Reseller Middle East January 2015
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ISSUE 217 | janUary 2015
PUBLICATION LICENSED BY IMPZWWW.RESELLERME.COM
Whats in store for the regional channel?
ISSUE 217 // jANUArY 2015
We help you catch up on
all the major news and announcements in the regional channel community.
18 Channeling change
EMCs Havier Haddad outlines channel trends that will dominate in 2015.
19 Sky is the limit Mario Georgiou of Juniper
Networks explains the transforming role of channel in a cloud-enabled environment.
25 Applauding excellence
An in-depth look at the esteemed winners of Reseller Middle Easts Hot 50 Awards
50 Clued in
Reseller ME speaks to industry leaders to understand how partners can leverage market trends to sell storage solutions successfully.
54 Taste of success
A recap of Mindwares Synergy Partner Summit and Awards held last month.
Sony NWZ-W273 headsets
Huawei launches Honor 6 Plus smartphone
Dell announces new SonicPoint AC series
65Allied Telesis presents IE200 Series
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Someone once famously said that its tough to make predictions, especially about the future. Yet, in the channel business, its very important to correctly guess what is going to come because it can give you an edge over competition and not gauging the trends will have you scrambling to catch up. Though 2014 didnt pan out to be great as predicted by many for the channel, the general mood in the industry is one of optimism. If I have to stick my neck out and pick some of the trends that will shape the regional landscape this year, security would be on the top of the list.
So far, thanks to a false sense of security, the focus of most companies in the Middle East has been on keeping the bad guys out with firewalls and Intrusion Prevention Systems. However, with the alarming number of breaches we have witnessed in the past year with the advent of sophisticated malware and advanced threats, the focus is shifting towards more integrated approach to security. The channel can expect to see a double-digit increase in security budgets among almost all industry sectors to keep pace with vulnerabilities related to both physical and digital environments. Many enterprises that lack the skills and resources to deploy some of the advanced security technologies are going to turn towards partners for help with integration and management.
Security is not the only area where channel partners can increase their business opportunities. Mobility is a growing trend in the region with most companies adopting mobile applications to streamline business processes and to mobilise their workforce. The BYOD trend has clearly boosted spending on devices and wireless infrastructure. This, in turn, has created a lucrative market opportunity for channel partners who can play a key role in advising their customers on best product combination and provide consulting on mobility strategies.
The channel will also need to get a grip on Big Data and analytics solutions. Within a short span of time, Big Data technologies have moved from the realm of hype to emerge as one of the biggest disruptive technologies in the digital age. Businesses around the region, especially in the services sector, are looking to unlock value from the vast amounts of data they have amassed and glean insights from it to enhance customer experience and relationships. Channel players, with their unique customer knowledge, can create solutions to suit their needs and profit in the process.
In this edition, we have lined up some of the prominent industry players to give their take on what is going to be hot and not in 2015, which we hope will serve as a ready reckoner for partners as they brace for the new year. What are you going to do differently or change in 2015? We will be watching with great interest.
Jeevan ThankappanGroup Editor
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Fortinet has announced that it has bolstered its long-standing relationship with Exclusive Networks Group by extending the partnership into new countries in international market as well as providing improved global project deployment and support services.
The has strengthened its partnership with Exclusive Networks in both the EMEA and APAC regions by opening up existing markets in certain countries and extending distribution through Exclusives acquisition of Secureway, based in the Middle East.
This extended partnership further underlines our long-standing and committed relationship with Exclusive, which, over time, has strongly contributed to Fortinets growth in EMEA, said Patrice Perche, Senior Vice President, International Sales and Support, Fortinet. Looking forward, I believe Exclusive Networks Groups recent investments in geographic expansion and global services
SNB IT Distribution will highlight its security and surveillance portfolio at regional security-focused exhibition Intersec 2015.
The distributor plans to highlight new vendor partnerships to boost its solutions portfolio to attract a broader range of customers.
SNB will utilise its presence at the show to announce partnership with a new vendor, Pelco (by Schneider Electric)
Global Distribution has announced that is has signed a distribution agreement with MOBOTIX AG, a European provider of high-resolution digital, network-based video security systems.
The agreement marks Globals entry into the emerging physical security market.
The MOBOTIX decentralised concept is the first to make the recording of high resolution video streams practical and cost efficient, said Phillip Antoniou, Business Development Manager, Middle East & Africa, MOBOTIX AG. Embassies, airports, train stations, ports, gas stations, hotels, highways MOBOTIX video systems are in use worldwide today. We are pleased to have Global to support us in the region and expand our footprint, as Global has a great reputation in regional channel development and enablement.
Globals comprehensive enterprise product portfolio now allows us to address the fast emerging physical security market in the region, said Mario M. Veljovic, VP Solutions, MENA, Global Distribution. Thats another step in our efforts to ensure our partners are able to embrace solutions selling and target specific verticals and technologies.
GlobAl SIGNS MoboTIXAG DEAl
Fortinet extendsExclusive partnership
SNb IT Distributionto feature at Intersec
capabilities will further enhance the business value of our enterprise resellers and better serve the security needs of our customers worldwide.
We value our partnership with Fortinet and believe there is so much more that we can achieve together as we expand beyond our 13 traditional geographic territories and deliver new service capabilities to improve support for global customers, said Olivier Breittmayer, CEO, Exclusive Networks Group.
for its cameras. The new partnership will enhance SNB IT Distributions surveillance portfolio, and will help the distributor cater to wider customer demand for a one-stop-shop solution provider. In addition, SNB will showcase its existing vendor offerings such as surveillance cameras from Mobotix, storage solutions from Infotrend, video management software (VMS) from AxxonSoft, uninterrupted power supply (UPS) from Infosec, and active networking products from Allied Telesis.
The market for surveillance has bee