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Transformations I

t is evident that Technology’s role as Business facilitator is on the upswing with Business benefits from technology deployments more tangible than ever before. It is in fact is at the heart of many outstanding instances of Business transformations worldwide. Technologies like Big Data analytics are helping companies raise their competitiveness and shape market strategies. The advantage is with those companies that can optimize the Technology they have deployed and if they have indeed installed the right set of Technologies in the first place. Therefore, companies that have allied with smarter IT solution providers who have been able to assist them in deploying scalable solutions that meet their requirements of the day, have a distinct advantage. On the other hand, within the ICT industry, it is a slippery road to success, where transformations are unfolding at breakneck speed. Everything from the datacenter to the networking technologies and even the popular endpoint devices have undergone transformations. Companies that have seen enduring success through decades, find it tough to sustain the success as they face onslaughts from agile challengers. There are several who have reinvented their roadmaps to stay relevant. While success will be hard fought than ever before, partner engagement will continue to play a strong role in that plot. Partners themselves are in the midst of transformations as they try and stay in sync with changing needs and expectations of customers inclusive of adding some cloud services in an era where we are moving away from traditional model of IT products, services and their consumption. Raising the bar consistently is a challenge that vendors, partners and their customers will have to constantly pursue. Transformations are unfolding in each segment but the interdependencies of the three segments will continue to be as strong.

R. Narayan Managing Editor

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



Cover Feature - 18 Centre of action

How to recreate the data centre, into a 21st century agent of transformation is at the centre of some of the biggest trends in IT

News In Detail

SAP’s Cloud Business Taking off in MENA - 11

Cisco and Dimension Data to accelerate Hybrid Cloud Adoption - 12 Point2point - 14 Partner power

Laurent Binetti, VP and GM EMEA Channel Sales at Dell speaks about consolidation of the dell channel and the end to end portfolios that its partners are now enabled to offer

Feature - 22

A Notch Above

Symantec, although boasting one of the most acclaimed partner programs around, is rebooting the whole structure with a new plan extending even more benefits and features


Managing the mobility challenge - 16

Citrix is focusing on Technologies that are transforming workstyles as Noman Qadir, Director Channels, Citrix MEA discusses

Front-Runner - 24

Transformers are those companies ready to adopt new technology. Taj El-Khayat, MD, Middle East, Turkey, North, West, and Central Africa for Riverbed discusses how the company partners with these trail blazers

Collaborating for a stronger datacenter - 26

Gregg Petersen, Regional Director, Middle East and SAARC elaborates on the milestone in Veeam’s ongoing mission to enable the always-on business by providing data protection


ADCs in transition - 28

The notion of using the ADC as in effect a next generation firewall is starting to become a reality writes Glen Ogden, Regional Sales Director, Middle East at A10 Networks

Regulars News Eyetech Stats

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

StorIT appointed as Huawei Distributor StorIT signed a new distribution agreement with Huawei, which will see StorIT distribute the entire range of Huawei’s Enterprise Storage Solutions through its wide channel network of value-added resellers and systems integrators. As a Huawei Value Added Distributor, StorIT will further enhance Huawei’s offerings through its dedicated channel network which will be supported by StorIT throughout the entire cycle of sales and technical support. The agreements includes pre-sales consultancy, solutions architecture & design, and through to post-sales implementation and support. “StorIT is very pleased to announce its new partnership with Huawei which is one of the fastest growing global ICT technology brands and who have made significant strides in the Middle East market in recent years. Huawei’s commitment to the region is very impressive and their portfolio of products and their future roadmap makes them a perfect partner in growth for StorIT who has built an enviable reputation with unparalleled expertise and success in the Data Storage, Data Protection, and Data Management domain in the Middle East,” says Boby Joseph, CEO from StorIT.

4  |  June 2014

FVC to distribute Barco’s Corporate AV Projectors FVC, Barco’s authorised value added distributor (VAD) in the Middle East & North Africa (MENA), announced the expansion of its distribution agreement to include its range of state-of-the art business projectors for presentations, meetings and training in the workplace. The special features of this range includes excellent performance, high brightness and ultimate reliability that can fit well in the business landscape. Last year, FVC signed a distribution agreement with Barco for its ClickShare wireless presentation and collaboration system. “We are very excited to expand our visual collaboration solutions with this additional range products from Barco which offer an innovative visual technology for business needs in this region,” said K.S. Parag, Managing Director at FVC. FVC offers unparalleled portfolio of distribution services and unwavering commitment to its customers. “We want to leverage the latest technologies and innovations for our customers. The newest products of Barco will give them [customers] a wide array of options to choose from,” added Parag. Barco’s Corporate AV portfolio includes an extensive range of single-chip and threechip DLP business projectors – with brightness levels from 5,000 up to 10,000 lumens, and a broad range of resolutions from XGA to WQXGA.

Cyberoam announces discount for Education Vertical Cyberoam, announced Education Discount Policy for Universities, Academies, and similar institutes, wherein educational institutions can purchase Cyberoam products and subscriptions at special/discounted prices. Budget constrains have always been concerns for customers from the educational vertical. Cyberoam’s special ‘Cyberoam Education Pricing’ offer is an attempt to help educators avoid budget constrains becoming bottleneck for security. The primary objective is to offer best of IT security at budget friendly prices, exclusively for customers from the education domain. As per the offer, Educational Institutes will receive upto 20% off on Cyberoam products and subscriptions, upon purchase. RavinderJanotra, Regional Sales Manager – Middle East, Cyberoam said “As a user willing to capitalise on this offer, all one needs to do is visit the offer page on the Cyberoam website ( and register their details, so that a member from the Cyberoam sales team can contact the user with more details about this offer.” This offer is valid only for accredited education institutes and can't be combined with any other special offer(s) from Cyberoam. The offer is valid till 31st March, 2015. Customers from the Education domain comprise a major part of the Cyberoam users.

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News Bytes

Alpha Data named “Outstanding Citrix Solution Advisor ” Alpha Data has been named ‘Outstanding Citrix Solution Advisor - 2013’ for the Middle East by Citrix. The company was recognized for excellence in sales and technical performance of Citrix mobile workspaces technologies. Alpha Data also officially became a Gold Citrix Solution Advisor for the region. Over the past few years Alpha Data has undertaken several highly successful integration projects involving the use of server, application and desktop virtualization, networking, SaaS and cloud computing solutions from Citrix. “The annual Citrix partner awards are designed to highlight the exceptional contributions partners across the Middle East make to our business. Citrix considers its partner ecosystem as integral to its success which is why it acknowledges expertise and dedication in the region – from managing the sales cycle to customer education and the implementation of mobile workspace solutions,” said NomanQadir, MEA Channels Director, Citrix.

6  |  June 2014

Ingram Micro selected as IBM Global Training Provider Ingram Micro has been selected as an authorized IBM Global TrainingProvider (GTP).As an authorized GTP, Ingram Micro becomes one of only five companies authorized to provide thecomplete portfolio of software and systems courses from IBM Training. Ingram Micro Training willlaunch its new IBM Training in Europe, Asia Pacific and North America in the second quarter and thenexpand its IBM services worldwide to approximately 100 countries. In Middle East and Africa, Aptec, anIngram Micro company, will launch the full portfolio of IBM training in stages across the region fromnow until mid-2015. “Ingram Micro has long recognized the value of training to both our customers and our manufacturerpartners. Training drives more revenue-rich sales, greater value to end-user customers, and empowerssolution provider partners to deliver the full promise of technology through advanced skill sets and morerobust utilization of products,” said Ali Baghdadi, President of Aptec-Ingram Micro Middle East andAfrica. “Training is a natural extension of Ingram Micro’s ongoing commitment to educate partners and positionthem as better business owners and technology partners,”said ZornitzaHadjitodorova, Head of IngramMicro Training Academy, Middle East and Africa.

du chooses Nokia to deploy IP Multimedia Subsystem in 2014 As a continuation of its constant efforts to further enhance customer experience and Quality of Service (QoS), du has signed an agreement with Nokia to deploy IP Multimedia Subsystem (IMS) on its network, later this year. As a result of the deployment, du’s customers will experience enhanced services such as HD Voice, HD Video, file sharing and instant messaging. IMS will also allow for Fixed Mobile Convergence, which combines Mobile and Fixed services, so that customers can seamlessly access the same service. IMS is a new network architecture that enables new telecom services and richer communications applications, based on Internet Protocol (IP) and Session Initiation Protocol (SIP). The technology paves an evolutionary path towards an all-IP core, and is the core controller of choice for long term evolution (LTE) networks, offering VoLTE and multimedia services. Saleem Al Balooshi, Executive Vice President of Network Development and Operation, du, said: “Providing the highest level of customer experience is our priority, as we constantly seek to improve upon our existing quality of services that would lead to a superior customer experience. By working with Nokia to deploy IMS, we are increasing the sustainability of our network while also enhancing our connectivity capabilities, to better support the UAE leadership’s Smart City and Smart Government initiatives.”

News Bytes

Avaya Signs Prologix as Value Added Reseller in Qatar Avaya has signed up Prologix as a new Value Added Reseller to serve customers in the fastgrowing Qatari market. Prologix LLC is an ISO 9001:2008 certified IT System Integrator operating in Middle East & Africa. Prologix specializes in providing a wide range of IT Business Solutions, Management Solutions and Managed Services to cater to various industry verticals. Avaya enjoys a strong channel partnership with Prologix, and extending this relationship into Qatar is expected to ensure wider coverage in this rapidly evolving market. Focused sales and technical service teams will address growing customer needs in Video, Collaboration, and Networking for medium sized businesses. Avaya is further developing its existing strong presence in Qatar, which includes thousands of heritage customers of all sizes across a variety of industry verticals. Existing Avaya customers in Qatar can look forward to having a dedicated Avaya partner focused on their evolving needs. “Qatar is a key market for Avaya in the GCC, with strong growth trajectories and a very high interest in new technologies. We believe Prologix is wellequipped to manage and address our customers' needs, and to drive adoption of Avaya’s industryleading solutions in businesses throughout Qatar,” said Fadi Moubarak, Channel Director, Global Growth Markets, Avaya.

8  |  June 2014

Emt partners with AlienVault emt Distribution has entered into distribution agreement with AlienVault. This new partnership will make AlienVault’s Unified Security Management platform, which brings together five distinct capabilities in one convenient package including asset discovery, vulnerability assessment, threat detection, behavioral monitoring, and security intelligence reporting, available to resellers and their customers in Middle East region. Mohammad Mobasseri, CEO at emt Distribution said, “We are delighted to partner with AlienVault, and their products will complement our existing product portfolio. The new products offer total scalability, from SMB right up to major enterprises. We are confident that the unique products from AlienVault will open up several new avenues for our partners to expand their market base.” Mobasseri added, “AlienVault security solutions will help customers eliminate weaknesses and minimise vulnerabilities in their network security. This proactive approach greatly reduces exposure to financial and reputational risk.” As part of the distribution agreement, emt Distribution will offer technical and sales training, joint marketing and selling programs, and first and second-level technical support. emt will collaborate with the company to ensure that customers have local support from experienced security experts.

“Global” partners with HP to drive Solutions Business Global Distribution FZE, an authorized HP Channel Development Partner (CDP) in the United Arab Emirates (UAE) since August 2013, has widen its HP Product Offering to foster Solutions Business in the local Reseller Community. Rohit Mathur, GM – Solutions Distribution at Global Distribution, said; “We initially focused on HP’s Server Products Offering and establishing our presence as a HP CDP in the market. Now we’ve started promoting HP’s Storage and Networking Portfolio to allow Partners to present a holistic solution to its clients and buy those products from one source. HP has a comprehensive Product Portfolio and many Project References in all industry verticals, which supports us to position the solutions correctly.” “Our Vision is to enable the Reseller Community to embrace Solution Selling and we are committed to support our Partners with all necessary tools and tailor-made solutions for the vertical the Partner is focused on. Partnering with HP, with its world class variety of products, is a great step forward in our Mission”, added Mario M. Veljovic, VP Solutions MENA at Global Distribution.

News Bytes

Datawatch partners with MDS Tech Datawatch Corporation, a leading global provider of visual data discovery solutions, and MDS Tech, part of the MiDiS Group and the holding company for numerous affiliates in the Middle East, Europe and Turkey, have announced a strategic regional partnership which will span Eastern Europe and the Middle East. MDS Tech companies, which offer full systems integration and best-of-breed solutions in Data Management, Business Analytics and Mobility solutions, will now offer the full Datawatch visual data discovery solution that optimises any data – regardless of its variety, volume, or velocity – and delivers next generation analytics. “This was a key strategic decision for MDS Tech. In line with our vision to support a true and robust Big Data strategy that allows companies to access their valuable data assets regardless of data type, volume or velocity, we see Datawatch as a powerful addition that completes our solutions portfolio,” said Tony Achkar, vice president, MDS Tech. As part of the agreement MDS Tech will provide pre-sales, consultancy and local language support across the Middle East, Turkey & Eastern Europe.

10  |  June 2014

Sophos strengthens Management Team Sophos announced the appointment of Bryan Barney as senior vice president and general manager of the Sophos Network Security Group. Sophos continues to build for long term growth as the channel-centric IT security provider of choice for small and mid-market customers and pragmatic enterprises of any size. Bryan Barney will run the Network Security Group for Sophos, with full product responsibility for the UTM, advanced threat protection, wireless and next generation firewall solutions.Barney joins Sophos after nearly 12 years at McAfee; he last served as executive vice president of product development for the past six years. Barney said, “I am incredibly impressed with the Sophos team, and my values and passions align perfectly with where the company is headed. There is a tremendous need in the market for IT security solutions engineered with small and midmarket enterprises in mind. Sophos is ideally positioned to address this given the breadth of its technology set, the strength SophosLabs for threat research, and the channel-centric go-to-market approach. Using Sophos Cloud to combine enduser security, server security and network security into a single, simple and highly effective security solution is a winning strategy. I very much look forward to being part of it.”

Tripp Lite focuses on energy efficiency for data centers Tripp Lite has been promoting energy efficiency in data centres across the region with its free-standing portable air conditioning units SRXCOOL33K and SRXCOOL12K and remote management accessory SRCOOLNET. Darwin Haines ,Tripp Lite’s VP of EMEA and Asia, said their portable and in-row air conditioners, which maintain safe temperatures for mission-critical servers and other network equipment, have never been more relevant than they are today. “Compared with 10 years ago, demand for data centres is at a jaw-dropping rate today, fuelled by increasing connectivity, cloud computing and a rapidly growing population of users creating content and requiring on-demand resource delivery. Big data management has become the lifeblood of several businesses, which is why it is crucial to keep data centres running efficiently,” he said. Aside from ensuring ambient room temperature and relative humidity in data centres, server rooms and network wiring closets, Tripp Lite’s SRXCOOL33K and SRXCOOL12K also allow peak performances and productivity by maintaining optimum temperatures for sensitive servers, routers, hubs, UPS systems and switches. Tripp Lite also unveiled SRCOOLNET, a compactly designed web-enabled accessory that give IT managers the ability to remotely adjust fan speed, cooling temperature and dehumidification modes over the Internet.

News In Detail


t the recent SAP Forum and SUGMENA Conference in Dubai, SAP underlined its increasingly robust cloud credentials, highlighting a 300 per cent increase in MENA cloud deals from 2012 to 2013. This follows on from a strong first quarter for the company’s global cloud business.Non-IFRS Cloud Subscriptions and Support Revenue were recently reported to have increased 38% at Constant Currencies (32% at Actual Currencies). On a global scale, SAP is the fastest growing company at scale in the cloud, gaining market share and growing six times faster than its largest competitor. The company’s annual cloud run rateis now approaching €1.1 billion. SAP’s cloud applications total subscribers now exceed 36 million, which is the most of any vendor in the industry today.This encompasses the leading social business platform with over 12 million users, the world’s largest business network with more than 1.4 million connected companies transacting over $500 billion in commerce on an annual basis, and the largest business cloud implementations in the world, with more than 2 million users. “Cloud computing is here to stay, and it is having a huge impact on the way businesses in the UAE and beyond run and plan for the future,” said Sam Alkharrat, Managing Director, SAP MENA. “Businesses in the region are turning to us for cloud solutions more than ever before, and the reason is

simple. The cloud is not just about Total Cost of Ownership (TCO) anymore. And it’s not just about IT. We’ve now entered an era where major technology decisions are made outside of the IT department and the office of the CIO. Today’s cloud is about driving business innovation and agility, enabling new processes and insights that were previously impossible.” Alkharrat’s comments come hot on the heels of IT research and advisory firm Gartner’s prediction that the Middle East and North Africa (MENA) region’s public cloud services market is on track to grow 21.3 per cent in 2014 to total $620 million. By 2017, Sam Alkharrat Managing Director SAP MENA

SAP’s Cloud Business Taking off in MENA it will hit $1.1 billion. Gartner estimates that from 2013 to the end of 2017, $3.8bn will have been spent on cloud services in MENA region. Meanwhile, according to the Cisco Global Cloud Index, the Middle East and Africa region is set to post the world’sstrongest cloud traffic growth rate from 17 exabytes in 2012 to 157 exabytes in 2017. SAP’s cloud heft has been evolving rapidly in recent years with the acquisition of SuccessFactors, the marketleading provider of cloud-based

human capital management (HCM) solutions in 2011, and Ariba, the number one cloudbased network for businessto-business commerce and collaboration, in 2012. SAP’s cloud portfolio encompasses the market’s leading public cloud application portfolio (number one in Human Capital Management, procurement, business networks, and social business collaboration), as well as the most-trusted private cloud environment. SAP alsostands out for the most complete

cloud-based Customer Relationship Management (CRM) solution. SAP Cloud for Customer incorporates all key CRM pillars and gains additional power from tapping into social media analytics and customer intelligence. In addition, the SAP Business Suite powered bySAP HANA (BSoH), a disruptive technology world first that combines transactional applications with analytics in-memory, is available via the SAP HANA Enterprise Cloud service. June 2014  |  11

Brett Dawson, CEO, Dimenation Data

News In Detail

Cisco and Dimension Data to accelerate Hybrid Cloud Adoption


isco and Dimension Data announced an expansion of their 23-year relationship with plans to accelerate and streamline hybrid cloud adoption globally. Cisco will use Dimension Data’s Managed Cloud Platform and SaaS solutions to deliver a suite of mid-

market centric cloud services to its customers and resellers. Dimension Data and Cisco will partner to deliver an infrastructure-as-a-service (IaaS) solution that will be packaged with Cisco technology and software-asa-services (SaaS) applications, including Microsoft SQL

Server and SharePoint. The Cisco validated and branded solutions will be sold by Cisco and through its channel partner community. Dimension Data’s global cloud service is available via 10 Managed Cloud Platforms around the world, with plans to expand to 13 locations by September 2014. As a Cisco Intercloud partner, Dimension Data will evolve its Managed Cloud Platform to embrace Cisco’s Application Centric Infrastructure (ACI) and Intercloud Fabric — the building blocks of the Cisco Cloud architecture. In March of this year, Cisco announced plans to build the world's largest global Intercloud together with its partners to address customer requirements for a globally distributed, highly secure cloud platform capable of meeting the robust demands of the Internet of Everything. Designed for high-value application workloads, with real-time analytics and "near infinite" scalability, Cisco’s open Intercloud allows local hosting options that enable data sovereignty. Brett Dawson, CEO of Dimension Data said, “Over our 23 year relationship with Cisco, we have had many successes in the marketplace together and cloud is no exception. Dimension Data

is proud to be the first global Intercloud partner. We have been providing cloud services for many years and have developed a robust global cloud service – available across all continents. We are extremely excited to support Cisco and its partners in accelerating the market’s move to cloud services.” Cisco will initially package Cisco Intercloud Fabric, Cisco UCS Director and Dimension Data’s public IaaS into two different hybrid cloud solutions, giving customers different starting points on the journey to hybrid cloud depending on the current state of their IT environment. The two hybrid cloud solutions are expected to be available globally from Cisco within 90 days, with additional solutions available in the coming months. Cisco and Dimension Data will also collaborate to accelerate the availability of Cisco Cloud services for smaller service providers across emerging markets. This initiative will build on Dimension Data’s proven OneCloud Partner Programme to deliver the technology platform, channel enablement and operational services required to accelerate time to market and revenue opportunities for service providers.

Dimension Data launches SDN model


n a move to help organisations understand software-defined networking (SDN),the impact that SDN will have on their ICT operations, and the protocols and network

12  |  June 2014

architectures required to define their future network vision, Dimension Data launched its SDN Development Model. Dimension Data has structured its Software-defined

Networking Development Model as a strategic process with a consulting-led, facilitated workshop at its core. The workshop includes an educational element to ensure a

common understanding of SDN before moving on to reviewing the impact of SDN to four key dimensions of ICT infrastructure, ICT operations, organisation and business alignment.

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Point2point | Dell

Are the various channel networks from your acquired companies now integrated into the Partner Direct program? The intent has been to integrate all companies recently acquired and their product portfolios into our Partner Direct program which is Dell’s channel program. We had launched our software competencies last year in Western Europe and are launching in the Middle East as well.The software-focused competencies are Security, Systems Management, Data Protection, and Information Management. We still have some work to do on Quest Software but for the rest, all are well integrated into the partner program.

some channel relationships. We have done that well and thereafter have seen good traction in mapping the channel community. We have seen some of our partners beginning to look at offering extended solutions in different areas from networking to software, storage etc. We have also seen some of integration partners who were focused on datacenter solutions for instance also looking at software solutions that we have brought in through the acquisitions. More and more partners are looking at offering end to end solutions to their customers and that promises good growth. We are already seeing double digit growth in all areas that we focus on.

(total addressable market) the vehicle for growth is the channel from all perspectives such as the geographical reach, technical expertise, skillsets etc. We need to broaden our offerings. How do you see the transformations because of disruptions like cloud services impacting the SI channel? Traditional integrators need to transform. We hear a lot of software defined frameworks in storage, networking, datacentre etc. More and more companies, especially in SMBs are outsourcing many of their peak workloads to some of the integrators who have the expertise to manage those workloads remotely through the private cloud. That has

well positioned today with the portfolio that we offer to support companies that are building cloud infrastructures. Are you adding new partners? We had an increase of 20% preferred partner community in the last year. We had also recruited the same proportion of registered partners as well last year, an increase of 20%. The channel knows that Dell offers a very credible channel program and they will see growth with us. We will ensure that we are not seeing over distribution but will increase coverage to seek 100% of the TAM.

Partner power

What were the challenges during the consolidation? The challenges when we were working on the integration were multiple. Some of the companies were very channel focused. The challenge was to preserve their channel and not to disrupt the value they had gained in the channel Business over the years. We thought it best to take time and execute the integration slowly and didn’t want to do rapid enforcement, lest it impact

14  |  June 2014

Elaborate how the channel focus has grown from Dell’s perspective in EMEA? The percentage of Dell’s Business in Europe through the channel for the commercial Business would be 35% but looking at EMEA as a whole, because of emerging markets which are largely channel driven, the percentage goes above 50%. We want to increase our market coverage and achieve 100% coverage of the TAM

become a reality in the past couple of years. These could be midsize companies like in the insurance sector who may have peak workloads seasonally for a month or two in a year. For that reason, they may not want to build infrastructure onsite. They would rather outsource. That suits us because we are

Laurent Binetti, VP & GM EMEA Channel Sales, Dell

Over the past few years, Dell has achieved a remarkable transformation that has been achieved through several large acquisitions including those of Wyse Technology, Force 10 networks, Sonicwall etc which give the company a very extensive enterprise portfolio. Laurent Binetti, VP and GM EMEA Channel Sales at Dell speaks about consolidation of the Dell channel and the end to end portfolios that its partners are now enabled to offer


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TechKnow | Citrix

Discuss areas of significant focus for Citrix? Desktop virtualization is an area we were talking of earlier than everyone else. Today partners see us as the leader of the space and we are growing. BYOD is a space where Citrix has great solutions as well. Partners looking at BYOD were looking at it from a device perspective. However, data and applications have become more relevant vis-Ă -vis multiple devices. The end to end mobile workstyle story is therefore more relevant. The need is urgent and customers cannot wait. We are the best placed to offer end to end solutions in the Mobile space as we are leading globally as well. We have refreshed our approach to networking. A lot of the networking focus was earlier attached to Virtualisation deployments. For instance when a customer virtualizing a server farm, he might need load balancing or optimization of application delivery and we were focusing on such requirements. Now we are looking at cross selling opportunities. The network optimization and application delivery solutions from Citrix can help build a better enterprise network. Large datacenters are being built in the region and we want to focus on that opportunity. How are you fine-tuning your partner program? We were looking at adding differentiation in our partner program which we review periodically. We have had three levels of partners and then we have the global SIs for the large enterprise segment. We have introduced differentiation through specializations in areas like BYOD for instance. We have always had a strong rewards program but we are fine-tuning this to make sure partners benefit more out of the engagement along with the enhanced focus that we are expecting out of them. Because sales cycles will become longer and partners will feel the pinch, we are ensuring the balance so that partners stay profitable.

16  |  June 2014

Citrix is focusing on Mobility, networking and virtualization Technologies that are transforming workstyles. The solutions it offers helps navigate the challenges emerging for these transformations. Ctirix is also preparing its partners to help succeed in a changing marketplace as Noman Qadir, Director Channels, Citrix MEA discusses Noman Qadir Director Channels, MEA Citrix

Managing the mobility challenge What is the opportunity for partners in the networking space? We are asking many of our partners to re-invest in networking. We have already recruited a lot of networking specialist partners. We are offering incentive programs, and we want to make sure the latest certifications are available to them. Today our distributers are loaded with market demand and we want our partners to step up. The early birds have been realizing the benefits such as the two training programs that we held already fully funded by Citrix. Elaborate the strong focus on the Mobility space? While Virtualization is the bread and butter story for Citrix, We are focusing a

lot on the Mobility story which is much more than BYOD. Mobility is about mobile workspaces which includes data, apps and virtual desktops with open platforms, open architectures, quick deployments and fast ROI. We are asking our partners to invest heavily in Mobility. We are of course investing upfront with them. MDM is an easy route to step into the space but there is much more. We have a stack ready for application delivery and management. XenMobile 9 is the enterprise mobility management (EMM) offering from Citrix. We want partners to jump into the MDM opportunity and then look at the applications management opportunity. We will support the end user experience with mobile applications in corporate environments as it evolves.

Cover Feature | Data Centre

Centre of action How to recreate one of the most fundamental elements of computing, the data centre, into a 21st century agent of transformation is at the centre of some of the biggest trends in IT

18  |  June 2014


ata centres have gained tremendous significance as the “heart and nerve centre” from where IT services and applications are served 24x7. And it’s in these nerve centres that the next story in computing is being written with virtualization and related solutions transforming what was for a long time an unwieldy and expensive assembly into the cutting-edge, agile and software driven modern day Data Centre. Key to this new model is Data Centre Infrastructure Management (DCIM)which encompasses solutions that can monitor, manage and control all aspects of the data centres, ranging from the physical facilities, equipment, and software to the IT infrastructure and everything in between. ManageEngine,explains Sridhar Iyengar, Vice President - Product Management, provides the software tools required to monitor and manage various aspects of the data centre such as the network, servers, applications, storage infrastructures, capacity and performance of corporate WAN links, privileged passwords, and non-IT parameters of the facilities infrastructure such as energy meters and cameras as well as environmental parameters such as humidity and temperature via sensors. “Such tools enable the IT operations teams to be productive in keeping the data centre functioning well and prevent any IT service degradation or outage that can affect the business negatively,” Sridhar adds. Software defined data centre (SDDC), where the entire infrastructure is virtualized and controlled via software, is redefining data centre architectures, is revolutionizing data centres across the world and the Middle east is no exception.This virtualization of the network, server, storage and application layers in the data centre allows dynamic provisioning, routing, processing, storing and retrieving of data in a way that makes key information available to the business quickly, accurately and reliably.

Basically, Sridhar explains, SDDC changes the data architecture, and that change will impact DCIM and the way SDDC infrastructures are provisioned, monitored and managed. A subset of this is the Software Defined Networking (SDN) where control of the network is decoupled from the hardware and given to a software application called a controller. Dell is the one vendor looking to shake up the data centre space through Software Define Networking (SDN), by following on the success of Dell’s PC and server manufacturing and sales models, says Basil Ayass, Marketing Director, Dell Middle East. Today, Basil observes, networking is dominated by a few large players with SDN a risk to their revenue stream. SDN at its core commoditizes the hardware by putting intelligence in the software. The software can then run on any server or controller, putting the old hardware-heavy data centre model in jeopardy. Dell on its part recently announced an alliance and partnership with Cumulus Networks with Dell becoming the first major vendor in the world to offer a hardware switch with no software on it. Customers can then download the Cumulus open source networking software and install it on the switch. “What we are doing is removing the software from the hardware and making it easier for people to choose which software they want to run on their hardware and switches which ultimately reduces the cost of networking,” Basil says. In addition, when VMware launched their SDN product at VMworld earlier in the year, Dell immediately announced support for VMware NSX on its network switches from day one as the company had worked with VMware before the launch and made sure that all new switches would support NSX. However, virtualization comes with high initial costs, leaving many companies in the region reluctant to go

Sridhar lyengar VP, Product Management ManageEngine

the virtualization route, observes KVM specialists ATEN regional sales manager Karthik Narayanan. “In addition, the learning curve for Virtualization and SDN is quite complex and people are not always willing to use a new technology so soon. However, even virtualization and SDNs require servers which in turn require the use of KVMs,” Karthik adds. Security sky-rocketed to the top of the CIO agenda since early last year as the region got on the receiving end of some nasty malware especially targeted on the prized oil & gas and the banking sector. Dell was in a particularly good position to respond due to a number of security technologies already in place. Dell had acquired SecureWorks a few years back, a company that offers security services, management and monitoring services for companies’ security applications so June 2014  |  19

Cover Feature | Data Centre

Karthik Narayan, Regional Sales Manager, ATEN

that any customer can outsource their security monitoring and management to Dell SecureWorks. Two years ago, Dell also acquired SonicWALL which provides security hardware and appliances. The result, says Basil, is that customers, no matter how large, are turning to professionals in the industry like SonicWALL and SecureWorks to help protect their data around the clock. “Employees are only human and they can only work for a certain number of hours and they also have to take time off. Firms are then opting for 24/7 security experts that run worldwide operations so they can monitor these customers to help them not only identify security threats but also respond to them,” Basil says. ManageEngine's suite of IT security management solutions include privileged passwords management, security information and event management

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(SIEM), a firewall analysis solution and a network security scanner. ManageEngine Password Manager Pro is a secure vault for storing and managing shared sensitive information such as passwords, documents and digital identities of critical data centre infrastructures such as network devices, servers and applications. ManageEngine EventLogAnalyzer is an IT compliance & event log management software for SIEM while ManageEngine Firewall Analyzeracts as an agent-less log analytics and configuration management software that helps network administrators centrally collect, archive and analyse their security device logs and generate forensic reports out of the log information. ManageEngine Security Manager Plus on the other hand is a network security scanner that proactively reports on network vulnerabilities and helps remediate them and ensure compliance. “With vulnerability scanning, open ports detection, patch management, Windows file, folder, registry change management and vulnerability reporting capabilities, Security Manager Plus protects the network from security threats and malicious attacks,” says Sridhar. The Middle East offers a contradiction of sorts with data centre consolidation by larger organizations on one hand while expansion by SMBs on the other hand. Sridhar says there is definitely a drive towards consolidating of IT resources within the data centre, and data centre optimization has become a core spend objective. On the flip side, according to Basil, are the large numbersof SMBs in the region who have over time become quite big and are now looking to build their own private clouds, virtualize their servers, storage and their networking.Dell, Basil adds, is different in that although many other vendors offer hardware, Dell leads with a service approach by consulting with customers and helping them map out their journey. “We use an “as-is, to-be”, approach where we help customers identify where they are and where they need to be. With

that we are able to map that journey in multiple stages and then we help the customers get to their “to-be” stage,” Basil says. Even better for Dell customers is they need not rely on Dell hardware, explains Basil. Those who prefer other vendors are free to do so as Dell will support those appliances through its vendor-neutral services approach. As the traditional IT shifts towards an “as-a-service”(ITaaS) model, it has become key for IT to demonstrate value and alignment with business objectives. One important characteristic of ITaaS, Sridhar explains, is IT Chargeback, where consumers and users of the IT services are charged based on the service type and duration for which they consume the service (usually as a per hour rate for a service consumed). “Typically, IT is viewed as a cost centre that is always in need of budget and is not able to sufficiently show returns,” says Sridhar. “By moving to a chargeback model, IT will be able to change the perception from being a cost centre to that of a profit centre or revenue generator. As IT applications and services move to the cloud, IT will increasingly assume the role of an IT service broker thatenables the IT service to the business andalso manages the cloud service provider,” Sridhar adds. Similarly, the role of the CIO and CTO has evolved to become a business enabler for the organization, demonstrating the value of IT to the business. The CIO and CTO will increasingly need to be knowledgeable about the business side of things in addition to the technology benefits, Sridhar says. Basil concurs, observing that the CIO/ CTO needs to look at the bigger picture and stop treating IT as a reactive function and elevate its role to become a more proactive partner to the business. “This will see IT itself coming up with ideas to help the business really shift the focus from operations to business development,” Basil adds.

Cloud With the increased adoption of cloud

services, it has become a key for IT to understand the SLAs offered by the cloud service providers. As “IT service brokers,” IT teams now need to have the capability to independently measure the performance and availability of those cloud services to ensure that SLAs are satisfactorily met, Sridhar observes.“To that end, IT teams require performance monitoring tools that can monitor the health and response of cloud-based applications, in addition to their existing on premise infrastructure and applications,” he adds. With enterprises likely opting for multiple, best-of-breed cloud service providers for different applications, Sridhar contends thatit then becomes imperative that the performance monitoring tools are able to support a heterogeneous environment that includes multiple cloud vendors in addition to a variety of deployment architectures. Granted, power and cooling costs and savings are not high on regional CIO’s agenda in Middle East as power costs are relatively low due to the availability of large oil reserves. Still, the region has become part of the international trend towards energy conservation in the data centre. ATEN’s new range of energy efficient Power Distribution Units (PDUs) are an ideal solution for measuring Data Center efficiency, says Karthik. ATEN’s range of PDUs come with a range of License- Free eco sensor software which allow data center managers to calculate the above data center metrics. “In addition, ATENs PDU also help data center administrators to improve the efficiency by suggesting actions to be performed,” Karthik says. Dell on its part is leading in a technology called Fresh-Air cooling which the company says allows companies to cool their Dell serversusing outdoor air. These servers can withstand temperatures of up to 35°C and for timebased excursions of up to 45°C without increased availability issues. From a power consumption perspective, Dell has for instance entered a deal with Bing to

Basil Ayass Marketing Director Dell Middle East

manufacture modular data centres that significantly reduce power consumption. These servers, Basil explains, have reached impressive levels of PUE at 1.03-only using 3% more electricity than what the actual service requires. Pundits have painted a rosy picture in Middle East data centre spend, with double digit growth over several years. Karthik explains that typical spending increases in an average data center are basically in the IT equipment, power systems or lighting equipment with IT equipment upgrade being the single biggest expense contributor to the data center market. “In addition, more and more data centers are looking to replace their old equipment with more energy efficient solutions,” he adds. Dell’s Basil explains that spending is specific to certain areas while declining in others. An example is servers and

storage where companies are buying fewer servers but expanding their storage. This translates togrowth in dollar numbers, but a decline inserver unit sales. This is because as virtualization grows, customers do not need as many servers as they used to. What they require are much more powerful and resilience servers and so they are spending more money on each serverbut on fewer ones. “In networking as well, there has been a major technological shift from 1Gig network, to 10Gigs networks and now 40Gigs networks which is driving a lot of the infrastructure expansion,” Basil says. It’s foolhardy to predict where technology will be at any time in the future, however it’s safe to assume that a redefined data centre, driven by virtualization and supported by some of the biggest names in IT will be at the very heart of it. June 2014  |  21

Feature | Symantec

Fady Iskander Regional Commercial & Channel Manager Symantec

A Notch Above Symantec, although boasting one of the most acclaimed partner programs around, is rebooting the whole structure with a new plan extending even more benefits, features and more.


ymantec recently launched its redesigned partner program,meant to accelerate its existing partner program with performance-based competencies, and more benefits for the channel. The new program, says Fady Iskander, Regional Commercial and Channel Manager at Symantec, is an ambitious effort to create a Win-Win-Win situation. The first win is for end customers who Symantec is trying to help through deploying and supporting them with an experienced partner who is able to deliver the best solution that will meet their

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expectations. The second Win is for the partners themselves. “We are looking for partners who are interested in growth and profitability,” Fady says, adding “then we invest more in this partner by giving him a program that will give him a differentiation in the market in terms of profitability and capability.” The third Win is for Symantec. The company, Fady says, seeks to lean on strongpartnerships, hence the re-designed partner program. The objective is to create those partnerships and invest in them so they can bring the expected returns in

terms of growing our market share in the market. After the full launch in October, partners will have access to richer rewards, based on capability, performance and commitment to delivering value to customers. Through the redesigned Partner Program, eligible partners may receive new and enhanced financial and business benefits: First, Partners can increase their earning potential by as much as 20% through Symantec’s Opportunity Registration Program, a benefit available to partners who achieve Principal or Expert level Competency and who first identify, develop and close incremental sales opportunities on qualifying products and services. Secondly, the new Growth Accelerator Rebate, available to partners who invest in achieving Expert Competencies, offers partners the potential to earn up to an 8% rebate by reaching and exceeding new business revenue targets. There’s also a new Renewals Performance Incentive, which offers partners who have earned one or more Expert Competencies and who meet or exceed defined renewal opportunity targets, up to a 2% rebate on applicable total renewal business. Finally, partners who possess one or more Expert Competencies will be eligible to apply to receive Development Funds, as much as 5% for qualified Platinum tier program members. The new program was inspired mainly by customers’ changing buying habits, Fady says, leading Symantec to change with the times. Fady reveals that the company has been monitoring the market for a while and how the market is changing and through a major research last year, discovered that customers have henceforth been going through one single channel, the system integrator, who would roll out the server, software,implement the data centre and then walk away. “The scenario has changed now,” Fady explains,“and some customers prefer to buy their software online, some prefer to have the software

mobile worker. on premise, others As a leader in off-premise and “We are looking for partners who are interested in information security even others going growth and profitability. Then we invest more in this and information for a hybrid system availability somewhere in partner by giving him a program that will give him a Symantec has the middle. There differentiation in the market in terms of profitability adopted a are also a lot of and capability" competency-based companies opting model based on for the SaaS model the problems which proves the partners. customers want to solve. Based on this, diversity of customer preferences.” “The requirements and expectations Symantec has segmented its portfolio In fact, the research showed, there are into 12 different competencies with each 40 different buying models. Symantec then from our partners aredifferent in each market which allows the partners to competency addressing a customer need. wanted to create a single global programmeasure themselves against their peers as “One of the 12 competencies is but with some local flavour and local opposed to some standard set in America specifically targeted at mobility. So within input-taking cognizance of this new reality. or in Europe. This means they are racing the transition period between this launch Symantec subsequently summarized all against their economies as opposed and the go-live period in October,you will those buying habits into different routes to to racing against the requirement and find competent partners around mobility market and came up with eight ways to standardsof the US,” Fady said. solutions, around data protection etc. to transact with our partnersandcustomers, In addition to financial benefits, all make it easy for customers,” said Fady. Fady explains. partners will now have access to a more In addition, these new Competencies “That is why we re-designed our give partners the choice to deepen their program around those buying habits. In the comprehensive enablement portfolio and a host of sales, marketing and technical expertise in a particular solution area, or redesign, we wanted to have one strategy, to extend their capabilities across multiple making sure that we cater to large markets benefits designed to help them increase customer demand and adoption, speed the solutions for broader market traction. like America and Europe, but also ensure sales cycle and accelerate their success. By achieving a Symantec Competency, we support emerging and high-growth Partners who invest in achieving at least partners demonstrate their insight, markets like the Middle Eastand the one Expert Competency can also benefit experience and solutions-expertise . Gulf in particular,” Fady said. Symantec from deeper insight into customers’ For now, Symantec is in the process interviewed 92 partners across the world buying behaviours through new Market of communicating with partners the in 27 countriesand getting valuable input Intelligence Reports. framework of the programme as well on how they would like to deal with the Symantec is becoming more relevant as with customers to provide them with company and what customer satisfaction regional organizations now as concerns sales and marketing tools and technical looks like to them. Fady says after taking around information security areat their tools to help prepare the market for this counsel from these partners, the peak. People and organizations in the the actual go live of the programme. company was able to design this program. region are thus demanding better security In Dubai for instance, Symantec hosted “Now we are coming up with some sort apparatus to face these threats. In order an event on 20th May called Symantec of master plan which was a collaborative to serve them effectively, Fady says, there Vision, a global event held in Dubai for effort in collaboration with our partners was need to redesign the route to market the first time. During the event, Symantec which are launching now.” through the channel. dedicated a full day for a Partner Insight One of the major highlights of the In the program, Symantec identifies conference, inviting partners and sharing programme is the capacity to cater to the eight different types of channel-plus with them the programme requirements needs of the partners in the region. We distribution. The program, Fady said, is and also how to qualify for the new are not considering all the countries with flexible enough to be a single approach but programme. the same standards, Fady says.Symantec with eight different tracks on it. “So all are Within the transition period before the has divided the world into regions and on the same road and program but each roll-out in October, partners can assess the then into different tiers. In the Middle East lane has its own specifics. We are thus requirements and benefits associated with for instance, the UAE market is in tier one. not handling all customers with the same the redesigned Partner Program structure. Then the smaller markets are subsequently touch,” Fady explained. Partners can identify areas they wish to classified as tier one and tier two. This As BYOD gathers pace in the region, develop, pursue new Competencies and classification, Fady says, is based on so is the need to cater to the need of the to develop plans for growth. market size and not the capabilities of the

June 2014  |  23

TechKnow | Riverbed

What’s the profile for some of the Transformers in the region in terms of segments and motivation for adopting the new technology? Business leaders across different sectors and segments in the region are starting to realise how trends such as big data, social media, mobility and cloud computing are changing the way IT co-exists within the organisation’s business model, and within the relationship dynamics with its customers. Being a Transformer company means to first understand and appreciate the value of IT and how it can enhance business performance, productivity and profitability. Our findings in the region are pretty much in line with the regional increase in IT spending. In fact, 23% of companies in the Middle East are Transformers as opposed to 25% in the Europe, Middle East, and Africa region. We strongly believe that this number will rise soon as 44% of enterprises in the region consider innovation as a top IT priority, whether it’s networking or data centre consolidation. Transformer companies in the region perceive these new technologies as representing a significant opportunity to innovate, improve efficiency and provide differentiated customer experiences in highly competitive marketplace. It is important for Transformers to embrace change before their competitors in order to differentiate themselves. To get a clearer understanding of how these Transformer companies think, 47% of companies see innovation as a driver of IT strategy whereas 60% consider technology as a driver for innovation. Transformers prioritise consolidation and new architecture over other factors while non-Transformers prioritise maintenance and ongoing operations, thus efficiency. How can Riverbed help those organizations ready to take the next step? Although sometimes business leaders tend to take a proactive approach on deploying new technologies, poor infrastructure can definitely hamper these innovations and in

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Transformers are those companies ready to adopt new technology and required investments in IT and technology. Taj El-Khayat, Managing Director, Middle East, Turkey, North, West, and Central Africa for Riverbed discusses how the company partners with these trail blazers. Taj El-Khayat Managing Director, ME & Turkey Riverbed

Front-Runner turn their respective investments. In fact, only 9% of the companies in the Middle East realize this intertwined relationship between infrastructure and expected results following the implementation of an IT project. Also, 42% of the organizations do not demonstrate an ability to establish a clear relationship between IT investment in networking and/or infrastructure. Therefore, Riverbed is making efforts to educate the market through its partners and the channel community who are invited to act as consultants for endcustomers on the whole IT architecture and their investment choices. Riverbed offers an Application Performance Platform to organisations who are keen to take the next step towards innovation. It also provides

companies with customer support services to adopt innovation and secure ROI while providing an enhanced end-user experience. The Riverbed platform is the only complete solution in the market that optimizes application and data delivery and provides the end-to-end visibility to detect and fix performance issues before end users notice any problem. It is estimated that 27% of technology investments are achieving optimal impact on employee productivity. Riverbed clearly realizes the impact of end-user experience on business performance and therefore puts it at the centre by ensuring business-critical applications perform as they should. Also, given the findings of the recent Transformers survey commissioned by Riverbed, 43% of technology investment

failures can be traced back to network/ data centre performance issues. In this framework, Riverbed can support organizations by deploying a data centre consolidation project or providing them with a unique and holistic Riverbed Performance Management (RPM) suite to enhance their network performance monitoring capabilities and equip them with the ability to detect IT glitches at an early stage before business and profits are affected. What effect on their business, and bottom-line, will organizations realize when they adopt the “next big thing”? Today, expensive applications offering the promise of improved business performance are failing to maximise their potential at a substantial cost to the company. This is because they fall short of being the next big thing. As resources become even scarcer, organizations have to carefully plan their investments and aim at achieving resource efficiency while targeting at innovating and leveraging existing technology. In fact, 41% of applications fail to realize the expected ROI of their IT investments due to wrong decisions or lack of coherence and consistency in the IT infrastructure that impedes the achievement of optimal results and allows IT glitches, thereby delaying users and draining productivity. New technologies are supposed to be the driving force behind innovation, and as such, if the applications underperform, so does the business. By adopting the next big thing, companies will still be able to reap the benefits of their innovation appetite while preventing any innovation value leakage. Transformers enjoy greater productivity and about 64% expect ROI on most or all of their new technology investments within 2-3 years. How crucial is the Middle East market to Riverbed’s larger EMEA, and global, objectives The Middle East market is one of the top

priorities for Riverbed mainly because it showcases an appetite for innovation in addition to the other business basics including, resource efficiency, improved employee productivity, and cost reduction. The latest figures from Gartner suggest that IT spending in the Middle East could reach US$ 211 in 2014, with an 8% percent increase from 2013. The Middle East can be considered as one of the fastest regions in terms of growth. In addition, regional governments are suggesting initiatives focusing on smart cities and putting IT at the centre stage of their services. The booming IT landscape could reap many opportunities for a company like Riverbed. Hence, we are determined to increase our presence in the region and deepen our relationships with our channel partners and regional partners to create rewarding opportunities. How is Riverbed itself responding to all these changes brought on by cloud, social media, etc.? Riverbed has undergone a transformation and evolved from a mono-product company started with Riverbed SteelHead to encompass a wide array of products in response to critical business problems including, Riverbed SteelFusion, Riverbed SteelApp, and Riverbed SteelCentral. Today, Riverbed offers the industry’s most complete application performance platform to allow customers to host applications and data in any location, regardless of distance, while ensuring the flawless delivery of applications and data. Under this platform, Riverbed champions the concept of location-independent computing which has been the idea behind the solutions the company has brought to the market for years. As companies strive to meet their business objectives faster and in a cost-effective manner, the Riverbed Application Performance Platform will be paramount. For example, Big Data is posing a big storage challenge for businesses across the Middle East. Riverbed SteelFusion

solves the problem of delivering block storage over the WAN enabling organisations to centralize their data while ensuring applications on the edge perform at LAN speed. Large corporations are enabled to consolidate and centrally manage remote servers and storage, streamline data protection, continue operations even during network outages, and improve security without affecting performance. Are you advocating for 360 degree IT transformation or scale out of existing infrastructure and if so how would Riverbed come in under both conditions? Transformational IT projects such as cloud implementation or others can yield huge savings and efficiencies. However, expectations of improved business performance, and other benefits are definitely undermined by infrastructures unable to support leading-edge technology. An infrastructure that is not equipped to handle leading-edge applications will pose challenges. To overcome these and ensure technology investments deliver optimal value, organizations need to consider increased skills/resources and increased security threats along with aligning the IT infrastructure with the company’s core business. At Riverbed, we firmly believe in the need to make companies understand the need to strike a balance between investment in macro trend technology and the back office that will support it. Through our channel program, we are making conscious efforts to reach out to end-customers and encourage our partners to act as consultants. Companies need to bear in mind the need to secure the right levels of investments across the IT function and develop a balanced IT operation that combines innovation with consistency. In fact, we would advise companies to reduce their IT spending on adding new applications onto existing infrastructures. June 2014  |  25

TechKnow | Veeam

Gregg Petersen Regional Director, ME & SAARC Veeam

Collaborating for a stronger datacenter Veeam is collaborating with NetApp to create a new data protection solution for the modern data center to enable the always-on business. Through this partnership, Veeam will integrate its Backup & Replication solution with NetApp Snapshot, SnapMirror and SnapVault.Gregg Petersen, Regional Director, Middle East and SAARC elaborates on the milestone in Veeam’s ongoing mission to enable the always-on business by providing data protection to the modern data center.

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Discuss the details of the product integration following this technology partnership? NetApp is no doubt one of the major players in the storage world, and one of its best and most known feature is its snapshot technology. Efficient, space saving, with basically no impact on production workloads, NetApp users has always relied on this technology to protect their data. The power of NetApp has always been in its software: the ONTAP operating system offers a full-featured storage platform, and the snapshot technology is the starting point for more advanced protection solutions like SnapMirror (data replication towards another NetApp system) and SnapVault (data backups). Our Veeam Backup & Replication also uses snapshots a lot. When it connects to a VMware infrastructure to protect your virtual machines, everything starts with a snapshot; regardless it’s going to be a backup or a replica. And it’s a software solution, just like ONTAP. The Veeam and NetApp partnership is deeply technical and delivers three key capabilities: The first is the ability to perform data backup with almost zero impact to the existing infrastructure by leveraging NetApp’s fantastic storage snapshot technology. This unlocks more frequent backups for offsite and archive. Veeam allows recovery operators to reach into a storage snapshot and recover individual machines, files and application items. This means

that our customers can have more recovery points to roll back from, down to minutes apart, but maintain the ability to perform granular recovery. It’s like having the ability to have a zero-impact ‘undo’ button for all virtual machines, email and files. The ability to have Veeam move backups offsite using the power of the NetApp storage array. This helps customers conform to the 3-2-1 rule of data protection – Three copies of data (one in production), on two different media, one of which should be offsite. What challenges does it resolve for a data centre when it comes to data backup? Veeam Backup from Storage Snapshots connects directly to any NetApp FAS (FabricAttached Storage), V-series and Edge VSA with Data ONTAP 8.1 or later, without requiring an intermediate “proxying” ESXi server. It does not temporarily mount a LUN clone to a host as a datastore, but rather reads data directly from storage snapshots with our patent pending technology, removing many unneeded steps that take lots of time. Unlike competing solutions, our implementation can also leverage CBT, so collectively backup execution times can be lowered up to 20 times. This means for customers the shortest possible backup window, the lowest impact on production virtual machines, and the maximum RPO. NetApp users often use their storage systems not only with block volumes, but with

NFS too. Veeam is not going to change the way you use your storage: we developed proprietary, optimized NFS client, and we are able to run Backups from Storage Snapshots even when your VMware virtual machines are running off an NFS share hosted by NetApp. Do you see this suiting data centers, small to big? We see this integration as a perfect fit for any NetApp customer, regardless of their size. As Netapp built its success story with a unified operating system used across their entire array range, we offer a solution that works with any FAS and V array, from the smallest ones to the largest clustered mode installation. We know Netapp has a strong presence in datacenters, together with

our capabilities to manage the two main hypervisors in the market, and also VMware vCloud Director, surely we see data centers of any size as a potential target. What is recovery point objective? How is this improved in the solution that takes backup from storage snapshots? Storage snapshots have always been the preferred solutions for those customers willing to achieve high RPO (Recovery Point Objective) values. This is especially true in environments with 24x7 operations like service providers, data protection activities are executed while workloads are running; lowering the load onto the storage as much as possible is then a high priority. One of the

best ways to reach this is to operate directly at the storage layer, using storage snapshots that can be executed without involving the hypervisor. Not all storage is equal, and the level of performance guaranteed by the storage snapshot technology changes by the vendor. NetApp has a rock solid reputation around its proven snapshot technology: it can be used as “point in time” recovery sources inside the primary storage itself, and its efficiency makes it possible for the creation of a large number of restore points, without any impact on production workloads, even during working hours. Those snapshots can be replicated to a secondary (and often remote) storage system using SnapMirror, and finally

archived thanks to SnapVault. Does this only address backups from a pure virtualized environment or is this also meant for a heterogeneous environment? Veeam has focused from the very beginning on virtualized environments. We have always maintained that this would be the future, and every year that we witness growth in virtualized workloads is a validation of our vision. In addition, the freedom that came from not supporting our legacy environment gave us the possibility to introduce ground-breaking technologies like our patented Instant VM Recovery that works best with virtualized environments.

June 2014  |  27

Insight | A10 Networks


he Internet is possibly the most critical resource for businesses today. As an information-driven economy, organisations are growing increasingly dependent on Internet connectivity as tasks previously driven by call centres or surface mail move online. Behind the scenes, complex infrastructure allows citizens and businesses across the world to process millions of Internet related transactions every second. The loss of Internet connectivity, even for a few minutes, can dramatically and negatively impact organisations of all shapes and sizes, leading to significant financial loss or damage to reputation. As websites become more business and mission critical they naturally become a candidate for malicious attacks for a variety of reasons. Webservers and Application Delivery Controllers (ADCs) The Internet has matured quickly from simple static websites to an environment that hosts complex, powerful, dynamic applications. Improvements in web application responsiveness are a now a key enabler for cloud computing, ecommerce and related improvements in data centre design and optimization. ADCs are becoming critical central aggregation points for application traffic. ADCs are now a mature and established tool in the arsenal of the network designer, extremely effective at providing application acceleration, sophisticated load balancing and high availability, application level security, IPv4/

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The notion of using the ADC as in effect a next generation firewall is starting to become a realitywrites Glen Ogden, Regional Sales Director, Middle East at A10 Networks. Glen Ogden Regional Sales Director, ME A10 Networks

Application Delivery Controllers in transition IPv6 migration support, and Carrier Grade Network Address Translation (CGNAT). ADCs sit at the boundary between data centres serving web applications and the wider Internet, effectively acting as a load balancing proxy and intelligent cache for application transactions and content. ADCs also provide value-add security and performance features to improve information security and availability. These security features include SSL Offload, SSL Intercept,

pre-authentication, Web Application Firewall (WAF), and DDoS mitigation. Typically a high-end ADC will also include custom scripting to enable Deep Packet Inspection (DPI) and manipulation of both traffic and endpoint information. The evolution of threat and response This deployment of distributed web applications behind ADCs, within highly virtualised datacentres, serving users via the Internet is becoming the dominant

template for application delivery. The first part of creating a better security framework must start with fundamental coding and application design. The many software layers and components needed to create an application, together with the need to regularly patch operating systems and third party extensions all pose risks. So it remains a key requirement for InfoSec professionals to mitigate as many threats as possible while

Insight | A10 Networks

from the servers they are on route and applications whether that be at “We are looking for partners who are interested in themselves onto the firewall or the growth and profitability. Then we invest more in this the ADC, using a ADC. partner by giving him a program that will give him a combination of Security attacks differentiation in the market in terms of profitability DPI, WAF, preare becoming authentication and capability" increasingly and SSL Intercept sophisticated, features. The ADC subtle, and where SSL keys are managed, attacks that either try to offers centralised security ‘volumetric’ in nature, and the whether secure sessions overwhelm the target with control that can establish issues are simply not going should be passed through, secure channels, authenticate, away in – given the absence of traffic or consume resources inspected, re-encrypted or thereby stifling legitimate user authorise, enforce intrusion greater Internet controls and forwarded as plaintext. sessions and resources, the prevention and alleviate any major improvements in Another area where ADC needs to be capable of application attacks, with online identity tracking. the DPI capability offered dealing first with volumetric full reporting capabilities. In essence, DDoS attacks by the ADC can help is in attacks in a highly scalable Both current and future typically flood a webserver or mitigation of a known issue or manner, as well as possessing applications can have a policyIP address range with a huge remediation of an underlying intimate knowledge of what is based security procedure volume of data generated by application security weakness ‘acceptable’ Layer 4 and Layer without any recoding of the malware that has infected (such as poor business rule 7 flow behaviour over time. application. thousands or even hundreds handling, or SQL Injection Since the ADC acts as the In summary, the notion of thousands of machines vulnerabilities in a legacy gatekeeper for all transactions of using the ADC as in effect across the Internet. Attacks application for example). An flowing to servers, these a next generation firewall is may further stress servers by ADC equipped with a Web devices have to demonstrate starting to become a reality. making requests that each Application Firewall (WAF) can As more applications head generate a larger response – so extremely high throughput, assist with PCI compliance, whilst performing L4/L7 onto the web, the role of the called amplification attacks. and potentially turn around DPI of both plaintext and ADC will become more critical. Since there may be multiple serious vulnerabilities very (increasingly) encrypted (i.e. From humble beginnings as types of DDoS attack in quickly. ADCs therefore act as SSL/TLS) message streams. simple load balancers, the operation – some volumetric, both a strategic and tactical The latest generation of ADC modern ADC is increasingly some perhaps more subtle appliance typically incorporates tool in the security context, useful as an addition to the – one needs a range of by understanding applications dedicated hardware ASICs (or security armoury. Information strategies in place to mitigate intimately, and working in programmable chips called security professionals would these attacks. tandem with conventional FPGAs) in order to be able to do well to utilise its Deep firewall, anti-virus and intrusion Packet Inspection, DDoS analyse packets at wire speed The role of the ADC for handling volumetric attacks. detection/prevention systems. protection and SSL Intercept Whilst the ADC can shield It is also possible to With an ADC the network capabilities as part of a multi the web applications servers offload security functions designer is also free to choose layered security architecture. from Denial of Service (DoS)

A10 Networks – Thunder 6630


10 Networks has introduced the Thunder 6630 Application Delivery Controller (ADC) with flexible 10GbE/100GbE interface options and throughput of 150Gbps. Thunder 6630 is based on A10’s innovative Advanced Core Operating

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System (ACOS) software. The ACOS platform is an application networking software architecture optimized for 64-bit multi-core processor systems. In order to maximize the capabilities of these increasingly dense multi-core CPUs, ACOS implements a

proprietary shared memory architecture that scales more efficiently than conventional memory management architectures. This shared memory architecture enables A10 products to utilize these increasingly common multicore CPUs efficiently and scale

performance with increasing CPU cores, enabling ACOSbased products to process two to five times more web transactions in certain head to head product comparisons per unit of computing and memory resources, power, rack space or list price.


ZoneFlex R300 Overview: The new Ruckus ZoneFlex R300 is arguably one of the industry’s highest performing and lowest cost dual-band, two-stream 802.11n Smart Wi-Fi indoor access points (APs) capable of delivering an aggregate data rate of up to 600 Mbps. Aimed at the price-sensitive small business market, the R300 is also ideally suited for small venues and enterprises with many branch locations. With Cloud computing and the proliferation of embedded Wi-Fi in all types of devices, Wi-Fi has become a mission-critical utility for small businesses. As a result, they are now replacing SOHO-class, standalone access points with more robust, enterprisegrade wireless LAN (WLAN) solutions that are simple to deploy and operate while meeting their budget requirements. Developed to directly address these issues, the Ruckus R300 redefines Wi-Fi for the low end of the WLAN market by combining costeffectiveness with a rich collection of enterprise functionality and enterprise-class service and support options. Key features: • The next generation Ruckus ZoneFlex R300 is an entry level 802.11n 2x2:2 dual-band 2.4GHz and 5GHz concurrent access points designed for bandwidth hungry and latency sensitive applications such as Voice and Video over Wi-Fi. • These APs boast Ruckus patented adaptive antennas deliver BeamFlex. This technology works in conjunction with Ruckus’ advanced channel optimization to provide industry-leading wireless performance. • Unlike any other 802.11n wireless solution in its class, the ZoneFlex R300 combines patented adaptive antenna technology and automatic interference mitigation to deliver consistent, predictable performance at extended ranges with up to an additional 4dB of BeamFlex gain on top of the physical antenna gain and up to 10dB of interference mitigation.

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Barco PFWU-51B

Overview: Barco PFWU-51B is a 4,650 ANSI lumens, WUXGA, singlechip DLP projector from the manufacturer’s corporate AV portfolio which includes an extensive range of single-chip and three-chip DLP business projectors – with brightness levels from 5,000 up to 10,000 lumens, and a broad range of resolutions from XGA to WQXGA. The projectors are designed specifically to foster smarter collaboration in the workplace. The compact 4,650 ANSI lumens projector with WUXGA resolution is the perfect fit for a meeting room's projection. This elegant white projector is ideally suited for a contemporary office space. It features a stylish design that seamlessly blends in with your office interior and produces high-quality images with an unmatched level of detail and contrast. It is button-free and cablefree for simple operation and less clutter Key features: • Reliable DLP technology for true ease of mind • Easily upgradable with future connectivity add-ons • Low cost of ownership thanks to DLP technology and sealed optics • Preset image modes that allow for flexible color management • Intuitive control menu with the most common features at your fingertips • User-friendly remote control that features just one button Button-free and cable-free for simple operation and less clutter

Dell DR6000

Overview: The latest addition to Dell’s DR series of deduplication appliances, the DR6000 is designed specifically for larger enterprises, offering users more than double the raw capacity and greater scalability than the DR4100, which is optimized for small- to mid-size organizations. The DR6000 is engineered to support larger enterprises and scales up to 180TB of usable post-RAID capacity using four expansion shelves in configurations of 9, 18, 27 and 36TB. It utilizes Dell’s global, block-based inline deduplication and compression technology to reduce the amount of backup storage capacity needed to protect your data. The DR6000 supports NFS, CIFS , OST and RDA (Rapid Data Access) protocols and also includes support for a Dell Rapid NFS and Rapid CIFS technology, which helps speed the ingestion of file shares backed up using NFS or CIFS.

Key features: • These purpose-built backup solutions are easy to install, deploy, and manage. • All-inclusive licensing reduces acquisition costs, while compression and deduplication technology significantly reduces data backup storage requirements up to 93 percent and replication bandwidth requirements by 15x. • The DR Series systems are integrated with NetVault Backup software and the Rapid Data Access (RDA) plug- in, ensuring that you have a choice of source or target deduplication to help optimize backup performance. The DR6000 also supports Dell’s Rapid NFS and Rapid CIFS plug-ins to accelerate source-based NFS/CIFS backup performance. • With ingest speeds up to 22TB/hour you can easily meet your backup window and recovery time objectives. • The appliances support leading backup applications, including NetVault Backup, vRanger ,AppAssure, CommVault , Symantec and many others.

DAP-3410 Wireless N Exterior Access Point Overview: The DAP-3410 Wireless N Exterior Access Point is the ideal solution for expanding the coverage and signal strength of any wireless network. Built to withstand harsh environments, the DAP-3410 also excels in connecting separate networks that cannot be joined physically using traditional medium. Multiple operating modes, network management tools, and securityfeatures gives network administrators a wide range of choices for deploying the device, allowing for the addition of increased connectivity to wireless network-enabled devices. You can expand current wireless network capacity with the latest 5 GHz 802.11a/n wireless connectivity. In addition, two 10/100 Ethernet ports (one supporting PoE) allow for further physical expansion using traditional wired medium. The built-in 10 dBi sector antenna has a high power output6 ensuring that wireless coverage will cover even hard to reach locations. The DAP-3410 features seven multiple operation modes, allowing it to adapt to any situation. As a standard wireless access point (AP) the DAP-3410 can connect to a wide range of devices that are 802.11n/g/b compliant. In wireless distribution system (WDS) mode it can expand current wireless coverage without the need for a wired backbone link. As a wireless client it can connect to an existing AP and expand the network physically with the two built-in 10/100 Ethernet ports. Repeater mode will extend current wireless coverage eliminating dead spots and weak signals. WISP mode functionality includes the ability to function as a client or repeater. The DAP-3410 supports up to 8 SSIDs, allowing the administrators to logically divide the access point into several virtual access points all within a single hardware platform. The DAP-3410 provides WLAN partitioning, auseful function for deployments such as wireless hot spots. Key Features: • 5 GHz 802.11a/n Connectivity for Increased Network Capacity • High Power Radio Design2 • Built-in High Gain Sector Antenna • Waterproof IPX6 Standard3 • Wireless 802.11n/g/b, compatible with 802.11b and 802.11g devices • Up to 300 Mbps4 • Two 10/100 Ethernet ports • WPA/WPA2-Personal/Enterprise • 64/128 bit WEP Encryption • Proprietary PoE Design • PoE Passthrough5 • Wall/Pole Mount Included

June 2014  |  33

Stats & Trends

Server shipments grow but revenue declines


orldwide server shipments grew 1.4 percent in the first quarter of 2014, while server revenue declined 4.1 percent year over year, according to Gartner, Inc. "The first quarter of 2014 produced relatively weak growth on a global level with a variation in results by region," said Jeffrey Hewitt, research vice president at Gartner. All regions showed a decline in either shipments or revenue except for Asia/Pacific. Asia/Pacific posted a 3.3 percent increase in revenue and an 18 percent increase in shipments. In Japan shipments increased by 13.5 percent, but revenue declined by 9.2 percent while in Western Europe shipments declined by 4.8 percent and revenues rose 6.7 percent.” "x86 servers managed to produce an increase with growth of 1.7 percent in units for the year and 2.8 percent in revenue," Mr. Hewitt said. "RISC/Itanium Unix servers fell globally in the first quarter of 2014 — down 19.9 percent in shipments and a 16.9 percent decline in vendor revenue compared with the same quarter last year. The 'other' CPU category, which is primarily mainframes, showed a decline of 37.6 percent year over year in terms of revenue."In terms of server form factors, x86 blade servers decreased 3.9 percent in shipments, but increased 5.2 percent in revenue for the quarter. The

rack-optimized form factor climbed 1.4 percent in shipments and 1.7 percent in revenue in the first quarter of 2014. In Europe, the Middle East and Africa (EMEA), while server shipments continued to decline in the first quarter of 2014, revenues grew for the first time after 10 consecutive quarters of year-overyear declines. Server shipments totaled 547,900 units, a decrease of 6.1 percent from the first quarter of 2013 (see Table 4). Server revenue totaled $3.0 billion, an increase of 2.5 percent in the first quarter of 2014 (see Table 3). “Although shipments contracted, the fact that the server market has finally shown revenue growth will be a welcome relief for server vendors,” said Adrian O’Connell, research director at Gartner. “The business environment in EMEA remains challenging, but the severe declines that we’ve witnessed in the non-x86 product segments have abated, at least in the first quarter of 2014.” From a regional perspective, Eastern Europe experienced the largest revenue decline of 14.5 percent in the first quarter of 2014. Server revenues in the Middle East and Africa region declined 3.6 percent, but Western Europe achieved an increase of 6.7 percent in revenue. In the first quarter of 2014, x86 server revenue increased 3.4 percent, while

RISC/Itanium UNIX revenue declined 3.4 percent and the Other CPU segment revenue increased 8.6 percent. “Platform migrations continued to be a factor but the rate of these declines has slowed and the worst rates of decline may be behind us,” said Mr. O’Connell. In the first quarter of 2014 HP extended its revenue share lead with 5.1 percent growth, despite experiencing a slight decline in server shipments. HP continued to improve its execution and also benefited from its competitors’ difficulties. Second-ranked IBM continued to suffer from cyclically weak product lifecycles, but its 8.7 percent decline was also compounded by additional weakness for its x86 business. Third-placed Dell suffered when compared to a particularly strong first quarter in 2013. “After some challenges in 2013, vendors will be relieved to see 2014 get off to a relatively good start,” said Mr. O’Connell. “The demand environment is stabilizing but challenges remain. We expect users will continue to be conservative in their investments for some time and platform migrations will remain a challenging factor. We are likely to see revenue growth in 2014, but the reality is that the market is operating from a significantly lower level than it was prior to the downturn in 2008.”

1Q14 Revenue

1Q14 Market Share (%)

1Q13 Revenue

1Q13 Market Share (%)

1Q14-1Q13 Growth (%)









































Company HP


Source: Gartner (May 2014)

34  |  June 2014

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