Walk us through the newest and innovative solutions that Aruba has introduced to the small and medium businesses (SMBs) in the market

AMOL MITRA: Most SMBs do not have IT staff within the organization. So, technology products and solutions need to be easy to use, plug and play, affordable, and meet the security requirements of these businesses. Thus, we decided, when we embarked on this journey, to deliver customized solutions for SMBs.

We created a new brand, ‘Aruba Instant On’, that differentiates our SMB offering from our enterprise offering. Under the brand, we introduced a set of (APs), switches, accessories like transceivers, and a mobile app through which businesses can manage and configure the entire network environment.

With the need for increased speed, capacity, and scalability, we initially launched Aruba Instant On APs three years ago, now featuring Wi-Fi 6, that delivers blazing-fast performance, greater capacity to handle more devices simultaneously, and greater performance. These APs are perfect for small businesses with expanding mobile, cloud, and IoT requirements.

We will continue to lead innovation in the future and deliver more high-performance, secure access points, switches, and technology that is purpose-built for SMBs. Aruba Instant On portfolio is ideal for Small Businesses/Offices and institutions in hospitality, healthcare, and education.

Elaborate on the competitive advantages and scalability that SMEs find after turning to Aruba’s network technologies

AMOL MITRA: Besides vendors who compete with us in the enterprise space, there are other specific SMB networking vendors in the marketplace. So, we realized that in order to create a competitive advantage, we not only need to create brand differentiation but also create product and solution differentiation as well.

When compared to the competition, I believe the following four areas are where our value proposition and differentiation lie:

• The first is “ease of use,” which is hugely important in this marketplace. Besides the cloud-based app, we
  

  Amol Mitra (VP and GM – Worldwide – SMB) -Aruba

  also included intelligent automation through artificial intelligence (AI) to make sure that customers don’t need to spend a lot of time configuring or managing the product

• The second is security. We have made sure that our products have hardened security. We have taken our enterprise security feature set and replicated it into our SMB solutions
• Next, this business is channel-led and built through our broad channel ecosystem. So we have made sure that our channel partners are engaged and enabled from a pre-sales and a post-sales perspective to deliver whatever support and service is required by customers
• And finally, everything we do is centered around our customers. We build features that are tailored to the needs of individual customers and SMB businesses. For example, if you have a small coffee shop and you want to have a guest network that is segmented from the administrative network and the staff network, it is a one-click capability that we provide

Give insights into Aruba’s latest undertaking concerning hybrid work and employee collaboration and their success

AMOL MITRA: Our products are inherently built for a hybrid work environment. We have a specific configuration for users who work from home, office, or in a hybrid mode. With a one-click button, you can configure it for a hybrid work environment. All this is held in the cloud and managed through a mobile app.

With Aruba’s products, a user can have the same environment, configuration, and policy management irrespective of the workplace. There is zero configuration change that is required with our products.

Discuss Aruba’s Middle East plans and business strategies for the SMB sector in the upcoming years

JACOB CHACKO: We have been at the forefront of innovation in the enterprise networking segment, helping large enterprises meet their connectivity, security, and financial requirements across campus, branch, data center, and remote worker environments. Our strategy is to extend our leadership in the Enterprise sector to the SMB segment by providing them with ‘enterprise grade’, feature-rich solutions at an attractive price point, that are simple, secure, and easy to deploy. Aruba’s SMB networking solutions deliver intuitive management, automated intelligence, and security features to save time and gain a competitive edge.

Aruba Instant On is a big technology focus for us when it comes to SMBs. They are wi-fi access points (APs) purpose-built for small businesses that just work—reliably, securely, and remarkably simple, right out of the box. SMBs can create “Always On” networks with little to no IT support required. It’s easy to set up and manage remotely with a cloud-based mobile app.

Our go-to-market strategy is through our SMB-focused partners and distributors. Stocking is a key area of focus for us when it comes to SMBs. We are making concerted efforts to build a strong supply chain network to ensure that our partners have stocks readily available at any given point in time.

What is special this year for Aruba GITEX for SMBs?

Jacob Chacko (Regional Director – ME, KSA, and SA) – Aruba

JACOB CHACKO: At GITEX Global 2022, Aruba will be exhibiting under the theme “Making Connections, Anywhere” – creating the connections that power businesses and the world. In its 13th appearance at the event, the company will demonstrate its cloud-native approach to helping customers meet their connectivity, security, and financial requirements across campus, branch, data center, and remote worker environments covering all aspects of wired, wireless LAN, and wide area networking (WAN). At the event, Aruba will demonstrate its latest technologies addressing the digital transformation needs of regional enterprises including Wi-Fi 6E and cloud-managed networking, SD-WAN & SASE, Aruba User Experience Insight, and Network-as-a-Service (NaaS).

We invite SMB company executives to visit us at stand number H7-A1, at GITEX to explore our midsize business cloud-managed networking solutions that deliver fast, reliable, and scalable wired and wireless connectivity. Our technology experts will help SMBs rightsize their networks based on their business needs and space, and also provide demos of Aruba Instant On, designed for providing great wi-fi coverage and blazing-fast speeds.

The post With Dynamic Segmentation of Networking Products, Aruba Becomes the Most Reliable Partner of SMBs appeared first on The Integrator.

Tell us about D-Link’s newer/upgraded products presented to the SMBs and large enterprises

We have recently announced EAGLE PRO AI AX3200 Mesh Systems, which is designed for today’s device-dense smart homes. These systems are equipped with dual-band wireless speeds of up to 3.2 Gbps with the latest Wi-Fi 6 technology, including 1024 QAM, MU – MIMO, and OFDMA technologies. They are available in both 2-pack (M32-2) and 3-pack (M32-3) formats. The built-in AI Wi-Fi Optimizer continuously connects to the best Wi-Fi channel and AI Traffic Optimizer prioritizes the most critical internet usage. EAGLE PRO AI AX3200 Mesh Systems can be easily managed through the EAGLE PRO AI app.

Some of our recent launches include Covr Series Wi-Fi 6 solution and EAGLE PRO AI Series.

Covr Series Wi-Fi 6 solution:

This also includes multi-pack options that are all equipped with Wi-Fi 6 and mesh technology to provide faster speeds, greater capacity, and less network congestion for the modern device-dense smart home. With the next-generation speed of up to 1.8 Gbps total, Covr AX Wi-Fi 6 solutions are perfect for simultaneous 4K streaming, VR gaming, video calling, and keeping the smart home connected. They also feature 4 Gigabit Ethernet LAN ports and 1 Gigabit Ethernet WAN port for optional wired connectivity.

EAGLE PRO AI Series

It features a comprehensive range of routers to fulfill everyone’s needs for home Wi-Fi and 4G Wi-Fi. Equipped with Wi-Fi 6 Technology, the R15 AX1500 Wi-Fi 6 Smart Router, M15 AX1500 Mesh Router, and E15 AX1500 Mesh Range Extender deliver up to four times more capacity and a 40 percent throughput increase than Wi-Fi 5. The R03, R04, and R12 Wi-Fi AI Routers are entry-level devices for emerging markets that provide the latest WPA3 security encryption for more secure connectivity. The EAGLE PRO AI series also includes 4G AI Routers G415 and G416, as well as entry-level models G403 and G412, all with two built-in external LTE antennas.

Additionally, the G416 utilizes Carrier Aggregation technology to boost data speeds up to 300 Mbps. Carrier Aggregation provides the foundation for deploying 4G and 5G networks, with the capability to combine several frequency bands for higher peak rates and increased cell coverage.

Other new launches include DCS-8300LHV2 Full HD Wi-Fi Camera with AI-based person detection, Outdoor Industrial AC1200 Access Point DIS-3650AP and Indoor Industrial Access Point DIS-2650AP, and so on.

How prepared are you with the latest devices/solutions for the emerging 5G communication technologies, IoT, and AI?

D-Link is always a step or two ahead of the market curve. All our new products are integrated with AI and internet of things (IoT) and equipped to cater to the 5G demand. We are also seeing an increased appetite for these technologies from the customers’ end as they see and understand the benefits clearly.

Sakkeer Hussain, Director – Sales & Marketing, D-Link MEA

What sorts of network security competencies are currently presented to your enterprise customers?

D-Link’s VPN Routers and UTM Firewalls offer secure, high-performance networking solutions to address the growing security needs of any business network. With advanced VPN features like Dynamic Content Filtering, to Enterprise-Class Firewall Security, there is a D-Link Network Security device for every business need.

D-Link UTM Firewalls combine the best of both worlds by integrating a mature and proven firewall with next-generation technologies. They offer advanced Deep Application Content Control that allows customers to control how applications are being used in a proactive and “zero-day” approach. Customers now have intelligent, robust security within reach with D-Link UTM Firewalls.

Elaborate on the strengths and channel strategies that keep D-Link ahead of its competitors

At D-Link, our channel partners are our family, they are our representatives in the market. We work very closely with our partner ecosystem to deliver pioneering products and solutions to help customers grow in the digital era. As a partner-led company, building partners’ businesses continue to be our top priority. We provide them with all the relevant resources they need to grow their operations. The distributed environment and hybrid work models have led us to create stronger digital initiatives to help partners reach their customers at any time and from any place.

Besides having a robust partner ecosystem as our strength, D-Link also ensures to have innovation and creativity as part of our DNA. We understand customers’ immediate needs while also assessing their long-term requirements and offer comprehensive solutions.

Explain the sustainable and green technology initiatives of D-Link

Climate change is having an adverse impact on the planet, which is why D-Link remains firmly committed to protecting the environment along every step of its product supply chain.

Back in 2009, we initiated the D-Link “Green Project,” which consists of three key solutions: green technologies to reduce energy consumption, compliance with green regulations by using non-toxic raw materials, and green packaging initiative to reduce the volume of packaging materials. We continue to follow these principles and do our part in contributing to the environment.

The post With Enhanced AI and IoT Integration, D-Link Devices Cater to the 5G Demands appeared first on The Integrator.

As part of a larger strategic partnership between ADIO and Microsoft, GrowthX Accelerator is designed to bridge the gap between corporates and B2B startups across the Middle East and Africa by connecting startups with large corporations. The 12-week program focuses on empowering B2B startups with the technology, mentoring, and market access they need to solve the corporate partners’ unique challenges and problem statements.

“As a founding partner of GrowthX Accelerator, ADIO is partnering with Microsoft to empower visionary entrepreneurs with the technology, mentoring, and market access they need to get off the ground. ADIO’s work with Microsoft will accelerate innovation and boost entrepreneurship, in line with Abu Dhabi’s unwavering commitment to support the private sector,” said H.E. Mohammed Ali Al Shorafa, Chairman of the Abu Dhabi Department of Economic Development

Roberto Croci, Managing Director, Microsoft for Startups, MEA said, “Startups are now in the driver’s seat to fulfilling their potential through the GrowthX Accelerator. It is exhilarating to facilitate an empowering experience for B2B startups to make the most of the technology, mentoring, and access to the market that this program will provide,”

Microsoft for Startups is working with Etihad Airways, Unilever, Flow, Akbank, KPMG, and IKEA in the first cohort as corporate engagement partners. B2B startups will work with these partners directly for the duration of the program, to ultimately co-create technology solutions that address the corporate partners’ challenges.

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According to the vendor, which manufactures a broad range of products to the consumer, SOHO and SMB markets, including Wireless Solutions, ADSL, Routers, Switches, IP Cameras, Powerline Adapters, Print Servers, Media Converters, Network Adapters and Smartphones, the SI recruitment drive is aimed at helping TP-Link and its channel ecosystem across the region to target small businesses in specific market verticals in the region.

Dia Hamdan, Regional Marketing Manager, TP-Link Middle East and Africa (MEA), said following the launch of the SMB Partner Programme and products, the company has developed a strategy that will see it recruit channel partners who will develop the SMB business in the Middle East.

Hamdan said the company is seeking to partner with SIs that are currently not doing business with TP-Link and are willing to develop their business in the hospitality, education and corporate sector.

“We will be providing tools and resources to SI partners we enlist to make sure that they are trained, certified and enabled to implement our SMB offerings in the market,” he said. “This is vital is we are to grow our share of business in this market segment.”

He reiterated that partner training and certifications are the cornerstone upon which the recruitment drive has been developed.

In every country across MEA, new channel partners will be required to undergo mandatory training and get certified either as a TP-Link Network Associate (TPNA) or TP-Link Network Professional (TPNP).

Hamdan explained that the partner levels under the umbrella TP-Link Partner Programme are linked to training and the company has already started rolling out the schemes in the region.

“We have already created a dedicated partner portal, where interested channel partners can register to start the engagement process. In addition, all the course materials to help partners prepare for the TPNA and TPNP certifications are already available online.”

He pointed out that once a partner has been signed up, they will be guided on the training and certification paths.

In Q3, 2016, TP-Link launched the SMB Partner Programme in the Middle East, a move that paved the way for the company to start rolling out the TPNA and TPNP certifications.

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Consequently, added Hussain, the company has a dedicated team and warehousing facility in Dubai that stocks products for the ISP market.

He said as convergence between IT and telecommunications continues, the ISP sector has emerged as an important part of networking because ISPs are working with both traditional networking vendors and telecommunications equipment manufacturers. “The ISP business is a bit complex because ISPs require products that have been customised to suit their requirements,” he said. “Unlike our consumer and SMB business, the ISP solutions require customisations tailored at specific solutions they want to take to market.”
Hussain said D-Link’s ISP business is doing well and contributing positively to the overall revenue figure. “It’s for this reason that we have decided to reinforce our business in this space by ensuring we increase our support, programmes and initiatives tailored at each and every customer we work with,” he said. “Currently, we work with ISPs in various Middle East and Africa countries and a key element in the success the company is witnessing in this vertical is that we continue to customise solutions to suit each and every ISP we work with.”
Hussain said a key issue that the company has addressed with its ISP offerings is customisation and stock holding capabilities. “Most ISPs need customised solutions tailored to meet their business requirements,” he explained.

He pointed out that if you look at most countries in MEA, governments in most countries are doing everything possible to get citizens connected to the Internet. He noted that in the UAE, the government’s efforts around smart initiatives have to be commended because everything is encouraging people to get connected to the Internet at home or through their mobile devices.
Hussain explained that this is opening up opportunities for partners to offer the right networking and wireless solutions to consumers, SOHO, SMB and enterprise customers. “That’s why, through our partner programme, we have decided to raise the game in the ISP space as more partners are looking to cross-sell solutions in the IT and telecommunications space,” he added. “This is spreading across MEA with government, private sector and telecom providers all getting involved.”

He said D-Link will continue to build a strong team to serve ISPs by providing customised solutions to them. “With all that we have done in this space, we wouldn’t have accomplished this if we didn’t invest in our technical hub in Dubai,” he said. “Currently, we work with most telecom providers in the Middle East and North Africa,” he said.

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According to the vendor that manufactures solutions in the IP Surveillance, Wireless, Switching, Storage, Security, Cloud, VoIP, Print Servers, Structured Cabling, Digital Home, 3G/4G Routers, Power over Ethernet Kit, Powerline, KVM, Structured Cabling and Digital home offerings, the company is pushing its SMB offerings in the GCC as small businesses warm up to
D-Link’s products aimed at this segment.
Sakkeer Hussain, Director – Sales and Marketing, D-Link Middle East and Africa (MEA), said D-Link is preparing to roll out the SMB Partner Programme to help partners that serve and target this segment to increase their share of business with the company.

Hussain said from a product breadth, D-Link has one of the widest offerings for channel partners of all sizes to serve across the different vertical markets. “We will be pushing our AC router range, wireless LAN offerings, controllers, IP surveillance cameras and SMB offerings,” he said.

He added that the GCC has continued to show maturity in the IT market even though spending has slowed down largely due to the drop in crude oil prices. That said, Hussain pointed out that the UAE leads in terms of the number of projects, IT spending and business in general following by Kuwait, Qatar and Oman.
Hussain noted that Saudi Arabia is by far the biggest market in the GCC especially now that the country is moving away from its dependence on oil. “The SMB sector is doing well in Saudi Arabia and we have seen that with our own networking SMB business,” he stated. “All channel stakeholders (vendors, distributors and resellers) need to be upbeat about business prospects in the UAE, Kuwait, Qatar, and Saudi Arabia this year, despite a slowdown in IT spending and some projects being shelved,” he said. “There are some good initiatives in these countries as governments lead with smart city initiatives and digital transformation programmes.”

Hussain said from a D-Link standpoint, the company is also seeing a lot of opportunities opening up for channel partners in North Africa as the telecoms space opens up because of deregulation. “In the SMB segment, we are seeing a lot of businesses adopting wireless networking solutions and we are seeing an increase in the adoption of these solutions and services in the hospitality, education, healthcare and organisations involved with e-learning solutions,” he noted.

Looking ahead, Hussain added that without doubt, partners that combine products and services have a better chance of earning higher recurring margins in the SMB space. He said the networking, security, managed services, storage all present prospects for savvy channel partners to explore in the GCC market and beyond. “This, with opportunities in government, education, healthcare, hospitality, SMB and SOHO, partners serving any or a combination of these verticals stand a chance to earn decent margins if they can combine their product offerings with services,” he said.

The post D-LINK to enhance SMB focus across GCC appeared first on The Integrator.

According to the vendor that makes solutions in the IP Surveillance, Wireless, Switching, Storage, Security, Cloud, VoIP, Print Servers, Structured Cabling, Digital Home, 3G/4G Routers, Power over Ethernet Kit, Powerline, KVM, Structured Cabling and Digital home offerings, the move to target systems integrators comes at a time when the SI landscape has continued to witness growth despite the tough business climate currently prevailing in the Middle East IT industry.
Sakkeer Hussain, Director – Sales and Marketing, D-Link Middle East and Africa (MEA), said as a networking solutions vendor that caters to the consumer, SOHO, SMB, midmarket and enterprise segment, D-Link is sharpening its channel schemes and working closely with systems integrators so that they are able to implement and get involved in projects that are being rolled out especially in the UAE and Qatar.
Hussain said the IT market is moving towards a more services-oriented business in the Middle East and with this transition, the company is seeing more partners embracing services or developing within their organisations services business units. He added that to successfully play in the services space, partners will have to identify their key strengths and build capabilities around that. “We have a lot of initiatives and partner programmes that we will be rolling out throughout the course of this year,” he said. “We will enhance our training schemes to SI partners to ensure that more get certified. We will also augment the pre-sales support to them that they are enabled and ready to participate in projects that are coming online in the region.”

Hussain explained that D-Link is also pushing the partner Deal Registration programme to protect partners that register their opportunities early in the sales cycle.

“We are accelerating lead generation activities for partners to win more deals in the market and have beefed up our dedicated in-house team that looks after our systems integrator partners as D-Link moves to bolster its business in the SMB, midmarket and enterprise space,” he pointed out.

Hussain explained that because the systems integration space requires channel partners to invest in skills and develop specialisation and some domain expertise, progress in the Middle East market is favouring those partners that are willing to invest in skills development, training, certification and business consultancy.

He added that D-Link has programmes that are tailored at helping systems integrator partners in pre-, post-sales support, training, consultancy and solutions design and scoping.

“For D-Link, training, certifications and regular products updates for channel partners are critical if partners are to continue staying relevant to the different markets they serve,” he said. “We value every partner that works with the company regardless of the size of the business. Through our regular training sessions, we are able to engage with partners on wide ranging issues and try to find solutions to those challenges together.”

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These awards are the most comprehensive in the region in terms of recognitions across different ICT technology solution segments. They are also the only one focused on the value add ICT segment. The awards survey was hosted online and saw a significant rise in number of votes from the SI database across the region vis-a-vis past years. The winners were decided on the maximum votes polled in each category by participating nominees. A modest weightage was also given to the nomination write-ups submitted at the time of nominations.

There were also a few Editor’s choice awards that decided select recognitions based on market intelligence available to the editorial team.

The Awards are held by The Integrator magazine, the unrivalled leader in channel publications catering to the value add ICT segment and which is published by JNS Media International MFZE. The Integrator Awards come under the broader banner of the ICT Champion Awards initiative that include the highly popular VAR COC (Choice of Channel Awards) that have concluded 10 editions to date.

Mr. Vivek Sharma, CEO of JNS Media International and publisher of The Integrator said, “The Integrator ICT Champion Awards follow a comprehensive methodology in helping recognize the best performances over the past year. It is heartening to see that the ICT value Business is continuing to show resilience and growth, which these awards applaud.”

One of the highlights of the evening’s gala event also included a brilliant but brief sketching session by a gifted young artist from Zambia that was much appreciated by attendees. Mr. Victor, the artist dealt with his handicap of losing his power of hearing at the tender age of three and has discovered his talents with the paintbrush. The organizers of the Awards are also thankful to Mr. Jude Pereira, Managing Director, Nanjgel Solutions who announced his willingness to sponsor the further education of Mr. Victor in a wonderful and spontaneous gesture.

The categories and the winners of Integrator Awards 2016

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