News
Partner enablement for digital transformation
David Hazard, Vice President – Head of EMEIA channel & sales Operations, Fujitsu Technology Products, Fujitsu discusses the company’s focus on enabling partners take solutions to market
Discuss how Fujitsu is looking at the impact of the shifts in IT in terms of solutions made available for the channel?
The shift from old fashioned robust old fashioned IT methodologies and systems towards the new deployed fast IT, digital applications is happening very quickly. The consulting and deploying services required to manage the infrastructure is changing as well.
Fujitsu has all of those solutions and services in our end to end portfolio. We have been more recognized in the Technology client computing part of our ICT portfolio. For instance, many people know we make good notebooks, tablets, workstations etc. Some know we make good servers, storage and compute technology. But not many are aware we also have the solutions that answers needs ranging from enabling migration to a hybrid cloud environment to data security solutions for IoT deployments etc. The message we want to send to the market is that we provide those end to end solutions for mid-market and enterprise customers and are enabling our partners in taking such solutions to their customers.
Discuss the Enterprise focus and success in the segment so far? What is the partner focus in this business?
We want to consolidate and build on our enterprise success across EMEA. We want to bridge the perception gap and be seen as not only a client computing devices vendor and but also an enterprise solutions vendor. We have some very good client references across the datacenter integration space, managed infrastructure services, security etc. We do a lot of these business through our channel.
One of the big tasks ahead of us is how we enable and train our channel partners to take these digital solutions and services to customers. As I mentioned, while we have probably been well known as a Technology vendor, there is room for increasing the awareness in the value add channel about the end to end solutions we offer in the enterprise segment. We want to get closer to the VADs, the value add resellers and to the customers.
Elaborate on specific opportunities that as a company you are focused on?
SAP integration is an area where we have been quite successful and we continue to see growth in that segment. We see growth for the Fujitsu PRIMEFLEX for Hadoop integrated systems. There is growth potential for PRIMEFLEX Cluster-in-a-box solutions, which is a hyper-converged solution including Microsoft Windows Server 2012 R2 pre-installed and pre-configured as virtualized high availability cluster.
We see traction for such solutions especially in the mid-market segment, where customer maybe looking for their first deployments of virtual machines and also need to ensure it doesn’t cost a fortune. They would be looking for something that gets deployed relatively quickly and tested out. We are investing a lot in open stack, Microsoft cluster in a box, SAP and Hadoop, HPC as growth areas of focus.
How do you see SME customers taking advantage of the new age solutions?
There are thousands of corporate customers who want to do what large enterprises do but they don’t have the millions to invest in technologies that will get them to do all of what they wanted to. Five years ago, setting up a technology company would need 5 million USD but today you could set up a company with probably five thousand USD and some computers with access to the cloud. You don’t need the high cost infrastructure anymore. The way they want to do enable their infrastructure is without the complexities of deployments and integration.
The SMB is a strong focus for us and our partners as they need ready to deploy integrated solutions with which they don’t need to contend with complexities around deployment.
How are you managing the partners on this transformational journey?
For partners we offer the Fujitsu SELECT program under which once they come on board as Fujitsu registered partners, that allows us to send them information and provide them access to our partner portal. At the next level of this program, we have Experts who would need to have a couple of people certified and accredited on the Primergy server for instance.
What we are changing is that rather than ask them to retrain on the server technologies each year, we are asking them to look at what the integrated systems that include servers and storage are being used for and then train around those solution requirements. So we train them to take these solutions to market and focus on strategic areas of digitalisation and digital transformation. We are encouraging our partners to look at specializations in Hadoop, SAP integration, Microsoft cluster in a box, cloud, security etc. it is important they have a good understanding of the technology but it is more important to know the contexts and environments the solutions built around these technologies go into.
How do you see the role for distributors changing and what is the extent of your engagement with them?
Across the region including Europe, we work with about 90 to 100 distributors. Several of these are large distributors. Over the recent times, there has been consolidation in the distribution segment with some large ones acquiring the smaller. Earlier, either you were a volume or you were a value distributor but that is changing. In a few years from now, you will just have distributors who will focus across volume and value opportunities. We are making sure that our distributors are in sync with our end to end diverse portfolio and that this doesn’t stop with products but could extend into services such as opportunities around K5 cloud integration (a key part of the Fujitsu Digital Business Platform MetaArc) and potentially into IoT, AI integration etc in future.
The distribution and the reseller channel go hand in hand. A reseller cannot afford direct relationship management with 200-250 vendors and which is why it is easier for them to work with distributors. Resellers are starting to figure out areas they want to specialize and some are big enough to do all of them. The role of the vendor is to educate, enable provide rebate schemes and make it easy for them to buy from us always via a distributor. There will be a certain number of tier-one partners who buy directly from us and there will a small number of corporate and government customers who we sell to directly.
Discuss success with your cloud and the role for the distributor and the channel in taking it to market?
We have had a phased launch of K5, our next-generation IaaS and PaaS cloud service. This cloud computing platform enables digital transformation through integrating traditional IT environments into new cloud-based technologies. We have launched in UK, Germany, the Nordic countries and a couple of other Western Europe countries. We already some customer references but we are not competing with AWS or Azure and are rather enabling integration of applications into those environments.
We need to develop the value propositions around the cloud for this market and this is on our agenda with our distributors because they are best placed to enable the partners. For instance, some of the larger distributors are developing large cloud aggregation platforms and such platform enable resellers that are looking to put together some cloud solutions from different vendors and need help with the consolidation of billing, reporting and administration from a central portal.
News
The Malware That Must Not Be Named: Suspected Espionage Campaign Delivers “Voldemort”
In August 2024, Proofpoint researchers identified an unusual campaign using a novel attack chain to deliver custom malware. The threat actor named the malware “Voldemort” based on internal filenames and strings used in the malware.
The attack chain comprises multiple techniques currently popular within the threat landscape as well as uncommon methods for command and control (C2), like the use of Google Sheets. Its combination of tactics, techniques, and procedures (TTPs), lure themes impersonating government agencies of various countries, and odd file naming and passwords like “test” are notable. Researchers initially suspected the activity may be a red team. However, the large volume of messages and analysis of the malware very quickly indicated it was a threat actor.
Proofpoint assesses with moderate confidence this is likely an advanced persistent threat (APT) actor with the objective of intelligence gathering. However, Proofpoint does not have enough data to attribute with high confidence to a specific named threat actor (TA). Despite the widespread targeting and characteristics more typically aligned with cybercriminal activity, the nature of the activity and capabilities of the malware show more interest in espionage rather than financial gain at this time.
Voldemort is a custom backdoor written in C. It has capabilities for information gathering and to drop additional payloads. Proofpoint observed Cobalt Strike hosted on the actor’s infrastructure, and it is likely that is one of the payloads that would be delivered.
Beginning on 5 August 2024, the malicious activity included over 20,000 messages impacting over 70 organizations globally. The first wave of messages included a few hundred daily but then spiked on 17 August with nearly 6,000 total messages.
Messages purported to be from various tax authorities notifying recipients about changes to their tax filings. Throughout the campaign, the actor impersonated tax agencies in the U.S. (Internal Revenue Service), the UK (HM Revenue & Customs), France (Direction Générale des Finances Publiques), Germany (Bundeszentralamt für Steuern), Italy (Agenzia delle Entrate), and from August 19, also India (Income Tax Department), and Japan (National Tax Agency). Each lure was customized and written in the language of the authority being impersonated.
Proofpoint analysts correlated the language of the email with public information available on a select number of targets, finding that the threat actor targeted the intended victims with their country of residence rather than the country that the targeted organization operates in or country or language that could be extracted from the email address. For example, certain targets in a multi-national European organization received emails impersonating the IRS because their publicly available information linked them to the US. In some cases, it appears that the threat actor mixed up the country of residence for some victims when the target had the same (but uncommon) name as a more well-known person with a more public presence. Emails were sent from suspected compromised domains, with the actor including the agency’s real domain in the email address.
The threat actor targeted 18 different verticals, but nearly a quarter of the organizations targeted were insurance companies. Aerospace, transportation, and university entities made up the rest of the top 50% of organizations targeted by the threat actor.
Proofpoint does not attribute this activity to a tracked threat actor. Based on the functionality of the malware and collected data observed when examining the Sheet, information gathering was one objective of this campaign. While many of the campaign characteristics align with cybercriminal threat activity, we assess this is likely espionage activity conducted to support as yet unknown final objectives.
The Frankensteinian amalgamation of clever and sophisticated capabilities, paired with very basic techniques and functionality, makes it difficult to assess the level of the threat actor’s capability and determine with high confidence the ultimate goals of the campaign. It is possible that large numbers of emails could be used to obscure a smaller set of actual targets, but it’s equally possible the actors wanted to genuinely infect dozens of organizations. It is also possible that multiple threat actors with varying levels of experience in developing tooling and initial access worked on this activity. Overall, it stands out as an unusual campaign.
The behavior combines a variety of recently popular techniques observed in several disparate campaigns from multiple cybercriminal threat actors that have used similar techniques as part of ongoing experimentation across the initial access ecosystem. Many of the techniques used in the campaign are observed more frequently in the cybercriminal landscape, demonstrating that actors engaging in suspected espionage activity often use the same TTPs as financially motivated threat actors.
While the activity appears to align with espionage activity, it is possible that future activities associated with this threat cluster may change this assessment. In that case, it would indicate cybercriminal actors, while demonstrating some typical e-crime delivery characteristics, used customized malware with unusual features currently only available to the operators and not abused in widespread campaigns, as well as very specific targeting not normally seen in financially motivated campaigns.
Defense against observed behaviors includes restricting access to external file sharing services to only known, safelisted servers; blocking network connections to TryCloudflare if it is not required for business purposes; and monitoring and alerting on use of search-ms in scripts and suspicious follow-on activity such as LNK and PowerShell execution.
Proofpoint reached out to our industry colleagues about the activities in this report abusing their services, and their collaboration is appreciated.
Hospitality
FHS World brings together top UAE chefs for Middle East’s first Sustainable Cook-off
Top chefs from across the UAE will come under the spotlight at the region’s first Sustainable Cook-off contest, taking place at Future Hospitality Summit – FHS World at Madinat Jumeirah in Dubai, 30 September to 2 October.
Celebrating the unique flavours of the UAE and culinary excellence while championing sustainability in line with government net zero directives, the competition – in partnership with The Emirates Culinary Guild (ECG), UAE Restaurants Group (UAERG), Fresh On Table and the Hospitality Asset Managers Association (HAMA) – will see locally-sourced ingredients transformed into innovative, gastronomic masterpieces to be presented to a panel of esteemed judges and served to FHS delegates.
Jonathan Worsley, Chairman of FHS World organiser, The Bench, said: “We are absolutely thrilled to add the Sustainable Cook-off to our list of first-time event features and attractions at FHS World 2024. This unique competition – a natural fit with FHS World’s overarching theme of ‘Invest in our Future’ – is the perfect platform for chefs to grow, develop and foster young talent. And, with the spotlight on ESG like never before, it’s an ideal way to highlight and promote sustainable practices in terms of culinary, hotel, and event operations.
“It is also very fitting that our Sustainable Cook-off is taking place at Madinat Jumeirah – the original home of the Arabian Hotel Investment Conference (AHIC), now FHS. Jumeirah, our host sponsor, has proactively led the way on sustainable practices over the last decade and continues to explore ways to innovate and make major events like FHS more sustainable.”
The Sustainable Cook-off is themed ‘The Sustainable 7 Emirates’, with a focus on fresh produce from Abu Dhabi, Dubai, Fujairah, Ras Al Khaimah, Umm Al Quwain, Ajman and Sharjah. The ECG and UAERG is partnering with FreshOnTable to source and secure the local ingredients, which include Manchego cheese, honey, sea bream, exotic mushrooms and edible flowers.
“At FreshOnTable, we are excited to have envisioned the concept of showcasing 7 ingredients from 7 emirates for this innovative event. The Sustainable Cook-off is not just a competition; it’s a celebration of how local ingredients and creative techniques can unite to promote a more sustainable future in gastronomy. We look forward to seeing how the UAE’s top chefs will bring this idea to life, setting new benchmarks for environmental impact and culinary creativity,” commented Atul Chopra, Founder & CEO, FreshOnTable.
The contest kicks off with a virtual format, where the chefs’ chosen recipe and photograph of the dish are submitted to judges for assessment. The top 15 will then be invited to cook their dish live at FHS World, with five chefs recreating their culinary masterpiece each day of the event. And, to ensure that FHS World delegates get a taste of the action, each creation will be replicated by the Madinat Jumeirah Culinary Team and served to FHS World attendees.
Spearheading the work, creativity and forward-thinking approach of UAE chefs is Andy Cuthbert, President of the Emirates Culinary Guild, advisor to the UAE Restaurants Group and General Manager, Madinat Jumeirah Conferences and Events.
Commenting on the Sustainable Cook-off, he said: “The UAE is firmly established as a leading hub for culinary innovation and education, and a world-class destination for gastronomes. With that, comes a responsibility to help protect the environment in line with UAE government net zero objectives. As sustainability becomes more and more important, the hospitality fraternity must continually think about how their actions today affect our planet of tomorrow. The Sustainable Cook-off is a fantastic opportunity to showcase the talent, imagination and green-thinking approach among some of the country’s most renowned chefs.”
“I am confident that the Sustainable Cook-Off will inspire not only the participants but also the entire culinary community to embrace sustainability and innovation. It is through events like this that we can collectively elevate the standards of our industry and continue to celebrate the unique and diverse flavors that the Emirates have to offer,” added Abdulla AlMulla, Chairman, UAE Restaurants Group.
ESG and sustainability feature heavily on the FHS World agenda, with a host of presentations and panel debates under a key conference track: People, Planet, Profit.
News
RAKBANK partners with Bitpanda Technology Solutions to unlock digital assets in the UAE
The National Bank of Ras Al Khaimah has reached an agreement with Bitpanda Technology Solutions to provide a robust platform that will enable UAE residents to effortlessly manage digital assets.
When fully launched, RAKBANK customers will be able to pursue various digital assets use cases unlocking one of the most complete offerings available in the UAE market. This is however subject to CBUAE approval.
The partnership positions RAKBANK and Bitpanda at the forefront of the digital financial breakthrough in the UAE, while fostering growth in the digital assets sector. This allows banks to participate in the virtual asset economy without needing to develop their own in-house virtual asset capabilities.
Dongjun “DJ” Choi, Group Chief Customer Officer of RAKBANK commented: “We believe digital assets represent one of the future ways for customers to manage their finances more efficiently and securely. This partnership is poised to fill the gap in the market for a trustworthy and regulated banking platform to deal in digital assets. By merging our expertise, we aim to revolutionize the traditional financial landscape for the benefit of our customers, enabling them to explore a broader range of digital assets opportunities.”
Lukas Enzersdorfer-Konrad, CEO of Bitpanda Technology Solutions added: “RAKBANK has a long history of pioneering crypto innovation in the UAE, and we want to support their ambitions. Bitpanda Technology Solutions is fully modular, enabling us to tailor products to our partners’ needs. This partnership exemplifies the importance of that flexibility. Together, we will transform crypto access for millions in the UAE and lay the groundwork for future innovation.”
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