the value plus quarterly- september 2010

8/8/2019 The Value Plus Quarterly- September 2010

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September 2010presents

A speciAl publicAtion from red ington gulf VAlue diVision

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BUILDINGTHEit Channel

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Bringing Advanced Physical Layer Lifecycle

Management to Enterprises Worldwide

Advanced Physical layer LifecycleManagement (APLLM) - a ground breakingapproach from Molex providing businesseswith a level of infrastructure visibility &integration previously unavailable.

Using a combination of software,electronics and structured cabling, APLLMenables users to track and manage theirinvestment from planning throughto design, procurement, installation,MACs and the eventual upgrade of theinfrastructure; thereby spanning its entirelifecycle.

APLLM brings features and capabilityadvantages to enterprises like never before.This approach to the physical networkprovides for true lifecycle management,guided by the notion that no networkinfrastructure is ever complete.

For over 30 years Molex Premise Networkshas manufactured comprehensive UTP,FTP and Optical Fibre cabling systems forthe transmission of voice, data and videoimaging signals.

Through new and innovative technologies,Molex eclipses traditional industryboundaries and leads with solutionsthat deliver unprecedented productivitygains, process enhancements andincremental value never before presentedto infrastructure stakeholders.

More than ever, businesses must do more

with less; Molexs solutions are in placeto help businesses worldwide achieveexactly that.

For further information contact us

on +971 4 2990430

www.molexpn.com


3/24

curtAin rAiserto AutomAteddistribution centre

Redington s endeavor

has been to providebest-in-class supply

chain services to

our partners. We have been

investing periodically to meet

the needs of our customers

either on standardised

processes or adoption of new

technologies for improved

service levels or adding skilled

human capital.Considering the current and

future distribution landscape

02 Ramkumars Blog

03 Cover Feature: HP Networking07 Focus: Red Hat10 Feature: HP Servers13 Analysis: CISCO16 Networking: Juniper Networks19 Partner Connect: A User Guide

from the director:

CoNteNtS03 07

13

we have invested in a state-of-

the-art Automated Distribution

Centre (ADC). This facility

would be 100,000 square

feet, strategically located 20

minutes from the upcoming

Al Maktoum InternationalAirport in Jebel Ali Free Zone,

Dubai. The ADC will be advance

Radio Frequency (RFI) and

fully WiFi enabled warehouse

which will help in locating the

product following its barcode.

The facility will be capable of

handling 10,000 pallet position

and 25 loading bays.

The implementation of TaskResource Management will

help reduce turn-around time

for better execution of orders.

The facility is expected to be

functional in the September/

October 2010 timeframe. The

ADC will enable Redington to

provide additional logistics

and warehousing facilities tovendors and improve service

levels to partners.

Yours truly

Raj Shankar

Director, Redington Gulf


4/24

Engaging more

closely with channel

partners is one of the

key priorities of any

organisation, not just in IT, but

across verticals. Organisations

around the world have invested

in resources, infrastructure to

figure out a model to engage

with channel. The definitionof engagement differs from

organisation to organisation

and from market to market

and the life cycle of the

organisation and its products

or services.

For us, channel engagement

is also a priority but since

our business spans across

geographies and acrossbrands (that often compete or

complement each another),

relevant personalised

information related to deals,

offers, products, cross-selling

and up-selling products,which can help them close

more deals. They can also

get an opportunity to contact

experts in networking,

voice, servers and storage,

software, security and

infrastructure to get

assistance in developing

BOQs. Furthermore, the

programme will serve as amedium by which they can

get more rewards by being

RamkumaRS BLOG

Ramkumar B, GM, Value Division,

Redington Gulf

the first to know about incentive

promotions or by accumulating

points every time they do an

activity on the portal. You maylog on to www.redingtonvalue.

com to register or for

accessing more information on

the programme.

Have a great quarter ahead.

Enjoy the read.

Ramkumar B

General Manager Value

Added Business, Middle East& Africa

Redington Gulf

The PartnerConnect Programme

building a model for channel

engagement was a complex

issue to say the least. We have

been successful in building

our regional model to address

these issues but we required

an engine that could help us

develop a relationship with

individuals working within

partner organisations. For this

purpose, we have designed anengagement programme for

our channel partners called

Partner Connect.

Partner Connect is for our

partners across geographies

working on different brands we

carry providing personalised

information to them. This

personalised information could

include product promotion,

details on online or offline

workshops, datasheets, product

configurators etc.

Designed as a platform for

integrated vendor information

such as promotions, trainings,

resources and additional

benefits to partners, the

programme encompassesover 15 brands under one

umbrella, which spans across

technology domains such as

networking, voice, servers,

storage, software, security

and infrastructure. It was

indeed a major investment into

enhancing the service levels to

our ecosystem.

By registering with thePartner Connect programme,

regional partners can access

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2 The ValuePlus Quarterly Spmbr 2010


5/24

With the acquisition

of 3Com now behind

it, HP ProCurve

Networking has

already begun positioning the

new integrated product line

that is targeted at enterprise,mid-market and SMB sectors.

Key for HP Networking will be

how it addresses the enterprise

space in particular the data

centre segment as competition

in this sector is fierce with all

networking vendors battling it

out for top honours.

For channel partners in the

Middle East region, what they

would like to see post the HP-

3Com merger is how the vendor

will position the integrated

product sets going forward.

Clearly, channel partners are

expecting that the integrated

product offering will give them

a competitive advantage over

rival products in the market.Alaa AlShimy, Managing

Director, HP Networking,

MEMA says the new

networking product portfolio

has already been launched

a few months back and well

positioned into the Middle

East market. AlShimy says

the company is leveraging

on the product integrationfrom both sides by bringing

the best solutions to channel

Primed for growthWith the ProCurve and 3Com products integration now complete, HP Networking in the Middle Eastregion is looking forward to an enhanced portfolio offering to the channel. The vendor outlines how

it will target the channel in the region with this strengthened product and technology offering.

HP NetWoRKiNg| COVER FEaTuRE

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Spmbr 2010 The ValuePlus Quarterly 3


6/24

partners and end-user

customers.

AlShimy explains that

the company has four main

category of products namely

the A category for the top

enterprise customers and

Data centre solutions, E

category for the enterprise

and top SMB customers and

the V series for the SMB

customers core to access.The above three categories

provide end to end from

core to access, unified wired

and wireless, one operating

system, he says. In addition,

the portfolio offers onemanagement system for the

entire network including third

party networks, with the bestTCO in the industry and life

time warranty.

AlShimy adds that the S

category is for security solutions

and HP Networking with the

Tipping point solutions are today

considered as the preferred

offering in the market.

He adds that this category of

solutions gives channel partners

an opportunity to offer their

end-user customers double the

performance of solutions than

what the competition offers.

Product integration is one

aspect that, channel partners

are also wanting to know how

the new HP Networking will

engage with them in termsof the partner programme.

AlShimy says the company has

introduced a new programme

for all the HP Networking

partners that will sell the

entire product portfolio of the

E and V family with different

specialisation level. According

to AlShimy, this is called UNS

category.

He explains that all the 3com

partners who have received a

new contract from HP will also

sell the entire product portfolio

as above. We introduced a new

level of partnership ENS which

certifies partners to sell the A

category of products, he says.

All the security partners who

have got a new contract with HPwill continue to do the same.

AlShimy believes that

the new HP Networking ischanging the networking

market, by giving its

channel partners and their

customers an option they

didnt have before. He says

historically there was only

one networking player

dominating the market

leveraging the fact that

they are the only player

with a complete networking

product portfolio. With our

new complete networking

products and solutions,

we are now are providing

the customer an option to

choose one from two versus

one from one, he says.

AlShimy adds that anothercompetitive advantage that

the new HP Networking

provides to its channel

and end-user customers is

modern and IEE industry

standard technology, versus

proprietary systems from

the competition. This, says,

AlShimy, gives the customer

the choice and flexibility

to integrate to any industry

standard system. Third

party reports show that

the power consumption

of HP systems are on

average one third of the

competitive products, this

means less need for the DC

cooling, which leads to lessconsumption of electricity,

he notes. Ease of support

and upgrade, as we have one

operating system for each

product family and ease of

management, our software

provide one management

view to all the network

including third party,

In addition to all these,AlShimy says HP Networking

offers better TCO in the

Wh ur nw cmp nwrkn prducs andsuns, w ar nw ar prvdn h cusmran pn chs n frm w vrsus n frmn. Alaa AlShimy, HP Networking Middle East

COVER FEaTuRE | HP NetWoRKiNg

Alaa AlShimy, Managing Director, HP Networking, MEMA

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7/24

industry by far on itssolution offerings that are

complemented by lifetime

warranty for E and V family

of products. On average you

get double the performance

compared to rival products,

he says.

AlShimy says channel

partners can enjoy peace of

mind knowing that they are

getting an end to end solution

and converged infrastructure

from one vendor for data

centre and business solution,

which reduces risk, cost, time

to market and guarantees

their success. This includes

networking, storage, servers,

PCs, printers, support,management, applications

and integration, he enthuses.

As for the UNS partners

that focus on the enterprise

segment, AlShimy says HP has

been encouraging them to

communicate to their customers

and educate them on the new

portfolio, which will increase

their addressable market valueand the need to capitalise on

the opportunity. He adds that

for Preferred Partners and

Select partners, the company

is urging them to focus on the

SMB segment. Partners have

unbeatable value proposition

with the life time warranty of

the E family, he says.

Remarking on the markets

in the Middle East that are key

for your channel growth in

the second half of 2010 and

next year, AlShimy says Saudi

Arabia, Qatar and UAE are

the fastest growing with the

highest IT spending, however

the opportunities are very big

across all the countries namelyOman, Bahrain, Egypt, Kuwait,

Lebanon, and Jordon

our partners, he says. Wewill double our business in

fiscal year 2011. Five years

back HP was number two

in the IT industry, we had

a vision and planned to be

number one.Today, we are

number one by far. We will

be number one by far in

the networking as well. The

flight is taking off, and

I believe its time to

be onboard.

AlShimy adds that

as Redington is the

biggest distributor in

the Middle East for HP,

I see Redington as the

strategic distributor for HP

Networking in the ME todayand in the future,

we will make it together,

he concludes.

Aside from the in countrymarket focus, the A family

is what is going to make

a fundamental difference

to the enterprise and data

centre customers, while the

E family for the enterprise

and big SMB customers.

With data centre

transformation high on most

CIOs agenda and the network

becoming an integral part of an

organisations IT infrastructure,

AlShimy says implementation

skills is what channel partners

need to continue to develop.

Data centre customers are

asking for certifications, he

notes. Our partners need to

continue to train and certifytheir resources to be able to

deliver. We have the AIS, ASE

and MASE certifications for our

channel partners engineers,

which we deliver across all the

countries in the region.

He adds that positioning

is the key to success in the

channel, and ProCurve has the

right solution family to theright customer. The entire

new portfolio is very attractive,

competitive and outstanding,

he says. We are planning a

training road show immediately

after the holidays, where we

will train our partners and

customer on our new portfolio

in each country and partners

are most welcome to join us.

Channel managers will be

providing partners with all the

information.

In addition, AlShimy says

HP has developed its AIS, ASE

and MASE training to reflect

the new product portfolio. In

addition we have a programme

to convert the CCIE certificationto MASE in only four hours web

session, he says.

AlShimy reiterates thatits extremely important

that partners attain the

certifications on offer because

without the knowledge

channel partners cant have

the skills and without the

skills they cant sell nor

deliver. We realise that

and we have educational

road shows but I would like

to urge and encourage all

the partners to get their

resources to be trained and

certified, he says. We have

a number of joint marketing

activities with our partners

to generate joint demand,

education, training and

certification.Looking ahead AlShimy says

ProCurve is focused on

all the markets in the

Middle East and it is the

biggest investment for

HP among all the MEMA

countries. He adds that

the Saudi team is doing

an outstanding job, hence

the company is doublingthe team again. We are

building the market in

Egypt, where HP Middle East

has the biggest presence and

have the biggest investment

among the Middle East

countries, he says.

While all these initiatives

have put the new HP

Networking in good standing,

AlShimy says some of the

pressing channel issues on

resellers minds is making

good profit, customer

satisfaction and hiring and

retaining good people.

We have a clear vision,

strategy and plans

to be the leader inthe networking

business with

HP NetWoRKiNg| COVER FEaTuRE

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8/24

HP Daa

cnr sunsPortfolio overviewHP A12500 Switch Series

Large core/data centre switching

platforms with future-proof

backplane scalability and the

ability to deliver more than 6.6terabits of high-performance

switching capacity and to

aggregate up to 512 10-GbE or 864

Gigabit Ethernet ports

HP A9500 and A7500 Switch

Series

Core and aggregation-layer

switches with flexible high-density

Gigabit and 10 Gigabit Ethernet

connectivity and network servicemodule integration

HP A5800, A5810, and A5820

Switch Series

High-density, low-latency Gigabit

and 10 Gigabit

Ethernet access layer/top-of-rack

switches that deliver industry-

leading price/performance value

HP A6600 and A8800 Router

Series

Data centre WAN access and Layer

3 routers that support BGP, MPLS,

security, quality of service, and

optional network service module

integration

HP 6600 Switch Series

Classic HP design for mid-scale

Gigabit and 10

Gigabit Ethernet access layer/top-

FOCuS | DAtA CeNtRe

of-rack switches with streamlined

features

HP 6120 Blade Switch Series

Blade form factor for HP

BladeSystem c-Class enclosureswith Layer 2 feature set and

enterprise class security, resiliency,

and management

HP 5400 and 8200 Switch

Series

Aggregation- and access-layer

switches that provide space-

efficient Gigabit and 10 Gigabit

connectivity for mid-sized data

centre deploymentsHP S-Series Intrusion

Prevention Systems

An enterprise security suite that

provides best-in-class, scalable,

high-performance appliance-based

threat management based on

TippingPoint technology

HP Intelligent Management

Centre

A comprehensive platform

that integrates network

technologies and provides full

fault, configuration, accounting,

performance, and security

management functionality for IT

infrastructures

HP Data Centre Connection

Manager

Formalizes application

connectivity provisioning

workflow processes between

network and server IT teams;

helps control costs with policy-

based nautomation of networkingand server resources

W chs H3C* daa cnr suns fr hr ndusry-adn chny and suprr prduc prfrmanc.thr aby hp us smpfy ur daa cnr dsnand prans cupd wh h cmpanys rapdrspns and undrsandn f ur ca and bamark nds as payd a ky r. - Cao Yifeng,Operations and Maintenance Director, TaoBao.com

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9/24

A ys n pn

surc sfwar

V

aluePlus Quarterly: Redhat

has been ramping up it

channel as well as end-user

demand generation activitiesin the Middle East. How has the Middle

East enterprise market embraced

open-source software platforms?

AK: Red Hat has had a history of

bringing value to customers at

the most difficult times. CIO.

com rates Red Hat number 1

in four of the last five years for

value and number 1 each year

for a vendor the customer wouldlike to do business with again

if given a choice which is

even harder to achieve given the

choice in enterprise software

today. This market is no different.

Government, Telecom and large

enterprises from RTAs Metro,

Ministry of Health in Oman to

Emirates Airlnes, Mobily or Qatar

Exchange all have the same

challenges and goals as the rest of

the world make IT a competitive

advantage and not a cost center.

For each of these organizations,

deliver low cost high value

solutions that touch our daily

lives as citizens or expats. Open

Source brings innovation to

a wider audience in a shorteramount of time with numerous

examples from operating systems

bombarded daily with cheaper,

faster, better. However, value

is not about a onetime licence

deal its about the subscriptionand continuous relationship

which is what Red Hat offers the

channel. A simple yet effective

way to ensure customers stay

with the partner and grow

organically in to a symbiotic

relationship. Red Hat has

conducted on premise (at partner

site) and collective certification

trainings at least quarterly inDubai and Johannesburg to

bring this expertise locally from

our European base. In addition,

Red Hat has qualified training

partners whose instructors get

trained by the best and can then

deliver courses in Infrastructure,

Virtualization and Middleware to

end customers or other partners.

After more than two dozen

trainings in the last two years,

we now have Premier Partners

in each of the major countries

of operations which ensures our

customers get the best of pre

and post sales experience with

companies they already trust and

do business with. Some examples

are GBM, Savvytek, Entelyst,Mannai, KuwaitNet, Linux Plus

and others.

ValuePlus Quarterly: Given thedominance of proprietary OS

software in the region, what value

proposition are you bringing with

your open source solutions for

both channel partners and their

end-user clients?

AK: Firstly, our value is not

versus another software

development model, but

value to the customer in how

and what they can use it for.

Software developed using open

source has matured enough that

23% of all x-86 servers today

are running Linux from 8%

four years ago and is the fastest

growing Operating System

ever. The value offered in

terms of reliability, scalability,security and cost have been

unmatched not by competing

on features but on core value

as an example what customers

would be paying for and putting

together from a band of UNIX

systems like clustering, high

availability, virtualization

and systems management has

all been packaged togetherseamlessly in to RHEL (our

flagship product) for one,

predicable annual fees theres

CPUs, Sockets or memory to

count. For the customer it means

predictable OpEx with no CapEx

! For partners it means offering

lower cost higher value and

higher margin services given

their relationships at customers

so its the perfect win-win.

ValuePlus Quarterly: What do you see

a major hurdle to growing Red Hats

solutions offering in the Middle East?

AK: Red Hat has an internal

policy of growing one customer

at a time. What constrains us is

not the opportunity but whatto make of it. We want to work

harder every day since our

interVieW:

(Red Hat Enterprise Linux),

Virtualization (RHEV and KVM),

SOA and middleware (JBoss)

amongst others. We are seeing

unprecedented growth in large

data centers across UAE, Qatar,

Kuwait, Oman and Egypt.

ValuePlus Quarterly: How is

Redhat building it channel base

in the Middle East region?

AK: Red Hats channel programme

is perhaps the simplest. To be an

Advanced or Premier Partner,

all we ask for is qualified and

certified skills. However we want

it not only technically but alsofrom market positioning. Its

important given customers get

Valueplus talks to Anuj Kumar, General Manager at Red Hat Middle East and Africaon how the vendor is building and supporting its channel in the MEA region.

Anuj Kumar, General Manager, Red HatMiddle East and Africa

ReD HAt| FOCuS

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relationship is services based

whether its maintenance of thesoftware, the new releases or

the support calls each of them

unlimited (Red Hat is unique

in the software business where

we introduced subscriptions in

2002 before any major vendor)

and we support our enterprise

software for 7 years where the

life of hardware depreciation

is typically 3-5 years in this

industry. Our customers are

demanding as they should be

and we want to ensure our

partners are geared up to offer

better than the best as its a

relationship based business, not

a license selling model.

ValuePlus Quarterly: One key issue thatenterprises and SMBs consider when

investing in IT technology is support.

How is Red Hat handling the issue of

product and solutions support both at

channel and end-user level?

AK: When Red Hat releases

software, in a major release i.e.

RHEL 4 or RHEL 5, the benefit of

the open source model brings to

bear the distinct advantages ofthis development model. Fedora,

the community project where

all the software is developed

and tested gets millions of users

and developers to play with the

software at least 24-36 months

prior to its release in RHEL. This

makes the enterprise release not

only stable but also battle-tested

and secure as the code has been

used and scaled with partners

like Intel, AMD, IBM, HP, Dell,

Oracle, SAP and others months

and years prior to it being in

RHEL. When a customer then

buys a subscription its entitled

to unlimited maintenance

(patches/fixes to the code), new

releases (upgrade to the nextversion at no cost), no lock in

(move x-86 vendors at will) and

unlimited support (no limits

to calls or tickets opened)! Inaddition the certified partners

like GBM, Entelyst and System

Integrators like Wipro add their

on-site or Total Outsourcing

services on top to ensure

the customer has a seamless

relationship for escalations

and pro-active support.

ValuePlus Quarterly: Which markets

in the Middle East are key for your

channel growth in the second half

of 2010 and next year?

AK: While Red Hat is already

growing with the help of our

partners in this region, Kingdom

of Saudi Arabia, Oman and Qatar

are turning out to be countries

that are charging ahead of thepack. What makes it special

is not just the enterprise or

government spending in IT

software and services, but the

education and health initiatives

laid down by these countries as

basic rights to citizens. In the

knowledge economy, intellectual

capital is power and there are

numerous examples from thedeveloped world in US, UK,

Singapore and Malaysia where

the local governments has helped

its citizens by empowering

them with knowledge and

skills and in turn these citizens

become entrepreneurs building

software in new ways. This brings

growth and business back in

to the country and hiring local

people with the skills to help an

ecosystem prosper.

ValuePlus Quarterly: What product

solutions will be high on your

agenda for your channel partners

in the Middle East?

AK: We see huge demand

from end customers on ourvirtualization and cloud

computing solutions especially

since the basis of the worlds

largest cloud platforms likeAmazons EC2, NTT and IBM

are all based on Red Hats

technologies including KVM

based Red Hat Enterprise

Virtualization (RHEV). In

addition, we are seeing

adoption of Jboss Enterprise

Middleware for banking and

telecommunication based

independent software vendors

(ISVs) who are building products

for mobile banking and value

added services using industry

standard SOA solutions.

ValuePlus Quarterly: With data

centre transformation, enterprise

integration high on most CIOs to do

list and the network becoming anintegral part of an organisations IT

infrastructure, what competencies

should channel partners be

developing around your open-

source solutions in order to bring

value to their enterprise clients?

AK: Red Hat helps customers

and partners remove CapEx

and reduce OpEx drastically.

This is critical in any softwareadoption cycle where its for new

deployment or replacement of

old software. Channel partners

would need to first gear up on

the value proposition along with

core product training Linux is

similar to UNIX so for seasoned

UNIX administrators, a week of

training with our award winning

lab based courses gets them the

coveted RHCE (Red Hat Certified

Engineer). In addition, partners

would need to be able to gear up

to help clients leverage our tools

around systems management

(RHN) and Virtualization

Management (RHEV) as in the

end what matters is not what

the software has, but what youcan do with it. Most importantly

partners would need to help

clients understand the value of

the subscription which has all the

benefits of not just the right to use,

but the ability to cut costs across

the layers of high availability,

virtualization, clustering with

unlimited support tickets and calls

thats all part of the same fees.

ValuePlus Quarterly: One of the keystrengths that proprietary software

vendors have in the region is the ability

to work with higher learning institutions

such as colleges and universities. Is Red

Hat actively working with institutions of

higher learning?

AK: Knowledge has no boundaries.

Red Hat is headquartered in one of

the largest University campuses in the

world NC State in North Carolina.

Our largest Engineering facility in

Europe is in Brno, Czech Republic

a university town 200 miles out

of Prague. Even here, Red Hat is

working very closely with universities

like KACST in Saudi Arabia, HCT

colleges in UAE and ACCIT (Egypt

which is the first Red Hat Academy in

the region) to formalize the Red HatLinux and Jboss trainings in to the

Red Hat Academy Program.

FOCuS | ReD HAt

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11/24

ValuePlus Quarterly: If yes, what

sort of programmes are you pushing

through such initiatives?

AK: Red Hat Academy is a

worldwide programme part

of Red Hats Global Learning

Services Division that works with

Universities and Educational

Institutions around the world

to deliver the same curriculumas part of our RHCE (Red Hat

Certified Engineer) and RHCT

(Red Hat Certified Technician)

courses to the students at these

institutions. The model is very

simple where the University gets

trained by Red Hat to become a

certified Red Hat Instructor and

the University then delivers and

tests the students on campus in a

course that is completely modular

and set up locally over a course

of weeks or an entire semester.

ValuePlus Quarterly: Is there a specific

product or set of technologies that

youre pushing strongly through the

channel in the Middle East region?

AK: Customers decide what isimportant for them. Red Hat has

grown successfully over the years

in the simple model of addinghigh value software at extremely

low costs. Red Hat is powering

some of the largest and most

complex customers in the world

from New York Stock Exchange

to Qatar Exchange as well as the

Weather Service, Federal Aviation

Services, Chicago Mercantile

Exchange, Emirates Airlines,

Etisalat Sri Lanka, MTN, and

Old Mutual Insurance in South

Africa. These are but a few of over

250,000 customers world wide.

We are seeing a huge interest in

two areas virtualization with

RHEV for running RHEL and

Windows from client (VDI) to

server consolidation ; middleware

integration using Jboss in SOAand Business Process and Data

Warehousing solutions where

there is a strong need of single

customer views given the M&A

and consolidation in the industry.

ValuePlus Quarterly: What training

programmes and certifications

are you offering channel partners

in the Middle East region?AK: Red Hat offers nearly all of its

infrastructure, virtualization and

middleware training courses for

its partners in the region. Were

also keen for key partners in the

middleware SOA/Business Process

Management trainings as well as

specialization in Virtualization.

ValuePlus Quarterly: How vital is

channel training and certification

for partners that want to play in the

open-source solutions space?

AK: Qualified partners get two

main benefits : one Advanced

and Premium partners get better

pricing and closer interaction

with Red Hat as well as the best

leads that are pre-qualified byRed Hat. Middle East is nearly

100% channel for Red Hat,

which ensures the partners aresecure in their business while

Red Hat develops the brand

value and product recognition.

However, qualified partners will

see the second part of the value

which is even better than the

first the renewal business as our

customers buy subscriptions that

renew annually and presents the

partners with new opportunities

to expand the relationship with

new products and services unlike

proprietary software where you

wait for five years to sell a new

license and hope the market

doesnt reject the product before

it is launched !

ValuePlus Quarterly: A lot has beensaid about the KSA and Egyptian

markets. Are you focusing on these

two markets for growth in your

business and how?

AK: Both markets are large and

different in many ways and key to

any software company in the world.

Saudi Arabia has been growing

healthily while we are seeing a lot

of new interest in the sectors ofgovernment, health, education

, banking and telecom the five

pillars most emerging market

economies. What is better though

is there is interest from both these

countries to give Open Source a

fair play just like the governments

of UK, Singapore and the US have

so successfully done and seen the

benefits directly or indirectly.

ValuePlus Quarterly: What would you

like to see changing in the Middle

East software market?

AK: Red Hat would like to see

companies take more control of in

house skills and help them prosper

this intellectual capital will be the

best and longest serving in any timeand age. Learning never goes out of

fashion and allows companies to do

what they do best work on theirown specialties versus outsource all

the core competencies and spend

time and effort training them year

after year. Open Source software

has enabled Google, Amazon,

AOL, NYSE, Emirates Airlines and

numerous others innovate in their

respective fields while the software

does what its supposed to stay

reliable, scale almost infinitely and

give customers time and money to

do more with less reduce OpEx

and eliminate CapEx.

ValuePlus Quarterly: What would

you like to achieve this year as

Redhat with your channel partners

in the Middle East region?

AK: Wed like our partners totaste similar success as other

partners in the rest of the

world have loyal, long term

customers with renewable

subscription revenue and

integration services. While open

source is not entirely new here.

We need partners who can rise

above the noise and bring value

to the customers and communityby integrating industry standard

open source software.

ValuePlus Quarterly: What role do

you see Redington playing in your

regional strategy in the coming year?

AK: Quite simply our partner

brings scale, stability and a

source of knowledge for our

extended partner ecosystem.

Resellers, System Integrators

and independent vendors will

look to us for expertise and

thats our opportunity to train,

coach, mentor and develop

world class partners so when

customers need an expert they

continue to do business with

the same partners but with newknowledge and expertise that we

provide as a team.

ReD HAt| FOCuS

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takn nfrasrucurcnvrnc h nx v

Whts new wth HPBldeSsteIn the ongoing

battle against

IT sprawl, HP Converged

Infrastructure is on the

front line. It provides an

arsenal of weapons to help

you overcome IT sprawl bysimplifying, integrating and

automating your data center.

The weapons in this

arsenal include new HP

Virtual Connect FlexFabric

modules and FlexFabric

adapters. These offerings

reduce the number of

components and cables

needed to connect servers

to networks by up to 95%.Other groundbreaking

industry firsts enhance

system scalability and

virtualization capabilities.

You can now support up

to four times as many

virtual machines on a

single blade. Additional

enhancements help you

provision infrastructure and

applications in minutes,not months.

These advances in fabrics,

scalability and automation

are part of a full makeover of

the HP BladeSystem portfolio.

This makeover includes the

introduction of seven next-

generation server blades. HP

is rolling out some of the most

innovative products since

the 2006 introduction of theBladeSystem c-Class portfolio.

These offerings take

hp serVer infrAstructure

FEaTuRE | HP SeRVeR

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Infrastructure. They

simplify the server edge with

wire-once technology that

consolidates, virtualizes and

automates server connections

to networks and storage.

Today HP extends thisportfolio with interconnects

built specifically for the

demands of Converged

Infrastructure. This is the

case with the new HP Virtual

Connect FlexFabric 10Gb/24-

port modules.

This module provides the

simplest, most flexible way

to connect servers and virtual

machines to networks. It

supports Ethernet, Fibre

Channel and iSCSI network

protocols. This means you

can now use a single device to

connect your server blades to

data and storage networks.

Among other industry

firsts, HP has introducedthe worlds first server

blades with integrated

FlexFabric adapters on

the motherboard. With

FlexFabric adapters and

modules, you have far fewer

devices to buy as compared

to competitive offerings.

And you can greatly simplifyyour network infrastructure

when compared with

traditional infrastructure

and pass-thru modules

commonly used with blades.

Virtual Connect

FlexFabric modules can

reduce your need for cards,

switches and cables by up

to 95 percent. Better still,

you can gain this simplicity

without complicated

software licenses.

Terbte blde forvrtlztonThese Virtual Connect

innovations are part of the

largest expansion of the HPProLiant blade portfolio in

four years. Highlights of the

new HP blade lineup include

the HP ProLiant BL680c G7

Server. Its the first blade

to support a terabyte of

memory for the ultimate in

virtualization performance.

HP has also announced thenew HP ProLiant BL620c

G7 Server. It provides the

worlds biggest memory

footprint of any 2P

blade for the ultimate in

virtualization efficiency.

With the balanced

architecture delivered by

leading memory and I/O

capacity, HP server blades

are ideal for virtualization.

They now support up to four

times more virtual machines

than other blade offerings.

The HP ProLiant BL685c

G7 Server provides twice

the performance at

prices that are 30 percent

lower than the previousgeneration. And the no-

compromise design of

the ProLiant BL465c G7

Server with integrated

FlexFabric simplifies network

connections. It also lowers

infrastructure costs and

delivers the performance

you need for demanding

application workloads.

Doble-dense blde getseven betterIn another major step forward,

HP is putting two servers in

one blade enclosure in the HP

ProLiant BL2x220c G7 Server.

The result is the ultimate

fabric computing blade that

doubles performance per rack.This makes the HP ProLiant

BL2x220c G7 Server the best

choice for high-performance

computing.

Other servers in the HP

blade lineup include the

industrys best selling server

blade, the HP ProLiant BL460c

G7 Server. There is also the

industrys first vi rtualizationblade, the HP ProLiant

BL490c G7 Server. Both now

have FlexFabric networking

integrated in the motherboard.

One-toch, self-servceprovsonngTo improve responsiveness,

many businesses are turning

to private cloud environments

that can more easily adjust

to changing business

requirements. In private cloud

environments, you need to

automate the time-consuming

manual work associated with

deploying infrastructure and

applications. Automation

helps you increaseinfrastructure responsiveness

and reduce costs.

HP SeRVeR| FEaTuRE

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HP BladeSystem Matrix

is the industrys first

all-inclusive converged

infrastructure. It enables

you to stand up complex

infrastructures in minutes,

rather than weeks or

months. Matrix simplifies

the creation of a private

cloud with a one-touch,

self-service provisioning

of infrastructure. It now

extends this automated

provisioning to applications

through integration with HP

Server Automation software.

With the combined power

of these two offerings,you can deliver services

to the business in minutes

versus months. You can

now use a single self-service

portal and templates to

define and provision both

infrastructure resources

and applications. This level

of automation is one of the

keys to building a ConvergedInfrastructure that responds

faster to business needs.

And its another important

weapon in the battle against

data center sprawl.

For organizations of all

sizes, the data explosion is

a story that keeps getting

worse. Its a primary

contributor to IT sprawl

which is taking business

performance to the

breaking point.

One way to deal with the

data explosion is to put data

de-duplication to work in a

converged infrastructure.

This allows you to open up

storage capacity that wouldhave otherwise been wasted

by storing duplicate data.

The idea behind data

de-duplication is simple:

Stop storing the same dataover and over. Data de-

duplication looks for blocks

of identical data within

files. If only one block

within a file has changed,

then only that block is

backed up. All the other

blocks are replaced with

pointers to existing blocks.

Dt de-dplctonData de-duplication can

save a tremendous amount

of storage capacity. In HPs

experience, de-duplication

can reduce your need for

backup storage space by 10

to 50 times. Your specific

savings will depend on

the number of backups,

your data retention policy

and how much your data

changes.

Given the savings

potential, its no surprise

that data de-duplication has

a lot of market momentum.

The only thing holding it

back is complexity, whichincrease as you scale. First-

generation implementations

can be extremely complex,

thanks to point solutions,

rigid solution stacks,scalability limitations and

fragmented approaches.

To help your

organization move

beyond these challenges,

HP is launching a new

generation of technology.

This technology takes data

de-duplication to a new

level of scalability andperformance. Its called HP

StoreOnce de-duplication

software, and its being

delivered first on HP

StorageWorks D2D Backup

Systems.

Powered b nnovtonsfro HP LbsThe HP StoreOnce

data de-duplication

approach draws on next-

generation technology

delivered in HP StoreOnce

software. This software

leverages unique HP Labs

intellectual property that

can be applied end-to-

end across a convergedinfrastructure. It

delivers twice the price/

performance of competing

technologies.

These innovations include

sparse indexing, intelligent

data matching, locality

sampling and optimized data

chunking.

Collectively, these advances

enable HP StoreOnce software

to reduce memory and I/O

requirements and route data

more effectively. They also

optimize block sizes and

reduce disk fragmentation.

These technologies drive

fundamental advances in

de-duplication, according

to Alistair Veitch, director,Storage and Information

Management Platforms Lab,

HP Labs. HP StoreOnce

software implements a set of

technologies that simplifies

the whole IT infrastructure

around de-duplication, he

notes. The result is better

price/performance and

simplified backup operations.

a stndrd dt de-dplctonrchtectreUnlike the point solutions

delivered by deduplication

vendors, HP StoreOnce

software was designed to

serve as a single architecture

for data deduplication across

an organization.

We can apply HP

StoreOnce deduplication

software across the

enterprise, from remote

offices to large data centers,

Veitch says. There is no

need for multiple instances

of different deduplication

technologies. Its one solutionto be used consistently across

the enterprise.

FEaTuRE | HP SeRVeR

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th nw it chan

today, IT organizations

are being pushed from

two different directions.

From one direction,

evolving business models are

pushing new projects into the

IT organization. These projects

demand that IT manage larger

and more complex projects

with the same resources and

headcount. From the otherdirection, IT consumerization

is empowering users, which in

turn introduces new risks that

IT must manage and balance.

But IT consumerization

also presents powerful new

tools, which could lead to

big productivity gains for the

organization, if harnessed

properly.

The Cisco Borderless Network

Architecture is designed to help

IT balance demanding businesschallenges and changing

business models promoted by

the influx of consumer devices

into the business world. Borderless

networks help IT evolve its

infrastructure to deliver seamless,

secure access in a world with many

new and shifting borders.

New bsness odelsAs people embrace new

technologies as part of their daily

lives, a second shift is occurring.A new generation of customers

and employees is entering the

workforce. This new generation

is multimedia savvy and sociallyconnected. They bring highly

mobile, highly portable video devices

into the workplace or business, and

they come with the expectation that

video will be part of their interaction

with employees, customers, and

partners. Thus, IT must deal not only

with new devices and usage models,

but also with changing business

practices that place huge new

demands on the core infrastructure.

In todays modern workplace,

it is increasingly common that

primary business resources,

including data centers,

applications, employees, and

customers, are all outside the

traditional business perimeter.

Extending business borders aroundall these people and resources taxes

your IT department. IT simply

cannot scale when every project

is an exception to traditional IT

design and management practices.

IT needs a better way to scale and

manage users and customers in

any location, given those users

may be using virtually any device

to access almost any applicationlocated anywhere in the world.

Ciscos Borderless Network

Architecture empowers IT to

efficiently manage access from

multiple locations, from multiple

devices, and to applications that

can be located anywhere.

Reovng Locton nd Devce

BordersThe research firm In-Stat estimates

that by 2012 more than 1.3 billion

Wi-Fi devices will have reached

the market. There is a dramatic

shift occurring toward ubiquitous

wired and wireless access, but

many organizations still treat

wired and wireless networks as

separate entities. Ciscos BorderlessNetwork Architecture provides

the framework to unify wired and

CiSCo| aNaLySiS

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wireless access, including security,

access control, and performancemanagement across many

different device types.

Enblng Secre access,anwhere, wth an Devce

Another primary shift is in

how and where users access

information. In the past, data

and applications were housed

on premises, and users werealso generally on premises.

Today, many organizations tap

into talent pools all around

the world. Workers might be

full-time remote employees or

contractors. Applications might

be hosted off-site or even in the

cloud. But traditional IT still

treats these crucial resources as

internal entities.

With Ciscos Borderless

Network Architecture, IT can

unify its approach to securely

delivering applications to users in

a highly distributed environment.

The crucial element to scaling

secure access is a policy-based

architecture that allows IT to

implement centralized accesscontrols with enforcement

throughout the network, from

server, to infrastructure, to client.

a New Techncl archtectreAt the heart of borderless

networks is a new technical

architecture based on three

important principles:

Decoupling hardware from

software

Unifying compute, storage,

and network

Policy throughout the

unified system

These design principles are

exposed through innovations

across Ciscos routing, switching,

wireless, security, applicationoptimization, and network

management products. With

these principles in mind,

Cisco is implementing a five-phase plan to deliver a next-

generation architecture that

delivers seamless, secure,

reliable communications to

any device, in any location,

accessing any resource.

Cscos Borderless NetworEvolton

Ciscos Borderless NetworkArchitecture is implemented

as a five-phase plan that moves

from baseline services to

advanced policy management

and integration that ultimately

delivers the borderless

experience for users.

The first phase of the

borderless network evolution

establishes critical borderless

network services that serve as

the foundation for advanced

collaboration and rich-media

applications. These services

include medianet and Cisco

EnergyWise, connection

management, and resilience and

control services.

The second phase focuseson borderless user services,

including mobility services,

security services, and

application performance

services. These services simplify

the user experience, creating a

seamless user experience while

enhancing ITs control over

highly distributed and mobile

client devices.

The third phase implements

borderless policy, enabling IT

to implement unified policies

that govern how users access the

network from different devices

and locations.

The fourth phase provides

a borderless integration

framework, extending borderlessnetwork services to third-party

devices and systems through

open APIs and partnerships.

The final phase deliversthe borderless experience,

combining user and network

services, policy, and integration

together to realize the anytime,

anywhere experience that is

borderless networks.

a Pltfor for Bsnessinnovton

The Cisco Borderless NetworkArchitecture is delivered

through innovations across

Ciscos routing, switching,

wireless, security, application

optimization, and network

management portfolios. These

platforms deliver the next-

generation borderless network

and user services necessary to

deliver transparent mobility;

rich multimedia services; and

a unified, secure, policy driven

infrastructure for wired and

wireless access.

Bldng mednetinfrstrctreBorderless networks provide

the foundation for advancedrich-media communications

and provide primary network

elements that enable the

network to automatically

detect and enhance the

performance of devices and

applications with rich-media

capabilities. It is this foundation

that enables next-generation

applications, including real-time

language translation, resource

transcoding, and network-

based video indexing, that are

essential to delivering a superior

experience to users regardless of

device or location.

mngng cstoers Globl

Energ FootprntCisco is committed to helpingorganizations reduce their global

energy footprint. Cisco EnergyWise

services are implemented acrossCiscos routing, switching, and

wireless portfolios, providing

measurement, monitoring, and

control of energy usage from

network devices and network-

attached IT devices. When combined

with Ciscos Network Building

Mediator, organizations can take a

whole-facility approach to energy

management that can quickly addup to substantial operational savings

and reduced environmental impact.

Grow or bsnessCisco Borderless Networks give you

a way to deliver more value to your

customers and grow your business

through incremental sales and

expanded service opportunities. And

Cisco can also help you maximise

your profitability with their award-

winning partner programmes.

With the Cisco Borderless

Network architecture you can:

Build a repeatable sales practice

with assessment-led sales, helping

you to uncover new opportunities

to accelerate sales through installed

base lifecycle management.Expand your sales opportunities

with high-margin service Borderless

Network offerings such as Cisco

TrustSec and EnergyWise.

Use Cisco incentive rebates and

discounts to increase your profit

margins with the Value Incentive

Program, Opportunity Investment

Program, Partner Development

Funds and more.

Let Cisco help you to understand

and deliver all of these benefits to

your customers, whilst helping you

to drive higher profitability.

For more information:

The Cisco Borderless Network Architecture:

http://www.cisco.com/go/borderless

Cisco professional and support services:http://www.cisco.com/go/services

aNaLySiS | CiSCo

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|


18/24

Junprs eX2200

ehrn swch

NETWORkiNG | JUNiPeR NetWoRKS

the Juniper Networks

EX2200 line of fixed

configuration Ethernet

switches satisfies the

branch and low-density

wiring closet connectivity

requirements of todays high-

performance businesses. Four

platform configurations are

available offering 24 and 48

10/100/1000BASE-T ports with

or without Power over Ethernet

(PoE). The PoE-enabled EX2200

models deliver 15.4 watts of

standards-based 802.3af Class 3

PoE on all ports for supporting

networked devices such as

telephones, video cameras, andwireless LAN (WLAN) access

points in converged networks.

The EX2200 PoE-enabled

switches are also capable of

supporting standards-based

802.3at1 PoE+ for powering

networked devices like

multiple radio IEEE 802.11n

wireless access points and

video phones that may require

more power than is available

with IEEE 802.3af.

Additional features include:

Four front panel small form-

factor pluggable transceiver

(SFP) GbE uplink ports provide

high-speed connectivity to

aggregation layer switches or

other upstream devices.

Fixed power supply

and uplink ports ensureoperational simplicity.

Low power consumption,

low acoustic fans, and small10-inch wide footprint enable

flexible, environmentally

friendly deployment.

Support for L2 protocols

as well as L3 protocols like

RIP and static routing in base

license.

Optional enhanced license*

for supporting additional

L3 protocols such as OSPF,

Internet Group Management

Protocol (IGMP v1/v2/v3),

and Protocol Independent

Multicast (PIM).

Single release train for

Juniper Networks Junos

operating system ensures

consistent control plane

feature implementation. Modular Junos OS prevents

a switch reboot if a single

protocol feature fails.

Managed through a single

application, Juniper Networks

Network and Security Manager.

Integrates with Juniper

Networks Unified Access Control

to provide per-user access control

and policing. Limited lifetime switch

hardware warranty provides

return-to-factory switch

replacement.

Built-in Web interface (Juniper

Networks J-Web Software).

Prodct OvervewThe Juniper Networks EX2200

line of Ethernet switches offers

a compact, high-performance

solution for supporting todays

converged network access

deployments.

Each EX2200 switch includes

an application-specific integrated

circuit (ASIC)-based Packet

Forwarding Engine (PFE) with an

integrated CPU to consistentlydeliver wire-rate forwarding,

even with all control plane

features enabled. Based on

existing, field proven Juniper

Networks technology, the PFE

brings the same level of carrier-

class performance and reliability

to the EX2200 switches that

Juniper Networks routers bring

to the worlds largest service

provider networks.Architecture

and Key Components

The EX2200 occupies a single

rack unit, delivering a compact

solution for crowded wiring

closets and access locations

where space and power are at a

premium. The EX2200 switchs

10-inch depth and low acousticsalso make it ideal for open office

deployments.

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JUNiPeR NetWoRKS| NETWORkiNG

Each EX2200 switch supports

four fixed front panel GbEuplink ports with pluggable

optics (purchased separately)

for high-speed backbone or

link aggregation connections

between wiring closets and

upstream aggregation switches.

The EX2200 also features a front

panel mode button that offers

a simple interface for bringing

devices up and selecting LED

modes.

A dedicated rear panel RJ-

45 Ethernet port is available

for out-of-band management,

while a rear panel USB port

can be used to easily upload

the Junos operating system and

configuration files.

Fetres nd benefts Redundant Trunk Group

(RTG): To avoid the

complexities of the SpanningTree Protocol (STP) without

sacrificing network resiliency,

the EX2200 employs a

redundant trunk group to

provide the necessary port

redundancy and simplify

switch configuration.

Power resiliency through

external redundant power

supply: The EX2200 supports

an optional redundant power

supply (RPS) unit1 which

provides power resiliency.

Junos Operating System

The EX2200 runs the

same Junos OS used by other

Juniper Networks EX Series

Ethernet Switches, as well

as all of Junipers routersand Juniper Networks SRX

Series Services Gateways. By

utilizing a common

operating system,

Juniper delivers

a consistent

implementation

and operation

of control plane

features acrossall products. To

maintain that

consistency, Junos

OS adheres to a

highly disciplined

development

process that uses

a single source

code, follows a

single quarterly

release train, and

employs a highly

available modular

architecture that

prevents isolated

failures from

bringing down an entire

system.

These attributes arefundamental to the core value

of the software, enabling all

Junos OS-powered products to

be updated simultaneously with

the same software release. All

features are fully regression-

tested, making each new

release a true superset of the

previous version; customers

can deploy the software with

complete confidence that all

existing capabilities will be

maintained and operate in the

same way.

Converged envronentsThe EX2200 provides the

highest levels of flexibility

and features in its classfor the most demanding

converged data, voice, and

video environments, delivering

a reliable platform for unifying

enterprise communications.

By providing a full 15.4

watts of Class 3 PoE to VoIP

telephones, closed-circuit

security cameras, wireless

access points, and other IP-enabled devices, the EX2200

delivers a future proofed

solution for converging

disparate networks onto a

single IP infrastructure. The

EX2200 PoE switches are also

capable of supporting 802.3at

standards-based PoE+* for

powering networked devices

like multiple radio IEEE 802.11n

wireless access points, and

video phones that may require

more power than available with

IEEE 802.3af.

To ease deployment, the

EX2200 supports the industry-

standard Link Layer Discovery

Protocol (LLDP) and LLDP-

Media Endpoint Discovery(LLDP-MED) protocol, enabling

the switches to automatically

discover Ethernet-enabled

devices, determine their power

requirements, and assign virtual

LAN (VLAN) membership.

In addition, the EX2200

supports rich quality-of-

service (QoS) functionality for

prioritizing data, voice, and

video traffic.

The switches support eight

class-of-service (CoS) queues

on every port, enabling them

to maintain multilevel, end-

to-end traffic prioritizations.

The EX2200 also supports a

wide range of policy options,

including strict priority, low-latency, weighted random early

detection (WRED), and shaped

th eX2200 n prvds a hh-prfrmanc sun fr cnvrd nwrks n branchffcs as w as campus wrn css.

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deficit weighted round-robin

(SDWRR) queuing.

SecrtThe EX2200 fully integrates

with Juniper Networks

Unified Access Control, which

consolidates all aspects of

a users identity, device,

and location. This enables

administrators to enforce

access control and security

down to the individual port or

user levels.

Working as an enforcement

point within UAC, the EX2200provides both standards-

based 802.1X port-level access

control for multiple devices

per port, as well as Layer 2-4

policy enforcement based on

user identity, location, and/

or device. A users identity,

device type, machine posture

check, and location can be used

to determine whether access

should be granted and for how

long. If access is granted, the

switch assigns the users device

to a specific VLAN based on

authorization policy. The switch

can also apply security policies,

QoS policies, or both, or it can

mirror user traffic to a central

location for logging, monitoring,or threat detection by intrusion

prevention systems.

The EX2200 also provides a

full complement of integrated

port security and threat

detection features, including

Dynamic Host Configuration

Protocol (DHCP) snooping,

Dynamic ARP Inspection

(DAI), and media access

control (MAC) limiting to

defend against internal and

external spoofing, man-in-the-

middle and denial of service

(DoS) attacks.

Splfed ngeent

The EX2200 includesport profiles that allow

network administrators to

automatically configure ports

with security, QoS, and other

parameters based on the

type of device connected to

the port. Six preconfigured

profiles are available,

including default, desktop,

desktop plus IP phone, WLAN

access point, routed uplink,

and Layer 2 uplink. Users

can select from the existing

profiles or create their own

and apply them through the

command-line interface (CLI),

J-Web Software interface, or

management system.

Four system management

options are available for the

EX2200 line. The standard Junos

OS CLI management interface

offers the same granular

capabilities and scripting

parameters found in any router

powered by the Junos operating

system. The EX2200 also includes

the integrated J-Web interface,

an embedded web-based devicemanager that allows users to

configure, monitor, troubleshoot,

and perform system maintenance

on individual switches via

a browser-based graphical

interface.

When managing a group of

EX2200 switches, the Network

and Security Manager provides

system-level management

across all Juniper Networks

switches in the network from

a single console.

Juns oS uss a sn surc cd, adhrs a cnssn and prdcab ras ran,and mpys a sn mduar archcur.

Finally, EX2200 fault,

configuration, and performance

data can be exported to leading

third-party management systems

such as HP OpenView, IBM

Tivoli, and Computer Associates

Unicenter software, providing a

complete, consolidated view of

network operations.

Lted Lfete WrrntyThe EX2200 includes a limited

lifetime hardware warranty

that provides return-to-factory

switch replacement for as long

as the original purchaser ownsthe product. Power supplies

and fan trays are covered for a

period of five years. For complete

details, please visit www.juniper.

net support/warranty/. One OSOne

ReleaseOne ArchitectureFrequent

ReleasesModuleX API

10.09.69.5BranchCore

Junos OS uses a single source

code, adheres to a consistent

and predictable release train,

and employs a single modular

architecture.

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Partner Connect A usr ud

Welcome to Partner Connect - a programme that helpspartners and resellers across the region connect with

Redington Value and provide them a multitude of benefits,

support and rewards.

As a Redington Value partner, you can expect to maximise

your business profitability and improve customer relationships

by participating in various specialised trainings, webinars and

promotns and also get access to resources such as datasheets,

comparison charts and more. Thats not it, Partner Connect provides

an excellent platform to network with the 14 leading IT brands

across the Middle East and Africa.

This guide entails all the information and various benefits of this

exclusive partner programme.

How to RegisterIf you wish to be a part of the Partner Connect program, log on

to www.redingtonvalue.com, select country, type the name of theorganisation, fill in the registration form and submit. Registration

would be approved by the administrator within 48 working hours.

Personalised User Home Page

Reward points

Each time you log on to the portal or access any of the resources

you earn a point. So participate more and accumulate more reward

points. More information on points can be also found in the FAQ

section. Also check your reward points and redeem exciting gifts on

the Manage Your Account page.

Resources

Visit the resources

page and update

yourself with the

latest information

and software.

You also have anoption to share it

with your friends

and colleagues.

Ongoing Promotions

Keep abreast with

the latest product

promotions on

the Ongoing

Promotions page.

Know about the

latest launches,

competitor

analysis, special

offers and

lots more.

Events

Increase sales and cater to your customers better by engaging inour webinars, online and offline trainings and workshops. These

trainings are mentioned in detail on the Events tab.

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Spot Light

These are some of the past events, partner conferences and

trainings. To view other past events pictures and videos click on the

Events page.

Search Functionality

Whether its events, trainings or a particular brand you are looking

for, the partner portal is enabled with search functionality. Enter the

keywords and get access to all the information right away.

Share this on Social Networking Sites

Widen your chances of growth by sharing this rewarding partner

programme with your friends, colleagues and acquaintances

through your social networking service such as Facebook, Linkedin

and Twitter. You can also choose to share select events, promotions

and resources.

Sales / Pre-sales Inquiry Form

For any sales or pre-sales inquiries, fill in the inquiry form on your

home page and submit. Our response team will revert to you within

48 hours.

Twitter updates for all latest news on Redington Value + join us on

FB/Twitter/Linkedin

Follow Redington Value on Twitter, Facebook or Linkedin and get daily feeds

on the latest in the Middle East and Africa.

Manage accountAccess and update your account regularly on the Manage yourAccount page.

a. Profilecompleteness

- Make sure to

update your

profile from

time to time by

clicking on theUpdate Profile

link.

b. Loyalty points- Depending

on your

participation in various promotions and events, you accumulate

loyalty points which can be redeemed for exciting gifts.

c. Redeem Gifs - Check the gifts you are entitled to on this link.

Events &Promotions

You will be

notified about

the ongoing

promotions and

events on your

personalized

homepage.

Alternatively youcan also click on

the Promotions

or Events tab to

read about them

in depth.

ResourcesDownload and build

your knowledge and

expertise through

the various online

resources available on

the Resources page.

These resources will

help sales personnel in

channel organisations

position better

solutions to theircustomers.

FAQ

When in doubt, access the FAQ section. All questions related to this

exclusive program are answered in depth here.

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For more information or to place an order for HP Networking

please write to [email protected]


24/24

the value plus quarterly- september 2010

Documents