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Contents In Focus

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In the ascendant Sakkeer Hussain, Sales and marketing manager at D-Link Middle East describes some of the key focus areas for the company.

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The surge ahead Mohammed Muzaffar, MD at Accton Technology Corporation discusses various initiatives and trends in market

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Staying in the lead Amanulla Khan, Regional Manager at Cisco Consumer Group elaborates the bid to consolidate

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Making significant Impact Shadi Abdullah, COO of Al Otaiba Communications, a leading distributor discusses Sitecom and other networking brands in its portfolio.

Making inroads Suresh Iyer, Product Manager at Wave Tech speaks about some of the solutions that ATEN offers.

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Optimizing channel strategies Sabbahuddin Khan, Regional Manager – ME at Allied Telesis Middle East speaks about the strides the company is making in this region.

Innovative solutions Mohammed Mobasseri, Sr Vice President at ComGuard discusses about GFI, one of the new additions to its portfolio n the following interview

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In the acceleration mode Omar Saleem, MDM GCC & levant ISM II, ZyXEL Communication Corporation speaks about the initiatives that the company is executing.

Product showcase D-Link Linksys by Cisco Sitecom

Allied Telesis Zyxel SMC

Publisher: Vivek Sharma Managing Editor: R. Narayan Art Director: Faiz Ahmed Sales Director: Alishan Zaidi Sales Executive: Dolly Lakhani Sales Coordinator: Smitha Jitesh

Published by VAR Magazine Office M-31, Al Durrah Tower Sheikh Zayed Road, Dubai

Aten GFI

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.


Feature | Networking market overview

The wide spectrum Networking manufacturers have seen their addressable customer segments and opportunities continue to evolve and change. This holds true across the entire spectrum whether it is the ‘run-rate’ volume business in the soho and SMB segments or the value business targeting the larger SMB customers as well as most networking requirements in the enterprise segment. Today manufacturers are building in the best of experiences in consumer, SMB and enterprise markets with the solutions that they continue to bring in. They hope to cash in on the momentum that availability of newer technologies has created in the buyer’s market. From access points and consumer 4

NAS solutions for homes to NAS solutions, routers, switches, networking hardware and software for SMB to enterprise customers, manufacturers are addressing opportunities across the domain. One of the take-off points for the explosive momentum was definitely the advent and rapid adoption of WiFi capability across many devices. Wireless computing has become commonplace in the past few years and continues to grow its marketshare. The 802.11 family of wireless networking standards, popularly referred to as WiFi have

widened the scope of networked computing experience, as a necessary feature in all sorts of consumer devices including tablets and smartphones that have flooded the market in recent years. While the 802.11n protocol is the present fastest with a top speed of 450Mbps, new versions offering faster transfer speeds are under development. It is bound to gather further momentum as Wi-Fi will continue to play an integral part for proliferation of broadband services. This spells good news for networking manufacturers of all profile types who target from home users to SMB and enterprise . They will get to position the various product lines to address different needs of all NetworkingVAR


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Feature | Networking market overview

sorts of customers. Several emerging trends have come to the fore as well which will propel technology investments sooner than later in customer segments. This holds true for the SMB and the enterprise in the past couple of years since the slowdown. Many aspects of what has been creating the buzz in IT trends over the past few years including cloud computing solutions for business or more networked products and solutions for the consumer segment have already manifested as solutions or are nearing fruition. Adoption of new products and solutions will take their due course of time in a cycle that runs through the cycle of introduction to the market, evaluation by customers and finally deployment. For instance in the case of cloud computing, experts ascertain reasonably that businesses will not overnight move their entire IT infrastructure including their servers and applications lock stock and barrel to a cloud environment. There would be a gradual piecemeal shift perhaps beginning with porting of several specific applications as they begin to come to terms with the cost advantages as well as ease of use and other benefits. At the end of the day, Business needs a robust network infrastructure to connect with clients and partners, and there also 6

needs to be enough bandwidth to support remote, branch and small offices as well. Further, IT needs the security and visibility to manage all of this effectively. In a nutshell, the need for more and more networking and network security products will continue to grow steadily. While customers especially in the SMB sector may have deferred their purchases over the slowdown, sooner than later, they will invest as IT is an enabler today. Across the networking domain, manufacturers who sell everything from routers, access points, range extenders to consumer and Business NAS devices, switches, media convertors, network security appliances etc will continue to see a growing demand. Unquestionably, their reliance on the channel to address these opportunities, especially in SMB and enterprise environments will be as strong as ever across diverse verticals and different market territories. There are challenges that will continue to confront the supply chain. While the consumer space continues to see a slugfest between many brands, some of the leading brands have felt the price based onslaughts from some of the newer entrants. The consumer and SMB markets continue to be price driven and are driving some of the heavyweight brands to despair with dropping profitability. That also continues to build up often overwhelming

expectations on the channel, already under duress to meet numbers quarter on quarter in a slowing market. The channel is also beset with issues arising from extraneous factors such as political uncertainties in some of the MENA markets which have been huge focus areas for the exports business. The enterprise segment has seen several brands compete hard for the value business that are largely projects based. While Cisco has dominance in the space, there are several competitors that offer alternative options to customers. Indeed some of the later entrants often find it a tougher proposition to gain credibility among the channel as well as the customer base. While the slowdown in 2008 had set the business back for most vendors, the business has picked up momentum as customers began to refresh their infrastructure as well as deferred projects were back on their deployment schedules. Although the market volumes are not growing as fast as the industry would desire, most vendors in the space are battling it out and are fostering stronger channel programs and strategies to augment their market volumes. Several of these brands have impressive product portfolios and are surely and steadily cementing their footholds across niches and even the wider spectrum.

NetworkingVAR


In Focus | D-Link

In the ascendant Sakkeer Hussain Sales & Marketing Manager, D-Link

D-Link has been one of the leading brands in the networking business catering to SMB and soho customers. It continues to consolidate and expand its portfolio. Sakkeer Hussain, Sales and marketing manager at D-Link Middle East describes some of the key focus areas for the company.

How has the year been in terms of growth across different product lines? Traditional retail channels have been D-Link’s historical strengths. This market is still on a steady growth curve and we expect over 20% growth from this segment in 2011. The rapidly expanding power retail concept in more developed economies in the region is a new challenge for D-Link which evolves different thinking, different scope in planning, execution and support infrastructure. We expect to maintain our foothold in this segment, which is expected to grow rapidly for the next 4 to 5 years. With e-commerce limited in the consumer segment, the retail segment could still maintain the historical growth figures. The SOHO and SMB segment are still expected to be on the steady growth path. Credit crunches have a reasonable impact in select industries and related enterprise segment, but overall in the Middle East and Africa, we expect the year 2011 to be good. What are the key focus areas in terms of products this year?

July 2011

In the consumer segment we have launched the Boxee Box, an amazing Social Network Media Centre which plays back movies in Full HD 1080p. This device is not just a media player, but also a great tool to share with your Facebook and Twitter friends the media files Boxee users most like. Apart from that we have a wide range of IP cameras, 3G, New HD Series Router and power line products. In the business solutions segment we offer the latest series of smart, PoE products, chassis switches and storage solutions. What are the verticals you are pushing more this year? Since March 2011 we started to sell cabling solutions in the Middle East & Africa. This is a new product line which will help us to position ourselves in the cabling market as well. How strong do you think is the brand acceptability of Dlink in the region? As with any brand, there are plenty of competitors. There are different kinds of consumers,; some of them are more brand7


In Focus | D-Link

loyal and insist on purchasing a certain brand, and others opt for the current offering independent of the vendor. Overall, we have been observing that the feedback from our end-users is very good. We always aim for repeating customers and hence try to provide added services such as the implementation of better technical support to enhance the overall experience with D-Link products. Do you see SMB customers being more proactive in terms of investments in network infrastructure deployment? Since the credit crunch in 2008, there has definitely been an increased willingness to invest in the proper network infrastructure. We still would wish users to be more pro-active regarding the transition from IPv4 to IPv6 ready products. The near exhaustion of IPv4 addresses has contributed to an increased global awareness of the need for IPv6 adoption and more businesses and consumers should prepare their networks for interoperability with IPv6. Discuss any changes in your distribution strategy or any new initiatives? Our distribution strategy has been simple from the start, maintain a proper demand/ supply channel with in-country distribution model, develop and enhance channel partners with our partner programs to 8

develop the retail and solution business segments. Our long term strategy is to build up more in-country resources, strengthen existing partners to grow and share the success of D-Link in the region. How do you look at growth in other markets in the GCC region – are several of them growing? Which of these markets are concerning? We certainly hope to progress further in the GCC markets. The current political condition in many Middle Eastern countries however keeps us hoping, that the demand for networking solutions will not slow down. What are the challenges you see in the reseller market? The challenge is to maintain the price levels at the given limit and not to go below it, so that partners will not suffer loss in profits. A healthy competition and fair play will help to reach a more stable market environment. Do you propose to engage with more of the resellers in the market here and other GCC markets? Overall we are very satisfied with the performance of our partners. We do see a lot of efforts from the majority of our partners and make sure to keep them motivated by deploying very enticing incentive programs. We are also working on getting more wellqualified partners onboard to

further our market reach, both in the local market and other GCC markets.

The Boxee Box by D-Link

Key features: A lot of your favorite shows and movies are already available on the Internet. Boxee is a device that finds them and puts them on your TV. It’s easy to use and even better, there’s no monthly fee • Intel Atom Processor • HDMI • 1080p Full HD • Wireless N / Wired Net work Connection • Two-Faced RF Remote • 2 USB Ports (HDD, USB Stick, Dongles, etc) • SD Card Slot

NetworkingVAR


Showcase | D-Link D-Link DHP-W306AV PowerLine AV Wireless N Extender

D-Link DIR-618 Wireless N Router

Key features: • Speeds Up to 14x Faster than Wireless G3 • Up to 200 Mbps2 through PowerLine Network • Easily connect and secure Home Network with push button security • Extend your existing wireless network coverage for Your Entire Home or Office • Plug & Play Installation • QoS Support to Prioritize Internet Traffic • Connect Computers, Game Consoles, or Media Players to the Web • Supports secure wireless encryption using WPA or WPA2

Key features: • High power Router with 1x WAN, 4 x 10/100Mbps ports, 2 x 5dBi antenna (27dBM) • Wireless N Technol ogy with 2 high performance Antenna

D-Link DCS-930L Wireless N Network Camera

D-Link DWR-510 3.75G Dual Mode Router

Key features: • Works as 3.75G Modem and Wi-Fi Router in a single USB dongle. • Provides up to 7.2 Mbps download speeds. Features Wireless N 150 Technology. • Fits in your pocket - no batteries or cables required.

Key features: • Easily View and Manage Your Camera from mydlink.com • Sleek and compact design that fits in the smallest corners of your home • Wireless Connectivity • Ready to Use in 3 Simple Steps • Works with the mydlink iPhone app for on-the go viewing

July 2011

• Built-in Stateful Packet Inspection (SPI) firewall • IEEE 802.11b/g/n compatible • Advanced Scheduling and User Level Control • WEP, WPA(TKIP) and WPA2 (AES) support • Traffic Control and UPnP Support

D-Link DNS-320: 1TB ShareCenter 2-Bay Network Storage

Key features: • Insert up to two internal 3.5-inch SATA hard drives by simply sliding them in– no tools or cables needed • High Performance, fast read/write speeds with Gigabit connectivity • Protect your important files using RAID technology to automatically copy data onto both hard drives • Access your personal files securely and remotely over the Internet from anywhere • D-Link Green Verified Product

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In Focus | Cisco

Staying in the lead

Amanulla Khan Regional Manager, Cisco Consumer Group

Linksys by Cisco is popularly considered as the leading Networking consumer brand in the region’s market. Amanulla Khan, Regional Manager at Cisco Consumer Group elaborates aspects of Technology as well as market strategies employed by the networking powerhouse in a bid to consolidate in the consumer segment.

How has Linksys by Cisco been able to further consolidate in the year gone by within the channel? Linksys created the Home Networking category, its products have been the choice of consumers with more than 100 million devices sold worldwide. Cisco’s leadership, knowledge in networking platform, commitment to Home Networking business has helped us innovate and deliver outstanding experience to our consumers. Our Home Networking business is 100% channel driven and they play a strategic role in helping us achieve and maintain a market leading position in the Home Networking category. Which of the GCC markets have shown markedly encouraging growth signs? We maintain market leading position across all major retail stores across the GCC. We have appointed in-country distributors who have excellent reach, logistics and understanding of retail business. This has helped us further consolidate our position in the GCC states. You had unveiled the E series routers sometime early this year. How are the faring in the market? We launched the E Series Wireless Routers in Middle East and Africa during FY11, they are

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designed to let Consumers Tech experts and enthusiasts take their home networking experience to the next level. The new, streamlined product lineup has set a new precedent for simplicity, power, and performance and makes it easy for consumers to find the right technology to fit their needs. E Series comes included with new Cisco Connect software, which gives users tools for easier customization and control of their home wireless experience. E Series is one of our best selling product category and the latest addition E4200 is the first to the market Wireless Router with upto 450 MBPS speed offering Superior Wireless Coverage, Simultaneous Dual Band, Built-in USB Port and UPnP Media Server, Home Theater Ready. Are there any changes in the go to market strategy? We continue to evaluate our Go To Market strategy to ensure we keep to the changing market dynamics and also ensure partner profitability. High on our agenda is to offer consumers the best in-store experience. We have implemented Planograms across all major stores and now we are making further improvements to help consumers better identify the right technology and the right product which suits their lifestyle NetworkingVAR


Showcase | Linksys by Cisco

Key Features • Enjoy the power of high-per formance Wireless-N technol ogy - optimized for wireless entertainment • Connect your computers, gam ing consoles, Internet-enabled HDTVs and Blu-Ray players, and other wireless devices at up to 300 Mbps of transfer speeds

Linksys E1000 Wireless-N Router

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Linksys E3000 High Performance Wireless-N Router

Key Features • Enjoy the benefits of wireless-N in your home-ideal for wireless Internet usage and home office productivity • Connect your computers, wireless printers, smart phones, and other wireless devices at up to 300 Mbps of transfer speed • Use four Fast Ethernet (10/100 Mbps) ports to directly connect wired devices • Set up your wireless network in a few simple steps using included Cisco Connect software • Connect additional computers and other devices using Cisco Connect • Keep Wi-Fi freeloaders and Internet threats at bay with customiz able security settings, including WPA/WPA2 Personal and SPI firewall protection

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Linksys E2000 Advanced Wireless-N Router

Key Features • Enjoy the benefits of simulta • Enjoy the benefits of advanced wireless-N technol neous dual-band (2.4 GHz and ogy and extended range-ideal for larger homes 5 GHz), including smoother HD • Connect your computers, gaming consoles, video streaming, wireless gam Internet-enabled HDTVs and Blu-Ray players, ing and file transfers and other wireless devices at up to 300 Mbps of • Share your files at home or transfer speeds on the Internet by connecting • Use four Gigabit Ethernet (10/100/1000 Mbps) a storage device to the Linksys ports for faster file sharing with other Gigabit-enabled devices, E3000’s built-in USB port including computers, hard drives, and servers. • Stream video and media • Utilize selectable dual-band (2.4 GHz or 5 GHz) to avoid interfer content via a built-in UPnP AV ence on your network, allowing for smoother file transfers media server to an Xbox 360, PS3 or other compatible device and media streaming .................................... . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

E4200 Maximum Performance Wireless-N Router Key Features • Dual-band wireless supports high bandwidth applications • Wireless-N technology uses multiple radios to create a robust signal that travels farther and faster, with reduced dead spots. • All ports support Gigabit July 2011

speed and Auto-Crossover (MDI/MDI-X) - no need for crossover cables

• Storage Link transforms any USB storage device into a NAS • Built-in UPnP AV Media Server, streams music, video, and photos to any compatible media adapter • Compatible with 802.11a, 802.11b and 802.11g standards • Supports up to 128-bit wireless encryption and SPI firewall 11


In Focus | Sitecom and Al Otaiba Communications

Making significant Impact Shandi Abdullah COO, Al Otaiba Communications

Al Otaiba Distribution is a leading distributor of networking products and the flagship networking brand in its portfolio is Sitecom. Shadi Abdullah, COO of Al Otaiba Communications discusses the brands and some of the technology highlights of the products the company distributes.

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Discuss networking brands that you distribute? We distribute a wide range of leading networking brands. Al Otaiba Distribution is the sole agent and the exclusive distributor for Sitecom, Sweex, Hawking, Planex, Qware and Innergie over Middle East and Africa, in which the four brands are specialized in networking products positioned towards different usage, categories, customers and markets. Al Otaiba Communications, a group company is the sole agent and exclusive distributor for the same brands for UAE only. Sitecom is a top tier brand targeting home users with products of outstanding quality and features and offering 10 years of valid warranty.

What are the strong product categories for Sitecom? Sitecom is the leading networking brand in Netherlands and among the top three in Europe. It is also the top selling in UAE market for many retailers and for the simple reason that it offers home users smart products that are easy to use, delivering enhanced technology features and performance that complement the modern home digital lifestyle.

Apart from Sitecom, we do distribute the Sweex networking lineup besides all other accessories, networking products from the Japanese networking brand Planex as well as products from Hawking that offers solutions that enhance outdoor network connectivity.

The high end routers offer outstanding features such as StreamTechnology by Ubicom, dual concurrent bands 2.4Ghz and 5.0Ghz that work simultaneously, Giga ports for all the WAN and LAN ports, USB for sharing external storage, two internal and two external antennas, and

Sitecom by far offers the best and most specialized range of products that fulfill the need of any home running from the high end gaming routers, currently in its second generation production now, to the low end routers.

NetworkingVAR


Showcase | Sitecom

capability of handling 30,000 open connections. Sitecom has a huge range of routers that is marked by x1, x2, x3, x4, x5 and x6 wherein ‘x’ denotes a value of performance and features. For example the forthcoming Sitecom Wireless Router X6 will be the first in market to offer 450 MB wireless standard capability 5 antenna for maximum range and large villa coverage and much more. Sitecom offers over 12 Adapters from the Ultra Nano Wi-Fi adaptor to x5 Wi-Fi adaptor and gaming adaptor to mention few. Sitecom products cover every networking connectivity need of any home such as ADSL Routers, Broadband Routers , Access Points and Range Extenders. In Sitecom there are all networking products that create great home solutions that many in town search for. Discuss if you are responsible for Sitecom distribution in entire GCC or MEA region? Al Otaiba Distribution holds the exclusive distribution rights for Middle East and Africa (MEA) regions, however. Al Otaiba Communications is the Value Added Distributor for UAE taking Sitecom brands to all local customers and covering Power Retailers such as Sharaf DG, Plug Ins, E-Max, Jacky’s Electronics, Grand Stores, DDF, SDF, ADDF and many other large retailers. We also cover Hypermarkets July 2011

such as Carrefour, Union Coop, LuLu, Geant, AD Coop etc, as well the Traders of Computer Street and supply to C-Stores such as Adnoc, Emarat, Enoc and Eppco and other smaller chains as well. Discuss products from Hawking ? Hawking Technology is a US brand that we have been distributing for many years now in this market> This brand has some truly amazing range enhancer solutions for indoor and outdoor including outdoor high gain antennas, outdoor range extenders and access points and many other products that fit needs of different customers. How has sales been over the past year? Sales is significantly growing and every month we have noticed increase in sales that is keeping in line with our forecasts and quarter sales target. Needless to say that all our partners are enjoying similar sales increase and this is encouraging them to pursue larger and larger volume business. This is an outcome of our careful management of our valued partners whom we zealously protect offering healthier margins. We are extremely thankful to them and we promise to continue offering them the best of products, service and support in future as well.

Wireless Gigabit Router 300N X4 Key features: • Easily create a secure, highspeed network with wireless speeds of up to 300 Mbps and cable speeds up to 1000 Mbps. • With the Wireless Router 300N X4, you can easily create a wireless network and share a broadband Internet connection, files and peripheral devices. • This solution has Sitecom Cloud Security: the security integrated in the router protects all the devices in your network against cybercrime when surfing the Internet. • Simply activate the free sixmonth subscription and use antivirus/antimalware, antiphishing, protection against malicious websites and ad blocking. • It has a range which covers three storeys, the garden and the balcony. • The router is ideal for highspeed internet with speeds greater than 60 Mbps.

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Wireless Network USB Micro Adapter 150N (Ultra Nano) Key features: • Connect a notebook or desktop PC with the push of a button to a wireless network • Simply plug the Wireless Network USB Adapter 150N X1 into the desktop PC or notebook, and you will be able to connect this computer to any wireless network. • If the router is equipped with 150N technology, you can make use of a high throughput speed up to 150 Mbps. • Due to its ultra compact format, the adapter can always stay plugged in your desktop PC or notebook. • This adapter has one (1) internal antenna and it is ideal for streaming media like music, movies, games & internet calling.

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Showcase | Sitecom

Key features: • With the Wireless Router 300N X5, you can easily create a wireless network and share a broadband Internet connection, files and peripheral devices. • This solution has Sitecom Cloud Secu rity: the security integrated in the router protects all the devices in your network against cybercrime. • Free six-month subscription and use antivirus/antimalware, antiphishing, protection against malicious websites (URL blocking) and ad blocking. • It has a range which covers three storeys, the garden and the balcony with wireless speeds of up to 300 Mbps. • This Gigabit router supports cable speeds of up to 1000 Mbps. • Suitable for heavy applications such as downloading and streaming large HD files and multiplayer gaming. 14

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Wireless Gigabit Router 300N X5

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Wireless Mobile Router 150N Key features: • With this Wireless Mobile Router 150N, you can experience the convenience of wireless broadband Internet in any location. • The Mobile Router has an integrated rechargeable battery with which you can work for up to 6 hours without the need for a plug socket! • This makes the wireless shar ing of an Internet connection extremely efficient. • If an Internet connection is not avail able, then you can con nect a 3G modem to the integrated USB port and use a 3G Internet connection. • Thanks to the handy battery indicator, you can check the status of the battery at any time, so that you know when it needs to be recharged. . . . . . . . . . . . . . . . . .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Wireless Gigabit Router 450N X6 Key features: • Easily create a secure, high-speed network with wireless speeds of up to 300 Mbps on the 2.4 GHz frequency, 450 Mbps on the 5 GHz frequency and cable speeds of up to 1000 Mbps. • With the Wireless Router 450N X6, you can easily create a wireless network and share a broadband Internet connection, files and peripheral devices. • This solution has Sitecom Cloud Security: the security inte grated in the router protects all the devices in your network against cybercrime when surfing the Internet. • It has a range which covers three storeys, the garden and the balcony with wireless speeds of up to 300 Mbps on the 2.4 GHz frequency and 450 Mbps on the 5 GHZ frequency.

NetworkingVAR


In Focus | Allied Telesis

Sabbahuddin Khan Regional Manager ME, Allied Telesis ME

Allied Telesis is a global provider of secure IP/Ethernet switching solutions and an industry leader in the deployment of IP Triple Play networks. It has in place its ‘Star Partner Program’ and the go-to-market strategy includes three partner levels1-Star; 2-Star; and 3-Star levels, matching the right partners to the needs of different types of customers. Sabbahuddin Khan, Regional Manager – ME at Allied Telesis Middle East speaks in the following interview about the strides the company is making in this region.

July 2011

Optimizing channel strategies Discuss the chief segments you focus on? Our focus is primarily on the enterprise market. The key verticals we are focusing on include Education, government, healthcare, transportation etc. Around 80 % of business comes from the projects based business which covers the SME and the enterprise market. Rest of the business comes from the volume business or the run rate business. How are you gearing up to tap the market? To address the opportunities, we are adding more people to beef up the team to focus on the enterprise business. At the same time, we are working closely with Project Managers, Project Consultants and Project Contractors for their ELV (Electrical and low voltage systems) requirements because they keep sourcing IT products for their projects. In the large enterprise segment, we work with our

integrators and even in the ELV side, the order goes eventually through the integrators as well towards order fulfillment but we want to build brand visibility for Allied Telesis with the customer segment. Discuss your partner strategy? We are in the process of identifying key partners that we want to work with and are inducting them into the start partner program. We want to have just the right number of partners addressing the right verticals. We are constantly doing partner mapping to ensure that the partners are suited to the verticals that they are targeting. At the same time, we don’t want to flood the market with too many Allied Telesis partners because that would have an adverse effect on overall partner profitability as well be confusing for our customers etc. We want 15


In Focus | Allied Telesis

to protect the investments that key integrator partners make with us and ensure they are making decent profits with us. What is the value differentiation that you provide your partners and customers? We have a comprehensive portfolio of products in the Active Networking components segment that partners in projects business can turn to for fulfilling all networking requirements. Probably selling Allied Telesis would be a challenge in this market initially vis-à-vis some of our better known competitors in this region as we are a new entrant in this market although globally Allied Telesis is over 25 years old. But we have a comprehensive portfolio as well as they are better priced. Over time, the partners would realize over time that they would be making more profits which more than makes up for the initial efforts they have invested in market development. We provide good support. We have local tech support number for customer queries related to technical issues. We have a third party local warehousing facility in Jebel Ali that takes care of quick turnaround replacement requirements under existing SLA agreements.

Allied Telesis ATVNC10S The Allied Telesis AT-VNC10S dual port direct attach 10 Gigabit Ethernet (GbE) PCI Express® Network Interface Card (NIC) with TCP/ IP Offload Engine (TOE) and iSCSI offload is the next-generation in C-NIC, combining offload technology with standard Ethernet functionality. Together, these features provide the necessary performance and bandwidth critical to I/O intensive applications such as virtualization and High Performance Computing (HPC)

We are offering marketing support and collateral support for our partners. The channel can expect some flexibility in projects business when it comes to payments. The star partner program leads to better partner profitability. It is a more price sensitive market and customers are now looking at complete ROI while it was more of a theory earlier. We offer attractive ROI terms to our customers. What are the challenges that you see in the market? We have now put in place support mechanism to the point that companies can be comfortable in taking a purchase decision on sourcing products from Allied Telesis. One of the factors that might still be a stumbling point is wherein customers are still comfortable with the perception that decisions are considerably safe when they go with some of the better known names in the networking business as they always have the excuse that they opted for the leading brand. This means they may not be taking the decision in the best interests of the organization, when better solutions or suite of products is there to procure. We are trying to change this perception of the apparent ‘safety net’ that IT Managers are falling for. 16

Features: • ISCSI Offloading • TCP Offload Engine (TOE) • IPv6 • SNMP • Teaming • PXE Remote Boot • Broadcom Advance Control Suite • Citrix, VMWARE & Windows Hyper-V certified

NetworkingVAR


Showcase | Allied Telesis

AT-MC606 The AT-MC606 connects an Ethernet or Fast Ethernet UTP connection over a coax cable at distances up to 2km. Operating in an asymmetrical mode, the high upsteam bandwidth is used to carry the video data, whilst the smaller downsteam bandwidth is used to transport camera commands (zoom, focus, pan, tilt, etc). Given the bandwidth that a pair of AT-MC606 can transmit, multiple digital cameras can be connected over a single coax cable when used in conjuction with an Ethernet switc Features • Simple to install, no software to configure, just four DIP switches on the front panel • Provides high-speed connectivity up to 100Mbps throughput • Can be used on cable distances up to 2km • Ideal for low-cost migration of analog to digital video surveillance • Same product operates as both Provider & Subscriber • Synchronous & Asynchronous operation

Allied Telesis 8000 Series AT-8000/8POE

8 Port POE Managed Fast Ethernet Switch with One 10/100/1000T/SFP Combo uplinks AT-8000S/16 16 Port Managed Fast Ethernet Switch with One 10/100/1000T/SFP Combo uplinks, Silent operation, 24 Port Stackable Managed Fast EthAT-8000S/24 ernet Switch with Two 10/100/1000T/ SFP Combo uplinks AT-8000S/24POE 24 Port POE Stackable Managed Fast Ethernet Switch with Two 10/100/1000T/SFP Combo uplinks 48 Port Stackable Managed Fast EthAT-8000S/48 ernet Switch with Two 10/100/1000T/ SFP Combo uplinks AT-8000S/48POE 48 Port POE Stackable Managed Fast Ethernet Switch with Two 10/100/1000T/SFP Combo uplinks

July 2011

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NetworkingVAR


July 2011

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In Focus | ZyXEL

In the acceleration mode Omar Saleem MDM GCC & levant ISM II, ZyXEL

Networking vendor ZyXEL is geared to enhance its business in the region. Omar Saleem, MDM GCC & levant ISM II, ZyXEL Communication Corporation speaks about the initiatives that the company is executing.

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Please discuss how successful ZyXEL has been in building a strong brand recall in the channel here as well as with your customer segments? As a late comer to the Middle East market, we have based our market approach on the segments that set the trends for the volume markets. Hence TELCO projects are the focus as we believe that the channel follows the local TELCOs offerings / trends and compliment it or integrate with it. If a TELCO sells GPON ONU then the channel will sell broad band routers to allow internet sharing, WIFI and to add more features and so on.

side with the TELCO logo. The impact of having ZyXEL carried by major TELCOs is very positive in accelerating our channel demand.

We were very successful in penetrating SOHO segment thru TELCOs and ISPs. Our WiMAX CPEs are installed in more than 10000 homes/offices in GCC (figure is ramping up) and our channel is selling WIFI routers , repeaters , switches , home plugs , security gateways. To add to that success , one of the key factors to why this is successful is that we do co branding with our Telco partners. ZyXEL name is printed side by

Which are the strong product lines in SMB in terms of revenues? our L2/L3 switches , WIFI controllers /Managed APs: NXC-5200 and the security gateways : USG range are quite successful.

Do you see business in the SMB market picking up? It is slow in general; companies are having tough times and investment in IT do not rock any boat at the moment but the market is never dead , there is always business but very difficult and because of competitive reasons and thin margins we might walk away in many cases . The SMB will pick up when the private sector is back on its feet .

Mention value add services that you provide channel like lead generation for instance, training etc? For system integrators , we invite NetworkingVAR


Showcase | ZyXEL

their engineers to our HQ in Hsin Chu – Taiwan to get hands on training and direct knowledge transfer to enhance their ability to execute. Our latest invitees were engineers from INC in Abu Dhabi who won a major hotel deal.. Our CSO (customer service organization) keep on training partners online as well , everybody can join for ZCNP ,ZCNE , ZCNT certification by logging on : http://education. zyxel.com , its open to anyone and this is an invitation through this handbook. We support the channel with special marketing funds , lately our partner in Syria SYRTECH & NSCC got this support after winning a good market share in ADSL routers business . We reward successful partners and enhance their margins with back end benefits. KNETCO , a very successful partner in Kuwait is supported strongly for their excellence in implementing a very strategic TELCO project . Their engineers were invited & trained by our CSO in Taiwan and then we sent them an engineer to integrate with their team on ground in order to excel in execution and to give a tangible backing to this partner . Discuss your current distribution strategy. Are there regional distributors or in country distributors for the SMB range? We have three strong disJuly 2011

tributors based in UAE targeting different GCC countries and we have two local distributors in Jordan and Syria. Iraq is an open market still . We sign distributors on yearly target and the basis of solid infrastructure which is mainly factored on the basis of available human resources (qualified network engineers), logistics and financial ability. Are the systems integrators for enterprise and telco accounts buying directly or from your distributors? There are and KNETCO is an example in Kuwait as the work between ZyXEL & the local TELCO. They also hold the SMB distribution rights . For Bahrain we are in direct touch with TELCO operators and upon their request for SOHO and channel deals in general , orders have got to be routed through distributors. We protect them and route business through them and this happens on a daily basis. One of the excellent performing partners in B2B deals is Spidernet FZCO Besides telcos which are the other key verticals? Hospitality is very successful for us , our VSG-1200 ( hospitality billing gateway) and N4100 (hot spot solution with thermal ticket printer) as well as our white colored and elegant access points and PoE switches are fitting just right for this vertical and we have a solid pipeline that is giving excellent results .

P-660HN-T1H 802.11n Wireless ADSL2+ 4-port Gateway

• 802.11n AP function built-in (1x1) with 22 dBm EIRP • Standard based WPS for easy and secure WLAN establish ment • Robust SPI firewall protection • Effective bandwidth manage ment for triple-play applica tions • Remote provisioning and management through TR-069 • Stylish photo frame housing design For more details, log on to www.zyxel.com

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Showcase | ZyXEL

Ultra-compact Wireless N-lite USB Adapter Key features:

• Ultra-compact design for optimal portability • Latest 802.11n compliance with data transfer rates of up to 150 Mbps • Support soft AP mode

• Support multiple applications with WMM QoS • One-touch WPS button for easy wireless security setup

NSA320 2-Bay Power Media Server • Superior performance for simul taneous file transfers and multiple HD streams • Faster data backup with NTFS support • Intuitive user interface integrated with media player • zPilot for media autoclassification by easy drag-and drop • Just click and select to easily enhance

features for your network applica tion needs • Runs eMule/BitTorrent/ FTP/HTTP downloads independent of PC • Advanced green NAS with Wake- on-LAN, power scheduling and hard disk hibernation for energy savings

NMA1315/NMA1115 Internet Media-to-Go Key features:

• Plug-and-play to stream 20,000+ Internet radio stations, 5,000+ TV channels and 10,000+ games from all over the world • Quick search for Internet radio

stations and TV channels by region, genre or language • Customizable personal favorite list • Built-in 2 GB flash drive for stor ing and sharing data

DMA2501 Full HD Digital Media Streamer Key features:

• DLNA 1.5-certified media streamer offers boundless media streaming and sharing everywhere at home • HDMI 1.3a interface brings high- quality listening experience • Intuitive user interface for click- and-play operations • Supports rich media and subtitle 22

formats for hassle-free enjoyment • Easily access to thousands of free Internet radio stations • Plug-and-play for all music, videos and photos in USB storage devices • Compatible with ZyXEL’s wireless N USB adapters for sharing media • wirelessly NetworkingVAR


July 2011

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In Focus | SMC

The surge ahead Mohammed Muzaffar MD, Accton Technology Corporation

SMC Networks is a subsidiary of Accton group which owns Edge Core as well in the networking brands segment. SMC focuses on the soho and SMB segments while EdgeCore has a suite of products for the enterprise segment. Mohammed Muzaffar , MD at Accton Technology Corporation speaks with VAR Magazine in the following interview

How has the growth been in the segments that you focus on? We focus on soho markets as well as the SMB and the enterprise. SMC has been focusing on soho and SMB markets. Edgecore is a brand owned by Accton which focuses on SMB and enterprise. The overlaps between the product lines of SMC and Edgecore are minimal. The soho market has been price sensitive and of late, the entry of China made brands has unfortunately aggravated this situation in the market. We have been fairly expanding well in the SMB and enterprise segments and have gained more trust of partners in different markets. Please elaborate on the situation in the soho market because of price drops? All the leading brands in the segment have felt the pinch and have lost some market share to the cheaper brands. In one instance, there is talk of brand equity as well as loyalty programs for the channel partners

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and on the other hand, the low prices quoted by the cheaper Chinese brands has put paid to all those initiatives being done in the market by vendors who have been committed to the market for long in terms of own regional offices, employees etc. That has had an impact as other brands have been forced to drop prices thereby cutting margins and in spite of that volumes are lower because some market share has already been taken. What impact has the uncertainties in the MENA market brought on the business volumes? Egypt is a large market as is Syria. And the uncertainty in those markets has had an impact. While the situation has improved a bit, stocking is an issue and everyone wants to do business on back to back order basis. They want to do secured business rather than take a risk. So stocking levels by companies who were carrying huge stock quantities has come down. What are the measures you are looking at to cope with the situation? NetworkingVAR


In Focus | SMC

Currently while the business volumes in these markets are affected, it is also true that we cannot make up these lost opportunities in other markets in terms of increased volumes. What we have however done in the meantime is to take steps to increase our focus on markets such as Saudi Arabia where we have not been as strong as we would like to be. It is a huge market and you wouldn’t do justice to it if you just ship goods to the market there without support. We are looking at strengthening our presence there by having a few of our manpower resources there to develop our business. Currently we are dependent on the intelligence that our distributors are able to provide us about the market trends, updates etc. We want to have a direct feel of the market there and will be looking at fixing certain issues in the market by this quarter. What is the distribution strategy in KSA? We have held on to the belief that we wouldn’t want to encourage unhealthy competition by having multiple distributors in KSA. We have wanted to develop

the market and its various segments with one distributor. We may however revise this strategy depending on the need of the large market but nothing has been finalized as yet. We have done well in the market but one of the challenges has been recovering payments. Please discuss your product lines in different segments? In the soho market, we have products like ADSL routers, Broadband routers, unmanaged switches wireless adopters etc. In the SMB and enterprise product categories, we have layer 2 and layer 3 switches. We also have PoE switches both layer 2 and layer 3, Fibre switches etc. We are focusing on consolidating and increasing our market reach in the SMB market. SMB is not a volume market and customers are looking for support. In soho, there is not much support required or expected. So the SMB market is not quite price sensitive. Further, the SMB business has been traditionally a strong segment globally for Accton, the parent company for SMC and we want to ensure we

Key Features: • Managed Universal 2.4GHz/5GHz Wireless Access Point • Enterprise class wireless LAN supporting up to 64 users • New features include Multiple SSID support, Wireless July 2011

SMC2555W-AG2

are able to create that success in this region as well. Are you looking to expand your channel? We want to expand the dealer base based on increasing market share. Times are different from 2007-2008 when market volumes were larger vis-à-vis now because volumes have shrunk as well as several companies are stuck with liquidity issues. There could be an impact on profitability. Do you work on the regional distribution model? We have tried the regional distribution model earlier but it wasn’t working out well. Regional distributors seem to be keen on working with bigger brands and don’t want to invest in market development efforts for the brand. We are interested in working with active partners who can help strengthen the brand in new markets and not just be interested in taking the margins. We would be keen to work with smaller distributors in different regions and making the efforts to develop our business.

Distribution System (WDS), VLAN tagging, and Wireless Multimedia (WMM) support. • It provides enterprise level security features such as Wi-Fi Protected Access (WPA and WPA2), • IEEE802.11a, 802.11b, and 802.11g compliant 25


Showcase | SMC

SMCGS8P-Smart Key Features: • 8-Port Gigabit Web Managed Smart PoE Switch with 1 Combo Port (RJ-45/SFP) • Gigabit switch is suitable for enterprise or SMB environments that demand high performance and flexible PoE installation • Power over Ethernet enables you to install wireless access points, IP cameras or VOIP phone systems without the need to run extra power sockets.

• SMCGS8P-Smart also provides a flexible web based management interface to enable the configuration of switch fea tures, port settings including security, QoS with 4 priority queues, link aggrega tion, VLAN’s and PoE.zz

SMC8612XL3 Key Features: • L3 12 port SFP Managed Switch with 4 fixed gigabit copper uplinks • Designed to handle bandwidth-inten sive multimedia deployment such as VOIP, video conferencing, and stream ing media with ease, the switch is ideal for routing between distant networks or VLANs up to 100 km

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• The SMC8612XL3 leverages the best of Layer 2, 3 and 4 Gigabit switching capability, increasing router perfor mance and overall network speed and efficiency by identifying and prioritiz ing traffic flow with OSPF and DVMRP under IP/RIP protocols.

SMC8124PL2 Key Features: • L2 24-port 10/100/1000 Managed PoE Switch with 4 SFP Ports, IP Clustering and 2 Gigabit combo ports • The IEEE 802.3af Power over Ether net operates on all 10/100/1000 ports enabling IP phones or cameras to be in stalled without the need for extra power cables

• The PoE function allows up to 15.4W maximum per port • The feature allows customers to group together up to 32 switches into a single logical group which can be managed using a single IP address

ECS4610-24F Key Features: • layer 3 Gigabit Ethernet routing switch with 22 Gigabit SFP slots and 2 combo ports (RJ45/SFP) • 24 SFP slots can be inserted with Gigabit transceiver to support up to 80km for fiber connection. • Switching Capacity: 48Gbps, Forwarding Rate: 35.7Mpps, MAC Address Table Size: 8K, Packet Buffer Size: 0.75MB • provides enhanced STP features, such as root guard, BPDU filter/guard, and loopback detection • supports IEEE 802.3ad Link Aggregation Control Protocol (LACP) • With IEEE 802.1w Rapid Spanning Tree Protocol, provides a loop free network and redundant links to the core network with rapid convergence less than 2 second. NetworkingVAR


Authorized Partner

Zoomline Networks Technology PO Box 242042, Al Raffa Road, Bur Dubai U.A.E. (before July Al Raffa Police StaÂ?on) 2011 Tel : 04-3257866, Fax: 04-3257867 Email: nasir@zoomlinenetworks.com

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In Focus | ATEN & Wave Tech

Making inroads Suresh Iyer Product Manager, Wave Tech

ATEN International specializes in information technology connectivity solutions. Established in 1979, today ATEN is considered the leading manufacturer of KVM switches worldwide. ATEN’s current product range covers hundreds of connectivity products, providing complete KVM, data center management and professional A/V solutions – from entry level operations to the enterprise market. Wave Tech Computers is the exclusive ATEN distributor for the Gulf Region [Except KSA] and Lebanon. Suresh Iyer, Product Manager at Wave Tech speaks about some of the solutions that ATEN offers.

Discuss your solutions for the SMB segment ATEN can proudly lay claim to the fact that we are one of the very few vendors who offer an entire range of KVM Solutions for Home Solution, SMB solutions and for Data Center Management. Our product portfolio includes a range of IP KVM Switches, Rack KVM Switches, LCD KVM switches, KVM Extenders, Desktop KVM switches along with Cable KVM switches. With such a wide range of products, we offer a one stop solution to our customer’s KVM needs. For example, a customer looking for a USB KVM switch can also buy a LCD KVM switch and KVM extender all under one roof, thereby getting a complete solution for his needs. Discuss the active and passive networking brands / product lines in your distribution portfolio? ATEN Product Line consists of the following brands:

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1. ATEN Product Series: Entry Level /SMB KVM Switches and KVM Extenders. 2. ALTUSEN Product Series: Enterprise Level KVM solutions and DATA Center Management solutions. 3. VanCryst Product Series: Professional Audio/Video solutions incorporating a wide array of Video splitters, Video switches and Video extenders of VGA, DVI and HDMI. We have branched out in the above categories to have a better reach of our products to the various target customers. This segmentation is also in line with our principle of providing a complete product solution to our discerning customers without having the need to look for other sources. Our ATEN and ALTUSEN range of products are market leaders in many countries around the world and have continued to grow over a rapid pace during the past few years. Having said that, the VanCryst NetworkingVAR


In Focus | ATEN & Wave Tech

line of products is a fairly new entry into our product portfolio and our volumes for this line are still in the nascent stages. The audio video industry is a multi billion dollar industry and we hope to grab a sizeable chunk of this market with the launch of innovative solutions and products. Discuss some of the interesting appliances / point solutions recently launched recently? We have launched a slew of innovative products during the recently concluded Computex show in Taiwan. One of the highlights is our new Over IP Power Distribution unit which allows users to power control their servers from a remote location. Another interesting product which we have launched is called the KN1000 which is a Over IP KVM switch with a KVM port, a Power Port and a Serial port which can used be used to control ATM’s , Kiosks etc. Hence it is being promoted as a “ ONE BOX REMOTE CONTROL SOLUTION” . In addition we have launched the VanCryst HDMI media distribution solution which is basically a mix of HDMI Matrix Switches, HDMI Splitters and HDMI receivers. Applications of our Media Distribution solution can be found over a wide variety of places like Airports, Malls, July 2011

Railways stations etc. Do you see spending among SMB customers active in terms of buying networking solutions? ATEN has been in the KVM market for the past 31 years and it has been our experiences that during times like these of market recessions, customer spending actually increases. This is because customers tend to constantly upgrade their old infrastructure with new products etc. which they feel will bring more returns. Also unlike traditional networking solutions, the KVM industry has always provided partners with higher margins thereby increasing their interest in promoting KVM related products. Keeping in mind the above facts, we are very optimistic that customer spending would record new highs in the coming years especially related to the KVM industry. Which of the verticals do you see greatly spending on networking solutions and you are focusing on greatly? As mentioned earlier the KVM industry is a niche market unlike the traditional networking industry. Our volumes are driven by lot of verticals which include govt. sectors, Banking Sector, Data Centers, multinationals and even the normal home user. However we expect government

spending to increase manifold in the coming months with the release of many pending projects. In addition with the infrastructure upgrade of many data centers and IT departments in large multinationals, we hope that we would see good numbers from this sector as well in the forthcoming months. In addition, we would simultaneously promote and market our VanCryst professional Audio Video solutions to a variety of sectors as the need for audio video solutions has grown by leaps and bounds in the recent months. Elaborate on some of the value adds you provide your partners. ATEN has always been in the forefront of providing quality service to our partners. We strongly believe that our partners are the sole reason for our success in various markets. We make sure that our partners are always offered reasonable prices to help them make better margins. Our support to the channel partners are amongst the best in the region which go a long way to help partners promote our products in a better way. Our after sales service has a commitment to reply to customer queries within a set time and the response rate for technical queries and support are the best amongst brands which make similar products. 29


ATEN | Business Solutions

KN4140v : 40-Port KVM Over the NET - 1 local / 4 remote user access Key Features: • High port density - RJ-45 connectors and Cat 5e/6 cable for up to 40 ports in a 1U housing • Two 10/100/1000 Mbps NICs for redundant LAN or two IP operation • Blade server support • Audio enabled • Virtual Media support lets you map DVD-CD- ROMs and other storage media to a remote server • Dual Power Supply • High video resolution - up to 1600 x 1200 @ 60Hz - 32 bit color depth for the local console; up to 1600 x 1200 @ 60Hz with 24 bit color depth for

PN7320: 20-Port Power Over the NET (PDU) Key Features: • Maximum Amps/Outlet: NEMA 30A/ 20 out lets; IEC 32A/ 20 outlets • Daisy chain up to 15 additional stations for up to 320 outlets • Safe shutdown support • Out of Band operation via modem access • Current, voltage, power dissipation, energy consumption, temperature, and humidity threshold level setting • Separate power for the unit’s own power and its power outlets. The user interface is still ac cessible even when an overload condition trips the devices’ circuit breaker. • Critical system event notification via SMTP email; SNMP trap and Syslog support

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remote sessions, at up to 50 m • Critical system event notification via SMTP email; SNMP trap and Syslog support • Panel Array Mode available to both local console operators and remote access users • Remote authentication support: RADIUS, LDAP, LDAPS, and MS Active Directory • Mouse DynaSync -automatically synchronizes the local and remote mouse movements.

CL5808: 8-Port Dual Rail LCD KVM Switch Key Features: • Integrated KVM console with 19” LCD in a Dual Rail housing • Space saving technology - up to two consoles (one bus) control up to 8 computers • Daisy-chain up to 31 additional units– control up to 256 com puters from two consoles. • Supports USB periph erals for com puters con nected to the local station • LCD module rotates up to 120 degrees for a more comfortable viewing angle • Superior video quality - supports resolu tions up to 1280 x 1024 @ 75 Hz • Two level password security - only autho rized users can view and control computers • Multiplatform support - Windows, Linux, Mac, and Sun NetworkingVAR


ATEN | SMB Solutions

CS1308 / CS1316 Key Features: • One USB-PS/2 console controls 8/16 computers • Cascade up to 2 levels - control up to 256 com puters • Dual Interface - supports computers with PS/2 or USB keyboards and mice

• Multiplatform support - Windows 2000/XP/Vista, Linux, Mac, and Sun • Video DynaSync - Exclusive ATEN technology eliminates boot-up display problems and opti mizes resolution when switching between ports • Supports multimedia USB keyboards for PC, Mac and Sun

CE700A Key Features: • Cat 5e cable connects the Local and Remote Units - up to 150m apart • Dual console operation - control your system from both the local and remote USB keyboard, monitor, and mouse consoles • USB Keyboard and USB Mouse Ports • High resolution video - up to 1920 x 1200@60Hz (30m ); 1600 x 1200@60Hz (100m); 1280 x 1024@60Hz (150m) • Multiplatform support - Windows, Linux

CS1732A / CS1734A Key Features: • One USB console controls 2/4 computers and two additional USB devices • 2 port USB Hub built in • Dual interface supports computers with PS/2 or USB keyboards and mice • With speaker and microphone support • Superior video quality - up to 2048 x 1536; DDC2B

• Bi-directional switching and flexible interoper ability; switch permits independent PC, indepen dent peripheral, and independent audio function, regardless of KVM switch focus

VS481A Key Features: • Allows up to four HDMI A/V source to be con nected to one HDMI display • Supports high-resolution video - HDTV resolu tions of 480p, 720p, 1080i, 1080p (1920x1080); VGA, SVGA, SXGA, UXGA (1600x1200) and WUXGA(1920x1200)

• Supports 12-bit Deep Color for HDMI formats • Supports Dolby True HD and DTS HD Master Audio • Built-in bi-directional RS-232 serial remote port for high-end system control • HDMI 1.3b / 1.4 (3D) Compatible

July 2011

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NetworkingVAR


In Focus | Comguard

Innovative solutions Among network security products, what are the products that are your flagship brands? Arcsight , Kaspersky , Cyberoam, EC Council, Acunetix and recently GFi, SafeNet, and Infowatch are among our strong brands . We recently added infowatch, GFi , SafeNet and AirTight, all focused into Security. Mohammed Mobasseri Sr. Vice President, Comguard

Comguard is a leading Value Add Distributor in the region for security and network security products. GFI is one of the recent additions to the distributor’s portfolio. Mohammed Mobasseri, Sr Vice President discusses trends as well as Comguard’s focus areas in network security in the following interview.

How are you expanding outside the UAE in the Middle East and any other region? Comguard is very active in most of the countries in the Middle East. We have offices in UAE, KSA and India which enables strong presence in those countries. Further we have a great partner network in all countries in the Middle East and have had significant expansion in the past few years. Do you see customer spend in network security on the rise? How has 2010 been and what is your outlook for the rest of the year? For sure, the customer spend is increasing year after year for two reasons. Business operations are very IT dependant now a days and further threats are drastically increasing. Having said that, the demand accordingly increases as business continuity is the main concern for owners and Managers. Discuss the markets and product of focus as far as distribution of GFI is concerned?

July 2011

We will be extending our reach across the Middle East with a strong focus on the key GCC countries that include KSA, UAE, Kuwait, Qatar, Bahrain and Oman. We will also be directing our investment and people resources building the Iran market. ComGuard will focus on GFI Faxmaker, GFI Mail Archiver, GFI Web Monitor, GFI Mail Essentials, GFI Mail Security, GFI Languard, GFI Events Manager, and a range of other products within our comprehensive portfolio. There are several point solutions like end point security, fax server, Lan guard etc. Do you see a market for such standalone solutions? We are a key player in the SMB market and the fact that our solutions allows a company to meet its critical security requirements whilst leveraging its existing infrastructure means that we will always be able to cater to this market segment. Our price point is also a key factor in allowing companies to further secure their networks without having to exceed their budget. When you look at individual products, you can see we have more users of GFI Faxmaker than any of our competitors, and GFI Webmonitor and GFI Mail Archiver are also market leaders. In the case of GFI Languard, market demand is significant, and we have installations that run into the hundreds of thousands of nodes. 33


Showcase | GFi

Is there an integrated all in one solution suite from GFI? We do offer product combinations which allow companies to put together a suite of solutions depending on their specific requirements. The products work well as a standalone or as an integrated solution. Some typical product suites we offer are a Mail Defense and Archiving package which gives the customer

GFI BackUp • •

GFI BackUp is a backup and data recovery software solu tion for your network environ ment, be it physical or virtual. Use GFI’s backup software solution to apply your backup and disaster recovery strategy by taking disk image/ baremetal snapshots of your workstations/ servers, with ability to restore to different hardware or virtual machines. • Or take a snapshot of your entire virtualized environment host system. Or create policies across your network applicable at the file and folder level, encom passing your Microsoft SQL servers-and more. •GFI BackUp can be installed in minutes and backups can be created with minimal effort. • GFI BackUp has three flavors for SoHo that require protection for workstations, for businesses that require centralized management for more advanced disaster recovery methods and for home. 34

full protection for Anti-Spam, Anti-Virus and Mail Archiving. Within network security product combinations like GFI Languard and Events Manager helps companies achieve around 80% compliance with PCI DSS. Discuss some of the initiatives you are looking at for increasing visibility of the product line?

We are currently going through an extraordinary period of growth, both organically and through acquisition. Our increased product portfolio is allowing us to reach out and connect with an increased end-user and partner base. In addition to traditional marketing events and advertising we’re always looking for new and innovative ways to maximize our reach and market exposure.

GFI LanGuard 2011 • GFI LanGuard 2011 integrates with over 1,500 critical security applications of the following categories: antivirus, antispyware, firewall, anti-phishing, backup client, VPN client, URL filtering, patch management, web browser, instant messaging, peer-topeer, disk encryption, data loss prevention and device access control. • It provides reports on their status and rectifies issues by allowing operations like enable antivirus or firewall, trigger definitions update for antivirus or antispyware, uninstall peer-to-peer applications, etc. • GFI LanGuard can be configured to run either in agent-less or agent-based mode. The agents technology enables automated audits and distributes the scanning load across client machines. • GFI LanGuard 2011 features a powerful and interactive dashboard that processes all security audits to provide a summary of current network security status and a history of all relevant changes in the network over time.

GFi Network server Monitor Key features • Enterprise class architecture • Includes checks for Exchange 2000/2003, ISA server, IIS and others • Performs administrative steps to ensure that a service is running • Takes corrective action automatically • Alert notification via email, pager or SMS • Built-in computer monitor functions • Built in Internet service functions NetworkingVAR


July 2011

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