Reseller Middle East February 2014

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Transcript of Reseller Middle East February 2014

  • The year of mobile compuTing parTner Training programmes

    PUBLICATION LICENSED BY IMPZ

    BEHIND THE SCENESa sneak peek into logicoms Business plans under its new gm

    ISSUE 206 // fEbrUary 2014WWW.rESELLErME.COM

  • efit of

    ccel

    *For details on claim substantiations, visit hp.com/go/storage/3PAR

    Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. The only warranties for HP products and services are set forth in the express warrantystatements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty. HP shall not be liable for technical or editorial errors or omissions contained herein.

    Intel, the Intel logo, Xeon, and Xeon Inside are trademarks or registered trademarks of Intel Corporation in the U.S. and/or other countries.

    Twice the VM density. Half the virtualization licenses.*Eliminate bottlenecks to virtualization. Plus, futureproof your data center with the

    architecture of HP 3PAR StoreServ Storage.

    Legacy storage performance limits VM density. With hardware-enabled performance a eration, HP 3PAR StoreServ Storage is the gold standard for Tier 1 storage in virtual and cloud data centers, spanning from the midrange to the largest hosting providers. Supporting both block and le access, it delivers up to 2.4X the performance* of similarly categorized systems. In addition, you get the added cost savings ben reduced virtualization license requirements. All of which helps deliver ROI to the power of threegiving you a greater return on information, infrastructure, and individuals.

    The power of HP Converged Infrastructure is here.

    For more information, contact Intertec Systems LLC

    HP 3PAR StoreServ Storage,powered by Intel Xeon processors

    Established since 1991 1000+ customers from Banking, Government and Corporate sectors 20+ alliances with highest partner accreditations Presence across GCC & Indian subcontinent ISO 9001:2008 certified

    Email: [email protected]: www.intertecsys.com

    +971 4 4479444Phone:

    Intertec Systems LLC

    flash-advantaged

  • cover feature

    CONTENTSISSUE 206 // fEBrUArY 2014

    HigHligHts 6 News We help you catch up on all the major

    news and announcements in the regional channel community.

    opinion

    22 Analysing smart city tech Condo Protegos Andrew Calthorpe

    says long-lasting IT plans are needed.

    feature 30 Mobile computing comes of

    age

    How to best leverage opportunities present in mobile computing.

    36 In the right direction How the channel goes about

    implementing partner training programme.

    interview

    42 Revolutionising networks Mark Floyd from Cyan discusses how

    strategic the Middle East market is.

    44 Enabling with technology Hicham Abdessamad from HDS on

    the companys global strategy.

    partner watcH

    46 Close-up Rauf Chougle, Group GM, SNB Middle

    East, discussess the opportunties in the surveillance security market.

    vendor focus

    48 Region stakeout Hidenori Taguchi from Sony

    Professional shares insights into the security camera business.

    50 Surging ahead Ayman Aly, Marketing Manager,

    Canon, on prospects in the large-format printing space in the region.

    Acer Aspire S7 Ultrabook

    52

    Behind the Scenes26 Reseller ME speaks to Sajith Raj, GM, Logicom Distribution, to get a better insight into the man who

    has been with the company for the last 15 years and to understand what motivates him to keep going forward.

    57

    Hot products

    Sony Xperia C 54

    Seagate Back-up Plus Fast

    56Canon mobile-ready MFPs

    efit of

    ccel

    *For details on claim substantiations, visit hp.com/go/storage/3PAR

    Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. The only warranties for HP products and services are set forth in the express warrantystatements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty. HP shall not be liable for technical or editorial errors or omissions contained herein.

    Intel, the Intel logo, Xeon, and Xeon Inside are trademarks or registered trademarks of Intel Corporation in the U.S. and/or other countries.

    Twice the VM density. Half the virtualization licenses.*Eliminate bottlenecks to virtualization. Plus, futureproof your data center with the

    architecture of HP 3PAR StoreServ Storage.

    Legacy storage performance limits VM density. With hardware-enabled performance a eration, HP 3PAR StoreServ Storage is the gold standard for Tier 1 storage in virtual and cloud data centers, spanning from the midrange to the largest hosting providers. Supporting both block and le access, it delivers up to 2.4X the performance* of similarly categorized systems. In addition, you get the added cost savings ben reduced virtualization license requirements. All of which helps deliver ROI to the power of threegiving you a greater return on information, infrastructure, and individuals.

    The power of HP Converged Infrastructure is here.

    For more information, contact Intertec Systems LLC

    HP 3PAR StoreServ Storage,powered by Intel Xeon processors

    Established since 1991 1000+ customers from Banking, Government and Corporate sectors 20+ alliances with highest partner accreditations Presence across GCC & Indian subcontinent ISO 9001:2008 certified

    Email: [email protected]: www.intertecsys.com

    +971 4 4479444Phone:

    Intertec Systems LLC

    flash-advantaged

    Reseller Middle Eastfebruary 2014 3

  • SecureCitySecureCity0420129AM - 4PMMarch0420129AM - 4PMMarch0420129AM - 4PMMarch

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    Office # 2204, Shatha Towers, Dubai Internet City, P.O Box: 500804, Dubai, UAE Tel: +971 4 4330560 Fax: +971 4 4537281 Email: [email protected] . .. .W W W . N A N J G E L . C O M

    For More Information

    Presentations Demos WorkShopsBy the Experts from IBM

    0420129AM - 4PMMarchEtihad Towers, Abu DhabiUnited Arab Emirates

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    SecureCitySecureCity0420129AM - 4PMMarch0420129AM - 4PMMarch0420129AM - 4PMMarch

    Security EXPO

    ..

    Office # 2204, Shatha Towers, Dubai Internet City, P.O Box: 500804, Dubai, UAE Tel: +971 4 4330560 Fax: +971 4 4537281 Email: [email protected] . .. .W W W . N A N J G E L . C O M

    For More Information

    Presentations Demos WorkShopsBy the Experts from IBM

    0420129AM - 4PMMarchEtihad Towers, Abu DhabiUnited Arab Emirates

    Presen

    ts

  • Change with the times

    E-mail:[email protected]

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    ResellerME

    Twitter:@ResellerME

    Talk to us:

    The research and advisory firm Gartner says technology and sourcing relationship will change over the next two to three years. In fact, the latest study from Gartner says 70 percent of CIOs plan to change their relationships and many are looking to partner with small companies and start-ups. What does this mean for the channel? Historically, the channel has been inclined to align with bigger brands while in reality its the smaller vendors who contribute to their bottom lines. If the latest trends in enterprise IT are anything to go by, the share of big box vendors is shrinking and at the same time, there are many innovative, smaller vendors emerging on the horizon.

    Despite all the rosy predictions, IT budgets are likely to remain flat this year. Having said that, many companies are starting to renovate their core infrastructures to meet the need for speed. We are going to see significant investments in data centres, networking, collaboration suites, advanced analytics, and hybrid clouds. For CIOs, the challenge is to exploit the new technology options within the budget constraints and, naturally, they are going to re-evaluate their existing relationships based on better pricing, service quality, etc. This is indeed a golden opportunity for channel players to rethink their alliances and portfolio. The benefits of forging relationships with emerging vendors are manifold. First, most of these vendors, by the virtue of being new, are looking for channel alliances. They may not have fancy channel programmes like many of the big boys do, but they do offer profitable and sustainable relationships. Another one is the minimised channel conflict. In most of the markets, top-line vendors have multiple partners vying for the same pie, with an adverse impact on their profit margins. In the March issue of Reseller Middle East, we are going to feature some of the new vendors who are looking to build business relationships in the Middle East. So please do keep an eye out.

    Now, the most important question is whether we will see a big shift in the strategic direction of the channel in the region. With the advent of cloud services, we think there will be a tectonic shift in the channel landscape. Until now, partners relied on one-time sales with very negligible revenues from support and services. That business model is slowly shifting to a recurring revenue model, built around cloud services. Globally, this trend has already started to manifest itself, as most of the top channel partners have hedged their bets between one-time and recurring revenue sales. The Middle East wouldnt be far behind.

    Jeevan ThankappanGroup Editor

    EdiTorial

    Reseller Middle Eastfebruary 2014 5

    ChairmanDominic De Sousa

    CEONadeem Hood

    COOGeorgina OHara

    EdiTOrial

    Group EditorJeevan Thankapp