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RIGHT ON TARGET

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Updated : December 28, 2014 00:45  am,
By R. Narayan
img52Arrow offers an extensive portfolio of products and solutions from leading technology suppliers, complemented with industry-leading resources, tools and service support. The distributor is further consolidating its channel Business in the region

Arrow Electronics has been strengthening its business in the region over the past year since it completed the acquisition of Computerlinks. The company has since then gone about adding vendor partnerships in the region and is poised to have a significant say in the regional marketplace.

The distributor see itself as an aggregator, an enabler and an ecosystem builder who can anticipate market momentum, technology demands and adoption patterns. Accordingly, the distributor is building its focus and capabilities that meet the requirements in the fast evolving marketplace.

Jean-Loup Desamaison-Cognet, VP, CEEMEA and APAC regions for Arrow’s enterprise computing solutions segment says, “With each passing day, IT is shifting more and more towards SMAC (social, mobility, analytics, cloud) and security.  This entails more integration requirements as each function enables another to maximize their effect. We are focusing on the datacenter requirements and see our role as a VAD to be significant. We have been strengthening our capabilities around each strategic pillar – security, storage, networking, virtualization etc which are the building blocks for these emerging areas.”

He adds that the company is for instance the largest VMware distributor in the world at the moment. In addition, the distributor offers technologies from leading vendors including EMC, VCE, McAfee, F5, and RSA amongst others.

Jean-Loup comments, “We can aggregate all of that expertise together to build software defined networks, virtualized environments, database analytics etc. This is where we bring a lot of value to our partners and of course we provide training, professional services etc in addition.”

The distributor also offers ArrowSphere, a cloud services partner aggregation platform, which has not yet been introduced in the region but Jean says the company will be looking into that as cloud services see increased demand.

ArrowSphere is a multi-module platform that enables the channel ecosystem (MSPs, solution providers, independent software vendors) to enter into the cloud services business in the most efficient, seamless and cost-effective way. ArrowSphere enables the channel community to either build or resell cloud services for the benefit of their customers.

Jean-Loup says, “ArrowSphere is our cloud strategy – it is an aggregation platform where we can add services of telcos and MSPs and sell it through partners. We can provide MSPs services they don’t have. If you are a reseller, you can use this as your own brand of cloud services as it is a white brand service. If you are an MSP already, you can aggregate services from the platform and resell to customers.”

The company also has another service for MSPS – ArrowSphere xSP Central, an online module launched last year that enables the managed service provider community to forecast and report on various service provider license agreements in one central platform. A key feature of the tool is the ability to simulate and predict the total cost of operating a particular cloud service for the end customer. The platform includes metering and reporting capabilities and provides MSPs with a centralized online dashboard to generate pricing models, evaluate vendor program options, automate monthly reports and perform various analyses, such as profit threshold and capacity planning.

“In the context of all these various value propositions that we offer, the role we play as distributor has only become more critical and we are well positioned to meet the needs of our partners in an industry where transformation is happening every day. We are always looking at new vendors and Technologies to address the challenges of the data center and making sure that we can bring this to our partners so that they are staying relevant to their customers,” comments Jean-Loup.

He believes that there is a significant opportunity for the channel in deploying cloud services. However, while the cloud is gaining interest, it needs better traction.

“Everyone is believing more in the cloud but it needs to take off with greater momentum. The good part for our partners is that the cloud is available through the channel,” says Jean-Loup.

The distributor is also strengthening its portfolio around data analytics.

“Social Media has an impact on the data center performance in terms of networking and optimization. It impacts analytics and mobility. Analytics is a significant opportunity. We have signed up SAS in many countries already for instance,” adds Jean-Loup.

The company is keen on strengthening its applications portfolio including cloud based models and believes this can be a good opportunity for the distribution and channel Business where it can add value. He says there will in all likelihood be more firm developments in this direction soon enough.

The acquisition of Computerlinks has helped Arrow to size up its security and data center solutions portfolio considerably, especially across the markets including this region. Arrow was already a strong security distributor prior to the acquisition but this helped it assert pre-eminence in the security distribution market.

“We were number 2 in terms of Checkpoint distribution. We were already strong on the security front for virtualization because of our strengths as the world foremost VMware distributor. However, we wanted to consolidate the security portfolio further and hence the acquisition. Today, after the acquisition, we are the largest security distributor in the world,” says Jean-Loup.

In the aftermath of the acquisition, the strategy has been to bring to market a full data center portfolio with strong specializations in skills, pre-sales, post sales, training etc.

Jean-Loup elaborates, “Channel enablement is a key focus and part of our company’s DNA. We do that promptly. Training them and helping them to see and support them later. We coach them to install and grow them so that they are fast in including new Technologies and they take opportunities.”

In addition, the company brought in shared best practices to augment the profile in the region where it sees strong growth potential.

Jean-Loup comments, “This is a growing market and the growth has been positive. We want to grow our Business here. We will now keep adding services, extend the portfolio and bring in sharing of best practices. Historically, we have always grown faster than the simple addition of the revenues of acquisition.”
The distributor has a tie-up with Oracle in its sights for this region since it already has Oracle distribution rights in several markets globally.

“We are the largest Oracle distributor in the world. We are hoping to sign with Oracle for this region as well as we quite familiar with the vendor’s portfolio.  Of course they have an existing distribution set-up for the region, so we will see what further value we can add,” says Jean-Loup.

The distributor has decided to build an office at the earliest possible instance in KSA with staff. It is also exploring the need for local office in other countries as well. This it hopes will help it provide professional services, provide training effectively and be closer to partners in those markets.

 

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Redefining Real Estate: The Rise of Wellness-Centric Spaces

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By Mark Phoenix – CEO of Sankari

The way we think about real estate is evolving, and at the heart of this change is a renewed focus on wellness. As we become more aware of the profound impact our living environments have on our health and well-being, it’s clear that real estate must go beyond aesthetics and luxury—it must support a lifestyle of vitality and longevity. To me, true luxury is no longer defined solely by opulence but by spaces that promote health, balance, and connection.

The demand for wellness-oriented spaces is growing rapidly, and real estate developers must rise to meet it. Today’s buyers are looking for more than just high-end finishes and exclusive locations—they want environments that enhance their well-being. Integrating wellness features such as fitness centers, yoga studios, meditation areas, and holistic health services is no longer an option; it’s a necessity. These spaces don’t just add value to a property; they create communities that create physical health, mental clarity, and social engagement.

Wellness-centric design is about more than just adding amenities—it’s about creating environments that encourage movement, relaxation, and human connection. By prioritizing well-being in real estate, developers can offer residents a lifestyle that aligns with modern values and aspirations. These spaces cultivate a sense of belonging, allowing people to come together in ways that enrich their lives beyond the walls of their homes.

Beyond individual benefits, wellness-focused communities have a lasting impact on society. As more people seek out homes that support their health, the real estate industry has an opportunity to lead this cultural shift. Developments that incorporate sustainable materials, biophilic design, and eco-friendly building practices not only benefit residents but also contribute to a healthier planet.

In the ultra-luxury segment, this focus on wellness is especially meaningful. The most sought-after properties are no longer just about extravagance—they are about creating a sanctuary where people can rejuvenate both physically and mentally. True luxury lies in thoughtful, health-driven design that enhances everyday life in meaningful ways.

Designing for wellness also means partnering with visionary architects and designers who understand the importance of both form and function. In regions with challenging climates, for example, innovative solutions can help reduce environmental impact while enhancing comfort and efficiency. Securing sustainability certifications like LEED further reinforces a commitment to responsible development and aligns with the global movement toward eco-conscious living.

For me, integrating wellness into real estate is more than just a trend—it’s a deeply personal mission and a strategic imperative. The places we live should do more than just shelter us; they should actively contribute to our health and happiness. By embedding wellness into the very foundation of luxury real estate, we’re not just shaping beautiful spaces—we’re shaping better lives.

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We are bringing tradition to every table in just five minutes

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Kerala breakfast

Exclusive Interview with Ashvin Subramanyam, CEO International Business, Orkla India

In this exclusive interview, Ashvin Subramanyam, CEO of International Business at Orkla India, shares insights on the brand’s participation at Gulfood 2025 and its mission to blend tradition with innovation in the Middle East. With the launch of Eastern’s 5-Minute Breakfast range and a refreshed Arabic spice portfolio, Orkla IMEA is redefining convenience without compromising on authenticity.

What can we expect from Orkla IMEA’s presence at Gulfood 2025, and how significant is this event for your brand’s growth in the region?

At Gulfood 2025, Orkla IMEA, subsidiary of Orkla India, is set to make a strong impact by unveiling the Eastern 5-Minute Breakfast range, designed to bring the authentic flavors of Kerala to the fast-growing ready-to-cook market in the Middle East. In addition, visitors can expect a refreshed Arabic spice portfolio, reflecting Orkla India’s continued commitment to catering to the diverse culinary preferences of the region.

Gulfood is a key platform for us as it enables us to showcase our latest innovations to a global audience, including retailers, distributors, and food industry leaders. The Middle East is a strategic market for our expansion. By blending tradition with convenience, our goal through this event is to become a household name across diverse communities in the region, reinforcing our commitment to quality, authenticity, and innovation in packaged foods.

How does Gulfood help Orkla IMEA connect with new markets, consumers, and industry partners, particularly in the Middle East?

Gulfood serves as a vital gateway for Orkla India to connect with new markets, consumers, and industry partners through its subsidiary Orkla IMEA in the Middle East. As one of the world’s largest food and beverage trade exhibitions, it provides an unparalleled opportunity to engage directly with key stakeholders, including retailers, distributors, and hospitality businesses, facilitating strategic partnerships and market expansion.

For Orkla India, this event is instrumental in understanding regional consumer trends, preferences, and evolving dietary habits, particularly in the fast-growing packaged food sector. The launch of the Eastern 5-Minute Breakfast range and refreshed Arabic spice portfolio at Gulfood allows us to showcase our innovation in convenience-driven yet authentic culinary solutions.

By participating in Gulfood, we strengthen our brand presence, foster collaborations with regional partners, and position ourselves as a trusted name in ethnic and mainstream food categories. It’s a key milestone in our vision to become a household name in the Middle East.

Eastern is set to unveil its preservative-free quick South Indian 5-Minute Breakfast range. What was the inspiration behind this concept?

The Eastern 5-Minute Breakfast range was inspired by the growing need for convenient, time-saving meal solutions that do not compromise on authentic taste and quality. South Indian breakfasts, particularly Kerala’s traditional dishes, are deeply rooted in culture, requiring significant time and effort to prepare. However, with modern lifestyles becoming increasingly fast-paced, many consumers struggle to recreate these meals from scratch.

Recognizing this shift, Eastern set out to bridge the gap between tradition and convenience by crafting a range that retains the authentic flavours and textures of Kerala’s most-loved breakfasts while eliminating the long preparation time. The preservative-free formula ensures that consumers enjoy fresh, wholesome meals made from high-quality ingredients in just three easy steps, ready in five minutes.

With this innovation, Eastern empowers busy professionals, young families, and expatriates to stay connected to their culinary heritage without compromising on their schedules, making traditional breakfast accessible anytime, anywhere in just 5 minutes.

Can you give us an insight into the development process behind this 5-Minute Breakfast range, especially in maintaining authentic South Indian flavors without preservatives?

The development process for our 5-Minute Breakfast range began with a deep understanding of our consumers’ evolving lifestyles and their desire for authentic Kerala-style breakfasts that eliminate a lengthy preparation process. We identified a unique need-gap: while traditional dishes like Puttu, Appam, and Idiyappam are much-loved, the time and effort they require can be challenging in today’s fast-paced world.

Our journey involved benchmarking these dishes to the traditional methods used by homemakers, capturing the essence of how an amma would prepare them at home. This set the standard for the flavor profiles we aimed to achieve. The challenge was to replicate the authentic taste and texture while ensuring our products were preservative-free.

Our R&D team worked tirelessly, conducting extensive trials to balance authenticity and convenience. Through our innovation center we crafted recipes that retain the goodness of traditional Kerala breakfasts while being ready in just five minutes. With this range, Eastern redefines breakfast convenience, allowing families to savor the true flavors of Kerala in a fraction of time.

With over one million Keralites in the UAE, how does Eastern plan to cater to both the traditional tastes of this community and the broader multicultural audience?

With almost two million Keralites in the UAE, Eastern understands the deep emotional and cultural connection this community has with its traditional cuisine. The Eastern 5-Minute Breakfast range is designed to preserve the authentic flavours of Kerala while offering a convenient solution for modern lifestyles. By using high-quality ingredients and a preservative-free formula, the range ensures that the taste and texture remain true to tradition, making it an ideal choice for Malayalees longing for home-cooked meals.

While there are other instant and ready-to-eat options in the market, Eastern’s range stands out by offering dishes like Puttu and Palappam, which traditionally require culinary expertise and time-consuming preparation. These dishes are not widely available in the quick- convenience food category.

At the same time, Eastern is expanding its reach to a broader multicultural audience by showcasing South Indian cuisine as a flavourful, nutritious, and easy-to-prepare option for all. The simplicity of the 3 Easy Steps preparation makes these dishes accessible to non-South Indian consumers who are eager to explore new flavours. Through strategic retail partnerships, digital outreach and and aggressive in-store sampling, Eastern aims to introduce and establish South Indian breakfast as a preferred choice for consumers in this region.

What’s one thing about Orkla IMEA that people might not know but should?

While Orkla IMEA was incorporated recently, we have been in the region for over 25 years now, through our brand Eastern.

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2025 Hospitality Tech Trends

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By Prince Thampi, Founder and CEO, Hudini

As we approach 2025, the hospitality industry is poised for transformational growth, driven by evolving traveller preferences and advancements in technology. The future of hospitality promises enhanced convenience, personalisation and sustainability, with a significant focus on creating memorable experiences for guests. Let’s dive into five key trends that will shape the hospitality tech landscape in 2025 and beyond.

  1. The Continued Rise of Frictionless Technology

The increased demand for frictionless experiences is set to dominate the industry, with more and more travellers preferring hotels that offer touch-free check-in, check-out, and room access via mobile apps. This trend reflects a broader shift towards easy interactions powered by seamless digital integration. Mobile apps have been an essential tool for a few years now, enabling guests to manage their stays, order room service, and access hotel information effortlessly. With the introduction of Gen AI, those apps have become more powerful than ever and are now able to provide highly personalised recommendations and speak in different languages.

Hotels embracing this trend will gain a competitive edge, as tech-savvy travellers prioritise convenience and efficiency during their stay. According to a recent survey by Deloitte, around 72% of travellers are more likely to choose a hotel that offers mobile check-in and check-out services over those that don’t.

  • Hyper Personalised Guest Experiences

In 2025, personalisation will continue to be at the core of hospitality services but will finally be taken to the next level thanks to Gen AI. Guests expect hotels to anticipate their needs and offer tailored experiences, from customised room settings to personalised dining recommendations. Apps powered by AI are now able to predict guest needs based on a wealth of data, ingested from the hotel systems or fed externally.

Leveraging guest data and insights, hotels can create unique offerings that cater to individual preferences. This level of personalisation not only enhances guest satisfaction but also fosters loyalty and repeat bookings. According to Oracle’s findings, biometrics and AI are set to play pivotal roles, with 62% of guests valuing automated recognition for personalised interactions. Biometrics will experience a breakthrough into mainstream hospitality in 2025. Facial recognition technology has matured significantly and is ready to be weaved into the guest experience. It will enable better security and guest recognition while protecting their privacy at the same time.

  • AI-Enabled Customer Service

Artificial intelligence is revolutionising every aspect of the hospitality industry, but will be by itself a new way of providing customer service. Chatbots and virtual assistants are becoming standard tools for handling common queries, offering instant support, and streamlining operations at any time and in any language.

AI-driven solutions not only enhance efficiency but also provide guests with 24/7 assistance, ensuring a smoother and more satisfying experience. By integrating AI technologies, hotels can free up staff to focus on delivering exceptional in-person service.

  • Sustainability and Eco-Friendly Practices

Sustainability is no longer optional, it’s a necessity often enforced by regulation. Travellers are increasingly favouring hotels that adopt eco-friendly practices, such as using locally sourced food, implementing energy-efficient operations, and reducing waste.

By prioritising sustainability, hotels not only meet guest expectations but also contribute positively to the environment. This commitment to green initiatives enhances brand reputation and attracts environmentally conscious travellers. A recent survey by Booking.com found that 83% of global respondents believe more sustainable travel is vital, with 49% believing there aren’t enough sustainable travel options and 53% saying they get annoyed when a hotel prevents them from being sustainable.

Smart use of technology is key in the sustainability journey of hotels. Technology can accurately measure the reduction in carbon footprint, it will help reduce energy and adopt renewable energy sources, and will enable the effective management of food waste. Many hospitality apps allow guests to apply green energy settings to a room, some will even exchange your energy savings to loyalty points.

  • The return of ‘real’

With Gen Z – the first generation grown up with everything digital – becoming the next large group to travel, the craving for ‘real’ experiences is bigger than it ever was. Hotels focusing on truly unique and hyper local experiences; a great meal, cultural outing, or wellness treatment will win the hearts of this generation.

Fortunately hotel apps, AI, automation of processes, sustainability tech and the removal of cumbersome processes like checking-in and studying paper manuals will free up hotel staff to allow them to do what they do best: providing unforgettable, personalised and sustainable experiences.

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