Valueplus May2013 AB v3

7/28/2019 Valueplus May2013 AB v3

1/24

vpsh

quarterly

The future of ecurity

HP Cloud Map

EMC: Velocity channel program update

NG Firewall for WAN OptimiationVMware eyeing new market opportunitie

Cico: Bringing buine olution to life

03

06

09

1114

17

May 2013presents

A speciAl publicAtion from red ington gulf VAlue diVision

With best-in-class technology and strategic alliances, Redington Value offersunique value proposition and growth opportunities to channel partners

Turning The Tide


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For more information or to place an order on EMC,

please write to [email protected]


3/24

in building stronger bonds with

partners such as Credit, Sales,

Product and most importantly

Marketing. I hope you would also

work on institutionalizing

customer engagement within

your organization and if you have

any thoughts, please feel free to

write to me at valueplus@

redingtongulf.com.

Yours sincerely,

Raj Shankar

Managing Director, Redington Gulf

02 Bright outlook

03 The future of security06 HP Cloud Maps09 Partnering for success11 Using an NG Firewall for

WAN Optimisation

14 Eyeing new marketopportunities

17 Bringing business solutionsto life

CONTENTs06 09

11

Dear Partner

A

s we enter the summer

months in the Middle East

and Africa region, we could

expect certain businesses

to face some heat. There has been

a consistent declining trend in

traditional computing hardware

but at the same time a consistent

incremental trend in certain

mobile categories for both

consumers and enterprise. While

some partners are focused on

upgrading themselves to the newtrends, I would also urge partners

to focus more on building stronger

from the director:

bonds with the new age device

categories and remain updated on

the latest trends.

Stronger customer engagement will

enable partners to become

consultants to their customers with

higher level of trust which

ultimately leads to easier adoption

of newer technologies by end

customers. These bonds are built

over time through institutionalizing

partner engagement within the

organization.

For example, at Redington

different functions are involved

HP Cloud MapsPartneringfor success

Using an NG Firewallfor WAN Optimisation

April 2013 The VaePs Qatey 1

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Dear Partner:

Redington Value division closed its financial

year on 31st March 2013. The year in terms

of revenues was very encouraging across

Middle East and Africa where we managed

to grow topline by an impressive double

digit growth year on year. While our growth

has been encouraging, we noticed a few

interesting trends in terms of channel buying

behavior, which I would like to share in the

next couple of paragraphs.

There has been an increased interest in

Application Security and delivery solutions

as compared to pure end point security

solutions. Channel is looking for solutions

that secure their applications on servers

(physical or virtual) and also for load

balancing solutions to optimize usage. In

addition, the demand for Intrusion detection

and prevention systems is also on the rise

after some of the recent security threats to IT

infrastructure in the region.

Converged infrastructure solutions are

also witnessing an increase in demand

with some leading vendors coming up

with complementary solutions with other

vendors and selling as a stack. In addition,the demand for video based solutions for

communicating within the enterprise is also

on the rise.

Redington Value will continue to engage

with the channel on the new and upcoming

technologies and solutions through its

partner engagement programs. These

programs include weekly webcasts,which are conducted every Tuesday and

Wednesday at 1530 hrs GST, Redington

Value Video Channel on You Tube (www.

youtube.com/redingtonvaluetv), Redington

Value Partner Program- Partner Connect

(www.redingtonvalue.com). To know more

about these programs or to join our mailing

list to receive updates on a regular basis,

please write to [email protected].

Regards

Ramkumar B.

Senior Vice-president, Redington Gulf, Value

Division

ViewpoinT by ramkumar

Bright outlookRedington Value

YouTube channelclocks up 700 views

Redington Values new YouTube channel,

launched just two months ago, has already

racked up more than 700 video views.

The YouTube community has shown a

genuine interest in the informative sessions

posted up on the RedingtonValueTV channel

on YouTube, which went live in February. The

videos, ranging from around five minutes

long to 20 minutes long, focus on providing

real product insight from Redington Values

best pre-sales consultants.

The biggest hit so far has been the informative

session on EMC Cisco VSPEX, which has

clocked up more than 190 views since it was

uploaded a couple of months ago.

Red Hat storage, which has garnered 188

views, is the second most popular video on

the channel. Meanwhile, sessions on the

modes of deployment of a Barracuda Load

Balancer, wireless architectures using HP

networking, and Red Hat Satellite have also

proven very popular with viewers.

Other talks include informative sessions

on TrendMicro Smart Protection, Dell

SonicWalls Next-Generation Firewall

and Neverfail Continuous Availability,

among others.

www.youtube.com/redingtonvaluetv

2 The VaePs Qatey April 2013

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HP EsP| inTerView

HP has recently bolstered its security portfolio with an aim to create a

proactive mindset among its customers and protect what matters most. Wespoke to Stephen Walsh, Channel Director- EMEA, at HP Enterprise SecurityProducts, to find out the value-proposition the company offers to partnersand customers.

The future of ecurity

h

P Etepse Secty

Pdct gp s made p f

HP AcSght, HP Ftfy ad

HP TppgPt. Ca y tehy has HP decded t ceate ths

bsess t?

Last year at HP Protect 2011,

we announced the combination

of ArcSight, Fortify and

TippingPoint into one single

entity called HP Enterprise

Security Products. Part of the HP

Software division.

TippingPoint originally joined

HP as part of an acquisition.

ArcSight and Fortify were

separate acquisitions in their own

right. At that point, TippingPoint

was part of the HP Networking

group. ArcSight and Fortify were

part of the HP Software group.

So strategically, we looked and

thought, Hang on, this doesnt

make any sense. We want to be a

major player in security.

Enterprise Security Products

is a completely security-focused

business unit that has bought

together the award-winning

offerings of ArcSight, Fortify

and TippingPoint and our

unparalleled security research

capabilities into a unified

platform, the Security Intelligence

& Risk Management Platform.

Therefore, bringing them

together and focusing our

security research and security

investment in that area made alot of sense.

Y dt have the Appcat

Secty Cete team ayme ts

jst pat f ths?

There are different parts of

security services and offerings

capability across HP. HP is such

a large organisation, youll find

HP Labs has a security focus ,

Technical Services has a security

focus , but in terms of a product

sales motion, HP Enterprise

Security Products is really where

the HP brand products are centred.

H d y see the secty

spedg ths pat f the d

? D y see t gg p?

Yes, and that makes a big change

for us, as well. Ive been in the

security space for nearly 20 years.

And way back then, security was

always thought of as an after-

thought. And also, going back the

next year to budget for security,

the CTO at that point would say,

Well nothing happened. Why

am I spending more money?

Nowadays, an interesting

thing for me is the number of

CSOs reporting to the board not

reporting to the CTO. So security

is now actually a board-level

agenda item. And when its gotto that point, then people start to

actually budget for security.

Secty has aays bee eactve

ate. D y see pepe mvg

t a pactve e? D y actay

psh y cstmes t at

pactve sts?

The software industry has,

since its inception and up until

very recently, only considered

security as an afterthought

something bolted on after the

fact, on a per layer basis. From

an application perspective,

deploy, then fix, has been

the habit of developers.

Development has in the past

focused on getting a functional

product to the market as soon

as possible As we have come

to realise, this model is no

longer viable in todays highly

interconnected world with the

explosion of mobile devices and

cloud services and with threats

and attacks keen to exploit

vulnerabilities quickly and

quietly.

Whilst there are security

considerations incumbent on

STEPHEn wAlSH, CHAnnElDirECTor, EMEA, HPEnTErPriSE SECuriTY


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us all as IT users, its true that

software vendors do have lots of

tools to help make their products

more secure than ever before.

You can use the metaphor of

application security as a house.

As homeowners we need to lockour doors, not leave the keys out

in plain sight, and check every

so often that our locks, windows

and doors are in good shape.

i th HP has ecety cme t

th a Cst f Cybecme ept

that sad thee ae sgfcat

gaps the s stateges f thecstmes. what ae these gaps

that y see the stateges f

cstmes, cetay the EMEA

eg?

Organisations are concerned

with costs, risk, and especially

the risks associates from IT

security, for obvious reasons

that make headlines constantly

these days. Application security

has increasingly become part of

businesss IT security concerns.

Application security is intimately

tied to risk and budgets now

just ask any business that has

been hacked in this way!

CEOs and CIOs are

increasingly determined to do all

they can to protect their digital

assets. This might be customer or

patient data, f inancial records,

bank account details, or just the

intellectual property that lets the

business carry on with its day-to-

day operations.

The bad guys would like

to steal the ideas (intellectual

property), the data, or to control

or damage the systems that run

the business processes.

For the past two decades

organisations have been

spending something like $280

billion to deal with the cyber

security challenge. This has

historically been met with end-

point, perimeter defences like

network firewalls and malware/spyware filters or antivirus.

However, these systems now

work so well that software

application vulnerabilities are

the new choice of entry point for

many attackers.

The recent annual HP/

Ponemon Cost of Cyber Crime

report even identified overall

cost savings that could be gainedfrom the effective deployment

of such tools. The costs of hacks

or data loss are more than the

costs of deploying and running

the incident detection and

management tools!

SiEM s bvsy a bg fcs aea

f HP s that hat HP Acsghtdes?

The HP ArcSight Security

Intelligence platform helps

safeguard businesses by giving

complete visibility into activity

across the IT infrastructure-

including external threats such

as malware and hackers, internal

threats such as data breaches

and fraud, risks from application

flaws and configuration changes,

and compliance pressures from

failed audits.

As Gartner suggests for the

last seven years, this industry-

leading security information

and event management (SIEM)

solution has been positioned at

the top right corner of the magic

quadrant. But HP ArcSight itself

can be much more than a SIEM

product, in terms of the ability

to correlate other information

as well. Some people in fact

use HP ArcSight when theyve

already got another SIEM

product. In some areas, were

using HP ArcSight to managean RSA environment and other

information and correlate and

deliver that more valuable

information into the SOC.

what des ths mege eay mea

f y pates d y have a

fed pate pgamme?

Yes we do and that is HP Partner

One, which is a global pan-

HP partner programme. By

becoming a member of this

programme, it provides our

Partners with even greater

alignment into HP, a wealth of

resources and the ease of doing

business. There are similarities

across all the business units

but clearly the way we segment

this is, if youre just interested

in reselling our IPS solutions

then you just need to look at the

HP TippingPoint specialisations

and requirements. If youre

just interested in Application

Security then with HP Fortify

specialisations, the same.

But clearly, a partner can be

authorised to sell across all of

those security specialisations if

they meet the requirements of

the programme and receive the

benefits of the programme in

its entirety. The structure of the

programme is broadly similar

across all of the HP portfolio.

why HP?

I think there are a couple of

different reasons for why HP.

One is that HPs been around

a long time. Weve continued

to help our partners, help our

customers derive business value

in our product for a long time.

Part of this is stability you

know who we are. Were looking

much more at a customer being

able to take an holistic approach,

and actually saying, Look, HP

has best-of-breed products, not

just in security but in servers,

storage, networking, software,

security management. In all these

areas, they are the best-of-breed

provider. And they have this

heritage.

When our CEO, Meg Whitman

goes and talks to customers, she

asks, How do you enjoy doing

business with HP? And people

actually always say to her, We

want to do more business with

HP. Its a good company to do

business with.

inTerView | HP EsP

The cot of hack or data lo aremore than the cot of deploying andrunning the incident detection andmanagement tool


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focus| HP

Deploy cloud-based apps faster and realize cloud benefits sooner

o

gazats bdg cd

environments, whether

for internal use or to

provide services to others,face challenges in delivering

application services. Preparing to

deliver a catalog of cloud services

requires many steps. Designing

and configuring server, storage,

and network infrastructure is

just the start. They must also

define the application service

end-to-end, ready for use, so that

it consistently meets business

needs. This means characterizing

workloads, specifying an

optimized application

environment, optimizing

reliability and scalability, and

automating workflows.

All of this takes time, trial and

error, and a good measure of

specialized know-howwhich

adds up to higher costs,

complexity, and risk. Because of

HP Cloud Mapthe sheer volume of applications

that todays enterprise has to deal

with, it is impractical for any

customer to have a deepunderstanding of them all. One

organization might lack the

cloud-specific expertise necessary

to successfully deploy an

application. Another may

struggle to ensure the

performance levels users expect.

Even then, when applications are

deployed, they often lack the

performance and reliability end

users require and expect.

Some organizations attempt to

take shortcuts with techniques

such as cloning and snapshots,

common in traditional

virtualization methods. While

this aids in deployment, it does

nothing to accelerate the design

process, and it cannot address

applications that require both

physical and virtual resources.

In short, while all cloud

platforms accelerate the

provisioning of cloud services,

most are unable to similarlyaccelerate the process of

developing the application

service catalogespecially one

that includes mainstream

business applications.

The solution to speedier, more

robust application delivery lies in

better toolstools that move IT

departments from providing

server cycles, to delivering

services that transform their

offerings from

infrastructure-based services to

application-focused services, and

that speed the design and

lifecycle management of cloud

services and applications. If

youre using HP CloudSystemor

its related software, HP Cloud

Service Automationthose tools

are available now. Theyre called

HP Cloud Maps.

Appcats the cdde

ght th HP Cd Maps

HP Cloud Maps are prepackaged,optimized, and tested templates

for use with HP CloudSystem and

related software to automate the

deployment of applications in the

cloud. Leveraging the deep

partnerships HP has with key

independent software vendors

(ISVs), its expertise in cloud

infrastructure and software, and

the knowledge and intellectual

property developed in the course

of realworld HP customer

deployments, HP Cloud Maps

enable:

Repeatable, proven deployment

that reduces risk and assures

improved service levels

Optimized performance, with

built-in disaster tolerance,

capacity planning, compliance,

and life cycle management


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HP| focus

HP Cloud Maps are unique. Based

on best practices and policies

developed in partnerships with key

independent ISVs, SIs, and

thousands of customers, they

leverage industry-leading

intellectual property in application

performance, availability,deployment, and lifecycle

management. And they add

practical, real-world cloud expertise

gained from engagements all over

the world. HP Cloud Maps bring

together everything needed to

streamline and fast-track the

development and rollout of cloud-

Savings of up to 200 staff-hours

in design, development, and

deployment for each application

environment

Fast assembly of application

service catalogs, with a portfolio

of CloudMaps for over 100

leading business applications Push-button simple delivery of

new applications, often in less

than an hour

what Cd Maps ca d f y

bsess

HP Cloud Maps provide a ready-

made suite of applications for

your service catalog. Through the

HP CloudSystem environment,HP Cloud Maps automate the

provisioning and maintenance of

physical and virtual

infrastructure, operating

systems, and applications,

enabling greater flexibility,

compliance, and reliability.

impve agty, e csts

HP Cloud Maps provide the

fastest way to design new servicesfor deployment in the cloud.

They offer you:

Qucker clud servce prvsg

ad devey With Cloud Maps

you increase business agility by

developing cloud services quickly,

often in less than an hour. You

can deploy an application on HP

CloudSystem and HP Cloud

Service Automation software in

minutes, with push-button ease.

Faster, smpler servce catalg

ceat Wizard-based designs

or templates speed and simplify

the creation of a full catalog of

cloud services for import into HP

CloudSystem. You can save days

or weeks of time architecting

infrastructure for applications

and services.

Dramatcally lwer csts

Employing Cloud Maps can save

costs by carving as many as 200

staff hours2 from the process of

designing, developing, and

deploying a new service. Youll

find that the high-quality

applications deployed using

Cloud Maps demonstrate lowermaintenance costs, too.

optmze pefmace ad

avaabty

HP Cloud Maps let you optimize

the performance and availability

of applications delivered by HP

CloudSystem. With HP Cloud

Maps, you gain:

Qualty assurace thrughpateshps We developed HP

Cloud Maps based on proven best

practices and policies, the result

of decades of close partnerships

between HP, our key ISVs and

systems integrators (SIs), and our

customers. Youre assured of the

optimized performance and

service levels that come from

leveraging thousands of hours ofindustry-leading intellectual

property developed by HP

engineers.

Greater avalablty ad lwer rsk

HP Cloud Maps deliver proven,

reliable, and repeatable

application deployments, helping

eliminate design and ongoing

application maintenance errors,

and increasing security and

availability through proactive,

built-in compliance policies. And

only HP Cloud Maps support

rapid updates for the most

reliable, consistent cloud services

with on the-fly patch

management, version

management, and upgrades.

Prve desgs HP Cloud Maps

integrate best practices and

policies, improving the overall

design of your cloud-based

infrastructure and applications

and contributing to a more

robust set of offerings.

respd t bsess demads

HP Cloud Maps let you provide a

cloud that meets your businessdemands with a comprehensive

catalog of application and

business services for cloud

environments. With HP Cloud

Maps you can take

advantage of:

A cmplete slut HP meets

all your cloud service design

Employing Cloud Map can avecot by carving a many a 200taff hour2 from the proce ofdeigning, developing, and deployinga new ervice

needs, providing everything from

infrastructure and application

design all the way through to

automated lifecycle management

and compliance in complex,

heterogeneous environments.

Pfessa sevces HP enables

customization for unique

customer environments, helping

customers to deliver customized

applications and business

services in the cloud in less than

30 days.

Leadg applcats With HP

Cloud Maps for leading

applications from partners such

as Apache, JBoss, Microsoft,

Oracle, SAP, and more, HP helps

you deliver on your business

needs.

based servicesespecially services

based on popular enterprise

applications.

whats sde HP Cd Maps

HP Cloud Maps consists of

intellectual property and tested

engineering components, such as:

Templates for infrastructure,

OS, middleware, database, and

application configurations that

can be imported directly into HP

CloudSystem or related software,

saving days or weeks of

architecture design time

Sizers to help guide capacity

and performance planning

Wizard-driven workflows and

scripts that automate and speed

installation and provisioning,

and simplify repeatability


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Abt HP

CdPatfmsHP CdSystem

HP CloudSystem is a

complete, integrated platform

for building and managing

cloud services. It allows you to

build and manage services

across your choice of clouds,whether they are public,

hybrid, or entirely within

your premises.

Based on HP Converged

Infrastructure and HP Cloud

Service Automation software,

HP CloudSystem combines

servers, storage, and networking

together, using an integrated

approach to automate theapplication to infrastructure

lifecycle. The result is a

complete cloud solution that

can deliver services in minutes

and reduce total cost of

ownership up to 56%.3

HP Cd Sevce Atmat

Available as part of HP

CloudSystem or as astandalone software

solution, HP Cloud Service

Automation is a

comprehensive, unified

management solution that

offers application and

infrastructure

provisioning for private

cloud, public cloud, and

hybrid IT services.

wat me fmat?

To learn more about HP

Cloud Maps, visit:hp.cm/g/cdmaps

And for more information

about HP CloudSystem, see:hp.cm/g/cdsystem

For details of HP Cloud

Service Automation, go to:

hp.cm/g/CSA

Reference white papers to help

customize the Cloud Maps foryour specific implementation

The Cd Maps cect

Thanks in part to an unparalleled

array of ISV and SI partners, HP

Cloud Maps provide a broad

portfolio of predefined cloud

application templates. They

comprise a comprehensive and

continually growing set ofsolutionsmore than 100 HP

Cloud Mapsfrom infrastructure

and application design to

automated lifecycle management.

With HP Cloud Maps, you can

quickly and confidently build

cloud service catalogs and

respond to business demands by

deploying applications with

push-button ease.

Many types of HP Cloud Maps

stand ready to meet your specific

requirements:

HP Cloud Maps for

infrastructure provisioning

Detail the design of the server,

storage, and networking

infrastructure for running

applications. Many include basic

application deployment,

as well.

HP Cloud Maps for application

deployment Spell out the

automated deployment of

enterprise applications.

HP Cloud Maps for lifecycle

management Specify

infrastructure provisioning,

application deployment, and

lifecycle management, including

patching, code release, andcompliance.

HP Cloud Maps are available for

HP CloudSystem and HP Cloud

Service Automation solutions.

Youll find a large number of do-

it yourself HP Cloud Maps as well

as a wide range of packaged and

wizard-driven ones.

HP Cd Maps speed y jeyt the cd

At HP, weve found that our

customers view the transition to

the cloud as a journey, a process

of maturation from physical

infrastructure to virtualized

assets, from servers to services,

and from skepticism about the

benefits of cloud to fully

embracing its use. Wherever you

are in this journey, HP Cloud

focus |HP

Maps can help.

The accelerated applicationdeployment afforded by HP Cloud

Maps moves you into the clouds

fast lane, helping you reach your

destination sooner. And because

they help you offer the industrys

leading business applications to

your employees and customers,

HP Cloud Maps smooth out the

rough spots in the road. HP Cloud

Maps are yet another reason thatHP CloudSystem is simply the

best choice for your journey to

the cloud.

Smmg p

HP Cloud Maps deliver optimized

performance and service levels

for HP CloudSystem and HP

Cloud Service Automation

software, providing the industrys

only prepackaged and customizable

application and infrastructure

designs for the cloud. They reduce

development cost for new services,

reduce risk, and improve quality.

And they get you to the cloud

faster and more easily. Ask

yourself: Can your cloud

deployment afford to be without

HP Cloud Maps?


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EMC| feaTure

EMC Velocity Solution Provider partner program is constantly evolving to drive bigger growth, provide.greater choice and differentiation for partners

Partneringfor ucce

this year, EMC transformed

the Velocity Channel

Partner Program by

creating a simpler, more

predictable, and more profitable

experience for EMC channel

partners globally.

The Velocity Channel program

significant enhancements will make

EMCs industry-leading cloud

computing and Big Data

technologies and solutions

available to more customers

particularly in the rapidly growing

mid-market segment. With a

continued emphasis on ensuring

that Velocity Partners are

exceptionally well prepared to sell

and/or service EMC products and

solutions, customers can be

confident they are working with the

industrys most competent solution

providers to support their business

requirements.

The enhancements are

summarized as the following points:

New Target Products Rebate for

Premier and Signature Partners:

Provides top Velocity partners with

a predictable income stream via

rebates paid on sales of targeted

EMC technologies that align to the

companys key mid-market

initiatives. Eligible products include

EMC VNX and VNXe unified storage,

EMC Avamar and EMC Data Domain

backup and recovery solutions, and

server Flash caching solution EMC

VFCache. This rebate is paid from

the first sale and is in addition to

and can be combined with EMCs

existing performance-based

Specialty2 rebate.

Changes to Velocity Specialty

Requirements Focus on Fortifying

Selling Capabilities: The program

no longer requires partners to earn

an implementation certification to

achieve a Specialty2. While EMC

encourages partners to become

services-enabled, removing this

requirement from the reseller

program now allows pure-play

resellers a more direct path to

achieving Velocity Specialties,

where benefit opportunities

accelerate.

For partners who include services

in their business model, EMC has

strengthened its Velocity Services

offerings (details below).

- There is no longer a revenue

requirement for partners to achieve

a Specialty.

- Three Specialties are now required


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feaTure | EMC

for Signature (top tier) partners

worldwide, reflecting the most

advanced level of competency

required of the top tier partners in

positioning and selling a broad

range of EMCs technologies.

EMC Isilon Partner ProgramIntegrated into Velocity Program:

Former Isilon partners can now

become eligible for Velocity

benefits on other EMC products,

and existing EMC resellers can

become eligible to earn benefits

from selling Isilon all within the

integrated Velocity program.

More Products Eligible forFinancial Benefits in Velocity

Specialities : To help partners align

their portfolio with the growing

demand for cloud and Big Data

solutions, the following products

are now eligible for financial

benefits within the Backup and

Recovery Specialty: EMC Mozy

cloud backup, EMC Atmos object-

based cloud storage platform, andEMC Centera content addressable

storage. EMC Isilon scale-out

network attached storage platform

is also now eligible for benefits

within the Consolidate Specialty.

Amplified Demand Generation:

More Market Development Funds

(MDF), More Qualified Leads: EMC is

doubling its investment in demand

generation funds, programs, and

resources to develop highly

qualified opportunities for partners

and accelerate revenue growth.

Velocity Services Invests in

Enhanced Tools, Offerings, and

Resources to Accelerate Services

Enablement with Partners:

- Expanded library of online and

video-instructor-led services

training provides a more convenient

and efficient way for partners to

access EMCs industry-recognized

EMC Proven Professional technical

training.

- New online labs allow partners to

more efficiently and effectively

hone practical implementation skillson EMC technology in a proctored

virtual environment.

- New offering in the EMC

Cooperative Services portfolio

provides partners EMC guidance on

their solution design, as well as

post-implementation review. As

with all EMC Cooperative Service

offerings, the partner maintains full

control of the customer relationship,and has the depth of EMC expertise

in the background to ensure quality

implementations

Also, in 2012 EMC introduced

several new channel initiatives to

make the partners channel

experience simpler, more and

profitable. These include:

EMC VSPEX Proven Infrastructure:

Equipping its Velocity partners with

the industrys most flexible reference

architecture, VSPEX is based on best

of breed components designed in

conjunction with Brocade, Cisco,

Citrix, Intel, Microsoft, and VMware.

Partners can fully leverage the EMC

brand and industrial design in their

VSPEX offerings, demonstratingEMCs understanding of the

importance of the solution provider

brand as the trusted adviser. After

just two quarters since launching in

April 2012, partners sold more than

1,300 VSPEX systems, making it by

far the fastest-growing reference

architecture in the market.

The partner benefits are:

1. Increased Market Opportunity

With VSPEX, channel partners

can now sell complete, highly-

flexible solutions to theircustomers, resulting in a higher

attach rate of components, and a

bigger sale. VSPEX allows

partners the option to mix and

match server and network

components based on customers

specific infrastructure and

application requirements to

improve profitability while

optimizing the value delivered tothe customer.

2. Faster Time to Market VSPEX

offers channel partners complete

configuration and sizing guidelines

for the most common workloads

that can reduce the requirements

collection phase of the sales cycle.

VSPEX adds significant value to the

partners sales process by reducingintegration and validation costs

while still getting all the benefits of

delivering complete solutions. EMC

is enabling its channel partners with

training and technical and sales

collateral to help the partner quickly

bring VSPEX to market. The broad

awareness, integration into EMC

campaigns and demand generation

tools helps partners to generate

leads for their VSPEX solutions.

3. Partner Branded and

Customizable Solution VSPEX

allows partners to brand theirVSPEX solution and increase their

mindshare in the customers

environment.

4. VSPEX Labs Partners can

leverage EMCs investment in the

new VSPEX Labs to test additional

infrastructures in collaboration with

EMC and other VSPEX partners.

New Channel-only Solutions: Inaddition to VSPEX and building

upon the success of the channel-only

EMC VNXe family of products first

announced in 2011 in 2012 EMC

introduced EMC VNXe3150, which is

optimized for organizations

building virtualized, private cloud

environments. EMC also announced

the EMC Avamar Business Edition,

which gives more customers accessto the power and simplicity of an

industry-leading EMC purpose-built

backup appliance.

EMC Global Partner Summit:

The first annual inaugural partner-

exclusive event was held at EMC

World 2012 and is designed to help

partners gain valuable insight to

the future direction of the

companys products, solutions and

partner programs.


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As the reach of technology

increases across the world

and malicious activity

grows with it, security

vendors have equipped themselves

to deliver the sophisticated end-to-

end solutions required to combat

todays cyber criminals. The

Middle East is one of the worldsbright spots for economic growth,

and technology plays a huge part

in this. To achieve its vision of

further expansion and prosperity,

installing the right IT

infrastructure with the

appropriate security layer is an

absolute must. Organisations in

the Middle East are experiencing

exceptional demand for

improving and overhauling their

IT security and data protection

systems. In particular, the

offering of cloud-based security

platforms is proving key to

resellers that are continually

looking to ease internal processes

and open up new revenue

streams for the Channel.

WAN bandwidth forconnections to external sites is

also fast becoming an important

topic for many companies in the

Middle East. There are two

reasons for this: The transition to

cloud-based applications and IP-

based Unified Communications

(UC) concepts. MPLS lines are the

ideal solution for data when it

comes to high availability and

capacity. However, these are

often expensive or not available

outside metropolitan areas. So, IT

managers look for ways to

optimise their networks and use

alternative links such as DSL, by

using a Link Balancer, for example.

But, just like every element that is

added to the IT infrastructure, this

also has to be installed and set up,managed and maintained. IT teams

in mid-sized companies often reach

the limits of their capacities here,

both in terms of personnel and in

terms of the required specialist

knowledge. One way out of this

dilemma is to choose Next

Generation (NG) Firewalls, which, in

addition to their classic security

role, also take over Traffic

Intelligence functions too. They do

far more there than just simple link

balancing and content blocking.

Thanks to the enhanced diagnosis

features in an NG Firewall, it is

possible not only to make much

more intelligent priority selection

choices, but also to determine the

optimum route for a data

connection. If the choice of route iscomplemented by information

about the routes availability or

quality, then they can also use the

available bandwidth with the

highest fail-safe levels and much

more effectively, making

investments in additional

bandwidth unnecessary. IT staff also

save time in operations because they

can manage their diverse functions

in a consistent manner, too.

Intelligent data analysis,combining inexpensive linksand rule-based data stream

assignment at the applicationlevel all help save connection

charges, writes Klaus Gheri,VP of Product Management,

Barracuda Networks

Uing an NGFirewall for WAN

Optimiation

BARRACUDA| highlighT


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highlighT | BARRACUDA

The WAN optimisation issue is

not just one that affects large

companies. Each company with

several sites has to incorporate

these into the company network.

Bandwidth and availability demands

remain low as long as the offices

only need email and internet access.However, in todays world critical

company applications should be

accessible at all times and from any

location. If the data line fails, then

work in the branch office comes to a

standstill. This danger increases with

the use of cloud applications, IP

telephony and Unified

Communications (UC).

Connection charges, particularly

in international business

operations, are reduced

considerably compared to

conventional telephone

connection costs thanks to

internet-based channels.

However, at the same time theystrain the data line and their data

packages should be transmitted

with a minimum latency period.

Email data are more patient

when compared with telephony

functions. A delay of one minute for

the transmission is usually of no

consequence. So, when an IT

administrator gives transmission

priority to the Voice-over-IP-

Application, this traffic shaping

is a first step towards WAN

optimisation.

METHOD NO. 1: The security

guard at the gates keeps the

alleyways clear

The cloud is an additional way ofoptimising company networks. IT

security in particular benefits from

cloud services, because the

mechanisms for protecting against

attacks precede the company

network. The firewall, IDS/IPS

(Intrusion Detection and Intrusion

Prevention Systems), filtering and

spam detection function is like

guards standing in front of thecompanys data gates. All of the

data traffic from and into the

company is thus guided through

the cloud security. This has several

advantages: The cloud solution

relieves the company network, is

absolutely scalable, flexible and

optimises the WAN, because the

data traffic from the various

locations is not checked at the head

office, but by an external cloud

security specialist.

Method No. 2: Marching

separately, communicating as one

Not all types of data are of

equal importance, as the example

of telephony vs. email trafficshows. With their varying

priority levels, costs can be saved

when the important data are

transmitted via an expensive

MPLS line, and the less urgent via

an inexpensive transmission

route such as DSL, T1, cable, G3

or G4 for example.

Instead of connecting the

branch offices with a powerfulMPSL line, a less expensive

alternative often suffices too. This

can be complemented by

alternative, inexpensive links or by

combining several of these less

reliable links to form a VPN

(Virtual Private Network). This

variation can definitely achieve

availability rates in the 99.999

percent range. This corresponds toan approximate downtime of five

minutes per annum.

An IT administrator can also

fall back on corresponding stand-

alone solutions to combine

several links to form a VPN.

However, this generates more

work for installation,

management and maintenance,

which is why the combination withan NG Firewall also saves costs here

too. But the main argument in favor

of this connection is a different

issue: namely the synergy of the

analysis functions.

Method No. 3: The firewall, to

serve and protect

NG Firewalls ensure security by

analysing the incoming and

outgoing data traffic, filtering

out malicious links and blocking

NG Firewall enure ecurity byanalying the incoming and outgoingdata traffic, filtering out maliciou linkand blocking upiciou data package


f a, a w a.va@.


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BARRACUDA| highlighT

suspicious data packages. Their

performance is directly related totheir analysis ability. The layer 7

application control in an NG

Firewall is capable of assigning

data packages to individual

applications, of determining

their authors and the content, as

well as either blocking them or

granting them passage

depending on the rules defined

by the administrator. Individualfunctions within an application

can even be controlled using the

SSL interception and content

breakdown as well as the Deep-

Application-Content detection.

For example, allowing general

access to a social network like

Facebook, but only allowing

employees from the marketing

department to post there. Thefirewall works like a toll keeper,

controlling the incoming and

outgoing data.

WAN optimisation can also be

achieved using traffic intelligence

when combined with traffic shaping

functions. The firewall analyses the

data traffic, identifies which

applications want to transmit

data across the WAN via which

protocol and from which user. It

then not only decides whether or

not this is allowed or should beblocked, but also determines how

much bandwidth should be made

available on which of the various

data lines. This decision is based

on rules that have been defined

by the IT administrator. If one of

the lines fails or has performance

problems, then a fail-over

mechanism ensures that the

remaining connections step intoplace to take over smoothly. In

order for this to work, the firewall

devices at the various connected

locations should test the lines status

at regular intervals.

Method No. 4: Saving data means

accelerating data

The classic techniques applied for

WAN optimisation can also be

integrated into the range offunctions offered by a firewall. These

include:

- Deduplication and compression

- Caching/Encryption

- The optimisation and bundling

of queries for specific protocols (e.g.

file sharing)

- Forward error correction

These methods reduce the data

volume, optimise the data traffic

and as such, improve the overall

WAN performance. These can also

be performed by separate solutions

or integrated into the firewall. The

benefit of integration is that the

analytical functions make the

firewall better suited to optimising

the WAN. In addition the consistent

management in one device andwith the same interface saves the IT

team both time and effort.

The evolution of the firewall to a

guarantor for connections

Today, an NG Firewall is far

more than a gatekeeper with just

a security role. It manages and

guarantees the communication

within the WAN: It analyses,

coordinates and optimises thevarious connections in favor of

performance and the IT budget. It

contributes to WAN optimisation

by outsourcing its classic security

element to the cloud. But the

tasks that an NG Firewall can

assume dont end here by any

means it can also take over

archiving functions.

The growing popularity ofsocial media platforms in the

Middle East has added to the

security and fraud risks facing

both consumers and businesses

alike. Recent figures show that

there are now more than 18

million Facebook users and

nearly seven million Twitter users in

the region, all of whom are potential

rich pickings for a growing numberof cyber criminals active in these

channels. At the same time, social

networks are becoming more

business-oriented and thus of

increasing legal relevance and their

contents can now be stored virtually

parallel to the analysis. Therefore,

the firewalls career from guard to

toll keeper could be complemented

by a further job description: that of

the archivist.

Baacdanets theMdde EastThe Middle East has become a

major focus for Barracuda

Networks, with more than1,000 customers in the region

currently using its solutions.

The companys growing

commitment to the region

includes actively hiring

additional sales and technical

staff to drive activities in the

region. This will allow the

business to enhance further

the high level of support thatits partners and customers

have come to expect.

Toni El Inati, Regional Sales

Manager, MEA, heads up the

Middle East sales team from the

new Dubai office in Dubai

Internet City. He works

alongside Rafaat Kastoun,

who has recently been

appointed Sales Engineer,

MEA.

Toni EL inATi, REGionALSALES MAnAGER, MEA,BArrACuDA nETworkS


f a, a w a.va@.

inTerView | VMWARE


16/24

Eyeing new marketopportunitie

What d f

ppttes d y

see the Afca

maet f

vtazat ad cd sts?

Africa is already progressing

steadily towards virtualizationand the technology is a core

requirement in any datacentre/

server room where companies

are looking to drive maximum

efficiency from their existing

hardware. Virtualization also

allows them to deliver more

services off of their existing

platforms. It enables them to

address critical disaster recovery

and business continuity issues

and progress on their journey to

cloud.

The premise of cloud is based on

connectivity, and as that is often

a challenge, I believe it will be a

little while before the African

subcontinent is globalised in

respect of cloud computing. Inthe meantime it is a feasible

solution where bandwidth is

available and private cloud is

still a contender for customer

consideration.

what ee the eass f

chsg redgt as a

dstbt pate Afca?

The process we run in selecting

our distributors is fairly rigorous

and detailed. We review many

factors, and look at the

distributors ability to support

the channel in all aspects of

distribution, as well as manage

lines of credit on their behalf.

We also consider factors such ascomplimentary solution

components and business

development capability, as well

as presence in the major markets

we want to address. Out of all

the distributors that responded

we assessed Redington and came

to the conclusion that it was the

closest fit to our requirements

for the region. They put forward

a fantastic proposal and their

presentation was well supported

and concise.

H d y pa t mpve the

speed ad pdct edge f

ey esees the maet ad

VMae techges?

We have already begun the on

boarding process to help skill up

Redington to be able to

effectively support the channel

in the regions that the company

operates in. We are also

reviewing the training process

for West and Eastern Africa and

looking at programmes to

support partner and customer

training on our technologies.

inTerView | VMWARE

Redington Value peak to Chri Norton, senior Regional Director, southern Africa at VMware, aboutcloud computing and virtualization opportunitie in emerging market uch a Africa, a well a itnewly etablihed ditribution partnerhip with the leader in cloud and virtualization technologie.


f a, a w a.va@.

VMWARE | inTerView


17/24

In addition we will host partner

updates in the coming months

to support the resellers and

ensure that they can support

their customers, as well as we

will be launching awareness

campaigns on some of the key

solutions as well as someinteresting ones, such as

technology where we have to

support zero touch windows 7

migrations for customers.

I think it is important to note

that VMware is committed to

being visible in the markets we

have chosen to drive into in

2013.

what pecetage f bsess s

de thgh the chae the

MEA eg?

100% of the business in the

region is channel based, with

particular emphasis on the

regions we are responsible for.

Ca y pease te s abt the

pas t bette sppt the chae

ad cease the evees?

There are many programmes

available in the VMware partner

programme that the channel can

get involved in, and there are

lots of ways that partners can

qualify for additional margin, inorder to make them more

profitable.

It is key to VMware Southern

Africa that partners who

differentiate themselves are

rewarded for their investments

and remain profitable. To this

end, training programmes will

be aligned with our tier-1

focussed countries, and our

VMWARE| inTerView

distributors will align with

VMware Authorised TrainingCentres to ensure global

standards are adhered to.

D y th the chae eeds a

e appach t captase the

cd ea?

Yes Cloud requires the reseller

channel to review their long-

term strategy from selling tin to

brokering services. Some

partners have already done this

and others are behind the curve.

H the eatshp th

redgt Vae ag th VMae

bjectves East & west Afca?

VMwares objective is to provide an

increased and stable set of skills in

the region in order to make our

software and services viable to

partners and customers alike. This

will increase the visibility and

awareness of the intricate and

critical solutions that VMware canprovide to customers.

We believe that Redington will

expand our partner reach and

also drive additional support

and financial options to the

partners in the Western and

Eastern African region as well as

Central Africa. We are excited

about the possibilities that this

partnership represents.

VMware has unveiled the VMware Horizon

Suite, a comprehensive platform for workforce

mobility that will connect end users to theirdata, applications and desktops on any device

without sacrificing IT security and control.

With updates to VMware Horizon View and

VMware Horizon Mirage, as well as a new

product, VMware Horizon Workspace, the

VMware Horizon Suite will enable IT

organizations in the Middle East to empower

users with a secure, easy-to-manage virtual

workspace that delivers a consistent,

compelling experience across devices.Customers in the Middle East are looking for

a comprehensive, enterprise-class solution to

empower workers in a world where the

proliferation of devices and consumer cloud

services have changed user expectations, while

putting IT security and governance at risk, said

Sam Tayan, Regional Director, VMware MENA.

VMware virtualization has helped thousands of

customers in the Middle East change what is

possible in the datacenter, and we believe it canhave the same transformative impact in end-

user computing. The VMware Horizon Suite will

help our customers accelerate their journeys

from the PC Era to the Multi-Device Era.

A report by Forrester Research Inc. finds the

use of personal devices outside of IT control

alarming with 67 percent of employees using

personally selected smartphones and 46 percent

using personally selected laptops none ofwhich were approved or issued by the company .

And, a recent survey by VMware found that 83

percent of IT administrators wanted to prevent

the use of consumer online storage and

collaboration applications . The VMware

Horizon Suite is designed to solve the security

and governance challenges these consumer-

ready applications and devices bring to

enterprises, enabling IT to meet the demands of

their users with a virtual workspace that issecure, compliant and easy to manage.

The VMware Horizon Suite will bring

together VMwares industry-leading desktop

virtualization solution and technologies VMware

has built from the ground up to support a

mobile, collaborative workforce, including

Project Octopus, Project AppBlast, Project

AppShift, VMware ThinApp, VMware Horizon

Application Manager and VMware Horizon

Mobile into a single, unified solution. Anintegrated platform to support the mobile

workforce, the VMware Horizon Suite is

designed to transform technology silos of data,

applications and desktops into centralized IT

services that can be easily provisioned, managed

and delivered to end-users.

VMae ves VMae Hz Ste the Mdde East


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18/24

.

A PLATFORM WHEREOBSTACLES DISAPPEAR AS

POSSIBILITIES EMERGE

Move beyond.In todays business environment theresno room

for compromise. With VMware, IT departments canuntangle complexity and enable a more agile

enterprise without sacrificing service levels for

solutions, were revolutionizing the way IT serves

the businessand providing a clear, pragmatic

path to cloud computing.

Go to The Source. vmware.com/movebeyond

2010 VMware, Inc. All rights reserved.

CIsCO | in depTh


19/24

CIsCO| in depTh

Bringing buine olution to life

Whats it going to take to become the worlds #1 ITcompany? Difficult to say, specifically. But its safe toassume simply selling customers a hardware/

software networking solution and moving on wontget us there.

Me ad me,

cstmes at Cisco

to help them get the

most out of their

network investments through

solutions that address CEO care-

abouts and CIO and CTO priorities.And as software accelerates the

capabilities of networked

environments, the network is fast-

becoming the center of

intelligence that can be leveraged

to create business solutions. In a

nutshell, customers want trusted

business IT partners, not just ITvendors.

Thats where Ciscos Services

comes in. Services play a crucial

role in pulling together holistic,customized solutions that drive

business outcomes across

industries and customer

segments. Advanced Services plays

a key role here. Called a growing,

strategic asset by John Chambers,

our AS teams help customers

identify, plan and solve their

toughest business challenges.

There is huge potential valuein tying together our products,

software and services, as many

customers are looking for ways to

unleash all the business potential

the cloud, mobility, video, and

other trends are driving, says

Parvesh Sethi, SVP, Advanced

Services. Our job is to bring to

life solutions that help customers

get the full value of their Ciscoand infrastructure investments.

Sethi believes that today, more

than ever, maintaining close

relationships with customers and

knowing what keeps their leaders

up at night is critical to our

success. And our AS team is

uniquely positioned to help

Services do that.

key ivestmets f Bette

Bsess otcmes

Comprised of more than 5,500

professionals, with deep ties to

Cisco partners, AS is well

positioned globally to flex its

broad architectural and delivery

expertise, wherever our

customers need us.

Among the groups highestpriorities are overall customer

satisfaction, with a strong focus

on security, mobility, video, and

cloud, and managed services.Traditionally, our bread and

butter has been in planning,

designing and building, and

offering managed services

around Cisco architecturesfrom

service provider mobility to

collaboration and data center,

says AS Vice President Hans

Hwang. However, over the past

few years, we have greatlyexpanded the way in which we

help customers solve their

business challenges.

Hwang points to strategic

investments in:

Business engagement

Solutions

New, cloud-based models for

consuming IT

We are looking at vehiclessuch as automating things that

used to be done manually as a

means of delivering services, he

says. Customers are increasingly

looking to Cisco AS to help them

transform their infrastructures

across the entire life cycle.

Mmetm Mvg Fad

Sethi sums up his organizationscompetitive advantage in two

words: Expertise and relevance.

We have the largest and

deepest breadth of knowledge

around key architectures, he

says. Our expertise and skills

with the products we support,

when combined with our

Consulting Services and

Technical Services capabilities,give us the ability to take a


f a, a w a.va@.

in depTh | CIsCO


20/24

holistic view of our customers

network environments andbusiness needsone that is

simply superior to any similar

organization out there.

Proof that customers recognize

this value: AS has been one of

the fastest growing businesses

within Services. In fact, AS total

revenue nearly doubled in the

past five years, with Services

revenue representing about 11percent of total company

revenue then compared with

about 22 percent today.

Services will be a key growth

area for Cisco, Sethi says. And

our customers are starting to

realize that AS is one of the tools

they can use to address complex,

top-of-mind IT and business

concerns of CIOs and CEOs.The new, flexible Services

portfolio, constructed around

customer outcomes, is one

testament to Services efforts to

extend Cisco ties with customers

as trusted business advisors.

Bgg Capabtes t lfe

To better understand how AS is

helping customers use thenetwork to solve many of their

business challenges, here are a

few recent examples from high-

profile customers:

America MovilThe worlds

second largest telecom turned to

AS when it needed a long-term

technology partner to reach its

goals of achieving 70 percent

Internet penetration in LatinAmerica, introducing enhanced

video capabilities in the Mexican

market, and consolidating its datacenters to enable more Cloud

services. The result was a Cloud

Command Center in Mexico (run

by Cisco Services employees) and

the installation of identical Cisco

infrastructure in each of the four

hubs where it operates (Argentina,

Brazil, Colombia and Mexico). AS

was chosen because it offered

integrated solutions to meetAmerica Movils challenges,

enabling it to roll out more

complete IaaS services while

adopting a number of Cisco

solutions, including Hosted

Collaboration Solution and WebEx.

ToyotaAS conducted a two-

day workshop to assess the

security ramifications of

creating a BYOD (bring your owndevices) strategy for the

automotive giant. The goal was

to allow employees to utilize the

wireless devices of their choice

safely and securely on the

companys network. AS team

members drew from their

expertise in device and network

management, coming up with a

secure, holistic approach thatwas cost effective. In the process,

AS created significant future

services opportunity for a

Unified Workspace Assessment

and pilot, showing we could take

the plan to the next level.

MicrosoftAS entered into a

service agreement three years

ago with the software giant to

design, build, and manage theMicrosoft Retail stores. Recently,

a new concept emerged to build

kiosks in malls around the

United States and Canada to

expand Microsofts footprint,

and again they turned to Cisco.Over the years, AS has continued

to grow the business, with

awards from Microsoft for the

quality of service. But last

October, as Microsoft was about

to launch Windows 8 and its

Surface tablet, that service

agreement proved invaluable.

After receiving an urgent call

less than 48 hours before launchthat numerous issues (all

unrelated to Cisco equipment or

designs) were detected at 35 new

mall kiosk stores in the United

States and Canada, AS quickly

identified engineers throughoutboth countries and dispatched

them to the respective malls to

help the remote engineering

teams test and turn up various

broadband options. AS

demonstrated the true value of a

services-led relationship by

implementing a unique solution

that enabled Microsoft to

successfully leverage its productsand brand in the marketplace.

in depTh | CIsCO

We have the larget and deepet breadthof knowledge around key architecture.


f a, a w a.va@.


21/24

Start Preparing Your Network Today

Networking trends are aecting IT efciency. Over seven billion enterprise mobile

devices are expected by 2015, and video and other rich-media tools are expected to

consume more than 90 percent o bandwidth by 2014. IT is being asked to improveefciency and save money, while still ully supporting these new trends.

Cisco Borderless Networks built with Cisco Catalyst switches can help you reduce

implementation and deployment costs, network downtime, and operational expenses.Enable IT to increase operational efciency and lower total cost o ownership, solving

the challenges your sta ace in supporting todays networking trends.

Contact us to discuss potential areas or network improvement, review Ciscos latest

oers, and look at our joint proessional and technical services that help you takeadvantage o new investments more quickly and easily.

For more inormation please write to

[email protected]

Get Your Network Readyor Operational Efciency

redingTon Value channel eVenTs


22/24

5 6

1. emc VspeX vt n, k 26th Jan 2013

2. c emc vt d e s, Tz 13th Marchto 15th March 2013

3. emc evt r, ksa 24th Feb 2013

4. emc evt J, ksa 26th Feb 2013

5. d swall mt pt d, uae 13th March 2013

6. hp alan T- e ct vt d, uae 17th December 2013

3 4

1 2


23/24

Redington Value is a value-added distributor for the following brands in parts of Middle East and Africa:

Redington Value is an end-to-end value-added distributor in Middle East and Africa. It assists value-added resellers with most optimal

IT solutions across technology domains such as Unified Communications, Virtualization and Cloud Computing, Converged Infrastructure,

End-to-end security, Mobility Solutions, Power Solutions, Cabling Solutions, Storage, Back-up and Recovery. They are also supported with

in-house pre-sales expertise and regular sales/technical training and programs.

For more information, contact [email protected]

Breathe easy. Partner with Redington Value.

Some recent recognitions:

Dell SonicWallDistributor of the Year 2012

Trend MicroDistributor of the Year 2012

Red HatValue Added Distributor of the Year 2012

AvayaDistributor of the Year 2012


24/24

For more information or to place an order on Barracuda Networks,

please write to [email protected]

Valueplus May2013 AB v3

Documents