Prabhu Ramachandran, were among the areas of focus that Product Director, WebNMS. the company highlighted during Ramachandran along with other the event. “Our R&D intensive IoT representatives from WebNMS also

took part in interactive demos and discussions at the event. Among the products demonstrated at the event was the Symphony EdgeX, a built-in data agent, which according to the company, expedites deployment, encouraging system integrators and manufacturers with prompt SLAs and quicker time to market.

Ramachandran also took part in a panel discussion on Enterprise IoT: Platforms to Applications – Building an IoT Framework, following which there was a case study theatre on IoT in energy savings and remote asset control.

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HIGHLIGHTS

Epicor announces acquisition by investment firm KKR Epicor Software Corporation has recently entered into a definitive agreement to be acquired by the global investment Joe Cowan, Epicor firm KKR from funds advised by Apax Partners.

“Our top priority continues to be delivering cloud-ready, marketleading solutions paired with a world-class customer experience,” said Joe Cowan, President and CEO, Epicor. “KKR shares our vision of providing innovative technology with a clear focus on helping customers grow business, not software. This is an exciting time for Epicor, and I am extremely appreciative of Apax’s support during the last five years. We are eager to work with KKR and believe their capabilities in the technology sector, both domestically and internationally, will enable us to find new ways to create value.”

Jason Wright, a partner at Apax Partners, said, “We are proud of our collaboration with Epicor to build one of the largest global providers of enterprise applications differentiated by a focus on the customer and deep industry expertise. Through its unwavering focus on driving growth for its customers, Epicor, led by Cowan, grew organically and also expanded through strategic acquisitions.

Our partnership with Epicor exemplifies Apax’s strategy of helping companies strengthen their leadership positions and accelerate their growth.”

Financial terms of the transaction were not disclosed.

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StarLink wins distributor award from Gemalto

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tarLink has and the SMB space.” been awarded The exclusive event held at ‘Identity and the Conrad Hotel in Dubai Data hosted close to 30 Gemalto Protection partners from the GCC and Solutions Distributor of the South Gulf region.

Year’ by Gemalto at the Nidal Othman, Managing vendor’s Middle East Director, StarLink, said, Partner Summit 2016.

“We are truly proud to Sebastien Pavie, Regional have received this award Nidal Othman, StarLink Director, Identity and from Gemalto, one of Data Protection, MEA, Gemalto, said, our key esteemed vendors. We have “StarLink received the award based on been a distributor for SafeNet, now a growing their revenue with us year-on- part of Gemalto, for many years, and year, winning the strategic deal of the each year the partnership becomes year and achieving ATC (Authorised more and more successful due to the Training Centre) status. Furthermore, loyalty, integrity and trust that has they focused on adding incremental been built. We will definitely continue value in areas that were crucial investing with Gemalto, as it is clear for us: growing the SAS (SafeNet that the commitment towards our Authentication Service) cloud business mutual goals has paid off.”

STME receives accolade at ‘Veritas Channel Awards’ STME has announced that it received the Veritas ‘Enterprise Partner of the Year Award’ at the recently held ‘Veritas Channel Awards Night 2016’.

“It is an honour to receive this award and recognition from Veritas. We look forward to strengthening our partnership and developing our service and solutions offerings with Veritas for our existing and new clients,” said Ayman Al Bayaa, CEO, STME. According to Al Bayaa, STME has a working partnership with Veritas for decades and has provided clients with storage management, backup and recovery, and business continuity solutions.

“Veritas has a strong set of global partners and we are thrilled that STME won the Veritas Enterprise Partner of the Year for Saudi Arabia

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award at our Gala Dinner,” said Amer Chebaro, Senior Country Director, Veritas.

“STME is a key partner Ayman Al Bayaa, STME for Veritas, and a leading solutions provider and systems integrator in the Middle East. STME resells a great variety of products from multiple vendors, and has created an end-to-end data centre offering with Veritas’ technology at the heart of its solution. This award highlights the value STME adds to our enterprise business as well as how proud we are to work with them.”

HIGHLIGHTS

Intel Security Innovation Alliance expands partner ecosystem

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t Intel Security’s unique opportunity channel press for customers and summit – Ascend partners to build 2016, which took custom and unique place in Mallorca, designs, developing Spain, the company has innovative solutions, announced the expansion of said the company. its extensive partner Solutions integrated ecosystem through the Intel with the Intel Security Security Innovation Alliance, Innovation Alliance Raj Samani, Intel Security welcoming 25 new partners are likely to analyse and broadening its portfolio of data more efficiently, yielding more tightly integrated security solutions. available and actionable intelligence McAfee Data Exchange Layer, that an organisation needs to a key technology powering the respond to threats quickly and Intel Security platform, creates accurately. As a result, information an underlying communication security resources can focus more fabric connecting multivendor rapidly on high-priority issues and security products. The open, yet free capacity from reactive, tactical secure, framework empowers responses to a more strategic, customer security tools to work proactive approach. more efficiently and effectively “Together with our Security to simplify the Threat Defense Innovation Alliance partners, Intel Lifecycle. More than 20 of the Intel Security is defining a new era in Security Innovation Alliance partners cybersecurity, where components have completed or are currently work together as a cohesive system in the process of integrating their and customers benefit from the products into McAfee Data Exchange intelligence that we can offer to Layer. Integration with McAfee automate workflows and protect Data Exchange Layer provides a a dynamic attack surface,” said Raj

Samani, EMEA Chief Technology Officer, Intel Security. “Intel Security’s open platform is an essential tool customers can use to help solve their security challenges, while also creating more opportunities for reseller partners.”

New partners that have joined the Intel Security Innovation Alliance in 2016 include Advanced Cyber Security, Attivo Networks, BeyondTrust, BrightPoint Security, Check Point, CTERA, Demisto Enterprise, E8 Security, Enforcive, Fasoo, Forcepoint, Infoblox, Interset, MobileIron, Niara, Proofpoint, Qualys Inc., Rapid7, ReversingLabs, RiskSense, ServiceNow, Skyhigh Networks, Stormshield, and VMware AirWatch.

$5B

FORECASTED VALUE OF GLOBAL HYPERCONVERGED SYSTEMS MARKET BY 2019

SOURCE: IDC

BlueJeans signs partnership with Equinix BlueJeans Network has partnered with Equinix and joined the Equinix Cloud Exchange to expand its global reach and provide connectivity to its cloudbased video offerings.

In addition to having access to Equinix Cloud Exchange in select markets, BlueJeans also leverages the vendor’s footprint of 145 plus International Business Exchange (IBX) data centres, presence in 40 global markets and various platforms for provide direct

virtual connections.

BlueJeans recently unveiled its Enterprise Video Cloud, a secure platform and extensible architecture that delivers business video communications on a global scale by uniting single-click video experiences with powerful IT management tools and a rich ecosystem of integration partners. Equinix Cloud Exchange supports BlueJeans’ Enterprise Video Cloud by offering global Tier-1

direct peering in North America, Europe, Asia and Australia.

“The direct connections we establish through Cloud Exchange are faster, more secure and more reliable than ever before. The increased safety and speed available through Cloud Exchange versus the public Internet has us aiming to greatly accelerate deployments among global enterprises,” said Dan Nater, Vice President, Operations, BlueJeans.

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HIGHLIGHTS

Brocade announces Gen 6 Fibre Channel

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rocade has performance and recently economic benefits of announced this game-changing the Gen 6 technology,” said Jack Fibre Channel Rondoni, Vice President, directors for missionStorage Networking, critical storage Brocade. “Brocade’s Gen connectivity and business 6 Fibre Channel solutions resiliency solutions unleash the full value of designed for the all-flash today’s flash technology Jack Rondoni, Brocade data centre. and enable tomorrow’s According to Brocade, the new X6 next-generation flash storage based director family and the Brocade SX6 on Non-Volatile Memory Express extension blade for Fibre Channel, (NVMe). NVMe will be the next Fibre Connection (FICON) and IP disruptive storage technology in the storage replication, combined with data centre and customers will be Brocade Fabric Vision technology, able to seamlessly integrate NVMe enables customers to drive alwaysover fabrics with Brocade Gen 6 on business operations, eliminate Fibre Channel.” performance bottlenecks and The company highlighted that adapt to the requirements of its Gen 6 Fibre Channel portfolio digital organisations. combines innovative hardware, “Legacy networks will bottleneck Brocade Fabric Vision technology flash storage minimising the and integrated monitoring for

storage IO and virtual machine (VM) performance.

Brocade X6 directors and Brocade SX6 extension blade are available now through Brocade and its channel partners. Other Brocade OEM partners will start shipping them in the second half of 2016. Brocade Network Advisor and IO Insight are now available. VM Insight will be included as part of Fabric Vision technology in the first half of 2017.

7%

EXPECTED INCREASE IN WORLDWIDE SMARTPHONE SALES IN 2016, TO REACH 1.5 BILLION UNITS.

SOURCE: GARTNER

Sophos launches new partner programme for MEA Sophos has through a centralised announced a new management platform, partner programme Sophos Central. for resellers in the Within Sophos Middle East and Africa Central is the Central(MEA) to help channel Partner, a dashboard partners achieve their that allows partners growth objectives with to distribute licenses, competitive margins, add new customers dedicated marketing on demand, crossHarish Chib, Sophos and sales support, and upsell services, deal registration protection, sales drive recurring revenue and have tools, training and certification a clear, real-time perspective on and other programmes. all customer activity. Partners can According to the company, respond to security incidents faster its new partner programme and track alerts of all levels directly provides access to the company’s from the dashboard allowing portfolio of endpoint and network partners to perform tasks in a time security products, which have and cost-effective manner. been engineered keeping its “ We realise there is partners in mind. Partners are tremendous diversity when it now able to manage all Sophos comes to selling approaches solutions for every customer adopted by our security partners

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in the Middle East and Africa. We have developed our MEA Partner Programme with feedback from our distributors and resellers and this collaboration has resulted in the introduction of a four-Level partner programme that reflects our deep commitment towards partner engagement and their growth.

This programme will also bring Cyberoam and Sophos partners into one programme which is more efficient for our partners,” said Harish Chib, Vice President, Middle East and Africa, Sophos.

The new partner programme consists of four levels (Authorised Entry Level, Silver, Gold and Platinum) based on sales performance each level increases in commitment to selling Sophos products and value delivered to customers.

A10 Networks signs distribution agreement with Shifra

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10 Networks has signed a distribution deal with Shifra, that will enable the distributor’s regional channel partners to offer the vendor’s technology solutions to enterprise customers across the Middle East.

Under the agreement, valueadded distributor (VAD) Shifra will help A10 build on the company’s success in the region by developing a strong channel network and focusing on partner enablement.

Shifra will run quarterly technical and sales training workshops at no cost to the channel. The company will also extend the expertise of its certified technical team to assist the channel with solution design and implementation as

well as Proof of Concept market is also an (PoC) deployment. attractive proposition Partners will be able to for Shifra since it will rely on Shifra to help open avenues for us them through the early to deal with a new stages of adoption of the profile of partners and product until they see an potentially create new ROI, which warrants an revenue streams for our investment in resources. company.”

Ahmad Elkhatib, Chris Gale, EMEA Ahmad Elkhatib, Shifra Managing Partner, Partner Director, A10 Shifra, said, “Shifra is a focused Networks, said, “The addition of value-added distributor in the Shifra strengthens our distribution cybersecurity area. With A10 model. The company shares the Networks recently driving its same values and vision as A10, has efforts into the security space an excellent market reputation, with solutions for SSL inspection, an impressive portfolio of large DDoS protection and firewalls, enterprise customers in varied there exists a perfect synergy verticals, a wide partner network between our two companies. and a highly competent technical A10’s leadership in the traditional team. All these attributes make application delivery controller Shifra a valued partner.”

Lulua Publishing, Levtech partner to implement Microsoft Dynamics AX Levtech Consulting has manual processes, announced that it has payment follow-up with been selected by Lulua customers, automating Publishing to implement processes specific Microsoft Dynamics AX to the publishing 2012 R3. line of business, and Lulua Publishing task management was founded in 2011 by among dif ferent team Sheikha Intisar Salem members.

Sheikha Intisar Salem Al Ali Al Al Sabah to promote Based on a detailed Sabah, Lulua Publishing personal growth and evaluation, Lulua development among Arab readers Publishing saw true potential across the Middle East. Having and value in optimising and different business lines meant consolidating their business that the company needed to select processes through the ease of use a simple, but comprehensive and functionality that Microsoft ERP solution to empower their Dynamics AX extended. employees and automate the Levtech was chosen following business processes. Some of the an extensive evaluation process challenges that the firm was facing of selection of partners as they included financial consolidation, demonstrated expertise required

for a successful and global implementation. According to the customer, Levtech’s credentials in implementing ERP for organisations having different lines of business was a key factor in selection.

“We are really excited to embark on an ERP implementation at Lulua. As we continue to expand and diversify, it is important to simplify the day-to-day work life of our team members, which in turn will help in overall improvements in productivity, efficiency and teamwork. We are confident that Microsoft and Levtech will deliver a great experience for our organisation, and we look forward to this journey,” said Sheikha Intisar Salem Al Ali Al Sabah, Founder and CEO, Lulua Publishing.

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HIGHLIGHTS

ManageEngine solution earns ‘strong performer’ status

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anageEngine providers that matter most has and how they stack up,” announced notes that “ManageEngine that Password offers the most up-to-date Manager Pro, and intuitive user interface.” its privileged account The report assessed management solution, the 10 most significant earned a high score in the PIM vendors (including customer satisfaction ManageEngine) based on criterion of ‘The Forrester 22 criteria classified broadly Rajesh Ganesan, ManageEngine Wave: Privileged Identity into three categories — Management, Q3 2016’ current offering, strategy report, which was published by and market presence.

Forrester Research.

ManageEngine Password Manager In addition, the research report Pro received the highest score in nine out gave ManageEngine the highest of the 22 evaluation criteria, which include scores possible in the overall interface customer satisfaction, application-tointuitiveness, modernness and ease of application password management, use criteria. ManageEngine Password overall interface intuitiveness, Manager Pro has also been named a modernness, ease of use and direct “Strong Performer” in this privileged customer install base. In addition, the identity management (PIM) evaluation. company received the second highest The report, which evaluates the “10 score in the strategy category.

“The Forrester Wave research process is easily the most comprehensive and thorough evaluation of PIM vendors, and we are proud to be named a strong performer,” said Rajesh Ganesan, Director, Product Management, ManageEngine. “The IT divisions of some of the world’s largest organisations and Fortune 500 companies rely on Password Manager Pro to control access to their IT infrastructure. We are thrilled at scoring the highest possible in customer satisfaction and believe it clearly reflects the exceptional value of our solution.”

200DAYS

AVERAGE TIME IT TAKES BEFORE ORGANISATIONS CAN DETECT CYBER THREATS

SOURCE: CISCO

Nutanix expands to Middle East with BigTec BigTec, the enterprise of virtual appliances. data centre “We think the transformation arm introduction of BigTec of Exclusive Networks comes at a perfect time Middle East, has in the MENA region” announced that its said Nathan Clements, strategic partner Managing Director, Nutanix will expand its Exclusive Networks reach in the Middle East and BigTec. “This is Nathan Clements, Exclusive to the UAE. the place where the Networks ME and BigTec According to both volume, velocity and companies, this alliance is expected value of data is rising exponentially, to empower BigTec’s UAE reseller generating a complex problem that community to harness opportunities only greater intelligence – not just with Nutanix and its enterprise greater horsepower – can resolve. cloud solution, which combines BigTec’s bold vision is to enable its compute, storage and virtualised partners to address this huge market data centre functions. opportunity and to help enterprises The value-added distributor (VAD) build a new generation of user driven focuses on opportunities within the data centres.” data centre around Big Data storage, Clements added, “Space, power, virtual desktop infrastructure, speed and efficiency are the four optimisation and the orchestration pillars of the Nutanix approach

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– a proposition that data centre owners and business line managers are crying out for – optimised by consolidating compute and storage horsepower into a single footprint, and we look forward to working with them and our other partners to successfully introduce BigTec to the local market”.

Bassam Al Masri, Channel Sales Manager, Nutanix Middle East, said, “The extension of our partnership with BigTec to the UAE demonstrates the increasing demand driven directly from the local market. The benefits of a scalable, flexible and cost-effective cloud infrastructure are obvious to businesses. As a leader in enterprise cloud computing, Nutanix is committed to providing the best solutions and support to businesses of all sizes along with our partner, BigTec.”

HIGHLIGHTS

Exclusive Networks partners with SentinelOne

Samsung signs Gulf Islands Group as UAE distributor

SentinelOne has announced its expansion into Europe, Middle East, and Africa (EMEA) Barrie Desmond, Exclusive Group through a strategic partnership with distributor Exclusive Networks.

Under the agreement, SentinelOne and Exclusive Networks will partner to initially bring the latest offerings in endpoint protection to the EMEA region.

“Bringing our solution to these key European markets is a significant step toward changing the face of endpoint protection on a global scale,” said Tom Weingarten, CEO and Co-founder, SentinelOne. “We’re fortunate to have Exclusive Networks alongside for this effort, as they have already proven their ability for bringing disruptive cybersecurity technologies to the region.”

The companies highlighted that the joint mission is to replace the ‘Old Guard’ of legacy antivirus software and provide organisations in these markets with a unique, standalone approach to endpoint security that combines behaviouralbased detection of both known and unknown threats, with automated mitigation and forensic tools to defeat attacks that employ a combination of advanced techniques within malware, exploits, or insecure scripts.

Barrie Desmond, COO, Exclusive Group, said, “Every so often there is a cybersecurity technology that takes a wrecking ball to established, and some may say complacent, markets by jumping to a new innovation curve and addressing unfulfilled customer needs that leave competitors behind.”

amsung has appointed Gulf Islands Group as the official distributor of its office automation services in the United Arab Emirates.

Ismail Yoon, President, Samsung Gulf Electronics, said, “Not only will the partnership consolidate our prominent market position in the industry, it will also significantly boost the reach of Samsung’s latest printing solutions that stand to benefit from the additional support in areas such as sales, project implementation, project management and service network that is offered by Gulf Islands Group.”

Mubarak Al Calili, CEO, Gulf Islands Group, said, “With a track record of representing the biggest global brands, our association with Samsung will

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Ismail Yoon, Samsung Gulf Electronics and Mubarak Al Calili, Gulf Islands Group

make help create one of the largest installation and service bases for printing technology in the UAE. We are well positioned to provide Samsung with excellent support in the form of a dedicated team of factory trained engineers and a well-stocked spare parts division through our wide network of service centres. “ Among the products in the sales and service agreement that spans Samsung’s enterprise printing portfolio is the latest MultiXpress X7600 series.

Arrow Electronics offers new solutions from NetScout Systems Arrow Electronics has introduced a new range of portable network analysis and troubleshooting tools in the Middle East from NetScout Systems.

Among NetScout’s Abhishek Hajra, offerings is the AirCheck NetScout Systems Wi-Fi Tester, a handheld device that can provide IT with an instant view of test results including network availability, connectivity, utilisation, security settings, rogue hunting, and interference detection.

According to NetScout, AirCheck Wi-Fi Tester’s intuitive user interface and management platform provide instant and actionable information not only removes the complexity of wireless troubleshooting but also helps IT professionals and front-line

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technicians timely rectifying network connectivity issues.

“NetScout’s service assurance and cybersecurity solutions are helping service providers, enterprises and government agencies from around the world drive ROI on their network and broader IT initiatives while reducing the tangible risks associated with downtime, poor service quality and compromised security,” said Abhishek Hajra, NetScout’s Regional Director for Middle East and Africa.

“We are pleased to extend our successful relationship with Arrow as one of our key EMEA value-added distributors and deepen our reach to customers by bringing our products and solutions to customers in the gulf region.”

HIGHLIGHTS

Riverbed opens new R&D facility in India

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iverbed Technolog y has opened a new global Research and Development facilit y in Bangalore, India, and announced plans to expand its engineering team in the region by three-fold over the next several years.

According to the company, the move is part of its effort to accelerate the delivery of next-generation cloud networking and application performance solutions worldwide.

The new centre will be the largest Riverbed R&D facility outside the US, and focus on solving some of the toughest challenges businesses face in the digital era. The building will also serve as the new headquarters for the company’s sales and operations in India.

“At our core, we are an engineering company that builds its own technology, and India is a central player in our strategy of global shared development,” said Jerry M. Kennelly, Chairman and CEO, Riverbed Technology. “The availability

of world-class talent, will be led by Kartik advanced infrastructure Subbanna, Vice President, and proximity to other Engineering, reporting fast-growing emerging to US-based Vineet markets of the world are Abraham, Senior Vice key reasons behind this.

President, Engineering.

The decision to open the Since going private in new facility in Bangalore April 2015, Riverbed has reinforces India as a global increased its investment Jerry Kennelly, Riverbed R&D hub for Riverbed – one in R&D as a percentage that will play a vital role in the future of its overall revenue as part of of the company.” the company’s broader strategy to Riverbed opened its first R&D evolve its products to address the facility in India in 2014 with the intent demand for a different approach to integrate the new team into its to networking, fueled by the rise of mainstream product innovation cloud and hybrid IT environments. pipeline. Since then, the team has “We live in an era of great played a critical role in advancing disruption – and it is only through development of the company’s the strategic use of technology that flagship product, Riverbed SteelHead businesses can evolve at the speed – specifically in the areas of mobile, and scale needed to thrive,” said SaaS and cloud. The expansion of Nandan Nilekani, former Chairman, the R&D center in Bangalore will Unique Identification Authority of enable the team to take on a greater India, and Co-founder and former share of development in emerging Chief Executive, Infosys. “Riverbed technology areas such as softwarehas embraced this change, and has defined edge and software-defined transformed its own business in WAN (SD-WAN). order to help organisations better The Riverbed India R&D Centre seize opportunities in the digital era.”

Dell enhances systems management offerings Dell has announced updates to the systems management portfolio for the Dell PowerEdge FX2 modular infrastructure.

According to the vendor, the new features enhance provisioning and infrastructure visibility, as well as additional support for Nagios users and open source applications.

Dell’s overall blade server growth is powered by the PowerEdge FX2, which is significantly outpacing industry blade server growth.

The IT company highlighted that the PowerEdge FX2 has demonstrated triple-digit percentage growth year-overyear in unit and revenue over the

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previous four quarters, contributing substantially to PowerEdge blade server gains, since its launch in 2014.

According to IDC, Dell PowerEdge blade servers experienced 34 percent year-over-year revenue growth and grew 17 percent faster than the industry in the first quarter of 2016.2 “This latest update to PowerEdge FX2 is an important one,” said Claire Vyvyan, Vice President, Enterprise Solutions, Dell. “By offering users an enhanced experience, complete with improved ease of provisioning for virtualised workloads, we can continue to help our customers achieve total data centre flexibility

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and efficiency, without the need for them to totally overhaul their existing data centre infrastructure both now and in the future.”

Dell underlined that it has enhanced its systems management software to take advantage of the unique engineering of the Dell PowerEdge FX2 and is designed to simplify and automate critical hardware management tasks. New capabilities and updates enhance the user experience with improved ease of provisioning for virtualised workloads, plug-ins for Nagios users, and comprehensive infrastructure visibility and flexibility to run open source applications.

D-Link boosts SMB business in the GCC

D

-Link on oil. “The SMB sector is Corporation doing well in Saudi Arabia has and we have seen that announced with our own networking that it is SMB business,” he stated. sharpening its focus in the “All channel stakeholders GCC market as it prepares (vendors, distributors and to launch new SMB resellers) need to be upbeat offerings and programme. about business prospects Sakkeer Hussain, D-Link Sakkeer Hussain, in the UAE, Kuwait, Qatar, Director, Sales and Marketing, D-Link and Saudi Arabia this year, despite a Middle East and Africa (MEA), said slowdown in IT spending and some the company is preparing to roll out projects being shelved,” he said. the SMB Partner Programme to help “There are some good initiatives in partners that serve and target this these countries as governments lead segment to increase their share of with Smart City initiatives and digital business with the company. transformation programmes.”

Hussain pointed out that the Hussain said from a D-Link UAE leads in terms of the number of standpoint, the company is also projects, IT spending and business seeing a lot of opportunities opening in general following by Kuwait, Qatar up for channel partners in North and Oman.

Africa as the telecoms space opens Hussain noted that Saudi Arabia up because of deregulation. “In the is by far the biggest market in the SMB segment, we are seeing a lot GCC especially now that the country of businesses adopting wireless is moving away from its dependence networking solutions and we are

seeing an increase in the adoption of these solutions and services in the hospitality, education, healthcare and organisations involved with e-learning solutions,” he said.

Looking ahead, Hussain added, “Without doubt, partners that combine products and services have a better chance of earning higher recurring margins in the SMB space.”

Without doubt, partners that combine products and services have a better chance of earning higher recurring margins in the SMB space.”

Paladion receives Gold Partner status from Tenable Network Paladion has announced that it reached the gold partner status with Tenable Network Security, a company specialising in enterprise security technology.

According to Paladion, the new status will enable them to provide customers with the complete visibility and critical context needed to take decisive actions that strengthen security posture across the entire enterprise.

“We have partnered with Tenable, the leaders in continuous monitoring and vulnerability management for over a year now,” said, Firosh Ummer, Managing Director, EMEA, Paladion. “The gold

“Paladion, with its strong global network and deep local experience, is a welcome addition status will allow us to offer to our Gold Partner comprehensive security network in the Middle solutions, which will enable East and we’re look enterprises in the Middle forward to working East to detect and assess Firosh Ummer, closely with the team vulnerabilities, eliminate Paladion Networks to deliver secure, blind spots, prioritise threats vulnerability-free operations to and reduce exposure and loss. It enterprises,” said David Cummins, will also permit security teams to Vice President, EMEA, Tenable take decisive actions to protect Network Security. “Paladion from the latest threats in today’s brings a wealth of information, complex threat landscape and knowledge, experience and skillchallenging environments.” sets. We are confident that this Through this elevated partnership will go a long way partnership, Paladion will represent toward helping customers in the Tenable’s full suite of security region transform their security to solutions as a part of its portfolio successfully meet the challenges of of security solutions and services today and tomorrow.” across the Middle East.

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APPOINTMENTS

INDUSTRY APPOINTMENTS An overview of the latest people movement within the IT channel business.

Paladion appoints new President and COO Paladion has announced the appointment of Sunil Gupta, a former COO from Infosys’ EdgeVerve, as President and Chief Operating Sunil Gupta, Paladion Officer.

In this new role, Gupta is responsible for the business strategies and outcomes in MEA and India, and will direct all business units and delivery.

On his new office, Sunil Gupta, President and COO, Paladion said, “My immediate emphasis will be on operational efficiency and to expand Paladion’s footprint into new markets in the pursuit of growth. We will also create new partnerships and business models to deliver greater value to our clients.”

He added, “I look forward to a lasting association with Paladion and a reciprocally progressive impact on both.”

Gupta, who has a B-Tech in Computer Science from NIT Trichy, Madras University, has held several leadership roles over the past 30 years.

These include VP-Engineering in Aricent (erstwhile Hughes Software Systems), CTO in Symphony Teleca, COO in Logica India, and Edgeverve systems (an Infosys company).

Rajat Mohanty, CEO and CoFounder, Paladion, said, “Sunil brings a wealth of experience in building great organisations that deliver platform based services. He has a deep understanding of the dynamics that are playing out in enterprises as IT is transitioning to be more agile, secure and responsive. Sunil will help position Paladion effectively to solve the next generation challenges of security management.”

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VMware names new MD for MENA region VMware has announced the appointment of Ahmed Auda as its new Managing Director for the MENA region.

In his new role, Auda will be responsible for implementing and driving VMware’s transformation across the Middle East and North Africa, working closely with VMware’s regional teams to accelerate growth across the software-defined data centre, end-user computing and hybrid cloud market segments. Auda, based in Dubai, will report into Henri van der Vaeren, Vice President, South Europe, Middle East & Africa (SEMEA) at VMware.

According to van der Vaeren, with more than 20 years of experience in the IT industry, Auda stands well-placed to support VMware customers.

Prior to joining VMware, Auda held the position of General Manager Ahmed Auda, VMware for Gulf Business Machines in Oman, during which he successfully drove exponential growth over six consecutive quarters. Prior to GBM, he held several executive positions at IBM and had several years of experience at Oracle preceding that.

“VMware has recently made significant progress within the Middle East, and I look forward to helping our customers find solutions that address the business challenges they face and transform their IT architectures so they can be successful in the era of digital business,” said Auda.

Silver Peak appoints new VP of Sales for EMEA Silver Peak has announced the appointment of Nick Applegarth as Vice President of Nick Applegarth, Silver Peak Sales EMEA. Applegarth joins Silver Peak as the company looks to accelerate its growth in the SD-WAN and service provider markets across the Europe, Middle East and Africa region.

With more than 25 years of experience in the telecommunications and technology industry under his belt, Applegarth will be responsible for leading the EMEA sales team, enabling Silver Peak service provider and channel partners to capitalise on the rapidly growing SD-WAN market, and

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explore new opportunities for market expansion in the region.

Prior to joining Silver Peak, Applegarth served as Vice President for Sales EMEA and Asia at Enghouse Interactive, prior to that he served as Vice President EMEA for CosmoCom, Senior Vice President and General Manager of EMEA at Envox, and EMEA Managing Director at Nuance.

“I’m extremely excited to join Silver Peak as the company accelerates its expansion into the emerging SD-WAN and service provider markets,” said Applegarth. “The demand for a more secure, flexible source of connectivity with improved performance and reliability is growing rapidly and I welcome the opportunity to lead Silver Peak into the market across the region.”

Honeywell appoints new CEO and Country President for Egypt Honeywell has announced the appointment of Khaled Hashem as its new Country President for Egypt.

According to Honeywell, the appointment marks a significant milestone for them, as the company continues to strengthen its presence in Egypt by leveraging its engineering talent and hardware and software capabilities to support the country’s industrial and economic growth ambitions.

Hashem will lead Honeywell’s local operations and will focus on driving growth strategies including localisation, technology innovation and Honeywell Operating System Gold (HOS Gold), to create best practice enterprises that are continuously and rapidly developing better products and experiences for customers.

In addition, the company also named Rebecca Liebert as President and CEO of Honeywell UOP, a supplier of process technology, catalysts, engineered systems, and technical and engineering services to the global petroleum refining, petrochemical, chemical and gas processing industries.

Having previously served as Vice President and General Manager of Honeywell UOP’s Catalysts, Adsorbents and Specialties business, Liebert will lead the growth of the company across global markets, including the key Middle East region.

Honeywell UOP has been serving customers in the Middle East for more than 60 years. During this time, the company has played a key

(LtoR) Khaled Hashem and Rebecca Liebert, Honeywell

role in the growth of the region’s oil and gas industry, supporting its customers in the development of the region’s most advanced refineries and petrochemical plants.

Liebert succeeds Rajeev Gautam, who had led Honeywell UOP since 2009, and who now serves as President and CEO of the Performance Materials and Technologies division of Honeywell.

TP-LINK announces new SMB Channel Manager TP-LINK Technologies has named Sony Mathew as its new Channel Manager for SMB in the UAE. The latest appointment Sony Mathew, TP-LINK sees Mathew join TP-LINK from the vendor’s distribution partner Asbis Middle East.

In the new role, Mathew is incharge of managing the day-to-day SMB channel business for TP-LINK in the UAE. In addition, he is tasked to drive the company’s SMB business in the systems integration space to ensure small businesses are properly

served and supported in this segment.

According to the vendor, Mathew’s appointment as the new Channel Manager SMB will help TP-LINK to accelerate the roll out of its SMB strategy in the UAE and ensure that the company grows in this sector like it has done in the SOHO space.

Mathew said he is honoured to have been given this opportunity to

guide TP-LINK channel partners in the SMB segment. “As TP-LINK is the number one networking brand in the SOHO space worldwide, I will be looking to replicate that success here in the UAE,” he said. “I am excited about the prospects that lie ahead and I look forward to reinforcing TPLINK to be a force to be reckoned with in the SMB networking segment.”

I am excited about the prospects that lie ahead and I look forward to reinforcing TP-LINK to be a force to be reckoned with in the SMB networking segment.” www.resellerme.com

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APPOINTMENTS

Veeam announces executive leadership changes

Commvault names new VP Sales for EMEA

Christian Lang, Commvault

Commvault has announced the appointment of Christian Lang as its new Vice President Sales of Europe, Middle East

and Africa.

In his new role Lang will be responsible for leading and driving the company’s continued growth in EMEA. He joins Commvault bringing 26 years’ experience in the technology solutions industry with a strong track record of building software- and SaaS-based IT businesses across Europe.

Lang comes to Commvault from his most recent position as General Manager and Vice President Automotive Sales EMEA at IHS, having driven significant fiscal achievement and revenue growth.

Lang also held senior leadership positions for multi-nationals across EMEA, most notably over 13 years with Autodesk.

“Commvault globally and in EMEA is an expanding organisation and we are recognised, by our customers, partners and leading industry analysts as leader in the market due to our breadth and quality of solutions,” said Lang. “I personally see great opportunities – especially given internal upheaval among our major competitors – for greater strategic alliances to be forged and wider business value delivered to end-users.”

His appointment comes on the heels of the company’s recently launched Integrated Solutions Portfolio, including the Commvault Data Platform, Commvault Services and Commvault Software.

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McKay held a number of Veeam Software has senior leadership roles recently announced the within VMware’s Americas appointment of Peter McKay organisation. as its new President and As CEO, Largent will Chief Operating Officer. The report directly to Veeam’s company also promoted Board of Directors and will William Largent, currently oversee Veeam’s strategic Executive Vice President, to and financial direction.

Chief Executive Officer.

William Largent, Veeam According to the company, Veeam Co-founders Largent has been part of Veeam’s and Directors, Ratmir Timashev and growth since its inception in 2006, Andrei Baronov, will remain strategic and has more than 30 years of to the company, playing active roles operations and leadership experience focusing on market strategy and new in growth companies. product development.

“Since the company started in According to Veeam, the 2006, we’ve always been at the cutting appointments will add further depth edge of innovation and have been to an already accomplished executive disrupting status quo thinking,” said lineup and come as the company Largent. “Our first product was free continues to enable enterprises to and within a very short period of time, deliver 24.7.365 Availability, expand every virtualisation admin knew us. into Enterprise market segments and continue double-digit revenue growth. We’ve continued in that disruptive, innovative vein and as we look to the As President and COO, McKay future, our focus is on empowering will report directly to Largent and enterprises to deliver 24.7.365 will be responsible for sales, sales operations, marketing, finance and Availability and leverage the potential of today’s digital economy.” human resources. Prior to Veeam,

Xerox appoints new Marketing Head for MEA Products, managing high Xerox has announced volume business in the MEA the appointment of Pui and the Central Eastern Europe Chi Li as the new Head of Distributor Group (CDG) region Marketing for Middle East by working with partners to and Africa (MEA). drive business growth.

In her new role, Chi will “I joined Xerox because it oversee Xerox’s marketing is a company with strong core and communications values, vision and leadership activities, technology product Pui Chi Li, Xerox MEA that truly values diversity and and offering management, women empowerment,” Chi said. strategic pricing, sales enablement and She noted that last year Ursula lead generation initiatives across the Burns, the Chairman and Chief MEA region.

Executive of Xerox, told the Abu Dhabi Chi joined Xerox in 2007 as a Crown Prince’s Court that diversity is Product Manager for the developing the driver of innovation. “I am proud markets region where she oversaw to be part of such a strong vision that the product life cycle management printers and A4 multifunction devices. enables superior business results and continuous growth of Xerox In 2012, Chi assumed the role of Corporation globally,” Chi said. business line manager for Entry

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OPINION

RED HAT

OPEN PROSPECTS

Frank Basinski, Director, Partner Programs and Enablement, Red Hat EMEA, explains how open source can be an enabler in the digital era.

Disruptive innovation drives the relentless development of technology. Businesses today are in the midst of a digital transformation, how they manage the process will prove critical to their long-term success.

ICT market research firm, IDC, defines the explosion of innovation and value creation in the industry as the third platform, built on the technology pillars of mobile computing, cloud services, Big Data and analytics, and social. The firm goes on to predict that by the year 2020, 44 percent of all IT spending and 100 percent of all IT growth will emerge from the third platform. It is clear that digital transformation represents a massive opportunity for technology

suppliers and providers.

Partner for a phased transformation While digital transformation is a matter of ‘when’ rather than ‘if’, this rush to the third platform should not be done blindly. This is where strong relationships come into the equation. Organisations need to analyse where they stand, where they want to go, and what is really key to the business. Furthermore, digital transformation should be phased in — if it is done step-by-step, technology practitioners will see what works and what doesn’t. End customers need integration and interoperability to facilitate their transformation plans.

This represents a major business opportunity with systems integrator partners.

Businesses will not rip

Customers are demanding more from their partners; they need their suppliers to have a better view of trends and where the industry is going, and that they can provide more complete solutions.

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everything out that is part of the classical environment. In truth, there will likely be an indefinitely prolonged hybrid landscape where legacy structures exist alongside the next-generation. There will be a requirement to maintain older systems, and so the question is how are those environments connected to the nextgeneration?

And while enterprises are looking for ways to approach this daunting task — building the next-generation infrastructure for dynamic growth and competitiveness while modernising their data centre and standardising it, so it can be better connected to the new systems — their partners are facing a similar challenge.

Partners are at a point where they have to make important decisions about which vendors to work with as those decisions could fundamentally impact their success in the future. They also have to focus on putting a sustainable strategy in place with those vendors.

Focus on open source Developments in cloud, Big Data, analytics, and social and mobile technologies

are all happening to a large extent because the underlying technology is evolving quickly, and we believe that this is happening because a lot of it is based on open source and is developed collaboratively between multiple communities and companies. Much of the cloud is based on Linux and open source based technologies, consequently open source is a key driving force in these changes and the rapid innovation cycles.

This in itself is a reflection of what open source already has and can achieve. For example, commoditising proprietary technology from old Unix systems to virtualisation software, or replacing operating systems with Linux and facilitating the rise of the standard x86 Intel server.

Increased adoption of open source has made the core principles and ideals of open source more widely known, helping to fuel innovation in the cloud and digital transformation technologies.

And this should be a key first step for every enterprise to consider. Standardisation around open source models rather than proprietary

solutions can help connect the dots between the new world and the legacy world.

Take a non-silo approach In the context of digital transformation, many partners see that the world has become more complex.

The lines are blurring and partners who have been specialising in one area need to grow competence in a wide area of technologies, working out how to evolve their offerings from second platform to third platform IT. Customers are demanding more from their partners; they need their suppliers to have a better view of trends and where the industry is going, and that they can provide more complete solutions. Not just the hardware, but also the operating systems, and maybe a platform-as-aservice. In the same way ISVs are challenged to provide their software on premise, as well as virtualised, in the private cloud or public cloud. Maybe even as Software-as-a-Service with pay-as-you-go models.

As a result, most, if not all, of our partners are thinking about software such as OpenStack, which is currently developing as a de facto standard for private clouds. OpenStack can lower the barriers between public and private clouds and enable hybrid cloud models, which are key to staying flexible and agile.

However, while we have seen positive momentum toward open source, there

is always a natural reticence to adopt something that is out of your comfort zone. Perhaps there is a misconception among some that it is not ready or robust, or perhaps they’re worried that they do not have the knowledge to make it work.

Striking a partnership with a credible player in the space is one obvious way forward.

To make adoption of new technologies such as OpenStack easier for partners, we are providing training and enablement for our partners and is working with other market leaders to reduce the complexity of entering these markets.

the third platform but to thrive, people need to think more about what software can do. Because when hardware and operating systems are being standardised, the value in the infrastructure is created in upper layer software and management tools, which enable companies to exploit the benefits of their classical and next-generation environments in a more open and flexible way - avoiding lock in and being able to

adapt and change quickly.

It’s an exciting time for open source, as more organisations everywhere are recognising the increasingly important role it has to play in driving digital transformation. As the industry continues to face enormous changes going forward, those who succeed will be those well prepared to evolve their businesses to fit with the digital strategies of their customers.

Help to navigate the digital minefield Nevertheless, digital transformation continues to make waves across all industries, and although some partners are getting actively engaged and driving their digital transformation strategies and vision, there is still a lot of uncertainty among partners in the market. As a result, many are asking themselves vital questions such as, are they ready, do they already have the knowledge, is it something they really want to do?

Training is a priority to help them identify the gaps and gain access to the resources needed to effectively support the digital transformation agenda.

Prepare for success In order, not just to survive the paradigm shift to

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INTERVIEW INTEL SECURITY

ON THE RISE At Intel Security’s Partner Summit – Ascend 2016, which took place in Mallorca, Spain, the company announced a number of initiatives partners can look forward to over the next few months. Reseller ME caught up with David Small, Vice President, Channel and Commercial Business, EMEA, Intel Security, to learn about the vendor’s drivers of growth.

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At Intel Security’s Partner Summit, themed as Ascend 2016, the company announced its vision to move towards an integrated open solutions approach.

And this, it said, was only possible through a close and united front with the channel partners.

Speaking exclusively to Reseller ME, David Small, Vice President, Channel and Commercial Business, EMEA, Intel Secuirty, said, “We have laid out a clear vision on how partners can double their growth. The most rewarding part of my job is seeing partners grow and knowing we can help them build their businesses.”

Keeping in line with its enhanced strategy, Intel Security has also expanded its Innovation Alliance partner ecosystem by adding 25 new ones such as Infoblox, BeyondTrust, Rapid7 and VMware Airwatch to name a few.

It now becomes a lot easier for partners to offer customers secure solutions to counter the threat defense lifecycle, which the company believes can be done in a more effective manner through the open and integrated system.

However, the vendor understands that in order to achieve this, partners should be presented with appropriate training opportunities to skill up.

“Our vision is exciting from a revenue aspect but we believe the skills piece

is also equally important.

Given the challenges that exist with skills shortage, we are in a unique position as a vendor to help our partner community to build, develop and grow the talent, which is satisfying,” said Small.

The company has been working towards ensuring that there is a curriculum within its programmes where partners with no experience are enabled through the different levels of product knowledge and solutions competency.

partners are extremely competent in specific products, they are now keen on developing their ability to integrate the different products together in order to have a solution.

“Many of our partners have always wanted to possess that skillset because it helps them differentiate and drive value. How well a specific solution is integrated to address a specific customer need makes all the difference in the long run,” he said.

“We have laid out a clear vision on how partners can double their growth. The most rewarding part of my job is to see partners grow and how we can help them build their businesses.”

“We are tying both revenue and competency aspects together to further encourage partners to participate in the programmes. In order to get to the top level, it is important that partners have the right competencies.

“We are providing the content and delivery in terms of how to get there through the curriculum and reinforcing it by making sure partners follow the steps to reach that level.”

According to Small, the evolution within the partner community has been the fact that although some

Small said partner organisations in the Middle East are focused on skills development, which makes the region stand out compared to global markets.

It also makes it easier for the company to work on aligning its strategy with its partner ecosystem. However, he believes the region is behind in terms of adoption of managed services.

“But this is driven by customers,” he said, “because I believe partners are ready and willing as soon as they see the demand from customers.

Currently, the customer still wants to own the security

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infrastructure. There is a bigger mind shift in Western Europe where there is more of a managed services play.”

That being said, increasing number of partners are preparing themselves to leverage the opportunity in this space because it is clear that customers will eventually go down this path.

“We have had some good success stories in the Middle East but it is not quite at the same level as compared to other regions,” he added.

According to the Vice President, the next phase in the channel market will be a continuation of the solution selling approach.

“My expectation from partners is clear – to drive at least double market growth.

If we don’t capitalise on that then we fail to seize the opportunity that is upon us.”

Even for the overall business, Small expects it to grow double in the next two years.

He said, “Our absolute ambition is to ensure all our products are best-ofbreed and at the same time, are fully integrated.

This will enable us to be in a unique position in the industry in order to capitalise on that growth.”

He added that the company’s current portfolio also places them in a unique space as the integration has already been completed.

“The addition of new vendors into our Security Innovation Alliance, opens up more interesting opportunities for partners. We are on a clear path to growth.”

Reseller Middle East AUGUST 2016

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TOP RESELLERS FEATURE

Relationships have been the cornerstone of the Middle Eastern channel business. They play a vital role in bringing together vendors’ solutions to customers’ requirements. Reseller ME profiles IT resellers and discusses factors enabling them to thrive in tough market conditions. www.resellerme.com

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FEATURE

TOP RESELLERS

F1 Systems

H

ailing from an advertising background, Rajeev Malhotra, Managing Director, F1 Systems ventured into IT by chance. And from then on, he has never looked back, setting up his own business in 2010, armed with almost a decade of experience by then.

He says, “We started out with products such as micro SD, flash drive and hard disks.

But over time, keeping an eye on the market demand and dynamics, we pulled back on the micro SD and flash drive business and continued with hard disks.”

Over the years, the company has also diversified its business to include all-inone HP systems and has also set up a corporate department.

Rajeev Malhotra, Managing Director

Over the course of his career, Malhotra also spent some time in the real estate space but only to get back to IT as he “missed the every-day action in IT”. Today he heads both F1 Systems and F-Two Technology, which come under the parent company, Hamoor Computers.

Vinod J Sajnani is the Managing Director for Hamoor Computers and had established the company way back in 2001.

Each of the company deals with a different set of IT product Top vendors line. Hamoor Computers resells Seagate, Western Digital hardware, software, printers, LCD and projectors while F1 Distributor partners Systems largely deals with Asbis, FDC, Logicom, Redington, Trigon storage products.

Suresh Viswanathan, CEO

J

awad Sultan Technologies has been operating in the region for well over two decades. The company’s main line of business includes ELV and ICT solutions, office automation, networking, security and fire alarm systems and telecommunications projects. Working with large vendors such as Avaya, Oki, NEC, Lexmark, Axis, 3M, R&M and Fortinet, the service provider has carved a niche for itself over the years. It works with regional distributors such as Aptec, Westcon, Logicom and Almasa. Its product Top vendors line includes IP telephony, 3M, Avaya, Axis , Fortinet, Oki, data communications, print Lexmark, NEC and R&M solutions, FAX, MFC, CCTV, access control, security and Distributor partners structured cabling Almasa, Aptec, Logicom and Westcon surveillance, solutions, firewall and antivirus.

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JST Oman

According to CEO Suresh Viswanathan, the company’s market reach has been a differentiating factor.

He says, “Our other strengths include service, systematic follow up and optimum level of margins.”

One of the challenges that the company faces is obtaining qualified manpower.

“Motivating employees to ensure that the business targets are met and at the same time customer satisfaction is also assured are definitely challenging aspects.”

His mantra to thrive in tough market conditions is three fold – market expansion, product expansion and strategic pricing.

“We attribute the success of our business to having a good brand equity,” he adds. “I believe regional IT channel should emphasise on pre-sales functions more to march ahead.”

PSI Lebanon

Robert Kanaan, General Manager

E

stablished in 1992 in Lebanon, Produits & Solutions Informatiques (PSI) provides and manages IT and high-tech equipment for office and business use.

Robert Kanaan, General Manager, of the company says, “We sell and support a variety of hardware products varying from computers to printers and peripherals as well as security documents and various currency handling, counting and checking machines.”

The reseller’s top vendor partners include Oki for printers, Sharp for photocopiers, Sedco for line printers, Troy for security printer and Kobra for shredders.

Kanaan says, “We also work with a wide channel of hardware dealers covering Lebanon and specialised business partners who ensure proper integration of PSI products into various business applications.”

According to him the company’s professionalism in sales allows it to stand out in the competitive market.

Haider Al Shukri, Managing Director

S

“We also provide high quality after-sales support,” he says. “PSI has acquired ISO 9001-2008 quality certification by INTERTEK - COFRAC and is working consistently to maintain its reputation of a quality provider of services and products.”

Satisfying customer requirements and expectations is a constant challenge for most companies in the market.

PSI counters it by ensuring its technical staff follows continuous trainings to serve customers better.

“The reason behind our success is because we give 100 percent guarantee and warranty on all our products covering labour and spare parts,” he says.

“We understand the needs of our customers and provide high quality services. We develop a long-term relationship with customers and provide consultative Top vendors sales support to existing and Kobra, Oki, Sharp, Sedco and Troy new clients.”

Silicon World Computer

ilicon World Computer has been operating in the region well over 10 decades and deals with almost all hardware and software products related to IT. Working with top vendors such as HP, Lenovo, Dell, Samsung, LG, Asus, Tripp Lite and Verico, the company says its pricing strategy and focus on specific products have helped it to stay ahead of the curve.

Haider Al Shukri, Managing Director, of the firm says, “Our product line largely includes notebooks, Top vendors Asus, Dell, HP, Lenovo, LG, Samsung, Tripp desktops, tablets, LED monitors, UPS products, Lite and Verico servers, hard drives, ODD’s, printers and flash drives.”

Distributor partners The company works Cadensworth, FDC International, Jumbo, with distributors such as Metra, Redington and Trigon Redington, Cadensworth,

FDC International, Jumbo, Metra and Trigon.

Al Shukri says, “We face minor logistics issues but we address them by constantly trying to come up with innovative solutions in order to minimise time between purchase of goods to physical delivery of the same to our customers.”

The company will continue to plan and implement long and short-term strategies to thrive in tough market conditions.

“We will do this depending on the prevailing business circumstances in order to optimise our ability to uniquely promote and position our products in the market, so that we are able to comfortably achieve our volume, sales and profit targets.”

Talking about the way forward, he adds, “I am extremely optimistic that the regional IT channel should grow in leaps and bounds in the coming years.”

www.resellerme.com

Reseller Middle East AUGUST 2016

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FEATURE

TOP RESELLERS

Solid Solution Technology

S

olid Solutions Technology is a fairly young player in the regional channel market, having begun operations in 2013.

The company’s Managing Director, Hussein Hamad, says, “It is challenging to start out a new business in a competitive space. However, thanks to an experienced team who has the know-how of products and market, we have been successful.”

The company resells several commercial products such as high-end laptops, PCs, desktops and servers.

Its top vendors include Dell, HP and Lenovo.

“Our differentiators include having the right availability of stocks, pricing, logistics and credit facilities. You cannot focus on just one of these elements. You need to have a combination of all to have a successful business.”

Working with regional distributors such as Metra, Mindware and Redington, Hamad attributes the company’s

Shabeer Ali, Managing Director

A

AUGUST 2016 Reseller Middle East

success to one key aspect – being honest.

He says, “Our transparency in business has helped us gain the trust of our customers. They trust us to deliver and add more in our product portfolio so that we can serve all their requirements.”

Talking about the recent cases of resellers fleeing the market, he says, “We have protected our investments when it comes to trade receivables through insurance. We also ensure we do our own research before doing business with a customer. We check if they are cash-rich and other aspects such as history of bad payments.

Thanks to these factors, we have Top vendors never been impacted.”

Dell, HP and Lenovo The company has a reach across Middle East and Distributor partners Africa with more than 350 Metra, Mindware and Redington active accounts.

Super Speed Computers

rmed with over 16 years of market experience, Super Speed Computers first set shop in Abu Dhabi and then expanded to Dubai. Today the reseller boasts seven showrooms in the city and has a physical presence in countries such as Iraq and Libya.

The company’s main line of business includes IT trading and distribution and it is a corporate partner and an authorised reseller for large vendors such as HP, Lenovo, Dell, Samsung, Apple, Lenovo, Microsoft and Hikvision. It caters to the market with products such as PCs, laptops, tablets, mobiles, surveillance cameras and servers.

Managing director, Shabeer Ali, says, “We are able to differentiate in the market because we have a robust pricing structure and can offer logistical support to our off-shore customers. We also offer secure credit line to our customers, giving them an edge to buy from us. Also, customers find it advantageous to do business with us

32

Hussein Hamad, Managing Director

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because we have exclusive rights over several models in our product line.”

Ali says, “We do face certain operational and logistical issues. The only way to address these problems are by ensuring in-depth research and background check is done when dealing with a new customer and making sure the right employees are hired. Although at times, certain challenges are unforeseeable, we still need to prepare and plan for it.”

Ali believes he has been Top vendors fortunate to have entered the Apple, Dell, HP, Hikvision, Lenovo, market at the right time and Microsoft, Samsung making the right decisions have helped the company to grow.

Distributor partners “This would not have Asbis, Cadensworth, FDC, Logicom, been possible without the Mindware, Metra, Redington support of my qualified team,” he adds.

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TOP RESELLERS FEATURE

TechCapital

T

Shamin Aidrose, IT Director, Co-founder

echCapital is a recent player in the market, having set up business only a year and half ago.

Shamin Aidrose, IT Director, Co-founder, TechCapital, says, “Our strength is that we are both an IT systems integrator and a solution provider reselling Symantec, Cisco, EMC, Dell, Double Take, Adobe, Promise Technology, QNAP and our professional services.”

The company offers a wide range of valueadded products and services, including extended warranties and service contracts, supplemental hardware, installation, setup, training services, professional consulting services, customisation and software programmes.

“We do this through our consultative approach combined with technical expertise, and established relationships with leading technology vendors.”

Hamza Mahmood, Managing Director

X

The company ensures appropriate strategic planning based on hard data via executive insight into customer, product line and project profitability to thrive in tough market conditions.

Aidrose attributes the company’s success to adding value where it matters.

He adds, “In many cases for every product that is sold, a VAR has the opportunity to offer additional services, support or warranties, thus providing an Top vendors opportunity to Adobe, Cisco, Dell, Double Take, EMC, Promise increase the revenue Technology, QNAP and Symantec from each sale. To be a successful VAR, you Distributor partners will need to be skilled Aptec, Emitac Distribution, Jumbo IT in identifying those Distribution, Logicom, Mindware and Redington opportunities.”

Xcell Computers

cell Computers was founded in 2010, when the regional market conditions were quite conducive for business, says Managing Director, Hamza Mahmood.

Having been in the IT business in Dubai for over two decades now, he says, “My experience has been working with computers all along. I have worked with companies such as Jumbo, TechData, Almasa IT and Metra to name a few. Back in 2010, it was a great time to start business and I took the opportunity and set up Xcell Computers.”

Although the market is tough today, the reseller has been able to thrive because it expanded its focus from desktops to include several other products.

“We now not only focus on desktops but also products such as hard drives and Samsung

printers. We have also expanded into new regions such as Far East. This actually increased our revenues and profits,” he says.

With reselling being its main line of business, the company works with top vendors such as Dell, HP, Lenovo, Microsoft and Samsung.

Its distributor partners include Aptec, FDC, Logicom, Mindware and Redington.

Mahmood says, “It is important to have the right customers to be able to survive in the market today. Along with that, companies Top vendors need to ensure they Dell, HP, Lenovo, Microsoft and Samsung have selected the right supplier and are Distributor partners buying the products at Aptec, FDC, Logicom, Mindware and Redington the right prices. These factors are crucial.”

www.resellerme.com

Reseller Middle East AUGUST 2016

35

FEATURE

RETAIL LOYALTY PROGRAMMES

LOYALTY RULES The retail segment in the region is growing at an escalating scale. According to a Dubai Chamber of Commerce and Industry report, retailing in UAE alone is expected to reach AED 200 billion by 2017. Reseller ME explores how retailers can develop a strong loyalty programme to differentiate from stiff competition.

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AUGUST 2016 Reseller Middle East

www.resellerme.com

‘Customer satisfaction and retention’, while sounding like pretty straightforward terms, are in fact quite challenging to achieve.

The regional retail market is burgeoning at a high rate and the UAE market alone is expected to grow by five percent on average year-on-year as per recent reports

by Dubai Chamber of Commerce and Industry.

Retail has been one of the biggest factors of economic growth in the Middle East and the reasons behind that includes rising population and urbanisation, expatriate wealth, strong household consumption, modern retail concepts, as well as a thriving tourism sector, says, Rohit Bachani, Director and Co-founder, Merlin Digital.

He says, “Middle East markets continue to attract an increasing number of international retailers, competing with established global retail centres. Retail companies in the UAE are at the early stages of development.

“However,” he adds, “the progression of Internet retailing in the UAE is already far ahead of other larger countries such as Saudi Arabia and Egypt, where the channel continues to account for only a marginal proportion

of total retailing value sales. We believe as consumer confidence increases, spending on retailing will also register an upward trend.”

In the UAE, D-Link, the networking vendor, works with all major retail stores and is fostering relationships with existing retailers and recruiting new retail partners in the remaining GCC countries.

Sakkeer Hussain, Sales and Marketing Director, D-Link Middle East and Africa, says, “The retail industry is promising, which is a byproduct of the fast-paced technology advancements and the ever-increasing need of consumers to stay connected to the Internet, be it via mobile devices such as tablets and smartphones, or the emerging trend of IoT. Home automation requirements are also increasingly playing an important role for the retail segment growth.”

One of the ways to help grow retail sales is to have a strong loyalty programme to attract and retain customers. Loyalty programmes are known to enhance growth and boost brand reputation.

However, regional retailers need to look at developing loyalty programmes that offer true value to customers. Today there are several retailers who

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work on a points-based loyalty programme, which are not as effective as it should be as customers only see the benefits at a much later stage.

Bachani says, “Programmes offering only core rewards are considered dated and old-fashioned. Loyalty programmes that offer a mix of reward points, discounts, and gifts are likely to be more attractive to customers. The Middle East is a shopping-friendly region, and members want more choice of rewards in their redemption programmes.”

The company’s Merlin Rewards Program was launched a year ago. Through this programme, it offers customers reward points for purchases, referrals and reviews. Customers can use the reward points to get discounts on their purchases.

He says, “As of now, the programme has been successful in terms of reach and engagement.

However, it’s still in the development stage, and we have been adding new features to attract more customers.”

D-Link runs programmes with retail partners, which varies from country to country.

“Obviously cash-back schemes, where the customer gets instant

Reseller Middle East

AUGUST 2016

37

FEATURE

RETAIL LOYALTY PROGRAMMES

rewards, are high in demand,” says Hussain.

“The loyalty programmes have been offered by a plethora of hypermarkets and retail chains and it’s become apparent that discounted items belong to the main attractions for end customers. All our programmes are specifically tailored to the needs of the respective regions.”

Customisation is an important factor when it comes to developing loyalty programmes.

“People are looking for more benefits, discounts and rewards. Every country and region is different, so when customising the programmes, we have to bear these versatilities in mind.

The loyalty programmes keep changing and we continuously add new benefits including bundle offers and other incentive initiatives to fulfil our customer’s expectations,” he adds.

Businesses across the globe strive to offer their customers loyalty programmes to engage them for higher profit, says Niranj Sangal, Group CEO, OMA Emirates Group.

“In order to keep customers engaged with greater consumer experience and value, the company’s new Market Place Solution, ‘Bazaar’, increases the opportunities for loyalty programmes and allows them to go beyond the standard models available.

38

AUGUST 2016

Not only would a good programme focus on customer retention but also customer lifetime value and profitability by means of long-lasting customer relationships.”

Rohit Bachani, Director and Co-founder, Merlin Digital

He adds, “It enables businesses across a range of verticals to provide numerous benefits for customers as well as for themselves. The greatest advantage being that customers can avail of their points across multiple outlets including airlines, supermarkets and entertainment, and are not restricted to redeeming points within the same store or chain of stores.”

One of the challenges retailers face when developing a loyalty programme is the large investments around it.

Agreeing, Sangal adds, “Most organisations find it difficult to allocate budgets for loyalty programmes.

Market Place Solution ‘Bazaar’ provides a ready platform for them to be able to get on-board seamlessly and develop their loyalty strategy effectively.

More importantly, each organisation is able to address customers across the entire platform and are not restricted their own customers.”

Reseller Middle East

www.resellerme.com

According to Bachani, a well-thought-out loyalty programme has the potential to transform a business into a customercentric profit machine.

“Not only would a good programme focus on customer retention but also customer lifetime value and profitability by means of long-lasting customer relationships. It is a popular misconception that so-called ‘loyalty programmes’ can buy true loyalty—or even repeat visits—in any lasting way.

He adds, “You need to focus on acquiring data, not just repeat visits.

Learn more about your customers—who your most profitable and least profitable customers are, what they want, and what changes or offerings would be most likely to make them truly loyal.”

It is critical to build customer relationships based on relevance.

Very often, customers are bombarded with irrelevant marketing, which instead of garnering

loyalty might backfire.

It is important to know your audience and investments should be made by retailers in this regard. Today, while some retailers have employed data collecting tools, not enough action is taken after analysing the data.

“A successful loyalty programme should attract new customers to the business. How effectively it does so will depend on how exciting and how valuable the rewards seem to be to the target audience,” adds Bachani.

Retailers need to evaluate their current programmes and identify if actual value is being added to the overall business. Moreover, loyalty programmes should be constantly updated to ensure it is in sync with market developments and it is what the customer wants. In the long run, customer satisfaction and happiness will be the difference between a successful retailer and one who is not.

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HUAWEI

VENDOR FOCUS

PARTNER PRIORITY Hany Hussein, Regional Vice President of Channel and Alliances, Huawei, Enterprise, Middle East, discusses key elements in its ‘Transforming Together 2.0’ strategy for the regional market.

Please can you share details about the latest channel developments in ‘Transforming Together 2.0’ strategy for the Middle East?

Huawei’s ‘Transforming Together 2.0’ channel strategy is centred on developing strong, collaborative partnerships to help end-users gain maximum value out of our solutions. We are committed to building an ecosystem of partners to complement and provide compelling value propositions to businesses.

Through insights and understanding of local market needs, Huawei’s partners play an important role in delivering sustainable market growth in the region. Our channel strategy aims to recruit, enable and activate a core community of trusted and valued partners that form the base of our go-tomarket approach.

What steps are you taking to underpin the importance of having the right trainings and acquiring the apt

certifications to your partners?

We are committed to providing the right tools and training so that our partners are wellequipped to go to market.

As part of the enablement process, we believe that it is important for our partners to go through a training programme where they are then qualified to represent our solutions on the market. Only through robust technical and sales training, can the correct knowledge be transferred to the partners in order for them to be able to deliver exceptional value to end users.

There are a number of channel programmes that provide aspiring partners with training facilities and certifications (gold, silver, VAP) towards becoming a full-fledged Huawei partner. For example, Huawei Service Certificate Programme (HSCP) has established the rules for governing ‘service’ relationships between the company and its partners. All partners that join the programme will qualify as a Certified Services Partner (CSP).

We designed this programme to provide

consistent support experience and improve customer satisfaction in the channel. It allows us to leverage partner expertise and provide a differentiated service to their end-user. Another example is the Huawei Certified Internetwork Expert (HCIE) – the highest level of technical certification offered by the company. The certification acknowledges the skills of an organisation to construct, optimise, and manage complex large and medium-sized enterprise networks. It enables channel partners to offer more confidence in service delivery to their valued customers and end-users.

What can channel partners expect from Huawei over the course of the year?

In 2016, Huawei’s partners will see the robust implementation of our ‘Transforming Together 2.0’ channel strategy. We aim to recruit, enable and activate a core community of trusted and valued partners in delivering our value propositions to the market.

Under recruit, our focus is to work closely with

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partners so that their business is aligned with Huawei strategy. Our goto-market strategy with our partners is about being integration focused. We are ever more selective, and have stringent criterion that aspiring partners need to qualify. They need to have a certain level of resources and knowledge to be certified as a Huawei partner.

Part of our strategy is to ‘enable’ our partners and provide them value across different vertical markets. Through providing the right tools we are able to better prepare our partners to represent Huawei’s value proposition in the market from pre-sales to post-sale training, we are committed to giving the right platform for partners to deliver to the endusers.

Within the third pillar – ‘activate’, we believe that a structure to motivate, incentivise and reward is important.

Our approach looks at incentivising our partners based on revenue targets, breakthrough in markets, industries and countries along with their commitment to investing with Huawei.

Reseller Middle East AUGUST 2016

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VENDOR FOCUS

ARUBA, AN HPE COMPANY

CHAMPIONING MOBILITY Hemayun Bazaz, Regional Manager, Channel Sales, Middle East and Turkey, HPE Aruba, shares plans about what partners can look forward to post the recent acquisition.

Enterprises are increasingly looking to transform its business into a mobile-first, agile and better connected environment. HP’s acquisition of Aruba more than a year ago has further cemented its offerings in mobility solutions. The company is in the process of integrating both businesses, but what does this mean for the channel partners?

Hemayun Bazaz, Regional Manager, Channel Sales, Middle East and Turkey, HPE Aruba, says channel partners view the merger as a welcome move. This is primarily because both companies have had a good growth rate in the recent past. Aruba has been growing at a rate of 30 percent year-over-year.

“Aruba has experienced consistent growth over the last few quarters and the growth for HP Networking switching has also been fair. Partners know that this can help them grow their overall business, approach new customers and businesses, therefore increase their topline and bottom line as well.

Over and above that, HPE is a large channel organisation and the strengths it bring to the

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AUGUST 2016

overall business as a whole has also further assisted in enabling Aruba’s channel partners. But it will be at least till the end of the year before partners see an integrated programme from the merged company.

“That is going to take some more time,” Bazaz says. “Currently we are running two separate programmes. By the end of the year, there will be one common programme, which the partners can use.

They look forward to this as an opportunity for them to make more business.”

The company has onboarded most of HPE partners to Aruba’s programmes and vice versa.

“This way partners have the opportunity to sell our entire solutions portfolio as they are a part of both programmes,” he adds.

The HPE Aruba business group caters to both enterprise and SMB markets. While HPE has been doing well in the SMB segment, Aruba has grown on the enterprise side.

According to Bazaz, the company will look at combining forces and targeting both markets, going forward.

He says, “Specifically on the SMB front, we see this as a huge opportunity for us as far as growth is

Reseller Middle East

www.resellerme.com

concerned in this region.

The reason being sales cycles are shorter and predictability is much better in this segment.

And new businesses, especially mid-market SMBs are increasingly looking at mobility solutions where they want their employees to be able to work from anywhere.

“Because this increases employee productivity,” explains Bazaz. “This in turn also helps increase revenues. We want to grow the space of SMB resellers and ride on the growth of this market segment.”

On the enterprise side, the company has put in place a strategy where it will work with top-tier partners to go-to-market.

The company is enabling channel partners through a number of initiatives. One such activity is ‘Channel Sales Academy.’ Through this initiative, HPE Aruba is looking to enable the sales personnel from reseller organisations.

Bazaz says, “We want to enable the people on the ground selling to customers.

Through ‘Channel Sales Academy’, we enable the sales team on how to sell our solutions. Additionally, we also do case studies and presentations so that they are up to speed on

selling our solutions. It was well received by resellers’ sales teams. They became more knowledgeable on the solution.”

Although it is a yearly affair at the moment, the company now plans to run it every six months considering the overwhelming response from partners.

He adds, “We also want to ensure that the pre-sales community of these partners are well updated with our solutions.

Therefore, we created a ‘channel systems engineer’ (SE) role in our organisation.

The channel SE specifically trains distribution presales employees who in turn then trains the reseller presales personnel. This happens on a monthly basis between our VADs and their partners.”

Reseller partners also have the opportunity to take advantage of the technical resources and other regular trainings from the company’s valueadded distributors.

“Professional services capability is also big focus point for the company and is key to keep customers content. This is also an area where our valueadded distributors and resellers can look at investing and growing.”

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VENDOR FOCUS

PURE STORAGE

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Ben Savage, Head of EMEA Channels and Alliances, Pure Storage, explains the company’s regional plans to surge ahead with a robust channel engagement model.

The All Flash Array (AFA) market has generated $794.8 million in revenue during Q1 of this year, according to research firm, IDC. The market opportunities in this space are evident and all-flash storage solutions provider, Pure Storage aims to build its business in the region by strengthening its 100-percent channel strategy.

Speaking exclusively to Reseller ME, the company’s Head of EMEA Channels and Alliances, Ben Savage, says, “Our channel strategy is one of education and enablement for the region.

When customers are moving from legacy storage to all-flash, it is certainly a significant technology transformation. And we want our partners to be able to communicate the

benefits of the solution efficiently to customers.”

The company had launched its partner programme, P3, last year, to help partners with additional benefits and reward those who were growing the business.

“We were beginning to see some partners doubling down on our products and standardising on flash as a technology. We wanted to bring in a programme that bore additional benefits to those partners who showed loyalty to us and had a business plan.”

P3 has a three-tier structure of silver, gold and platinum. Savage says the company’s strategy is to continue focus on the programme.

“Our aim is to continue focusing on existing partners who are part of

“Our channel strategy is one of education and enablement for the region. When customers are moving from legacy storage to all-flash, it is certainly a significant technology transformation. And we want our partners to be able to communicate the benefits of the solution efficiently to customers.”

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Reseller Middle East

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the programme. There is still an education to be done for partners around storage, data centre and flash. Our objective is to help those partners deliver business outcomes through our solutions.”

To differentiate from the competition, Savage says, it is important for partners to understand and identify between technologies such as all-flash, hyperconverged and converged to name a few. To this effect, the company runs training sessions where partners can listen in to the vendor’s sales team making calls to customers.

He says, “This way they learn the kind of messaging we use when we speak to customers and the challenges the end-users face. We also run training sessions for technical presales team because technical enablement is important when helping customers move from one technology to another.”

Any kind of technology evolution is risky for partners and this is why vendors should offer more education and tools around it.

“The more value we can help them show their customers, the better it is. That’s why being embedded in our programme and taking

advantage of all the benefits it has to offer, is a great way for resellers to approach customers,” he adds.

There is a high adoption rate across verticals such as health, insurance and finances for flash solutions, he adds.

“We see the most growth coming from Saudi Arabia and UAE within the Middle East. That being said, we are seeing requirements from all countries as well. Our business in Africa is growing rapidly. It’s probably one of our fastest markets among emerging countries. We are also seeing huge growth in the Eastern bloc countries as well.”

The company is investing significantly into the region and is doubling the size of its workforce in the Middle East.

“If the business continues to grow during the course of the year, we will grow the team further,” he says.

“We are hiring right now across the region in both sales and pre-sales and have invested heavily in channel. The strategy is to continue to grow and put more people on ground and equally look at signing more partners for the region. In our more mature markets, we are not looking at adding more partners, however, this region we are looking to increase the partner strength.”

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INFOBLOX

VENDOR FOCUS

SECURE PARTNERS

Infoblox’ Worldwide VP for Channel, Ricardo Moreno, explains why partners are an integral part of everything that the company does in the region.

Could you elaborate on the role partners play for Infoblox?

We operate through a 100 percent channel model in the region. Even globally, more than 90 percent of our sales are through partners. We cannot succeed without strong partnerships because partners sell for us, have customer access and coverage. Additionally, we are observing that Infoblox is increasingly becoming a critical part of larger solutions. For example, if customers buy converged infrastructure, they are also looking to add Infoblox solutions because it makes the offering much more compound. We do a lot of work in the background with other vendors to offer integrated solutions but it is the partner who makes it a reality for us.

What kind of transformation has the company undergone in the last couple of years and how did it impact partners?

Infoblox became a public company in 2012. We have grown positively in the last few quarters

and currently have 30 employees in the region.

However, we believe there is still a long way to go. In this regard, the company has been investing in sales operations, partner enablement and infrastructure we didn’t have before and so on. We have brought a number of strong executives from the market to Infoblox, strengthening our team further.

From partners’ perspective, although everything is sold through the channel, we believe they have a lot of opportunities to bring more value in. Therefore, we are now elevating what we call the ‘value exchange’, where we work with partners to help them bring more to the table.

Has there been any updates to the current partner programme?

At our annual MEA partner summit in April, we announced that we will be launching a new partner programme by the year end. This is a part of the maturity process the company is going through.

We are going to move away from a flat programme and

discount structure to one that rewards any kind of value the partner adds. We are aiming to do this on a global level with certain tweaks for local markets.

It will not be a complete revamp of the programme that was launched in 2012.

Although we are adding several necessary and new elements, there are also many good aspects of the programme such as individual certifications and accreditations, which we will retain.

What are your key strategies for the region?

Our strategy is going to be a four-pronged approach, which includes heavy heater partners, strong distribution, self-sufficient partners and making Infoblox a more partnercentric company.

While we welcome every partner into the business, at the end of the day, we will prioritise our resources and investments according to what partners can further contribute to us. We will focus on these partners who contribute heavily to the business.

Distribution plays a critical role in any channel ecosystem but for us it is

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even more so. As we are a natural add-on to many other solutions, distributors are in a perfect position to guide resellers about the suitable integrations. We have a well-established distribution system in place and will continue to strengthen that.

To enhance the value that partners can bring, we need to enable them, provide incentives, have an engagement model and have their commitment.

We will focus on having partners who are selfsufficient and help them find the opportunity and position it in such a way that they can provide services.

We are already a channelfocused company but we need to be more partnercentric in everything we do, right from marketing and sales processes to R&D. In a nutshell, towards the end of the year, we will launch a new partner programme, including for our distribution partners, bring in a strong enablement offer and make sure we are clear with partners about our expectations and for those who align with that and take all the necessary actions, we will invest with them.

Reseller Middle East AUGUST 2016

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REVIEW POLYCOM

RealPresence Trio 8800

RATING

SMEs who are on the hunt for an affordable and practical unified communications solution may have found their perfect match with the Polycom RealPresence Trio 8800.

Credit to Polycom’s designers. The product has an attractive, simplistic look and is compact. Two of the device’s three – a nod to its voice, video and content sharing capabilities – ‘legs’ are devoted purely to speakers, which do a good job of eliminating extraneous noises. These have a 20-feet pickup range and pack Polycom HD Voice and NoiseBlock audio technology.

The other leg meanwhile, packs a 5-inch colour touch screen.

Discretion – secrecy if we’re being cynical – has also crept up their list of priorities, with the addition of mute buttons within reach of all conversation participants (3-5 people), handy in stand-offish long distance talks. We suspect this will be popular with would-be customers.

On the flip side to this, the Trio can be connected to smartphones or tablets – via Bluetooth or USB – enabling it to be used as a speakerphone system for auxiliary devices.

Also included with the product are the RealPresence Trio Visual+ - the plug and play optional device for file sharing – and a USB compression camera.

Setting the product up is very straightforward, and requires no technical genius to get up and running,

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making it an easy addition for smaller companies who lack the requisite IT skills.

With Power over Ethernet and zero-touch deployment, it connects easily and integrates directly with call control platforms. It features native integration with Microsoft Lync 2013, Skype for Business client and support for most major SIP platforms.

The RealPresence Trio 8800 passes the all-important test – call quality. The service delivered by the Trio features minimal delays, removing unnecessary tension prior to important conference calls.

An attractive feature for the compact device is the ability to share a range of business content – such as PowerPoint presentations – to other users. This is undoubtedly a key selling point that will convince many smaller would-be customers that this is worth their investment.

The RealPresence Trio 8800 offers an affordable option for SMEs who lack the skills or budget for a more elaborate UC solution; with a starting retail price of $1,599 (5,900 AED), it won’t exactly break the bank.

29th August 2016

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HOT PRODUCTS

BLACKBERRY UNVEILS SECOND ANDROID SMARTPHONE The DTEK50 is the latest Android-powered smartphone released by BlackBerry.

Fully equipped with Android Marshmallow 6.0, the mobile company highlighted that the DTEK50 combines its security, privacy and productivity capabilities in an all-touch design.

The new device sports a 5.2inch full HD display, capable of displaying 16 million colors. The screen is made of scratch-resistant glass and features a oleophobic coating to protect against smudges and fingerprints. It is also equipped with a 16GB internal memory and is expandable up to 2TB through microSD cards. DTEK50 has a 8MP front facing camera and a 13MP auto-focus rear camera, with features like Phase Detection Auto Focus and a dual-tone LED flash.

DTEK50 encrypts all users’ information, including business critical data and personal data such as pictures, videos and contacts.

Malware protection is also builtin along with back-up, wipe and restore capabilities. Additional software provides users with visibility and control over which apps get access to personal info or device features such as the microphone or camera.

The smartphone is expected to be available in the UAE and KSA in the coming weeks from leading retail stores and will be available at a suggested retail price of AED 1199 and SAR 1199.

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CANON RELEASES NEW SERIES OF PRINTERS Canon Middle East has launched a range of mono and colour single function printers (SFPs).

According to the company, the i-SENSYS LBP351x, LBP352x, LBP710Cx and the LBP712Cx are designed to address the print challenges of large enterprises and offer improved productivity and flexible configuration in a compact design.

With speeds from 55 and 62ppm respectively, the i-SENSYS LBP351x and the LBP352x, Canon highlighted that the devices optimise the efficiency of businesses with heavy black and white print volumes. The i-SENSYS LBP351x and the LBP352x offer a total paper capacity of up to 3,600 pages. Meanwhile, the i-SENSYS LBP710Cx has a page speed of

i-SENSYS LBP351x

33ppm in full colour and a maximum capacity of 2,300 pages, while the i-SENSYS LBP712Cx has an optimum page speed of 38ppm in full colour and can support up to 1,200 pages.

In addition, the i-SENSYS LBP710Cx and i-SENSYS LBP712Cx feature new high yield colour toner with increased capacity, which means that the toner cartridges can last longer before replacement is required.

Both series feature mobile print and cloud connectivity and are enabled to run Apple AirPrint and Mopria. The devices also integrated with Canon’s print management platform, uniFLOW.

XIAOMI ENTERS THE LAPTOP MARKET Xiaomi has recently launched two new laptop devices, which are under the product line – Mi Notebook Air. The series’ 13.3-inch notebook version is equipped with Nvidia GeForce 940MX dedicated graphics card, Intel Core i5 processor, 256GB PCIe SSD with expandable SATA SSD slot, 8GB DDR4 RAM and 802.11ac Wi-Fi. According to the Chinese maker, it can last up to 9.5 hours on a single charge, charges 50 percent in 30 minutes. It weighs 1.28 kilogram and measures 309.6 x 210.9 x 14.8 millimeters. It features Type-C USB for charging, and two USB 3.0 ports and a single HDMI interface.

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Meanwhile, the slightly smaller 12.5inch version weighs at 1.07 kilograms and has battery life of 11.5 hours on a single charge. It runs the Intel Core m3 processor with integrated graphics and has 4GB of RAM and 128GB expandable SSD. The devices run on Windows 10 and come in gold and silver colours.

However, the notebooks are China-focused for now, given how the “Mi Ecosystem” has so far been largely contained in the country. There’s still no news of its global release. The devices are priced at $525 for the 12.5-inch and $750 for the 13.3-inch variation.

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SENNHEISER INTRODUCES THE PXC 550 WIRELESS HEADPHONES

WD FLAUNTS NEW MYCLOUD PRO NAS DRIVE Western Digital has released the MyCloud Pro network attached storage (NAS) drive, which comes under the WD Pro series. The company also underlined that the device enables seamless transfer of content between devices, with regardless of whether users are on a remote shoot, in the studio or editing at home.

Offering up to 32TB of storage, the My Cloud Pro Series NAS allows users to import from cameras/memory cards and other USB storage with a simple one touch backup button. The device, which according to WD is designed for creative professionals and enthusiasts, provides a reliable space to store high quality files and is capable of performing

accelerated video processing. WD also highlighted that the storage device also has powerful transcoding capabilities such as, editing, storing and streaming content to and from big formats, including 4K video.

According to WD, the My Cloud Pro NAS drive also brings users more control on their stored files even when they are away from their workstation, using the My Cloud app and MyCloud. com remote access.

BOSE SHOWCASES THE QUIETCONTROL 30 The QC30 headphones feature tiny earbuds that integrate a total of six microphones, and a neckband that houses an advanced electronics system for take-anywhere performance.

The device, according to Bose, flaunts a controllable noise cancellation feature, which lets users stay in charge of how much outside noise they want to shut out. From needing awareness on a busy sidewalk, to complete isolation for work, to taking a call from home in a crowded cafe – the QC30 lets users

have a customised and personalised listening experience.

The QC30 has up to 10 hours of battery life from a rechargeable lithium-ion battery, lasting as long as a fully-charged phone or tablet. Simple buttons are on an in-line remote: music volume, play/pause, answer/end calls, and noise control.

The QC30 features StayHear+ tips, which eliminates the pressure and aches of conventional ear tips for hours and hours of wear.

The PXC 550 Wireless, according to Sennheiser, has been designed to meet the demands of the frequent traveler with long-haul battery performance of up to 30 hours. It has features like NoiseGard hybrid adaptive noise cancellation. It has an intuitive, earcup-mounted touch control panel and voice prompt system allows for a convenient selection of settings, and can automatically pause music and calls when the headphones are taken off.

The headphones have four presets for adjusting sound and one customisable Director mode that can be modified using Sennheiser’s companion app, CapTune, which is available for Android and iOS at no cost.

The app also allows sound adjustments with the equaliser and features SoundCheck with which users can tune their music’s sound by A/B-testing different set-ups. The plug-in for the PXC 550 Wireless also facilitates personalisation of adaptive noise cancellation, audio prompts, and the activation of Smart Pause.

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Reseller Middle East

AUGUST 2016

51

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HOT PRODUCTS

PHILIPS LAUNCHES BRILLIANCE 258B6QUEB LCD MONITOR MMD, the brand license partner for Philips Monitors, has recently introduced the Brilliance 258B6QUEB LCD Monitor, which features a USB-C cable connection.

According to the vendor, the monitor offers a notebook docking, quick data and video transmission – while charging connected devices – all through one cable. The Brilliance 258B6QUEB is also equipped with a 25-inch screen and the Philips SmartErgoBase, which offers low bezel-to-table height adjustments to maximise comfort while working.

The new USB 3.1 Type-C cable is 20-times faster than USB 2.0, according to Philips. The device also sports a Quad HD and IPS Panel, which brings vivid images with QHD 2560x1440 pixels. IPS technology delivers full colours while also enabling extra wide viewing angles of 178/178.

Philips highlighted that the display panel offers high bandwidth sources such as HDMI and DisplayPort, and built-in stereo speakers.

The monitor is also

equipped with the SmartErgoBase, which allows users to customise its position.

Multiple adjustments can be made with its swivel, tilt and rotate functions.

Additionally, the Brilliance 258B6QUEB comes with Philips’ signature FlickerFree technology for reducing eye fatigue, and SmartImage for optimising the contrast, colour saturation and sharpness of images and videos, resulting in a superior display performance.

XTOUCH RELEASES UNIX

MISFIT RELEASES RAY FITNESS TRACKER Misfit has recently launched the Ray Fitness and Sleep Monitor, the newest product in the company’s line of trackers. The device will now be available widely in consumer electronics, fashion, and jewelry outlets across the region including Virgin Megastores, Jumbo Electronics, Al Yasra and Namshi.

At only 12mm in diameter and 38mm long, Ray tracks activity and sleep with

a 3-axis accelerometer and incorporates a vibration motor that allows for nuanced user feedback. Combined with a single multicolour LED eye, Ray provides inactivity nudges, text and call notifications, and a silent alarm. Like other wearables by Misfit, Ray doesn’t require charging (the user-replaceable batteries last up to six months) and is water resistant to 50 meters.

The lightweight dual SIM 5.0inch smartphone, UNIX comes with a slim design and one piece metal body.

The device sports a fingerprint sensor, located on the back of the device.

The fingerprint technology, according to the vendor, enables secure and fast unlocking and enables taking a selfie much easier with its 13MP front facing camera. Complementing the front camera is a 13MP back camera, which can be utilized for snapping photos and recording full HD videos.

UNIX runs on Android 5.1 Lollipop, and is equipped by MediaTek MT6753 64-bit Octacore processor. With 2GB of RAM along with 16GB of inbuilt storage, XTOUCH highlighted that users can also enjoy the large storage expanded via microSD card (up to 128GB).

Build with intelligent power saving technology and backed by a 3200mAh powerful battery with rapid charge technology, the new smartphone can be used for longer periods on a full charge.

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53

COLUMN

Channel surfing Reseller Middle East's deputy editor offers her thoughts on the Middle Eastern technology channel.

Janees Reghelini, Deputy Editor, Reseller ME

Know your customer Last month, I had the opportunity to sit down with several resellers and chat with them about their businesses.

The general overview is that the market will further consolidate as we see some companies merging together while others are exiting. A key theme that emerged from these conversations was the criticality of knowing your customers.

In the first half of 2016, we have heard about several companies fleeing the market, burdened with overwhelming outstanding payments.

This has led to a sense of distrust in the market, because no one can be completely sure of a company not disappearing. Usually insurance firms encourage partners to check the age of the company before doing business, but that is no longer a valid checkpoint as we have seen even established companies exiting under suspicious circumstances.

Almost all say there is no real solution to this age-old problem 54

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and that it is part of a vicious circle where the source is overtrading and the impossible targets set by vendors. I had discussed some measures at the beginning of the year. However, I believe more can be and should be done.

One of the first things to do would be to take responsibility immediately.

All the stakeholders have to be held accountable at each stage to ensure that the market demand is met without a surplus of stocks.

Vendors need to sit down with partners and understand their capacity and the potential of the market before they proceed. The ‘know your customer’ adage should become an important part and parcel for a reseller’s everyday business.

They need to know the customer they are trading with, more than just on business terms. If they make efforts on this level, they are in a position to know the situation of the customer they are dealing with.

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But even with all this being done, there are still chances of companies fleeing the market. Therefore, at the end of the day, it all comes down to working together. Business is about looking out for oneself but there are certain situations where it is more beneficial to each individual party if the industry works together as a whole. Surprisingly, industry players have done almost nothing over the years to address this issue. While associations such as Dubai Computer Group (DCG) has played a role, there still needs to be a bigger participation from the industry in order to make a tangible difference.

At Reseller ME, we are now preparing for another year of GITEX. We have also opened up our Annual Channel Industry Survey where we rank channel players based on the yearly revenues. We are looking forward to the next few hectic months ahead of us and having those conversations with you.