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ISSUE 282 | DECEMBER 2020
www.tahawultech.com
TRANSFORMING
THE DIGITAL
WORKPLACE
ERDEM SOYAL, VICE PRESIDENT OF BARCO MIDDLE
EAST AND AFRICA, TELLS RME IN AN EXCLUSIVE
INTERVIEW, HOW THE COMPANY’S RANGE OF
TECHNOLOGY SOLUTIONS ARE ACCELERATING
DIGITAL TRANSFORMATION BY BRIDGING THE GAP
BETWEEN THE PHYSICAL AND THE REMOTE.
FEATURE: INTERVIEWS SPECIAL:
GITEX AVAYA TOP CHANNEL CHIEFS
2020 MITEL TOP MARKETING HEADS
SARIYA IT
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CONTENTS
STRATEGIC VAD PARTNER
ISSUE 283 // DECEMBER 2020
TRANSFORMING NEWSMAKERS
08 We bring you the most
THE DIGITAL important developments
in the regional channel
WORKPLACE industry.
Erdem Soyal, Vice-President of
Barco Middle East and Africa,
tells RME how the company’s FEATURE: THE FUTURE IS HERE
range of technology solutions are
accelerating digital transformation 20 GITEX 2020 is live and in-
by bridging the gap between the person this year and the
physical and the remote. excitement is palpable. We
train the spotlight on some
of the participants and
what they have in store for
visitors this year.
SPECIAL: TOP CHANNEL CHIEFS
INTERVIEWS
32 A close look at some of the
channel chiefs and their
16 Fadi Moubarak, Vice
success stories
President – Channels, SPECIAL: MARKETING HEADS
Avaya International, talks
about the Avaya Edge
partner program.
54 A close look at the
marketing heads and their
44 Sariya IT-: Amjad Al Omar,
vision for 2021
GM, Sariya IT, tells RME PRODUCTS: AOC
about the company’s latest
range of products and 67 Gaming display specialist
solutions AOC officially launches
the AGON Porsche Design
gaming monitor in the UAE.
28
FOUNDER, CPI MEDIA GROUP
EDITORIAL
Dominic De Sousa (1959-2015)
MOVING ON WITH HOPE…
Publishing Director
Natasha Pendleton
natasha.pendleton@cpimediagroup.com
2
EDITORIAL
Editor 020 is finally coming to an end, and what a year
Anita Joseph
its been! Sudden and unexpected, but certainly
anita.joseph@cpimediagroup.com
eye-opening. The pandemic may have turned our
Online Editor
lives the other way, but we continue to prove that
Adelle Geronimo the human spirit is stronger as we brainstorm our way out
adelle.geronimo@cpimediagroup.com of the crisis. As if to underscore this strength of spirit, we
have chosen to shrug off the feeling of gloom that had
enveloped the earlier months and are gearing up to hearld
DESIGN a brighter, better new year. Businesses are no different.
Senior Designer Cautious but brave, they are innovating and re-strategising
Analou Balbero
their operations, to stay afloat and grow.
analou.balbero@cpimediagroup.com
As a mark of this resilience, GITEX, the global tech
show that we all love, is back with a bang. Yes, live, and
ADVERTISING in-person. The excitement is palpable and we join in
Group Sales Director the cheer. So, we bring you a special feature where we
Kausar Syed spotlight some of the leading companies participating.
kausar.syed@cpimediagroup.com Anita Joseph They talk to us about what it means to meet and greet
Editor post the pandemic and give us a sneak-peek into the
Senior Sales Manager cutting-edge products and solutions they are showcasing
Sabita Miranda
at the event.
sabita.miranda@cpimediagroup.com
That’s not all. Being the end of the year, we decided
to bring you something a little extra: A roundup of the
DIGITAL SERVICES who’s-who of the channel and marketing world. These are
Web Developers faces that we know and recognise, whose efforts, along
Jefferson de Joya with that of their teams, have kept businesses going even
in extremely challenging circumstances. These leaders
webmaster@cpimediagroup.com confide in us about what kept them going during the
darkest hours and what they hope to achieve in 2021. In
DIGITAL
addition to all this, we have your favourite interviews, 5-in-
www.tahawultech.com
5 sections and the top highlights in the channel world.
Printed by
This is a power-packed, mega issue, one that will keep
Al Salam Printing Press, Sharjah you hooked.So, enjoy.
Happy Reading!
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all information in this magazine, they will not be held responsible for
@TahawulTech
any errors therein.
6
TOP STORIES
INGRAM MICRO EXPANDS JABRA COVERAGE ACROSS & Chief Executive of
I
Ingram Micro Cyber
DISTRIBUTOR MARKETS IN THE MIDDLE EAST Security – EMEA.
ngram Micro has announced that it Micro’s rapidly expanding Unified “We are very
has expanded its global relationship Communications and Collaboration happy to expand
with Jabra, a global brand with a (UCC) Business Unit. Ingram Micro our business
serious passion for sound, with the is a market leader in innovative UCC cooperation with
opening of trading across UAE, Saudi solutions, with an exceptional line card Ingram Micro in the
Arabia, Bahrain, Kuwait, Oman, Qatar, of both traditional and born-in-the- Middle East region.
Egypt, Lebanon, Jordan, and Pakistan. cloud vendors, a team of in-country Ali Baghdadi, After more than a
Jabra is part of the GN group, has been specialists spanning EMEA, and a broad Ingram Micro decade of successful
bringing sound to people’s lives for range of complimentary services. cooperation in Europe and enlarging
over 150 years. The company is well “We are delighted to start the our territory presence in North Africa
known for creating intelligent headsets distribution of Jabra across the Middle in April this year, we now have a
and communications tools that help East region. Jabra has unique sound unique opportunity to further develop
professionals work more productively; and video conferencing solutions that our business in the main Middle East
wireless headphones and earbuds complement both Ingram Micro’s line countries with a strong focus on UAE,
that let consumers enjoy better calls, card and company evolution to meet KSA, and Egypt. We have high ambitions
music, and media; and pioneering the increasing demand in our region. to take our award-winning headsets,
video conferencing solutions for more We are confident our cooperation like the Evolve2 series and Speakers like
inclusive meetings. will deliver advanced audio and Speak 750 into these new markets. And
Thoughtfully designed. Purposefully video technologies to customers, now, with the Jabra PanaCast camera,
engineered. Expertly built. The which supports and complements our the region is poised for strong growth
expansion of the relationship comprehensive Product portfolio,’’ for UCaaS customer requirements.”
throughout the Middle East is a said Dr. Ali Baghdadi, SVP & Chief said Edouard de Fonclare, Head of
testament to the expertise in Ingram Executive of Ingram Micro - META; SVP Distribution EMEA & CALA, Jabra.
tasks and get more out of existing
THREATQUOTIENT INTEGRATES WITH INFOBLOX security resources, both people and
T
FOR ENHANCED DNS AND IP ADDRESS VISIBILITY infrastructure. Integrating Infoblox
IP and DNS contexts with ThreatQ
hreatQuotient, a in Infoblox DNS and supports a variety of use cases, such as:
leading security importing Infoblox Threat • Allow joint customers to assess,
operations platform Intelligence Data Exchange categorize and manage security
innovator, has (TIDE) into ThreatQ, incidents
announced an integration organizations are equipped • Eliminate unnecessary, duplicate
with Infoblox, the leader to accelerate their and irrelevant indicators before
in Secure Cloud-managed responses to emerging they enter a network
Network Services. The threat vectors. • Enforce security by blocking DNS
combination of Infoblox “ThreatQuotient requests to malicious resources (IP
contextual data and the Haig Colter, provides defenders with Addresses and Domains)
ThreatQ threat intelligence ThreatQuotient the context, customization
platform enables organizations to and collaboration needed for “Security operations tasks such as
categorize, manage and respond to efficient threat operations and monitoring for lookalike domains
threats faster and more effectively. management. From discovery, are extremely time-consuming.
Infoblox DNS can put more than configuration and compliance, Teams leveraging Infoblox and
45 million threat indicators to Infoblox is helping to automate ThreatQ, such as TIP administrators,
work in real-time within BloxOne and simplify network and security will gain enhanced visibility into
Threat Defense, which provides processes,” says Haig Colter, Director potentially malicious IP addresses
advanced DNS security as SaaS- of Alliances at ThreatQuotient. and DNS threats,” says Dave Barry,
based services from the cloud or as “Together, our integration eases the Director of Business Development,
a hybrid on-premises/SaaS solution. consumption of threat intelligence Infoblox. “Our integration with
Infoblox security solutions provide from various internal and external ThreatQuotient offers customers
ubiquitous visibility, protect against sources to ensure that intelligence is the tools to further optimize their
advanced threats and help speed accurate, relevant and timely to an security posture from the ground
up incident response, keeping the organization’s business.” up and achieve next-level network
workforce secure wherever they may With ThreatQuotient, organisations security through deeper, more
be. By activating cyber intelligence can automate the majority of manual relevant context and automation.”
www.tahawultech.com // Reseller Middle East // DECEMBER 2020
7
TOP STORIES
AVEVA SIGNS ENTERPRISE BUSINESS SOLUTIONS AS facilities and food and beverage
H
manufacturers – deploying IIoT, big data
NEW MIDDLE EAST VALUE-ADDED RESELLER and AI to digitally transform industries.
as signed a strategic our partnership with EBS “AVEVA’s offering perfectly
value-added further demonstrates our complements our existing portfolio of
reseller partnership commitment to the region. technologies, enabling us to present
with Enterprise With deep market insights comprehensive solutions that can help
Business Solutions W.L.L. for and unparalleled technical customers achieve business outcomes.
the UAE, Kuwait, Qatar, expertise, EBS is an ideal Industrial organisations are increasingly
Bahrain and Oman markets. partner for AVEVA. Regional prioritising digital objectives and are
The agreement enables EBS, customers now have limitless seeking transformative solutions to help
a Kuwait-based professional opportunities to realise their them become a digital entity. We see a
services IT and consulting digital ambitions and derive huge potential for AVEVA’s engineering
company, to deliver AVEVA’s Dr. Tariq Aslam, AVEVA maximum returns from their and industrial software solutions with
flagship engineering portfolio investments. We are thrilled our Middle Eastern industrial customers
to its regional customers. EBS will to begin this journey with EBS and look and will double down our efforts to
build awareness for AVEVA solutions forward to adding greater value to our help our partners scale up with AVEVA.
and strengthen the company’s channel customers jointly.” We are excited to grow this partnership
network and presence across the Middle AVEVA provides innovative and take it to new levels,” said Edmond
East and North Africa (MENA). industrial software to transform Chammas, President & CEO, EBS.
“AVEVA is the first company in complex industries such as Oil & Gas, With a wide footprint across the
the engineering and industrial Construction, Engineering, Marine, Middle East market, EBS will promote
software market in the Middle East to and Utilities. The company’s integrated AVEVA offerings through its strong
comprehensively address the end-to- portfolio capability harnesses the channel network with dedicated
end digital transformation imperatives power of technologies such as Artificial channel events, extensive training
with an integrated portfolio of solutions Intelligence (AI), machine learning, sessions, incentivised programmes,
that deliver efficiency, unlock value and mixed reality, advanced simulation and value-added services and roadshows.
empower people across the lifecycle cloud computing. AVEVA’s software EBS will offer end-to-end support to
of capital assets and operational value solutions and platform enable the channel partners across verticals and
chains,” said Dr Tariq Aslam, Head design and management of complex focus on upskilling them on AVEVA’s
of MEA, AVEVA. “The Middle East industrial assets like power plants, pioneering engineering and industrial
is an important market for us and chemical plants, water treatment software solutions portfolio.
QUALYS EXTENDS PARTNERSHIP WITH ARMOR TO INCLUDE
Q
COMPLIANCE AND MONITORING OF PUBLIC CLOUDS
ualys, a pioneer and mandates (e.g. “The Qualys Cloud Platform
leading provider of NIST, FEDRAMP, is highly scalable and easily
cloud-based security and CIS). integrates with Armor’s security and
compliance solutions, has The Qualys compliance platform,” said Mark
announced that Armor, a global CloudView app Woodward, CEO of Armor. The
provider of cybersecurity software extends Qualys’ addition of Qualys CloudView allows
that protects workloads in relationship us to further accelerate compliance
public, hybrid and private cloud with Armor. outcomes and protect customers
environments, is integrating the Qualys Cloud from intentional and accidental risks
Qualys CloudView app, which Philippe Courtot, Agents are in their public clouds.”
includes Cloud Inventory and Cloud Qualys already “As a leading security provider,
Security Assessment, into Armor embedded and fully integrated Armor is a trusted advisor
Anywhere, an industry-leading with the Armor platform to deliver helping companies to secure their
cloud security platform. asset discovery and inventory, plus hybrid cloud environments,” said
Armor Anywhere with Cloud vulnerability assessment, including Philippe Courtot, chairman and
Security Posture Management configuration controls, threat CEO of Qualys. “This expanded
(CSPM) lets clients continuously prioritization and patch detection. partnership enables Armor to
inventory and assess the security This integration now provides further extend visibility into public
and compliance of their public cloud compliance and monitoring of cloud services to easily manage
services as per industry standard public cloud workloads to Armor continuous compliance and risk for
benchmarks and regulatory customers. their customers.”
www.tahawultech.com // Reseller Middle East // DECEMBER 2020
8
NEWSMAKERS
CISCO ACCELERATES SECURE CLOUD ADOPTION
C
WITH LAUNCH OF NEW WAN EDGE PLATFORM
isco has announced its new “With the proliferation of applications, 40G and 100G
Wide Area Networking (WAN) workloads and services becoming more Ethernet ports in a
edge platform to help customers distributed across the edge-cloud continuum, compact single rack
accelerate cloud adoption and organizations are facing new realities at the unit form factor. It is
deliver secure and automated connectivity WAN edge,” said Osama Al-Zoubi, Cisco CTO powered by Cisco’s
to applications across cloud, data center, for Middle East and Africa. third-generation Osama Al-Zoubi, Cisco
and edge. “In building secure multicloud access Quantum Flow Processor, a proprietary
A foundational piece of Cisco’s intent-based architectures, IT organizations need the Application Specific Integrated Circuit (ASIC)
networking portfolio, the Catalyst 8000 Edge agility to change course and scale quickly built to provide high performance, pervasive
family provides customers with an innovative along with the needs of business. security and rich network services.
and high-performance routing platform. The Cisco Catalyst 8000 Edge Platform • The Catalyst 8300 Series Edge Platform
Through built-in analytics, the new platform bridges the WAN edge and the cloud is made to handle edge connectivity at
delivers greater visibility into network or edge, providing secure, high-performance branch sites, offering modular access with
application problems and drives informed connectivity for distributed users to any cloud a diverse set of connectivity choices for
decisions to optimise user experiences. while delivering IT visibility and business customers to deliver services on-demand
As organisations accelerate their adoption agility.” to quickly adapt to changing business
of cloud and place more computing power at The new platform allows customers to requirements.
the edge to run a wider range of applications adopt cloud solutions at their own pace. It also provides customers with up
and improve performance, IT teams are faced For those looking to adopt a Secure Access to four times better SD-WAN service
with increased complexity, and less control Service Edge (SASE) architecture, Cisco SD- performance than the current Cisco
and visibility over the applications running on WAN converges cloud-managed SD-WAN and Integrated Services Routers (ISRs).
their networks. cloud-delivered security into one solution. • The Catalyst 8000V Edge Software
These challenges are restricting agility For customers requiring an on-premises delivers all the same capabilities in software.
and the ability to deliver secure, connected solution, full-stack SD-WAN security is It can be deployed in the cloud or virtualized
experiences. The new Cisco Catalyst supported. on a platform such as Cisco’s 5000 Series
8000 Edge Platform transforms the WAN • As a high-performance SD-WAN solution, Enterprise Network Compute System (ENCS).
edge, helping customers be more agile by the Catalyst 8500 Series Edge Platform is ideal Wireless mobility via cellular is becoming
delivering automated and secure connectivity for data center, colocation, and aggregation critical in modern WANs, and Cisco is
to applications across cloud, data center and sites, and features the industry’s highest enabling customers to easily migrate to an
edge. performing SD-WAN offering with integrated Advanced 4G LTE and 5G wireless WAN.
ESET RESEARCH DISCOVERS MODPIPE, BACKDOOR
TARGETING POS SOFTWARE USED BY RESTAURANTS, HOTELS
S
ET researchers have discovered credentials allow ModPipe’s operators access • GetMicInfo targets data related to the
ModPipe, a modular backdoor that to database contents, including various MICROS POS, including passwords tied to
gives its operators access to sensitive definitions and configuration, status tables two database usernames predefined by the
information stored in devices and information about POS transactions. manufacturer. This module can intercept
running ORACLE MICROS Restaurant “However, based on the documentation and decrypt these database passwords,
Enterprise Series (RES) 3700 POS (point- of RES 3700 POS, the attackers should not using a specifically designed algorithm.
of-sale) – a management software suite be able to access some of the most sensitive • ModScan 2.20 collects additional
used by hundreds of thousands of bars, information – such as credit card numbers information about the installed MICROS
restaurants, hotels and other hospitality and expiration dates – which is protected POS environment on the machines by
establishments worldwide. What makes the by encryption. The only customer data scanning selected IP addresses.
backdoor distinctive are its downloadable stored in the clear and thus available to • ProcList with main purpose is to collect
modules and their capabilities, as it contains the attackers should be cardholder names,” information about currently running
a custom algorithm designed to gather RES cautions ESET researcher Martin Smolár, processes on the machine.
3700 POS database passwords by decrypting who discovered ModPipe. “Probably the To keep the operators behind ModPipe
them from Windows registry values. This most intriguing parts of ModPipe are its at bay, potential victims are advised to use
shows that the backdoor’s authors have deep downloadable modules. We’ve been aware the latest version of the software, use it on
knowledge of the targeted software and of their existence since the end of 2019, devices that run updated operating system
opted for this sophisticated method instead of when we first found and analysed its basic and software and use reliable multilayered
collecting the data via a simpler yet “louder” components,” he added. security software that can detect ModPipe
approach, such as keylogging. Exfiltrated Downloadable modules: and similar threats.
www.tahawultech.com // Reseller Middle East // DECEMBER 2020
9
NEWSMAKERS
AUTODESK SIGNS BLUETECH AS
DISTRIBUTOR FOR AFRICAN MARKET
B
lueTech Holding Ltd., part of manufacturing sectors in Africa.
Midis Group and providing Technology adoption can play a critical
end-to-end technology role in driving this growth, and we are
advisory solutions for excited about working with BlueTech
business partners across the Levant, to bring these best-in-class solutions
Gulf and Africa, today signed an to Africa. As we aim to expand into
exclusive distribution agreement with new markets and new territories in
Autodesk for North, West and Central Africa, it is critical to have a strong
Africa. BlueTech will be responsible distribution framework that enhances
for developing, creating and enabling the operational efficiencies across the
the right partner ecosystem for supply chain and maximizes business
Autodesk that can design, promote, outcomes. The addition of BlueTech to Toni Azzi, General Manager at BlueTech Holding Ltd
sell, implement and deploy successful our existing VAD family is a significant
digital transformation solutions for end step in this direction,” explains Louay next-generation technology, a robust
customers. Dahmash, Director Field Sales for EMEA network of professionals and firms, and
Speaking about the agreement, Toni Emerging at Autodesk. powerful predictive analytics to help
Azzi, General Manager at BlueTech Over the last several decades, the business thrive across all phases of
Holding Ltd. comments, “Autodesk is Autodesk has driven innovation in every construction.
a global leader in design and make industry its software touches. Below • Generative Design for D&M and
software for architecture, engineering, are some of the areas that the company for AEC – Generative design is a form
construction, media and entertainment, is revolutionizing through its market of artificial intelligence that leverages
and manufacturing industries. We leading technology: the power of the cloud to create better
believe that there is huge potential for outcomes for products, buildings,
the company’s solutions in the African infrastructure, systems and experiences.
market as enterprises in the region GENERATIVE DESIGN IS It utilizes algorithms, machine learning
evolve towards complete digitization.” A FORM OF ARTIFICIAL and computational geometry to quickly
“BlueTech has been a valued IBM explore multiple solutions to a design
and Lenovo Distributor for more INTELLIGENCE problem. Generative design yields a
than twenty years. Adding Autodesk THAT LEVERGES wide range of alternatives that are
will further strengthen our portfolio optimized and validated by satisfying
and solution offering and is in line THE POWER OF THE the various criteria a design must meet
with our vision ‘to be the preferred CLOUD TO CREATE while accelerating the entire design-to-
strategic partner in MEA, by delivering make process. The recent expansion of
innovative solutions that enable and BETTER OUTCOMES Autodesk Revit that is now including
support the digital transformation
agenda of regional enterprises’.”
FOR PRODUCTS AND generative design technology, allows
users to explore, optimize and evaluate
BlueTech will have an active EXPERIENCES. data-driven design alternatives based on
engagement with Autodesk to ensure project goals, constraints and inputs.
alignment on the go-to-market strategy. • Building Information Modelling “For more than 25 years, Autodesk
The distributor and vendor will work (BIM) - BIM is an intelligent 3D model- resellers have been delivering
closely together to develop and enable based process that gives Architecture, the right solutions, software, and
the regional channel community. Engineering and Construction (AEC) services to meet business needs. They
Partner recruitment events will be held professionals the insight and tools understand unique business and
frequently such as partner summits, to more efficiently plan, design, industry needs. We are pleased to
roadshows, roundtables and bootcamps, construct, and manage buildings and bring BlueTech as our new distributor
as well as partner enablement and infrastructure. Autodesk is helping in Africa. With over twenty-two years
technical training workshops. Training AEC professionals move towards more of experience in solution selling and
will also be provided to end-customers collaborative, automated and successful technology advisory, we believe that
to help them derive maximum benefit ways of working. BlueTech, through its vast channel
from the implementations. • Construction - Autodesk’s vision network, robust logistical engine,
“With rapid urbanization, a rising for the construction industry is based and its team of experts, will drive
middle class, economic growth and on how cloud-based, collaborative customer success in our key industries
increased government investments, technology can drive the era of in the region to new levels,” concludes
we are witnessing a growth in the connected construction. Autodesk Simon Bromfield, Africa Territory Sales
construction, infrastructure and Construction Cloud portfolio combines Manager at Autodesk.
www.tahawultech.com // Reseller Middle East // DECEMBER 2020
ADS HERE
11
NEWSMAKERS
Deep Discovery: The ability to discover
MCAFEE LAUNCHES SECURE CLOUD all cloud resources and prioritise them
based on risk. MVISION CNAPP uniquely
NATIVE APPLICATION ECOSYSTEM
M
provides deep discovery of all workloads,
data and infrastructure across endpoint,
cAfee has announced MVISION McAfee MVISION networks and cloud.
Cloud Native Application CNAPP extends Shift Left: The ability to protect against
Protection Platform (CNAPP), MVISION Cloud’s configuration drift and provide vulnerability
the industry’s truly integrated data protection assessment across virtual machines,
architecture to secure the cloud native – both Data Loss containers and serverless environments. This
application ecosystem. Prevention and helps unleash developer productivity through
MVISION CNAPP delivers consistent data malware detection frictionless automation.
protection, threat prevention, governance, – threat prevention, Zero Trust: The ability to build policy
and compliance throughout the cloud-native governance and based on zero trust, behavioural observation
Rajiv Gupta, McAfee
application lifecycle, including container compliance to to eliminate false positives and achieve scale
and OS-based workloads. Most enterprises comprehensively address the needs of with known good behavior enforcement.
are leveraging the agility and innovation this new cloud-native application world MITRE ATT&CK Framework: The ability
velocity of the public cloud, either solely or in thereby improving security capabilities to empower the Security Operations Center
conjunction with their private data centers. and reducing the Total Cost of Ownership (SOC) by mapping cloud native threats to
“Organisations want to unleash the creativity of cloud security.” MVISION CNAPP is the the MITRE ATT&CK framework for expedient
of their developers to rapidly develop and industry’s first platform to bring application remediation.
deploy compelling and compliant cloud- and data context to converge Cloud Security Governance and Compliance: The
native applications that harness the power Posture Management (CSPM) for public ability to automate security controls for
of the cloud,” said Rajiv Gupta, senior vice cloud infrastructure, and Cloud Workload continuous compliance and governance of
president, Cloud Security, McAfee. Protection (CWPP) to protect hosts and data and permissions.
“But in order to do that they need an workloads including VMs, containers, and MVISION CNAPP beta is available at
equally cloud-native platform to address the serverless functions. MVISION CNAPP McAfee MPOWER Digital 2020, with general
new security needs of this new environment. provides five key capabilities: availability planned for March 2021.
AVEVA STRENGTHENS FOCUS ON CLOUD AND AI
A
WITH EXPANDED PARTNERSHIP WITH MICROSOFT
VEVA has announced that it will Over the past few years, digital on digitisation,
be extending its long-standing transformation has been changing the way meeting the highest
strategic collaboration with the manufacturing and energy industries standards for these
Microsoft to focus on accelerating approach business sustainability while critical deployments
digital transformation in the industrial sector. seeking robust technologies to run their is no longer just Steen Lomholt-
Thomsen, AVEVA
As part of the expanded agreement, AVEVA operations efficiently. As the sector transitions a nice to have, it
will help maximise the value that customers to working differently in a digital-first is an absolute necessity. The upshot of this
can derive from the integration of AVEVA’s new normal, AVEVA is collaborating with pandemic is that it has forced entire sectors
portfolio with Microsoft cloud services and Microsoft to support its customer vison within industry to embrace innovative digital
especially Microsoft Azure (infrastructure, of creating profitable business outcomes platforms available to facilitate a way of
data and AI services), helping them achieve that will enable them to thrive in today’s working that keeps both people connected
implementations quicker, connect teams challenging macro environment. AVEVA’s and agile, and more importantly, safe.”
more readily and drive growth opportunities portfolio breadth, combined with Microsoft’s Deb Cupp, CVP WW Enterprise &
throughout their integrated portfolio. technology solutions, enables customers to Commercial Industries at Microsoft,
AVEVA’s key focus areas will revolve deploy faster, reduce energy consumption, commented, “With today’s economic resilience
around cloud as well as transforming the cut emissions, and share collaborative now tied so closely to digital infrastructures, it
workforce (connected worker), and building a innovation, boosting efficiency for all. is important the industrial organisations adopt
common Asset Strategy (Asset Performance). Unlocking new technology innovations and a scalable, stable, and harmonised framework
Working with Microsoft, AVEVA will continue digital solutions like Azure AI services, such to support their corporate strategies. Cloud
to focus on three key areas, already proven as Azure Cognitive Search, supports efficient technologies like Microsoft Azure will enable
with customers including Total, Veolia and energy management, successful workforce businesses to configure, provision and design
SCG Chemicals – platform integration, a transformations, and helps realise process the solution they need, when and where
multi-solution engagement approach, and a improvements. they need it. Our collaboration with AVEVA
shared go-to-market strategy. The platform Steen Lomholt-Thomsen, Chief Revenue will empower industrial and manufacturing
integration approach can help generate new Officer at AVEVA, said, “With so much of organisations to develop innovative solutions
ways to increase business value for customers. the world’s economy becoming reliant for our customers.”
www.tahawultech.com // Reseller Middle East // DECEMBER 202012
NEWSMAKERS
ASBIS GROUP CELEBRATES 30TH ANNIVERSARY
has worked with the largest clients in
the data center industry and has also
focused on developing its own brands.
The development and implementation of
ICT products under Prestigio and Canyon
trademarks continues. A new brand
Perenio has appeared, which provides
human security and building management
systems using artificial intelligence
technologies and the Internet of things.
“We have had a long and eventful
journey, full of invaluable experience,
which we constantly “invest” in
the evolution of the holding. We
continue to be ambitious in our global
expansion, curious about new ways
to satisfy the needs of consumers and
T
remain true to our mission – making
he key to a company’s success is exceeded $1 billion. In 2007, ASBIS was innovative technologies accessible
customer confidence, employee successfully listed on the Warsaw Stock and understandable to a wide range
involvement, continuous Exchange (WSE) under the ticker ASB. of consumers. We deeply value all our
development of the portfolio In 2011, the company received the title employees, thanks to whom we are
of products and solutions, multiplied “Distributor of the Year in the Middle relentlessly moving forward. We are
by time. All this can be said about the East and North Africa” from the EMEA immensely grateful to our clients, who
international holding ASBIS Group, which Channel Academy Awards, and in 2013 inspire and motivate with their many
celebrates its 30th anniversary this year. – the Warsaw Stock Exchange award years of trust. All this helps us to look to
ASBIS Enterprises PLC specializes for the best investor relations. In 2015, the future with optimism, to find more
in distribution of VAD (Value Added according to the IT Europa report, ASBIS and more new niches, products, and
Distribution) products and solutions in the was listed in the TOP-10 of the world’s IT markets where we can demonstrate the
field of information and communication distributors. In recent years ASBIS and its best standards of our client service”,
technologies from global international subsidiaries regularly win “Distributor of commented Serhei Kostevich, founder and
suppliers. It currently has its own offices the Year” awards from leading worldwide CEO of ASBIS Group.
throughout the EMEA region (Europe, manufacturers as Seagate, Lenovo, HP, 2020 turned out to be a difficult year
Middle East and Africa) in 27 countries. DELL EMC, Western Digital and others. for the entire global economy, but the
The holding’s corporate portfolio Over the past five years, ASBIS has need to switch to remote work has opened
includes hundreds of vendors and tens significantly optimised its product up new opportunities in the IT field.
of thousands of products. The company portfolio, introduced new operating Thanks to a very good strategy, close-knit
has launched its own brands, and its processes, expanded and strengthened its team working as a single mechanism,
annual turnover is about $2 billion. ASBIS regional presence and received numerous fast response, and flexible management,
managed to gradually turn from a small industry awards. Recently, the company the company did not miss the chance to
company of 12 people into a global IT be at the forefront of global distribution
distributor with a staff of close to 1800 CUSTOMERS, PARTNERS of digital technology. According to the
employees and about 20 000 active clients forecasts published by ASBIS Group, the
from 56 countries.
AND SUPPLIERS WHO sales revenue in 2020 is expected to be
ASBIS Group was founded in 1990 ARE AN INTEGRAL PART more than $2 billion.
in Minsk by Serhei Kostevich, who to Customers, partners, and suppliers,
OF THE COMPANY, ITS who are an integral part of the company,
this day leads the company. In 1995 the
Company was registered in Cyprus and SOURCE OF LIFE AND its source of life and its main artery,
the headquarters was moved to Limassol MAIN ARTERY, PLAY AN play an invaluable role in the great
where it stays to this day. In 2000, success story of ASBIS. The company is
ASBIS offices started operating in 10 INVALUABLE ROLE IN THE grateful to each of them for the years of
countries of Central and Eastern Europe, GREAT SUCCESS STORY fruitful cooperation and is ready to see
and second distribution center was what’s next and build joint plans for the
established in Dubai. In 2002, an online
OF ASBIS WITH THEIR future. To express its gratitude and invite
e-commerce platform was developed. In YEARS OF FRUITFUL everyone to celebrate this significant
2004, the first office was opened in South date, ASBIS will launch a special
COOPERATION. motivational program.
Africa. In 2006, the company’s turnover
www.tahawultech.com // Reseller Middle East // DECEMBER 202013
NEWSMAKERS
ALJAMMAZ TECHNOLOGIES SIGNS DISTRIBUTION
AGREEMENT WITH LOGRHYTHM, LEADERS IN NEXTGEN SIEM
A
lJammaz Technologies, the leading malicious behavior, companies can quickly threats are ever-increasing, which means
value-added technology distribu- and easily identify threats to mitigate it is important for us to offer partners
tor in Saudi Arabia and the Middle potential breaches. a comprehensive suite of value-added
East, announced that it has signed Adel Qahwash, GM of AlJammaz security solutions. LogRhythm brings a great
a distribution agreement with LogRhythm, Technologies, said, “Being a leading value- opportunity for our partners to build their
a world leader in NextGen SIEM. Through added technology distributor in Saudi Arabia security programs and services on a solid
this agreement the two organizations plan to and other Middle East countries, our focus is foundation using LogRhythm NextGen SIEM
jointly develop, engage, inspire and enable IT at identifying, aggregating and distributing Platform, which is at the center of thousands
channel partners to provide the latest cyber cutting-edge cyber security solutions for of SOCs worldwide, “ he added.
security solutions to customers in the region. the channel partners and their customers. “We’re excited about our partnership with
LogRhythm empower organizations on Distribution partnership with LogRhythm a AlJammaz Technologies and look forward
six continents to successfully reduce risk Gartner recognized Leader in the Security at expanding our channel footprint across a
by rapidly detecting, responding to and Information and Event Management broader ecosystem of partners. With its vast
neutralising damaging cyberthreats. The (SIEM) Magic Quadrant, is a testament experience and resources, the AlJammaz
LogRhythm platform combines user and of our commitment to channel partners, Technologies team will assist LogRhythm
entity behavior analytics (UEBA), network empowering them to offer a comprehensive to recruit new partners whilst empowering
traffic and behavior analytics (NTBA) and suite of value-added security solutions.” and enabling existing resellers across the
security automation & orchestration (SAO) in “Defending any enterprise comes with Middle East.”
a single end-to-end solution. great responsibility in today’s digital world. “It is a great opportunity for AlJammaz
LogRhythm’s NextGen SIEM Platform Tactics and sophistication of modern cyber Technologies partners to build their offerings
strengthens the maturity of an organisation’s using LogRhythm NextGen SIEM Platform
security operations, aligning the people, THIS IS A GREAT to help customers detect threats earlier
processes, and technology in a single, unified OPPORTUNITY FOR and faster, automate and collaborate on
platform for rapid detection, response, investigations, and remediate threats with
and neutralization of threats. The platform
ALJAMMAZ TO BUILD agility. Eliminating blind spots across the
provides visibility into activity across an THEIR OFFERINGS USING entire enterprise from endpoints to the
organization’s entire IT/OT environment, network to the cloud,” said Mazen A. Dohaji,
LOGRHYTHM NEXT GEN Vice President – (iMETA) India, Middle East,
revealing potential issues before they become
significant risks. By automatically detecting SIEM PLATFORM. Turkey & Africa, LogRhythm.
STARLINK ENHANCES IAM PORTFOLIO is a strong AI-driven identity strategy
that can enable efficient access without
WITH SAILPOINT PARTNERSHIP compromising on security or compliance.
S
StarLink’s solutions portfolio consists of very
tarLink has announced a partnership to do their jobs strong technologies within its Access Control
with SailPoint for distribution in the both securely and domain and our alliance with SailPoint
Middle East and Turkey. The joint effectively. All of this will further strengthen our offerings as it
objective is to help organisations translates to business complements with many of the Privileged
drive business efficiency with a robust value and thus Access Management (PAM) solutions,” said
Identity Management strategy. enables businesses to Nidal Othman, co-founder and managing
A leader in enterprise identity run seamlessly and director, StarLink
management, SailPoint delivers an confidently. “Given the massive number of digital
innovative approach to securing access The two assets to which today’s workforce needs
across enterprises with the SailPoint companies, access to do their jobs, global businesses
Nidal Othman, StarLink
Predictive Identity platform, which is through this cannot afford to grant that access without
powered by AI and Machine Learning (ML) robust collaboration, will aim to empower properly securing and governing that access.
technologies. SailPoint provides enterprise enterprises in the region with advanced It’s akin to locking the front door but leaving
identity governance solutions, tackling with capabilities to help accelerate their the back door wide open,” said Stephen
ease the most complex business challenges business while delivering adaptive security, Bradford, Sr. Vice President Sales at SailPoint.
that global organisations face today as they continuous compliance, and improved “Identity governance is critical to securing
chart their digital transformation journey. business efficiency. today’s digital workforce and we’re looking
With SailPoint, organisations have full “The impact of cybersecurity breaches forward to partnering with StarLink to
visibility into their entire workforce and is astounding, which calls for a Zero Trust provide the strong identity security controls
their access to critical business assets needed approach. What customers need today needed to fully protect the enterprise.”
www.tahawultech.com // Reseller Middle East // DECEMBER 202014
NEWSMAKERS
APPDYNAMICS ENABLES IT TEAMS TO
SEAMLESSLY BUILD CLOUD-NATIVE APPS
A
ppDynamics, a part of Cisco, has According to AppDynamics, technologists domains.
released new capabilities designed are adopting cloud services faster than Cloud Data
to help IT teams build cloud native ever before in response to the global Collector: An
applications. COVID-19 pandemic and the increased extensible
The new features enable enterprises to pressure it has placed on IT. While new architecture for
connect hybrid cloud application performance cloud technologies have delivered flexibility capturing and Jeetu Patel, Cisco
to business performance in real-time. and enabled innovation for businesses as automating data
Through a context-sensitive visualisation they seek to deliver seamless customer and collection and correlating cloud services
interface, correlated insights across domains employee digital experiences, they have with application code, user experience and
and intelligent resource optimisation, also led to more complex and distributed business impact to provide full stack, context
enterprise IT leaders will be able to reduce application architectures. This has created rich observability. Starting with Amazon Web
noise and surface only the most business- huge challenges for technologists in Services’ (AWS) monitoring and observability
critical information and insights across their enterprise organisations who typically rely service, Amazon CloudWatch, and then
unique hybrid environments. on many traditional IT systems to run their expanding to incorporate additional public
“AppDynamics’ new portfolio of cloud businesses but now operate in a hybrid cloud and private cloud environments.
native services is the only solution on the environment. AppDynamics’ new portfolio Cloud Native Visualisation: A new
market to provide an easy to use performance of cloud capabilities closes that visibility visualisation interface that reduces the
monitoring platform that helps users tame the gap and allows users to connect traditional complexity of monitoring cloud-native
complexity of the cloud from the application systems with cloud native services, all in the applications with a context-sensitive, easy to
all the way through to the network,” said context of business outcomes. understand, visual representation.
Jeetu Patel, senior vice president and general These new capabilities include: Intelligent Application Resourcing and
manager, security & applications, Cisco. Full Stack Observability Platform: A new Cost Optimisation: An integration with
He added, “By reducing noise and data platform designed to increase visibility Cisco Intersight Workload Optimiser will
providing the context that matters most to and seamlessly ingest data from multiple transform operations from reactive to
cloud workflows, business leaders will be sources including AppDynamics agent- proactive by optimising infrastructure
able to accelerate their digital transformation based data, open-source tools and agent- resources and costs in hybrid cloud
initiatives and improve their user experiences.” less services and correlate the data across environments.
technology that will usher in a new age for
MINDWARE, HTC PARTNER TO the enterprise. We are excited about our
newest partnership and look forward to
ACCELERATE ENTERPRISE VR introducing our innovative solutions to the
M
region through our channel ecosystem.”
indware has announced a Reality? – this is the question we challenge One of HTC’s innovations, namely the VIVE
distribution agreement with regional enterprises with! Virtual Reality is Focus plus, features an all-in-one VR headset
HTC. As per the agreement, a trend that is gaining considerable traction for enterprise designed for quality and
Mindware will now offer HTC’s in the enterprise space at the moment. It portability. With the newly-added dual 6DoF
complete portfolio of VIVE Enterprise virtual enables powerful ways for employees to controllers, increased comfort for extended
reality (VR) solutions across the Middle East communicate, collaborate and learn. With VR sessions, and enhanced optics, VIVE
and North Africa (MENA). remote working becoming increasingly Focus Plus blurs the lines between reality and
HTC VIVE Enterprise solutions are built prevalent in the context of the current virtual reality. The VIVE Pro Eye Office creates
around enabling businesses of all sizes to pandemic, VR solutions provide a real sense of more immersive virtual simulations with
enhance their creativity, accelerate training, presence and personalisation of interactions, precision eye tracking and is ideal for a wide
strengthen collaboration, and engage their contributing to better business outcomes. range of environments and applications, such
customers. They combine great hardware with Today, VR is able to eliminate traditional as training, design, construction, and more.
versatile software and deliver an exceptional physical barriers and provides incredibly HTC and Mindware will work together to
overall experience. Businesses have different immersive experiences. Organisations across develop a strong partner ecosystem based
requirements – some require best-in-class different industries are gradually discovering on a specially designed partner program –
software and hardware, room-scale tracking, new and interesting use cases and application REED (Recruit, Enable, Engage & Deliver).
and multiple users in the same environment. areas, such as training, industrial design and The objective is to enable skilled and trained
Others seek convenience, portability, and a architecture, scientific visualisation, virtual partners to consult, design and deliver on
more affordable entry point to VR. HTC’s wide events and entertainment, to name a few.” enterprise VR requirements. Mindware’s agile
range of products cater to every need. “With VR gaining popularity in the MENA logistics operations with several warehousing
Nicholas Argyrides, General Manager – Gulf region, we believe that there is an enormous facilities enable HTC to deliver the vendor’s
at Mindware, said, “Are you ready for the New amount of potential for HTC’s best-in-class solutions to resellers across the region.
www.tahawultech.com // Reseller Middle East // DECEMBER 2020ADS HERE
16 Fadi Moubarak , Vice President – Channels, Avaya International How Avaya is focusing on partner success in the cloud The Avaya Edge Partner Program delivers richer commerical and technical support for partners moving to the cloud. www.tahawultech.com // Reseller Middle East // DECEMBER 2020
17
AVAYA // INTERVIEW
A
t its recent virtual them communicate and collaborate to the Opex model. The program will
edition of the Avaya more efficiently. help really absorb some of the financial
Partner Summit, Avaya Tell us something about the Avaya pressure on their bottom-line. So that’s
demonstrated to channel Edge program. What are the main the major evolution we’ve done to the
partners how its latest features and are there any recent program - we’ve given them four or
cloud-first solutions, as well as updates updates or developments? five key sales milestones where they
to the Avaya Edge partner program, Our partner program has been running can earn rebates and these milestones
enable a framework for partners to since the last time we overhauled it four are stackable. Our entire partner
profitably transition to Software-as-a- or five years ago. But since that time, community is eligible this year to
Service (SaaS) business models. we have been constantly evolving to double or triple their different rebates
The solutions presented at the cope with the changes in the market, that they get, as a gesture of support
online event leverage the unique in the role that customers expect our from Avaya to support their transition
hybrid delivery of Avaya OneCloud, partners to play. Going forward, there is to the Opex model.
a multi-cloud application ecosystem a major shift that has been accelerated On the technical side, the updates
that enables organisations to choose - the trend to cloud and to Opex. So are simply an evolution; we’ve removed
the cloud technologies that deliver the now customers don’t look at purchasing certain requirements that are no longer
business results they want at the speed new solutions; they actually look at applicable to the cloud world and added
they want. These technologies are consuming new solutions. They want certain aspects that are relevant, but
combined with Avaya Edge program things immediately; to consume things overall, we’ve just simplified the whole
updates that, Avaya says, deliver richer as needed and scale it up or down. So, system because the cloud world, the
commercial and technical support for with that priority from the customer’s Opex world, is simpler as the solutions
partners moving to the cloud. side in mind, it has forced our partners are pre-installed and activated, and
To find out more about these updates, and resellers to accelerate their shift customers will just have to just use
and how Avaya is taking a cloud-first from a Capex business model to a pure them. Consumption is key here - it’s not
approach to its partner community, Opex business model. That’s what just about installation and support.
we caught up with Fadi Moubarak, we’ve done with Edge – to support that
Vice President – Channels, Avaya acceleration and to address the fact that Do you think the Opex model has
International. Here’s what he said. the Opex business model can cause some emerged as such a major driving
cash flow pressures on organisations. force in the channel market now?
What is Avaya’s outlook for the What we’ve done with the Edge For sure, the Opex model is the driving
coming year, particularly given the program is that we’ve shifted the force now. This is mainly because
challenging market conditions that rewards system to encourage partners companies wish to reduce capital
we’ve all experienced this year? who are shifting to the cloud model expenditure as much as possible,
It’s no secret that the unforeseen events because of the economic pressures
of the last few months have left an that they are going through. There is
unprecedented impact on the global another factor also-playing in favour
economy. However, the one interesting of the Opex business model, and that
thing that we see is that some industries is whether it’s subscription-based,
are actually benefitting from these private cloud or public cloud, customers
conditions - particularly online and are looking for quick wins. They are
retail companies. However, there are gravitating towards micro solutions,
other industries that are suffering a lot,
such as tourism and hospitality, while
GOING FORWARD, so they’re not trying any large projects
that used to be implemented over a
others are somewhere in between.
The demand for our solutions actually
THERE’S A year. Now they’re going to reduce their
deployments into pieces and do it over
increased, particularly because of MAJOR TREND a period of weeks to implement new
the increase in remote working and technology and use it, and look at an
organisations resorting to online means THAT HAS BEEN ROI that becomes obvious in months.
of communication and collaboration.
A lot of customers are relying on ACCELERATED-THE These two factors have majorly
been driven by the global economic
Avaya’s technology, and that’s what we
are focusing on right now. We’re not
TREND TO CLOUD challenges, and so customers are
requesting an Opex business model or a
interested in predictions or forecasts;
we’re focused on helping our customers
AND TO OPEX.” way to consume technology by default.
Of course, Capex will never disappear,
serve their customers better and help but the new default is Opex.
www.tahawultech.com // Reseller Middle East // DECEMBER 2020System Integration. Digital Transformation.
FORGING A FUTURE
THAT CONNECTS IT ALL
The Next In Banking &
The Future Of Smart Businesses Financial Services
Enterprise Business & Digital Digital Banking | Enterprise Payment Hub |
Transformation | Cybersecurity | Payment Systems (Real-time & CBUAE) |
Next-Gen ERP | AI/Bot Platform | Mobile Payments &
IT Quality Assurance | Robotic Process Blockchain | Financial Peripherals |
Automation | Enterprise Analytics
The Tomorrow Of Technology
IT Professionals Outsourcing |
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