Last year, DNS attacks increased 216%. This year,

DNS servers were identified as “the #1 exposure in

mobile networks.”Coincidence? We think not.

Visit www.infoblox.com to learn more about securing your DNS.

(P.S. The average loss for a 24-hour outage from a DDoS attack was $27 million.)

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. NarayanEditor: David NdichuArt Director: Faiz Ahmed Sr. Sales Manager: R. Subramanyan Sales Coordinator: Smitha Jithesh

2014 accelerated several of the changes that have

been anticipated by experts for quite some time now.

Expect 2015 to be no different. The adoption of disruptive

Technologies has necessitated companies that reigned in the

earlier years to review their strategies for the road ahead,

probably shedding strategic assets that do not meet the

directions of the future and looking for opportunities that can

accelerate their Businesses. Inevitably, consolidation scripts

will keep playing out through acquisitions, mergers, spin offs

and exits. HP is a case in point as it decided to separate the

PC Business and its enterprise entities.

Distributors will need to reinvent their value and rework

their cost structures to stay competitive and also add as

many value propositions including enhanced consulting

expertise to help their partners. All Businesses in the

industry can no longer afford any fat or slack.

Integrators will need to look at emerging opportunity

niches they can really thrive in but these could be in

addition to what they are already good at. 2015 could be

the year of Applications all across, from the consumer to

the enterprise segments looking for solutions that exceed

their expectations in features and performance. Thinking

outside the box, there could be room for setting up e-stores

for selling simple Business productivity apps to start with

and maybe also resell cloud apps from other vendors on

subscription basis.

For all those infrastructure players, it is perhaps a good

time to look at the possibilities in developing competencies

in vertical Business applications. As the story of Finesse in

this issue illustrates, there is a great opportunity for mid-

sized players who can deliver competently at great prices

that customers are looking for.

Expect more of the same

Cover story - 18

Early days of SDN adoption The adoption rates of SDN are modest although it is expected to be widely prevalent in the next two years as an integral part of new generation network rollouts and refreshes

News in Detail

ESET reengineers Businessproduct range - 12

Du to sell Microsoft’s Office 3645to SMB customers - 14

Feature - 22

Driving DR innovationUnitrends is focused on back-up, archiving and recovery solutions for both physical and virtual environments. The company is tapping into the needs for DR recover and assurance solutions in the region

Point 2Point

A compelling value - 24 Sunil Paul, Co-Founder & Chief Operating Officer at Finesse discusses how the company is uniquely placed in the application integration space

Building domains of strength - 26Spectrami, a fast growing VAD, marked its third year of participation at GITEX 2014 and participated with a focus on security and storage solutions from its vendor partners. AnandChouda, MD at Spectrami discusses the company’s progress

Insight

‘Tis the Season for Credit CardData Theft - 28Lucas Zaichkowsky, Enterprise Defense Architect, Resolution1 Security provides insights into attacks and addresses how to detect targeted attacks in progress and respond before major damage occurs

DNS Based DDoS Attacks-What’s in a Name? - 30Renuka Nadkarni, Director, Product Management - Security at Infoblox discusses how DDoS attacks are disruptive to Businesses and how the latest spate of DDoS attacks is targeting DNS as a key vulnerability

Regulars

NewsEyetechStats & trends

4 | December 2014

News Bytes

Global Distribution has signed a Master-Distribution Agreement with ZyXEL Communications Corporation (Taiwan). Global will distribute ZyXEL’s comprehensive range of networking and connectivity products in the Middle East, as well as Pakistan & Afghanistan.

The announcement comes as Global further expands its Solutions Portfolio for the MENA Region, which now covers the key IT Infrastructure pillars, such as Enterprise Storage, High Performance Computing, IT Infrastructure & Physical Security and Software. The new partnership allows Global to distribute all of ZyXEL’s products including: UTM Firewalls, Switches, Routers, Wireless LAN solutions.

“Global Distribution FZE has extensive experience in Solutions Distribution and an excellent reputation in Channel Development and Enablement,” said Muhammad Arsalan, VP Sales at ZyXEL Middle East FZE. “We are pleased to have them join our network of Distributors and added us to their comprehensive Solutions Portfolio."

“Global” signed as Master-Distributor for ZyXEL

SNB IT Distribution, a new generation value-added IT distributor focused on data storage, security surveillance, networking and backup solutions, has appointed MunafChouguley as its new CEO. Chouguley has over 25 years of experience in the Middle East region across different industrial sectors.

Chouguley will be responsible for developing new market strategies and revenue planning, in addition to managing SNB’s overall operations to ensure availability of resources and the smooth functioning of the business across the region.

"SNB is currently in a strong position in the region, and I plan to take the company to the next level where we are global players, through strategic expansion. I also look forward to enhancing transparency with our partners and customers, and setting the stage for the success of the enterprise," says MunafChouguley, CEO, SNB IT Distribution. "Retaining the set standards and empowering our staff with the tools they need to approach the market will ensure SNB reaches new heights."

As a new generation value-added IT distributor, SNB IT Distribution has ambitious objectives for the future. The company will leverage the talents of its staff and looks to Chougle to take it beyond the GCC, into the CIS, Africa and US markets.

With Chouguley at the helm, SNB IT Distribution also plans to branch out into manufacturing and looks forward to continuing growth, sustainability and profitability that extends well into the next decade.

Sophos has announced the release of Sophos Cloud Server Protection, a high performance malware protection solution designed specifically for servers. The solution expands Sophos Cloud to a comprehensive security platform designed to protect desktops, laptops, mobile phones, tablets and now servers with the most effective and simplest to manage business security offering available.

The Sophos Cloud Server Protection solution delivers malware protection, host intrusion prevention and web security, as well as clear visibility into the current security status of all managed servers via a simple web-based interface. The new offering from Sophos is also the only server security product that can continually monitor the server environment, detect new applications on an ongoing basis and intelligently adjust policies to maintain operational efficiency.

“If compromising desktops is like stealing a wallet, then hacking a server is like robbing a bank,” said Bill Lucchini, SVP & GM for Sophos Cloud. “Today's businesses need the most up-to-date protection, and Sophos Cloud Server Protection gives overtaxed IT personnel an innovative, high performance and simple to manage solution for securing server environments.”

SNB IT Distribution Appoints new CEO

Sophos expands Cloud-Managed Security Portfolio

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6 | December 2014

News Bytes

Schneider Electric’s annual ‘Power to the Cloud’ event held last month reiterated the importance of cloud for globally flourishing smart cities. The company also launched the much-awaited prefabricated modular datacentre truck, a model of which was open to all attendees.

Held at Atlantis-The Palm on 4 and 5 November, Power to the Cloud this year convened some 1,600 industry professionals and regional customers who discussed the future of smart cities and Schneider Electric’s contributions to innovative, sustainable and energy efficient solutions. Prominent attendees included Schneider Electric’s UAE-based customers Masdar City, RTA, DEWA and Dubai Municipality.

His Excellency Mohammed Ahmad Bin Abdulaziz Al Shehhi, Undersecretary for Economic Affairs, UAE Ministry of Economy, inaugurated the event and commended smart city projects that are aligned with the UAE Vision 2021. The event featured 2,500 square meter smart city pavilion with demos.

Schneider Electric holds successful ‘Power to the Cloud’ event

Levtech Consulting, a leading provider of Microsoft Dynamics solutions and services,has recently received the Microsoft Dynamics Partner of the Year for FY14 awarded by Microsoft Gulf. The company was honored as the leading Microsoft Dynamics partner for demonstrating exceptional quality in sales and implementation of Microsoft Dynamics ERP and CRM in the Middle East. With a YOY growth rate of 91% in FY 2013, Levtech Consulting was also nominated amongst the top 50 Microsoft partners, also known as the Inner Circle, for Microsoft Dynamics.

The award was announced at the annual Microsoft Dynamics partner meet and awards ceremony held at the Armani Hotel in Dubai, UAE. Levtech Consulting was recognized for providing outstanding consulting services, as well as demonstrating excellent all round engagement with customers.

Aruba Networks is building upon its global strategic alliance with Brocade that was announced in September last year, and strengthening the collaboration in the Middle East with local initiatives aimed at enabling select channel partners to deliver an integrated and unparalleled wired and wireless solution based on best-of-breed products from the two networking vendors.

Bashar Bashaireh, Regional Director, Gulf and Pakistan at Aruba Networks Middle East says, “The Middle East is seeing a convergence of the wired and wireless worlds where customers expect a seamless and secure experience irrespective of what device they are using or from where they connect to the enterprise network. The mobility-centric approach from Aruba and Brocade will help organizations to deliver this end-user experience - enabling improved performance, simplified management and security policy, while lowering total ownership costs for enterprise IT.”

Aruba and Brocade will be organizing customer events in Dubai, Riyadh, Doha and Cairo within the next six months. Brocade and Aruba have jointly identified ten partners in the UAE who have the technical expertise to be able to sell the integrated solution. The two vendors recently hosted a channel workshop in Dubai to educate these partners about their collaborative technologies and the various market opportunities that they could tap into in order to create incremental revenue streams.

Levtech Consulting gets awards from Microsoft Gulf

Aruba in joint local initiatives with Brocade

8 | December 2014

News Bytes

Nutanix, the web-scale converged infrastructure company, is expanding its presence in the Middle East with investment in its local pre-sales and support teams to help grow its steadily growing customer base and channel network across the region. Focused initially on Gulf Cooperation Council (GCC) countries, the investment will allow customers who deploy Nutanix in the region to take full advantage of a simple and highly available virtualised IT infrastructure platform and reduce TCO by as much as 60% within months as opposed to years. Due to the unprecedented demand for web-scale technologies, Nutanix serves 1000+ customers in over 50 countries and recently closed a $140 million Series E funding round, valuing the company at over $2 billion.

Dirk Marichal, VP of Sales Europe, Middle East and Africa at Nutanix, commented: “As we grow our business around the world, we see great potential in the Middle East where the government and private sectors are working together to expand and invest in infrastructure. Our strategy is to make sure that we have on-the-ground resources to support our channel network as well as our customers in the region.”

Nutanix has appointed Ahmad Qadri as its regional director for the region. Currently Nutanix works through a host of partners that have made considerable investment into resourcing teams to deploy Nutanix in the region. In addition, as part of its global multiple distribution strategy, it will be appointing additional channel partners in the key GCC countries soon.

Nutanix announces regional expansion

BlackBerry Limited has announced new partnerships, enterprise solutions and value-added services that will improve productivity, communication and collaboration for enterprises.

The announcements include new partnerships, tools and technologies that further expand BlackBerry’s enterprise portfolio spanning Enterprise Mobility Management (EMM), Identity & Access, and Communications & Collaboration. BES12: a cross-platform EMM solutionby BlackBerry serves as the company’s foundation to control access, data and applications across all mission-critical endpoints and devices,supporting all major enterprise platforms.

“Our Enterprise Portfolio, with BES12 at its foundation, does so much more than just manage cross-platform devices. Amongst many other capabilities, the portfolio provides easy and safe access to corporate data, manages an array of employee IDs, and offers new ways to securely and conveniently collaborate with colleagues,” said John Sims, President of Global Enterprise Services at BlackBerry. “BlackBerry is delivering on our promise to design and develop enterprise solutions that drive secure communications and collaboration for our customers. Everything we and our broad-based ecosystem of partners, including systems integrators, mobile operators and distributors, do is to deliver greater productivity and efficiency to our customers.”

AccessData Group has announced the split of its industry leading businesses into two independent, global companies, AccessData and the newly formed Resolution1 Security. The company split will go into effect January 1, 2015.

AccessData, a privately held company will continue to develop industry leading solutions, including FTK, MPE+ and Summation, to address the escalating challenges around big data, endpoint and mobile forensics, and the legal investigation and review process.Tim Leehealey, AccessData’s current CEO and Chairman, will oversee AccessData’s strategic vision and business growth. He will serve as Chairman of the Board for both AccessData and Resolution1 Security.

“The cybersecurity market has reached a critical point and Resolution1 Security is at the forefront of defining the future of incident response, namely Continuous, Automated, Incident Resolution (CAIR),” said Brian Karney, CEO of Resolution1 Security. “Our business has grown as has the interest and adoption by major companies and enterprises. The split comes at an optimal time for our company to realize its full potential and advance incident resolution for unsurpassed response speed, certainty and incident intelligence.”

BlackBerry announces broad Enterprise Portfolio

AccessData Group splits into AccessData and Resolution1 Security

10 | December 2014

News Bytes

Brocade, a leading next generation

data centre networking solutions

provider announced that Emitac

Enterprise Solutions (EES), a leading

IT infrastructure and solutions

provider based in the UAE, is among

the first few partners globally to

have been presented with the

‘Partner Status Quo Breaker’ award.

The award recognizes Emitac’s

outstanding partnership in delivering

cutting-edge networks, including

working closely with the networking

vendor in getting competitive

accounts and investing in a Brocade-

focused team.

Miguel Angel Villalonga, CEO,

Emitac Enterprise Solutions says, “EES

is pleased to be recognized for the

‘The Status Quo breaker’ award from

Brocade. We are encouraged and

extremely happy to be appreciated

for demonstrating vision, cutting-

edge technology expertise, intense

customer commitment and building

complementary value solutions

that meet the demanding business

needs of our key customers. Like

Brocade, we have always been keen

to develop and extend value-adding

relationships with key partners where

we can leverage each-others’ core

competencies to reach customers

and markets. In that regard, we are

continually renewing our efforts

across the business and between our

sales and services teams to identify,

propose and win mutually successful

sales together. This award is certainly

a testimony to our on-going efforts.”

Partner Status Quo Breaker’ award for Emitac

Riverbed has launched the Riverbed-Ready Technology Alliance program with 17 charter program members. The program offers technology partners the opportunity to bring new capabilities to Riverbed customers, expand the value and impact of Riverbed solutions in specific industries and markets, and help customers master the technical challenges of the hybrid enterprise.

The program framework enables partners to extend the Riverbed Application Performance Platform, the most complete platform for analyzing, diagnosing, and resolving application, network, and end-user performance issues anywhere in the hybrid enterprise. Together, Riverbed and its partners are providing end-to-end

solutions that provide deep visibility and control to inspect, direct, and protect workloads across the hybrid enterprise. Riverbed-Ready partners will focus in areas such as security, cloud and virtualization, business applications, network performance management, application performance management, networking, and storage. Partners can leverage Riverbed open APIs and additional development tools to help with customization, integration, and automation.

“The new Riverbed-Ready program enhances our ability to offer integrated solutions that create new revenue opportunities for our Riverbed-Ready partners and deliver tested and validated solutions to our joint customers,” said Nino D’Auria, VP Channels EMEA.

As a private company, Dell has accelerated investments in research and development, the channel, the customer experience, and sales to deliver industry-leading growth and innovation.

The company had several gains on several fronts. It was the No. 1 storage supplier in the first half of 2014 based on total terabytes sold for internal and external storage, according to IDC data.

Dell Software showed impressive double-digit revenue growth as the company continues to build out its global software business, with strength in security and information-management areas, including data analytics and enterprise application integration. Dell maintained its No. 2 share position in the global x86 server market and regained the No. 1 share position in APJ, according to IDC data2. Also, for the second straight quarter, Dell was the only major vendor to generate year-over-year growth in both rack and blade servers according to IDC data.

“Today, Dell is the world’s fastest growing integrated IT company in the world. Our strategy is resonating with customers worldwide as they look for a stable, reliable end-to-end solutions provider to meet their business and IT needs,” said Michael Dell, chairman and CEO. “From the endpoint to the data centre to the cloud, customers and partners value the certainty, ease and predictability of working with Dell.”

Riverbed unveils Technology Alliance Program

Dell growing as Integrated Technology Company

December 2014 | 11

Kodak Alaris and NVSS of text end relationship following GITEX

The information management challenges

faced by organisations today are daunting as people seek to cope with the seemingly mutually exclusive demands to provide high quality customer service quickly yet at lower cost. Add to this the desire to choose technology that is straightforward to implement and easy to use and the challenges only increase.

To address this, Kodak Alaris announced that following Gitex it has signed an agreement to extend its existing partnership with NVSSoft to provide best-in-class intelligent information management, capture and document solutions primarily for the healthcare and government sectors. It demonstrates that Gitex truly is the place where the IT industry can meet to create new business opportunities to better serve customers in the region.

Martin Birch, Kodak Alaris’ EAMER managing director for document Imaging, says, ”The combination of Kodak Alaris technologies and NVSSoft software provides our customers with comprehensive market driven solutions

covering applications such as digital medical records, CRM and eForms. They improve and streamline business processes, maximise efficiency and improve performance.”

Building on a successful relationship that dates back a decade, the two companies will combine NVSSoft’s software with Kodak Alaris’ comprehensive professional services and capture technology including the network-ready Kodak ScanStation 700 Series. This easy to use, walk up device has a 9.7 inch touch screen and requires no dedicated PC. It integrates network connectivity and imaging functionality to make scanning effortless in a shared environment across multiple department or office locations.

The new commercial arrangement will initially focus on two fully integrated offerings from NVSSoft and Kodak Alaris:

• PractiScan – a network-ready scanning solution which simplifies document sharing at point of sale or customer service situations. It is ideal for use by government, financial institutions and

telecommunication operators. For example, aNVSSofteForms solution could be installed on a Kodak ScanStation to enable customer applications from branch offices to be managed quickly by scanning passport or ID information locally, attaching it to the eForm and sending the whole application over the network to headquarters for final approval or processing.

• MedLogiceHIM - an electronic health information management solution which offers hospitals and medical institutions a comprehensive electronic medical records solution. This covers patient file management, tasks, integrated digital dictation, billing and coding, real-time access to patient charts as well as medical report generator functionality.

Self evidently, hospitals shifting away from paper to digital records improve patient

care, reduce operational costs, increase staff productivity as well as avoid the damage, loss or security issues inherent with moving patient paperwork around their local health systems. Working together, NVSSoft and Kodak Alaris will deploy innovative scanning and software – based on MedlogiceHIM – to meet the needs of even the most demanding of medical environments.

Mhd. Samer Al Siouty, NVSSoft’s CEO, says, “Customers want an end-to end solution with a trusted partner who can really deliver for them. Given our 20 years track record working in the document imaging industry, plus a much closer working relationship with Kodak Alaris which we’re announcing today, it’s good news for everyone: us, Kodak Alaris and, of course, the customers we jointly serve.”

News In Detail

Martin BirchMD, Kodak Alaris, EAMER

12 | December 2014

News In Detail

ESET reengineers Business product range

ESET announced the availability of its new suite of security products for

business during December 2014 with global availability in Q1 2015. Supporting Mac, Windows and Android, the all-new ESET endpoint solutions provide security to companies of any size.

Statistics on the cost of cybercrime published by the InfoSec Institute last year says that the average annual cost of cybercrime increased by 26% over the previous year to $11.56 million USD, ranging from $1.3 million to $58 million per organization. The report also highlights that recovery and detection as the most costly internal activities. According to Annual global survey of EY, over 37% of companies have no real-time insight on cyber risks. They also lack budget and skills to combat rising cybercrime.

ESET conducted in depth interviews with customers and IT professionals around the world to learn more about today’s and tomorrow’s business requirements. These findings are at the heart of ESET’s complete reengineering and redesign of its business

products to provide the best protection while lowering the demands on the IT teams.

At the core of this new product range is ESET’s all-new remote management console, ESET Remote Administrator. With an improved user experience, a new-look GUI, and seamless functionality, customers can drill down into the smallest details, adjust settings with equal granularity and monitor and control their business’ IT security status via a web console.

This new suite of ESET products include features such as below:

• Mobile protection without need for additional MDM tools;

• Flexible report creation to keep stakeholders up to date with the latest IT security information;

• Full regulatory compliance and hassle-free audits for regulatory bodies;

• Easy migration for businesses wanting to protect their business with ESET’s award-winning technology.

• A single unilicense to protect all supported platforms

The new Endpoint solutions come with a

number of new protection technologies like an improved Anti-Phishing, Exploit Blocker, Vulnerability Shield and Advanced Memory Scanner, which are well established within ESET IT security line of products for Home users.

“The reengineering of our products has been a revolution rather than an evolution. We have engaged extensively with customers to understand the most pressing security needs. From this we have created a suite of products that cater to businesses of all sizes. ESET’s new business products can handle simple and complex network configurations, and local or global operations, including multi-lingual environments, while delivering the highest performance and effectiveness,” said Neo Neophytou, MD, ESET Middle East.

According to a report conducted by market analysts IDC this year, ESET now occupies the number two spot worldwide in corporate endpoint antimalware, with a global market share of just under 14 percent. ESET now offers customers a full range of business IT security products, including support for virtual environments with hundreds of thousands of endpoints.

Neo NeophytouMD, ESET Middle East

14 | December 2014

du and Microsoft announced a new partnership, under which du has

become the first telecom service provider in the UAE to offer Office 365 cloud-based productivity applications and services directly to its small and medium business (SMB) customers in the country.

This announcement leads to the availability of the modern office on the cloud to be provided by a telecom service provider for the first time in the UAE by further expanding the various channels available to SMBs to obtain Office 365, and provides additional value-added services that complement the offering. In-line with both companies’ commitment to providing businesses with technology that empowers them to be more productive in a mobile-first, cloud-first environment, the offering provides SMBs with increased accessibility to cloud-based productivity tools starting from just 20 AED/month.

The Office 365-enabled packages introduced support the services offered by du for SMBs, allowing them to now be able to purchase all the services they require from one supplier, through one support center, and in one consolidated monthly bill. Microsoft Office 365 packages are offered by du across all their mobile, device and broadband portfolio from as low as 20 AED/month, added to the customer’s du monthly bill. The offering also provides a simple and easy on-boarding for customers to start using the Office 365, as well as providing a choice of support packages giving the customer complete peace of mind while he focuses on running his core business.

The Office 365 business plan packages to be provided by du offer a variety of services, including business-class email, shared calendars, instant messaging, conferencing, and access to 1TB of storage in the cloud, which is due to become unlimited over the course of 2015. This is all in addition to the Microsoft Office suite. SMBs can benefit from Office 365-hosted solutions with no infrastructure setup or costs on up to 15 devices per user with any operating system, and remain productive

on the go without having to pay any IT infrastructure costs.

Hany Fahmy Aly, Executive Vice President, Enterprise Business, du, said: “SMBs represent the fastest growing segment for us, and we believe that this segment has huge potential for growth. We completely understand the needs and challenges of SMBs, and from our experience we have seen that they are early technology adopters, if products are packaged right. By offering the Office 365 suite of packages across all our core

mobile and broadband services through our new collaboration with Microsoft, our SMB customers will benefit from yet another incredible effort to bring value-packed, enterprise-grade solutions to this market. We are excited to launch the UAE’s first modern office in the cloud.”

Ihsan Anabtawi, Regional Director Microsoft Office Division at Microsoft Gulf said: “Nearly three years ago, we made Office 365 available in the UAE. Today we are continuing our efforts by providing an offering with du that is

Du to sellMicrosoft’s Office 365to SMB customers

Hany Fahmy AlyExecutive Vice President, Enterprise Business

du

News In Detail

16 | December 2014

designed to meet the needs of SMBs, with a focus on those with up to 100 employees, providing easy, low-cost access to cloud-based technology with no infrastructure costs. Office 365 is transformational for businesses of all sizes, but levels the playing field for SMBs in particular because it makes enterprise-grade tools affordable and easy to set

up and manage. We are pleased to work with du to provide the UAE’s SMBs with communication and collaboration tools which have been designed to enhance productivity, promote collaboration and reduce operational costs. I would like to take this opportunity to thank du for their partnership and commitment as we work together to provide the UAE’s SMBs with

Please elaborate on the ICT focus for Du?Our strategy is straightforward and simple. We want to be a one stop shop for the connectivity and core Business needs of SMB customers. We don’t want to be an IT integrator which is not our focus. We want to go where it is relevant and is very close to our core Business, where we can add value based on our knowledge, skills and scale.

Elaborate on the relevance of du’s value proposition as an ICT solutions provider to the SMB customers?A small enterprise customer is striving to build his core Business and doesn’t want to lose a lot of time thinking about the Technologies that are enabling his Business. They just need to be available. For instance a Logistics company will want to invest in his enhancing his core Business and may not be keen to invest in an IT admin manager that adds to the

overheads or a complex IT solution and stresses the cash flow.

This is where du comes in as someone who can provide inexpensive solutions on a scale that the customer’s Business requires and which the customer lacks. We want to be a trusted advisor, to bring our scale with companies including Microsoft, Google etcto your benefit. We try to keep it simple with one bill, one support line etc. We try and package it in terms of 2-3 simple options for an SMB user which is convenientvs the large enterprises that want solutions customized to the nth degree.

We try and offer a few bundled options for different segments in the SME market to help them facilitate their core Business focus. For us it is a win-win strategy because we understand the customer better as we are already selling connectivity solutions to them. What we offer is focused on and around the connectivity layer, the value added

A rising focus on ICT servicesservice layer or the core application layer. We are talking of products that are standardized and cover 90 % of the market. This where we can help them achieve productivity gains.

What was the focus on staff and support required for this rollout?We have sales people trained and support staff trained. We have worked on ensuring that we are ready for rolling this out in collaboration with Microsoft.

There are anywhere between 250,000 to 300,000 SMEs in the UAE. We believe that we have anywhere between 25-30-% market share of this SME customer base because of our connectivity solutions that they access. We don’t have accurate breakdown of share in terms of IT services because they are so vast. We are not interested in covering the 10-15 % of the SME segment that Microsoft resellers cover. We are interested in the rest of the 85% of the market.

Do you collaborate with IT systems integrators?

We collaborate with integrators in the large enterprise, when customers have requirements such as Managed services, MPLS connectivity etc. This depends on the specific instances.

access to the latest cloud collaboration and productivity solutions.”

Office 365 is one of the fastest growing businesses in Microsoft history. Microsoft recently increased the amount of cloud storage that it provides to Office 365 accounts to 1 terabyte across the service, bringing more capacity to anyone who pays for Office

News In Detail

Du has unveiled a series of several announcements in the past few months that underlines the emergence of the telecom provider as a strategic ICT solutions provider. Hany Fahmy Aly, Executive Vice President, Enterprise Business, du discusses the service provider’s focus

18 | December 2014

Cover Feature | SDN

Software defined network (SDN) deployments are expected to be part

of next generation networks rollout that will need to be future proof and are more agile. One of the significant changes being brought in by SDN innovation and adoption would be the decoupling of hardware and software that improves the nature of network designed as well as how they are managed and evolved. There are challenges including high initial costs, integration with existing systems, security etc, which are some of the top concerns to adoption as found in a recent survey by Juniper Networks.

Most networking vendors today have their SDN strategy in place and there are a variety of solutions and approaches. However, the pace of adoption continues to be modest. The lack of speed also has to do with low levels of market awareness.

"I believe it is in the early stages of

the learning curve. Awareness is not yet as expected. Early adopters of SDN are currently investigating a wide range of applications and use cases that include network virtualization, large-scale data center infrastructure management, traffic engineering, and Wide Area Network (WAN) flow management. SDN is still at a conceptual stage in this region,” says Yarob Sakhnini, Regional Director, MEMA at Brocade Communications.

The benefits of SDN deployment will include network virtualization, programmatic control of the infrastructure, automation and dynamic configuration, on-demand service insertion and pay-per-use, all through standards-based software orchestration tools. Cloud service deployment cdan be faster, data centre management, simpler and network operation, easier.

Yarob adds, “The growth in the SDN

market will be driven by companies working towards solving existing problems with networks – security, robustness and manageability and by innovating new revenue generating services on network infrastructures. Ultimately, the goal is to provide a highly flexible cloud-optimized network solution that is scalable within the cloud. In our view, this “new” network will be powered by fabric-based architectures, which provide the any-to-any connectivity critical to realizing the full benefits of SDN.

Mario Georgiou, Regional Partner Director for ME&A at Juniper Networks believes that 2015 may well become SDN’s year. This he says can be partly attributed to providers starting to build on their promise of rolling out this fresh approach to the network.

He adds, “The emergence of SDN in the region is a potentially disruptive trend, but one that opens up significant opportunities.

Early days of

SDNadoption

The adoption rates of SDN are modest although it is expected to be widely prevalent in the next two years as an integral part of

new generation network rollouts and refreshes

December 2014 | 19

an inevitable technology approach which will be prevalent by 2017, so any network refresh and further investment made today which is not OpenFlow-ready and SDN enabled, would be a missed opportunity and may well result in further catch-up costs down the line.”

He adds, “SDN, based on OpenFlow, the adopted industry standard, is already a proven technology and is certainly ready for mainstream adoption. In fact, it has been deployed by a number of our customers to improve the security credentials of their networks and also to enhance their unified communications user experiences with Microsoft Lync.”

For VMware, the NSX network virtualization platform provides the critical pillar of its Software Defined Data Center (SDDC) architecture. NSX network virtualization delivers for networking what VMware has already delivered for compute and storage. The NSX is a non-disruptive solution that is deployed on any IP network, including existing data center network designs or next generation fabric architectures from any networking vendor.

NSX enables virtual networks to be created, saved and deleted and restored on demand without requiring any reconfiguration of the physical network. The result fundamentally transforms the data center network operational model, reduces network provisioning time from days or weeks to minutes and dramatically simplifies network operations.

Deepak Narain, Regional PreSales Manager, VMware MENA says, “We already have a large number production deployments of VMware NSX worldwide. But, it’s true that we’ve only scratched the surface of SDN with network virtualization and much more interesting work remains to be done by the ecosystem as they ramp up their solutions to take advantage of the programmability of the SDN.”

Keeping pace with the cloudIn the era of growing adoption of cloud based Technologies, there is a need to embrace SDN because legacy network architectures cannot provide the scale

that SDN can potentially bring to the infrastructure.

Farhad says, “SDN is necessary for sustaining the pace of cloud adoption Without SDN, there cannot be a meaningful and efficient cloud solution. In order to make the cloud work in the scales that we know are coming up, SDN, virtualization and NFV will be essential architectural and functional transformations in supporting the adoption and development of cloud computing.”

Enterprises are noticing that as they implement cloud services internally and for the customers - the network may not be responding. The road to virtualising the legacy network architectures cannot be achieved overnight. While Businesses in the Middle East are aware that they need to advance their networks, they don’t need to re-engineer them from scratch according to Juniper’s Mario.

He adds, “SDN is designed to merge the network into the age of the cloud, and we have seen a shift locally in the appetite for this technology. However, SDN can never be considered a true replacement of the physical infrastructure. But SDN can

A few years ago the focus was on Cloud-as-a-Service but today SDN is the technology that everyone is talking about and they are intimately linked. As service providers and enterprises move to refresh the backend technology and move towards major investment in infrastructure overhauls, SDN projects are being considered, but with cautious thought.”

Juniper has multiple solutions available. These include Contrail, an open, and agile, SDN solution which orchestrates the creation of scalable virtual networks, making it easy to quickly connect clouds and data centers. Juniper also brings NorthStar, an SDN Controller for the WAN and transport networks.

HP has supported a growing community of developers to start enabling applications and functions with SDN enhancements, and HP is making these applications available through its SDN App Store.

Farhad Ghoreishi, Marketing Manager, HP Networking EMEA at HP says, “According to Gartner, by the end of 2016, more than 10,000 enterprises worldwide will have deployed SDN in their networks, a tenfold increase from end-of-year 2014. SDN is

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20 | December 2014

truly bridge the gap and help to evolve out-dated networks. "

Brocade has undertaken to evolve its entire portfolio, decoupling and opening up the data, control, and management planes across multiple product lines in order to deliver truly cloud-optimized networks. Yarob says that Software-Defined Networking (SDN), has emerged as the foundation for Private Clouds.

He adds, “SDN enables Private Clouds to share infrastructure resources, scale them on demand, automate operations, and be more responsive to dynamic business demands while maximizing resource utilization. SDN and NFV provide the networking capabilities to truly automate cloud computing. As a result, SDN and cloud computing go hand in hand no doubt there will be increased adoption of both these technologies in the years to come.”

What’s at stakeIn the next two years, SDN deployments should gather momentum significantly in the enterprise segments and even likely penetrate the SMB space.

Farhad says, “According to analysts, by 2017 SDN will be deployed broadly in most enterprises. HP believes this will extend, if not be spearheaded by the midmarket and SMB segments. Once again, Service Providers can use this as a fantastic opportunity to deliver higher levels of programmable and personalized services to the edges of their networks and their customers. Those Service Providers will include enterprise IT organizations which increasingly need to behave like Service Providers within their companies.”

Both the customer segment and the partner segment should be aligned to the trends emerging in SDN as they cannot make a transition overnight, the former in terms of adoption and the latter in terms of equipping themselves with the necessary resources to take these Technologies to market.

SDN vendors believe the next two years will unravel how SDN adoption

goes mainstream at an accelerated pace. That will likely bring in great opportunity for SDN focused vendors and network infrastructure integrators. Partners need to build up competencies and help customers understand the benefits of SDN deployments in the longer term for productivity gains.

Mario says, “The next two years offer a window of trial where companies such as Juniper Networks need to work closely with their customers and partners and offer tangible use cases as to how SDN can harness these trends, solve critical business problems and help fuel new business opportunities.”

He adds, “Education and understanding the technology is critical to further establishing SDN services. Resellers and solution providers need to review the readiness of their current networks to support intelligent, effective SDN deployment. Also, ensuring skills are developed in the region and matched to those skill sets found across the rest of the world is vital in the deployment and long-term success of SDN.Once SDN is understood, it’s time to learn how SDN can

solve real problems. This is why Juniper is now focused on working with its customers with use-cases that can be applied in the real-world today.”

For the Middle East, the next two years offer a window of trial - pilot and proof of concept (POC) says Yarob. This is the period when partners must identify “high value-high reward” areas of the customer’s businesses where SDN may solve actual business problems or drive new business opportunities.

He adds, “Given the timeframe channel organizations can make great headway in preparing for the inevitable shift towards SDN and similar and related solutions. Nurturing and developing the right skill sets during these formative years will allow the partner to rapidly gain market share in this emerging field and guarantee its position as a 'trusted advisor' and solutions provider.”

The next couple of years therefore looks like the build-up time for SDN mainstream adoption to pick up. Leading up to then, partners need to skill up and engage with early adopters and drive awareness with their larger base of customers.

Cover Feature | SDN

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22 | December 2014

Data backup and recovery has seen a dramatic shift away from traditional models and today requires a

holistic response to the needs to manage requirements of heterogeneous environments that scale from physical to virtual and hybrid architectures. Unitrends, a US based company with a portfolio of virtual, physical and cloud solutions sees a sizeable and growing opportunity for its range of solutions that meet these needs for adaptive protection by organizations worldwide..

Kevin Moreau, Managing Director – EMEA, Unitrends says, “We started foraying into international markets about 2-3 years ago. We opened our office in London over a year and half ago to cover EMEA operations. We have added over 22 people since then in our team. As we have been around for 25 plus years, we offer support for all types of different OS and Applications. We have a market reach for resellers targeting similar opportunities and for customers with very heterogeneous environments.”

The company entered the Gartner ‘Magic Quadrant for Enterprise Backup Software and Integrated Appliances’ this year. At the end of 3rd quarter 2014, the company had seen 23 consecutive quarters of growth.

Kevin says, “We have multiple capabilities, supporting the physical and the virtual environments with one solution. The delivery is in the form of integrated physical appliances that integrates compute, store and backup software. There is also an all software solution supporting different virtual environments.This is quite important for the Middle East because although virtualization is being embraced, the consolidation is not as much in the US or Europe. We can meet a diverse set of needs from customers looking for solutions for branch offices to solutions for datacenters, both physical and virtual.”

The company’s Recovery-Series is a wide range of purpose-built physical backup appliances for enterprise-class virtual, deep virtual, physical protection, and unified compute protection. Further to its acquisition of PHD Virtual Technologies end of 2013, it also offers ReliableDR, an innovative disaster recovery solution which automates recovery to meet demanding service level agreements (SLAs).The acquisition of PHD Virtual Technologies has helped the company consolidate its offerings for automating DR testing in virtual environments, a critical piece.

Kevin says, “Once you have replicated a VM, you still need testing. In some sectors like Banking where they have strict rules around VM testing and every year they end up spending thousands of dollars around that. We have a simple solution that helps testing and automates VM recovery down to application level against recovery time and recovery point objectives and automates failover.”

Unitrends is focused on back-up, archiving and recovery

solutions for both physical and virtual environments. The

company is tapping into the needs for DR recover and

assurance solutions in the region.

Driving DR innovation

Feature | Unitrends

Kevin MoreauMD, EMEA, Unitrends

December 2014 | 23

Reccently, the company enhanced the software powering Unitrends Recovery-Series, the company’s family of physical backup and recovery appliances, and Unitrends Enterprise Backup, its software-only virtual appliance. The latest software includes support for third-party cloud storage archives and continues to push virtual, physical and cloud data protection and disaster recovery to new levels of scalability and performance.

Also in the quarter, the company launched Unitrends Virtual Backup (UVB) 8.0, a purpose-built virtual appliance providing hypervisor-level protection for VMware vSphere, Microsoft Hyper-V and Citrix XenServer. UVB 8.0 enables organizations to back up entire multi-hypervisor environments in just four mouse clicks. Arguably, with UVB 8.0, backup and recovery can be performed up to 20 times faster, using 66 percent less storage space and 75 percent less virtual resources than competing systems.

The company has been cementing its presence in the region and the recent participation at GITEX was further step towards that. It is looking at partnering with a select number of value add resellers through its distributor, that bring some core expertise in terms of support capabilities for customers.Bridge IT solutions & Distribution is its distributor in the region.

“We were at GITEX last year as well and were focused on organizing our distribution for the region. Bridge IT is our biggest distributor in the region except Saudi. All our Business is based on the two tier systems of distributors and resellers. We are not doing any direct business in the region.We have partners working for us in Africa as well.We are still new entrants to this market, by and large. So we are recruiting more partners to serve more customers.While we already have some active SI partners, we are keen to engage with some more partners who have value

add service capabilities on ground.”On competition in the region, Kevin

reflects that Unitrends is ideally placed because of their unique propositions that straddle both the physical and the virtual spaces.

He says, “The competition is not as dense as in other regions. Symantec is a major player in the physical space and Veaam is a rising player in the virtual space but none of them have the range of capabilities that we offer in terms of one solution for both physical and virtual environments. The focus here is disaster recovery in on premise environments currently.”

Unitrends sees a significant potential for its Recovery Assurance solutions that provide actual testing of recovery from backups, archives, and replication for single server, or virtual-machine-level backups or entire site-based application-level infrastructure backups.

Kevin says, “The integration of certified disaster recovery is a key message that we want to focus on in this market to our partners and their customers. The ability to not only backup replication and archiving but also that of orchestration of disaster recovery capabilities towards service level objectives is key.”

While the company also has cloud based DR services, it is not yet seeing the momentum in the region. The company offers Unitrends Cloud, a disaster recovery and business continuity offering that takes the capabilities of its Recovery-Series and the Unitrends Enterprise Backup backup products and enhances them with cloud capabilities. Unitrends Cloud is available in three editions: Metered, No Limits Cloud, and Disaster Recovery as a Service (DRaaS.)

Kevin adds, “Disaster recovery as a service is a getting a huge attach rate in the US for instance because we are bundling on premise backup

and disaster recovery along with disaster recovery as a service. Growing of course from a smaller base, the traction is significant in that space. In the Middle East, the integrated appliances with storage, compute and software included offering on-premise DR solutions is seeing the greatest traction but we can offer the same solutions as a virtual solution as well for Hyper-V or VMware.”

The company’s focus segment in the region is the enterprise segment.

“We focus on the mid-market traditionally. That is for the US where the mid-size businesses are much larger. If we transpose that for the region, the focus is actually on many of the enterprise sized customers. We have some solutions for the SMB but don’t focus on that.”

The vendor is looking to have its own office moving in the near future. It continues to work with its VAD in offering the channel its support and has a focused partner program.

He says, “We continue to leverage our distributor in offering partners pre-sales support. We have a margin rich certification program for channel partners that depends on their ability to take us to new customers and also their capabilities to train on our products. We have three levels of certifications of resellers and the higher they are, there are more margins to make. The typical partner is a mid-sized systems integrator but that doesn’t deter us from working with some of the largest sized integrators.”

The outlook looks buoyant for the vendor who has chalked up many consecutive quarters of growth globally. With a comprehensive product portfolio and a committed channel strategy, there is a lot riding in the vendor’s favor.

"The integration of certified disaster recoveryis a key message that we want to focus on in this market. The ability to not only backup replication and archiving

but also that of orchestration of disaster recovery capabilities towards service level objectives is key."

24 | December 2014

Finesse is a fast growing integrator with solution offerings are

primarily focused on three areas including, Business Intelligence &

Analytics, Enterprise Content & Business Process Management as well

as Governance, Risk & Compliance areas. The company represents

represent most of the industry leaders in the application space

including Oracle, IBM, Open Text, Software AG, Qlik, Tagetik, Metric

Stream among others. Sunil Paul, Co-Founder & Chief Operating

Officer at Finesse discusses how the company is uniquely placed in

the application integration space

Discuss the application software integration segment and how Finesse is positioned?In the application software integration Business, there are very large global companies and then there are large regional companies that are focused on perhaps not more than two product partnerships.Most systems integrators in the Application integration space in fact are large sized. This is where Finesse is ideally placed because there is hardly anyone of our size. We come in as an affordable mid-sized SI with almost all of the skillsets that you would expect from the largest global SIs and bring in a boutique approach with best practises. Finesse brings in the unique value proposition of being an application integrator that has expertise across multiple domains and

technologies, which are essential for successful integration.

For instance, in Banks there is a huge array of applications deployed and each needs specific understanding. Further, different banks may be using different ERP systems or so.To be successful, an SI should have knowledge and expertise across these multiple technologies, understand specific customer requirements, integrate and build solutions that orchestrates better functioning. We have been able to achieve this.

Which have your largest growth verticals?BFSI sector continued to be the major focus segment. 70% of our business today comes from the Financial Services domain where we started.

After achieving a clear lead in the BFSI domain, we have expanded to other sectors as well. Education and Healthcare is also growing for us. We have introduced innovative solutions such as Digital Concierge to hospitality industry which is attracting a lot of interest from the region. Comment on some recent project successes?We have been winning projects by being able to demonstrate the skillsets that as a company we have. It can be challenging with some of the largest customers who may not have worked with mid-sized integrators but we are winning over more customers. For instance, we have won a recent project with a large Logistics company that has acquired a company. The acquisition

A compelling value

Sunil PaulCo-Founder & Chief Operating Officer, Finesse

Point2Point | Finesse

December 2014 | 25

requires complex integration. After the evaluation process, they decided to award the project to us because of the technical competencies we could demonstrate. Since they have never before worked with a smaller sized integrator such as us and therefore the approval process was complex.However, we have delivered what the bigger integrators could offer but at a competitive pricing. They are happy with the first phase that has been completed and now we have moved on to the second phase.

We have also been winning more projects from Banks in recent times, who are becoming more confident in the capabilities we offer. Further, they find us quite approachable with a strong leadership team that is responsive.

What have been the growth areas in terms of applications and how have you enhanced your capabilities?We have doubled our numbers in the areas of Business Intelligence, Data Analytics and Performance monitoring. We have also added a few more solutions in this area to our portfolio. Financial Institutions have realized the value of Analytics and how it can redefine their business. Banks and financial institutions have started implementing Analytics and Performance monitoring tools to drive revenue, reduce risk and to get deeper insights.

We have added exciting solutions to our portfolio including CPM (Corporate Performance Management), GRC (Governance, Risk & Compliance, Energy Sustainability, Customer Experience Management and Social Media. We have also introduced FATCA, Fraud Management, Treasury, Signature Management to our BFSI offerings.

Have most of you projects so far been executed in the region?We have delivered about 100 projects so far, with around 80 % of them in the region over the past four years since our start. We won 98% of these projects on the strength of customer references.

What are the challenges in the application integration space?Winning the project and delivering the project arequite challenging in the application space as it needs great detailing and attention.There are long gestation periods in the Business. Deal-closing time is anywhere between 9-18 months typically. Do you also focus on IT infrastructural integration?We believe the application space has great potential and consumes most of our time and focus. We are focused in this space because we believe that there is a significant value proposition that we have to offer the market. We might look at other areas including infrastructure later on. Even the bigger global SI players aren’t focused on the infrastructural integration business but on the services business. However, we have taken up infrastructural integration in past when customers insist that we include that as well in our engagement.

Comment on your growth achieved and the initiatives that are helping the company stand apart?We have been growing consistently since our first year of operations. We have a staff strength almost touching 200. We have acquired over 100

enterprise clients. We have won several industry accolades. We have started offices in Canada and Singapore and set up our offshore center

based in Bangalore India. In terms of turnover, from 5.4

million USD that we clocked last year, we are closing in on 8.5 million USD for the current year.We are looking at achieving a target of 15 million USD turnover by end of next year. We have a plan to cross 100 million USD in the next 6-7 years by maintaining the pace of growth. We are confident of achieving those targets because of the plans in place and because of the opportunities we see in the market. We believe this is possible because we have put different Businesses place and we have different leaders as well under the Leadership program.

Elaborate on the Leadership program?We have been investing in aleadership program over the past year and these leaders will start creating their own Business domains.Each of those leaders have core expertise in their domains. We are in fact looking to create 100 leaders in the next 10-12 years. Under this ambitious leadership program, each leader can become a dollar Millionaire. We are working towards that.

Does the company have a CSR initiative in place?It has not been just about the company’s growth always. We are passionate about our CSR initiatives. We are spending 1% of our annual turnover on CSR activities. We have initiativesin India including distribution of drinking water to 10 schools and are planning to expand these activities in 2015. We are also giving back to the society as we grow.

"We come in as an affordable mid-sized SIwith almost all of the skillsets thatyou would expect from the largest

global SIs and bring in a boutique approachwith best practises."

26 | December 2014

Spectrami, a fast growing VAD, marked its third year of participation at GITEX 2014 and participated with a focus on security and storage solutions from its vendor partners. Anand Choudha, MD at Spectrami discusses the company’s progress

Which are the domain of focus for Spectrami and the vendors you are associated with presently?Security and storage are two domains that we have looked into. Actifio and Violin Memory are two vendors we are associated with on the storage front. On the security side, we have partnerships with vendors including General Dynamics Fidelis Cybersecurity Solutions, Tenable, Xceedium, Good Technology,and LogRhythm.

Discuss the areas of security focus covered by the solutions you carry?General Dynamics Fidelis Cybersecurity Solutions is a leader in advanced threat defense, incident response and breach services.LogRythm is into SIEM log and event management solutions

Tenable Network Security provides continuous network monitoring to identify vulnerabilities, reduce risk and ensure compliance, whose family of products includes SecurityCenter Continuous View and Nessus.GOOD Technology’s core focus is to secure mobile applications. The solutions include Enterprise Mobility Management, Mobile Device Management, Mobile Application management, Mobile Access and Identity Management etc.

Xceedium is into privileged identity access Management solutions for traditional, virtualized, and hybrid-cloud enterprises with its Xsuite. Xsuitevaults privileged account credentials, implements role-based access control, and monitors and records privileged user sessions and with unified policy management, the Xsuite platform enables the seamless administration of security controls across systems, whether they reside in a traditional data center, a private cloud, on public cloud infrastructure, or any combination thereof.

Which are the areas of significant traction in the region?Customers are looking at securing mobile applications. Mobile security is an area of focus for us with Good Technology

Building domains of strength

Point2Point | Spectrami

Anand ChoudhaMD, Spectrami

December 2014 | 27

solutions. There has been good traction with other technologies we focus on as well.We have seen great interest as well as traction in Tenable- Vulnerability Management, FidelisCybersecurity Solutions and LogRythm’s SIEM log and event management solutions. Our partners primarily cover the Banking & Finance, Telcos, Oil &Gas, Governments and enterprise sectors.

How is the market responding to adoption of these Technologies includingMobilesecurity and what is your go to market strategy?The market and the customers are recognizing the benefits these new technologies bring by optimizing the utilization of resources and give better ROI. BYOD is a reality with the new smart phones and tablets coming into the corporate network. Spectrami is proactively working on introducing the solutions through our reseller network that address customer concerns and protect their networks from the new emerging targeted attacks. We have trained and certified engineers to support our channel. Regular training session at our new training certifications are carried out to impart skill and do the knowledge transfer to our channel partners.We certainly think these new areas are going to expand and drive the markets further.

The smaller integrators have to adapt and re-innovate to make themselves more relevant to the customers. This is something critical for their growth and Spectrami is working closely to help them with this transition.

Discuss your partner meet?Confluence is an eventthat we hold on an annual basis. We hold it at the start of the year to help connect with partners and understand their focus and align right at the start of the year. It helps in creating

the ideal environment for strengthening relationships, building collaborative sales strategies and aligning efforts.

What resources and tools have you introduced to make your channel relations more effective? The new partner enablement program is effectively designed to impart skill, train and hand hold our channel in the initial stages. Tech workshops are being organized regularly to update our reseller partners

Was your participation at GITEX this year on a bigger scale?Our vendors showed more interest in GITEX this year. It has always been a good platform to network with customers and partners. We wanted to give the message strongly that we are committed to this market. And we wanted to greater visibility to vendors to customers and partners from the region and look at creating a pipeline of leads from customers and partners for the next 6-8 months. That was a key objective just like last year but on a bigger scale because of larger presence in terms of the stand that was 35% bigger and our broader suite of vendor solutions.

Were there any recent partnerships announced?Our partnership with Xceedium was announced recently . They already have some big customers here but we have been engaged to bring in the strengths of the two tier channel ecosystem and also beef up the support mechanisms for their customers.

Do you see growing acceptance of cloud

delivered security solutions in the region?As has been observed, the first level of acceptability for cloud based delivery has been

for non-critical applications. Security is a very critical component and will take time to move to the cloud. Users will be more comfortable with security on-premises and with experts to monitor. Security may not move so quickly to the cloud, especially in this region. Of course we all have to go with trends and at some point, cloud security will be more acceptable and reliable.

How has the current year sales been?In the first 9 months of the year, we had achieved what we done in the whole of last year. Q4 is usually the biggest Business quarter of the year and we expect to close the year with sizeable sales growth.This year has seen a substantial growth in business as the customer continue to invest in security and storage solutions. Spectrami has expanded and increased its presence in KSA and opened up South Africa operations this year.

Discuss the different channel partner profiles you engage with?There are three categories of partners we work with. For larger systems integrators who are involved in larger project deployments and where our solutions form a part of the larger scheme of things, they need a different level of support. The second set of partners are resellers who focus and invest in training and carrying our products. We work with them very closely. Then, there are also opportunity based partners who may come to us with ad-hoc requirements and we ensure we have a streamlined channel structure in place to support those requirements as well.

"In the first 9 months of the year, we hadachieved what we done in the whole

of last year. Q4 is usually the biggest Businessquarter of the year and we expect to close

the year with sizeable sales growth."

28 | December 2014

inside the network. They steal passwords for users, administrators, and service accounts. They create their own accounts. They access the network using VPN or another normal mode of access to blend in. They plant various backdoors on dozens or hundreds of systems to ensure persistent access. They snake their way to the data they’re after. Even in the most secure environments using two-factor authentication and tightly limited access, attackers will find overlooked paths, systems they can pivot from, and even modify network device configurations if they have to.

Meanwhile, companies secure and monitor servers housing sensitive data. They tend to forget that regular workstations and non-critical servers are a paradise for hackers to work from, avoiding detection. The data that attackers are after is accessible through means other than compromising specific servers. There’s always a data flow to and from servers with access mechanisms. Advanced attackers excel at uncovering and exploiting access to data flows. Sometimes they plant specialized software for RAM scraping, network sniffing, and keystroke recording. Other times, they modify production code to make copies of the data as it passes through. Sometimes they can simply connect to a server using stolen credentials and send the right commands to retrieve data.

Data exfiltration is what the attacker does to transport data from the point it’s being stolen from to a location outside the corporate environment. They’ll

chance they’ll continue to steal data unnoticed until you either get lucky and self-discover the compromise or until they start selling the stolen card data on the black market. Statistically, you’ve got about a 1 in 3 chance of self-discovering at best.

How to detect targeted attacks in progress and respond before major damage occurs

Lucas Zaichkowsky, Enterprise Defense Architect, Resolution1 Security provides insights into attacks and addresses how to detect targeted attacks in progress and respond before major damage occurs

Although news stories on large scale data breaches

often focus on malware and how the attackers got in, what goes on behind the scenes is much more elaborate. There’s much that can be learned by studying the full attack lifecycle to identify an intrusion in progress and put a stop to it. Although there are well-established phases of an attack in the data forensics and incident response world, I’m going to focus on a simplified version with three: initial infiltration, lateral movement, and data exfiltration.

Initial infiltration is the point of entry where an attacker gains unauthorized access to your network. Most legacy security investments attempt to prevent any and all systems from being compromised. Although this may have worked 15 years ago when self-replicating viruses and worms were all the rage, those days are gone. Time has proven that preventative defenses amount to barriers with limitations. Additionally, organizations can only secure what’s under their administrative control which makes things tough in an age of BYOD, remote workers, contractors, third party service providers, and connections to trusted partners. Initial infiltration can be anything from a backdoor delivered by spear phishing to a web application exploit to compromised user credentials.

Lateral movement is what an attacker does once they’ve accomplished initial infiltration. If security today is failing miserably, this is the stage where it’s happening. Attackers perform reconnaissance

‘Tis the Season for Credit Card Data Theft

often move stolen data inside the network to a seemingly random system used as a staging ground, then upload it from there to a server on the internet. This goes undetected by obfuscating or encrypting the data, then blending in with normal web traffic. If the attacker made it this far unnoticed, there’s a good

Insight | Resolution1

Lucas ZaichkowskyEnterprise Defense Architect, Resolution1

December 2014 | 29

Kill chain, intelligence, and analytics are officially in fashion, hot on the heels of Advanced Persistent Threats (APTs). Bonus points if they’re in the cloud with the Internet of Things. Here’s how organizations can proactively hunt for attacks into their networks.

Kill chain analysis and attacking the kill chain are a part of intelligence-driven defense, popularized by the smart people at Lockheed Martin. The kill chain is based on the core premise that attacks follow a lifecycle or sequence of progressive steps committed by the threat actor during an intrusion. By cataloging and studying the tactics, techniques, and procedures of threat actors, you can effectively prioritize preventative defenses and detect an attack in progress. After all, attackers are human and predictable. They’ll reuse hacking tools and repeat what’s worked for them in the past. Even personal habits such as naming conventions tend to get repeated.

In the case of targeted financial crimes, initial entry is usually accomplished by exploiting a web application or compromising the credentials of a vendor that has access into your environment. Knowing that, you can focus on those two points of entry for system hardening and access control while increasing additional monitoring mechanisms to be on the lookout for suspicious activity coming from those sources should they become compromised.

Access to immediate information on recent threats, cybercrime syndicates and industry resourcesprovide up-to-date intelligence on APT and their attackers. Open source intelligence resources name off hacking tools commonly encountered during the lifecycle of an attack such as specific families of RATs and credential stealers. Poison Ivy, Gh0st RAT, Windows Credential Editor, pwdump are just a few tools still commonly used. Samples of other tools such as RAM scrapers are available from places like KernelMode.info and Contagio. Once gathered, incident responders can analyze all these nasty binaries in a lab environment to identify key observable traits: what they look like in memory, network traffic patterns, endpoint changes, and logged activity.

Next, take the data and transform it into indicators of compromise, documented using standards like CybOX, YARA, or OpenIOC. Monitor as many endpoints as possible, network traffic, logfiles, and application data for matches against your indicators.

Follow the kill chain model by gathering intelligence on their attack methodology such as targeting domain controllers and servers where many users authenticate in order to harvest user credentials en masse. Attackers like to use

scheduled tasks to execute commands against remote systems. They use well known staging directories like the Windows help folder and the root of Recycler. As you better understand the attacker methodology, you can perform the same steps in your lab environment, document indicators, then monitor everywhere possible.

During the process, you may identify places to harden your system and network configurations to slow an attacker down and frustrate them. You can set up tripwires to detect attempted hacking activity that aligns with their methodology. One good trick is to have emails sent to administrators whenever their admin accounts are being used.

Authoring indicators and putting them to good use may seem like a lot of work, but it puts you in a position where you’re able to detect a real world attack while it’s still in progress. This provides the ability to contain, scope, and remediate before major damage is done.

Analytics on the other hand means mining datasets, pivoting, and correlating to identify patterns and outliers. By searching for outliers (aka Frequency analysis), you can find unknowns that might not belong. Creative thinking skills are very important

for performing analytics. Marketing teams have been doing it for years to study consumers. Security practitioners need to do the same, but in their own context.

One of the most effective ways to identify compromise is to perform analytics with the goal of identifying persistence mechanisms (backdoors). Pull back autoruns from every system and sort by frequency of occurrence from least to most, then focus on the uncommon entries in your environment. In fact, if you’ve got limited time to look for compromise, I’d recommend doing this before developing and chasing down indicators of compromise. There will be a lot of noise the first time, but it’s worth the energy. You’ll create a baseline useful for making autoruns frequency analysis a less painful regular activity, effectively focusing only on what’s changed since the prior search.

If you don’t have an enterprise tool to do autoruns frequency analysis, you can still squeak by with a hack job involving SysinternalsAutoruns, Trend Micro HiJackThis, or Mandiant Redline. Execute those tools remotely against systems, piping the results out to text files then merge and mine it with the help of a decent programmer or DBA. Be careful to protect the privileged account you use to connect to systems remotely.

Increase your proactive scans and hunts for suspicious activities. Happy holidays and good luck in your quest to find an attack in progress!

"In targeted financial crimes, initial entry isusually accomplished by exploiting a web applicationor compromising the credentials of a vendor that has

access into your environment. Knowing that, youcan focus on those two points of entry for system

hardening and access control."

30 | December 2014

Ala

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Insight | Infoblox

Recent press has shown a marked increase in DDoS attacks on ISPs around

the world. According to Network World, DDoS attackers seem to have switched their attention from banks to gaming hosts, ISPs and even enterprises. At Infoblox our customers have been telling us the same thing, as DDoS attacks have intensified among our ISP customers. Initially everything was lumped together under the ‘DDoS’ heading. Then they became known as ‘NXDomain’ attacks, but as we sifted through the PCAP files of the actual attacks across different customers in different regions, a number of unique patterns emerged.

ISPs are especially sensitive about DDoS attacks. Not only are these attacks extremely disruptive to the business – they consume time and effort to understand and mitigate – but they can also affect the ISP’s brand reputation if attacks continue and degrade the user experience. Like every service provider they want to avoid costly customer churn. And DNS is critical to the customer experience – if DNS is slow, the customer will undoubtedly notice.Let’s take a look at six new attack types and how each one works:

1. Basic NXDomain AttackThe attacker sends a flood of queries to a DNS server to resolve a non-existent domain (NXDomain). The recursive server tries to locate this non-existent domain by carrying out multiple domain name queries but does not find it. In the process, its cache is filled up with NXDomain results.

What is the impact? When the DNS caching server’s cache is full, users experience slower DNS server response time for legitimate DNS requests. The DNS server also spends valuable resources as it keeps trying to repeat the recursive query to get a resolution result.

2. Random Sub-domain attacks on Legitimate DomainsThe attacker tries to exhaust the number of outstanding concurrent DNS queries by flooding the DNS server with requests for

Renuka Nadkarni,

Director, Product

Management

- Security at

Infoblox discusses

how DDoS attacks

are disruptive

to Businesses

and how the

latest spate of

DDoS attacks

is targeting

DNS as a key

vulnerability

What’s in a Name?

Renuka NadkarniDirector, Infoblox

multiple non-existent domains - that he creates using randomly generated domain strings. For example: xy4433.yahoo.com aj323bc.yahoo.com etc.What is the impact?The responses never come back from these non-existing domains and the DNS server, as before, spends compute resources waiting for the responses. The attacker thinks he is attacking the domain usda.gov but he is in fact impacting the infrastructure of his ISP – so the impact is doubled:1) The recursive DNS server has an upper limit on the number of outstanding DNS queries. The flood of randomly generated queries rapidly exhausts this limit.2) The authoritative DNS server of the target domain is subjected to a denial of

service attack3. Phantom Domain AttacksIn these attacks, the DNS resolver is forced to resolve multiple domains that are “Phantom” domains that have been setup as part of the attack. These domains do not send responses, causing the server to consume resources while waiting for responses, eventually leading to degraded performance or failure.

What is the impact?The DNS resolver waits for responses - that never arrive - from these phantom domains. This consumes resources leading to degraded performance or failure.

4. Lock-Up Domain AttacksResolvers and domains are setup

December 2014 | 31

by attackers to establish TCP-based connections with DNS resolvers that request a response. These domains don’t send the correct response expected by the DNS resolver but instead keep them engaged with random packets. They are also deliberately slow in responding to requests from the DNS resolvers and keep the DNS resolvers “tied-up” or “hanging”. Advanced attacks also involve adaptive techniques to keep the DNS resolver “coming back” to check for responses. These domains might send a SERVFAIL at the end.

What is the impact?The DNS resolver establishing these connections with the misbehaving domains exhausts its resources.

5. CPE-driven DDoS attacks in the ISP networkThere are open DNS recursors or DNS proxies on customer premise equipment (CPE) devices. A significant proportion of the open DNS recursors utilized for DNS reflection or amplification attacks are CPE devices. Some devices ship with a local,

caching-only DNS server or DNS proxies open to the world. Users enable port-forwarding to open DNS recursors on their home networks.

What is the impact?Exhaustion of ISP DNS resources or slow servers.

6. DDoS attacks using Malware-infected CPE devicesAkamai's Prolexic Security Engineering and Research Team (PLXsert) is tracking the spread of Spike, a new malware toolkit that poses a threat to embedded devices, as well as Linux and Windows systems.From the advisory:Binary payloads from this toolkit are dropped and executed after the successful compromise of targeted devices, which may include PCs, servers, routers, Internet of Things (IoT) devices (i.e., smart thermostat systems and washer/dryers) and home-based customer premise equipment (CPE) routing devices.

The toolkit has multiple DDoS payloads,

including SYN flood, UDP flood, DNS query flood, and GET floods.

What is the impact?The malware-infected CPE devices effectively form a new botnet, enabling the botnet controller to generate DDoS traffic on demand against selected targets.

ConclusionWhile no single mitigation approach is bullet proof – and the vendor community is working hard to help customers as much as possible - it is clear that the latest spate of DDoS attacks is targeting DNS as a key vulnerability. DNS-based attacks can be either the heavy flood variety such as DNS reflection and amplification attacks, which typically grab the headlines, or they can be low-volume stealth attacks that evade traditional flood detection defenses. We are working with our ISP customers and their enterprise customers to help them protect their DNS infrastructure and discuss the best ways to address these new DNS-centric DDoS attacks. We will continue to share what we learn in future blog postings.

32 | December 2014

eyetech

VM5404HHDMIMatrix Switch

3CXPhone System

Overview:The VM5404H 4 x 4 HDMI Matrix Switch from ATEN is a distinct HDMI solution that offers an easy and affordable way to route any of 4 HDMI video sources to any of 4 HDMI displays, with a quick view of all port connections via the front panel LCD.

The VM5404H includes seamless switching that employs a FPGA matrix architecture that ensures continuous video streams, real-time control and stable signal transmissions. With a built in high-performance scaler, the VM5404H easily converts various input resolutions into various output display resolutions, giving viewers the best video and picture quality across all displays. The switch integrates video wall functionality with an easy to use web

GUI that lets you create 8 connection profiles that can be customized into different video wall layouts.

The VM5404H is an ideal solution for applications that require multiple HDMI displays with multiple HDMI sources to be conveniently setup in multiple locations, such as for stage presentations, competitions, control centers, and installations that require real-time reports.

Key features:• Connects any of 4 HDMI sources to any of 4 HDMI displays• Long Distance Transmission – supports up to 15 m (24 AWG)• HDMI (3D, Deep color); HDCP 1.4 compatible• Video Wall – provides up to 8 connection profiles that you can customize into layouts using the web GUI• Features a built in high-performance scaler for the best image quality• Easily switch between mulitple sources and multiple displays• Seamless Switch – provides continuous video streams, real-time switching and stable signal transmissions• Built-in EDID wizard – provides an easy way to customized EDID settings

Overview:3CX is the developer of the award-winning 3CX Phone System, a software-based IP PBX for Windows. 3CX Phone System provides a feature-rich Unified Communications solution, including fully integrated web conferencing with 3CX WebMeeting. Features include: presence information, instant messaging and CRM integration, as well as softphones for Android, iPhone and iOS included as standard. Designed with the IT administrator in mind, 3CX Phone System is easy to install and manage and can cut a businesses’ call costs by up to 70%. In addition, as an open standard solution businesses can choose from a variety of popular IP phones, VoIP providers and gateways to create their ideal phone system at a cost-effective price.

Key Features:• 3CX WebMeetingutilisesWebRTC technology to enable video and voice communications to take place through the internet browser without the need to download any additional software or plug-ins.• 3CX Phone System 12.5 will offer WebRTC-enabled click-to-call, offering customers the ability to call a business for free through the internet browser. • 3CX offers a number of add-on modules allowing businesses to create a phone system tailored to their needs. With 3CX Phone System Pro businesses can benefit from CRM integration and advanced call centre features. For those in the hospitality industry, the 3CX Hotel Module can be used to transform 3CX Phone System into a hospitality PBX. • As a software-based solution, 3CX Phone System can be easily integrated into a business's existing IT infrastructure and can be virtualised with Hyper-V or Vmware.

December 2014 | 33

Overview:Allied Telesis, a global provider of secure IP/Ethernet switching solutions and an industry leader in the deployment of IP Triple Play networks, announced the release of the IE200 Series of Industrial Ethernet switches. Available in both Fast Ethernet and Gigabit versions, the IE200 Series is ideal for applications in challenging environmental conditions such as elevator engine rooms and external or harsh environments. The IE200 Series meets the high reliability requirements demanded by industrial applications such as IP video surveillance, Intelligent Transport Systems, and building management integration for both indoor and outdoor use. The Allied Telesis IE200 Series has been developed to support a broad range of critical infrastructure applications and environments.

Key features:• The IE200 Series is available in 6- or 12-port models, with or without PoE+ support, and includes a broad range of features and functionality. Both models are DIN Rail mounted, resulting in reduced space, mounting complexity, and cost compared to a standard rack.• As many new applications today are IPv6 ready, and with the number of connected devices expected to boom, the IE200 Series will feature native IPv6 support, in a future release of firmware, to ensure support for the largest number of devices across a broad range of applications.• Along with support for more traditional features such as port-based VLANs, IEEE 802.1p QoS, 802.1x port security, link \aggregation, and port mirroring, the IE200 Series also supports innovative features such as Ethernet Protection Switched Ring (EPSRing) and Allied Telesis Management Framework (AMF). • EPSRing provides greater ring resilience in comparison to traditional technologies, ensuring network functionality is restored in the event of failure with negligible impact on users or applications. • AMF assists network managers by providing a technology that reduces their daily workload by automating many common management tasks such as replacing failed units, modifying configurations, upgrading firmware, or extending the network.

SmartNode VoIP Solutions

Overview: Scaling from 2 to 2048 voice calls, SmartNode VoIP gateways, routers, IADs, Session Border Controllers (SBCs) and SmartMedia SS7 gateways integrate

IE200 Industrial Ethernet switches

seamlessly with existing POTS and ISDN telephony systems. Proven interoperability with just about every softswitch and makes it easy for carriers and enterprises to deploy future-proof VoIP services quickly and profitably today. Tens of thousands of SmartNode products are up and running in enterprise networks and carrier deployments worldwide, including one of Europe’s first-line VoIP services.

Featuring Patton’s Gold-Standard Free Support, touch-less auto-provisioning, high reliability, and proven interoperability with all the major-brand softswitches and IP-PBXs, SmartNode offers every industry-standard interface, including T1/E1, PRI/BRI STM-1/OC3, DS3, FXS/FXO, V.35/X.21, Ethernet, G.SHDSL, ADSL2+, and more. Patton’s advanced DownStreamQoS™ technology delivers clear, toll-quality voice on every call.

Key Feature: • Complete portfolio of VoIP gateways, VoIP routers, VoIP IADs, Session Border Controllers (SBCs) and SmartMedia SS7 TDM+VoIP gateways• Products scale from 2 to 2048 VoIP or Fax calls• Industry-renowned SmartNode set-it-forget-it reliability• Patton’s auto-provisioning solution for carrier- providers• SmartNode Unified Communication Agent provides any-to-any multi-path switching for simultaneous SIP, H.323, ISDN, and POTS calls with routing and conversion between TDM/PSTN and IP/Ethernet networks• Proven interoperability with all the major-brand softswitches and IP-PBXs

3CXPhone System

34 | December 2014

Driven by Dubai Smart City, Dubai’s public and

private sectors can achieve a potential AED 17.9 billion (USD 4.87 billion) in value by 2019, according to a new Cisco study authored by Cisco Consulting Services released at the Dubai Smart City Forum.

The Forum which focused on the Internet of Things opportunity for Dubai, was hosted by the Mohammed Bin Rashid School of Government and included a panel of experts speakers . The Cisco executive speakers, outlined how new levels of automation and connectivity are fuelling the next Internet of Things era which Cisco defines as the Internet of Everything (IoE). The IoE is the networked connection of people, process, data and things that generates value as “everything” joins the network. Several technology transitions – including the Internet of Things, increased mobility, cloud computing, and the growing importance of big data and analytics, among others – are combining to enable IoE.

IoE will create value by

Stats & Trends

Billions (AED) of Value for Dubai from "Internet of Everything" by 2019

lowering costs, improving employee productivity, generating new revenue, and enhancing citizen benefits. In the private sector additional benefits include improvements in innovation, supply chain and asset utilization. IoE’s value potential is likely to strongly appeal to Dubai’s smart city ambitions, which span six key pillars (life, society, mobility, economy, government, and environment), and more than 100 initiatives focusing on transport, communications, infrastructure, electricity, economic services, and urban planning.

Among 17 public sector use cases examined for Dubai, the top three seeing the most value are mobile collaboration (USD 259 million / AED 950 million), public transport (USD 157 million / AED 575 million), and smart transmission grid (USD 148 million / AED 544 million).

Global IoE Value at Stake City operations are an important part of the IoE future and are expected to could contribute the following values

Banking and securities companies in the Middle East and North

Africa are on pace to spend approximately $13.1 billion USD on IT products and services in 2014, an increase of 2.4 percent over 2013 revenue of nearly $12.8 billion USD, according to Gartner, Inc. This forecast includes spending by banking organizations on internal IT services

Software spending for the MENA Banking and Securities Firms to Grow

(including personnel), IT services, software, data center technologies, devices and telecom services.

Telecom services will be the largest segment in overall IT spending in the banking and securities market at $5.7 billion USD in 2014. This segment is forecast to increase 0.8 percent compared to 2013.

Software and IT services are the

fastest growing segments with 9.7 and 8.4 percent increases in 2014, largely due to the expansion strategies of banks across the region and to modernization and replacement projects of the back-office that require much consulting and system integration. Outsourcing is also picking up, as it’s one of the fastest growing segments within IT services.

over the next 10 years. Part of this value can be achieved through the following city operations use cases:• Smart buildings (USD 100 billion) can lower operating costs from reduced energy consumption through the integration of HVAC and other systems. • Gas monitoring (USD 69 billion) can reduce meter-reading costs and increase the accuracy of readings for citizens and municipal utility agencies.

• Smart parking (USD 41 billion) can provide real-time visibility across a city, enabling improved planning and demand-based pricing.• Water management (USD 39 billion) can connect the household water meter to an IP network for real-time insight on any device.• Road pricing (USD 18 billion) can implement automatic payments for vehicles entering busy zones of cities, improving traffic conditions and raising revenues.

“The perfect opportunity to connect with CIOs, CTOs, CSOs”

Sanjeev Walia,Director, Spire Solutions

The Middle East’s EssentialI.T. Security Knowledge Platform

3 DAYS To ChallengeYour Security Strategy

26-28 APRIL 2015

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