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Cover feature

Tapping Greenfield opportunities While virtualization and cloud computing are changing the models of business in the channel, how is the channel responding? Based on some industry perspectives, it appears there is a change and some of the resellers are adopting value add services to their portfolio. Some are being compelled to do so as well because of the business has changed and includes at least one service component wherein none existed before. Noman Qadir, regional channel manager at Citrix Systems, MENA & Turkey says that on a frequent basis, he hears of more resellers turning towards value add business and especially moving into virtualization and associated services as they sense the opportunity. According to Ramkumar B., Vice President, Redington Gulf-Value Division, many players within the region’s channel have moved away from box moving towards inclusion of services that address the Business issues of their end customers. Therefore, when the physical server is now only part of a whole set of solutions, the same reseller can now be seen in a different light. The complexity in the customer's virtualised environment offers a lot of opportunities for the channel to offer solutions. And while we are discussing channel opportunities with Virtualisation and the cloud, it would be fair to add that the SMB partners will have a sizeable opportunity in taking technologies like Virtualisation to their customers. This is because Virtualisation brings great value to even SMB clients in reducing number of servers deployed and costs liked to space, power consumption, management, and disaster recovery. Partners will also see great training and other material support from distributors and vendors when they approach these opportunities.

R. Narayan Managing Editor

Publisher: Vivek Sharma Managing Editor: R. Narayan Art Director: Faiz Ahmed Sales Director: Alishan Zaidi Sr. Sales Manager: R. Subramanyan Business Development Manager: Mallika Rego Sales Manager : Saad Zaidi Sales Coordinator: Smitha Jithesh

Pg 16 | Virtualisation gains impetus

More awareness of the virtues of deploying Virtualisation is driving the momentum

News in Detail



Pg 9 | Cisco UAE Expo 2012 heralds the arrival of Pervasive Computing Pg 10 | Symantec focuses on Better Backup

Pg 12 | Huawei eyes enterprise channel growth Techknow

Pg 14 | Open Sesame George DeBono, GM, MEA at Red Hat speaks to The Integrator in the following interview Pg 31 | Taking digitized business to the next level Process Intelligence (PI) represents a fundamental shift in technology practices and is a key focus areas for Software AG Insight

Pg 26 | The Fine balance

By Steve Bailey, Regional Operations Director, CommVault

Security in the era of Enterprise Mobility and BYOD By Stephan Berner, Managing Director, help AG Point2point

Pg 22 | Mapping out growth areas

Patrick Mulligan, CEO of Emitac Distribution chats to The Integrator about the company’s growing focus on value add distribution

Pg 23 | Holding the fort

Yasser Zeineldin, CEO, eHosting DataFort speaks to The Integrator in the following interview about the company’s focus

Pg 30 | On the growth curve

Wisam Costandi General Manager, Informatica Qatar speaks to The Integrator about the company’s growth areas‫ز‬ Regulars

Pg 6 | News

Pg 32 | Eyetech pg 32

Pg 34 | Stats & Trends pg 34

Published by: JNS Media International MFZE

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

News Bytes

Acer offers new Professional range for SMB customers Acer has a series of new products and solutions targeting SMB customers. Acer will be supported in this drive by enlisting Emitac as a partner to facilitate easy access to products and solutions aimed at the rapidly growing SMB sector. Acer will also be working with system solution integrators across the region to service large enterprises, and has dedicated pre-sales and sales managers to ensure the right support is provided at all times. “The Gulf remains a key revenue hotspot globally, and regional businesses are under pressure to have the right infrastructure to compete in a global market,” commented Sunil Nair, Professional/ Corporate Business Unit Manager, Middle East and Pakistan, Acer Computer.

Comguard partners with Damballa to offer advanced security solutions Comguard has partnered with Damballa, provider of security solutions that protect enterprise, ISP and telecommunication networks against advanced malware, persistent threats, and zero-day targeted attacks. Damballa identifies the severity and intent of these attacks even when the malware evades detection. Jayadevan K, Senior Vice President, Value Business at Comguard, said, “With hacking and cyber crimes gaining currency in the cyber world, Damballa provides an ideal security solution for enterprises, telcos, internet service providers, and governments in the region to safeguard their organisation’s and prevent them from potential cyber attack.” In the Middle East region, Comguard will be delivering security solutions from Damballa that help identify the command-and-control infrastructure used by criminal operators to exfiltrate data from assets and devices infected with malware.

Tripp Lite showcases Integrated Datacenter Solutions in Riyadh Tripp Lite was a participant at the Kingdom of Saudi Arabia (KSA) edition of Datacenter Dynamics (DCD) ‘Converged’. This unique series of events were tailored to deliver enhanced knowledge and networking opportunities for professionals that design, build and operate datacenters, which was held recently at the Four Seasons Hotel in Riyadh. During the event, Tripp Lite showcased its Integrated Datacenter Solutions which focuses on their wide range of products. “KSA is currently demonstrating accelerated growth in the datacenter segment. This helps to bolster the move towards automation and increase both productivity and efficiency,” said Vipin Sharma, Vice President, MEACIS Sales, Tripp Lite. “The event allowed us the platform to discuss the importance of maintaining an efficient and dependable datacenter and gave us the unique opportunity of showcasing our wide range of power and connectivity products across participants representing various industry verticals.”


The Integrator | April 2012

Huawei appoints Secureway as regional partner Huawei Enterprise has appointed Secureway Network Distributors as its regional partner and the announcement was made at Huawei’s first regional Partner Summit in Dubai. Huawei Enterprise’s channel strategy in the region is to build strong relationships with a core community of trusted and valued partners, and Secureway is the latest to join these ranks. Secureway provides end-toend IT security solutions to its community of partners and resellers, while assisting them in the full lifecycle of customer projects. Dong Wu, vice president, Huawei Enterprise, Middle East, commented: “Having a partner that understands what enterprises need from a business perspective, as well as having the specialist technical knowledge needed to provide full support to its partners and resellers, is vital to Huawei Enterprise’s long-term strategy of providing end-to-end enterprise solutions to leading companies across the region. “Secureway’s versatile team of local technical consultants provides partners and resellers the opportunity to develop and consult large projects, and with its presence in UAE, KSA, Oman, Bahrain, Kuwait, Jordan, Egypt and Qatar gives them a true regional perspective. Secureway’s training, sales and technical support, as well as its team of highly qualified systems engineers, gives peace of mind to its partners and confidence to their enterprise customers. We are honoured to welcome Secureway to our partner community.”

Avnet extends its Sales Toolkit To Go for Oracle Solution Providers in the Middle East Avnet Technology Solutions has announced the availability of a new mobile-enabled "sales toolkit to go" for its Oracle hardware and software partners in the Middle East region after a successful launch in U.S. and Canada. The sales toolkit is available to Avnet's Oracle partners and is designed to help sales teams close data center solutions focused deals easily and more efficiently. It features a broad range of product, market and best practice information that can be accessed from web enabled mobile devices.

Optimus partners with Novell Optimus Technology and Telecommunications has signed a value added distribution agreement with Novell Middle East to promote and distribute the company’s globally renowned brands Novell, SUSE Linux and NetIQ through its solid channel network in Middle East and North Africa. As per the terms of the agreement, Optimus will enhance the vendor’s regional channel network and conduct regular marketing and channel development activities to position Novell, NetIQ and SUSE Linux as leaders in their respective market segments and help increase their market share in the region. To promote Novell, NetIQ and SUSE aggressively in the region, Optimus will conduct focused channel development activities, which include training and consultancy to partners to enable them to sell these solutions. Through Optimus 360°, the distributor will also offer value added services such as marketing and pre and post sales support.

Hani Barakat, senior director Oracle business-MENA, Avnet Technology Solutions Middle East and Africa, said, "We want to provide our Oracle Business Partners with a tool that gives them access to Avnet and Oracle expertise wherever and whenever they need it in a way that is both highly informative and portable. Avnet's new mobile-enabled toolkit reinforces our direction to drive solution sales strategy while equipping our partners with access to the right information at every stage of the sales cycle”. April 2012 | The Integrator


News Bytes

Emitac appoints new BU Manager for Value Carlos Tannous has been appointed to head up Emitac Distribution’s Value Add Division based out of Emitac Distribution’s Dubai office. Carlos has previously worked for more than 5 years in Dubai with another regional distribution company where he was instrumental in establishing a successful enterprise value added business. Carlos plans to develop Emitac Distribution’s servers, storage and networking unit into a Value Add Distribution Division. Carlos confirms ‘We are adding to our established and successful volume distribution business by acquiring new skilled resources which will enable Emitac Distribution to offer pre-sales and post-sales support for complete end to end solutions distribution to our Middle East technology resellers’. Carlos believes in working closely with Emitac’s channel partners to ensure they are kept up-to-date with the latest technology advances.

Oracle Platinum Partner status for Omnix Omnix International, a leading distributor and systems integrator for digital software imaging solutions, has announced that it has achieved Platinum Partner status in Oracle PartnerNetwork (OPN). By attaining Platinum level membership, Oracle has recognized Omnix International for its in-depth expertise and excellence in delivering Oracle’s Primavera Enterprise Project Portfolio Management (EPPM) solutions and for uniquely addressing the challenges of joint customers and endusers. “Achieving OPN Platinum Partner status reflects our deep seated commitment towards the promotion of Oracle products, competency development, business results and solution expertise,” said Dr. Jayant Deshpande, Director – CAD Division, Omnix International. “Becoming a Platinum level member complements our initiatives to consolidate our market presence and keep true to our customers. We are currently embarking on innovating transformation solutions across industries, technology and services that will help enable global enterprises to gain more business agility.”

NETASQ and Kaspersky Lab conclude Security Event in Riyadh NETASQ, and Kaspersky Labs, a leading developer of secure content and threat management solutions, concluded a successful Multi-Layered Network Security event in Riyadh, Kingdom of Saudi Arabia, aiming to explore the latest enterprise IT security challenges and solutions. NETASQ delegates introduced the concept of multi-Layered security through live demonstrations and technical presentations, showcasing that only the multi-layered protection of the next generation’s Unified Threat Management’ (UTM) firewall is the successful solution to combat the massive threat range attacking the network’s perimeter. Kaspersky Lab’s specialist dedicated his keynote speech to explain the antimalware gateway security, highlighting the features and advantages of this type of protections and the partnership with NETASQ. Konstantin Matyukhin, Technology Alliances Account Manager, Kaspersky Lab, Emerging Markets said, “Cyber criminals, hackers and virus writers will continuously find new ways to attack networks; which has made it a mandatory practice for big corporations and SMBs to adopt the latest solutions for data protection and security. We have joined forces with NETASQ to come up with an innovative state-of-the-art solution to maintain the security of our customers.”


The Integrator | April 2012

News In-Detail

enable breakthrough new business models and drive efficiency and productivity improvements in the UAE and beyond. Also speaking at the Cisco Expo was Duncan Mitchell, Senior Vice President, Emerging Theatre, Cisco. Duncan focused on the importance of innovation and how the UAE has witnessed significant technological advancement in the last 15 years alone and is becoming one of the region’s technology leaders. He also highlighted the increasing

lives" – in some cases more integral than cars and even dating! Duncan Mitchell, Senior Vice President, Emerging Theatre, Cisco said, “Cisco UAE Expo 2012 was a demonstration of Cisco’s commitment to, and confidence in, the UAE. I was personally delighted to meet so many of our partners and customers at the event whilst showcasing our latest technology solutions; technology and talent in action. I know that we are predicting the future by creating it.”

Cisco UAE Expo 2012 heralds the arrival of Pervasive Computing Howard Charney Senior Vice President Cisco

At Cisco Expo UAE 2012, which took place at the Atlantis, The Palm in Dubai, Cisco examined the most current and critical trends such as the power of cloud, collaboration, video, virtualization and borderless networks. In his keynote at Cisco Expo UAE 2012, Cisco’s Senior Vice President, Office of the President, Howard Charney asserted that when it comes to technology advancement the UAE, like the rest of the globe, is poised for exponential growth. He stated that we are entering the era of ”pervasive computing” where everything is smart and connected 24x7. Charney said that networkbased technologies for managing Big Data – the explosion of information from sensor networks, smart devices and industry – will

role of the network in people's lives, referring to the 2011 Cisco Connected World Technology Report which revealed that one in three college students and young professionals consider the Internet to be as fundamental as air, water, and food. More than half of the study's respondents say they could not live without the Internet and cite it as an "integral part of their

The one-day Cisco Expo, themed “Innovate Together” was the largest ever held in Dubai. It received tremendous support from the industry and the market. Industry partners, technology vendors, associations, business and technical organizations, and more than 800 delegates and visitors participated in the event.

April 2012 | The Integrator


News In-Detail

Symantec announced it will deliver a new approach for modernizing backup and recovery for companies small and large in the Middle East, a process that has become unnecessarily complicated and expensive as organizations’ data stores grow exponentially. Compared to traditional backup, Symantec’s approach enables 100 times faster backup, eases management and simplifies recovery if a disaster occurs, helping customers realize significant cost savings while better protecting

near impossible to meet,” said Johnny Karam, Regional Director, Middle East and North Africa, Symantec. “These challenges also affect small businesses that struggle with implementing a proper approach to data protection. The current approach to modernization introduces an ever-growing collection of point solutions resulting in added complexity, increased costs and headaches for backup administrators, network administrators and executives.”

Symantec focuses on Better Backup

their business information. Key components to Symantec’s unique approach to data protection are the new NetBackup 7.5 and Backup Exec 2012 software and cloud solutions are designed to help Symantec’s Middle Eastern customers address backup issues common to companies all over the world. “Over the last 20 years data has exploded, virtualization has become widely adopted and service level agreements (SLA’s) have become


The Integrator | April 2012

According to Symantec’s 2011 SMB’s study done in the Middle East, SMBs are not making disaster preparedness a priority until it is too late. Symantec found that only 34 percent of SMB’s in the Middle East are backing up their data on a daily basis, and out of those 34 percent, 74 percent are incorrectly backing up their data onto CD’s, DVD’s and external hard drives. The survey data reveals that the cost of not being prepared is high, putting a SMB at risk of going out of business.

Symantec urges enterprise and SMB’s alike in the Middle East to understand the importance of backing up their data correctly. Symantec recently surveyed more than 1,400 IT professionals worldwide on their backup practices and their ability to recover information in the event of a disaster. The findings reveal that traditional approaches to backup are broken and a new approach is vitally needed “Companies in the Middle East need to see backup as a life jacket for all their vital information. They need to be prepared to put on their jacket if a disaster occurs,” said Karam. The UAE government has taken the lead by making backup mandatory to all their government and financial entities, demonstrating that they understand the importance of managing the public’s information properly. “Symantec is unveiling a radical new plan to modernize data protection that will drive out 80 percent of the operating costs associated with backup over the next five years,” said Karam. “Symantec is announcing a new set of solutions that address the problems in backup – from the most complex of enterprise data centers requiring a true tieredrecovery strategy to the smallest business that needs the confidence that they can easily recover their data.” Key components to Symantec’s unique approach to data protection are the NetBackup 7.5 and Backup Exec 2012 software and cloud solutions, designed to help Symantec’s more than two million backup customers address backup issues common to companies all over the world.

News In-Detail

into local market trends. Dong Wu, vice president, Huawei Enterprise, Middle East, said: “Our Partner Summit was a productive experience for everyone, as there is no match sometimes for meeting face to face. As our regional channel programme grows in momentum, a gathering like this reminds our partners that Huawei is keen to forge hands-on partnerships with them that not only widen their

reinforced our strategy of tailoring our approach to meet the needs of reseller partners in different vertical industries and local markets. We carefully qualify partners into defined categories, enabling them to complement each other for optimal business growth without competitive overlaps, and Summit attendees were reassured by this approach to working with multiple partners covering the same region. Even if you have the most rigorous

Huawei eyes enterprise channel growth Dong Wu Vice President Huawei Enterprise,Middle East

At its first regional Partner Summit, which took place in Dubai recently, Huawei Enterprise had representatives of various partners from all over the region in the Middle East and Pakistan in attendance. The vendor shared its vision for future growth and welcomed several new partners to its community of Value Added Partners and Distributors. Partners were given a sneak preview of some of Huawei’s leading edge solutions in action in a new state-of-the-art demonstration facility. Dong Wu, vice president, Huawei Enterprise, Middle East, welcomed the participants, before his senior management team led sessions drilling down into specific aspects of Huawei’s products and solutions. Hasan Sandila, ICT analyst at IDC, shared insights into emerging ICT trends, where several partners then shared their insights


The Integrator | April 2012

At the Partner Summit held last month, Huawei took yet another important step towards setting the stage for growth of its enterprise business. The vendor which established its Enterprise unit last year plans to develop its partner business in enterprise verticals by signing up more systems integrators, distributors and resellers. portfolios of products but also provide the local resources and support they need to grow their businesses.” Dong Wu’s opening speech highlighted some major achievements Huawei Enterprise has recorded in the region over the past year, becoming the first, He emphasised the rapid progress Huawei Enterprise Business has made since launching in 2010, and stressed the unique importance of its channel partner network to its success. Dong Wu added: “Partner feedback at the Summit

and defined partner framework in the industry, you will get nowhere if your products don’t deliver. Innovation is of critical importance, and partners welcomed the opportunity to see Huawei’s technology in action at our new demonstration facility, with many promising to come back with their customers for a closer look.” Sabu Mathew, Projects and Engineering Director of 3W

Networks, an SI offering integrated telecommunications, safety and security solutions, commented: “3W Networks main focus is to offer tailor made solutions to our customers in the energy, transport and telecom sectors. Huawei has a strong track-record in our vertical markets and is also prepared to work closely with us at a technical level. We have a significant presence in the region, with dedicated offices in UAE (Dubai, Abu Dhabi), Oman, Qatar, Saudi Arabia, Egypt, Singapore, Korea and Australia, and needed a partner with a strong local footprint in all our markets to provide support when needed. The Summit has been particularly valuable in providing deeper insights into how global ICT trends can be translated to the needs of our vertical sector customers.” Informatica Qatar (IQ™), an IT consulting firm and technology solutions provider, was also in attendance at the Summit. Wisam Costandi General Manager, commented: “The Summit provided a useful opportunity for our team members to strengthen their relationships with the Huawei Enterprise personnel responsible for providing local support of our operations in Qatar, and additionally to meet team members responsible for the other geographic areas, with whom we will be working closely in future.” In the enterprise market, Huawei has put in place a product and solution portfolio that spans enterprise network infrastructure, enterprise communications, data centres and industry applications. Additionally, Huawei provides cloud computing data centre solutions and enterprise applications based on cloud computing. Scalability is a core theme integral to Huawei Enterprise’s entire solutions portfolio.

Courting the channel Huawei view the channel as integral to its enterprise success. Raymond Chehab, Head of Business Development speaks to The Integrator about the company’s focus on growing the channel business What were the key agendas of the partner summit? We used the summit to convey to the channels about how Huawei is structured and the business model. At the end of the day, they need to have a lot of clarity of our go to market model wherein the channel is an integral componentl. The channel partners are our first customers and are very dear to us. The end users are the customers of our customers. Today we would like the channel partner to be more aware about the Technologies we offer, the product we have, the various solutions they can position to their customers from our portfolio etc. How extensive is the enterprise channel business and what determines your channel recruitments? The enterprise business is done through the channel. Channel recruitment depends on country varies from country to country, depending on the size and strategic importance of the market. In Saudi Arabia you can accommodate more channels than Bahrain which is a much smaller country. The number of partners in a particular market would depend upon the TAM. How many channel partners as of now do you have in the region? While I don’t have the actual numbers right now, it is an ongoing

process and some of them are still joining the program and the network is growing every week. This includes only systems integrators. First of all we don’t select partners or channels based on personal reviews. The choice would be based on criterion like technical and sales resources in the company who have the capability to offer presales support for instance. The second criterion is how sound the partner’s financial background is. The third one is vertical penetration; some of them are very good in financial sector and some are good in Education or Health care sectors. The fourth is how extensive the geographical coverage is. How has the enterprise business been faring in the region? We closed this year with $ 330 million in the Middle East with a year-on-year growth rate of about 85-90 percent. Our target for 2012 is $500 -4600 million in revenues and further expansion of the channel business volumes. We are active in government, education, transportation, and healthcare verticals to name a few. There was strong growth in the Gulf and Iraq, with government projects and the oil and gas sector driving much of the growth. We are also investing considerably in cloud and virtualization Technologies which are growth areas.

April 2012 | The Integrator


TechKnow | Red Hat

multi-product supplier to our larger customers. For example, with our Jboss customers, we will try to ensure that Jboss is running on Red Hat Enterprise Linux. And vice versa, with Linux customers who want to leverage the benefits of middleware, we will work towards getting them to opt for Jboss. Elaborate on your cloud computing strategy? When moving to the cloud, there are essentially 3 alternatives that customer can adopt. They can go for a rip-and-replace approach. This basically means that they throw out everything they have in terms of infrastructure and start off from scratch.

existing infrastructure to be a part of the cloud solution. This involves planning for virtualization before the actual cloud deployment, for example, installing a hypervisor or virtualization manager that can handle multiple operating systems. The emphasis here is to ensure that you are not locked-in to a particular vendor's virtualization strategy or cloud strategy, thus allowing you, at a layer by layer level, to adopt the best of breed solution for your environment. Our cloud computing strategy offers a high degree of flexibility which enables our customers to leverage the different cloud models- private, public and hybrid.

Open Sesame George DeBono General Manager Middle East & Africa, Red Hat

Please discuss on the growing successes for Red Hat in the enterprise? We have had several high profile cutomer wins in the region including .aeDA (part of TRA) and Qatar Exchange to name a couple. Channel management is very key to Red Hat’s success in the region as the company operates through an indirect model through-out the Middle East, Africa and Turkey. We remain a 100% channel based fulfillment business. In terms of growing our business, the objective is to become a 14

The Integrator | April 2012

Red Hat is a leading provider of open source solutions which includes the operating system platform, Red Hat Enterprise Linux, together with cloud, virtualization, management, storage and service-oriented architecture (SOA) solutions including Red Hat Enterprise Virtualization and JBoss Enterprise Middleware. Red Hat also offers support, training and consulting services to its customers worldwide. George DeBono, General Manager Middle East & Africa at Red Hat speaks to The Integrator in the following interview about the company’s focus areas and channel strategy The second option is a siloed approach where the customer takes a part of their existing infrastructure and makes that cloud-enabled. This is a methodology that is being pushed by one of the large cloud providers. But this is not a strategy that Red Had subscribes to because it ends up with the customer being 'locked-in' with the particular cloud vendor's strategy and it then becomes difficult for them to leverage their own cloud model. The third approach, and the one which Red Hat advocates, is to do what you can to enable all of your

This is crucial from an application development standpoint. For example, with clouds being what they are today, developing an application using the services of a public cloud provider such as Amazon is highly cost efficient. When put out to market, the application may either succeed or fail. Failure would mean significantly lower losses as compared to an internal development scenario. At the same time, if the deployment proves successful the customer might want to migrate the application from whatever cloud strategy is being utilized by

the cloud provider to what has been deployed internally by the organization. Conversely, the customer may also want to have the capability to reach out to the cloud provider in order to bring in more resources are required. In which case the customer would opt for a hybrid cloud model. Discuss the growth prospects in JBoss Middleware in the region? The growth prospects so far have been highly impressive. And we expect to see a continued strong contribution from Middleware to our local performance. Currently, we have a number of household brand name cutomers who have begun implementing JBoss Enterprise Middleware and have already completed the initial stages of their project. These customers are beginning to move out of the test phase and into actual production.

to rethink their market approach and price levels and other business strategies. This overall drive we believe is resonating with a large number of enterprises in the region and it is really starting to impact how a lot of them think about their business. We regularly engage in talks with our current and prospective customers who are eager to know how they can increase our footprint in their organization. They understand that by choosing Red Hat, they can benefit from significant cost savings as compared to proprietary solutions. At a time when IT budgets aren't growing sufficiently to keep up with growing IT demands, such cost savings are essential as these funds can then be allocated to

Which verticals are the strongest for Red Hat in the region ? The key verticals which we cater to in the region are telecom, financial services, transportation, media communications and government. Discuss your channel program and initiatives in the region? We are and will do everything we can to remain a 100% channel focused business. Value-added Resellers are crucial to our business. Red Hat has 4 different tiers of resellers - Unaffiliated, Ready, Advanced and Premium. Every level has its own benefits to the reseller & Red Hat. Obviously, the higher the level, the bigger the benefits that the reseller receives including larger margins and discounts from the distributor, more technical, sales and marketing support, more access to Red Hat’s “Partner

Our cloud computing strategy offers a high degree of flexibility which enables our customers to leverage the different cloud models- private, public and hybrid. This is crucial from an application development standpoint.

We also have a number of customers who are acknowledging the benefits of JBoss Enterprise Middleware and are migrating away from the community versions. On our part we help this process by building programs and plans around making it easier for the customer to carry out the migration. JBoss Enterprise Middleware is a very critical part of our ongoing success.

future development projects which help enterprises maintain their competitive advantage.

Do you see Migration to open source software as an increasing phenomenon? Yes, I absolutely do. If you look at the numbers from IDC and Gartner, it is very clear from their independent opinions that in the near future, there will be only two operating systems for the enterprise space, one of which is Linux. If you look at this transition towards open source in the Middleware space, it is causing many of our competitors

What are the products and solutions from Red Hat for the SMB segment? All our products can be utilized by SMBs as well and they offer the same value to SMB customers as they do to enterprises. The key variant for our SMB customers is that they may chose to utilize our technologies through cloudhosting partners as by doing so, they avoid the expense of having to maintain their own infrastructure.

Resource Management (PRM) center etc. Red Hat determines the level for each partner through a stringent process that includes looking at the partner’s current and potential revenue streams, overall ability to penetrate new mkts and their understanding of Red Hat products and solutions. They also have to fill out certain criteria for eg. to be an Advanced reseller, the partners has to have 2 certified technical and 2 certified sales personnel. The above process ensures that we have the highest quality channel that can represent Red Hat on the ground. April 2012 | The Integrator


Cover Feature | Virtualisation

Virtualisation gains impetus More awareness of the virtues of deploying Virtualisation is driving the momentum The virtues of employing Virtualisation as a strategy to optimize IT infrastructural costs and make it scalable, agile, efficient, in times of extreme budgetary constraints, is something established beyond doubt. While customers are more or less convinced that this is no longer an experimental strategy, they are going about deploying virtualization in ways that suit them. Saudi Arabia and the UAE are reported to be at the forefront of adoption. There are step by step approaches toward partial or complete deployments as suits the customer. And as Gartner points out costs are going down and customers are experimenting with multiple virtualization platforms that are now available although VMware


The Integrator | April 2012

continues to hold the edge. Jean-Phillipe Barleaza, Partner Director, Southern Europe, EMEA at VMware says, “Virtualization is the first step to private cloud. It is advantageous as aconsolidation solution that helps to improve costs, gaining space and energy savings, bring in flexibility and help deliver the best of services to customers that the Business wants to. This is something that we don’t need to prove anymore. “ He adds, “We are in the execution mode now with our partners and may be significant enough to mention that to lot of our customers are now virtualising Business applications such as Microsoft Exchange or SAP. That is a sign that they have gone through the first step of virtualization

implementation and are taking care about completely integrating their critical apps into our virtual data center.” From a regional perspective, there is a gathering momentum towards virtualization as a strategy to deploy additional capabilities in existing IT infrastructures. Basil Ayass, Enterprise Product Manager, Commercial Business at Dell Middle East says, “Rapid changes in the Middle East’s business environment have put tremendous pressure on IT infrastructures. Tough regional competition requires new levels of operational performance and a tight lid on costs. Executives, customers, regulators, and investors are ever more demanding. Faster processors, new applications and

enabling technologies such as virtualization and cloud computing can provide tremendous benefits. ”

Citrix is perhaps the only ideally positioned company to cater to the needs of different user segments.”

Virtualization is definitely becoming one of the most spoken about technologies in the region but it has largely been in the context of Windows based environments , says George DeBono, General Manager Middle East & Africa at Red Hat.

Ramkumar B., Vice President, Redington Gulf-Value Division says, “Virtualization is an area where we are investing in requisite sales and pre-sales skills to drive readiness across the mid-market and SMB channel partners. Virtualisation as an opportunity leads to a lot of other adjacent opportunities in consulting, security and hardware. This is an area of focus for us.”

He adds, “Traditionally what has been virtualized very well in the customer landscape is their Windows based environments, while other environments like Linux and Unix were largely untouched. Our virtualization solution however addresses this by heavily targeting the enterprise class operating systems in the Linux and Unix space.” Citrix, a leader in Desktop Virtualisation has unleashed a new partner strategy to make more inroads in the market. Training, better tools and more cash back incentives for partners are thrown in the mix. Noman Qadir, regional channel manager at Citrix Systems, MENA & Turkey, says, “Companies throughout the Middle East are turning to the benefits of virtualization and cloud computing, and we recognise the need to invest in informed, educated channel partners to support our business growth. There are verticals that are leaders in adoption. A lot of customers have adopted virtualization when traditional IT tools haven’t been able to address the problems. So potentially, customers driving virtualization deployments are doing so to address their Business needs and

There is also the contestable view that virtualization is not necessarily for every organization and rather depends on the extent to which a company needs to use IT infrastructure as an enabler. In any case, It has to be part of a well thought out long term execution vision. “Every company need not adopt cloud or virtualization or the two. In the end, it depends upon how a customer wants it’s IT to be a pillar towards its long-term growth. Although, there is a possibility that companies that have adopted virtualization would be more open to the concept of cloud computing,” says Ramkumar. Taking the first steps Desktop virtualisation and datacenter virtualization are major areas of virtualization strategy and

Basil Ayass Enterprise Product Manager Commercial Business, Dell, Middle East

what ‘s done first depends on the customer’s strategy and Business needs. Jean-Phillipe says, “At first, the customers starts discovering the advantages of consolidation with the non-business critical applications. Once he has proven to himself that this is useful for his company, it is then about virtualizing the tier one applications. Then the next step is enabling automation and management to also keep control over the VMs deployed (virtual machines). That is really the first

At first, the customers starts discovering the advantages of consolidation with the nonbusiness critical applications. Once he has proven to himself that this is useful for his company, it is then about virtualizing the tier one applications.

April 2012 | The Integrator


Cover Feature | Virtualisation

strategy, he also step in the journey to the agrees that in certain verticals, cloud. Parallel to “Every company need not adopt cloud or that, when the desktop virtualization or the two. In the end, it depends virtualization organization upon how a customer wants it’s IT to be a pillar has got to maybe more relevant to virtualization towards its long-term growth. of first tier start with, as it has a direct applications and has correlation to upgrading, maintenance issues like achieved a kind of maturity, then the specific requirements of Business productivity. the end customer comes to think of patches for the OS.” He says, “To a certain point, when desktop virtualization and especially While datacenter virtualization the datacenter is virtualized, then when there is a compelling reason maybe the more popular takeoff comes the question of desktop like the costs associated with

Driving value Basil Ayass, Enterprise Product Manager, Commercial Business at Dell Middle East speaks to The Integrator about trends in the market and some key strategies of Dell towards virtualisation Has desktop Virtualisation really taken off in the region in specific verticals? Discuss Dell’s desktop virtualization strategy and solutions? Enterprise desktop environments offer a compelling alternative to physical desktops. Desktop virtualization (VDI) has the potential to simplify operations and get client assets under


The Integrator | April 2012

control through a fundamental paradigm change: instead of managing physical desktops and hardware devices in various locations, administrators can consolidate enterprise desktops in the datacenter and realize substantial total cost of ownership (TCO) savings. Architecting a flexible, scalable enterprise storage platform is key

for VDI project success. Purpose-built Dell storage solutions provide benefits from desktop to data center, while open, capable and affordable Dell storage solutions offer a choice of desktop virtualization architectures without lock-in to proprietary infrastructure components. With the recent dramatic improvements in VDI performance, reduced operational overhead and expedited desktop delivery, Dell is experiencing an upsurge in VDI sales in the region. Sales have been mostly focused in the education, healthcare, and call center verticals but as the technology advances we are seeing a diversification of interest into all verticals. Published reference architectures, white papers and case studies help minimize risk, accelerate design and implementation and

virtualization. are not looking Desktop at datacenter virtualization virtualization “Traditionally what has been virtualized very is universal but at desktop well in the customer landscape is their Windows access from any virtualization based environments, while other environments device to any as the first step like Linux and Unix were largely untouched. application or to make the data you need capability of in a secure way. the users better Datacenter to be effective. – not as a priority at the moment virtualization is where you get the That is perhaps the pattern.” from customers. However, in some most value- in terms of pooling, verticals, when the foundation of elasticity, agility, scalability Workshifting which is seen as the your business is the capability and when implementing new practice of moving work to the to do faster and better, then you technologies. Desktops come after most optimal location, time and

simplify desktop virtualization projects and operations. What are the benefits of Virtualisation as a strategy? With server consolidation strategies, you can offset power costs, save cooling dollars and increase data center real estate. However, the value of virtualization is more than just cost of ownership. Virtualization can be the foundation for an automated, agile infrastructure that provides greater benefits to your entire organization. In the data center, virtualization can speed development cycles and support faster resource deployment. Business benefits by quicker access to assets and less downtime when it is supported by advanced features such as live migration and high-availability (HA) servers. Business data can be protected more effectively in a virtualized environment which supports

cost-effective, high-availability disaster recovery strategies that are easy to manage. Is Virtualisation seen as an enabler for cloud computing? As IT groups automate their virtualized environment, taking advantage of resource pooling and automatic workload allocation, they can start planning to apply these efficiencies to deliver cloud capabilities to their business groups. And many are already heading in that direction. Both VDI users and virtualized datacenters are prime candidates to adopt private cloud computing. Does virtualization work for SMB users? IT managers in SMBs are confronted with a Catch-22: reduce IT expenses while supporting business growth. Unless the IT department has been spending freely on unnecessary technology, it’s difficult to find rational ways to

reduce expenses. When there’s a mandate to support business growth, the task becomes nearly impossible. On the other hand, data centers are expensive places where costs grow exponentially as SMBs add customers, employees, partnerships, products, services and all the data that goes along with them. When the data center houses a physical infrastructure made up of single purpose servers, the expansion needed to support business growth is financially unsustainable. This is why virtualization is a sound strategy even for SMB. Not only is the number of servers inside the data center reduced, expenses associated with space, power consumption, management, and disaster recovery are lowered. Anyone that has more than 4 servers in their IT department should start looking at virtualization solutions.

April 2012 | The Integrator


Cover Feature | Virtualisation

Noman Qadir Regional Channel Manager Citrix System, MENA & Turkey

resources is seen as a key driver of desktop virtualization. This enables organizations to have an effective mobile workforce. Applications, data and entire desktops are centralized in the data-center and delivered as an on-demand service to people in any location, on any device. Desktop virtualization has seen faster penetration in select verticals like call centres, education, Banks with remote branches etc for reasons of ease of manageability and security. Norman says, “In the last couple of years, there has been a faster momentum towards desktop 20

The Integrator | April 2012

virtualization with Customers who are trying to host windows desktops and deliver them remotely. This momentum has been particularly more in environments with more mobile users and those which have work shift environments. So call centres have been one of the largest customer verticals for us in the region.”

night whereas managers may be power users with access to more applications. IT management could become a nightmare if there are more branches with around 20 users in each and therefore would require more support staff and expensive remote management tools. Desktop virtualisation fits it well in these scenarios."

According to him, desktop virtualization can enable call centre agents to now work from home and any PC, device. They should be able to virtually access their desktops and have other services like IP telephony integrated in their virtual desktops. Education is another important vertical for desktop virtualization and helps IT administrators tide over the challenge of addressing IT issues in local client machines.

Norman claims that the virtual desktop licensing booking for us Citrix was over five times larger than its nearest competitor in 2011.

“Our virtual desktops offer complete flexibility to students and teachers and when the next batch of students walks in for their Lab sessions, we renew the desktop and offer new virtual desktops on the fly. That takes care of any potential issues that could crop up otherwise,” adds Norman.

Multiple options The notion of multiple hypervisors which are the pivots of virtualization deployments is gaining ground. A hypervisor, also known as a virtual machine manager/monitor (VMM), is the software that allows several operating systems to share a single hardware host.

Further, Banks with remote branches are also seen as potential clients for desktop virtualization. This could be for some user profiles at least since that would help curtail the management issues dealing with a large number of individual PCs. Norman adds, “If you look at Banks, they have different kinds of users and further their security and compliance needs for both Business and IT security are going through the roof. Tellers may have access to a few applications from morning to

Jean Phillipe Barleaza Partner Director Southern Europe, EMEA, VMware

While VMware was the pioneer in the virtualization market with its hypervisor, others like Microsoft and Citrix are seen as increasing competition. Further, Licensing fees for the number of virtual machines deployed throughout the enterprise are raising concerns of spiraling costs of virtualization and multiple hyperviros are seen as possible options. Microsoft is giving away Hyper-V as simply a free feature of Windows Server 2008 Release 2. This is expected to help it gain momentum as an alternative to VMware’s vSphere 5, especially for less critical workloads in enterprise accounts to start with. Citrix XenDesktop is also a preferred option when it comes to desktop virtualization. As for Red Hat, the vendor is talking of an exclusive Linux based all round approach to optimize performance from virtualized IT infrastructures. “What we try to make our customers understand is that the entire virtualization infrastructure works best if it is built upon a single operating system. This which means that a hypervisor, running on a Linux-based operating system will work best if it too is Linuxbased and vice versa,” says George DeBono. VMware’s Jean-Phillipe suggests that the best value from going in for virtualization is gained when you have a homogeneous virtualized environment. He says, “We are at the foundation of this technology by really being the company that gave birth to virtualization in this x86 market. We believe you get the full benefits of

virtualisation when you have our Technology all around. We have an open architecture with all the APIs which allow other developers or vendors to build in additional value on what we offer to our customers. There are customer testimonials that they derive best value when they have one hypervisor. From a Technical point, having multiple hypervisors isn’t justified and we don’t see too many customers using multiple hypervisors in their networks.” There are both pros and cons of having a multiple hypervisor strategy. Organizations adopting multiple hypervisors want to accomplish cost control by having different resource tiers within their data centers. They also want to drive virtualization into areas where they haven’t been able to before, such as remote and branch offices. Further, they are looking to build more cost-effective disaster recovery solutions. Dell's Basil Ayass adds, “Corporate mergers, acquisitions, applicationspecific requirements and single vendor lock-in concerns have caused many organizations to use multiple hypervisor environments. Adopting more than one platform has both cost benefits and infrastructure challenges. “ Basil elaborates that to move towards a multiple hypervisor strategy, it is essential to make multiple hypervisor support a key requirement when purchasing hardware and software. He adds, “Investments are required in management and software tools that can reduce the complexity of managing a diverse environment.

Ramkumar B. Vice President Redington Gulf-Value Division

Effective migration tools are essential in preventing siloing and virtual machines (VMs) from becoming trapped in a tier and Test migration from hypervisor to hypervisor to ensure each will work under various scenarios, such as disaster recovery failover.” In summary, the market is definitely on the move towards a more mature phase of deploying virtualization strategies, aware of which areas to virtualise and which not to in their infrastructures. In all likelihood, there would be considerable upheavals that will unravel with customer’s choice taking precedence and dictating the trends. April 2012 | The Integrator


Point2point | Emitac

with Systems and Displays, driving the volume business lines. What are the new directions or initiatives in the company to strengthen the focus in value add distribution? We have appointed a new leader to the Value Add business unit, Carlos Tannous, who has a proven track record of achievement across the region. Carlos is in the process or reorganizing his team and is in the process of adding significantly to the skills and capabilities through

What are the new announcements of late in terms of new vendor tie-ups? We have recently begun distributing HP ESSN and IPG products in Saudi Arabia, Xerox products and services in Iraq, and Samsung Systems Displays and Printers in Iraq. Discuss the geographies of focus for the company? Do you supply to partners across GCC and markets outside the GCC as well? We cover 10 countries across the

Mapping out growth areas Patrick Mulligan CEO Emitac Distribution

What are the brands currently part of the distribution portfolio of Emitac? Emitac Distribution has been a distributor in the UAE for many, many years, initially as the exclusive distributor of the entire HP portfolio, and since then we have added Acer, Lenovo, Microsoft, and more recently, Samsung and Xerox for some of our regional markets. Are volume distribution and value add distribution areas separated within the structure? Yes, we have a Value Add business unit which is focused on solution selling, with another two other business units, Print and Supplies 22

The Integrator | April 2012

Emitac Distribution (EDL), part of the Emitac Group, partners with leading IT brands as their distributor in the region. The distributor has a network of more than 750+ resellers in the region. Patrick Mulligan, CEO of Emitac Distribution chats to The Integrator about the company’s growing focus on value add distribution. recruitment of new talent both in UAE and Saudi Arabia. Emitac Distribution has recently entered the Saudi market, and is making significant investment in Iraq and Kuwait to grow our business outside of UAE. Discuss the value add services that you provide partners? Emitac is building up a team of DataCentre Solution Specialists offering Pre Sales and Post Sales support to the channel partners. This is in addition, we will carry demo units of solution blocks for POC (proof of concept) and offer showcases at the end user sites.

MENA region, with local operations in UAE, Saudi Arabia, Jordan, Kuwait, Qatar and Iraq, and direct sales to Libya, Bahrain, Oman and Yemen Do you have currently any solutions from vendors focusing on virtualization / cloud computing etc? Currently we are offering Virtualization /Cloud computing solution through our HP OEM product portfolio. We don’t yet have any direct agreement with focused vendors; But this is very much on our roadmap, and once the Value Add business unit recruitment is completed, I believe we will have

Point2point | eHosting DataFort

made the correct investments to ensure our success in this area. Discuss your channel engagement initiatives in terms of training/ incentives etc? Currently the existing HP team in Emitac are conducting in house trainings for the sales and pre sales forces of our channel partner. We have exciting plans that will help keeping the channel up to date with the latest technology innovations. We will share more details about this new initiative once it is officially launched. We have been supporting our partners through a number of incentives and initiatives. We have been working closely with our partners to offer them initiatives that will help them to grow their businesses whether it is end user events or sales promotions. There are a lot more exciting incentives come this year. What has been the year on year growth in the distribution business? Emitac Distribution has seen growth of 5% in 2011 in spite of the challenges of a very difficult year for the region. We expect to see significant improvement in 2012 full year results, and we a very encouraged by progress achieved so far.

How is the third party datacenter business growing in the region and how is e-Hosting DataFort making the best of the opportunities? The adoption of third-party data centre services has seen increased demand from both large and medium businesses, driven both by the need to cut costs as well as to lower the risks associated with investing in data centre infrastructure, equipment and technologies that face ever shortening refresh cycles.

bringing in knowledge, technical expertise and readily available technological innovations. This helps reduce costs, improve performance levels and lower financial risks. Service providers are continuously investing in the latest technologies in order to provide different routes to deliver this value to clients. CIOs can then allocate their IT resources to innovation and developing business applications rather than spending time on mundane

Holding the fort eHosting DataFort is a leading IT service provider in the region and provides data hosting services to many leading clients. Yasser Zeineldin, CEO, eHosting DataFort speaks to The Integrator in the following interview about the company’s focus.

Majority of the revenue for thirdparty data centre services used to come from colocation hosting services but this is fast changing. Managed services is increasingly becoming a large component as there is a major shift in mindset and organizations are looking at service providers to manage their IT infrastructure. The key verticals for third party data centre services have been banking, hospitality, government, IT and technology. A growing need to focus on core business; lack of skilled resources for inhouse management of data centre operations and rising power, cooling and real estate costs have remained the major drivers for adoption of third-party DC services. The role of an IT service provider like eHosting DataFort has gained higher relevance after the financial crisis as organisations see them

operational activities. Today, even at eHosting DataFort, we see our customers demanding not only solutions for cost-cutting measures but also for deriving long term benefits. They see a service provider as an extension of their IT department. Clients are also still focusing on converting capital expenditures (CAPEX) to operating expenditures (OPEX) by using a service provider. At eHDF, we see that this trend is here to stay for the long term. In addition to flexible, reliable and customized solutions, eHDF provides its customers State of the Art Infrastructure along with 24/7 technical support. We also guarantee up to 99.9% Service Availability on account of our credit-based, industry-leading Service Level Agreements (SLAs). eHDF also follows strict service desk response and resolution targets. April 2012 | The Integrator


Point2point | eHosting DataFort

an aim to improve its enterprise computing business and has strategic alliances with technology majors like Microsoft, Cisco, HP, BMC, IBM, EMC etc. In the past year, we have also partnered with Double-Take Software to enhance comprehensive hosted disaster recovery solutions to customers. Owing to our focus on international best practices and clearly defined processes, eHDF has been recognized by international bodies such as BSI and ISO thus ensuring that our managed services are best-in-class. eHDF has obtained certifications including ISO 9001, ISO 20000, and ISO 27001, and BS 25999. In addition we have been recognized by the industry as the leading Managed Services Provider in the ME region for the last 4 years. Yasser Zeineldin CEO eHosting DataFort

Monthly service reports including SLA incidents, server performance and internet are maintained and monthly service reviews are carried out in order to preserve high standards of performance. Our predictable Business model of charging monthly fees allows customers to reduce the Total Cost of Ownership (TCO), in turn allowing them to convert their capital expenditure (CAPEX) to operating expenses (OPEX), thereby freeing up savings which can be used to reinvest into other new business initiatives and projects. eHDF has been continuously investing in infrastructure and technology partnerships with 24

The Integrator | April 2012

Do you see potential of providing hosting services for more global scale customers, not necessarily based out of Middle East? eHosting DataFort does not categorise itself as a System Integrator but as an IT service provider. UAE is attracting global businesses by providing a business friendly and progressive environment that facilitates the expansion of their operations across the region. For many of these organisations, working with a local managed IT service provider offers a value-add as critical customer data remains within the country. eHDF has vast experience in providing managed hosting services to customers, both local and international. Companies see improved performance, controlling costs and complexity, extensive industry knowledge and expertise in meeting global infrastructure

requirements as the primary reasons to work with eHosting DataFort. Some of our Global clients are Panasonic, Societe Generale Bank, TRIMEX Group, JRG International and many more. Another example is Switzerland’s Security Lab which hosts its IT infrastructure and protects the confidential data of its customers within the UAE at eHosting DataFort’s Data Centre. Security Lab specialises in providing security audits to banks and multinationals, delivering services that include vulnerability assessment and penetration testing. It has a portfolio of global clients from the legal and financial sectors, many of which are setting up base in Dubai. Regional tie-ups with IT service providers is a core strategy that the security firm adopts around the world to host highly sensitive customer information and communications securely. For the company it was essential to work with a local managed IT company, not only to physically protect their IT infrastructure, but also to ensure secure communications that meet its customers’ international compliance and standards requirements. What are the Managed services that the company provides? Which are the fastest growing in the region and for the company specifically? eHDF has a whole gamut of solutions in the managed services segment ranging from Dedicated Servers to a Fully Managed Services option whereby a customer’s entire IT infrastructure is managed right from their Data Centre through their Core Business Applications and everything in between (including Network, Servers, Storage, Backup, Security etc). In ‘Managed Hosting’, customers lease one or more dedicated servers from eHDF and the organization undertakes the

responsibility of managing these servers up to the Operating System (OS) layer. In addition, EHDF also undertakes the responsibility of providing managed services that include Backup, Storage, Security, Network, and Application & System Administration Services. The entire hosted infrastructure is managed on a 24x7 basis and is also backed by SLAs required for high availability, reliability, security and redundancy. At eHosting DataFort both colocation and fully managed hosting services model have seen demand with a majority of clients needing managed services such as network, security, databases, storage, etc. In addition, there has been extensive growth in Disaster Recovery and Business Continuity Services due to Arab Spring in the region with UAE becoming a safe haven for data. The top three industry sectors that have shown immense growth for these services at eHDF are IT, Electronics and Telecom, Financial Services and the Government Sector. Do you see sizeable business potential for Managed services among some of the larger to medium sized SMB companies? SMBs, accounting for over 90% of the private enterprises in Dubai, are leading economic growth and job creation in the UAE today. It is, therefore, a top priority that this sector has access to leading edge knowledge, technology, funding and markets, according to the SME development agency of the Department of Economic Development (DED) in Dubai. Service providers and technology companies usually scale down solutions and products for SMBs but are not able to offer

a customised solution for this segment. The SMB sector has unique requirements that need to be addressed differently. eHDF has been able to address specific needs of the SME sector and has worked successfully with a number of SMEs in the region. In order to support this sector, eHDF has launched SME-specific dedicated servers packages - ‘Lite Package’ and the ‘Premium Package’. Both the offerings require minimal capital expenditure (CAPEX), making it easier to be provisioned and allowing for faster time to market. They are housed in eHDF’s secure data centres that ensure critical business data is always

/ applications in terms of scalability, elasticity & faster time to market. Also we have plans to launch a Lite Public cloud version for companies operating in the SMB space. In summary, what is the outlook for the managed services business over the year ahead and for the company specifically in terms of new initiatives / expansion plans planned There will be an expected growth in the Managed Services market since enterprises will continue to invest in data centre technologies and services but not building their own infrastructure. There is a tangible and growing desire to

"Companies see improved performance, controlling costs and complexity, extensive industry knowledge and expertise in meeting global infrastructure requirements as the primary reasons to work with eHosting DataFort"

secure and protected. Moving forward, eHDF is planning to launch public cloud infrastructure services specifically targeted to SMEs in Q2 2012. Discuss your focus on cloud computing and what are the vendors you are associated with for providing cloud services to your customers? We have charted out our cloud roadmap and will be launching cloud services very soon. We already have a cloud ready infrastructure in our data center. eHDF will be launching our own Managed Private cloud solutions for medium to large enterprises looking at enhanced & dynamic utilization of existing infrastructure

increase efficiencies by looking at the lease option i.e. “Pay as you Go” IT Services. eHosting DataFort will be enhancing services in the Data Centre services area by expanding our existing services portfolio and offering new services, e.g. Cloud Computing. As mentioned, eHDF will be launching our own Managed Private cloud solutions for medium to large enterprises looking at enhanced & dynamic utilization of existing infrastructure/ applications in terms of scalability, elasticity & faster time to market by the end of the year. Also we have plans to launch a Lite Public cloud version for companies operating in the SMB space.

April 2012 | The Integrator


Insight | CommVault Systems

increase and 29 percent remained undecided on increasing their staffing in 2012. The survey also revealed some interesting stats on expected capacity growth, virtual server adoption and how much of overall IT budgets will be earmarked for data protection needs. There is not much IT pros can do to stop data growth. Virtual servers, mobile devices and the use of social media are going to continue to drive the creation of new, massive amounts of data – in fact, it's all a bit of a circus! The question is not

Steve Bailey Retional Operations Director CommVault Systems

High wire acts can be nerve wracking. Being able to balance so well and get from one side to the other, while performing somersaults and other daring acrobatics, is a tremendous feat and the victory applause at the end, so well deserved. Perhaps that's why I think of IT storage pros a little bit as tightrope walkers, balancing the need to drive projects to fruition with the budget, operational and IT demands they face day to day. This year 2012, its no less a tightrope walk for them. Where are you spending your storage dollars next year? That's one of the many questions we asked nearly 300 individuals responsible for IT budget allocations encompassing storage and data management in our annual IT Storage Spending Predictions Survey. The results are in and, not surprisingly, managing data growth remains the top 26

The Integrator | April 2012

The Fine balance IT Managers are walking a tightrope between Resources and Data Growth, writes Steve Bailey, Regional Operations Director, CommVault Systems in the following column

budget priority in 2012. According to the survey results, IT organizations are prioritizing managing data growth (i.e., data reduction) first, followed by network and equipment, disaster recovery, applications/ software, data backup and recovery and backup of virtual server environments. The good news is respondents predicted a slight increase in overall IT budgets. Thirty-two percent of the survey respondents revealed their IT budgets would increase in 2012, while 50 percent stated their budgets would remain unchanged in the coming year. The bad news is most organizations will have to manage more data without adding IT staffers. Of those surveyed, 54 percent reported no expected increases in IT headcount in 2012; 16 percent expected an

how you stop data growth; it's how do you manage and protect it all with limited personnel resources all while sticking to your IT budget? It requires a new strategy for information management, one that provides a seamless process from backup and recovery to archiving for data retention - One platform to intelligently manage and protect enormous amounts of data and information across heterogeneous applications, hypervisors, operating systems and infrastructure from a single console. Customers need to alleviate data growth concerns without dramatically increasing their budgets. It's an old clichĂŠ to say, "Do more with less," but clichĂŠs are rooted in truth. Customers need to navigate the tightrope by looking at cost-effective, modern solutions that solve real-world IT challenges.

Insight | help AG

Security in the era of Enterprise Mobility and BYOD Stephan Berner Managing Director help AG

Enterprise mobility presents a unique blend of benefits and challenges and organizations eager to capitalize on this trend need to proceed in a secure manner writes Stephan Berner, Managing Director, help AG


The Integrator | April 2012

Businesses in the Middle East have seen a rapid proliferation of employee-owned mobile devices such as smartphones, tablets, and of course, laptops. Smartphone penetration in the region is already at 47% and is set to further rise to 70% by the end of 2016 . Industry experts in their predictions on the top IT trends for the year have hailed 2012 to be the year of BYOD (Bring-Your-Own-Device) and enterprises are encouraging employees to embrace this trend. BYOD offers a number of benefitsthe shift of operational expenses to the employee, with the worker bearing the cost of hardware, voice and data services and other related expenses; round the clock

connectivity; and plain employee satisfaction. Also, given that the devices are not subject to slow upgrade cycles and infrastructure upgrade policies, they tend to be more cutting- edge allowing the enterprise to avail of the latest features and capabilities. The problem enterprises face today is how to give their employees both flexibility and mobility, while securing the enterprise. Be Malware Aware One unwritten rule of malware is that when an operating system has reached 10% market penetration you will start seeing virus and malware being written for it. Smartphones and mobile devices

are no different. Worldwide, the two big players in the market- Google's Android and Apple’s iOS- are in a constant battle against threats. The Android system is by far the most heavily targeted. A report by Juniper Networks showed a 472 percent increase in Android malware samples since July 2011 . This is largely due to the open nature of the Android marketplace which allows app developers to post apps to the marketplace without stringent application control. Thanks to tight regulation, the Apple App Store has been far more secure but there is always a possiblity of malware being installed on a jailbroken Apple device since jailbreaking of the device bypasses Apple's software control. BlackBerry devices which remain popular in the Middle East are almost untouched due to RIM’s tight control around the APIs to the BlackBerry operating system. This control does however affect the openness of the platform negatively which is why the number of applications available for BlackBerry platform is rather limited as compared to iOS and Android. While malware targeting mobile devices is undoubtedly on the rise, mobile malware should not be a top priority concern for most large businesses. Companies instead should lay emphasis on mobile device security. As workers now use more powerful mobile devices, companies need to be concerned with the physical security of mobile devices and about what mobile devices are downloading from their networks. Addressing the Employee Factor The employee still remains at the

heart of discussion. Unmonitored access to information even in the form of a synched email account should be perceived as a security liability. What the IT department needs to address is a consistent way to manage personal devices. This includes formulating accepted guidelines for the use of BYOD in the workplace as well as educating employees on how to protect their devices from potential threats. When addressing the issue of securing ‘prosumer’ devices, those which assume both a professional and consumer role, enterprises need to answer the following questions- is there need for device encryption; who will implement

connect to the corporate network while preventing the removal of data. Another effective method of controlling data leakage and access to sensitive data on the device is sandboxing . This is possible through an application which when installed creates an encrypted area for data storage. This data can be shredded/ deleted if necessary and no other application can access this data area unless the corporate policy allows it. It is also essential that IT department retains the ability to secure, control and remotely erase

"While malware targeting mobile devices is undoubtedly on the rise, mobile malware should not be a top priority concern for most large businesses. Companies instead should lay emphasis on mobile device security."

endpoint security measures such as antiviruses; and will the organization have remote control over the device such as removing/ installing applications, monitoring running applications, or even terminating an application in realtime. With BYOD, information takes precedence- it is the organization's information that is the liablity and not the underlying hardware. Loss or the uncontrolled leakage of data can have a huge business impact. IT departments can employ safeguards such as placing a thin client with suitable authentication on a smart-phone. This can be configured to allow employees to

corporate data on employeeowned devices in the event of a security breach, if the employee leaves or the device is lost or stolen. With the future of mobile computing advancing at a rapid pace, the increased use of hightech personal devices at the workplace is only but inevitable. Organizations should recognize that BYOD is very much here to stay and should have policies in place to ensure that they are prepared. Most of all, the push for the adoption of enterprise mobility should not be driven by “what is possible” but instead by “what is possible in a SECURE way”.

April 2012 | The Integrator


Insight | Informatica Qatar

over the years? Do you see yourself as a one-stop provider? We started out only about four years ago. There are companies much larger than us but they have been around for 15-20 years. We have seen transitions happening and have been quicker to adapt to expectations. IT itself is seen an utility now. Earlier IT infrastructure was an afterthought but now the scope of IT is growing as part of designing buildings. We are specialized in these domains. We like to stick with lesser number of manufacturers and we do end to end solutions for clients. Clients

Wisam Costandi Gereral Manager Informatica Qatar

security including UTMs, IP surveillance etc. There is growth around datacenters. There is a very specific scope in that area. We do have a hospitality focus. We see great growth in that vertical also with the successful bid for the 2022 FIFA cup in Qatar. UC is picking up. and customers need scalable UC solutions. they are looking for the value that can compensate their investments and help productivity. Discuss some of the vendors you work with? We work with Huawei-Symantec for storage and with Tandberg by Cisco

On the growth curve Informatica Qatar is a Qatar based IT consulting firm and technology solutions provider. Wisam Costandi General Manager speask to The Integrator about the company’s growth areas.

What are your focus areas? We are an IT based SI focusing on Qatar and the region. We have projects in several markets. We have tie-ups with several other vendors including Huwaei, Cisco (Tandberg), Avaya, Dell etc. We are focused on the IP backbone solutions. Our core competence lies in building the infrastructure backbone. Other companies may focus on the endpoints and then focus on the backbone. That is the difference in our approach as I see it. We also deploy security and storage solutions for the enterprise segment and see a lot of growth potential for these solutions. How has the company grown


The Integrator | April 2012

prefer one stop turnkey solutions from a service provider as we do. It helps if you can get everything from one vendor which helps in fixing up maintenance issues when they do crop up without much trouble. There are several companies that may focus in specific areas and so it would be difficult to offer a precise comparison in terms of size. What are the growth verticals as you see it in Qatar? In Qatar, as the infrastructural investments grow, they want their buildings to be smart and green. These are early days still but it is a strong bet going forward. We are also seeing growth around security- from software, network

for video surveillance solutions; Avaya for contact centre solutions and on the server side, we work with Dell etc. We see increasing relationship with Huawei enterprise. For CC TV, we work with several manufacturers. It depends on specific requirements from verticals like the Oil and Gas vertical that still use analog cameras as per regulations. In this region, support is a major challenge and vendors like Dell and Huawei have great support structures in the market. If there is an issue, they are well placed to solve it for you with their resources. Delivery time is another important factor.

TechKnow | Software AG

intelligence (BI) systems to ensure quality and speed of delivery – two key business differentiators. But is BI really enough to gain an optimal business edge? Business Intelligence mainly refers to computer-based techniques for identifying, extracting and analyzing business data. BI platforms surged in the late 1980s, when mid-sized to large enterprises raced to buy the latest BI systems. But while BI solutions have been very helpful in supporting better decision-making, they have some inherent weaknesses in areas such as data aggregation, reporting, and user-level restrictions. The world has become process-

Marco Gerazounis Senior Vice President Software AG, Middle East & Turkey

Process Intelligence (PI) is a better solution that evolves BI into realtime business-focused intelligence is. PI represents a fundamental shift in technology practices and is a key focus areas for Software AG Technology research firm Gartner made a prediction that more than 35 per cent of the top 5,000 global companies would regularly fail to make insightful decisions related to changes in their business and markets through 2012 . Gartner pointed to the lack of information, processes, and tools as the wouldbe culprits. To avoid this scenario, many companies, especially those involved in the services sector, have been adopting real-time business

Intelligence addresses the previous lack of real interest in looking at the way processes behave and how they drive key performance indicators. It is a catalyst for more satisfied customers, measurable quality improvements, and faster problem solving,” said Marco Gerazounis - Senior Vice President, Software AG, Middle East and Turkey. Process Intelligence combines business smarts and information. The first part is acquired through education, training, mentoring and practical experience, while the second part is delivered via information systems and technologies. Software AG’s own solution includes a collection of

Process Intelligence: taking digitized business to the next level driven, which is why modern businesses need to have a processoriented perception of their organization. A better solution that evolves BI into real-time businessfocused intelligence is Process Intelligence (PI). PI represents a fundamental shift in technology practices that provides business users with refreshing new insights into information. “Process Intelligence answers three fundamental questions for businesses: what is happening right now, what is normal, and what happened before. It isn’t only about real-time; Process Intelligence gives you an understanding of history, which may have affected the present situation. Process

tools for seamlessly integrating Business Process Analysis (BPA), Business Process Management (BPM), Business Activity Monitoring (BAM), and Complex Event Processing (CEP). Process Intelligence is not something that happens overnight, comes in a conveniently bundled solution, or is just outsourced to have built. Process Intelligence, rather, is something that an enterprise carefully develops by understanding the behaviors of its processes and adopting the right tools and technologies for deriving and using appropriate information. It is a potent approach to unleashing the full potential of digitized business. April 2012 | The Integrator



Brocade ICX Switches Overview The new Brocade ICX 6430 Switch and Brocade ICX 6450 Switch feature full stacking capabilities, a rich set of Layer 2 and Layer 3 functionality and the ability to support advanced features such as Energy-efficient Ethernet (EEE) and MACsec encryption for link-level data protection. Available in 24- and 48-port 1GbE models, with optional 1/10GbE uplink/stacking ports, the ICX 6430 and 6450 can stack up to 384-ports for unprecedented entry level stack densities and functionality. Brocade now provides a complete family of wired and wireless switches that are entirely focused on combining low capital and operating cost with enterprise-class features and flexibility. Key features: Stacking Technology for the Most Demanding Campus LAN Environments Brocade Ethernet switch stacking technology makes it possible to stack up to eight Brocade ICX 6450 Switches into a single logical switch, providing simple and robust expandability for future growth at the network edge. This stacked switch has only a single IP address to simplify management and offers transparent forwarding across a pool of up to 384 1 GbE ports and

FortiGate-3240C Overview The FortiGate-3240C is a Next-Generation Firewall with fully integrated application control and intrusion prevention, enabling granular control of more than 1,900 discrete applications and real-time protection against the latest Advanced Persistent Threats (APTs). Designed for exceptional scalability to protect large enterprise and service provider networks, the FortiGate-3240C features twelve (12) hardware-accelerated 10-Gigabit Ethernet (10GbE) ports and sixteen (16) hardware-accelerated Gigabit Ethernet (GbE) ports - the highest port density in its clas


The Integrator | April 2012

32 10 GbE ports. Built to Power Next-Generation Edge Devices The Brocade ICX 6430 and 6450 can deliver both PoE power and data across network connections, providing a single-cable solution for the latest edge devices. Plug-and-Play Operations for Powered Devices Brocade ICX switches support the IEEE 802.1AB Link Layer Discovery Protocol (LLDP) and ANSI TIA 1057 Link Layer Discovery Protocol-Media Endpoint Discovery (LLDP-MED) standards that enable organizations to deploy interoperable multivendor solutions for Unified Communications (UC). Out-of-Band Management Brocade ICX 6430 and 6450 Switches include a 10/100/1000 Mbps RJ-45 Ethernet port dedicated for out-of-band management, providing a remote path to manage the switches, regardless of the status or configuration of the data ports.

Key features: • Next-Generation Firewall with 40 Gbps of firewall performance • High scalability with twelve (12) 10-GbE ports and (16) ports to protect large enterprise and service provider networks • Highest 10-GbE port density in its class in a compact 2-RU format • Integrated application control, intrusion prevention, user-based policies, and endpoint policy enforcement protect complex next generation networks

SonicWALL TZ 215 Overview The SonicWALL TZ 215 is the highest performing, most secure Unified Threat Management (UTM) firewall available today. The TZ 215 delivers the most effective antimalware, intrusion prevention, and content/URL filtering along with the broadest mobile platform support for laptops, smartphones and tablets. It provides full deep packet inspection (DPI) without diminishing network performance, eliminating the bottleneck that other products introduce, and enabling businesses to realize increased productivity gains. Additionally, SonicWALL Application Intelligence and Control ensures that bandwidth is always available for business-critical applications, while throttling down productivity draining applications. The TZ 215 is the only available UTM firewall that provides a native SSL VPN remote access client for Apple iOS, Google Android, Windows, Mac OS and Linux. Designed for small

businesses, distributed enterprises, branch offices and retail deployments, the new TZ 215 packs elegant and simple integration of multiple point products into a single solution, driving down cost and complexity. Key Features: • The SonicWALL TZ 215 uses patented Reassembly-Free Deep Packet Inspection®1 to examine traffic simultaneously across all ports without introducing latency to the network, enabling businesses to realize increased productivity gains.

• Intuitive set-up wizards and a powerful web interface ease deployment, simplify configuration, and streamline management to reduce administration time and costs. • A tightly integrated intrusion prevention engine protects against a comprehensive array of application-layer exploits that target both servers and client machines on the network.

• Flexible connectivity options provide easy-to-use, secure, highspeed office-to-office and clientto-office remote access. With IPSec VPN, users can also connect with a Global VPN Client.

• Ideal for retail and office environments, dual-band wireless provides integrated 802.11a/b/g/n secure wireless access for network clients over the 2.4 GHz and the 5 GHz spectrums.

• Designed for a wide-range of needs with its expandable design, the HP Z820 offers enhanced toolfree access and unbelievable power at whisper-quiet levels. • With support for 2 processors, the HP Z820 can operate with up to 16 processing cores, delivering ultimate performance to help you accomplish more every minute. • Featuring the C600 series chipset, LSI SAS 2308 controller, and dual Quick Path Interconnects between the processors, the two work together to help you work more effectively than ever before. • Built to support next generation

PCIe Gen3 graphics from AMD and NVIDIA, the HP Z820 Workstation currently offers a wide range of cards from Pro 2D to ultra high-end 3D graphics to get the job done. • With dual graphics processor support, the HP Z820 can drive up to 8 displays, giving you the power and space you need to multitask like a pro.

HP Z820 workstation Overview Engineered for the most demanding and compute-intensive visualization needs, the HP Z820 is ideal for customers using oil and gas, computer-aided design (CAD), and engineering, medical or media and entertainment applications. The HP Z820 provides up to 16 processing cores, up to 512 GB of ECC memory, up to 14 terabytes (TB) of high-speed storage and up to dual NVIDIA Quadro 6000 graphics. Key features:

April 2012 | The Integrator


Stats & trends

Software-as-a-Service Internet Economy in Saudi Arabia forecast to revenue to reach $14.5 reach 3.8 percent of GDP Billion in 2012 The Saudi Internet economy contributed SAR37 billion to the overall Saudi economy in 2010, representing 2.2 percent of GDP, and putting Saudi Arabia at 13th place amongst the G-20 countries. This figure is projected to rise to SAR107 billion by 2016, representing Joerg Hildebrandt 3.8 percent of GDP, Partner & Managing Director, BCG ME according to a new report in The Boston Consulting Group’s Connected World series. It found that by 2016 the total size of the G-20 Internet economy will be $4.2 trillion, equivalent to 5.3 percent of GDP, up from $2.3 trillion or 4.1 percent in 2010. The Internet Economy in the G-20' finds that if the Internet were a sector in Saudi Arabia, it would be more than twice as large as the utilities sector. Saudi Arabia's Internet economy growth rate of 19.5 percent compares favorably to other developing nations in the G-20, which are growing at an average of 17.8 percent. Projected growth rates elsewhere are: 24.3 percent in Argentina, 18.3 percent in Russia and 15.6 percent in Mexico. In 2016, Saudi Arabia will rank number 10 in the G-20, with its contribution to GDP increasing to 3.8 percent. These growth rates are impressive compared to the Internet economies of developed G-20 markets, which are expected to grow at an average of 8.1 percent through 2016 - for example, 10.9 percent for the U.K. and 7.8 percent for Germany. In 2010 developed markets contributed 76 percent of the G-20's Internet economy; by 2016 that will fall to 66 percent. "The Internet offers one of the world's unfettered growth stories," said Joerg Hildebrandt, Partner and Managing Director at BCG Middle East. "A robust Internet economy is an essential underpinning for Saudi Arabia's future, providing both economic and social benefits." 34

The Integrator | April 2012

Worldwide software-as-a-service (SaaS) revenue is forecast to reach $14.5 billion in 2012, a 17.9 percent increase from 2011 revenue of $12.3 billion, according to Gartner, Inc. SaaS-based delivery will experience healthy growth through 2015, when worldwide revenue is projected to reach $22.1 billion. "After more than a decade of use, adoption of SaaS continues to grow and evolve regionally within the enterprise application markets," said Sharon Mertz, research director at Gartner. "Increasing familiarity with the SaaS model, continued oversight on IT budgets, the growth of platform as a service (PaaS) developer communities and interest in cloud computing are now driving adoption forward." Although growing interest has been observed in vertical-specific software, the most widespread use is still characterized by horizontal applications with common processes, among distributed virtual workforces and within Web 2.0 activities. "The top issues encountered when deploying SaaS vary by region," Ms. Mertz said. "Limited flexibility of customization and limited integration to existing systems are the primary reasons in North America. In EMEA, network instability is the issue most frequently encountered, whereas longer-than-expected deployments are the top issue in Asia/Pacific. Vendors are more aggressively pursuing SaaS buyers outside traditional markets by offering local-language availability, forming alliances and constructing data centers to accommodate local requirements." In Eastern Europe and the Middle East and Africa, which are small and emerging markets overall, the potential opportunity for SaaS is more in the medium to long term due to ongoing infrastructure challenges that vendors need to overcome if they are to be successful in these regions. Gartner defines total software revenue as revenue from new licenses, subscriptions, and software maintenance and technical support services that include license sales to update/upgrade an existing license to a new version, telephone support and on-site remedial support. SaaS is primarily a software delivery and management approach that exists in established markets, such as CRM or ERP.

Educating and empowering the channel VAR Magazine is the leading B2B publication for the MEA IT channel with the widest readership among the region’s reseller community. With nearly 150 print issues to date, the publication plays a pivotal role in keeping the MEA IT channel well informed about the latest industry events and announcements that could potentially influence their business decisions.

VAR MEA Magazine

VAR Magazine also publishes a bilingual edition for the Saudi Market. The Arabic /English edition brings out perspectives on the trends in the strategic market of KSA based on conversations with local industry spokespeople that augment further understanding of the market.

Pioneering training series for frontline sales Conceived by VAR Magazine, ‘In Search of a champion’ is a series of multi-brand training workshops for frontline IT salespeople and serves as a platform for sales talent development. The format enables interactive training in classroom environment where sales lessons are imbibed. Participants are graded throughout their participation and champions receive grand prizes at the end of the year. Over the past couple of years, ‘In Search of a Champion’ has drawn wide appreciation from all participants and brands that have been associated with it. With its unique format and process, the event is trusted by leading Technology brands in the channel to keep the frontline sales staff abreast of product, Technology and market updates. It is currently organized in the UAE and KSA markets and is very soon expanding to other MEA markets.

IT Business Networking VAR Conclave is a series of networking platforms envisioned in several flexible formats as standalone events as well as in partnership with leading regional ICT expos across the GCC. VAR conclave fosters channel partnership opportunities and helps clinch strategic business leads across strategic markets. It includes one-on-one focused meetings between participating exhibitors and leading resellers. It is also an ideal platform to showcase products and technologies.

An essential read for the Value add IT channel The Integrator is a magazine that offers strategic insights to the systems integrator and the value add reseller channel. The magazine offers path breaking features and other content including case studies, expert columns, Round Table discussions that focuses on Industry trends which are opening up new frontiers of opportunities for the SI channel. The magazine has the intent of demystifying Technology trends for facilitating the channel’s learning of the same and empowering their decision making in Business. The magazine is distributed to an exclusive database of systems integrators and VARs in the region.

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The Integrator - April 2012 - UAE