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Meet the Dell Venue 11 Pro tablet. Featuring Windows 8.1

Get anywhere with a Windows 8.1 DELL Venue 11 Pro tablet Aptec recommends Microsoft速 software Contact: APTEC - an Ingram Micro company P.O.Box 33550, 1st Floor, EIB Building 3 | Next to Mashreq Bank Dubai Internet City, Dubai . UAE | Telephone : +971 4 3697111 Fax : +971 4 3697110 |

Meet the Dell Venue 11 Pro tablet. Featuring Windows 8.1

Get anywhere with a Windows 8.1 DELL Venue 11 Pro tablet

Dell Venue 11 Pro

The Venue 11 Pro offers ultimate 2-in-1 flexibility, with the power of an Ultrabook, and the convenience of a variety of keyboard options to work in the way that works best. The Windows 8.1 tablet features a large, high-resolution 10.8-inch full HD IPS display, and PC-grade performance with up to 4th Generation Intel Core i3 and i5 processors.

Aptec recommends Microsoft® software Contact: APTEC - an Ingram Micro company P.O.Box 33550, 1st Floor, EIB Building 3 | Next to Mashreq Bank Dubai Internet City, Dubai . UAE | Telephone : +971 4 3697111 Fax : +971 4 3697110 |




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Editorial Cover story - 18


News feature - 15

ach year brings along some additional Technology shifts. Some are only beginning to break through the surface and would become more visible in the next 1-2 years whereas some, the industry has already taken in its stride. As social media becomes an irrevocable, more pervasive part of our digital lives and to some measure invasive as well in our workspaces and private lives, there has been a growing degree of concern about privacy at stake. Sometimes, the permanence of your messages in the social space could be detrimental or even pointless after the immediate communication was achieved. The rising popularity of Snapchat, a mobile phone app that promises users to manage for how long they would want their posts including images and video available and thereafter make it disappear, seems to be the antithesis scenario of Facebook as it is today. As more consumers adopt, Business use scenarios have come along for the app with a few Brands looking to use it for cost effective,teaser promotions. A recent promotion was run by a yoghurt company wherein the user gets a discount coupon for redemption that would be deleted in a matter of seconds after opening. It would therefore require him or her to open the message when present at the counter of one of the c ompany’s outlets. This seems straight out of some spy action movies where the message would self-destruct immediately after the recipient gets to read it. If and when other apps adopt these self-destruct mechanisms of data, it would challenge technologies like Big Data analytics that thrives on retrieving and analyzing the terabytes of data underlying day to day and by the second digital lives of individuals and the Business operations of companies. For all Businesses looking to maximize customer reach, navigating the challenging Technology shifts and adopting new tools would require more out-of-the-box thinking from their solution providers.

R. Narayan Consulting Editor

Founder & CEO: Vivek Sharma Consulting Editor: R. Narayan Assistant Editor: David Ndichu Art Director: Faiz Ahmed Sr. Sales Manager: R. Subramanyan Sales Coordinator: Smitha Jithesh


New scenarios offer more challenges

Striking steady pace

With UTMs firmly established a growth segment and security a top priority for IT decision makers, manufacturers are focusing on meeting rising expectations of functionalities

News in detail

Schneider Electric holds Power to the Cloud Conference and Expo - 12 Finesse Launches ‘SecloreFileSecure’ IRM solution - 14

LG targets digital signage market domination Feature - 16

Seizing the momentum

HID Global has been consistently making inroads in the region, doubling up efforts in the region through partners


Life Untethered - 22

Nader Baghdadi, Regional Sales Director, Ruckus Wireless discusses how his company is helping realise the vision of wireless on the go

Socially adept - 24

Karim Talhouk, Gulf MBS Lead at Microsoft discusses some of the key aspects of Microsoft’s strategy on integrating social media features in CRM and ERP

Point2Point - 25

Tracking growth

Shakir Hussain, Manager- Networking business, GenX Systems LLC discusses the company’s focus


New vulnerabilities with the New Year - 26

The secret to predicting the future is to listen for the whisper says Kevin Haley, Symantec Security Response

DevOps for Agility & Innovation - 28

The most successful companies use DevOps to remove any roadblocks that stand in their path, writes Alan Hale, director of EMEA Consulting at Red Hat.


News Bytes Eyetech Stats & Trends

Published by: JNS Media International MFZE

P.O. Box: 121075, Montana Building 404, Zabeel Road, Near GPO, Karama, Dubai-UAE Tel: 04-3705022 Fax: 04-3706639

Disclaimer: While the publishers have made every attempt possible to get accurate information on published content in this handbook they cannot be held liable for any errors herein.

News Bytes

Condo Protego receives EMC Award Condo Protego announced that EMC has named the company“Best Enterprise Storage Division Partner” of the Yearfor the Gulf and Pakistan territory. The announcement was made at EMC’s Gulf Partner Summit. “The EMC Gulf Partner Summit 2013 gave us the perfect opportunity to recognize the significant efforts of our channel resellers and honor channel excellence. We are pleased to recognize Condo Protego’s accomplishments with an EMC 2013 ‘Best Enterprise Storage Division Partnerof the Year’ award for its consistent excellence and dedication to designled consultation and project implementation,” said Havier Haddad, Channel and Alliances Director Turkey, Emerging Africa & Middle East at EMC Corporation. “Condo Protego has a strongrelationship with EMC, and we are proud to help businesses and organizations across the region realize game-changing changes using their products,” said Andrew Calthorpe, Chief Executive Officer at Condo Protego.

6  |  December 2013

Prologix gets recognition at Avaya PartnerConnect Prologix, a leading IT and telecom systems integrator in the Middle East and Africa, was named Avaya's 'Partner of the Year: Mid-Market Category' at the PartnerConnect Conference held in Atlantis, Dubai on 21 November, 2013. Prologix, having achieved Avaya's highest certification level, is one of the vendor's select 'Platinum' Partners in the region. The system integrator was presented the award in recognition of its technical expertise, strategic sales momentum and effectiveness in the delivery of complex large-scale Unified Communications (UC) solutions based on Avaya's industry leading technologies, to mid-market customers in the region. “We are extremely proud to be honoured at such a prestigious event. This has been another tremendously successful year in which we have managed to grow our business with Avaya by leaps and bounds,” said Faisal Tromboo, Commercial Sales Director at Prologix. “Our commitment in this close relationship is pivotal to our ability to serve our customers in the region. We work closely with Avaya to maintain our high level of expertise and this allows us to deliver comprehensive communications solutions that meet and exceed customer expectations.” The Avaya PartnerConnect conference in the UAE hosted more than 600 of the vendor's partners and will be followed up by events in Saudi Arabia, Turkey, Africa and India.

NETGEAR expands portfolio with new launch Netgear has announced ReadyNAS(R) 716 (RN716X) which is a 10GE-ready addition to the manufacturer’sReadyNAS product family.ReadyNAS 716 is arguably the world's fastest desktop network attached storage (NAS) device. With a maximum capacity of 24TB (up to 84TB with expansion chassis), the six-bay ReadyNAS 716 enables easy storage and extreme throughput for businesses and campus environments supporting up to 500 concurrent users. Providing up to 10GE throughput, ReadyNAS 716 is also capable of simultaneously streaming multiple large uncompressed Blu-ray(R) files. Earlier this spring, NETGEAR introduced a new portfolio of ReadyNAS devices, running on the revolutionary ReadyNAS operating system (OS)that delivers high value, high performance storage with enterprise-class features. The custom-built ReadyNAS OS not only protects stored data with X-RAID2(R) automatic expansion, but also features continuous data protection through unlimited snapshots, easy disaster recovery with cloud-managed replication, and native threat protection with real-time anti-virus. Each NAS device was created with ease-of-use in mind, so business users can confidently centralize, share, and back up all the data on their network.

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News Bytes

Sophos launches new version of Mobile Control Sophos has unveiled the latest version of Sophos Mobile Control for best-in-class mobile device management. Currently available, Sophos Mobile Control enables organizations of all sizes to use mobile devices such as iPhone, iPad, Android and Windows Phones, to get work done – simply, securely and reliably. Designed to address ‘bring your own device’ (BYOD) programs and the vast compliance requirements organizations face, the new release of Sophos Mobile Control features an easy-to-use web-based console, deployed either on-premise or as a Service, to manage, protect and secure data. It delivers effective mobile device management to control the devices that access corporate systems, with new iOS 7 features including better separation of personal and corporate data, cost savings with support for the Apple’s new Volume Purchase Program (VPP), and Touchdown support on Android devices.

8  |  December 2013

Dell PowerEdge VRTX gains ground Dell announced that in just four months since its release, Dell PowerEdge VRTX – the first converged IT solution designed specifically for remote and small office environments – is gaining momentum and delivering benefits across a broad set of customers around the world in multiple vertical market segments. These customers have benefitted from the space-saving design, functionality, cost and performance of Dell PowerEdge VRTX, which is further evidence that Dell’s Enterprise strategy to deliver converged infrastructure solutions for customer of all size is working. Dell is also enhancing the PowerEdge VRTX to help customers protect their crucial data. Leveraging its AppAssure data protection software, Dell has added back-up and recovery functionality to PowerEdge VRTX. This enhancement restores data at any level within minutes of an event and performs continual checks and backup updates, giving customers the confidence that their data is protected and enabling their workforce to remain productive. “When we introduced PowerEdge VRTX to the world a few months ago we knew we had a winner on our hands as it was designed from the ground up to uniquely address the issues of office IT,” said Brian Payne, executive director of server solutions, Dell. “The reception from customers to industry-leading reviewers to channel, ISV and alliance partners have exceeded our expectations, and it’s the fuel behind the customer-inspired innovations we continue to bring to customers.”

Kaspersky forum in KSA highlights evolving threats Kaspersky Lab hosted the Kingdom of Saudi Arabia Security Forum on Noverber 19th and 20th for partners and customers. Eugene Kaspersky, Chairman and CEO of Kaspersky Lab; Garry Kondakov, Chief Sales, Marketing and Support Officer; Nikolay Grebennikov, Chief Technology Officer and other top managers and leading Kaspersky Lab experts met with key industry representatives, government officials and educational community to raise awareness and highlight the company’s efforts to spread its expertise via its channel network and partnerships. “At Kaspersky Lab, we work round the clock to bring our customers the most advanced security solutions. We also work with governments and international organizations by sharing our expertise and insight because we think that only by combining our efforts we can achieve our common goal – making the Internet safe and secure,” said Eugene Kaspersky. According to Kaspersky Lab’s statistics, more and more consumers in the region face malware through Android mobile smartphones or social networks, phishing and spam with messages related to political situation in the region. For companies the list of threats is extended by problems such as DDoS and web defacement attacks etc.

News Bytes

Westcon partners with Palo Alto Networks Westcon Middle East is proud to announce a new Distribution Agreement with Palo Alto Networks. The agreement will cover Palo Alto Networks’ portfolio of security solutions through a network of channel partners in the United Arab Emirates, Kuwait, Qatar, Oman and Bahrain markets. In addition, Westcon has pledged to invest in on-the-ground presales, technical and maintenance resources to effectively support both new and existing Palo Alto Networks customers in the Gulf Cooperation Council (GCC) region. Palo Alto Networks has pioneered next-generation network security with an innovative platform that allows businesses and governments to secure their networks and safely enable an increasingly complex and rapidly growing number of applications. "We are delighted to have partnered with a recognized market leader in the Next Generation Firewall market,” said Steve Lockie, Group Managing Director of Westcon Middle East.

Linksys re-enters the SMB Market Linksys has announced it has re-entered the Small and Medium Business (SMB) marketplace with the launch of seven new unmanaged switches (three with PoE) and two new VPN Routers. Linksys sold SMB infrastructure products for 20 years and has been a leading provider of switches and routers. The Linksys SMB brand was dissolved a few years ago, but now is back under Belkin International to offer a portfolio of business networking and security products that will target SMB businesses and resellers. “It’s with our commitment to honor the Linksys heritage by entering back into the SMB space to target SMB businesses and resellers with solutions that are purpose-built for SMB environments,” said Mohammad MerajHoda, Vice President Linksys International Markets. “Our competitive advantage is our solid 20+ experience in the SMB space and we understand customers, resellers and partners want quality products with high performance while servicing them to help grow their business. Our line-up of switches and VPN routers is the first in a series of high performance business networking and security solutions to come from Linksys.” The first product suite from the Linksys Business series will include unmanaged switches, unmanaged switches with Power over Ethernet (PoE) and VPN routers.

GRENKE champions IT leasing GRENKE, a pioneer in small-ticket IT leasing marketis focusing on providing made-tomeasure answers to the imperatives of businesses in the region. The company ensures that there is great flexiblity with its special Masterlease Agreement for companies looking for suitable lease arrangements. According to the company, the great advantage for the customer who is leasing his required IT infrastructure from GRENKE is able to safeguard his liquidity. In addition, there is the added benefit of being able to improve the company’s rating, enjoy reliable budgeting on the basis of consistent leasing payments and the fact that leasing is possible from as low as a purchase price of AED 2,500 and upwards depending on requirements. GRENKE gives the customer great benefits from being associated with a very reliable and reputed Brand name.

10  |  December 2013

Optimus to Distribute McAfee Optimus Technology and Telecommunications has signed a distribution agreement with McAfee. The partnership will see Optimus promote and distribute McAfee’ s complete Business Product Range through its channel network across Qatar, Oman, Kuwait, Bahrain, Iraq, Pakistan, Afghanistan, Yemen, Morocco, Tunisia and Algeria. McAfee is one of the global leaders for Information Security and brings a strong portfolio of enterprise security solutions to help fulfill a customer’s security requirements thus making this partnership very important for Optimus. Optimus will distribute and also conduct channel development activities, marketing activities and establish McAfee’s value channel network in the MENA region. “The McAfee product offering is a value add to our best of the breed technology offering within the MENA market and complements our existing offerings within this space. The addition of this brand to our product portfolio enhances our overall offering enabling Optimus to provide a comprehensive & complete solution to our partners & customers.” says Meera Kaul, Managing Director of Optimus Technology & Telecommunications.

Sage hosts ‘Disruptive Technology’ focused events Sage Middle East recently held events for their prospective business software customers in Dubai and Abu Dhabi with a focus on ‘Disruptive Technology’. The events were a great success and served as a platform to showcase Enterprise Resource Planning (ERP) systems – Sage 300 ERP (formerly Sage ERP Accpac), Sage ERP X3 and Sage CRM. Companies are seeking to align their digital strategy in a world of multiple disruptive technologies that impact businesses at every level such as Cloud, Mobility, Social Analytics and eCommerce. Some of the benefits of utilizing these technologies is the mobility which they provide for sales or customer care, connected services delivering specific cloud based features and analytics driven enterprise wide collaboration. ERP software helps businesses integrate internal and external management of information across an entire organization improving overall efficiency. ERP facilitates information flow between all business functions inside the organization and manages connections with external stakeholders. “The events were a great success as we could showcase our revolutionary software to existing clients as well as prospective customers,” said Reggie Fernandes, Regional Director, Sage Middle East. “Several senior representatives from the Sage Group visited the events from around the world to give detailed presentations and explain the functionality and efficiency of using Sage products.”

Avaya hosts over 600 partners at PartnerConnect Avaya welcomed it channel community to its most ambitiousever PartnerConnect series of events with its Dubai edition that hosted more than 600 partners.subsequent events will be in Saudi Arabia, Turkey, Africa and India. The event in Dubai set out to identify tangible market opportunities to address business needs in the region’s midmarket, networking, unified communications and verticals. In 2013, Avaya has achieved double-digit growth in the region, grown its midmarket solutions to address the Middle East’s burgeoning SMB sector, and advanced its applications to address the communications needs of the region’s government sectors. “Relentless Pursuit to Win” was Avaya’s theme at this year’s conference, highlighting the focus on providing customers with solutions that deliver increased efficiency and competitive advantage. The Avaya Connect partner programme is evolving to reflect changing channel dynamics and ensure that Avaya partners in the MEA, Turkey & India markets are equipped to deliver the broadest possible solution sets to their customers. Avaya also opened its first training center in the Middle East at Dubai Silicon Oasis in April 2013, and more 200 new engineers in the industry have been certified in the last six months.

December 2013  |  11

Eljo JP, Director Business Development, Finesse

Ajay Alex, Practice Head BFSI, Finesse

News In Detail

traditional security solutions like Firewall, intrusion detection systems, and hostbased antivirus platforms, etc. Even after having these perimeter defenses in place, organizations are still vulnerable to data breaches from within the organization. According to Ajay Alex, Practice Head, BFSI at Finesse, ‘Seclore’s ‘FileSecure’ solution addresses these issues for an organization. This FileSecure solution is a distributed document usage control system, which can control document usage rights for documents distributed within and outside of the enterprise. These rights can be changed or revoked, even after document dissemination.

Finesse Launches ‘SecloreFileSecure’ IRM solution


inesse, a Red Herring Asia Top 100 company has launched Seclore’s innovative ‘FileSecure’ Information Rights Management Solution (IRM) in the region. Information rights management (IRM) is an evolution of Digital Rights Management (DRM), and protects sensitive information (in the form of electronic documents and emails) from unauthorized access and distribution. This solution is typically used by enterprises to protect information such as financial data, intellectual property and senior executive communications Seclore ‘FileSecure’ is a business solution that

12  |  December 2013

enables complete control and protection over electronic documents and e-mail - whether they can only viewed, or printed, or edited, and by designated users only. The technology also allows for the protected information to be ‘remote controlled’, that is, the controls and protection can be changed even AFTER distribution, to users within as well as outside the organization. And the protection applied on a file remains in effect wherever the file may be accessed – on laptops, intranets, Internet as well as mobile devices. Until now, organisations have dealt with external threats by implementing

FileSecure IRM empowers individual users to be in full control of the document’s usage, for the information owned by them. After creating the document, the document/ information owner can set specific usage rights for specific users and distribute the document/information with full confidence that the usage rights will be applied on the document/information every time it is accessed, regardless of where the document/information or its copy is physically present’. Realizing the importance for Information Security, the Government of UAE, through its recent Cabinet Resolution No. 21 of 2013 dated 29th

October 2013, has mandated regulation of information security in federal authorities in the UAE. The resolution mandates the federal organizations to put in place information security policies, guidelines and solutions. The resolution holds responsible the individuals and institutions committing the breach. It becomes imperative for all these organizations, as an initial step, to have a defined information security and usage policy. As a following step, the organization then needs to deploy IRM solutions, which would secure information of organizations as per the defined security policies. “Organizations have now become more sensitive and aware of the security threat. To address this effectively, they need to relook at Information Security from a holistic point of view” stated Eljo JP, Director, Business Development at Finesse. “To achieve this, they need to look at securing the information throughout the information lifecycle. This could be achieved, by securing the information right from the time it is created till the time it is destroyed or made redundant. “Finesse , utilizing Seclore’sFileSecure IRM solution, effectively addresses the information leakage threats by putting in place IRM policies, guidelines. And the solution, once deployed, effectively manages and keep tracks of the information usage and access both within and outside the organization says, GeetLulla, Vice President, Seclore.

News In Detail


chneider Electric, the global specialist in energy management held the ‘Power to the Cloud’ conference and exhibition, a two day recently at the Atlantis – The Palm in Dubai. The event focused on demonstrating the company’s leadership in Smart Cities under the theme ‘Building Next-Generation Mission Critical IT Infrastructure’. With global experts in smart cities and data centres gathered under one roof, the conference has emerged as a must-attend event for examining solutions in power and energy management, as well as water use and reduction in travel time and traffic delays. The conference attracted professionals and influencers from the IT and government sectors from across the Middle East, Turkey and Africa focused on the looming imperative of energy consumption doubling in the next 40 years. The experts looked at the urgency to mitigate CO2 emissions by nearly half

strive to develop further. To give an example, in 2010 nearly 12.5 billion devices were connected through the internet; this is set to grow to 25 billion by 2015 against the global population of 7.2 billion in the same year. Dubai is at the heart of this growth in the Middle East. The city’s aspiration of a smart city coupled with the planned hi-tech infrastructure will make it an exemplary new age sustainable destination. “The solution for sustainable energies is a combination of cleaner generation, greater efficiency and a smarter grid. According to International Energy Agency’s World Energy Outlook report in 2013, Japan and countries in Europe have introduced energy efficiency improvements in buildings. In the US this year, a MoU sets forth an agreement for the states to work together to help automakers sell at least 3.3 million zero-emission vehicles

Schneider Electric holds Power to the Cloud Conference and Expo their current levels and increase energy efficiencies four times higher. The conference was a forum that helped deliberate on the enhanced role of data centres in building a world of more efficient cities. As a pioneer in providing solutions for effective datacentre management, Schneider Electric is committed to promoting smart integration through data centres for achieving tangible goals in smart energy, smart mobility, smart public services and smart buildings and homes. Thierry Chamayou, Vice President - Middle East & Africa IT Business, Schneider Electric said: “The IT growth and the urbanisation, industrialisation and digitisation of our economies are driving high energy consumption today and this growth will continue as global economies

14  |  December 2013

(ZEVs) – plug-in electric, battery electric, and hydrogen fuel-cell vehicles – by 2025. Closer to home, in the Middle East too, the mandate of mitigating energy consumption is being addressed with utmost seriousness.” Speakers at the conference included executives from IBM, Intel, HP, Dell, Cisco and a host of regional and international customers. One of the outcomes of the conference is a concurrence of opinion among the participating experts that energy efficient economies can be shaped through the convergence of IT for achieving smart city solutions. Chamayou added, “The efficiency economy is born from the convergence of the worlds of IT and energy to link and manage all elements of the smart grid, delivering the greenest energy

at the cheapest price and the desired time. At Schneider Electric, we believe it’s time to save, integrate facilities and use decentralised generations to reduce the energy consumed, the cost per kWh and operating expenditure, and drive a self-sufficient, net-positive mindset. It is also a time to connect by accessing smart, real time data and information, optimise and deliver across integrated systems through open platforms. Schneider Electric plays an important role in connecting people, points and devices to enable insight and action for a sustainable future.” The exhibition held alongside the conference spanned 1,400 square metres and showcased simulated environments of a hotel, telco, bank, hospital, university, EV station and datacenter.

News Feature | LG


G Electronics is eyeing an increased share of the digital signage market kin the region. It has brought to market an array of new display technologies including Ultra HD video walls and the industry’s first 84-inch class “Ultra HighDefinition” 4K digital signage display. At GITEX this year, the company had put a display of many of its new generation Technologies that it is banking on further consolidate in the region. The manufacturer is making headway in several verticals including the government sector, airports, education, hospitality, retail, and quick service restaurants, to name a few. The products showcased were its line-up of commercial LED digital signage and display solutions, including a 72-inch outdoor display with 2,000 nit brightness, Ultra HD video walls, and the world’s first signage TV (Ez Sign TV) with Wi-Fi capability. Also unveiled was the “Interactive White Board” (IWB) which was displayed on an 84-inch Ultra High Definition display targeted for the corporate and education sectors. “While we are a late entrant in the IW (Interactive Whiteboard) space, we are bringing to market a platform agnostic solution and several value propositions because of LG’s core competence as a display manufacturer. There might be several limitations with solutions from several of our competitors such as not being able to playback certain file formats or limited compatibility issues, something you will not face with LG solutions,” says Debojit Das, MEA Signage Consulting Head at LG Electronics. LG is also focusing on value adds including flight information content for travelers in hotels. Das opines that contextual content is the key to successful digital signage to help

LG targets digital signage market domination complete a fulfillment cycle through targeted narrow cast. The manufacturer has in place collaborative partnerships with prominent third party signage software partners and IT infrastructure service providers to offer a complete solution to cater to the needs of customers. “We are one of the major suppliers to hospitality and have seen that all travelers ask for flight timings. We have an MOU with ARINC, one of the largest flight information display system providers,for micro feeds of flight information in the hospitality segment. This will be a miniature version of the displays that you get to see at the airport. This is relevant public information which you have a right to know about,” says Das. Led by the industry’s first 84-inch class “Ultra High-Definition” 4K digital signage display, LG is raising the bar for the digital signage industry – with a focus on higher-resolution, higher-brightness LED displays. Recently, LG also unveiled the world’s largest high-definition video wall, in Suntec City, Singapore that combines a whopping 664 Full HD LED screens and boasts 84 times the resolution of Full HD. Das says, “Video walls are one of the key focus areas. There is a lot of collaboration around this for dynamic content management through. The video

wall can be deployed in hotel lobby receptions, in quick service restaurants (qsr), other public venues etc. We have some significant qsr deployments in KSA.” He believes that in the next couple of years many food retailers will make the transition to dynamic boards from static. An increasing number of QSRs are turning to digital displays because they offer a vibrant, engaging experience. Traditional displays are not bright enough for outdoor environments. These scenarios will require resilient screens that can withstand direct sunlight or do not turn black where Das emphasizes that LG will have the edge because of of its competence at display manufacturing. “Our screens can take a lot of light without turning black and can tolerate upto 110 degrees of sunlight on it. All LG display solutions are equipped with the In Plane Switching (IPS) feature that helps ensure accurate colour saturation and contrast at wide-angle viewing (both horizontal and vertical), resulting in a display with great picture quality that can be installed at virtually any angle or height. “ LG Electronics is confident that its new product line-up and innovation will further reinforce its leadership position in the digital signage market and believes that the increasing number of new venues and retail environments in the region will further propel its growth. December 2013  |  15

Feature | HID Global

Nat Pisupati, Regional Sales Director, HID Global

Seizing the momentum


here is a good reason to believe that HID Global security solutions is ideally poised to drive home the advantage of being well represented in the Middle East region that is showing a greater demand for security solutions. The company believes key sectors are deploying more and more the kind of security solutions that they are specializing in and to a great extent this is also being driven by the Technology savvy government initiatives. One of the key areas for the company include secure smart card IDs and credentials in a variety of form factors for physical and logical access control; as well as converged solutions for building and computer access, transit payment, cashless vending, biometrics and other applications. HID is also a leader in secure printers and encoders with its Fargo range. These are card issuance solutions for organizations

16  |  December 2013

HID Global, a company providing an extensive range of end to end secure authentication solutions, has been consistently making inroads in the region, doubling up efforts in the region through partners in recent years.

such as casinos, financial services firms, small businesses and retailers, as well as for temporary ID badge applications. HID’s variety of secure contactless and contact card readers are to be found in all kind of installations all over the Middle East. These include facility access control, mobile payment devices, computer network data security, medical record management, employee time and attendance, border control and more. The readers are compatible with HID cards, tokens, inlays and prelaminates. HID Global also provides a range of solutions in the government ID card space, from a single component to an entire system ranging from enablement and enrolment, through card issuance, authentication and management. In its extensive portfolio, HID Global also offers a diverse line of RFID tags and transponders providing services in

asset tracking to waste management in in LF, HF and UHF. In agriculture, HID Global contactless RFID transponders help manage and track livestock, pets, lab animals and products in the food supply chain. In addition, HID’s ActivID Credential Management System (CMS) enables the issuance, reissuance and revocation of Smart Chip-enabled credentials. With the ActivID CMS, organizations can deploy the Identity Assurance solution they require to secure access to their facilities, networks, systems and cloud-based applications. One of the key growth areas for the company is smart cards. A smart card is usually a plastic card which contains a memory or microprocessor chip embedded in it, which is capable of storing and transmitting data. The enhanced security feature that a smart card offers is a driving force in the development of the market with regards to the different sectors and this is expected to grow with time. According to BCC Research, the global smart card market is expected to clock $7.3 billion in 2017, growing at a CAGR of 7.4%. Nat Pisupati, Regional Sales Director, for HID Global EMEA says, “We provide both contactless and contact smart cards. The Middle East, especially GCC countries are seeing great demand for smart cards. This is across sectors including Education, Government ID programs, hospitals and offices etc. in fact, all the government issued ID cards in the region are smart cards. There is a great momentum towards smart cards in the region.” The company is seeing greater interest from Education sector in the region because of the higher utility that such smart cards could facilitate in addition to better authentication and security. Pisupati says, “We signed an order

with aSaudi electronically university for a scanning an ID "The Middle East, especially GCC countries are seeing student ID card (such as a driver's great demand for smart cards. This is across sectors program for license, business including Education, Government ID programs, instance. They card or passport) wanted a smart hospitals and offices etc. in fact, all the government are witnessing card because issued ID cards in the region are smart cards." increased in they wanted to demand. incorporate a lot Pisupati says, of applications and software development tools and APIs to its “The Physical Access control and Fargo use not just for authentication purposes. partners to integrate their own solutions product lines are the fastest growing in They could for instance look at enabling with their other products as well as third the region and the i-CLASS SE contactless it for students to use it for transactional party solutions. cards with multi-layered security are purposes like buying Books or in the Pisupati says, “We only sell through our ‘bread and butter’ products. Our campus cafeteria for instance.” the channel. We are well represented in EasyLobby Managementwhich is a quite He opines, “The concern has been on the region by our partners and in each popular Visitor Management System is security and once that is taken care of, it segment. Since we have different products used by a lot of well-known companies will be a matter of time before more and lines from Logical Access, Physical Access, in the region including Emirates, Ethihad, more applications and services can be Easy Lobby, Visitor Management, Fargo theBurjKhalifa etc. It not only helps enabled on a smart card. Application like printers, each product line has several populate the visitor data from his IDbut a driving card or residency renewal could partners in each country of the region. also determines if there is any Police among such services enabled on a smart We are now training our partners on all alert against the name. In fact the Police card.” products so that they are enabled to sell seems keen in getting this deployed The increase in the areas of application any or all of our product lines. So if a in several of the major Buildings in the plays an important role in globally customer wants a particular solution, they city.” developing the smart card market. would be better placed to do that.” HID is increasing the speed of its New technologies like NFC (Near Field He further adds, “For the partners, we expansion in the region and its wider Communication) and machine to machine provide the card and reader but they then neighborhood. This includes opening new communication are being used extensively provide the rest of the solution they would offices and bringing in new hires. in developing countries and are expected be providing. We are one part of the “We have been building our presence to support the growth of the smart card solution but they could design a solution in the region considerably. We are market in the future. with components from other vendors as hiring a lot of people in the region, in “We are at the forefront of NFC (Near well. ” Dubai and including countries like Saudi Field Communication) Technology. Our HID's Physical Access Control Solutions and African countries including Kenya, main focus in Access Control. We are provide an extensive line of access Nigeria, South Africa etc. We are going to using NFC to open doors. There are other control readers and credentials in the be opening more offices.” companies that are using smartphones industry. Comprising brands iCLASSSeos, The company still sees a larger featuring NFC for Banking transactions. As iCLASS SE, iCLASSSmartID, HID Prox and percentage of Business volumes from the Mobile banking will also continue to grow, IndalaProx, HID's access control readers enterprise but is beginning to see greater this means that financial transactions over and credentials feature low-frequency interest from the SMB segment as well mobile devices will need to be secured (125 kHz), high-frequency (13.56 MHz) “We are seeing great interests from as well. At HID, we continue to invest and multi-technology solutions. Among schools, Universities, hospitals, corporate in solutions for even stronger security its popular products in the region are the offices etc in the region. For schools, solutions in mobile financial transactions,” i-CLASS SE cards that include SIO-enabled such solutions are quite useful and they adds Pisupati. credentials featuring multi-layered security would be typically looking at ID, Access The manufacturer provides integrated for maximum security and data protection. control, visitor management etc." solutions through partners, incorporating The EasyLobby Secure Visitor Management The future augurs well for HID Global hardware and software which include solutions that allow organizations to as it keeps pace with growing demand secure printers, physical access control, automate the entire process of registering for such solutions and works closely with strong authentication and identity a visitor, printing a badge and capturing its partners to increase its reach across assurance. In addition, it also provides detailed information in seconds by simply markets.

December 2013  |  17

Cover Feature | UTM

Keeping a steady pace With UTMs firmly established as a growth segment and security a top priority for IT decision makers, manufacturers are focusing on meeting rising expectations of functionalities.


he rising number of cyber security threats keep driving demand for security solutions despite overall budgetary pressures. Keeping pace, manufacturers have been bringing to market appliances that incorporate enhanced features to tackle specialized threat prevention, distributed denial of service protection, and application control among other myriad threats. “The market data seems to indicate that demand is starting to increase again after a long winter nap. We believe that some of this if not most of the increase in demand stems from the fact that Cyberwar and Espionage are prevalent in many CSO and CIO’s minds. Our lab data seems to indicate that botnet based attacks are on the rise along with increasingly more complex malware and viruses that are aimed at spyware and similar access obtaining methods,” says Michael Goedeker, Director Pre Sales ESG, CEEMEA at Sophos. UTM products that consolidate multiple security technologies into a single network device have been one of the strongest growth segments in security, since these

18  |  December 2013

devices enable less TCO and feature centralized management and deeper integration between complementary security technologies. According to IDC, the Unified Threat Management (UTM) segment saw the largest year-over-year revenue increase at 29.2% and accounted for 39.4% of security appliance revenue in 3Q13 as multi-function appliances continue to drive growth in the overall market Manufacturers are challenged to remain innovative as customers seek to adopt new technologies such as cloud computing, virtualization, and mobile devices.To keep up with a fast evolving security landscape in the region WatchGuard recently launched WatchGuard Dimension, a business intelligence and visibility solution. Corey Nachreiner, Director of Security Strategy at Watchguard explains, “UTMs will log a lot of data as well as a lot of security events happening in the network. A lot of administrators were therefore suffering from a deluge of logs-they have a lot of network appliances that tell them a lot but are not able to get a lot of business intelligence out of all this

information. Dimension is thus a zero install cloud-ready solution which is sold as a virtual platform so that a customer can run it in their own private virtualization network or in a public cloud and then point all WatchGuard appliances to it. All the log data will thus go to Dimension with users getting a visibility control switch.” Dimension, Corey adds, will also allow users to see things like all the biggest trends happening in their network, what programs users are using, the different domains they are going to, the biggest security events by region and by user among other features. “It’s a very useful visibility tool that is very easy to install as it’s already pre-packaged for you,” he adds. With virtualization taking hold, WatchGuard’s virtual strategy is taking shape. The Fireware XTM V and XCS V, WatchGuard’s UTM and email and messaging security products respectively now have virtual versions that work on Hyper V and VMWare. “Many customers are adopting cloud services driven entirely by virtualization in the back-end so it helps secure their cloud environment by offering

a virtual version of our UTM platform,” said Corey. Earlier in the year, Sophos had announced the availability of Sophos UTM Connected, which introduces expanded UTM managed endpoint protection with unique Web in Endpoint functionality, broader wireless coverage for large scale wireless deployments and higher performance networking. The introduction of Web in Endpoint functionality lets Sophos UTM go a stage further and make security layers communicate and combine to deliver more effective protection. This approach simplifies user experience and delivers a higher level of overall protection on which customers can rely. Michael says, “Web helps to minimize attacks that seek to reroute unsuspecting users to infected websites that then install malware. Web blocks this and adds another layer of security (in an easy way) to all customers that use our UTM products. Customers and Partners alike love how we add important security layers in an easy way that just works. Shahnawaz Sheikh, Regional Director MENA & Turkey at Dell Sonicwall says that the introduction of Next Generation Firewalls with Generation 6 appliances offered double the power and performance from its previous generation. As lower-midsize companies grow to become upper-midsize and enterprise size, their security needs will get more complex, and they will outgrow their UTM appliances and deploy enterprise network security platforms, such as nextgeneration firewalls and SWGs (secure web gateways). He adds, “Today’s security needs are more precisely addressed by Next Generation Firewalls that can delicately balance between the business needs and user needs. The concept of Next Generation Firewall is an extension of UTM technology where it offers all the functionality of UTM from threat protection perspective and offers additional benefits like managing applications granularly and getting the visibility of traffic to better

manage the security of the network by proactively monitoring the suspicious traffic.” He further, “Secondly considering the current trends of mobility, cloud computing and consolidation, the demand for BYOD is also the need of the hour for many organizations. Historically Email Security was offered on an appliance, as a software and virtual appliance, this year the launch of cloud based Email security offering has given multiple options to our customers who can choose between the premises deployed solutions from the likes of hardware, software or virtual appliance to could based solution that eliminates the need for local deployment and management taking away all the pain of hiring the needed expertise and capex based investment. Over the year, Cyberoam enhanced its UTM product line offerings to meet the new-age risks that come with always on apps and usage of high speed internet on a plethora of devices that users bring into networks. Since the beginning of the year, Cyberoam has launched its NG series UTM appliances and virtual UTMs to protect physical and virtual network environments. These solutions provide feature of next generation Firewalls including advanced Application Controls, granular Layer 8 identity-based controls, Web Application Firewall, Advanced Threat Protection, FlexiPorts with flexible I/O slots complemented with ease of management. “Cyberoam realizes that network security needs vary with the size of organizations and the industry they belong to. Cyberoam offers future-ready security to SOHO/ROBO, SMEs and Enterprises with its NG Series network security appliances, available as Next-Generation Firewalls and UTMs. Available as hardware and virtual security appliances, they offer next-generation security features to help organizations secure their networks against emerging security risks.Cyberoam Next-Generation Firewalls (NGFW) with Layer 8 Identity-based technology offer actionable intelligence and controls to

Michael Goedeker Director Pre Sales, CEEMEA Sophos

enterprises that allow complete security controls over L2-L8 for their future-ready security,” says Ravinder Janotra , Regional Sales Manager – Middle East Cyberoam Technologies.

The SMB story The threat perception from a cyber attack is always real for Businesses and individuals. SMB customers can be as vulnerable as enterprises but a sizeable minority at least of this segment may not always take proactive security measure. They have a need to be provided easy to install and use IT security solutions and are therefore a strong focus for the UTM manufacturers. Further, SMBs may also need to look at deploying the higher grade next generation firewalls vis-a-vis traditional UTMs since they bring adding application classification and control as an December 2013  |  19

integral feature and will be able to see and filter the rising web application traffic in the age of thriving social media. Many small and midsize businesses (SMBs) are potentially putting their organizations at risk because of uncertainty about the state of their security and threats faced from cyber attacks. Michael says, “SMBs are being attacked more and are the target of spyware attacks that seek to steal company technology, secrets or interesting data. Other spam and social engineering attacks are targeting more and more SMB’s. As attacks and their complexity increase, SMB’s need partners or when done by the customer themselves, a solution that is easy to manage, setup and rollout. Users expect transparency in regards to higher security and minimal disruptions in everyday tasks. This means that new solutions need to be implemented that are easy for the user so that acceptance is increased (and so acceptance).” He adds “Our solutions are made to be easy, work and get you protected with minimal setup and rollout times. We also make sure that it is easy to manage and use our solutions.” Like all other regions, businesses in the Middle East are highly aware of threat landscape and have evolved to see security as an issue related to business survival says Ravinder. It occupies the top slot in their list of priorities.

20  |  December 2013

He says, “Security awareness and sensitivity amongst SMBs has been increasing and they are willing to invest in security. SMBs can look at security solutions like UTM appliances, NextGeneration Firewalls offering integrated security over single platform to protect their networks which helps them reduce OpEx and CapEx in comparison with use of multiple point network security solutions.” SMB organizations now have enough possible choices when it comes to choosing solutions that are enterprise class and scalable, opines Shahnawaz. Dell Sonicwall’s Shahnawaz adds, “In my opinion SMB is well served from the technology perspective as most technologies cater to SMB needs; even the new technologies targeted towards enterprise customer and in a matter of time gets available for SMB customers, BYOD is a good example. Most SMB customers understand the importance of securing their assets from Internet threats and hence they look for security systems that can enable their businesses and offer business continuity during crises.”

Looking ahead According to industry reports, customers are rapidly adopting the Next Gen Firewalls given the need for granular application intelligence and visualization. “There is an ongoing approach to educate the customers about the benefits of the next best technology to what

Corey Nachreiner, Director of Security Stategy, Watchguard

Shahnawaz Sheikh, Regional Director, Dell Sonicwall

Ravindra Janotra, Regional Sales Manager ME, Cyberoam

Cover Feature | UTM

they invested few years ago and the growing demand for BYOD solutions keeps our focus on products and services that are needed by masses,” comments Shahnawaz. As scenarios become more challenging, customers will need quick to deploy solutions. Cloud versions will find more adoption but shipments of appliances will also rise. Replacement of UTM by cloud options will remain at less than 5% through 2016 according to Gartner however, by then,most UTM devices will leverage cloud-assisted security and management features. Michael says, “Proactive and intelligent systems that are easy to configure, manage and rollout will be key (and needed) in every security strategy to decrease disruptions and daily business. Partners continue to be a very important key to the successful security strategy and implementation of customers. MSP’s (Managed Security Providers) will become more important to SMB customers as attacks continue to increase in both complexity and damage to business by disruptions. The security market is headed steadily on a high growth curve. Businesses in MEA will choose to invest wisely in IT Security, driven by the challenges of the dynamic cyber threat landscape and regulatory compliance needs. UTMs and Next generation Firewalls will therefore continue to be one of the focus areas.

Nader Baghdadi, Regional Sales Director Ruckus

TechKnow | Ruckus

Wi-Fi reignssupreme in our increasingly mobile world. Working hard to keep us connected on the go is Ruckus Wireless, whose Regional Sales Director, Nader Baghdadi, sat with us during GITEX to discuss how this plan is being realized

like Fairmont, Marriott, Accor, our customers. A specific example is a recent contract for Radisson Blu Hotels in Jeddah in KSA for our hospitality solutions. We are also shifting into the education and healthcare verticals. In education, we won a contract with one of the largest universities in the UAE specifically for Ruckus end backbone solution. Last year we also provided our outdoor Wi-Fi solutions for SkyDive Dubai, an international event with a huge number of participants. Ruckus has traditionally been strong at the telco and carrier sector. Is this a major focus for you in the region? This segment is our bread and butter internationally. For our telco solutions, we have come up with a technology we call Secure Hotspot, available at our controllers and access points at no cost. Secure Hotspotdelivers authentication and secure connections between the connecting device and the controller at the backwithout the need for a cumbersome

Life Untethered Discuss your participation at GITEX 2013 and the key messages for your customers and partners this year This is our fourth time at GITEX with each one of these years seeing a lot of success in terms of channel engagement as a fully channel-based business. A lot of our customers and partners are very happy to see that we are participating at GITEX as it gives them a lot of face time with us. We have seen a lot of growth from one year to another in terms of lead-generation activities in terms of businesses coming to us because GITEX has helped us put a signature of our name in the market. The key message this year is that we have decided to focus on strategy as opposed to our technology or products per

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se. We are also focused on expanding our reach and resources in Saudi Arabia-a big installed market-which means we have to have a lot of cover on the ground in terms of sales and pre-sales in Saudi Arabia. We are bound to expand in 2014 by putting more resources in the GCC and Levant and this is to prove and show our commitment to the region, to our partner community and the customers we have that we are really supporting them. Discuss some of the verticals you are strong at and which you expect to deliver growth for Ruckus in the near future Hospitality remains number one for us. Almost every hotel brand in the world

authentication process. From an access point perspective, we still serve indoor and outdoorWiFi environments. In,2014 we will be announcing newer products to drive the demand from our customers-we always listen to our customers first to see what kind of feature-set and technology they want to add. We are currently ranked number three with about 61/2% worldwide market share, a major breakthroughfrom a small-sized company. Wi-Fi solutions for carriers is a highly successful model internationally. Is this the same story regionally? For telcos we offer 3G or data offload, an initiative that has proved very successful

internationally. For instance one of our biggest customers in the world has been in Japan where we have installed more than 170,000 access points nationwide. These telecommunication customers are very happy to offload their data to Wi-Fi and leaving their 3G networks for voice because the cost of deploying Wi-Fi technology is less expensive than deploying LTE and all the licenses. So Wi-Fi in this case plays a complementary to LTE. We look at Wi-Fi as a last mile wireless connection so that now you can deploy LTE or 3G that will allow you to expand, but there’s that last connection where you need something to complement the solution you already have. There’s a lot of innovation happening in the Wi-Fi space in terms of speed and penetration so that more and more carriers will have to review their strategy and decide which technology they want to focus on based on the cost-effective element. Again the customer is king and these firms will ultimately decide which route the carriers will adopt in the end. A key component for Ruckus connecting devices is the “Smart Wi-Fi” technology. Please discuss what this entails for users Smart Wi-Fi is the ability of an access point to be able to receive connections from multiple devices and the ability of our access point to push you over to a very clean channel. When you have a lot of access points broadcasting information, there’s usually a lot of interference. This is where our R&D and patents count. In this particular case, we have the ability to clean that interference from an access point perspective by identifying whether the 2.4GHz band is congested. The access point will automatically look to see if the device can handle 5GHz, and if so, make the decision to push the smartphone or tablet to 5GHz and utilize that band. Where do you see growth for Ruckus Wireless coming from moving forward? The brand is already known all over as

we already have a strong foothold. So next year it’s all about growth in terms of resources, growth in our channel penetration and recruitment of partners from our competitors. We have launched a new channel programme which partners can join and that’s going to be a profitable move for them. Today the customers coming to us are not asking-“who are you?” the conversations we are having are based on previous and the need to support these customers. So, people know us and the signature is there. Customers will always look for better technology and at a reasonable price. But the most important thing to have is support. Most of our partners are well-trained in our technology which in itself is not complicated with most of our technology being basically plug and play, a major benefit for our customers and partners. To maintain this momentum, what key areas are you focused on? One of the key things for us is to be really local and have our presence in countries in the GCC. Our local team has now expanding from two to four.We are also looking to need to have more hands on the ground in terms of channel partners. Our goal is to increase the number of resellers but even importantly to increase their knowledge to make sure they have the skills to go to our end user to explain our technology, install, sell and maintain it. Our goal is to have this strategy in place because we do not seek a global campaign and then push it everywhere,but to translate andlocalize it for the local market. Our strategy is to put our products to the distributors who then engage with system integrators or resellers. As a vendor, we engage with the customer to make sure our story fits with whatever the customer wants and to support the system integrator. It has to be a collaborative endeavour and we’ve been very successful at this growing at double digits since we established operations in the region in 2008.

Ruckus Secure Hotspot– Smart Wi-Fi Technology Smart Wi-Fi technology from Ruckus called Secure Hotspot automatically helps protect open Wi-Fi communications for users without cumbersome and manual configuration of their devices. Based on Ruckus-patented Dynamic Pre-Shared Key (Dynamic PSK) and using Ruckus proprietary Zero IT Activation technologies, Secure Hotspot allows an operator or enterprise to offer secured encrypted access to public network Wi-Fi services by automatically configuring each device with the requisite Wi-Fi network information along with a unique pre-shared key—all without user involvement. Ruckus Secure Hotspot technology completely changes and protects a user’s hotspot experience. With Secure Hotspot, when a user connects to an open Wi-Fi network they are presented with an option to establish a protected connection. If the user agrees, the Ruckus ZoneDirector™ WLAN controller automatically generates a unique, 63-character pre-shared key that is bound to that specific user’s device. Using Ruckus Zero IT Activation capabilities, the dynamically generated pre-shared key is then combined with the requisite Wi-Fi configuration setting and is automatically made available to be installed within the user’s device through a small, temporary applet. Based on this installed configuration and pre-shared key, the user’s device can then use encrypted Wi-Fi network communications without the user having to select or enter any wireless configuration information. With Ruckus Secure Hotspot technology, network access can be easily deactivated when a user leaves.

December 2013  |  23

Karim Talhouk, Gulf MBS Lead, Microsoft

TechKnow | Microsoft

Social CRM and enterprise social networking is seen as the next big thing in the CRM space. Microsoft is seen keeping pace with new versions that seek to meet changing expectations and requirements of Businesses that need to be agile to compete. Karim Talhouk, Gulf MBS Lead at Microsoft discusses some of the key aspects of Microsoft’s strategy

Socially adept How do you see the shifts in the ERP and CRM space in view of the cloud and Mobility trends gaining centre stage? ERP systems are still integral and we are the fastest growing in the ERP space. The latest update of Microsoft Dynamics AX, our ERP suite for midsize and larger organizations,include features that provide real-time end-to-end insights as well as portability between on-premises and private cloud deployments. There are also mobile apps to help users connect with their social networks, and provides an engaging and actionable experience, which are currently available in the Windows Marketplace. In fact, everything is moving towards mobility and the predominant question for a user seems to be how does he access his or her data from different devices? We are one of the very few companies that offers the flexibility to put data on cloud or device

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or partly in both and offer access it from any device. What are the social media tools integrated into your CRM products? Social media integration is a key feature now as it is important to many companies to get the right message out at the right time.With the Yammer enterprise social software integrated into both our CRM and ERP, there is a lot of possibilities for our users to leverage the rich functionalities these tools offer. It helps capture all the data out in the social domain and helps in analyzing. For instance, it could help keep a tab on the customer’s perception of your brand. In CRM, we now have components like Netbreeze and Marketing Pilot that helps analyse by listening to all that has happened on the social media, by geography, by buzzword etc. You could

define criteria of analysisandit accordingly delivers. With our competitors out there, these are all performed by separate products. We are the only one that has integrated every product from on premise to the cloud, accessible from any device. The new versionof CRM Dynamics hasintegrated all social aspects and delivers analytics on the go.The new dashboard is enhanced to streamline role-based workflows. We can target from companies with one user to those with 15000 users. It is a highly scalable product that covers the entire market. How are the mobile versions being received by customers? The mobile version is available for different platforms. While not replacing users' desktop and laptop CRM clients, the iPad/Windows/Android tablet versions of the software will enhance their CRM experience by extending it across new devices. Customers are trying out. It is a cultural revolution. Discuss your partner engagement for ERP and CRM We have about 25 top CRM partners and more than 50 on ERP in the region. There is a mix with about 20% CRM partners also focusing on ERP. Our partner acquisition model is changing and we are being careful about having more vertical focused partners on ground. How do you see your growth story so far in the region? Winning the heart of the consumer especially on the CRM side is precious. The story of enhancing their sales and reach with our CRM products is what excites us. In the gulf region excluding KSA, we have 400 users for CRM Dynamics. On the Financial services segment, we dominate by far. The region contributes approximately between 12-15 % of global sales of our CRM revenues. But the more significant fact is that we are seeing a healthy double digit growth.

Discuss the various areas of the company’s expertise? Gen-X Systems has built up expertise to consult, design, deploy, secure, upgrade, and manage the Networking & IT Infrastructure. Gen-X systems has qualified professionals to provide solution for Networking, Security, Wireless, Voip, WAN Optimizations & Infrastructure solution to all business sizes. Since when has the company been operational? We started our journey in 2009 as FMC Networks from Sharjah. Gradually we improved our expertise in System integration and IT consultancy and having completed 2 years in Sharjah, we moved our base to Dubai, renaming our company asGenx systems LLC in 2011. Which are the markets that you cater to? We cover all major markets right from Asia Afria Europe and Middle East, particularly in the Middle East We have our head office located in Dubai, UAE, and we are expended to other regions with our consultants and integration partners Elaborate on the customer verticals that you focus on? Discuss specific growth trends in the segment? We are very focused on SMB segment of business, covering construction, Hospitality and health care verticals, as far as the growth is concerned we very optimist on the services that we provide to our SMB segment and the overall business is growing at a faster

Shakir Hussain, Manager Networking Buniess, Genx Systems

Point2Point | Genx Systems

Genx Systems has built itself up as an end-to-end solutions integrator with strategic partnerships and specialized skills. Shakir Hussain, ManagerNetworking business, GenX Systems LLC in the following interview discusses the company’s focus.

Tracking growth pace annually, also the feel good factor of Expo 2020 has inculcated a new energy in the market Are you focused entirely on IP security or do you also do analog when required? Security is a key component for every section of the business and the growing awareness of new IP surveillance and security systems has ignited further demand. Genx Systems is striving to bring the best of breed products and security solutions; we offer the latest IP based security solutions and advance connectivity to monitor and manage infrastructure of customers remotely.

As an SI, do you source your stock as required for a project from multiple distributors or do you usually work with one or a select few distributors? As an SI we have a strong forecast of our project and purchase pipelines; we do keep a huge stock that also enable us to support other SIs to fulfill their requirements from our stock and many of them buy us being when they require faster turnaround; we work with one distributor for one product on an exclusive basis. What are the growth expectations in the New Year? We have plans to focus on

areas that will enhance our business eventually and we are ready to face challenges on the way. Have you done any cloud based implementations in the region for different client? Do you see cloud impacting the integrator business? We certainly have done several cloud based implementations on small and large scale; be in UAE or in other parts of the Middle East. Having certified engineers in various cloud based technologies, our team is well equipped to offer the best expertise in these areas to our customers. December 2013  |  25

Kevin Haley, Symantec Security Response

Insight | Symantec

Whispers. The secret to predicting the future is to listen for the whisper says Kevin Haley, Symantec Security Response who makes the following predictions for the year 2014 as far as security trends go.

feature in new and existing products. Then,beyond 2014,we’ll be arguing on whether or not these features actually provide any privacy protection. Expect Tor, which enables online anonymity, to become a popular application across the spectrum of Internet users. You’ll also see a resurgence of users adopting aliases and fake names on social networking sites to protect their privacy. And you know who is going to lead the way on this? Teens. They do care about privacy—and not just wheretheir parents are concerned. Given this, more people will move to new, upstart and niche social networking sites, in an attempt to hang with their friends in obscurity. Whichleads to my next prediction… “Adult supervision is not wanted but adult behavior may keep you out of trouble.”

New vulnerabilities with the New Year B

y the time you’ve heard things in a loud, clear voice they have already come true. I’ve been listening to the whispers in 2013 and have a pretty good idea for what we’ll be hearing loud and clear in 2014. Below are my predictions of the top things we’ll hear and what they will mean for us in 2014. • • •

People will finally begin taking active steps to keep their information private. Scammers, data collectors and cybercriminals will not ignore any social network, no matter how “niche”or obscure. The “Internet of Things” becomes

26  |  December 2013

the“Internet of Vulnerabilities.” • Mobile apps will prove that you can like yourself too much. “Wait a minute…The Internet knows more about me than my own mother?” People will finally begin taking activesteps to keep their information private. Privacy issues have littered the headlines in 2013, delivering a wake-up call to people and businessesabout the amount of personal information we share and that iscollectedevery day by everyone from your doctor to your social network. You can expect to see privacy protectionasa

Scammers, data collectors and cybercriminals will not ignore any social network, no matter how “niche” or obscure. It’s tempting to believe that you can move to a new neighborhood and all your old problems will go away. They don’t in real life and they won’t when it comes to social networking.Any new social network that attracts users will also attract scammers and miscreants. Users whofeel it’s just them and their friends on these new sites are in for a big (and unpleasant) surprise. Your mother won’t be there to remind you, so let me:If something sounds too good to be true, it almost certainly is

a scam. Protect yourself by using security best practicesno matter where you are on the Internet, or how you connect to it. And speaking of connecting… “Your toaster is not infected, but your security camera just robbed you blind.” The “Internet of Things” becomes the“Internet of Vulnerabilities.” You can expect dumb things will get smarter in 2014. With millions of devices connected to the Internet—and in many cases running an embedded operating system—in 2014,they will become a magnet for hackers. Security researchers have already demonstrated attacks against smart televisions, medical equipment and security cameras. Already we’ve seen baby monitorsattacked and traffic was shut down on a major tunnel in Israel, reportedly due to hackers accessing computer systems via a security camera system.Major software vendors have

figured out how to notify customers and get patches for vulnerabilities to them. The companies building gadgets that connect to the Internet don’t even realize they have an oncoming security problem. These systems are not only vulnerable to an attack – they alsolack notification methods for consumers and businesseswhen vulnerabilities are discovered.Even worse, they don’t have a friendlyend-user method to patch these new vulnerabilities. Given this, we are going to see new threats in ways in which we’ve never seen before. “I like you, I like you, I like you... That will be $20 and your login and password, please.” Mobile apps will prove that you can like yourself too much. People (generally) trust those they sleep with, so it should not be surprising that with 48 percent of people sleeping with their smart phones, they are lulled into

a (false) sense of security about them. In 2013, we reported on a mobile app that would secure additional“likes”foryour postings on Instagram.All you had to do was hand over your login and password to some guy in Russia. More than100,000 people saw nothing wrong with that. We trust our mobile devices and the wonderful apps that run on them to make our lives better.We suspend disbelief for that device that sits in our pocket, purse or nightstand. The bad guys are going to take advantage of this big time in 2014.I’m not even talking about malware – mobile apps are going to be behind hoaxes, cons and scams of all sorts in 2014. So, there you have them, my predictions for 2014. Of course, the best part of trying to predict the future is being surprised by the unforeseen and the unimaginable. I'll be right on some while I'll be proved wrong on others. What’s certain is that I'll be listening for all the new whispers to see what 2015 will bring.

December 2013  |  27

Insight | Redhat

Innovative businesses rely on a steady stream of fresh functionality to stay agile. The most successful ones use DevOps to remove any roadblocks that stand in their path, writes Alan Hale, director of EMEA Consulting at Red Hat. Alan Hale Director, EMEA Consulting Redhat


oday’s business leaders across the Middle East want more innovation, faster. They know that, in order to beat competitors and continue to thrive, their organization must excel in bringing new products and services to market at speed and on consistently exceeding customer expectations. That puts major pressure on those responsible for developing and delivering new and enhanced software functionality for the business to use. More frequent releases and shorter deadlines are increasingly becoming facts of life, but in the race to fast-track new pieces of code, IT teams

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DevOps for Agility & Innovation often hit a roadblock. That roadblock occurs at the boundary of application development and IT operations, an intersection where two very different cultures meet. Conflict resolution On one side of the boundary is the culture of the developer, where creativity, freedom to experiment and choice of tools are paramount. The developer is happiest using Agile techniques to produce a constant stream of software releases and upgrades that will get the business where it needs to be. On the other side of the boundary are IT operations,

where stability and control matters. Disruption is the enemy and frequent software releases can be complex to manage. IT operations agree that they want the business to move forward but not at the risk of critical systems failing. This cultural divide can lead to all sorts of ‘flashpoints’ before a piece of software makes it into production. Developers get frustrated if they are forced to wait for new development environments to be provisioned or new applications to be approved. IT operations, meanwhile, get exasperated if developers take matters into their own hands, setting up their own

environments or releasing code early into test environments. And when code fails, due to library mismatches, for example, or platform/ networking differences, everyone is infuriated by the perceived failings of the opposing side and the valuable time that will now be lost to debugging. Even worse, the business is left waiting until the next release window for the functionality it needs. Of course, if any of the bugs reach production or integration fails with other live systems, the fall-out isn't worth imagining. These kinds of conflict are the reason that there’s a great deal of interest in DevOps right

and improved now - a movement test control and that encourages repeatability. "The journey to DevOps, for many, will and must be application Above all, they developers and an incremental one. That’s why it is vital to work with spend more time IT operations organizations to create a roadmap that will help them developing and professionals to get the most of what they have in place today but, over less time waiting collaborate more, time, will enable them to incorporate new technologies..." to start on the next to remove the stage or the next bottlenecks that project. delay the release incorporate new technologies, development and delivery of new software and to help such as hybrid cloud, and new process, providing everyone To agility and beyond the business to keep pace with ideas, such as continuous involved with regular progress The fact is that any the speed of innovation that development. reports and alerting them to organization in the Middle East will enable it to stay one step Even if fully continuous required next steps, while still - whether it’s an IT team or the ahead of its competitors. development and delivery is preserving distinct roles and business it works for - must not the goal for your business, responsibilities. be agile in order to innovate. Cloud bridges the divide DevOps can accommodate IT operations staff, for That’s a familiar concept to We believe that the Cloud is your company’s own particular example, can create templates developers who have been the best venue for DevOps, comfort levels while at the in the PaaS environment that using Agile programming providing a way of working same time helping it to mean that developers have techniques for more than a that can benefit every increase reliability, reduce risk instant access to development decade to speed development business, no matter how and optimize the resources environments that accurately processes. The point of risk-averse. A platform-asrequired to get new software mirror production whenever DevOps is to bring the same a-service (PaaS) approach into use. they need them. Developers, speed and efficiency to IT may be hosted by a thirdIT operations will get meanwhile, are provided operations, creating a win-win party provider or remain the control they require over with access to self-service for both that breaks down on-premise, in a private cloud environments, framework capabilities that enable them barriers and gets them working infrastructure, but either way, and reuse. They’ll reap the to create scalable applications at the same speed, towards the same benefits that make benefits in terms of cost and using their choice of languages the same goals. Developers cloud technologies attractive efficiency of virtualized and and streamlined workflows get more freedom; operations for production environments cloud-based environments, that accelerate productivity. still retain the control that they also apply to the development as well as vastly accelerated need. and delivery of software: lower The result is a more efficient development and testing. use of time and skills across In the process, DevOps cost of entry, faster speed-toOver time, they may choose the entire IT team and more enables the whole organization market, on-demand scaling to work towards charge-back opportunity for the business as to become more agile and and centralized administration, mechanisms that make line of a whole to innovate. innovative. A steady stream standardization of provisioning business units responsible for of fresh software, released and deployment techniques, the cost of the development The DevOps roadmap without disruption, can for example. skills and environments that At the same time it is easy make a huge difference to More importantly, they consume. to recognize that most business performance, at a however, a cloud-based PaaS Developers, meanwhile, organizations have significant time when responding at provides a single collaborative get faster access to new investments in existing tools speed to changing customer venue where participants environments; more choice and processes. The journey to demand and exploiting new on both sides of the DevOps in tools; and the scope to DevOps, for many, will and business opportunities as divide work together closely as ‘fail fast’, when it comes to must be an incremental one. they emerge has never been a team, regardless of physical trying out new technologies, That’s why it is vital to work more important. DevOps is location, and get a better frameworks and versions. If with organizations to create a here already - your first step understanding of how the one approach doesn’t work, roadmap that will help them to better business agility and other side works. they can quickly swap it for get the most of what they increased innovation should be In particular, automation another. They get better have in place today but, over to seize on the opportunity it capabilities guide all staff scalability of environments time, will enable them to represents. through the application

December 2013  |  29



ReadyNAS(R) 716


Overview ReadyNAS(R) 716 (RN716X) is a 10GE-ready addition to the award-winning ReadyNAS product family (www., ReadyNAS 716 is the world's fastest desktop network attached storage (NAS) device. With a maximum capacity of 24TB (up to 84TB with expansion chassis), the six-bay ReadyNAS 716 enables easy storage and extreme throughput for businesses and campus environments supporting up to 500 concurrent

The Nexsan E-Series V is an ultra-reliable, high-density, high performance, efficient storage array that enables lower storage costs, maximum storage uptime, and data storage ROI boosts for your organization. E-Series V systems consume less than one-third of the power in one-third of the rack space of typical arrays, with up to 240 terabytes of capacity in just 4U and now offers 400% more memory and 50% increased CPU speed over the E-Series. The E-Series V storage arrays and expansion units offer mid-size organizations affordable enterprise-level Fibre Channel, SAS and/or iSCSI SAN storage used for a variety of capacity-optimized and performance-driven applications. For larger organizations, E-Series V is a versatile SAN or DAS solution to stay ahead of the enormous data growth, demanding workloads, and high resiliency requirements in media & entertainment, government, healthcare, HPC, financial, surveillance and service provider sectors. The E-Series V is offered in three core configurations: E60VT (240 TB in 4U), E48VT (192 TB in 4U), and E18V (72 TB in 2U). Each can be easily expanded with additional capacity by adding the corresponding expansion unit: E60XV, E48XV, or E18XV.

users. Providing up to 10GE throughput, ReadyNAS 716

Key features:

is also the only NAS on the market today capable of

• • • • • • •

simultaneously streaming multiple large uncompressed Blu-ray(R) files. Like other members of the ReadyNAS family, ReadyNAS 716 has a simple-to-use interface. It supports SATA (up to 4TB) and SSD drives, and includes three eSATA expansion ports for scaling capacity as the storage needs of a business grows (up to 84TB

Key features: • Two built-in 10GBASE-T ports • VPN quality remote data transfer and management • Encrypted remote access • Thin or thick provisioned LUNs • ReadyDROP(TM) file synchronization • ReadyDLNA(TM) mobile clients for remote media streaming

30  |  December 2013

Features Anti-Vibration Design and Cool Drive Technology. Uses Active Drawer TechnologyTM and redundant hot swappable active components. Can hold up to 60 drives in 4U. Utilizes Imation’s latest multi RAID engine controller technology. Delivers up to 87% reduction in power while lowering your cooling needs through the use of AutoMAID. Connects via SAS, Fibre Channel or iSCSI. Remotely manage one or many systems within a single, intuitive GUI.

HDMI over Single Cat 5 Extender

Huawei TE30

Overview: HDBaseT is a technology that enables a single LAN cable to replace multiple cables and connectors in home entertainment and business environments. The cornerstone of HDBaseT technology is 5Play, a feature set that converges uncompressed Full HD video, audio, 100Mb Ethernet connectivity, power, and control signals through a single CAT5e/6 cable. ATEN’s VE812 and VE814 HDMI extenders currently support HDBaseT technology that allows to extend 4k2k video up to 100 meters using one Cat 5e cable, and the company plans to integrate this industry standard into other professional A/V products such as 4k2k media distribution solution in the near future The VE812 HDMI over Single Cat 5 Extender enables an HDMI display to be located up to 100 meters away from the source device. It can conveniently be extended using only one Cat 5e cable, which is cost-effective. The VE812 not only supports HDMI (3D, Deep Color) but also Ultra HD (4k x 2k) and is HDCP compatible. Furthermore remote EDID pass-through ensures optimum video quality for your HDMI display. The VE812 is perfect for the meeting room, home theater or any installation that needs long distance transmission and superior video quality.

Overview An all-in-one High-Definition (HD) video conferencing endpoint, Huawei TE30 has achieved many innovations in appearance, ease of use, and network adaptation capabilities. It delivers the ultimate experience to attendees at your conference. Unlike separated video conferencing systems, TE30 offers an extraordinarily user-friendly experience, and meets the video communication requirements in small and medium conference rooms.

Key features: • TE30 can be installed within five minutes by users who do not have a technical background. • TE30 offers 1080p video conferencing quality at a bandwidth of 512 Kbps. • In addition, TE30 leads the industry in leveraging the voice dialing function to organize conferences in an extremely efficient manner.

Key features: • • • • • •

Uses a single Cat 5e cable to connect the transmitter and receiver Supports HDMI (3D, Deep Color, 4kx2k); HDCP Compatible Long distance transmission - up to 100m Superior video quality - up to 1080p, 4kx2k Supports Dolby True HD and DTS HD Master Audio Built-in 8KV / 15KV ESD protection (Contact voltage 8KV; Air voltage 15 KV)

• H.264 Scalable Video Coding (SVC) + Super Error Concealment (SEC) technologies ensure audio and video quality in case of a 20% network packet loss rate. • Huawei's patented Video Motion Enhancement (VME) plus H.264 HP video encoding deliver 1080p at 512


and 720p at 384 Kbps, saving bandwidth by up to 50% and significantly reducing network costs.

December 2013  |  31

Stats & Trends

Internet of Everything will be a game changer


ith the digital world upon us, digitalization will significantly change the technology market through the Internet of Things, according to Gartner, Inc. While IT spending in Europe, the Middle East and Africa (EMEA) will show an average annual growth rate of 2.2 percent through 2017, the Internet of Things (things, people, places and systems) will create new markets and a new economy. In 2009, there were 2.5 billion connected devices; most of these were mobile phones, PCs and tablets. In 2020, there will be over 30 billion devices connected, of far greater variety (see Figure) Gartner predicts that the total economic value add for the Internet of Things will be $1.9 trillion dollars in 2020, seen across a number of industries. The verticals that are leading its adoption are manufacturing (15 percent), healthcare (15 percent) and insurance (11 percent). For example, the manufacturing sector will benefit from producing billions of devices and from more efficient tracking of materials and components leading to cost efficiencies. In healthcare, smart slippers and other wearable devices for elderly people contain sensors that detect falls and various medical conditions. If something is amiss, the device will alert a doctor via e-mail or text message, possibly preventing a fall and a costly trip to the emergency room. Another example includes installing sensors in cars that provide a pay as you drive insurance that links the insurance premium to the individual’s risk profile. The Internet of Everything and the Nexus of Forces, which combine the physical world and the virtual, will drive organizations and their CIOs toward an all-embracing digital future. The Internet

of Everything will re-invent industries at three levels: business process, business model, and business moment. At the first level, digital technology is improving products, services and processes, customer and constituent experiences, and the way of work in organizations and within partnerships. As companies digitalize products and process, completely new ways of doing business in industries emerge. The third level of digital reinvention is created by the need to compete with unprecedented business velocity and agility. Gartner calls this the “business moment.” The Internet of Things will create tens of millions of new objects and sensors, all generating real-time data.

Total of connected devices, billions of units (Installed Base) 30 2009


25 20 15 10 5 0

connected PC, smartphone, tablet

IoT source: Gartner (November 2013)

More Business decision makers use Video Conferencing


ccording to the “Global View: Business Video Conferencing Usage and Trends” survey of more than 1,200 business decision makers, conducted by Redshift Research and commissioned by Polycom, video conferencing is an essential tool helping improve team collaboration and closing the physical and cultural gap between colleagues doing business across distances. The survey found that video is becoming more pervasive in businesses across the globe. When asked to choose their preferred methods of communications today, respondents ranked video conferencing third (47 percent) after e-mail (89 percent) and voice/conference calls (64 percent), and those same business leaders and managers expect video to be their most preferred collaboration tool in three years (52 percent), followed by e-mail (51 percent) and voice/conference calls (37 percent). Respondents who use video conferencing today

32  |  December 2013

said the three biggest advantages are: better collaboration between globally dispersed colleagues (54 percent), greater clarity of topics being discussed (45 percent) and more efficient meetings (44 percent). Over three quarters of decision-maker respondents (76 percent) are now using video conferencing at work with 56 percent of video users taking part in video calls at least once a week. The survey found that in Brazil, India and Singapore that number jumps up significantly, as more than two-thirds of respondents in those countries use video conferencing at least once a week. The survey also revealed that 83 percent of respondents, and almost 90 percent of those in their 20s and 30s, use consumer video conferencing solutions at home today, and almost half of all respondents use video conferencing at home at least once a week.

Enjoy Greater Flexibility with D-Link IP-PBX and Video Telephony Solutions

• Asterisk-Based IP-PBX • Up to 800 extensions with NO licences

Are you looking for cost-efficient ways to communicate with your business associates, maximize returns without risks? Does ease of maintenance and integration play an important role in your IT network set-up? D-Link has the appropriate solution for you.







All-In-One DVX-2004 IP-PBX

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AUTHORIZED DISTRIBUTOR Aptec - an I ngram M icro Company P. O. Box 33550 Dubai Internet City, Dubai, UAE E-Mail:

Tel.: (+971 4) 3697 111 Fax: (+971 4) 3697 110

Meet the Dell Venue 11 Pro tablet. Featuring Windows 8.1 Three devices in one The new Dell Venue 11 Pro combines the portability of a tablet, the power of a laptop and the experience of a desktop (optional dock required).

With Windows 8.1 — for a smooth, versatile PC experience Versatile productivity

Switch easily between desktop, laptop and tablet modes for a more flexible and versatile tablet experience. The Venue 11 Pro delivers the portability of a tablet, power of an Ultrabook™ and experience of a desktop.

Access. Share. Connect.

Engineered to impress | All-access from anywhere implified collaboration |Tap to pair, tap to share

A tablet that works for you

Personalized interaction | Conference technology | Leave your charger at home

Performance you can count on

Do more and plug-in less | Give your productivity a boost Multitask like you mean it |Quicker access

Anytime, anywhere protection Built-in security | Restricted access Industry-endorsed |Peace of mind

Aptec recommends Microsoft® software Contact: APTEC - an Ingram Micro company P.O.Box 33550, 1st Floor, EIB Building 3 | Next to Mashreq Bank Dubai Internet City, Dubai . UAE | Telephone : +971 4 3697111 Fax : +971 4 3697110 |

Meet the Dell Venue 11 Pro tablet. Featuring Windows 8.1 Three devices in one The new Dell Venue 11 Pro combines the portability of a tablet, the power of a laptop and the experience of a desktop (optional dock required).

With Windows 8.1 — for a smooth, versatile PC experience

Versatile productivity Switch easily between desktop, laptop and tablet modes for a more flexible and versatile tablet experience. The Venue 11 Pro delivers the portability of a tablet, power of an Ultrabook™ and experience of a desktop.

Aptec recommends Microsoft® software Contact: APTEC - an Ingram Micro company P.O.Box 33550, 1st Floor, EIB Building 3 | Next to Mashreq Bank Dubai Internet City, Dubai . UAE | Telephone : +971 4 3697111 Fax : +971 4 3697110 |

Integratorme dec2013  
Integratorme dec2013