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Contents

R. NarayanManaging Editor

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.

Published by: JNS Media International MFZEP.O. Box: 121075, Montana Building 404, Zabeel Road, Near GPO, Karama, Dubai-UAETel: 04-3705022 Fax: 04-3706639

Editorial

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

Cover Feature - P 18

Radical shift? Convergence and consolidation are transforming the modern day datacenter

News in detail

P 10 - VMware continues expansion in MENAP 12 - Avaya One Source simplifies access for Partners and Customers

Feature

The Inside Job - P 14Cyber threats from cyber criminals are well known and largely defended against; not so for threats from inside the organization itself.

IP surveillance gains traction - P 19IP based surveillance continues to be a lucrative segment for VARs and security integrators

Championing Open Communication - P 26Fans of open source computing will be happy to know that the same compelling advantages of this system are to be had in

open source telephony. DVCOM brings these gains to the region

Technknow

The Silver Lining - P 22Silver Peak’s software-defined acceleration solves network quality, capacity and distance challenges to provide fast and reliable access to data anywhere in the world.

Stretching the value - P 24Xerox is a pioneer in the Managed Print Service industry. Dan Smith discusses Xerox’s MPS strategy in detail.

Insight

Time for a Data Management Revolution Revolution in data management in the Middle East is now the

need of the hour.

The integrated approach to BYOD - P 30Ammar Enaya, General Manager of Aruba Networks, Middle East writes about the importance of adopting an integrated approach to BYOD.

Regulars

• News• Eyetech• Stats & Trends

Virtualisation, Cloud computing and Big Data have been the defining trends in the industry in the recent years.

And while they continue to be shaping the way the industry is moving ahead, SDN is the buzzword that is gaining prominence among industry pundits in the current year.

Software-Defined Networking (SDN) is one of the key elements of the Software defined datacenter or SDDC vision. VMware has been championing the concept of SDDC and which will be one of the key concepts that will be trending this year in the IT space according to industry insiders. Software-defined data center (SDDC) is the phrase used to refer to a data center where all infrastructure is virtualized and delivered as a service. Network virtualization, server virtualization and storage virtualizationare the three elements of SDDC.

SDDC provide as unified data centre platform that provides automation, flexibility, and efficiency in the way IT is delivered. Compute, storage, networking, security, and availability services are pooled, aggregated, and delivered as software, and managed by intelligent, policy-driven software resulting in a data centre optimized for the cloud era.

SDN is gaining momentum within the broader enterprise and datacenter networking industry. The worldwide SDN market for the enterprise and cloud service provider segments is forecast to grow from $360 million in 2013 to a robust $3.7 billion by 2016. This includes the anticipated demand for associated network infrastructure, SDN applications and control plane solutions, and SDN-related professional services.

With growing demand for cloud computing and storage, datacenter operators can add or change virtual servers and storage almost instantly to meet customer demands. However, the challenge is on the network front which while having high capacity, is not flexible enough to make use of that capacity. SDN sets out to automate Network provisioning, helping solve this problem. That seems to be the scenario on the road ahead.

The buzz around SDDC

4 | June 2013

News Bytes

Tripp Lite recently organised a three-day technical training workshop in Dubai, UAE for its critical applications partners (CAP) from across the GCC and CIS regions.

The three day programmewas designed to equip 22 trainees – comprising pre-sales and technical engineers from 12 regional companies – with the necessary skills to identify and effectively address UPS-related concerns. The eight-hour-per-day training workshop, conducted within a total of three days, included the full-fledged 480KVA solution deployment with live demo and hands-on session.

Venkatapathi N. Boyalla, Technical Manager-MECIA at Tripp Lite, said the training has proven to be crucial in a data-driven environment that relies heavily on business continuity. As the volume of corporate data continues to expand, the need for high-powered UPS systems and critical backup technology and solutions remain vital components of companies’ operational strategy, he added.

Track Distribution Middle East of Aptec has been awarded Data Centre and Enterprise Networks Accreditation by Cisco EMEAR. This is expected to drive solution led business practice. Resellers and customers will benefit from Track Distribution’s core competency in these area and gain access to Cisco solutions through a qualified distributor.

“Track Distribution Middle East, a company of Ingram Micro, is one of the few Distributors in the region who has invested into Architecture based approach on Cisco business. Track Distribution has certified its resources on Cisco Architectures and has invested into a Customer

experience centre which will be used for Partner trainings, Proof of Concepts and End user briefing,” said ShailendraSainani, General Manager of Track Distribution Middle East, wholly owned subsidiary of Aptec, an Ingram Micro Company. “Track Distribution Middle East is running series of Partner Enablement sessions on Cisco Data Centre starting June 2013, we would like to invite all our partners to join these sessions, which will be focused on showcasing Cisco UCS and its unique proposition in Data Centres’, said ShailendraSainani.

“The Distributor Accreditation recognizes the investment and commitment we have made in training and educating our team, and the investment in technology demonstration capabilities. Further, it also acknowledges ourcore competencies and specialization in the Enterprise Networking, Datacenter and Small Business technology area assuring the resellers we work with that we are experts in our chosen area of Cisco solutions.” explained Shailendra Sainani.

Red Hat has expanded its Technical Account Management Services portfolio to include specific support for SAP solutions. Now, Red Hat customers who also use SAP products can benefit from Red Hat Technical Account Managers (TAMs) specializing in SAP solutions, allowing customers to benefit from the TAMs' in-depth knowledge and expertise and proactive guidance.

Red Hat's TAM support for SAP solutions builds on an already strong platform of services offered to customers of both companies by taking existing support systems a level further. Red Hat's Technical Account Management Services portfolio provides customers with access to a single, dedicated senior resource who works collaboratively with them to optimize their solutions for their business.

Marco Bill-Peter, vice president, Global Support Services, Red Hat said, “Solutions from Red Hat and SAP provide the technological backbone for thousands of enterprises around the world. As such, we're very pleased to expand our Technical Account Management Services program with a specialty in SAP solution-centric environments. Red Hat TAMs can provide customers running SAP solutions with invaluable support services and strategic guidance that will help them grow their business.”

Tripp Lite holds specialized partner training

Track Distribution Receives Cisco EMEAR Distributor Accreditation

Red Hat to offer SAP Solution-centric Support

6 | June 2013

News Bytes

Comstor, the dedicated value-added distribution arm for Cisco solutions of the Westcon Group, has signed a contract with Panduit Corp., a global leader in Unified Physical Infrastructure-based solutions, for the distribution of a number of the vendor's pre-built modular solutions which are optimized for efficient, validated & risk free deployment of data centers. Like Comstor, Panduit also maintains a strong affiliation with Cisco and the new solutions perfectly complement the distributor's extensive portfolio of Cisco network switches, routers and data center products.

“A number of enterprises in the Middle East are building their data centers from ground up. Since they are not tasked with overhauling legacy systems, they can focus on deploying technologies that will help them see long term rewards from their investments,” said Renton D'Souza, Divisional Director at Comstor. “We believe in empowering customers with end-to-end data center solutions and our partnership with Panduit furthers our ability to deliver this fully-integrated data center vision.

Comstor to deliver Panduit Data Centre Solutions Omnix International, the authorized distributor for

Autodesk products in the Middle East, has announced the launch of the new ‘Autodesk 2014 Design and Creation Suites’. With the availability of the new suites, designers and engineers from the UAE will now have unprecedented access to the Autodesk 2014 software portfolio, which spans both the desktop and cloud and allows building, product, plant and factory design, engineering, construction and infrastructure and entertainment creation professionals to innovate more. Also being offered for the first time is the inclusion of new reality

capture software and services that easily incorporates both laser scans and digital photographs of the physical world into the 3D design and engineering process.

The flexible, economical software access provided by Autodesk Suites translates to designers and engineers having a wider palette of tools to choose from, which includes the best tool for any job at hand and faster response times in addressing changing business requirements. “With our 2014 portfolio, engineers, designers and even large and small organizations across every industry can simply innovate more,” said Andrew Anagnost, Senior Vice President of Industry Strategy and Marketing, Autodesk. “Autodesk’s commitment to making our 3D design, engineering and entertainment software portfolio accessible to customers through suites workflows that connect to value added services in the cloud is unwavering.”

One of the highlights of the 2014 portfolio of suites is the addition of Autodesk ReCap, a family of new reality capture software and cloud services that simplify the process of creating intelligent 3D data of physical objects and environments via the use of laser scans and photos.

Emerson Network Power, a business of Emerson announced that it will be enhancing technical training and support offerings dedicated to the region by implementing a new 350 square meter training and demo facility as part of the company’s new building at the Jebel Ali Freezone, slated for completion by the end of 2013.

Pierre Havenga, managing director for Emerson Network Power in Middle East and North Africa, said: “Emerson has been in the MENA region for more than thirty years, building a strong network of partners and customers across different industries, each with its own needs and requirements.

“Technology is always evolving, and our product and solution portfolio offering hasgrown to adapt to that change; the one constant has been our commitment to providing on-going customer training and technology updates, something that we will continue to do with the implementation of our new facility in the UAE.”

The new training and demo facilities will showcase the full Emerson Network Power product technology portfolio and solution offerings, ranging from AC/DC power and precision cooling to racks and infrastructure management and monitoring (DCIM) to centralize monitoring, management and intelligent capacity planning.

Omnix launches ‘Autodesk 2014 Design and Creation Suites’

Emerson Network Power invests in new Training and Demo Facility

8 | June 2013

News Bytes

Canon Emirates, a subsidiary of

Canon Middle East, has further

cemented itself as a leading

printing solutions provider in the

region with the signing of two

Managed Print Service (MPS)

agreements.

These hotels include the

Intercontinental Hotel, Abu Dhabi

and Beach Rotana Hotel, Abu

Dhabi.

Both leading hospitality entities

have signed up for a four-

year MPS contract with Canon

Emirates, ensuring the complete

management and maintenance of

their portfolio of printing solutions,

according to Shadi Bakhour,

General Manager, Canon Emirates.

Canon’s Managed Print

Service enables organisations to

achieve significant cost savings

and improvements in workforce

productivity through expert print

and information management

consultancy.

It also helps organisations

with their information assurance

and data management needs

through networked devices and

secure print solutions.

Canon inks MPS agreements with leading hotels Symantec has announced that Abu Dhabi Islamic Bank

(ADIB) is using a combination of Symantec’s backup and storage availability solutions to help ensure its information and business critical systems are protected from disaster, system outages and internal risks. The solutions offer a scalable approach that addresses the need to secure and protect information. With the help and expertise of channel partner Condo Protego, ADIB implemented a mix of Symantec storage and high availability solutions, as well as NetBackup appliances, enabling itto streamline data protection operations. The Symantec technology allows ADIB to have a centralized

data protection platform where data is now stored on disk-based storage for months instead of days.

At Symantec’s Vision conference in Barcelona in November 2012, ADIB was awarded the “Best Storage Implementation” award for its initiative in working to effectively manage, protect and store its business critical systems and streamline its data protection operations.

Channel partner Condo Protego assisted ADIB identifying a selection of support services to help support the bank’s impressive IT strategy. “We recommended Symantec’s Business Critical Services (BCS) and our range of support services as a key part of ADIB’s comprehensive IT strategy. As a leading financial institution, it was important for them to receive technical support within 30 minutes or less, and Symantec’s BCS provided the best support service level agreements,” said AndrewCalthorpe, chief executive officer, Condo Protego.

Sophos has announced the availability of Sophos UTM Connected, the latest version of its award-winning UTM (unified threat management solution). This release introduces expanded UTM managed endpoint protection with unique Web in Endpoint functionality, broader wireless coverage for large scale wireless deployments and higher performance networking.

“Small businesses face many of the same security challenges as do large enterprises— a distributed workforce and doing more with fewer resources,” said Charles Kolodgy, research vice president, IDC. “With Sophos UTM Connected, these businesses have a single consolidated security solution, one that allows them to deploy an endpoint client that synchronizes with their gateway web policy. Web security becomes easier to configure and stronger as a result.”

Through a unique integration of gateway, endpoint and cloud technology, the Sophos UTM now provides administrators with full web protection and control for endpoints roaming outside of the corporate network. As systems roam the globe, this integration enables complete oversight and security for endpoints as though they are in the office. Policies can be updated and reporting data accessed in near real-time for every protected endpoint.

Symantec partner deploys Backup and Storage Solutions at ADIB

Sophos UTM Connected unveiled

June 2013 | 9

Qatar Distribution Company for Technology – QDIST – has announced the recent launch of its operations in Qatar, where the company offers a comprehensive range of products and integrated technology solutions and value-added services including warehousing capabilities, competitive pricing structure, dedicated technical support team (offering pre and post sales high-class services). The company is a distributor of networking solutions, CCTV surveillance solutions, structured and low current cabling and fire alarm systems.

Mohamed Fayek, Distribution Business Manager, QDIST, said, “The launch of our operations in Qatar marks an important milestone in the long-term growth plans of QDIST, which is part of our vision to become the country's leading value-added distributor, targeting electrical low voltage (ELV) and networking solutions. QDIST has quickly emerged as one of the largest technology distribution companies in Qatar, which underlines the success of our strategy that focuses on maintaining high availability of products, delivering competitively priced solutions, offering superior technical support and maintaining a wide-reaching distribution network."

Optimus Technology and Telecommunications and Huawei Technologies announced their inaugural channel event in Dubai was a success with 34 partners attending the event. At the event, both Optimus and Huawei launched a number of incentive programs for its channel partners ranging from cash rewards in addition to holidays and gadgets. The executive team at Huawei’s Enterprise Business gave detailed insights into their entire Unified Communication, Data Networking and Security product portfolio with solution demos and explained the Huawei Channel Program clearly highlighting the benefits that a partner would gain from partnering with the company.

“We recently signed a value-added distribution agreement with Huawei and wanted to introduce their products and their regional business strategies to our channel network. Senior executives and technical experts from Huawei and Optimus made presentations, held demos and explained our current channel and loyalty programs. We also introduced new programs for Huawei’s products to our partners and are confident the program will help increase Huawei’s market share in the Middle East.

StarLink, a security-specialized Value-Added-Distributor has been signed as the Master Distributor for CORE Security. CORE Security is a leading provider of predictive security intelligence solutions including CORE Insight® Enterprise, which consolidates, analyzes, and prioritizes the overwhelming amount of data generated by network and web scanning technologies, as well as, CORE Impact Pro that enables penetration testers to proactively assess IT systems against real-world threats. StarLink will sell, install and support CORE Security products through its Channel Partners acrossthe Middle East, Turkey and Africa to enterprise and government customers.

“We are glad to be off to a strong start for 2013 by bringing StarLink on board as this shows the growing momentum we are seeing in the EMEA market, ” said Joseph Schramm, director strategic alliances,CORE Security. “We continue to see our Channel as a huge growth opportunity for us, and the addition of StarLink builds on that vision.”

"StarLink chose CORE Security to enhance thesecurity intelligence posture of our vulnerability management offerings as there is significantly more business risk for our customers today. CORE Security will help our customers streamline their Security Operations Management and automate their vulnerability validation with the industry’s leading penetration testing technology." said AvinashAdvani, Director – Business Strategy at StarLink. "CORE Security now enables StarLink to provide predictive solutions that both defend and give a holistic view of IT assets, but also proactively identify and eliminate threats” added Avinash.

QDIST launches VAD in QATAR

Optimus and Huawei hold Channel Event

CORE Security signs StarLink as Master Distributor in MEA

10 | June 2013

News In-Detail

significant interest from these sectors looking to extend their virtualization investments to create private clouds. In addition, according to Gartner, the Middle Eastern and North African public cloud services market will see strong growth in 2013 with spendingfor the overall market forecast to increase by approximately 24.5 percent from 2012.

VMware’s growth in the MENA region have been further supported by a 42% increase in its number of local partners as they take advantage of the expanding cloud computing market. In 2012 alone, more than 550 individuals were certified as VMware sales professionals and VMware technical sales

professionalsfor infrastructure virtualization, management and end user computing, demonstrating that the local VMware-specific skillset continues to grow beyond core virtualization capabilities.

“A significant shift is taking place in the way enterprises in the Middle East and North Africa function, and improving business agility is now one of their top concerns,” said Sam Tayan, regional director, VMware Middle East and North Africa. “VMware’s operations in the MENA region continue to perform well and we expect growth to continue throughout 2013 as more customers begin to understand the financial and organizational advantages that virtualization and cloud

computing bring.”

There is acknowledgement that the opportunity this region presents is a significant one. According to Gartner,Middle East (ME) IT spending is projected to total $192.9 billion in 2013, a 5.5 percent increase from 2012.

Bank AlBilad, one of Saudi Arabia’s leading Shariah-based financial services providers, has recently completed the third phase of a major data center transformation project using the latest virtualization solutions from VMware. VMware is now the primary virtualization provider for the bank with plans to deploy VMware vCloud solutions to deliver even greater automation and efficiencies.

“Before deploying VMware solutions, Bank AlBilad was running 250 physical servers across two sites and the main data center occupancy had reached its capacity. We now have 750 virtual servers and 60% occupancy, which is a remarkable change, allowing us to be much more efficient as a business.Crucially, we now have access to a much more flexible and secure virtualized platform that provides us with room to expand without compromising our future storage infrastructure requirements,” said Mr.Rashed AlOthman, CIO, Bank AlBilad.

VMware announced significant growth inthe

Middle East and North Africa region, with a 50% increase to its local workforce and a new office, located in Dubai Internet City.

The news coincided with the VMware Forum event held at the Grand Hyatt in Dubai, which attracted more than 400 local customers and 200 partners in its second year.

VMware’s expansion in the region follows increased public and private sector demand for cloud computing and virtualization solutions, as the local banking, government and telecomindustries look to these technologies to control costs and deliver business growth. The region has seen

VMware continues expansion in MENA

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12 | June 2013

News In-Detail

with a powerful new way to handle all of their pricing and ordering needs with greater velocity through a consolidated approach. Everything a partner needs to speed responses to customers is in a single Web-based location, backed by an e-business model driven by efficient flow and simplified access. With this milestone moment, we and our partners will accelerate the next phase of Avaya innovation into the market.”

The key Avaya One Source features include a convenient One Source ‘Landing Page’ consolidates access to all catalogs and pricing files, quote tools and special pricing requests – as well as the ability to securely place and view orders – into a single, password-protected site.

An integrated quoting and

ordering system unifies all solution pricing within a single Web-based location, equipped with electronic ordering and shopping carts, as well as new automation capabilities to deliver more accurate, real-time pricing in minutes. Partners can also share quotes with distributors via the Web, and have VPN-less access to quotes and ordering for a speedier, more productive quote-to-order process.

The simplified global pricing and discounting reduces 1,400 Avaya material price

groups to 13 and combines over 200 separate pricing catalogs into one. Standardized global pricing and discounting – including graduated discounting based on partner level – helps ensure pricing consistency and clarity across every region.

Avaya One Source is already deployed in key regions throughout the world, with full deployment planned for all countries in Europe, Africa, the Middle East and Asia Pacific by July. Availability for the U.S., Canada and CALA

region is calendar Q4 2013. Avaya also introduced

three new UC application suites that provide businesses with simplified pricing and significantly lower TCO, new licensing options and a more convenient way for implementing UC. This makes it easier to order features based on specific business needs, including remote user security, BYOD capabilities, and mobile video conferencing. The three suites have their own characteristics, with each one adding more UC capabilities.

Avaya has rolled out Avaya One Source, a global

initiative for Avaya Connect partners and distributors that speeds and simplifies access to the company’s entire portfolio of unified communications (UC), contact center, networking, and small and medium enterprise (SME) solutions.

The company also announced three new Avaya Aura suites of UC, mobility and collaboration applications that help simplify pricing and the delivery of UC applications. The suites make it easy and cost-effective for channel partners and customers to select and deploy the right mix of UC capabilities across their entire workforce.

Avaya One Source speeds quoting and ordering of all Avaya solutions through more

efficient pricing, processes and tools. New automation capabilities, real-time access to standardized pricing, and an integrated and centralized Web-based system significantly reduces order cycle times, enabling channel partners to deliver quicker responses to customers. Avaya One Source will be available to all 9,000 Avaya Connect channel partners.

Nidal Abou-Ltaif, Vice President of Middle East, Africa and Turkey said, “Avaya One Source provides our partners

Avaya One Source simplifies access for Partners and Customers

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14 | June 2013

One such product from ManageEngine is the Privileged Password Management solution ‘Password Manager Pro’.Servers, databases, network devices and web applications of modern enterprises are all accessed and controlled by administrative passwords. Unfortunately, according to BalaVenkatramani, Marketing Manager, IT Security Solutions at ManageEngine, a lot of companies put administrative passwords in plain view-in texts; excel sheets, even on printouts. And then these passwords are all shared with all the members of the team. “This is where our product comes in,” explained Bala. “We provide a product to

securely store the passwords in a centralized repository and share the passwords with members of the team on a need basis. We make sure all these members do not have free access to everything. Access is based on their jobs and responsibilities and then everything is properly audited, for instance who accessed what, and where.”

Even then, networks have to be monitored on a regular basis to make sure that security controls and best practices put in place are scrupulously followed. ManageEngine EventLogAnalyzer is an agent-less log analytics and compliance reporting software solution. Organizations can

centrally collect, archive, analyse and generate reports based on machine-generated logs obtained from heterogeneous systems, network devices and applications. The latest version of EventLogAnalyzer (v8.5) offers file integrity monitoring, which lets organizations monitor their critical folders and files in real time to prevent sensitive data from being compromised and to fulfil regulatory compliance requirements.

“We have network monitoring applications as well as solutions to scan the network and proactively report on network vulnerabilities. ‘Security Manager Plus’ protects

Organizations spend inordinate amounts of

money safeguarding their perimeter from without while doing little to secure the network from within.

Security threats from inside the organizations themselves can have as disastrous effects as hacking from cyber criminals. This is especially true for banks and other financial institutions. That is where strong IT management policy and internal controls come in, with ManageEngine providing the tools to help protect these IT resources.

Among others, ManageEngine IT security solutions complement network management and IT operations.

Cyber threats from cyber criminals are well known and

largely defended against; not so for threats from inside

the organization itself. ManageEngine works to protect

organizations from this side of the firewall

Inside Job

Bala VenkatramaniMarketing Manager, IT Security Solutions

ManageEngine

Feature | ManageEngine

June 2013 | 15

the network from security threats and malicious attacks through vulnerability scanning, open ports detection, patch management, Windows file/folder/registry change management,” said Bala.

Cross product integration is something customers want and ManageEngine is focusing on, according to Bala. All ManageEngine products have been architected on the same Java platform and are using common communication mechanism and data storing techniques, which make cross product integration simple. Customers can buy any product individually from the company’s broad product portfolio. “We offer an integrated IT Management solution ‘IT360’, an end-to-end monitoring solution that provides a single dashboard view of IT,” said Bala.

ManageEngine has also embraced mobility with a range of mobile apps for many of the solutions for instance to monitor what is going on in the network. Customers can get alerts on the smartphones and even take remedial actions through the same platform. “This year we are focused on mobile applications and making even more of them available,” said Bala.

Social media is proving the most convenient vehicle for hackers nowadays. 12% of the world’s population is said to be on social media, according to reports. Through social media networks, attackers want to siphon off login information of an employee through which they can get access to the entire organization’s network and steal data from these organizations. “The main problem is that a lot of people use the same password they use for social media, for banking access as well as internal IT resources,” explained Bala. “Through a simple phishing expedition, the attackers are able to get the administrative

password using which they can gain access into the entire network.” Recent cases of this type of cybercrime include LinkedIn where hackers gained access into the LinkedIn database and stole millions of passwords of members as well as other private information.

ManageEngine Password Manager comes in handy in such circumstances. The reason why people use the same password is that they cannot remember all these passwords. So they need a secure mechanism. Ideally, people should use unique passwords in all their applications and all the IT resources. However, this is not practical at all without the right tool. “We provide the software to store passwords securely in a central repository without the need to remember all the passwords. IT managers can then follow all the IT best practices like periodically changing the password, assigning unique passwords to all the IT resources so that organizations can follow best practices,” said Bala.

And Password Management is not just about strong passwords, Bala said. A lot of security breaches happen at the password management level. “So, automating the entire life cycle of privileged password management is imperative, which enforces password management best practices company-wide. We have now released a separate version of Password Management for managed service providers, an industry-first. This is meant to strengthen our security product portfolio.”

For IT management to work in the modern office, the ability to react in real time is crucial. “We refer to ourselves as a real-time IT company. The reports

that our solutions provide focus on real-time alerts to the IT administrator so they can take remedial actions immediately,” said Bala. The EventLogAnalyzer

for instance is constantly monitoring user activities on the network. It will notice failed log-in attempts and immediately alerts the IT administrator that someone is trying to access some resource. The IT manager can then immediately block that user from accessing the data. Another product ‘Firewall Analyzer’ provides instant alerts on possible network attacks and security breaches in the network.

The DeviceExpert on the other hand keeps monitoring for changes happening to the configurations of organization’s network devices, where even a minor or unintentional errors can result in a lot of vulnerabilities to the network. “DeviceExpert checks for changes in the network devices and alerts administrators immediately on any unauthorised changes so that they can immediately roll back those changes,” said Bala.

The real value of ManageEngine lies in providing highly affordable solutions, according to Bala. “We have a convenient pricing mechanism for instance through an annual subscription. Such options make our products very attractive for SMEs. We also have a distributed edition in most of our products that appeal to big enterprises as well-thus we are able to strike a balance between SMBs and the enterprise.”

Prominent in ManageEngine’s marketing strategy is a proposition dubbed “90:10” 90:10, Bala explained, is the company’s promise to offer 90% of all features you can find in other competitors’ products for just 10% of the price. “We compare with other big vendors feature-by-feature while making sure that our prices remain affordable,” Bala said.

"Through social media networks, attackers want to siphon off login information of an employee through which they can get access to the entire organization’s network and steal data from these organizations."

16 | June 2013

will continue with new investments.

In the Middle East, datacentre investments are expected to rise in tandem with the overall increase in IT spend above the global IT spending average. According to a report issued by Gartner, IT spending in the Middle East region is projected to reach $192.9 billion in 2013, a 5.5% increase from 2012. Direct investment in datacenter facilities in the Middle East is expected to be also in the double digits - up from $2.12 billion in 2012.

There are numerous reasons why datacenter investments would be a priority for companies.

Peter D’Souza - Regional Product Manager (NetApp & Data Centre) at Logicom says, “At Logicom, we see more and more customers, across all segments and verticals, making significant investments in datacenters. Having partnered with the industry leaders like Cisco, NetApp and APC (Schneider) we find ourselves at a great advantage dealing with this opportunity. Our reseller partners are to benefit the most, because with us they can find almost all the datacenter products and technologies under one roof.”

He adds, “Business continuity is on top of the priority list of any CIO and companies rely on their

information systems to run their operations. Hence, it is important to minimize any chances of disruption. Information security is also a great concern. Information, data and application spread across multiple devices was always going to be difficult to manage and backup. Enterprises have become social and mobile apps are being adopted widely. BYOD trends are increasingly pressurizing enterprises to make investments in DC. Customers today realize the benefits of desktop visualization and see VDI from a cost and application agility perspective; this is going to be the game changer for the future.”

Radical shift?

Cover Feature | Data Centre

Convergence and consolidation are transforming the modern day datacenter. Companies of various sizes pursuing higher growth opportunities and leaning on their IT infrastructures to do so will look at getting their datacenter strategies right in light of the opportunities and the concerns

In the past several years, the typical data centre

has evolved with a focus on optimized designs that enable consolidation and efficiency in dealing with workload provisioning and better power savings. The availability of a variety of smart software management tools that facilitate automation in provisioning IT and its Management as well as next generation hardware appliances in almost all categories relevant to the Datacentre has meant the rapid modernization and consolidation of the datacenter. The journey towards modernization and consolidation of the datacenter

June 2013 | 17

Renton D'Souza, Divisional Director at Comstor says, “A number of enterprises in the Middle East are building their data centers from the ground up. Since they are not tasked with overhauling legacy systems, they can focus on deploying technologies that will help them see long term rewards from their investments.”

In recent years large organisations in the region have opted to build Tier 3 and Tier 4 data centresespecially in Saudi Arabia and UAE. This trend has been further driven by regional collocation and hosting service providers.

Yasser Zeineldin, CEO of eHostingDataFort, a leading Managed Services provide says “At eHDF, we are witnessing first-hand the growth in data centre investment. For instance, regional enterprises are investing heavily in consolidating operations at a single data centre. Cloud is also a leading factor for the investment in technologies and infrastructure with many SMEs opting for public cloud services and enterprises looking at a managed private cloud option.”

Convergence in the datacenterConvergence is a gaining trend in the industry and is likely to be one of the key challenges as well as opportunity on the way forward. Converged Infrastructure (CI) bundles multiple IT components into a single solution, including

servers, data storage, networking equipment and software.For instance, Dell has introduced PowerEdge VRTX, the first converged IT solution designed specifically for remote and small office environments, with enterprise-class capabilities in a desk-side, space-saving design.

On convergence in the datacenter and the risk of impacting sales of individual compenents, Basil Ayass, Marketing Director at Dell Middle East says, “Converged data centres will cannibalise other vendors business as well as our own sales as we have separate networking and storage lines for instance. But this is the future and we will be promoting and marketing this converged solution. We believe this is the future and it does not matter if it affects our storage or networking sales. It may impact our current networking or storage sales but we believe it will open brand new markets for us and we will be able to gain market share from our competitors to make up for any impact on our bottom line.”

He adds, “Reducing the size of the data centre is one of the benefits of this technology as well as reducing complexity. When it’s all converged and consolidated

you don’t have the cables, the different software or the different certifications. A typical IT manager in the region will need different certifications from different vendors-convergence reduces the number of certifications, training, cables and space. This is the future and at Dell we want to embrace it. I believe we will grow our sales because of this.”

He further suggests that Convergence is a tool available

to customers as well as hosting providers. Hosting providers can be more competitive as well by embracing this trend in order for them to service more customers,

reduce their footprint, and make their operations simpler for them and their customers.

That begs the question whether the converged infrastructure approach createsa posible scenario of investment consolidation and shrinkage of demand eventually for various building blocks like storage, networking and servers?

Peter suggests that the typical datacenter environment will always remain a hybrid

"Cloud is also a leading factor for the investment in technologies and infrastructure with many SMEs

opting for public cloud services and enterprises looking at a managed private cloud option.”

Yas

ser

Zei

nel

din

, CEO

, eHo

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gDat

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18 | June 2013

Cover Feature | Data Centre

environment. He adds, “Customers today

have a lot more access to data than ever before, they are aware of the data center trends and the changes in the technology landscape. They prefer integrating smarter products from market segment leaders in every domain of the datacenter.”

The road aheadSo what are the essentials of a data centre that is ideal for the cloud era? Is The Software-Defined Data Center that platform that provides enhanced automation, flexibility, and efficiency in IT delivery the future?

Basil says, “Software-defined data centres are the future. It started with servers and today with virtualization, the server has become part of the resource pool. You are indifferent because you are using software to define a virtual machine. This is moving

towards storage and today at Dell we have EqualLogic and Compellent, both virtualized software-defined storage where we are using the software in a smart way to make management of the storage that much easier. The next step is software-defined networking and to this end we have acquired a company called Force10, a company that is a leader in VNA (Virtual Network Architecture) allowing Dell to embrace software-defined networking. Again, this will cannibalize our own business-if you are selling a software-defined solution, why should people buy your legacy solution? But different customers have different requirements and some of them will continue to buy legacy systems.”

Software defined datacenter or SDDC is one of the key concepts that will be trending this year in the IT space, says Yasser.

He adds, “SDCC is an interesting idea and many analysts and leading CIOs see it delivering not only much more IT flexibility but also much more agility in an organization’s business processes. The key steps in SDCC will be to evolve IT infrastructure into more scalable and manageable resources through the abstraction of servers, storage, networks and applications and making these resources available to users as a service.”

Abstracting the IT infrastructure resources and making them available as a service as well incorporation of a business logic layer that accounts for user self-service, SLAs and compliance requirements are the key components of the road towards adopting SDN.

Peter adds, “SDDC is definitely the road ahead, there is no two ways about it, the end game of the SDDC

is to orchestrate, coordinate and apply resources from the server, storage and networking pools to ensure that the applications or services meet the capacity, availability and response time SLAs that the business requires. SDDC provides a vision and roadmap to the next generation data center – one that can deliver not only much more IT flexibility, but also enable much more agility in an organization’s business processes.”

With data center facilities that are running out of space, power, cooling or perhaps a combination of all three, companies in the region will seek to ensure that they can keep costs down while not compromising on performance. Embarking on the road towards adopting the next generation datacenter will require taking stock of the changing technology trends and adopting the best options.

Bas

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, Mar

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Pete

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June 2013 | 19

Feature | IP Surveillance

IPsurveillancegains traction

to IP without replacement of all the existing hardware. The main advantage of IP Surveillance over Analog technology is that they are scalable and flexible, these two factors help ease the transition from analog to IP based solution. Scalable because, the existing analog systems can be integrated along with the new IP cameras, Flexible because, the IP cams can use the already existing network cable infrastructure which can save money and time. Also IP Cameras offers mega pixel resolutions or more, meaning the quality of the image is greatly increased.

According to the RNCOS report, Asia and Middle East will gain significant share in the global CCTV market in the coming years as will emerging markets India and China with their huge population base.

Marwan Khoury, Marketing Manager, MEA at Axis Communications says, “The region’s demand is in line with the overall strong global demand for IP surveillance. It is one of the highest ranked in terms of the shift from analog to digital surveillance. With safety and security being a key success factor for the region’s stability and growth, we expect the demand to further increase in the near and long term.”

Sakkeer adds, “The IP surveillance market is expected to grow rapidly in MEA region with the increase in security concerns. D-Link MEA targets to grow close to 20% in 2013 with newer cost effective cloud cameras, our penetration and market reach could multiply.”

D-LINK intends to leverage their long years of experience in the networking industry to consolidate their growing presence in physical security. They are building a comprehensive array of IP security solution components including cameras, storage, switches etc.

Sakkeer says, “D-Link delivers a full line of IP cameras, network switches, video storage devices and video management software technologies. Hence providing End-to-End IP surveillance solutions for SOHO & SMBs and helping

key factors is the dramatic improvement in semi-conductor technologies which allows introduction of new features in IP cameras.

And while the installed base is still dominated by analog CCTV cameras, the scenario is swiftly changing with network IP emerging as the leading technology.The fact that IP surveillance can be an integrated part of the entire IT infrastructure helps its cause over legacy analog CCTV systems

Sakkeer Hussain, Sales and Marketing Manager at D-LINK MEA says, “ The strong demand for high-end security solutions from both the public and the private sector has resulted in a major transition of legacy analog systems that are converting

The market for IP surveillance is expanding and growing at staggering

rates over the past few years due to rising concerns for security and safety and is expected to continue the momentum for the same reasons. A need for event monitoring and surveillance are adding to demand from various verticals. In the Middle East alone the projected growth of IP Surveillance is more than 37% between 2010 and 2013 based on the Global CCTV Market Analysis. RNCOS analysts opine that the market for the global CCTV is expected to grow at a CAGR of around 14% during 2013-2017.

There are rising opportunities for the entire ecosystem of manufacturers, operators, and distributors. One of the

IP based surveillance solutions are being more widely deployed across indoor and outdoor locations, residential and commercial verticals. It continues to be a lucrative segment for VARs and security integrators as spokespersons from two manufacturers of IP surveillance solutions affirm.

20 | June 2013

organizations to deploy IP surveillance systems with the flexibility, scalability, performance and compatibility expected from a best-of-breed security vendor.”

The growth trends are seen from various industry segments with the most notable being retail, banking, education and transportation.Ease of deployment is one of the key considerations in IP Security installations targeting small to medium size verticals.

Axis provides software solutions for various types of small and medium sized installations that offer quick effortless setups.

For instance, the AXIS Camera Station is a complete monitoring and recording system for up to 100 cameras. This is ideal for retail shops, hotels and schools and the software offers easy installation and setup with automatic camera discovery and an event configuration wizard, as well as management of cameras in the system. The AXIS Camera Companion is another solution and is arguably the market’s easiest video surveillance solution for small systems up to 16 cameras. It offers digital HDTV image quality. The system consists of standard Axis cameras, SD cards, software clients for PC and smartphones, and standard network equipment. The software has extensive language support.

“The result is reliable, easy-to-use video surveillance, with off-the-shelf simplicity that takes only a few minutes to learn and software that installs automatically. This makes it perfect for small businesses that previously might have found the switch to digital network video too big a step,” adds Marwan.

D-Link provides the DCS-100 D-View Cam Video Management Software that is free comprehensive surveillance software provided with every D-Link IP camera that lets you centrally manage up to 32 network cameras, while displaying real-time information. Its Map Mode allows you to create maps based on camera location and orientation, and the Device Tree lists all the cameras connected to the interface for easy viewing. Additional features such as auto-patrol, rotate, zoom, and focus provide you with optimal control over the cameras’ video surveillance. Other features of the free software include Video Recording & Playback, Event Configuration and Video & System Database Backup.

In addition, the DCS-210/220/230 which are licensed D-View Cam VMS, supports added features

like connection to D-Link NVR devices, view videos through Remote Live Viewer, DDNS,SMS, Smart search, ONVIF support and many more. The new updated versions will feature analytic features like people counting and virtual fence.

Engaging the channelD-LINK which works closely with the channel has intensified efforts at strengthening its SI channel. The company has been engaging integrators since 2009 when they started promoting a wide range of business solutions. During that period the vendor implemented special partner programs for its Business Solution Partners, depending on the size of their business.

Sakkeer adds, “Our SI and Business Solution partners

are benefiting from an extensive array of support mechanisms that we put into place, which includes bi-monthly technical trainings also for their customers, lead generation

through telemarketing activities, discount and demo samples, free installation guidance, access to priority technical phone & email support, dedicated field & engineering support, and so on. We are currently launching a partner portal furnished exclusively for the Business Solution and System Integrator Channel. The objective of this

"The growth trends are seen from various industry segments with ease of deployment is one of the key considerations in IP Security installations targeting

small to medium size verticals."

Sak

keer

Hu

ssai

n, S

ales

& M

arke

ting

Man

ager

, D-L

INK

MEA

Feature | IP Surveillance

June 2013 | 21

partner portal is to provide them with the necessary support material in terms of firmware, manuals, marketing materials, etc. It also serves as a platform for information sharing and as a source of motivation by incentivizing partners through reward programs.”

Axis identifies the channel as a key pillar in its go to market execution.For each type of partner they work with, they have created partner programs designed to deliver the maximum mutual benefits to best serve the market.

Marwan says, “We work closely with our expert partner network to deliver full and enduring solutions to the end customers. Our “ecosystem” comprises of the expertise of our sales channel, technology & software partners and consultants.

Axis has a two tier channel model.The program is open to resellers of all sizes and types, from value added resellers to system integrators, solution providers, currently doing or wanting to do business with an Axis distributor.

“Our partner network approach is a pillar in our long-term strategy so we are in constant contact with our partners via the Axis Communications’ Channel Partner Program. It is designed to help system integrators, value-added resellers (VARs) and installers capitalize on

Axis’ market leadership. As a channel oriented company, we view our partners as an extension of our team, playing a key role in the go-to-market strategy and overall success of our company. Discounted Not-For-Resale demonstration equipment, enhanced margin opportunities, expert staff and technical/sales training through Axis Communications’ Academy are among the many benefits of this program, giving Axis Channel Partners a distinct sales advantage.”

VSaaS as a serviceVideo Surveillance as a Service (VSaaS) is also gaining ground in demand. With Internet bandwidth available for home users on the rise, this looks like a domain where there will be an upswing.

Marwan says, “We offer our hosted video platform "AVHS" which provides for a cloud based video surveillance that allows for service providers to host the video offsite & the ability to access the cameras for live streaming. As mobile networks in the region improve their bandwidth & quality of service we see this as being a high growth sector. “

D-Link introduced the D-Link Cloud which currently includes D-Link Cloud Router,

Cloud Camera, and Cloud Storage products; mydlink is a set of services which consists of the mydlink platform and mydlink mobile apps that provide cloud services.

“The mydlink Cloud Services allow you to effortlessly Access, View, Share, and Control your D-Link network devices – anytime, anywhere. Routers, cameras, and network storage devices

all can be reached instantly using a computer or mobile device like an iPad or smartphone.”

Cloud based Video Surveillance services reduce costs of operations while meeting the objectives of streamlining security. It is therefore reasonable to assume that more customers will adopt VSaaS market and with different approaches

fromvarious manufacturers, customers will get to choose what suits them best in terms of expectations and requirements from the solution.

"Video Surveillance as a Service (VSaaS) is also gaining ground in demand. With Internet

bandwidth available for home users on the rise, this looks like a domain where there will be an

upswing."

Marwan KhouryMarketing Manager, MEA

Axis Communications

22 | June 2013

WAN connections can be difficult and time consuming to procure. Finally, WAN distances can be quite large in the Middle East, especially among international companies. This creates various latency challenges.

How does Silver Peak address these issues?Leading IT organizations across the world have chosen Silver Peak WAN optimization

to overcome network performance challenges and lower ongoing WAN costs. Silver Peak’s software accelerates data movement between data centres, branch offices and the cloud. This enables enterprises of all sizes to backup and recover more data across the WAN, consolidate data centres (and migrate data quickly to new locations), centralize servers and storage without impacting

application performance, accelerate cloud performance while lowering cloud costs and collaborate in real-time across the WAN (voice, video, virtual desktops).

Silver Peak uses several real time network optimization techniques to maximize application performance over distance. This include TCP and other protocol acceleration techniques that minimize the effects of latency on

Silver Peak’s software-defined acceleration

solves network quality, capacity and distance

challenges to provide fast and reliable access

to data anywhere in the world. Leveraging

its leadership in data center class wide area

network (WAN) optimization, Silver Peak is

a key enabler for strategic IT projects like

virtualization, disaster recovery and cloud

computing. Pierre Langlois, Director, EMEA

Channel and Strategic Partners, Silver Peak

Systems discusses the need for such solutions

in the region

The Silver Lining

TechKnow | Silver Peak Systems

What are the particular challenges for Wide Area Networks (WANs) in the Middle East?Network quality is often problematic in the Middle East, leading to congestion and high packet loss. This impacts the performance of real-time traffic over the WAN, like voice, video and replication. There is also a high demand for bandwidth in the Middle East, but large

Pierre LangloisDirector, EMEA Channel & Strategic PartnersSilver Peak Systems

June 2013 | 23

application performance and improve application response time across the WAN. Silver Peak fixes dropped and out of order packets in real time, reducing the need for retransmissions. Silver Peak also employs a variety of Quality of Service (QoS) and traffic shaping techniques to optimize traffic handling and guarantee available network resources. These ensure that real-time traffic works properly on shared networks, like MPLS and the Internet. In addition, Silver Peak performs byte-level deduplication on all IP traffic, delivering over 90% more bandwidth on average for significant performance gains and cost savings.

Discuss instances of regional deployments of your Technology?We have a growing number of large clients in the region.

For instance, the National Bank of Abu Dhabi is using Silver Peak to optimize offsite data replication. Our data acceleration solution is critical for ensuring the company meets its ongoing Recovery Point Objectives (RPO).

AW Rostamani is using Silver Peak to improve day-to-day communications between numerous locations. This is essential for maximizing employee productivity in remote and branch offices.

How does Silver Peak differentiate its data acceleration solution?Silver Peak adopts a unique network approach to data acceleration. Silver Peak provides the highest capacity virtual solution, with the unique ability to run on every major hypervisor. All virtual products are available for immediate download and free trial via our marketplace

Further, Silver Peak has both physical and virtual appliances that easily scale from Mbps to Gbps of WAN capacity with support for hundreds of thousands of sessions. Silver Peak optimizes all enterprise traffic, regardless of transport protocol or application version with no plugins or special configuration required.

Who are your channel partners in the Middle East?Silver-Peak has partnered with Gulf IT Network Distribution, a value add distributor based out of Dubai Internet city. Gulf IT is responsible to provide support to the local regional resellers in presales, Proof of Concepts and deploying the solution. Gulf IT has a strong technical team to support the entire region.

The recently published market share reports from top

industry analyst firms highlight that virtual wide area network (WAN) optimization is the fastest growing segment of the WAN optimization market. Further, Silver Peak is seeing a significant traction in the growing virtual WAN optimization market.

Silver Peak is a leader in virtual WAN optimization with the highest performance and most cost-effective products that customers can instantly evaluate with free trial versions downloadable directly from the Silver Peak's marketplace. The company is also a pioneer in the broader data acceleration market, which includes deploying virtual WAN optimizers for remote replication acceleration and point-and-click workload acceleration leveraging the latest advancements in software-defined networking (SDN).

“On an annual basis, revenue from virtual WAN optimization more than doubled in 2012 to reach $172.7 million. What's more, virtual WAN optimization represented more than 6 percent of the overall WAN-optimization market in 2012. The virtual segment continues to grow robustly too, accounting for more than 8 percent of market revenue in Q4 2012[1],” said Brad Casemore, research director of datacenter networks for IDC, which breaks out virtual product from hardware. “With virtual product now accounting for more than 40% of its total sales, Silver Peak is among the vendors benefiting from the increased

Silver Peak gains in Virtual WAN Optimization market

demand for software-based WAN optimization.”

According to Dell’Oro Group’s Q4 2012 Data Center Appliance Report, “We believe virtual WANOP appliances will continue to realize growth in 2013 and reach $123 M; more than doubling their 2012 revenue.” The same report projects that in 2013, the market for virtual WAN optimization will grow by 100%, while the overall market is only expected to grow by 6%.

Silver Peak claims to provide the industry’s fastest software WAN accelerators that allow customers to move more data, over longer distances, and in a shorter amount of time. The Silver Peak products deliver more than a gigabit-per-second of optimized throughput, making Silver Peak arguably 10-times faster than the nearest competition. Silver Peak delivers multi-gigabit performance on all standard hypervisors, including VMware vSphere, Citrix XenServer, Microsoft Hyper-V, and KVM.

“Virtual WAN optimization is undeniably the fastest growing and most important segment of the WAN optimization market, and anyone not tracking it is missing the boat,” said Rick Tinsley, CEO for Silver Peak. “Our commitment to providing our customers with the fastest, easiest and most cost-effective WAN optimization software has resulted in Silver Peak gaining market share from competing WAN optimization vendors that insist on refreshing their customers’ hardware every three years.”

24 | June 2013

TechKnow | Xerox

How is Xerox, as an MPS pioneer, handling increasing competition from other printer manufacturers?Xerox was the first company to introduce the concept of cost and efficiency savings to large organisations, and that was because of Xerox’s pedigree in offering document management solutions. We have maintained our leadership, as evidenced by leading market research companies such as Gartner and IDC, because Xerox continues to innovate with our customers. The development of MPS solutions requires new technology and applications to ensure that customers see progressive improvements in cost and efficiency. It is not possible to be static. For example, Xerox was the first company to develop

remote, proactive device management that enables a central support centre to manage machine incidents and the resupply of consumables. Xerox was also pioneered the delivery of MPS to medium sized enterprises through our channel partners, providing value to both customers and additional profit opportunities to our partner network.In MEA the competition is fierce, as it is everywhere else in the world, and customers will choose the vendor that can best provide a short term solution as well as concrete plans to support an organisation meet its midterm goals.

Xerox now offers a lot of other IT services as well. How do you integrate these to your core print solutions?

Stretching the value

Between Xerox Managed Print Services and direct sales of printers, which of these divisions perform better in ME Middle East?Managed print services is top of mind for large enterprise customers as all organisations are looking for ways to reduce cost, improve efficiency and lower their carbon footprint. Therefore, the momentum of growth is many times greater for MPS than it is for the sale of standalone printers. The A4 printer market still represents over 60% of all units sold in the region, and therefore printer sales are still significant. Xerox Emirates is experiencing high double digit growth in both the pipeline of prospective customers and realised revenue.

Xerox is a pioneer in the

Managed Print Service industry

and continues to set the bar

for strategy and execution. The

company identifies MPS as a

business strategy that helps

resellers provide the optimal

level of document management

services to their customers.

Dan Smith, Head of Integrated

Marketing for the Middle East

and Africa region of Xerox’s

Developing Markets Operations

discusses Xerox’s MPS strategy in

detail.

Dan SmithHead of Integrated Marketing, MEAXerox

June 2013 | 25

Progress in the context of adding new services is a critical success factor because customers are demanding greatervalue and returning to them with the same solution as a year before does not meet their expectations. Since the acquisition of ACS, Xerox has added many services to its portfolio, some that are connected to its tradition print, copy scan multifunction systems, and others that are not. Recent developments that are related to the management of customers printing needs are the addition of document workflow services, and Connect key which has been recently launched.

ConnectKey is the new operating system and software for Xerox multifunction printers (MFPs). It was designed for one purpose: to simplify the way work gets done.

The ConnectKey MFPs do much more than print, scan, fax and copy. You can print from just about any device from anywhere. Documents can be scanned directly to cloud services like Google Drive, Evernote, Office 365 for storage and collaboration – right from the MFP touch screen. The new common user interface also allows anyone in the workforce to easily connect into the company’s business processes.

For IT professionals, this common user interface as well as embedded security protection from McAfee allows MFPs to be managed and protected as easily as the rest of the network.

Do you offer your services through partners or directly to end customers in the region? If so, briefly discuss your partnership programs in the region Xerox has many strategic partnerships throughout the Middle East. One of the most common types of partnerships is with Systems Integrators as part of a large IT project. The extent of the services provided by Xerox is expanding rapidly as we improve our ability to demonstrate the power of Xerox’s product and services portfolio. It’s an ongoing process as the breadth of services increases.

Successful MPS providers position themselves as catalysts for growth, continuously adding value through constant collaboration and often incorporating the following tips into their relationships from the start:• Beflexiblewiththefleet.Clarify upfront that you will help maximize the existing technology by getting control of the devices that are already in place. Naturally, this includes printing devices from all manufacturers.• Asktherightquestions.What are your goals; what applications are you using; what are your expectations; and what efficiencies would you like to accomplish? • Showyou’reinitforthe long haul. Take time to develop and demonstrate an understanding of your customers’ needs. Show how simplifying their print infrastructure can impact the business overall – while saving time and money in the long run.• Keepitsimple.Gettingcustomers up and running quickly and providing a range of offerings to add value is the key to success. When looking for a vendor partner, consider the company’s reputation, experience, support and tools as well as which vendor will help generate the most revenue for the business. • Strutyourservice.Thecrowded market means service and delivery can vary drastically across providers – be prepared to show proof of proactive, reliable service and find a partner that makes it easy to deliver it consistently.So, while double-digit growth is predicted for the market throughout the next few years, MPS is an evolution, not a revolution: It’s about simplifying a customer’s fleet and improving it over time, bearing in mind the customer’s needs and budget realities.

A brief example is The ConnectKey MFP platform which has an open API system. That means channel partners, systems integrators and resellers can develop applications and embed them on the MFP with no additional software requirements. For example, a health insurance company can add a feature to its MFP that allows scanning of reimbursement claims directly into their payment system with just one-touch.

Which verticals are your MPS solutions most popular?All verticals, as MPS is applicable to any organisation that has a large quantity of print devices.

Discuss trends in MPS in the region and the future of this segmentMPS has been offered for many years, but the reality is that the majority of implementations are still quite simple. This is partially because of the speed of customer acceptance and partially because of the skills of many companies that offer MPS services. Xerox prides itself in being identified by Gartner and IDC as a leader in MPS and that is because we have focused on developing the skills in our own sales people as well as our partners. Xerox is among the first to enable mobile print where an employee can go to almost any device and print from their smartphone.

Future developments in MPS include expansion of mobile print, especially as more organisations allow employees to BYOD (bring your own device) into the workplace. Cloud services such as DR/BC (disaster recovery and business continuity). The key as I mentioned earlier is to be able to expand the conversation we have with our customers. One of the key enablers to acceptance of complimentary offerings to MPS has been the transition of purchasing of printing services from procurement to IT. MPS still presents all organisations to make significant cost reductions, which were previously not understood, and to achieve productivity and efficiency improvements.

Tips for MPS providers:

26 | June 2013

Technology.Linux remains the de-facto leader in

open-source technology and provided DVCOM with the basis for initial discussions on open source technology. Indeed, Asterisk was initially developed for Linux although it’s now supported by many other operating systems such as Mac OS X and NetBSD among others.

After getting into open source PBX, DVCOM decided to let customers make the decision on which end-points they desired. This is in contrast with the proprietary IP phone vendors who after supplying a PBX system oblige customers totheir end-points that are tied to these PBX systems. “This is why Asterisk is different in that you can use any sim-based end-point,” Renjan said.

In time, DVCOM launched Snom,

Yealink and other product lines essentially moving into the Unified Communications (UC) arena.Yealink, a leading manufacturer of IP Phones, is one of the recent additions to the ever growing portfolio of DVCOM’s brand representations in the region.

Networking came next to enable DVCOM provide customersan integrated and complete solution. Networking solution provider Draytekoffers solutions able to provide VPN connection. The move to UC was inspired by customer demand, according to Renjan. “Customers want a single integrator or vendor to satisfy all their communication needs.”

Modern communication technology enables voice, video and data running on the same line. The backbone has also become stronger with fast internet speeds, fibre now available in many offices. “This is

Fans of open source computing

will be happy to know that the

same compelling advantages

of this system are to be had

in open source telephony.

DVCOM brings these gains to

the region.

Championing Open Communication

With Linux and other open source software setting the standards for

open-source computer technology, it was only fitting that IP telephony would follow suit.

Asterisk became the standard bearer for open source telephony through their pioneering PBX software in 1999. DVCOM, a part of Al Mashka Group, a UAE based $150 million conglomerateand a leading solutions provider of Open Source VoIP Telephony, brought to the Middle East market the Asterisk Open-Source PBX in 2007.

“We though the best way enter the IP market is through open-source telephony which was something new.Our objective was to get into IP-PBX but we did not want to be in a proprietary platform,” said Renjan George, Managing Director, DVCOM

Renjan GeorgeManaging Director

DVCOM Technology

Feature | DVCOM

June 2013 | 27

how we decided this was the way forward. Asterisk can integrate voice, video and data into one single box. There’s nothing better than having all these services in one box and then all this being open source,” Renjan said.

There has been a shift in peoples’ expectations of their communication providers. Customers now understand that being tied to a proprietary system and paying license fees every year does not make sense, according to Renjan. “Asterisk as an open-source product gives that capability to our customers to,” added Renjan.

Open source technology by default is easier to manage lacking the ingrained complexities of proprietary equipment. DVCOM provides the initial training for Asterisk and once customers learn the configurations, they can easily implement their own PBX solution. “This is a clear advantage to a company with many employees as they can deploy an extensive telephony system without necessarily requiring hiring an integrator,” Renjan said.

Since these phones are IP-based, integration with mobile platforms is easy. Asterisk has apps available on smartphones on the SwitchVox platform. Customers can access and remote-configure to the office PBX. They can also deploy extensions to the home, configure it to the mainoffice PBX and establish a connection to the office through VPN. “This is one of the majoradvantages we offer to our customers. Remote workers can connect to their offices wherever they

areas long as they have a 3G/4G internet connection. They are also able to connect through voice, video or data,” explained Renjan.

For those with substantial existing analogue legacy systems in place, DVCOM will offer a hybrid solution incorporating analogue and IP. “Asterisk can integrate with your analogue system as well as through other telephony gateways. There are ATS available where you can easily integrate between analogue and IP as they gradually phase to IP,” said Renjan. However, most companies are moving entirely from analogue to IPas the latter offers a cheaper and more straightforwardsystem. In an analogue system, one will require a separate box if they needcall recording, another one for IVR, and yet another device for voicemail.

“IP offers one solution in one box with a lot of features incorporated within as customers do not wish to invest in all these disparate equipment and then have to maintain them,” Renjan opined. Typically, a customer would save up to 60% of costs when they adopt open source technology as opposed to proprietary system and its attendant licensing fees.

Another advantage of open source is the speed in which upgrades can be done. With open source, one can update

the community themselves and the company will put the upgrades in the product within a month or two. Asterisk for instance is already in the 11th edition, 14 years after launch.

In proprietary brands,it takes years for new models and software to enter the market. Due to prevailing economic uncertainties, the next few years should see a lot of expansion in open source, Renjan reckons. “Asterisk having proven its worth with some major names in global business such as Yahoo, Qatar Airways, Penn State University, etc., open source IP telephony is the way forward,” he adds.

DVCOM also recently announced the opening of their offices in Bahrain. The new office will focus on catering to the ever growing demand of Open Source VoIP Telephony in Bahrain along with servicing DVCOM’s already existing portfolio of clients. DVCOM Technology, which already has offices in Dubai, Qatar, Oman, Saudi, Sudan, Bangladesh and India-Delhi/Mumbai, represents over twelve brands of Open Source VoIP based products and solutions as a Value Add Distributor. The new office will offer complete range of product and services that are offered by DVCOM across the region along with training and service support.

"Opening of our new branch office in Bahrain is a part of long term growth strategy to maintain our position as a market leader in Open Source VoIP Telephony and to service our client based in the kingdom more efficiently,” adds Renjan.

"Typically, a customer would save up to 60% of costs when they adopt open source technology as

opposed to proprietary system"

28 | June 2013

and too many companies are reporting that they risk missing Service Level Agreements (SLA) if processes can’t keep up. In itself this is perhaps an indication that existing storage strategies are no longer capable of tackling huge volumes of data or, just as importantly, of supporting the business challenges of today.

A revolution in data management in the Middle East is now called for in order to minimise the investments needed to protect and manage large volumes of data both inside and outside of the data centre. This means thinking differently about each of the traditional data management processes and technologies

and increasing the use of automation and enterprise-wide policies to introduce efficiencies and cost savings whilst reducing management headaches at the same time. Instead of creating archive, backup and storage silos merely as a business insurance policy, each element should be valued equally but then converge to streamline the process and start to make data the real asset that it should be to an organisation.

So far, it’s likely that making data work for an organisation will have involved trying to mine large volumes of existing data across multiple storage types and locations to gain new insights – perhaps

for research projects or compliance challenges but this can then put a massive strain on operational staff who are already overstretched. Adopting the cloud and looking at virtualisation is widely accepted as one of the best ways to increase efficiency but it also adds another layer of complexity to data management which must be addressed. The Bring Your Own Device (BYOD) movement again offers potential savings but also introduces new risks to data security at the edge as well as the challenge of getting information on to these devices efficiently.

It should be no surprise then that according to Gartner,

Allen Mitchell, Senior Technical Account Manager, MENA at CommVault Systems writes that a revolution in data management in the Middle East is now called for in order to minimise the investments needed to protect and manage large volumes of data both inside and outside of the data centre.

Time for a Data Management RevolutionThere is no doubt that data

management has gone through an evolutionary process, starting with a focus on straight forward backup and recovery in the 1990’s and then moving to integrated protection solutions in the 2000s. However the impact of Big Data and the move to adopt a more mobile way of working again requires a radical new approach.

Whether it is stored in one place, distributed across the enterprise or located in different geographies, data growth is making its presence felt in companies of all sizes. It’s unfortunately becoming all too common for yesterday’s backups to run into tomorrow

InSight | CommVault

All

en M

itch

ell,

Tech

nica

l Acc

ount

Man

ager

, MEN

A, C

omm

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t Sys

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s

June 2013 | 29

2012, only 26% of CIOs think they have effective tools and skill sets in place to manage these issues and to make data an asset to the organisation. What is needed is a scalable modern information management architecture that is fit for purpose; helping businesses to protect and manage more information more efficiently. It should also be able to meet the demands of a virtual world that is typified by a dynamic pool of computing and storage.

At the heart of this modern information structure should lie the ability to collect data just once to reduce the overall storage and infrastructure burden, and then enable access to it from anywhere in order to re-purpose it. Snapshot, backup and archive data operations already take place, so why not combine those tasks into a collection process that sends deduplicated data to single ‘content store’? This drives a large number of efficiencies; the content store can then be used for recovery or repurposing of the data. Generating metadata in the form a content index at the same time is a key process that enables the access downstream. Combined with good access and security controls this repository can then be presented to the whole workforce and potentially from any device. When set against the traditional multiple silo approach where backup stores just sit there offering little value except insurance

and use invasive technologies to acquire the data in the first place, one could wonder why a streamlined collection to combined multi-purpose store isn’t the norm. Having a searchable content store may also negate the need for a dedicated and expensive ‘Big Data’ repositories if you can search and recover just the research data needed to perform your analysis.

Controlling the amount of data on live systems by moving to automated policy-based retention with search capabilities will then certainly increase the ability of companies to find the right piece of information when it’s needed, practically on demand. Using a combined data management and search engine also means that a single search can cover many different repositories allowing the organisation to leverage different types of storage media; from dedupe disk through to removable media or cloud storage.

The goal for any business has to be about changing the way its global and connected workforce discovers, accesses and analyses information in the future; ideally without requiring IT intervention. A single, central, virtual repository that keeps only one copy of all data secure, de-duplicated,

tiered to optimise costs and application aware will be critical to achieving instant ways to search and make sense of existing data to enable faster decision making. It will obviously reduce storage needs overall but more importantly it will transform the administrative process into a more dynamic capture of business critical information that can be ‘re-used and recycled’. In a world where regulatory requirements, compliance and the need to demonstrate a strong ROI are constantly under scrutiny in the boardroom, a content resource such as this will improve the ability to search for, and access, data from any device anywhere.

This access challenge affects BYOD strategies; while they may offer reduced cost and happy employees, they also present risks of corporate or sensitive data becoming detached from the enterprise with no ability to control access or expire the information. Getting the right mix of the individual’s own work related data and the desired corporate information, not just email, to tablets and smartphones can be tricky. If and the organisation doesn’t provide effective enablement tools, users are left with public cloud offerings that at best are awkward

"What is needed is a scalable modern information management architecture that is fit for purpose; helping businesses to protect and manage more

information more efficiently."

to manage and at worst risk significant data breach.

The ability to get files to any device from a secure corporate content store has

to be matched by transparent and automated collection of data created at the edge as well as from primary systems. The collection process from user’s laptops, by default, also provides them with a backup which for the most part can be very low impact when leveraging the latest dedupe and other technologies. This vehicle not only frees users from the pain of managing external cloud solutions to get their data onto their smart device, but it also brings the data they create for their job into the organisation’s control. Not only are workers more productive but it provides a platform for good corporate governance or compliance that fully extends to edge data.

Putting centralised content and sophisticated indexing in the data management driving seat, instead of focusing on the individual components that play a role in the data management process overall, is sure to be the most effective way to help companies of all sizes to take control of Big Data going forward. Content-based retention policies that only keep data that really matters to a business is set to change the way we view and utilise data, re-purposing data from the archive and bringing it back to life instead of consigning it to history.

30 | June 2013

Remember when IT planned corporate-wide end-

user technology roll-outs? Distributing company-owned, IT-managed devices was a very controlled process. Employees hadto get IT approval to use an unauthorized device, even if it was useful and increased productivity.

IT was the gatekeeper of everything enterprise and it ruled the network with a combination of strict policies, purpose-built technologies, and a fully-contained ecosystem. Those days are long gone.

Today, billions of Wi-Fi-enabled smartphones and tablets are pouring onto enterprise networks. Each user is armed with more than

three mobile devices and each mobile device is loaded with over 40 apps.According to ABI Research, over 9 billion Wi-Fi-enabled devices have shipped since 2009, and Gartner predicts mobile app downloads will hit 310 billion by 2016.

Consequently, IT is struggling to stay in control. Users have far more latitude – freely connecting theirown smartphones and tablets to the corporate network, downloading their own apps, and co-mingling work and personal information.

Redefining the IT missionIt’s clear that BYOD has redefined IT’s mission and

extended the boundaries of IT operations beyond the infrastructure to mobile devices and apps.The new IT mission demands a reliable mobile work experience for users without sacrificing privacy, security and control.

However, some big challengesremain. How does IT maintain visibility and control of new devices that connect? What devices are being used, how many, and can IT support all the operating systems? What apps are users downloading over the enterprise network?

IT organizations must also contend with some formidable onboarding challenges. It’s not realistic to rely on already-

InSight | Aruba Networks

strapped IT helpdesks to manually provision network access settings, certificates, and enterprise apps on every mobile device.

Another serious challenge involves safeguarding company data. IT has to deal with the risk and compliance implicationsof confidential data residing on personal devices. Not only are these devices easily misplaced or stolen, they alsohave different security capabilities.

Until now, IT has addressed this problem by taking control over the entire device. But endusers have rejected this big-brother approach to device security. What IT really needs is multiple approaches that

The integrated approach to BYODThe integrated approach to BYOD

Ammar EnayaGeneral Manager

Aruba Networks, ME

Ammar Enaya, General Manager of Aruba Networks,

Middle East writes about the importance of adopting

an integrated approach to BYOD. The article attached

highlights and explores what companies are doing

in order to take a more innovative approach with

solving the BYOD problem plaguing IT.

June 2013 | 31

Aruba WorkSpaceAruba’s new WorkSpace capability is part of the company’s ClearPass Access Management System. It’s designed to simplify the process ofsecuring, distributing and managing work apps on mobile devices.

In addition to automatically pushing work apps to mobile devices, Aruba WorkSpace lets IT enforcecontextual policies that control how the apps are used and data is secured. A VPN session is initiated automatically whenever work apps are launched on a public network.

There are many more security capabilities. Aruba WorkSpace enables IT to add Active Directory authentication to apps, geo-fence apps, lockdown jailbroken devices, and prevent cutting-and-pasting between work and personal data.

On a personal note, WorkSpace eliminates liability issues related to privacy by preventing IT from accessing or viewing a user’s personal information. IT can only wipe or lock work apps and data – anything controlled by WorkSpace – while personal information stays private.

An app for everything work-relatedWorkSpace includes a companion mobile app thatactually lets users onboard their own devices, organize and manage work apps, and provision Wi-Fi access for guests. The idea is to give users a personalized mobile work experience and reduce

address the entire spectrum of BYOD and its use cases.

As a result, a litany of siloed point-productshave made their way onto enterprise networks to narrowly addresssome specific aspects of BYOD – device management, network access control, guest management, application management and content management.

Unfortunately, stringing together a multitude of loosely integrated point-productscan lead to more complexity, higher costs and compromised security controls. This approach also fails to streamline and automate time-consuming onboarding tasks.

And now IT organizations are the ones demanding a better way to do BYOD.

One place to manage all things BYODCompanies like Aruba Networks are taking an innovative approach to solving the BYOD problem that’s plaguing IT.Instead of a siloed approach, Arubaextendscontextualpolicies across the network to devices and applications.

Contextual data includes user roles, device types, application use, location, motion, and time of day.This context-awareness givesIT unprecedented control over a

wide range of mobility services and a simpler way to rollout BYOD.

From one integrated platform, IT can manage network policies, onboard and managedevices, admit guest users, assess device health – even secure, distribute and manage mobile work apps – on any network and without changing the current infrastructure.

The big paybackThere’s huge upside for IT organizations that adopt an integrated approach to deploying BYOD. For starters, it eliminatesthe cost and complexity associated

with integrating dissimilar,

siloedpoint-products.

It also automates many

of the time-consuming tasks

that the IT helpdesk used

to do manually. In fact,

BYOD solutions are now so

simplethat users can securely

onboard their own devices and

provision network access for

their own guests.

An integrated BYOD

solution can be invaluable

and may offer a simpler way

to rollout BYOD in enterprise

networks. But it requires total

visibility and control from the

network access infrastructure

all the way to devices and

mobile apps.

demands on IT.When the WorkSpace mobile app is pushed out to a mobile

device, everything work-related is setup automatically and personalized based on the user’s identity and device type without requiring helpdesk assistance.

The WorkSpace mobile app opens a personal portal where users can access work apps using a single sign-on, share AirPrint and AirPlay devices with other users and groups, and manage their onboarded devices. The mobile app also lets users create and manage temporary guest Wi-Fi accounts. Instead of having IT or the reception desk provision guest access for everyone, WorkSpace empowers employees to manage Wi-Fi access for their own guests.

Over 40 third-party enterprise appsWorkSpace supports one of the largest ecosystems of enterprise mobile apps in the industry. IT can easily secure, distribute and manage well over 40 leading third-party enterprise productivity apps as well as internally-developed apps.

Another compelling aspect of WorkSpace is that it automates time-consuming onboarding tasks that were once performed manually by IT. There’s no need to manually distribute new software – WorkSpace updates apps automatically.

32 | June 2013

eyetech

Dell-SonicWALL NSA Next-Generation Firewall

NETGEAR SMB 10-Gigabit Switch

Overview:NETGEAR is leading the networking industry with

the market’s first cost-efficient 10 Gigabit Switch for

small and medium businesses. The XS708E provides

eight 10GE ports at a very affordable price compared

to 10GE Enterprise switches in the marketplace.

Many SMBs are now operating with big data

even though the company size is small. NETGEAR

recognizes the needs of a growing network for SMBs

customers and has come up with the industry’s first

cost-efficient 10GE solution.

Key features:• 8portsdeliverupto10GGbpsofdedicated,non-

blocking bandwidth per port

• VLANsupportfortrafficsegmentation

• QualityofService(QoS)fortrafficprioritization

• Auto“denial-of-service”(DoS)prevention

• Troubleshootconnectionissuesviacabletest

OverviewDell’s new SonicWALL Network Security Appliance (NSA)

Series Next-Generation Firewalls (NGFW) enable mid-

sized organizations, branch offices, school campuses and

government agencies to have multi-layered protection

from sophisticated attacks and control over applications

while also assuring optimal network performance and

total of cost of ownership. The new Dell SonicWALL NSA

Series renders competitors’ traditional firewalls obsolete

and provides a host of enhancements typically reserved

for large enterprises and 10 GbE connectivity to this

industry segment for the first time.

Key features:• 10GbESFP+interfaces,

• FullStatefulhighavailability failover

• Processingpowertoinspect all network traffic

• HighperformanceSSLdecryption

• Single-passlowlatency Reassembly-Free Deep Packet Inspection (RFDPI) engine

Overview:The Lenovo Iomega ix2 Network Storage, 2-bay is a compact and affordable desktop network storage that is perfect for small businesses, home offices or advanced home networks, offering content sharing, data protection and basic video surveillance capabilities.

Key features:• Upto25users

• DriveCapacitiesandType:1TB,2TB,3TB,4TB

• GigabitEthernetConnectivity

• Easythreestepsetup

• Userfriendlyweb-basedmanagementinterface

• SimpleContentSharing

Lenovo Iomega ix2 NAS

June 2013 | 33

OverviewTripp Lite single phase Switched PDU / Power Distribution Unit with individual outlet metering offers advanced network control and monitoring with the ability to turn on, turn off, recycle or lock-out power to each individual receptacle, monitor site electrical conditions and remotely monitor output power consumption for each individual outlet. Built-in current monitoring offers 1% billing grade accuracy. PowerAlert interface supports remote control and custom notification of user-specified conditions via email, secure web, SNMP, Telnet or SSH interface. Individually switched outlets can be controlled in real-time to remotely reboot unresponsive network hardware, or be custom programmed for user-defined power-up and power-down sequences to ensure proper startup of interdependent IT systems and prevent inrush-related overloads as network equipment is first energized. Unused PDU outlets can be electronically locked off to prevent the connection of unauthorized hardware. PDU output current consumption in amps is continuously displayed locally via visual meter and remotely via web/network interface to warn of potential overloads before critical IT mains or branch breakers trip.

Key features:• Single-PhaseSwitchedPDUwithoutletlevelmetering,• Switched30A208/240VPDU,0U70in./178cmVertical Rackmount Format• Reportsvoltage,frequency&loadper-outletorloadbank via ethernet interface• Visualcurrentmeter,Toollessbuttonmountinstallation• NEMAL6-30Pinput,attached10ft./3mcord• 24switchedoutlets(4C19/20C13)withcordretention brackets• Temperature,humidityandcontactclosuremonitoring options

Tripp Lite PDUCCVSR: Control Center Video Session Recorder.

Key features:

•TheCCVSRisdevelopedtoworkwithALTUSENKVM over IP Switches without the need to install agent software on all computers

•TheCCVSRisagreattoolforcapturingevidence or tracing issues for immediate troubleshooting and faster problem resolution.

•Thesoftwarecanhelpmonitorcompliancecontrol and auditing efficiently.

• ItquicklyhelpsITmanagersknowwhatevery remote KVM user, internal KVM user, or IT service contractor is doing on the servers, with full coverage of all actions; saved in a bulletproof system for future auditing.

Overview:

The Control Center Video Session Recorder (CCVSR)

is ATEN´s innovative software designed to securely

record the video and operation of computers

accessed through KVM over IP Switches. The software

automatically records a video of the screen display

and logs all key-strokes and mouse clicks when

computers are accessed through KVM ports.

The software records operations from the BIOS to

logging in; from running software applications to

configuring any part of the operating systemall actions

are recorded and saved without exception. It´s also a

great tool for administrators to easily generate step by

step instructional videos for any system procedure.

34 | June 2013

Worldwide IT operations management (ITOM) software revenue totaled $18 billion in 2012, up 4.8 percent from

$17 billion in 2011, according to final results from Gartner, Inc. However, Gartner said that the "Big Four" ITOM vendors — IBM, CA Technologies, BMC Software and HP — surrendered market share in 2012, while a new generation of ITOM vendors grew significantly faster than the market.

"Vendor revenue in the 2012 ITOM software market demonstrated moderate single-digit growth, after two consecutive years of nearly double-digit growth, due in part to slow economic growth, tight IT budgets, and merger and acquisition (M&A) activity," said Laurie Wurster, research director at Gartner. "Nevertheless, the ITOM market did manage to grow slightly above the average growth rate of the infrastructure software market, and by doing so it gained share of IT budgets."

Pushing the growth of the ITOM market, although at a less-frantic pace, were continued investments in virtualization management tools and promising cloud computing technologies, which are the key drivers behind the growth in the configuration management and availability and performance segments, and also in the other ITOM category, in which cloud management platform pure-play vendors are represented.

Continued strong growth in workload automation and IT process automation demonstrates that IT organizations are still investing heavily in technology that is more

Stats & Trends

traditional and process improvement initiatives; there is also an increased effort to automate private cloud services. The evolution of IT service desk tools into IT service support management tools contributed to growth in the market as vendors are supplementing foundational technologies with the addition of features such as mobility, collaboration, IT service visualization, and more advanced analytics and reporting.

The top five ITOM vendors, ranked by revenue, grew 0.6 percent in 2012, compared with 7 percent growth in 2011, and accounted for 55 percent share, or $9.9 billion, of the overall ITOM software market in terms of revenue. The ranking of the top five vendors did not change from 2010 through 2012. Among the top five vendors, Microsoft led the group in year-over-year growth at 16 percent, while the rest of the top five remained flat or saw declining growth.

Results from the International Data Corporation (IDC) Worldwide Enterprise Videoconferencing and

TelepresenceQview showed first quarter 2013 (1Q13) videoconferencing equipment revenue declined 13.2% year over year and 21.9% quarter over quarter. Total worldwide enterprise videoconferencing and telepresence equipment revenue was $563.4 million in 1Q13, its worst result since the second quarter of 2010, according to IDC.

From a market segment perspective, endpoints, which include multi-codec immersive telepresence, single-codec telepresence, and personal videoconferencing, declined 10.7% year over year and video network infrastructure decreased 20.5% year over year in 1Q13.

Regionally, Latin America declined just 3.5% year over year, followed by the 9.1% year-over-year decline in Asia/

IT operations management (ITOM)software revenue grows

Pacific and the 10.1% decrease in Europe, Middle East, and Africa (EMEA). North America was a particular area of weakness this quarter with its 20.3% year-over-year drop.

"Videoconferencing vendors point to longer procurement cycles, the still challenging macroeconomic situation in EMEA, and a slowdown in IT spending in some key global markets such as China and India as reasons for the challenging first quarter results," said Rich Costello , Senior Analyst, Enterprise Communications Infrastructure at IDC. "No doubt these are certainly valid reasons for the recent quarterly decreases in video equipment revenue we are seeing. In addition, IDC believes that increasing customer considerations over more software-centric solutions, virtualization, cloud-based offerings, and real-time browser-based communications are beginning to challenge the video equipment market as well."

Enterprise Videoconferencing and Telepresence Market declines in first quarter

2012 Market 2011 Revenue 2011-20122012 Revenue

Share (%) Growth (%)

IBM 3,282.90 18.2 3,256.40 0.8CA Technologies 2,119.90 11.7 2,258.10 -0.6BMC Software 1,921.70 10.6 1,903.30 0.9Microsoft 1,477.70 8.2 1,271.90 16.1HP 1,134.60 6.3 1,185.40 -4.3Others 8,064.30 45 7,303.10 10.4

Total Market 18,001.10 100 17,178.20 4.8

Company

Source: Gartner (May 2013)

Top 5 ITOM Software Vendors, Total Software RevenueWorldwide, 2012 (Millions of Dollars)

©2013 Schneider Electric. All Rights Reserved. Schneider Electric, APC, InfraStruxure, and Business-wise, Future-driven are trademarks owned by Schneider Electric Industries SAS or its affiliated companies. All other trademarks are the property of their respective owners. www.schneider-electric.com • 998-1187559_A_US_B

Introducing Next Generation InfraStruxureWhether your company just doubled its sales or staff, you need to make sure that its data center can support such business growth — not hinder it. All too often, though, businesses feel constrained by the capabilities of their information technology (IT) and supporting infrastructure. Is there enough rack space to handle more servers? Can power capacity accommodate larger IT loads? Today, APC™ by Schneider Electric™ eliminates these hurdles with its proven high-performance, scalable, and complete data center architecture solution: InfraStruxure™.

InfraStruxure data centers mean business!We say that InfraStruxure data centers mean business. But what does that mean to you? The answer is simple. A data center means business when it: is always available, 24/7/365, and performs at the highest level at all times; is able to grow at the breakneck speed of business; continues to achieve greater and greater energy efficiency — from planning through operations; and is able to grow with the business itself. What’s more, InfraStruxure IT room architecture is an integrated solution that can be designed to your exact requirements at the start, while still being able to adapt to your company’s changing business needs in the future.

The triple promise of InfraStruxure deploymentInfraStruxure solutions fulfil our triple promise of superior quality, which ensures highest availability; speed, which ensures easy and quick alignment of IT to business needs; and cost savings based on energy efficiency. What better way to “mean business” than to enable quality, speed, and cost savings — simultaneously?

IT is complex enough! Need an easy-to-operate data center solution - from concept to deployment!

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At last, your data center can growwith your business!Only InfraStruxure IT architecture delivers the triple promise of 24/7/365 availability, speed, and efficiency-driven cost savings.

Must stay open 24/ 7! Need redundant data center power and cooling that fits my budget!

InfraStruxure data centers mean business!Availability: 24/7/365 uptime is made possible through exceptional critical power with “snap-in” modular power distribution units, close-coupled cooling, and proactive monitoring software.

Speed: Deployment is fast and simple because all system components are designed to work together “out of the box” and the system can grow at breakneck business speed.

Efficiency: True energy efficiency and savings are achieved via advanced designs, including three-stage inverters in UPS units and variable speed fans in cooling units.

Manageability: The InfraStruxure Management Software Portfolio enables you to see and manage capacity and redundancy levels of cooling, power, and rack space for optimal data center health.

Agility: Flexibility comes from enclosures with any IT vendor compatibility and whole system scalability for both power and cooling.

Years

Business Growth

Data center scaling

Plan your data center growth simply and effectively!Download White Paper #143, “Data Center Projects:Growth Model,” today for guidance and enter to WIN an iPhone 5!Visit www.SEreply.com Key Code 37249p

Data Center Projects:Growth Model

Contents 1

2

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9

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> Executive summary

APC by Schneider Electric is the pioneer of modular data center infrastructure and innovative cooling technology. Its products and solutions, including InfraStruxure IT room architecture, are an integral part of the Schneider Electric IT portfolio.

Business-wise, Future-driven.™

©2013 Schneider Electric. All Rights Reserved. Schneider Electric, APC, InfraStruxure, and Business-wise, Future-driven are trademarks owned by Schneider Electric Industries SAS

Growth Model

Contents 1

2

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7

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Executive summary

34937p_The_Integrator_ME-GB.indd 1 5/17/13 11:37 AM

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