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A retrospective in the first quarter T

he first quarter is drawing to a close and from some conversations with industry insiders over the past month, I have heard that the industry’s performance has not met the promise anticipated at the beginning of the year. It has been on the slower side and distributors are hoping that action picks up in the second quarter. Like in past several years that I have been interacting with this industry, I am led to believe that January saw a slow take off after the yearend holidays spilling over to the first few days of January. And by the 3rd-4th weeks of January, there was about a month’s time left to meet some last minute targets while closing the current fiscal in the case of many companies, which unleashed a great sense of urgency. There has been a lot of buzz being built up with the help of several IT industry events in the early part of the year. Many vendors have swung into action after a slower start in the first month of the year with their partner shows. Engagement with customers and partners on the sidelines of forums they organize or are part of are therefore invaluable because it gives them live feeds of market trends. With the industry being in the midst of a very competitive phase, it is imperative that this market engagement is never stalled because of individual schedules. Therefore it behooves that companies send in people who are road warriors to participate at such forums and then they come back with detailed reports that not only offer specific customer leads but also address other areas such as how is competition approaching them, other upsell opportunities likely in future etc. This already happens with many companies but now it needs to be widely employed by the rest of the industry participants. Leads come to those who seek.

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 Story - 18

Acceleration to IP surveillance

IP surveillance market continues to be one of the robust segments as the market size further widens

New in Detail

IDC CIO summit draws focus on defining trends - 10 Finesse Launches Fintellix - 11 Techknow

Focusing on IP Surveillance - 12

Sonia Sebastain, Director, Security at SNB Middle East discusses the distributor's focus on IP surveillance

Seamless Management - 14

Raj Sabhlok, president, ManageEngine discusses the company’s focus on real time IT Management

Networked Society - 22

Omar Alsaied, Middle East Carriers Sales Director, Ciena, discusses what the company took from the Mobile World Congress

A Safe Bet - 24

Kaspersky Senior Security Researcher, MohammadAmin Hasbini explains key focus areas for the The Global Research and Analysis Team at Kaspersky


Rising to the challenge - 26

Aji Joseph, General Manager at RadarServices Middle East writes that IT security for SCADA systems is a challenging but solvable task.

The Next-Gen Workspace - 28

The next generation workspace would be radically oriented in favour of true mobility is among the insights that Johnny Karam, Regional Vice President, MEA, Citrix shares in this article


News Bytes Eyetech Stats & Trends

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News Bytes

Brocade appoints new Regional Director Brocade has announced the appointment of Yarob Sakhnini as Regional Director for the Middle East, Mediterranean and Africa (MEMA) region. He will be responsible for leading the sales and pre-sales engineering teams as well as planning and executing channel and marketing strategies to help grow Brocade’s business in the region. Yarob believes that Brocade’s innovative technology coupled with favourable market trends augurs well for the company. “Brocade is a leading networking vendor with a holistic approach to building complete data center network infrastructures ranging from our market leading Ethernet Fabric technology to our storage networking to software-defined networking." "The region is experiencing momentum in two areas. The first is data center buildouts and consolidation to construct public and private clouds and the second is major infrastructure buildouts for public services like health and education. Both these areas mesh perfectly with Brocade’s plan and focus areas from a technology standpoint as well as our partner ecosystem,” adds Yarob.

4  |  March 2014

NetApp introduces Unified Scale-Out Storage and Virtualization solutions With more organizations embracing cloud mandates and moving quickly to flash-accelerated, shared storage infrastructures, NetApp has introduced new enterprise storage systems and enhanced software designed to accelerate the broadest range of virtualized applications. The new NetApp FAS8000 series is arguably the first enterprise storage system to unify SAN, NAS and storage virtualization into a single hybrid array. It is NetApp’s first FAS platform designed specifically for scale-out storage environments built on clustered Data ONTAP. The new Flex Array virtualization software enables existing storage to be managed by Data ONTAP for a greater return on investment and makes legacy storage cloud-ready. The software enables the FAS8000 to virtualize and manage third-party arrays and delivers a nine-month payback guarantee. George Kurian, Executive VP, Product Operations, NetApp, said, “As they adapt their IT operations to improve service delivery and embrace cloud mandates, CIOs recognize the advantages of shared storage infrastructures. Our proven, flash-accelerated FAS enterprise storage systems combine scale-out innovation and rich data management capabilities in a single unified platform. Our new FAS8000 series and enhanced software offerings allow customers to respond quickly to changing business needs, move seamlessly to an era of unbound clouds, and eliminate the overprovisioning of people, time, and money.”

Alcatel-lucent collaborates with Intel Alcatel-Lucent is expanding its collaboration with Intel Corporation to help operators worldwide improve their time to market and operational efficiency, and to drive the creative development of new products and services for consumers and business customers with the use of cloud technologies. Specifically the expanded collaboration will focus to accelerate the development of three Alcatel-Lucent platforms optimized on Intel architecture to improve performance and scale. These include the Virtualized Radio Access Networks (RAN) portfolio which entails developing and optimizing Alcatel-Lucent’s LTE and LTE-Advanced wireless products; developing and optimizing Alcatel-Lucent’s Cloud Band NFV platform including joint contributions to the Open source community and a push to accelerate service provider testing, validation and deployment of NFV technology and product as well as High-performance Packet Processing for advanced IP/MPLS platforms and functions. Michel Combes, CEO, Alcatel-Lucent, said, “As we outlined in The Shift Plan, it is critical that we lead that change by working with the best and brightest partners who can break down the barriers between IT and networking. In working together with Intel a world leader in computing technology - Alcatel-Lucent will continue to be positioned at the forefront of innovation as operators rapidly move to the cloud.”

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Veeam reports record revenues Veeam Software announced record revenue results for the fourth quarter and full year of 2013. This marks Veeam’s 24th consecutive quarter in which quarterly bookings revenue has grown by more than 50 percent over the same period during the previous year. In 2013, annual bookings revenue grew 58 percent over 2012, while new license bookings revenue increased 53 percent over the same period. Total bookings revenue grew 55 percent in Q4 of 2013 compared to the same period in 2012; new license bookings revenue increased 52 percent over that same period. Veeam dominated in the countries around the ME region in 2013, experiencing a boost following a 113.7 percent customer growth and a 148.9 percent increase in its bookings revenue. It also grew 148.7 percent in new licenses bookings revenue. “Veeam’s success in 2013 is a testament to the success of Veeam Backup & Replication v7, which once again raised the standard for protection for the modern datacenter,” said Ratmir Timashev, CEO of Veeam.

6  |  March 2014

Teradata Hosts Teradata Universe Conference in the UAE Teradata hosted the Teradata Universe Conference in Dubai, United Arab Emirates. The 4th edition of the conference ran from 10-12 February and highlighted how the global surge in data volumes is changing every major industry and every aspect of consumers’ daily lives, creating the need for analytic solutions for enterprises. Held annually across key markets in Europe, Middle East and South Asia, Teradata Universe brings together business and technical professionals to share insights and best practices to help create true data-driven strategies using a Unified Data Architecture. Over the course of the two-day conference, senior representatives from Teradata came together with the company’s expansive base of customers, partners and prospects to exchange ideas, highlight challenges and showcase the latest innovations from Teradata available for any industry . Eric Joulié VP, Southern Europe, MEA, Teradata Corporation said, “ Today, enterprises in the Middle East share a visionary outlook on how this surging amount of data can be managed and leveraged to drive the business. In line with the needs of the region, Teradata is consistently investing in the Middle East to expand its professional services team to create a pool of resources ready to be utilized locally and within EMEA."

EMC strengthens mGovernment vision EMC recently participated at the Government Summit that was held in Dubai from the 10th to 12th of February to discuss the future of effective government services and create an interactive platform for building Smart Cities in the region. The second edition of the event, held under the patronage of His Highness Sheikh Mohammed bin Rashid Al Maktoum, Vice-President and Prime Minister of the UAE and Ruler of Dubai, hosted an audience of over 3500 prominent senior dignitaries, ministers and government officials in addition to visionary heads of enterprise, decision makers and CEO’s from across the region to share ideas and best practices to build a sound foundation for the advancement of government services. In line with its commitment to UAE’s Vision 2021, EMC sponsored the Government Summit to highlight the role of transformation technologies to boost information sharing, drive security and enhance service delivery to enhance the lives of citizens and expats across the region. At the event, Mohammed Amin, Senior Vice President and Regional Manager, Turkey, Eastern Europe, Africa, and Middle East, EMC engaged in an insightful panel discussion titled, ‘Impacting the Future Government Services; How Technology can enhance the life of Citizens’. The Panel saw him address the role that transformational technologies can play in boosting collaboration between the federal and local governments through the creation of secure, centralized and reliable information infrastructures.

News Bytes

Brocade to enable partners to deliver SDN solutions Brocade announced the rollout of an enhanced channel program, including a new component specifically designed for software networking partners. The Brocade Alliance Partner Network (APN) channel program further expands the company’s mission to lead the Software-Defined Networking (SDN) market by including SDNfocused deal registration and demo program discounts, as well as a global reseller initiative for Brocade Vyatta vRouter products. The program enables partners to increase profitability and enhance skillsets through software networking-specific materials, sales and technical kits, updates to existing channel enablement platforms, demos and technical and sales training. Bill Lipsin, Vice President of Global Channel Sales and Marketing at Brocade says, “With the introduction of the Brocade Vyatta 5400 vRouter into the channel and the new SDN-focused APN program initiatives, Brocade is delivering on its promise of empowering partners to succeed while furthering its existing business and technology efforts.”

8  |  March 2014

FVC signs up with Edgewater Networks FVC has signed a distribution agreement with Edgewater Networks for its EdgeProtect series of Enterprise Session Border Controllers (ESBCs). The EdgeProtect series will be a key addition to FVC’s Unified Communications portfolio that include video conferencing and video streaming. The new product range is ideally suited to SMBs that are extending the benefits of video collaboration beyond the conference room to mobile employees, business partners and customers. “We are continuously evaluating new and complementary technologies to add to our portfolio and the EdgeProtect 7000 Series enhances our current video conferencing platform, providing our customers with a more useable, manageable, and operational Unified Communications solution for video,” said K.S. Parag, Managing Director at FVC. “In a region where small and medium businesses (SMB) are increasingly adopting video communications, we see exciting new possibilities with this partnership with Edgewater Networks across the MENA region.” The EdgeProtect Series resolves key challenges for video faced by small and medium businesses including firewall traversal, device interoperability, provisioning of mobile clients, quality of end-user experience and security.

Etisalat and Huawei outline 40Gbps GPON Technology roadmap

Etisalat Group and Huawei have announced the signing of a new agreement that will see the two companies - for the first time in the region - working together to trial ultra-fast 40Gbps GPON Technology across Etisalat Group footprint in the coming four years. Etisalat Group and Huawei outlined the roadmap for trialing a first of its kind 40Gbps fiber network that can eventually offer more reliable, faster, and affordable broadband telecommunication services to households and businesses. The project is based on GPON (Gigabit Passive Optic Network) technology, which can provide the speed and bandwidth required for seamless services including voice over IP, high-speed Internet, and IPTV. “The future of the digital society remains a promising one as people, businesses and cities become more profoundly connected through vibrant information and communication technologies,” says HatemBamatraf, Chief Technology Officer at Etisalat Group. “Etisalat Group remains committed to bringing its customers the latest and most advanced services. We have focused on constantly enhancing our networks, creating strong partnerships, and bringing innovative technologies to our markets”, he added.

News In Detail

Jyoti Lalchandani, VP & Regional Managing Director, META, IDC Group

analyzed the significant changes that have impacted the cybersecurity landscape over the last few years as a result of escalating advanced persistent threats. IDC recently predicted a significant increase in spending on security within the government, finance, and energy sectors of the Middle East, and the situation is showing no sign of abating with increasingly sophisticated threats forcing many local governments to set up national security authorities to monitor and protect their critical communications networks. Against the backdrop of this current predicament, a number of speakers addressed the impact of these developments on the implementation of so-called 3rd Platform technologies, and outlined a series of relevant new strategies that should be employed by CIOs across the region. The discussion then moved on

organizations in India and China to share a variety of revolutionary global best practices, with the aim of assisting the region's technology leaders in their triple-pronged quest to optimize their IT infrastructures, enhance the efficiency of their operations, and align their IT strategies with the wider business aims of the organization. Drawing on actionable insights from around the world, the session delivered advice on harnessing the full benefits of cutting-edge technology solutions while simultaneously ensuring that a strategic focus is maintained, business expectations are met, and maximum value is delivered. IDC's group vice president and regional managing director for the Middle East, Africa, and Turkey, JyotiLal chandani, brought the Summit to a close by outlining his predictions for the region's

IDC CIO summit draws focus on defining trends T

he 7th edition of IDC's annual Middle East CIO Summit held at Dubai's Jumeirah Beach Hote featured visionary discussions on what the new IT landscape will look like in 2020. It also highlighted the end-to-end technology transformation that is required to align IT with the evolving needs of today's business environment as the role of the CIO moves into the realms of business innovation. And there was much buzz around the Smart City concept as IDC's senior vice president for research, Steven Frantzen, presented a five-pronged approach for successfully developing a truly technologyenabled master community that utilizes the right blend of technical solutions to boost cost efficiency and raise the effectiveness of existing urban systems. Crawford Del Prete, IDC's chief research officer and executive vice president for worldwide research,

10  |  March 2014

to explore the role of technology convergence and the importance of redefining the network to create an open and simplified framework for business in a constantly evolving environment. "The way we define the network is rapidly changing thanks to the technological innovations that are emerging to combat the many challenges faced in the world of business today," said IDC's global CIO, Mitchell Rose. "CIOs are always asking how they can better manage their IT networks to ensure they are always optimized. As such, it is crucial that they fully understand the potential benefits of accommodating the future of software-defined networking: faster business decision making, a freeing up of resources for core business needs, and greater flexibility to address future business challenges." IDC also invited a number of international CIOs from leading

ICT industry in the year ahead, once again reinforcing the significant transformation that is set to take place. "IDC's latest findings indicate that over the next two years, more than 70% of CIOs will change their primary role from directly managing IT to becoming innovation partners that deliver information insights and value-added services to the enterprise," said Lalchandani. "It is now time for CIOs to examine their current roles and come to an understanding of what is expected of them. CIOs must adapt to what they think their role should—or should not—be, and other corporate executives must shape their own expectations about what the CIO role and its accountability should cover. And as with everything related to ICT, none of the CIO's current responsibilities are set to disappear — these are very much 'new' responsibilities."

News In Detail


inesse, a Red Herring Asia Top 100 company has launched ready-todeploy iCreate solution ‘Fintellix’ to help Banks expedite FATCA compliance in the region. This ready-to-deploy solution would help Banks to effectively address their FATCA compliance challenge. Fintellix for FATCA Compliance’ is a single comprehensive platform to track & report the FATCA status of customers. It enables a seamless flow of information from the Bank to the Regulatory authorities, with an emphasis on Data Quality, Data Integrity and Data Governance. ‘Fintellix for FATCA Compliance’ is a productized solution built by iCreate’s Banking Data Scientists with extensive knowledge of the Banking domain and FATCA regulations. With a short implementation cycle and minimal customization, the solution has been specifically engineered to help Banks and Financial Institutions achieve compliance quickly at low TCO. ‘Fintellix for FATCA Compliance’ easily integrates with the banks’ existing systems with minimal changes. It is scalable and extensible to comply with current reporting changes and future regulatory mandates. Fintellix for FATCA Compliance’ has the ability to analyze customer data. It prompts for missing data, which is necessary for FATCA compliance. These innovative features ensure that immediate FATCA requirements are addressed well. ‘Fintellix for FATCA’ solution also features a Customer Document Management Module, Enhanced KYC for FATCA compliance, Customer Classification, Tagging & Alerts, FFI Data Management, Transaction Data Management, Withholding Tax Calculation and API for recalcitrant customers. Future-ready features such as a fully configurable Rules Engine ensure that the solution is always ready to help bank’s respond to evolving regulatory norms Speaking on the occasion, Arya Pratihar, Region Head - MEA, iCreate said, “We felt that banks require a solution, which would help them focus on their

Ready-todeploy iCreate solution ‘Fintellix’ to help Banks expedite FATCA compliance in GCC Region.

Finesse Launches Fintellix

Fintellix for FATCA’ Solution: Key Differentiators • Configurable US Indicium process

business / growth priorities while complying effortlessly with regulatory requirements, such as FATCA. Fintellix is a product born from our experiential knowledge of the intricacies of banking data and best-of-breed analytical and reporting technologies. I am delighted that we have been able to develop a comprehensive product that not only addresses the tactical FATCA challenge, but also provides a future-proof platform for strategic compliance management”. Sunil Paul, COO, Finesse LLC added, “We are excited to launch FATCA solution in the Middle East with iCreate who has proven credibility and leadership in the Regulatory Reporting space. iCreate FATCA solution will add to Finesse’s Governance Risk and Compliance (GRC) offerings and our clients in the region will be assured by our excellent local support

• Provision for Automated/Manual FATCA Classification • Integrated Document Management Module • Automated Alerts System • Configurable Workflow • API Provision for Withholdings • Prebuilt External Feeds for Withholding System • Pre-Built templates for Customer Communication (W8, W9 Form) • Provision for Customer GAP Data Analysis • Pre-Built Semantic Layer • Single-view of Customer Accounts and Investments • Customer Reminders if documents expire • Document Storage and Retrieval • Historical Tracking of Customer Classification March 2014  |  11

TechKnow | SNB Middle East

which supports Video Analytics. The Decentralized feature along with storage space in the camera itself makes Mobotix unique. Beyond we offer centralized storage and an open platform VMS to comply with any customer requirements.

Focus on IP surveillance

For customers who already have analog systems deployed, how can you help in required upgrades with IP solutions? SNB can support a customer’s ROI on existing Analog Camera setup by giving an option of Encoder based solution, still getting the benefits of IP. However, the industry is focusing more towards changing over from Analog to IP due to many reasons, such as Better Sonia Sebastian Resolution, Video Analytic features, Director, Security Systems Remote Access flexibility, Scalability, SNB Middles East Redundancy possibility, LOSS less Play back, Multiple vendor integration, Connectivity through Wireless etc. The features and benefits of IP solutions usually leads customers to upgrade their existing setup to IP.

SNB Middle East is one of the fast emerging value-distribution companies in the industry. The value-added IT distributor specialises in storage and backup, networking, CCTV surveillance and IT security solutions and partners with several leading brands. Sonia Sebastian, Director - Security Systems at SNB discusses the trends in IP surveillance and the focus the distributor brings to this domain Discuss demand for IP surveillance solutions Surveillance is linked with Security. In today’s world, there is a rising concern about threats and a greater need for security everywhere. Hence sales in Video Surveillance Systems is seeing an year ion year growth. For improved security, “IP” based solutions are definitley the best options. The footages are securely archived from 30 days up to customer requirements. Are you positioned as an end-to-end IP surveillance solutions distributor? Yes SNB provides a complete solution

12  |  March 2014

set for IP security Surveillance. Our Offer includes, IP Cameras of Mobotix, Video Management Software of Axxon Soft, Active Networking of Allied Telesis or Enterasys, Storage of Infortrend or NexSAN, and UPS of InfoSec which is a new addition to our portfolio. If any Surveillance needs Wireless connectivity we offer Proxim. Are cameras in your portfolio coming with software for analytics? Or do you have separate solutions for video recording and analysis? The IP Camera we offer comes with its own Video Management software,

Do you have thermal cameras in your portfolio? Is there a growing demand for such cameras? Yes, Mobotix offers Weatherproof thermographicPoE cameras with 5MP sensors, thermal sensor of typically 50 mK and a temperature measuring range of -40 to +550°C / -40 to +1022°. Due to the high sensitivity, these cameras can be used at the high security areas even at the least light conditions. What are the value additions that you offer partners in specifically designing IP sec solutions for their customers? SNB support our partners starting from Designing stage, Site surveys, Project planning, Product Supply, Installation and Implementation. We have dedicated Technical Department to support our partners for all the aspects of Pre-sales and Post Sales. Moreover we empower our partners technical knowledge through Trainings, Seminars and proof of concept.

Raj Sabhlok, President ManageEngine

TechKnow | ManageEngine

ManageEngine delivers the real-time IT management tools that empower an IT team to meet an organization’s need for real-time services and support. Raj Sabhlok, president, ManageEngine discusses the company’s focus areas

Seamless Management What is the major focus of Manage Engine in terms of solutions? ManageEngine is part of Zoho Corp. As the largest part of Zoho corp, ManageEngine has a complete portfolio of solutions for IT Infrastructure Management. We sell through our channel partners to organizations to help them optimize their IT infrastructure. Most organizations today are automated from the technology point of view and going forward, optimization of all that is absolutely critical. Is manageability of hybrid environments addressed by ManageEngine's tools? Managing hybrid environments is the norm. As the infrastructure has evolved from having your own hosting to perhaps co-location hosting to using SaaS applications in the cloud, using public cloud to private cloud combinations will be

14  |  March 2014

the norm. So IT management tools really need to comprehend this heterogeneous nature of the IT environment. Discuss trends of deployment of such real time tools and how they help IT networks get better? Almost every company today has leveraged these kind of real time tools. An obvious example would be server consolidation. About 5-6 years ago, when virtualization started gaining ground, it helped customers reduce the number of physical servers to manage. They also found they could test and deploy applications in this environment very quickly. They could take advantage of the competitive trends very quickly. Is datacenter management a key focus of such tools? Datacenter infrastructure Management

is increasingly useful to organizations having complex IT environments. One of the issues customers have is optimizing these kind of environments. IT tools need to capture what is going on in these environments. So you need monitoring tools to capture all key metrics which is the first step and then using that information to help do capacity planning, performance optimization of your applications are among the subsequent steps. That is why there is the big focus on DCIM. A datacenter could be internally hosted or it could be hybrid approaches including part co-location, part on site – the added complexities. The added desire to optimize IT performance in such environs is where Manage Engine is involved as a company to help IT managers in a sense get their arms around their IT infrastructure and manage seamlessly.

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TechKnow | ManageEngine

"Over the past few years, we gained a lot of ground in the ITSSM Magic quadrant which covers areas like help desk. We have been named in the Application Performance Monitoring (APM) for the third year in a row."

Is demand for such real time IT management tools expected to rise? There is a higher emphasis on technologies but the trend in terms of headcount of personnel deployed for IT is actually more static. So IT organizations have to manage more with less as there is no linear growth of the IT headcount expected. With exponential growth in technologies coming into an organization, automation is key. Do you focus on SMB or enterprise or across all segments? When we started out as a company, we focused on the companies that are normally under staffed in terms of IT staff. We were quite successful in gaining tens of thousands customers worldwide and this growing all the time. While the SMB segment continues to be a focus areas, we have gained customers in the enterprise segment as well with as much as 3 out of every 5 companies in the Fortune 500 perhaps having deployed some of our tools. So we can service customers that we consider small and medium with around 200 customers or so to larger customers with thousands of users. The scalability would also have to do with the extent of computing usage by the customers in their environments. We had scaled the capabilities of our network management tools last year to be able to manage upto a million user interfaces which is huge and to be able to auto discover all devices in that environment in minutes, not hours. That is the kind of efforts that we have invested into our products to be able to address the needs of customers of all sizes. Who are the competitors you have in

16  |  March 2014

the industry? We cover a lot of ground and have a great many competitors in different spaces from SMB to enterprise. We compete with the big four in the high end segment which would be IBM, CA, HP and EMC. Discuss your placings in the Gartner Magic quadrant? Our product offerings span network performance management and monitoring, covering areas like IT help desk, Windows Management, Active Directory Management, security and compliance and application performance management. Within those four major quadrants, we have about 25 product offerings. Over the past few years, we gained a lot of ground in the ITSSM Magic quadrant which covers areas like help desk. We have been named in the Application Performance Monitoring (APM) for the third year in a row. This year, Gartner has positioned us the furthest on the 'ability to execute' axis in the Niche Quadrant. We feel this positioning reflects our unique value proposition, which revolves around an easy-to-use, feature-rich product that requires no professional services to get up and running and motivates us to increase focus on our APM strategy I anticipate to making it into the Magic quadrant in other spaces soon. What was the recent conference all about? This was a user conference. Mostly existing users who are coming in to understand our products and roadmap. They get the opportunity for hands on training to better utilize more functionalities of

products they have already deployed from us as well gather awareness of new products that can help further optimize their IT infrastructures. Do you see extensive opportunities to upsell to your existing customers? We have a strong offering in the IT helps desk which has been favored by our customers. Most of our products connect in some way to the IT help desk. This provides an integrated view of the IT infrastructure deployed. Many of the customers find that important now as well moving ahead. So customers who started out with buying the IT help desk from us come back to buy some other related products from us that are logical extensions to the help desk offering. A number of our customers have multiple Manage Engine products deployed, as much as 40% and above. That kind of provides the cross-sell and up-sell opportunities we have and advantage of among our installed customer base. IT organizations go through a learning curve as well in using tools. They start out with basic tools and then continue to adopt more tools that offer more functionalities. What are the best opportunity scenarios for Manage Engine vis-Ă -vis the bigger sized competitors? We stack up well in scenarios that are net new technology deployments and win probably more than lose in those opportunity scenarios. This is typically at the department level or the line of Business level. We have a better success ratio than the big four in those scenarios because there is no need to rip and replace with our tools.

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16/04/2013 1:00:26 PM

Cover Feature | IP Surveillance

Acceleration to IP surveillance T

he video surveillance market continues to be a growth marketdriven by growing concerns of safety, theft as well as the need to have surveillance of private and public spaces more vigilantly, to possibly pre-empt untoward criminal acts or have enough proof in footage to help enforce legal measures. According to a report by Transparency Market Research, IP based video surveillance market is expected to clock a CAGR of 24.2% from 2013 to 2019. Globally, the demand for surveillance cameras with better video quality is driving the demand for IP based video surveillance systems. “We have seen a dramatic change during 2013-14. The IP Surveillance market is undergoing an evolutionary phase & the analogue systems are being actively replaced by IP surveillance systems. Moreover, IP surveillance systems are configured with advanced technology such as Video Analytics, video motion detection, frame rate control, data load management with bandwidth control,

18  |  March 2014

IP surveillance market continues to be one of the robust segments of growth and is likely to see further acceleration. More integrators could jump into this space as the market size further widens.

remote-zoom facility automatic brightness control, vast storage and complete security management system,” says Sathish Arya, General Manager - Middle East & Africa at WatchNET International Trading LLC, a vendor for IP surveillance products. The IP surveillance hardware market which includes surveillance cameras, recorders and storage, encoders, and monitors is expected to grow at a CAGR of 17.3% from 2013-2019. Recorders and storage segment held the largest share of 37% in 2012 of the total hardware market followed by surveillance cameras with 32.0% share. “The interest in network equipment capable of supporting Digital (IP) Video

Surveillance is growing for almost every market. The economic advantages of a single network able to manage all the different services, including video surveillance, is a driving factor for IP surveillance deployment,” says Sabbahuddin Khan, Regional Manager at Allied Telesis Middle East The share of surveillance cameras is expected to increase to around 46% by 2019 owing to growing popularity of IP based video surveillance cameras that offer better video quality and comes with in-built recorders. “The majority of our cameras support HD image resolutions. High resolution images are becoming a basic requirement

today across all technologies we interact with, they are easy to install, manage and scale and the solutions on offer today allow for built in camera intelligence which we see as an important advantage moving forward,” says Marwan Khoury, Marketing Manager, MEA at Axis Communications, a leading vendor with a wide portfolio of products for professional IP video surveillance including network cameras, encoders, accessories, video management software and various camera applications. While the need for high resolution video footage as well as rising demand from non-security applications is driving the growth for network cameras, built in video analytics within network camera helps enhance the competitive advantage of network camera manufacturers. Marwan adds, “our cameras are built on open platforms meaning they can work on both centralized and decentralized systems and our advanced processing chip built in to the cameras allow for integrated analytics to run smoothly directly on the camera.” According to Mobotix, its video solutions require lower network bandwidth, because everything is processed in the camera itself and the high-resolution images therefore do not have to be constantly transferred for analysis Bevan Vorster, Business Development Manager, Middle East & Africa for Mobotix says, “One of our key differentiators is our decentralised concept. This places a greater level of intelligence and functionality within the camera. Without any additional control software; each camera can internally record hundreds of hours of video and audio, perform scene analytics, generate alerts and manage

Sathish Arya General Manager, MEA WatchNET International Trading

transmission of data across the network. This innovation means that our customers do not need to create expensive and static control rooms as the camera does all of the transcoding and image processing.” Since it is a highly competitive segment, differentiators are key in making a Brand’s case stronger. Bevan mentions other differentiators that Mobotix focuses on including their solid state and IP65 rated chassis, which delivers extreme reliability without the need for special enclosures, fans or heaters and the hemispheric technology which allows 360 degree coverage of an area using just a single camera. Firas Jadalla, Regional Director, Genetec Middle East comments that it is not just about HD resolutions but a consideration of several factors that help

determine the required solution for a case scenario. Genetec severs a broad business market from enterprise companies to retail businesses, transport, education, government, municipal & citywide surveillance, healthcare and casinos/ gaming. Its flagship product is Genetec Security Center, a unified IP security platform that blends Omnicast video managed surveillance (VMS), Synergis access control, and AutoVu license plate recognition (LPR) systems. He says, “There are many approaches to the definition and resolution of video, especially in IP video surveillance. Video can be captured and transmitted at a varying rate of definitions and resolutions. The situation, location and objective of any video surveillance environment must be examined, and then the integrator can March 2014  |  19

Firas Jadalla, Regional Director, Genetec ME

Marwan Khoury, Marketing Manager, MEA, Axis

Cover Feature | IP Surveillance

suggest if one high-resolution camera (multi-pixel 2M or 5M for example) would work better than several lower resolution cameras (at lower cost) would serve better. The number of lower-cost cameras at lower resolution vs. one or two more expensive high-resolution cameras are always to be considered.” Additionally frame rate must be considered. Frames per Second (FPS) greatly impact the clarity and visibility of an image. Some higher-resolution cameras require more recording bandwidth, and thus produce lower FPS. Faster FPS (21,20, 24 or 30) will not require as much mega pixel resolution, because there are more frames of motion begin captured during recording. Bridging the transition While there are customers who are transitioning to end to end IP surveillance systems, several with already installed analogue surveillance solutions have the choice to leverage current analog investments by including video encoders that convert analog to digital signals. Firas comments, “While there are still

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globally about 50% analog surveillance systems, the transition rate to IP (or partial Hybrid-IP) is increasing year on year. Endusers can either start from scratch with a full IP-surveillance system with IP cameras and IP software management system, or make a gradual integration from analogue to IP where, for example analog cameras and coax cables are kept until upgrades to IP cameras are in budget, a video encoder can transcode video to the IP-based security software platform like in Genetec Security Center.” The broader trends suggest that customers are largely preferring to switch over completely to IP based surveillance systems. However, large sized customers with entrenched large network installations in place may be averse to adopting a rip and replace strategy but rather incorporate Technologies that can leverage existing coaxial cables. Sabbahuddin says, “The advantage of a digital video surveillance in term of maintenance costs, security, image quality and the ability to perform real time video analytics is so evident that the decision is easy. The ability to automate

the perimeter of a large installation with alarms that will activate as soon as someone crosses the boundary, without requiring continual viewing of monitors by personnel, is only one example of the many possibilities. In a large installation with substantial lengths of Coaxial cable the use of Media Converters, able to transport Ethernet over the Coaxial cable, minimizes the impact of cable replacement.” While Axis Communications also supports customers when they have much at stake in terms of vast deployments on analog. However, wherever possible, the company advocates the transition to IP based surveillance networks. Marwan says, “There are certainly cases where the investments in analog have been high, however the long term return on investment to replace the aging technology has been proven to be a better choice. We do however work with installations that are heavily invested in analog infrastructure which we address with our broad range of accessories that help in the convergence to IP networks. While we do provide encoders for

supporting analog experienced and "Vendors have adopted a mix of go to market strategies. to IP, we are trained industry Some sell through distributors who offer a complete seeing a higher integrator is always rate towards a total most valuable suite of products around IP surveillance, an assortment convergence to an in providing from partnerships with several vendors. Some others IP solution vs. using a customized prefer to go through integrators directly to market." encoder solutions,” analysis and says Marwan. recommendation.” There is a Watchnet greater awareness as well as emphasis works with systems integrators in the to medium-sized businesses extend and on investing in requisite security solutions region. As is necessary, the vendor also set up a cost-effective, easy-to-manage irrespective of cost deterrents. The focus provides several value add services to video surveillance system connected to seems to be more on getting the best these integrators to take their solutions to the cloud—without the need for costly Technologies in place to make it future market. on-site storage server arrays or complex proof as well to the greatest extent Satish says, “We are working with installation time. This cloud model offers feasible. most of the leading integrators directly an affordable way to record, and monitor Satish says, “Typically it is an endacross GCC. We provide Technical (live or remotely) their business via the user call as well what their needs are. In support, consultancy for large projects, cloud for investigations or to address today's scenario, people are migrating to product training, tailor-made solutions immediate situations.” megapixel solutions because of security for enterprise class projects (software concerns and they are not hesitant to customization) &Integrated security Partners in the mix Vendors have adopted a mix of go to adopt the latest technology which meets management solution.” market strategies. Some sell through their security needs. The advantages Genetec does not generally work with distributors who offer a complete suite include superior image quality, better a distribution model yet in the Middle of products around IP surveillance, an data management, remote accessibility, East, rather, it brings its unified IP security assortment from partnerships with several distributed intelligent video capabilities, systems to the market through certified vendors. Some others prefer to go through easy installation, trouble-free integration, system integrators. As an exception, it integrators directly to market. better scalability, better storage does have a distributor, which is NIT, for Bevan says, “The MOBOTIX range management & flexibility and costthe SV-16 LDT and SV-PRO appliances. is sold exclusively through the channel effectiveness.” Firas says, “The majority of our and includes CCTV and entry control On the other hand, Video surveillancepartners are physical security integrators, products. However, a complete solution as-a-service (VSaaS) is also an option less than 30 % are IT integrators in the often needs switching, cables, storage for smaller sized Businesses who want Middle East.The challenge for Genetec in and other elements. By partnering with a to have cost effectiveness as a major the Middle East is to have more adequate highly respected value added distributor, focus. VSaaS is managing and archiving security integrators that are qualified for IP we allow our partners easier access to of video footage captured by surveillance based systems. a complete solution portfolio across the cameras onto the cloud. Recorders and This is a strong segment for vendors entire Middle East region.” storage segment that have a strong share and their partners and going forward, Consultancy is key in designing the of the total hardware market is expected some of the vendors who as of date right solutions that provide necessary to lose share in the coming years due don’t have distributors could scout for quality outcomes but within acceptable to growing demand of cloud based distributors who specialize in taking budgets. For instance, the integrator storage (VSaaS). Genetec is one of the security solutions to market, to engage will be able to mix and match higher vendors that provides Cloud-based Video with a larger base of Value added resellers resolution cameras with lower resolution Surveillance-as-a-Service (VSaaS) for small and integrators from the IT segment. IP cameras based on the needs of a scenario. and mid-sized business market through a surveillance is gaining further ground Firas comments, “More Megapixels collaborative partnership with Microsoft year on year and the trend is likely stay are not always better, but once again, Windows Azure) called Stratocast. that way, given the growing concerns for depending on what kind of surveillance Firas adds, “Stratocast helps existing pervasive security in private and public environment one is covering, an Genetec enterprise customers and small spaces.

March 2014  |  21

Discuss the message from Ciena at this year’s MWC Our industry is changing, we are transforming into an application-centric world that revolves around computing, storage and connectivity; service providers are transforming from providing commodity connectivity that’s manually intensive into a new service model that’s automated and application-sensitive; and large enterprises are moving from on-premise IT to new cloud-based IT environments. Ciena can help service providers and businesses transform their networks to capitalize on this new, applicationcentric environment in three key areas— convergence, openness and engagement. By enabling convergence and openness at great scale, we help network operators of all kinds achieve the benefits of our OPn architecture. And through our consultative approach and our analytics, we create a unique engagement model with our customers. At MWC we introduced RevUp, a new program in our suite of network monetization suite of services. RevUp will help service providers to define, price and launch new on-demand and wholesales services. The program drives new service introduction from idea to launch to revenue generation. Additionally, we discussed how we help our customers increase optical and packet capacity at great scale without exploding costs by converging layers, domains (or geographies) and networks. We’ve been laying the foundation for convergence for many years through our WaveLogic coherent optics, our unified management, intelligent switching and control plane solutions, and also with our cross-portfolio packet networking capabilities via E-Suite. What are some of the issues facing networks in the region and how is Ciena helping service providers handle them? Growing demand for cloud services, the explosion in mobile connectivity and the proliferation of big data and HD video

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Network Specialists Ciena was at the Mobile World Congress in Barcelona showcasing the company’s solutions for monetizing networks, among others. Omar Alsaied, Middle East Carriers Sales Director, Ciena, discusses what the company took from the summit and the year ahead for the company

Omar Alsaied, ME Carriers Sales Director, Ciena

TechKnow | Ciena

Networked Society for business workflows are driving an increased demand for bandwidth in all regions, including the Middle East. Ciena is helping service providers to prepare their networks to meet the rising demand with solutions that increase capacity, add flexibility, intelligent management and low latency to existing and future networks. For example, Ciena and Mobily recently launched Mobily’s Advanced Connectivity Services (ACS). ACS provides Mobily’s enterprise and government customers access to a range of high bandwidth services. Aimed at organizations that generate or process huge volumes of data, ACS provides a high degree of operational flexibility, allowing data to be transferred between datacentre or main sites at ultra-high speeds with low latency, secure and reliable connectivity. How crucial is packet networking in the

region today as Big Data threatens to overwhelm networks? To address the surging demand for mobile connectivity and applications, operators need to invest in next generation technologies that ensure their networks can keep pace with the expanding bandwidth requirements, and packet networking is important to making this happen. Over the last couple of years, operators have evolved network deployments away from legacy Time Division Multiplexed (TDM) systems towards Multi-Service Provisioned Platforms (MSPPs), and more recently to Packet-Optical Systems (P-OTS). However, with the expected exponential rise in data traffic consumption due to smart devices, demand for “elastic” network capacity has driven operators to look towards newer layer 2 technologies

region to ensure such as Carrier the network is Ethernet or MPLS"The fact of the matter is that cloud will optimized for TP. Given the application-specific simplicity, elasticity only happen if the right underlying infrastructure processing; latency and high-capacity is in place and if that infrastructure is capable is minimized from potential of these one site to another next generation of evolving as cloud services evolve." whilst ensuring all technologies, they traffic is encrypted can greatly reduce before it leaves the the cost curve of way - even if only a fraction of these data centre. mobile backhaul investments and supply services actually takes off over the next the bandwidth 4G networks need at a Discuss some trends in the networking fraction of the cost. These layer 2 solutions year or so, it will fundamentally change the role of the enterprise network from architecture market in 2014 and beyond also stack-up nicely against technologies a mere cost centre to a strategic enabler, With telecom companies providing support based on routing or layer 3 options. and will dictate new requirements for a wide range of communication As more of this data is moving over around service capabilities and reliability. methods, along with a vast number of fibre (roughly 60% of Ethernet ports use What is less clear is whether the services, more and more users (and fibre) feature-rich packet networking telecommunications infrastructure that devices) will be using the network in technologies can deliver the functionality 2014. For example, with the increasing needed for efficient backhaul. For instance, needed to deliver these services is yet up to the task. dependence on access to broadband, the transition to 4G will require highlyThe fact of the matter is that cloud businesses are looking for networks they accurate frequency, phase and time-of-day will only happen if the right underlying can rely on, so it will be important for information. Packet synchronization and service providers to deploy intelligent switching is the most cost-effective means infrastructure is in place and if that infrastructure is capable of evolving and resilient networks. In addition to to make this work. as cloud services evolve. In the cloud the broadband explosion increasing the world, demands on capacity and capacity demand on networks, we expect With varying degrees of technology connectivity are fluid, entirely dependent an increase in video based data transfer, development in networks in the region, with the amount of downloads increasing how does Ciena provide services in such on businesses’ specific requirements at any given time. The network supporting drastically. Network operators will need a diversified region? those requirements needs to be able to make sure they are equipped to handle At Ciena, we have a consultative business these high-capacity services. In 2014, approach with our customers and partners, to reflect their fluidity with intelligent bandwidth capabilities that allow it to be networks will need to be upgraded and where we help them to understand their as elastic, programmable and, in a sense, modernized to support the existing and individual business goals and challenges. “virtualized,” as storage and servers are future traffic and end-user demands. We work with them to determine the today. In the enterprise space, more and best approach to transform their networks This transition to cloud services more companies will move their IT to the through modernization and monetization, cloud to greatly increase their competitive to align with their future business priorities will require a new set of priorities and technologies underpinning the cloud advantage, both on cost, flexibility and by creating value and reducing risks. By computing model. The most fundamental time-to-market for new services. Service providing this individual level of service, it change is the role of the network: whereas providers will compete with OTT (Over The allows us to successfully work with a wide before it was almost nice to have, in a Top) providers such as Amazon, and we variety of customers in such a diverse cloud environment it becomes the lynch will likely see a mixture of competitive region. pin of the whole solution. Whether it is responses from service providers as well the access network providing managed, as more formal relationships between Discuss how increased cloud controlled performance for the users, or service providers and OTT players. applications and access of these the core network linking the data centres Networks will need to be modernised to resources over mobile devices is and providing a dynamic, high-bandwidth cope with both cloud and mobile needs challenging traditional models and how network backbone that allows high for high-capacity and highly-reliable Ciena’s helping partners deal with this performance - without the network the connectivity, and we will see this being new reality? entire model fails. used as a competitive advantage for It is clear that the move to a greater Ciena works with our partners in the service providers. investment in cloud services is well under

March 2014  |  23

Mohammed Amin Hasbini, Senior Security Researcher, Kaspersky

TechKnow | Kasperksy

What are some of the current areas of conversation within the online security sphere at the moment? This is a very active region and due to the huge economic resources in the region making the MEA region very attractive for cyber criminals. We see a lot of threats directed at banks themselves, fraud attacks on banking users, as well as the oil and gas industry in the region. Currently, we are talking about the major incidents, and mainly Advanced Persistent Threats (APTs). We recently uncovered a very advanced APT called the Mask that has very advanced and sophisticated methods that targeted up to 30 countries around the world with around 1,000 victims including governments, businesses, industries etc. It was essentially doing espionage, looking for PDF files, encryption files etc. Discuss some key technology that Kaspersky is offering to customers to help them navigate this threat landscape The solutions we offer are tailored to

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A Safe Bet Each and every one of us is on the crosshairs of some cyber-criminal enterprise each time we step online. That is why Kaspersky is working hard to ensure you and I do not become the next victims of the next cybercrime incident. Kaspersky Senior Security Researcher, Mohammad-Amin Hasbini explains key focus areas for the The Global Research and Analysis Team at Kaspersky.

specific customers as some may not need all the solutions. Right now, a service we are trying to push is Application Control. Application Control is a very interesting piece of technology and it is based on the following scenario-we have signatures for malware files, so why don’t we create signatures for good files, for instance Office, Windows, Skype and any other executables allowed by the company’s policy. This Application Control will deny everything else not covered by the corporate IT policy. But wherever there’s a new executable needed, this only needs to be approved by the administrator. This technology is not new and has been around for more than two years at Kaspersky but customers have not fully embraced it yet although it’s a very good feature to fight against APTs. Hackers behind APTs usually send a malware wrapped in an executable but if there’s a deny with Application Control, this executable will not run and you won’t be infected. In a case where a customer is already

under online attack, discuss how Kaspersky would be able to assist them minimize the damage In case of an incident, we have local teams available to the customer to do the investigation. An example is a local company that approached us a while back with a malware incident and sent us a sample of the malware. We did the analysis, identified where it came from, what it does and the people behind it, because usually there a lot of functions that you can correlate with other attacks happening in different regions. So we correlated this event to another event that happened in Korea and we were able to help the customer get the evidence and build a case for the courts. You are part of global research team at Kaspersky. Enlighten us on the role of this team The Global Research and Analysis Team (GReAT) that I work with is involved with incident investigation, incident response as well as handling threats in each region.

Rise of Mobile malware GReAT members are spread all over the world and we try to identify threats that are specific to each region. We are able to handle investigations and we try to cooperate with government entities to push for the best protection at a country level. Discuss a new Kaspersky solution launched in the recent past and what it offers to clients We are introducing the new corporate solutions that come with the new advanced techniques that we are using in our products. These techniques are being widely recognized and awarded by the industry. We have been recognized by Gartner and a few months back, we received the Best Online Transaction Protection award as well as the Corporate Product of the Year for the Kaspersky Enterprise Suite from AV Test. The message to the market is that with our products, research, and involvement as well as trying to share our experience and intelligence with the region and governments, we ensure protection of everyone.

The experts at Kaspersky Lab have published the results of their analysis of the mobile threat landscape in 2013. • Nearly 145 000 new malicious programs for mobile devices detected in 2013, more than three times the previous year’s figure of 40059 samples. As of January 1, 2014 Kaspersky Lab’s collection included almost 190,000 mobile malware samples. • 98.1% of all mobile malware detected in 2013 targeted Android devices. • Approximately 4 million malicious applications used by cybercriminals to distribute mobile malware for Androidbased devices. A total of 10 million malicious Android apps detected in 2012-2013. • The top five countries with the highest number of unique attacked users: Russia (40%), India (8%), Vietnam (4%), Ukraine (4%) and the UK (3%). The majority of mobile malware in 2013

targeted users’ money: • The number of mobile malware modifications designed for phishing, the theft of bank card information and money from bank accounts increased by a factor of almost 20. • 2,500 attempted infections by banking Trojans were blocked . Banking Trojans are by far the most dangerous type of mobile malware for users. Some of those detected in 2013 were more geared towards stealing money from bank accounts rather than from a victim’s mobile account, which increases the potential losses. Vulnerabilities in the Android OS and its growing popularity were important factors behind the increase in Android banking Trojans in 2013. Cyber criminals appear to have become obsessed with this method of making money: at the beginning of the year there were just 67 known banking Trojans, but by the end of 2013 Kaspersky Lab’s collection contained 1,321 unique samples.

March 2014  |  25

Insight | RadarServices

Aji Joseph, GM, RadarServices ME


Rising to the challenge RadarServices, headquartered in Austria with offices in Germany, Poland, Russia, and the U.A.E., is focused on solutions for pro-active IT security monitoring and IT risk management. Aji Joseph, General Manager at RadarServices Middle East writes that IT security for SCADA systems, that perform critical tasks and provide essential services within critical infrastructure is

CADA (Supervisory control and data acquisition) systems in the energy sector are usually operated in standalone network segments and are physically separated from other networks if possible. SCADA systems are extremely vulnerable to hacker attacks because of special characteristics: basic systems usually have very long life cycles and the software environments are hardly provided with security updates. In addition, SCADA systems often sensitively react with system failures when too many data packages are received via the network even when this data is legitimately sent. Experience shows that even a small disruption of the usual communication package amount is sufficient to provoke large-scale failures or generate instabilities in power supply networks. The consequences of an attack on a SCADA system become apparent upon consideration of the sophisticated computer worm Stuxnet. Stuxnet attacked the industrial systems in the typical configuration for nuclear centrifuges. Targeted was a system used in industrial plants to monitor and control industrial processes. Stuxnet put thousands of centrifuges used to enrich uranium out of service. The focus of SCADA systems on stability and longterm use typically makes them a very simple target. Attacks may have catastrophic effects and can hardly be detected with current security software.

a challenging but solvable task. Here are some scenarios: Risk scenario 1:Administrative PC workstations

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of staff for the management of SCADA systems usually have Internet access. New vulnerabilities become known every day and these vulnerabilities are able to infect a workplace simply by visiting a completely unsuspicious website. Users are unable to detect the risk and even existing security measures such as firewalls or anti-virus software are unable to detect or eliminate risk. In this way, administrative PCs might be infected with malicious software and SCADA systems may be manipulated. Risk scenario 2 :- Maintenance technicians in the power plant environment often have free access and can freely connect to the SCADA network. This means that all security measures, which actually should serve to deny third-party devices to access, are bypassed. If a laptop of a service technician is infected with a malicious program, this could be distributed freely, in particular due to a potentially extremely poor patch level of the SCADA control systems. Since SCADA systems might react on simple communication requests to the network ("Ping") with crash downs, malicious software in SCADA systems could cause massive damage and at the same time would be very difficult to detect. IT security for SCADA systems: a conceptual framework A variety of particularly sensitive data flows and data on the one hand and the variety of entry points

and continuously for attackers on available experts the other hand "The focus of SCADA systems on stability and longmust be employed. demonstrate the Due to the current, need for an ultraterm use typically makes them a very simple target. global discussion modern, constantly Attacks may have catastrophic effects and can hardly about the data functioning and exchange between mature IT security be detected with current security software." the private sector monitoring system. and government Building up highest institutions on possible defense the one hand and possible against actual threats. Security layers through firewalls does The focus of security political dimensions of products, which may solve not sufficiently protect IT measures should therefore attacks on operators of critical such tasks, are available in a landscapes f.e. with widely be on continuous IT security infrastructures on the other wide variety on the market. physically distributed devices. monitoring and risk detection. hand, a use of IT security When in use, however, the Security products always cover If an energy supplier is able products or services with actual challenge is to ensure their very specific, very narrowly to continuously control large or potential data transfer across specifically correct selection defined security issues. IT systems for possible entry the country's external borders and configuration, a constant However, attackers concentrate points for attacks, they will should be critically evaluated. adjustment as well as a correct just on the discovery of new be able to react quickly and A processing, storing or interpretation of results at any vulnerabilities or configuration precisely to actual attacks. dissemination of this data time. Thus for an effective errors. The complexity of Possible damage will be protection based on automated will be uncontrollable and is attacks increases rapidly and limited as best as possible actually impossible to prevent risk identification software, companies with defense and costs for IT security will under different legal regimes. highly-skilled, specialized strategies run behind. be well invested to protect

Automated IT security monitoring


ADAR Service offers a dedicated IT Security Monitoring package for SCADA systems In a first step automated IT security monitoring is done mainly using the following modules: SIEM (Security Information and Event management): Manages, analyzes and co-relates the various sources of security and log information of an IT infrastructure. Also known as Security Event management. NIDS (Network based intrusion detection): Analyzes network communication of IT systems and recognizes when risk data transfers, infiltration or takeover attempts of IT systems takes place. Detects

if potentially vulnerable software components communicate with the Internet and run the risk of becoming a victim of a “drive-by” infection. CTD (Cyber threat Detection): Detects unwanted or harmful communication of the internal IT infrastructure and Internet. These include for example unusual encrypted data transmissions, Command + Control traffic or the discovery of hidden communication channels Correlation Engine:Co-related collected security relevant information out of different systems and analyzes them based on defined values, rules and directives or allowed and desired system behavior. The automated IT Security Monitoring is complemented in a

second step by the work of IT security Intelligence specialists. This means the provision of essential tasks in the IT security monitoring process by experts. All security information analyzed by these experts if provided to the client company in a consolidated form so that it be immediately applied for the remediation process of an identified problem. They can start the remediation processes for identified problems right away. The information of the current IT security status of a client company providers by the RadarServices IT Security Monitoring & Intelligence experts is reported in the form of an information cockpit, detailed reports as well as an alert in the case of an urgent threat situation.

March 2014  |  27

The Next-Gen Workspace The next generation workspace would be radically oriented in favour of true mobility that would mean being able to move your work across devices as easily as you change locations is among the insights that Johnny Karam, Regional Vice President, MEA, Citrix shares in this article.


ooking for your assigned cubicle and desktop PC? You might as well ask where they keep the quills and inkwells. New ways of working are driving radical changes in today’s business environments, from where people sit-or stand, or reclineto the tools they use and the ways they collaborate. In fact, Forrester Research, Inc. characterized 29 percent of the global workforce as anytime, anywhere information workers -- those who use three or more devices, work from multiple locations, and use many apps. The new generation of talent expects the ability to flow work freely across a

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diverse mix of spaces and devices to unlock new levels of productivity and inspiration. To meet that demand, here are five ways your next workspace will be unlike anywhere you’ve ever worked before-and why you’ll love it. 1. Goodbye cubes-hello couches Nothing says you’ve arrived like the nameplate on your cube wall. There’s just one problem: when people stay rooted in one place, their thinking can, too. Instead of sitting in the same chair, working the same way no matter what they’re doing, millennials want the freedom to move from space to space

as their needs and preferences shift. Thirty-seven percent of Information Workers surveyed by Forrester do their job from multiple locations. You might start your day at a stand-up desk, then switch to a couch in a lounge area to brainstorm with co-workers. Need to focus for a few hours? Try a designated quiet room. Want a little more stimulation to get your creativity flowing? Spend some time in a recreation room or café setting. To get that big project over the finish line, gather the team in a bullpen-style area where they can feed off each other’s energy and determination. If you feel like working in a traditional cubicle, there’ll

Johnny Karam, Regional VP, MEA, Citrix

Insight | Citrix

still be a few of those around, but they won’t have personal nameplates. Instead, you’ll book them for a morning or a day the same way you’d reserve a conference room for a meeting. Generation Y isn’t as hung up on ownership as their predecessors; they get rides through Uber and Zipcar, beds through AirBNB, and music through Spotify and Pandora. The sharing economy gives them the flexibility they crave in their personal lives, and it’s the way they prefer to work, too. (For the boss, the shift to shared workspaces and common areas makes for much more efficient utilization of valuable real estate. How often do you get to reduce

Insight | Citrix

costs and improve job satisfaction at the same time?)

"Nothing is ever tied to a single device—apps or data. Instead, a single login lets you access everything your work involves on any device, with seamless session roaming so you can pick up exactly where you left off no matter what you use."

2. More chance encounters As assigned seating gives way to anywhere, anytime work, our office neighborhoods are becoming more fluid and diverse by the day. Instead of having marketing sit with marketing, sales with sales, and IT down on the third floor, people will find themselves amid a constantly-shifting mix of co-workers over the course of the week. On a pragmatic level, that kind of crosspollination can help solve a wide range of daily problems: a support person asking an engineer to clarify a technical issue; a salesperson giving immediate customer feedback to a product manager. More profoundly, as people communicate across roles and departments, they gain a deeper understanding of how the business works as a whole, discover new ways of thinking, and keep each other from sinking into ruts. As MIT’s legendary Building 20 showed, fortuitous meetings across disciplines can spark worldchanging innovations. In the next-generation workspace, that kind of thing comes with the territory. 3. Everything is mobile Remember when laptops seemed like the height of mobility? Many of today’s on-the-go workers can’t be bothered with anything bulkier than a tablet. But mobile devices are only the

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beginning. Fifty-three percent of the "Anytime, Anywhere Information Workers” surveyed by Forrester use multiple devices for work. True mobility means being able to move your work across devices as easily as you change locations—starting a presentation on a thin client at home, tweaking it on a tablet at the office, rehearsing it on a smartphone in a cab, showing it on a wide-screen Apple TV monitor or Smart TV in a conference room. Nothing is ever tied to a single device—apps or data. Instead, a single login lets you access everything your work involves on any device, with seamless session roaming so you can pick up exactly where you left off no matter what you use. As devices morph from containers for apps and data to access points for centrally managed assets, our options for form factors expand tremendously. Many desktops are now equipped with nothing more than an HDMI monitor, keyboard, and mouse with a dock for the tablet, smartphone, or Android stick of your choice. It’s only a matter of time before wearables like Google Glass come into the picture as well. Of course, being able to access apps and data on a given device doesn’t necessarily equate to a great experience.

Technology providers and IT departments are already scrambling to make sure that any app—Windows, Mac, native mobile, SaaS, legacy— can be a pleasure to use on any device people choose. 4. BYOD goes without saying For many types of employees, the idea of a standard, ITissued computer will soon seem as odd as a company uniform. According to Forrester, at least a quarter of a billion global information workers already practice BYOD in some form. And as bring-your-own-device (BYOD) programs and policies continue to spread quickly across businesses of all kinds, they’ll soon become the norm, not the exception. Details like cost sharing, support, and maintenance may vary from company to company, but the core premise will be universal: you can show up at work with whatever you feel like using— laptop, tablet, smartphone, or the next big thing—and expect it to work seamlessly. The company may still choose to provide its own endpoint hardware for call centers, task workers, and other specialized groups, and may even provide options for employees who’d rather skip the consumer marketplace—but now these will be the special cases in a BYOD world.

5. Automation for a friction-free work experience It takes a separate, single-purpose keycard to get into your building. To enter data into a system, you have to punch keys letter-by-letter. To arrange a meeting, you have to launch Outlook, send around a meeting maker, and book a conference room. If you need to find a colleague, you have to call or text and ask where they are. Luckily, we won’t have to put up with this kind of thing much longer. From voice recognition to geosensing, new technologies are erasing cumbersome interfaces and allowing people to interact more naturally with their environments. Imagine walking into a conference room and just speaking the names of the people you need to meet and a general timeframe for the meeting, and having the rest happen—comparing calendars, sending alerts, reserving space—automatically. Being authenticated by your Fitbit as you approach the office door so it swings open to greet you. Knowing where people are without having to track them down. Imagine how much more you could get done without all that aggravation. Add it all up, and the next-generation workspace is shaping up to be very different from our parents’ offices. But none of this is jetpack stuff— it’s all right around the corner, and much of it is already here. What we do with it is up to us.

© 2014 Genetec. All rights reserved. Genetec and Synergis are either registered trademarks or trademarks of Genetec.

Nothing happened today In a perfect world, no one thinks about access control except you. The hundreds of people coming and going don’t think about you, or what a good job you’re doing, or how they always manage to get seamlessly where they need to go, because you’ve chosen an access control system that just works. Because you chose Synergis, nothing happened today. It was another great day.


Cyberoam CR1000iNG-XP

Linksys Wireless-N600 Dual Band Access Point with PoE



Cyberoam, a leading global network security appliances

The Linksys Wireless-N Access Point offers high power

provider, launched new Next-Gen Firewalls with FleXi-

for better, wider wireless coverage for you and your

Ports: CR1000iNG-XP, CR1500iNG-XP and CR2500iNG-

business, strengthening your network connection in

XP. These new models strengthen Cyberoam’s existing

hard-to-reach areas. It provides industrial-strength

NGFW offering and aim to offer the best mix of security

Wi-Fi Protected Access (WPA, WPA2) security and data

appliances to the medium-large enterprise segment.


CR1000iNG-XP, CR1500iNG-XP and CR2500iNG-XP appliances come with FleXi Ports that offer I/O slots for additional Copper 1G, Fiber 1G/10G ports on the same appliance, along with high performance and nextgeneration security features to medium-large enterprises. . Cyberoam CR1000iNG-XP offers inline application inspection and control, website filtering, HTTPS inspection, Intrusion Prevention System, VPN (IPSec and SSL) and granular bandwidth controls. The FleXi Ports (XP) available in CR1000iNG-XP appliances offer flexible network connectivity with I/O slots that allow additional Copper 1G, Fiber 1G/10G ports on the same security appliance. Key features: • High performance – Up to 60 Gbps firewall throughputs; up to 8 Gbps NGFW throughputs

Key features:

• Flexible Connectivity options – Multiple I/O slots for

• For desktop use or mounted to a wall or ceiling.

Copper 1G, Fiber 1G/10G FleXi Ports modules

• Dual Band (2.4Ghz + 5Ghz) with speeds up to

• Multiple deployment scenarios - allowing configuration

300Mbps + 300Mbps*

as high performance Firewall /VPN /IPS /WAF, NGFW,

• Band Steering support for optimal performance

UTM or Proxy

• Supports Access Point, and Range Extender mode

• Centrally manageable using Cyberoam Central Console;

• Advanced Security features includingWPA, WPA2,

Centralized reporting with Cyberoam iView, for

802.1X with RADIUS, 802.1X Supplicant, SSID to VLAN

distributed Enterprises.

Mapping, MAC-based Access Control as well as Rogue AP detection • Can be powered by 802.3at compliant source such as a Linksys Business Gigabit PoE Compatible Switch or through a Linksys Gigabit High Power PoE Injector • Gigabit Ethernet port • IPv6 support • Set-up and management through the Web Interface or Simple Network Management Protocol • Limited Lifetime Warranty

32  |  March 2014

NetApp FAS8000 Series

AXIS M1025



NetApp FAS8000 Series storage systems combine a unified, scale-out architecture with leading datamanagement capabilities. They are designed to adapt faster to changing business needs while delivering on core IT requirements for uptime, scalability, and cost-efficiency.Leveraging a new high performance, multi-core architecture and self-managing flash acceleration, FAS8000 unified, scale-out systems boost throughput and decrease latency to deliver consistent application performance across a broad range of SAN and NAS workloads. Simplified management and proven integration with cloud providers let you deploy the FAS8000 in your data center and in a hybrid cloud with confidence. Nondisruptive operations simplify long-term scaling and improve uptime by facilitating hardware repair, tech refreshes, and other updates without planned downtime. Proven storage efficiency and a 2x increase in price/performance over the previous generation reduce capacity utilization and improve long term ROI. FlexArray storage virtualization software lets you integrate existing arrays with the FAS8000, increasing consolidation and providing even greater value to your business.

AXIS M1025 is an indoor, network camera with a compact design that delivers excellent video quality in full HDTV 1080p or 2 megapixel resolution, in full frame rate. The new AXIS M1025 Network Camera meets the needs of small stores, boutiques, offices and residential users looking for an easy-to-install and affordable network camera solution. The camera includes smart features like support for HDMI output (Micro) for live streaming onto a monitor at HDTV 720p; support for memory card to store videos; Corridor Format that optimizes the surveillance of narrow corridors and aisles, and support for Power over Ethernet in addition to DC power.

Key features: • AXIS M1025 Network Camera features support for AXIS Video Hosting System with one-click camera connection, making the camera ideal for a hosted video solution. • Thanks to the support for memory cards, AXIS M1025 is also ideal for AXIS Camera Companion, the cost-effective IP video solution designed for small installations. • AXIS M1025 includes support for multiple H.264 video streams. • The camera is supported by the industry’s largest

Key features: •

The new FAS8000 series scale-out enterprise storage systems are NetApp's most powerful and feature- rich storage systems with I/O flexibility to simplify and eliminate complex upgrades as IT needs change.

With the new FlexArray virtualization software, NetApp V-Series becomes a software option that can be licensed on the FAS8000. It enables the FAS8000 to virtualize and manage multi-vendor storage platforms.

The latest release of clustered Data ONTAP helps organizations seamlessly scale-out operations and manage data consistently and without disruption across both private and public cloud environments.

base of

video management software through the Axis Application Development Partner Program and AXIS Camera Station.

March 2014  |  33

Stats & Trends

Server Market grows but revenues decline


n the fourth quarter of 2013, worldwide server shipments grew but revenue declined 4.5 percent with varying geographic results. 3.2 percent year over year, while revenue declined 6.6 percent x86 servers continued to produce some growth as the predominant from the fourth quarter of 2012, according to Gartner, Inc. In all of platform used for large-scale data center build-outs, particularly 2013, worldwide server shipments grew 2.1 percent, and server in North America. Emerging regions like Asia/Pacific and Latin revenue declined 4.5 percent. America also added to the growth for the year. "2013 presented some pronounced differences in various server x86 blade servers posted a revenue increase of 0.8 percent and market segments," said Jeffrey Hewitt, research vice president at a shipment decrease of 2.6 percent for the year. HP was the 2013 Gartner. "We've seen ongoing growth in Web-scale IT deployments, leader in x86 blade server shipments with 40.3 percent market while the enterprise remained relatively constrained." share; Cisco was in second place with 15.9 percent of the market. "In terms of hardware platform types, mainframe and RISC/ The outlook for 2014 suggests that modest growth will Itanium Unix platform market performance kept overall revenue continue. These increases will continue to be buffered in the growth in check," Mr. Hewitt said. enterprise by the use of x86 server virtualization to consolidate In the fourth quarter of 2013, the regions with the highest physical machines as they are replaced. growth rates in terms of unit shipments were Asia/Pacific (16.3 All regions in EMEA showed year-over-year server revenue percent), Japan (7.5 percent) and North America (relatively flat at declines; the greatest weakness was in Eastern Europe, with a 14.1 0.01 percent). All regions declined in vendor revenue except Asia/ percent year-over-year decrease. Western Europe declined 4.9 Pacific, which grew by 0.6 percent year over year. percent, while the Middle East and Africa saw a 6.8 percent drop in HP led the worldwide server market in revenue terms in the revenue. fourth quarter of 2013. The company ended the year with $3.8 billion in revenue for the fourth quarter, for EMEA: Server Vendor Shipments Estimates, 4Q13 (Units) a total share of 28.1 percent worldwide. This was up 6.0 percent compared with the 4Q13 4Q12 same quarter in 2012. 4Q13 Market 4Q13-4Q12 4Q12 Company Growth (%) Share (%) Market Share (%) Of the top five global vendors, only HP Shipments Shipments HP 241,385 39.4 247,613 39.4 -2.5 and Cisco showed growth for the quarter. Dell 120,376 19.6 125,762 20 -4.3 IBM had the largest decline with a decrease IBM 69,311 11.3 82,803 13.2 -16.3 of 28.9 percent. Full-Year 2013 Server Market Results The year of 2013 demonstrated growth in shipments with an increase of 2.1 percent,























Others Total

Source: Gartner (February 2014)

Investments to fuel Middle East Software spending in 2014


he software markets of the Middle East are set to show robust growth in 2014, according to the latest insights from global ICT market intelligence firm International Data Corporation (IDC), with the Gulf Cooperation Council (GCC) countries spurring this expansion through the initiation of infrastructure projects and implementation of citizen services. IDC believes that the focus for 2014 will be on how organizations in the Middle East jointly manage the proliferation of different device form factors, tackle the

34  |  March 2014

complexity of the threat landscape, and address the inevitable IT infrastructure sprawl that will occur as uptake of 3rd Platform technologies such as cloud, Big Data, mobility, and social media explodes. Government-led initiatives aimed at ensuring the availability of citizen services on mobile platforms in the GCC will also play a key role in driving software spending growth in the Middle East in 2014, according to IDC. And as consumer mobility adoption continues to grow rapidly and the CIO mindset shifts to a

mobile-first approach, the coming year will be characterized by extraordinary growth in enterprise mobility adoption. Significant traction is expected in the government and healthcare sectors as organizations increasingly look to put mobility at the heart of their IT environments. The need for identity and access management software will also rise as governments strive to secure and unify citizens' identities in an attempt to provide a consistent and improved user experience.

Setting up your Cloud Camera is easy! Do-It-Yourself - just plug it in! Zero Configuration makes it easy to set up your D-Link Cloud Camera. Simply connect it to a mydlink-enabled Cloud Router - that’s it! Your camera will automatically appear in your mydlink™ account the next time you sign in.

Set up a multi-camera network in minutes! Instead of setting up each camera individually, just connect all your D-Link Cloud Cameras to your mydlink-enabled Cloud Router to automatically configure them. No networking knowledge is required, mydlink™ Cloud Services does the work for you.

See how easy it is!

Step 1

Step 2

Step 3

Connect the D-Link Cloud Camera to your mydlink-enabled Cloud Router* with an Ethernet cable, or with WPS instead

Go to the mydlink™ website, click on the new device notification, and add the camera to your account.

Your camera is now configured, and you can view it from your PC or mobile device!

*D-Link Cloud Router needs to be registered to mydlink™ Cloud Services prior to Cloud Camera setup.

AUTHORIZED DISTRIBUTOR Ap te c - a n I n g ra m M i c ro Company P. O. Box 33550 Dubai Internet City, Dubai, UAE E-Mail:

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

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