Contents 1. SLA – Senior Level Advisory – XMA
2. Key Announcement implications – 2017 Global Threat Intelligence Rept
3. In Depth Focus – Securing the Digital Enterprise
4. Financial Round up – Brocade, Ciena, Cisco, DLink,
Extreme and Netgear
THE CHANNEL has been designed specifically for senior-level channel executives. It provides guidance and highly-strategic advice on the channels and what senior channel executives should be aware of. It will guide management teams on the impact of competitor announcements, insights into the market,
brief focus on services sub-segments, value stack, vertical focus and key director messages.
THE CHANNEL | Channel Issues and Advice |
June 2017
1 SLA – Senior Level Advisory
Key Executive
Lee Hermani CEO
Andy Wright, Commercial Dierctor
XMA
Established in 1982, XMA are a leading IT supplier, employing over 500
staff from purpose built locations across the country. In December 2007 XMA was acquired by the Westcoast Group of companies (Westcoast, Clarity Computer Distribution (trading as Westcoast Ireland) and XMA).
XMA operates from purpose-built headquarters and distribution centre in Nottingham, comprising around 30,000 square feet with 1,200+ pallet location and 6,500 pick locations. It also has a warehouse facility in Milton
Keynes which covers 105,000 square feet with 5000 product lines.
Financials
XMA in Business
Other XMA markets are Education, Public Sector and Scotland from offices in:
London Nottingham Halifax
Glasgow Reading Cwmbran
£164.4 M
£222.4 M
£305.8 M
£385.5 M
£3.4 M£4.2 M
£6.2 M
£6.2 M
£0.00 M
£10.00 M
£20.00 M
2013 2014 2015 2016
£0.0 M
£100.0 M
£200.0 M
£300.0 M
£400.0 M
£500.0 M
Revenue and Operating Profit
Other Partners
Key Partners
Accreditations
XMA describe themselves as a compliant route to purchase, with presence
on local and national frameworks for hardware, software, supplies and services. Our accreditations with BSI - ISO 9001, 14001, 20000-1 and 27001 - are a hallmark of excellence and demonstrate its focus on meeting quality, environmental, service and information security
management standards.
Data centre Business
XMA represents many data
centre vendors such as HPE, Atlantic, Cisco, DELL EMC, HPE, SuperMicro and Nutanix.
Acquisitions
Viglen was formed in 1975 by
Vigen Boyadjian and was acquired by Alan Sugar (later Lord Sugar)'s company Amstrad in 1994 although Sugar stood
down four years before XMA acquired them in January 2014.The acquisition allowed
XMA to consolidate its position in Education with desktop, server and storage assembly.
XMA acquired Halifax-based print consumables firm QC Supplies later in 2014.
Analysis
XMA have embraced virtualisation and hyper-convergence but it is lacking any cloud offer. As UK Cloud has shown, cloud solutions in Public Sector are key. XMA needs to adopt cloud and transition from “product selling” to
an annuity model. NEXT > 2) Key Announcement Implications
2 Key Announcement Implications
Executive Summary
For leadership, it has
defined three overarching principles to adopt:
1. Security is a business problem. Security strategy and practice are needed
so your organization can conduct business while safeguarding its
sensitive information and ensuring its services are available whenever needed.
Security is not performed just for the sake of ”doing security things,” but
rather to support the needs of the business. Security should be
considered a basic business requirement. 2. Security is much more than
technology. Security is technology, processes, and people
working together. Throwing more technology at a security problem
without taking processes and people into consideration
2017 Global Threat Intelligence Report
This report contains recommendations for management, technical staff, and users. It also presents interesting findings from NTT Security analysis
of real-world security event data from the past year. These findings will assist you to in understanding just how pervasive certain types of attacks are so you see how they affect all organizations, including yours. Our hope is this report will enable you to improve your
own daily security practices, and perhaps the practices of others as well.
Global Findings
Phishing attacks were responsible for as much as 73 per cent of malware
being delivered to organizations. Nearly 30 per cent of attacks detected worldwide targeted end-user technology like Adobe products, Java and Microsoft Internet Explorer.
The three technologies found on end-user computers which were targeted most throughout the year were Adobe Flash Player, Microsoft Internet
Explorer, and Microsoft Silverlight.
Only 13 percent of exploit kit activity detected throughout the year occurred during the third quarter of 2016, showing a steady decline in exploit kit activity throughout the year.
77 per cent of all detected ransomware was in four industries – business and professional services (28 per cent), government (19 per cent), health
care (15 per cent), and retail (15 per cent).
The finance industry was the only industry to appear in the “top three most attacked industries” in all six geographic regions analyzed. The next most commonly attacked industry was manufacturing, appearing in the “top three” in five of the six regions. No other industry appeared in the
top three more than twice.
25 passwords accounted for nearly 33 per cent of all authentication attempts against NTT Security Honeypots. Over 76 per cent of authentication attempts included a password known to be implemented in the Mirai IoT botnet.
Globally, distributed denial of service (DDoS) attacks accounted for less
than 6 percent of all attacks, but DDoS attacks accounted for over 16 percent of all attacks from Asia, and 23 perc ent of all attacks from Australia.
EMEA Findings
may do more harm than good. Also, with threats changing and evolving
so quickly,
most organizations can’t possibly add
new security technologies at a pace which can keep up with evolving threats.
This means organizations must often rely on people and processes to
compensate for the use of older security technologies
3. Security practices need to be more helpful to users. Attackers are
targeting users more than ever, but it’s unrealistic to think
exposing users to a few hours of security awareness training, conducted at best
once a year, will be effective at stopping attacks. Users need help from
technologies which prevent attacks from reaching them. Users
also need security support which helps users differentiate the
malicious from the benign. Users must be empowered to do
their jobs while protecting sensitive data. Leaving it all in users’ hands is unfair
and unrealistic.
Phishing and Ransomware
Figures:- Above: Phishing and Ransomware by Industry. Below; Phishing Volumes
.
NEXT > 3) In Depth Focus
3 In Depth Focus
BT and KPMG developed this paper
based on their experience with organisations they work with. It is a practical guide to those organisations
that are on their journey to use security as a business enabler as well as a useful checklist for those who are already on their journey
Brian T Geffert, Global Chief Information
Security Officer, KPMG
Mark Hughes, President,
BT Security
Securing the digital enterprise - BT and KPMG
Executive Summary
Cyber crime is big business, and it’s becoming more of a threat every day,
as more and more people and devices connect to the internet. The chances of a business or an individual becoming a victim have never been greater. Cyber security dominates the media. State-sponsored attacks. Multi-billion dollar organised crime. And the occasional over-enthusiastic
teenager.
In the first
whitepaper last year, BT and KPMG
focused on how cyber crime is changing,
who these ruthless criminal gangs and
individuals are, and how to fight back. This year, they’re taking a different approach. They look at the practical steps businesses go through on their journey
towards managing the risks. In July 2016, the UK’s National Crime Unit found cyber crime had
overtaken
‘traditional’ crime for the first
time, with over two million incidents of
computer misuse that year. There are
those who criticise cyber
security companies for scaremongering and exaggerating the threat to drum up business. But boards struggle to set the issue in a business context, and demystify a world of complexity. So, it’s time to look differently at cyber security. Move beyond the jargon and understand the
real risks of the digital world.
Don’t start with Technology
Questions to ask: • Have you got the balance right between people, process and technology?
• Are you clear what the business really needs to protect, and who has
decided that?
• Have you planned, prepared and exercised for potential attacks?
Large UK firms are
prepared to pay out more than £136,000 on average to cyber criminals who launch ransomware attacks, a WEF survey has revealed
The top three most important factors in cutting your security risks
Risk Quantification
Summary
The hard reality is that all firms face cyber attacks. Any business is a potential target. As you move from worrying to false confidence, you’ll get the people, processes and technology to protect yourself; but it’s often not
until you’re attacked that you truly understand what the risks of working in digital are like, let alone how to start thinking differently about security. From the board down, we must change how we see cyber security. The mindset and models will just keep us saying the same things. It’s not
sustainable. These myths will become traps, unless we make security another thing we always think about. Technology is changing. The threats are changing. We have to cut through the jargon, and think about our roles differently. If we want to understand the risks we need to communicate
better. The role of the CISO is shifting: from guard dog to guide dog. They’re moving into roles which mean they need to start thinking about how security affects bigger business decisions.
By starting to ask ourselves some hard questions, we can change our approach and help our businesses succeed.
NEXT > 4) Financial Roundup
4 Financial Roundup
Recently Released Financials
Brocade Q217 – Revenue of $552.8M was up 6 per cent Y on Y and down 5 per cent sequentially. Gross margin was 62 per cent
o OEM 55 (63) per cent o Channel 45 (37) per cent o International 50 (47) per cent o Services 18 (18) per cent o Data Storage 51 57) per cent o Ethernet 31 (27) per cent
Cisco Q317 – Revenue of $11.9B was down 1 per cent Y on Y but up 3 per cent sequentially. Gross margin was 64 per cent
o US & Canada 59 (60) per cent o EMEAR 25 (26) per cent o AsiaPac 16 (15) per cent
Ciena Q217 – Revenue of $707.0M was up 10 per cent Y on Y and up 34 per cent sequentially. Gross margin was up a point at 45 per cent
o North America 60 (62) per cent o EMEA 15 (15) per cent o Car and LATAM 5 (9) per cent o APAC 20 (14) per cent
o Packet Optical Transfer 71 (68) per cent o Packet Optical Switching 9 (11) per cent o CESD 1 (1) per cent o SW and Service 19 (20) per cent
DLink Q117 – Revenue of $147M was down 20 per cent Y on Y and down 19 per cent sequentially. Gross margin was 26 per cent
o EMEA 22 (21) per cent o North America 12 (15) per cent o AsiaPac 66 (64) per cent
Extreme Q317 – Revenue of $148.7M was up 19 per cent Y on Y but flat sequentially. Gross margin was up 5 points at 55 per cent
o EMEA 35 (35) per cent o Americas 55 (56) per cent o AsiaPac 10 (9) per cent
Netgear Q217 – Revenue of $330.7M was up 6 per cent Y on Y and 2 per cent sequentially. GM was 28 per cent. Segment breakdown:
o EMEA 17 (21) per cent o Service Provider 17 (27) per cent
For further information, please contact:
Keith Humphreys – Managing Consultant at euroLAN – [email protected]
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