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  • Get all in one.

    AXIS F34 Surveillance System It comes with everything needed for a highly discreet, four camera system. But thats not all. Everything from cameras to storage and video management is fully integrated for optimal installation and use. And with an end-to-end solution from Axis, you can be sure to utilize the latest technologies. Get quality and efficiency to your video surveillance all-in-one. For all features and to see the solution in action, visit

    Tablet not included.

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  • Conten

    tsR. Narayan

    Managing 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.


    Founder & CEO: Vivek Sharma

    Managing Editor: R. Narayan

    Art Director: Faiz Ahmed

    Sr. Sales Manager: R. Subramanyan

    Sales Coordinator: Smitha Jithesh

    A new generation of solutions have been coming along, sometimes even with less fanfare, but at most times driven by the multiplier innovation effect of the various emerging technology frameworks. Cloud computing, IoT, software defined computing etc they are radically defining what the blueprint of regular ICT infrastructure needs to be like.

    Together, they are allowing a quantum leap for

    scale of ICT deployments. For channel partners that are

    dabbling in some of these frontier technologies, there

    is also a challenge to understand how they can build

    out solutions to customer needs and also drive markets

    to adopt. Some of these solutions that they deploy for

    customers could enable them in turn to enhance their

    service offerings to market.

    The need for innovative and tailor made ICT solutions

    for Businesses has never been more. While we may

    have harped earlier about the coming of age of ICT as an

    enabler for Businesses, it indeed seems more tangible

    now that the competitive advantage a company boasts

    of will for most part be enabled by the ICT backbone

    and front end it has. And for most part, legacy ICT as

    we have known it will remain in the background but by

    itself will not be a differentiator.

    For this reason alone, companies need to scout

    and identify what are some of the most innovative

    applications out there that could benefit some of

    their customers in specific verticals. Having done that,

    they need to bring them to the customers notice and

    convince why they need to consider that solution. And

    then they should have the competence to deploy that

    for the customer.

    A challenging industry outlook demands innovations

    from everyone, channel partners included. Step it up or

    you could be left far behind.

    The multiplier effect

    Published by: JNS Media International MFZEP.O Box 121075, Dubai UAE, Tel: +971-4-3705022 Fax: +971-4-3706639, website: www.VARonline.comSales Inquiries: sales@var-mea.comAll other Inquiries: | Editorial:

    Cover Feature - 18

    At the next levelEnterprises are embarking on the next phase of adopting more cloud services

    News In Detail

    Connected solutions in focus at Arab Health 2016 - 10

    VMware Collaborates with Intel Security - 12


    Customized Approach - 14AnandChouda, Managing Director, Spectrami discuss the outlook in the industry today

    Proven Expertise - 22 Srikanth Sridhar, Business Head, Gulf Infotech discusses the companys focus areas

    Partners in success - 24 A conversation with Eng. Mostafa Fawzi of Musallam Trading and Nadeem Azhar of Promise Technology


    Simplifying Network Security - 15Alain Penel, Regional Vice President - Middle East at Fortinet shares market insights

    Unlocking the magic of Hybrid WAN - 16Mike Hemes, Vice President-Sales EMEA, Silver Peak discusses how hybrid Wan delivers efficient networks.

    Driving cloud traction - 26Fadi Moubarak, Channel Director, Asia, Middle East and Africa, Avaya discusses Avayas cloud strategy


    SD-WAN: Enabler towards the Cloud - 28Taj ElKhayat, Regional Vice President, Middle East and Africa at Riverbed Technology discusses SD-WAN

    Brace for The Security of Everything - 30Abdul Rehman, Regional Manager, Pulse Secure discusses key trends across the security landscape


    News BytesEyeTechMarket Stats

  • 4 | February 2016 Awards Survey 2013

    News Bytes

    Help AG has revised its go-to-market with secure access solutions vendor, Pulse Secure, to capitalize on the regions growing BYOD and enterprise mobility market. By strengthening its ties with the vendor, Help AG aims to soon become the biggest partner for Pulse Secure in the UAE, Saudi Arabia and Qatar.

    Mobile applications are redefining the enterprise user experience, giving workers anytime access to corporate information. At the same time, due to improper management and ineffective security tools and policies, these devices are becoming the weakest link in enterprise IT security. We want our customers to leverage the benefits of BYOD while securing their data and mitigating the threat of data leakage and loss, said Nicolai Solling, Director of Technology Services at Help AG.

    Help AG believes the Pulse Workspace solutions containerized approach of segmenting corporate and employee data, apps, and connectivity is key to addressing privacy issues plaguing the security of employee owned devices.

    "Help AG is a key partner for us within the region. We look forward to accelerating our close working relationship and together taking innovative solutions into the Middle East market to help organizations overcome a growing range of security challenges, said John Mitchell, EMEA Partner Director at Pulse Secure.

    Help AG and Pulse Secure partner

    Ingram Micro announced its Authorized LearningPartner status from Cisco across the UAE, Kuwait, Qatar, Oman, Bahrain, Afghanistan and Yemen.

    "Our global relationship with Cisco is paramount to our success as a Cisco Learning Partner, and adding the Gulf to the training partnership only further underlines the mutual importance of this affiliation," shared Zornitza S. Hadjitodorova, head of Ingram Micro Training MEA. "Ingram Micro Training in MEA has seen tremendous growth since the official inception of the regional business unit two years ago, and Cisco is an essential vendor to add to our training portfolio. As a distributor

    of Cisco equipment, we are well positioned to be a strong training partner as well. We plan to first and foremost support ourdistribution sales team to further strengthen the channel.

    To qualify for Cisco Authorized Learning Partner status, Igram Micro had to meet minimum curriculum, course delivery, lab and staffing requirements, including the use of Certified Cisco Systems Instructors (CCSI). The Cisco Learning Partner program focuses on core technology training and preparing IT professionals for career certification by delivering industry leading Cisco Authorized curriculum.

    Ingram Micro Training is a one-stop shop for the skills development needs of IT professionals worldwide. The company offers award-winning instructor-led classroom, virtual and onsite IT training.

    Ingram Micro announces Cisco Learning Partner status in Gulf

    Allied Telesis aims to increase its presence in the growing IP surveillance market. The vendor was a participant at this years Intersec event that was held from 17th to 19th January 2016 at Dubai International Convention and Exhibition Centre.

    Intersec is an annual confluence of leading local, regional and international security and safety companies in Middle East.

    Sabbahuddin Khan, Regional Manager at Allied Telesis Middle East said, Allied Telesis brings both video expertise and complete range of IP functionality necessary to deliver the highest quality IP video possible. Over the years, our high performance and affordable solutions with features like low latency, efficient and resilient core that delivers improved video quality have become the first choice for Video based networks by the enterprises in the region. Our powerful suite of management tools, Allied Telesis Management (AMF) can reduce the operational expenses by 80% that is very exciting for large enterprise customers.

    Government regulations, declining prices, growing consumer awareness, and remote accessibility are few of the key factors that have contributed to the growth of IP video surveillance in the region. According to a recent forecast by 6Wresearch, the video surveillance market in Middle-East is likely to reach $1.8 billion by 2021.

    Khan added, We believe that mega projects like World Expo 2020 in Dubai will further fuel the demand for IP Video Surveillance, which will open up new business opportunities for us and our partners alike. We will be happy to work closely with our partners to explore these opportunities.

    At Intersec, Allied Telesis showcased its latest innovations such as Switches, Media Converters, among others. The companys stand at Intersecwas located along with its partner Milestone Systems.

    Allied Telesis aims to increase presence inIP surveillance market

  • 6 | February 2016 Awards Survey 2013

    News Bytes

    PROMISE Technology, a leading

    developer of open platform storage

    solutions for video surveillance, stole

    the show at Intersec 2016 in Dubai

    with its PROMISE Presentation Theater

    and partner demonstrations receiving

    enormous interest and traffic. The

    PROMISE Presentation Theater offered