September 2010

valueplus
presents 03 HP Networking
07 Red Hat
10 HP Servers
the 13 Cisco
q u a r t e r ly 16 Juniper Networks
A special publication from Redington Gulf Value Division 19 Partner Connect

Highlights:
The new IT challenge
All eyes on open source software
Taking infrastructure
convergence to the next level

BUILDING THE
it Channel
Redington is a Value Added Distributor for the following brands across the Middle East and Africa
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For further information contact us
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03
from the director:
Curtain raiser
to automated
distribution centre
R
edington’ s endeavor
has been to provide
best-in-class supply
chain services to
our partners. We have been
investing periodically to meet
the needs of our customers
either on standardised
processes or adoption of new
technologies for improved
service levels or adding skilled
human capital.
Considering the current and
future distribution landscape
07
13
we have invested in a state-of-
the-art Automated Distribution
Centre (ADC). This facility
would be 100,000 square
feet, strategically located 20
minutes from the upcoming
Al Maktoum International
Airport in Jebel Ali Free Zone,
Dubai. The ADC will be advance
Radio Frequency (RFI) and
fully WiFi enabled warehouse
which will help in locating the
product following it’s barcode.
The facility will be capable of
handling 10,000 pallet position
and 25 loading bays.
The implementation of “Task
Resource Management” will
help reduce turn-around time
contents
02 Ramkumar’s Blog
03 Cover Feature: HP Networking
07 Focus: Red Hat
10 Feature: HP Servers
13 Analysis: CISCO
16 Networking: Juniper Networks
19 Partner Connect: A User Guide
for better execution of orders.
The facility is expected to be
functional in the September/
October 2010 timeframe. The
ADC will enable Redington to
provide additional logistics
and warehousing facilities to
vendors and improve service
levels to partners.
Yours truly
Raj Shankar
Director, Redington Gulf
Ramkumar’S BLOG

The Partner
Connect Programme
building a model for channel
engagement was a complex
issue to say the least. We have
been successful in building
our regional model to address
these issues but we required
an engine that could help us
develop a relationship with
individuals working within
partner organisations. For this
purpose, we have designed an
engagement programme for
our channel partners called
“Partner Connect”.
Partner Connect is for our
partners across geographies
working on different brands we
Ramkumar B, GM, Value Division,
carry providing personalised
Redington Gulf
information to them. This

E
ngaging more
closely with channel
partners is one of the
key priorities of any
organisation, not just in IT, but
across verticals. Organisations
around the world have invested
in resources, infrastructure to
figure out a model to engage
with channel. The definition
of engagement differs from
organisation to organisation
and from market to market
and the life cycle of the
organisation and its products
or services.
For us, channel engagement
is also a priority but since
our business spans across
geographies and across
brands (that often compete or
complement each another),
personalised information could
include product promotion,
details on online or offline
workshops, datasheets, product
configurators etc.
Designed as a platform for
integrated vendor information
such as promotions, trainings,
resources and additional
benefits to partners, the
programme encompasses
over 15 brands under one
umbrella, which spans across
technology domains such as
networking, voice, servers,
storage, software, security
and infrastructure. It was
indeed a major investment into
enhancing the service levels to
our ecosystem.
By registering with the
Partner Connect programme,
regional partners can access
relevant personalised
information related to deals,
offers, products, cross-selling
and up-selling products,
which can help them close
more deals. They can also
get an opportunity to contact
experts in networking,
voice, servers and storage,
software, security and
infrastructure to get
assistance in developing
BOQ’s. Furthermore, the
programme will serve as a
medium by which they can
get more rewards by being
the first to know about incentive
promotions or by accumulating
points every time they do an
activity on the portal. You may
log on to www.redingtonvalue.
com to register or for
accessing more information on
the programme.
Have a great quarter ahead.
Enjoy the read.
Ramkumar B
General Manager – Value
Added Business, Middle East
& Africa
Redington Gulf

For more information, please write to sales.value@redingtongulf.com

2 The ValuePlus Quarterly September 2010

 HP NETWORKING | COVER FEATURE

Primed for growth

With the ProCurve and 3Com products integration now complete, HP Networking in the Middle East
region is looking forward to an enhanced portfolio offering to the channel. The vendor outlines how
it will target the channel in the region with this strengthened product and technology offering.

W
ith the acquisition
of 3Com now behind
it, HP ProCurve
Networking has
already begun positioning the
new integrated product line
that is targeted at enterprise,
mid-market and SMB sectors.
Key for HP Networking will be
how it addresses the enterprise
space in particular the data
centre segment as competition
in this sector is fierce with all
networking vendors battling it
out for top honours.
For channel partners in the
Middle East region, what they
would like to see post the HP-
3Com merger is how the vendor
will position the integrated
product sets going forward.
Clearly, channel partners are
expecting that the integrated
product offering will give them
a competitive advantage over
rival products in the market.
Alaa AlShimy, Managing
Director, HP Networking,
MEMA says the new
networking product portfolio
has already been launched
a few months back and well
positioned into the Middle
East market. AlShimy says
the company is leveraging
on the product integration
from both sides by bringing
the best solutions to channel

For more information, please write to sales.value@redingtongulf.com

September 2010 The ValuePlus Quarterly 3

COVER FEATURE | HP NETWORKING
party networks, with the best
TCO in the industry and life
time warranty.”
AlShimy adds that the “S”
category is for security solutions
and HP Networking with the
Tipping point solutions are today
considered as the preferred
offering in the market.
He adds that this category of
solutions gives channel partners
an opportunity to offer their
end-user customers double the
performance of solutions than
what the competition offers.
Product integration is one
aspect that, channel partners
are also wanting to know how
the new HP Networking will
engage with them in terms
of the partner programme.
AlShimy says the company has
introduced a new programme
for all the HP Networking
partners that will sell the
entire product portfolio of the
E and V family with different
specialisation level. According
to AlShimy, this is called UNS
category.
He explains that all the 3com
partners who have received a
new contract from HP will also
sell the entire product portfolio
as above. “We introduced a new
Alaa AlShimy, Managing Director, HP Networking, MEMA level of partnership ENS which
partners and end-user
customers. “With our new complete networking products and
AlShimy explains that solutions, we are now are providing the customer
the company has four main
category of products namely
an option ‘to choose’ one from two versus one from
the “A” category for the top one.” – Alaa AlShimy, HP Networking Middle East
enterprise customers and
Data centre solutions, “E”
category for the enterprise core to access, unified wired certifies partners to sell the A
and top SMB customers and and wireless, one operating category of products,” he says.
the “V” series for the SMB system,” he says. “In addition, “All the security partners who
customers core to access. the portfolio offers one have got a new contract with HP
“The above three categories management system for the will continue to do the same.”
provide end to end from entire network including third AlShimy believes that
For more information, please write to sales.value@redingtongulf.com
4 The ValuePlus Quarterly September 2010
the new HP Networking is
changing the networking
market, by giving its
channel partners and their
customers an option they
didn’t have before. He says
historically there was only
one networking player
dominating the market
leveraging the fact that
they are the only player
with a complete networking
product portfolio. “With our
new complete networking
products and solutions,
we are now are providing
the customer an option “to
choose” one from two versus
one from one,” he says.
AlShimy adds that another
competitive advantage that
the new HP Networking
provides to its channel
and end-user customers is
modern and IEE industry
standard technology, versus
proprietary systems from
the competition. This, says,
AlShimy, gives the customer
the choice and flexibility
to integrate to any industry
standard system. “Third
party reports show that
the power consumption
of HP systems are on
average one third of the
competitive products, this
means less need for the DC
cooling, which leads to less
consumption of electricity,”
he notes. “Ease of support
and upgrade, as we have one
operating system for each
product family and ease of
management, our software
provide one management
view to all the network
including third party,”
In addition to all these,
AlShimy says HP Networking
offers better TCO in the

industry by far on its
solution offerings that are
complemented by lifetime
warranty for E and V family
of products. “On average you
get double the performance
compared to rival products,”
he says.
AlShimy says channel
partners can enjoy peace of
mind knowing that they are
getting an end to end solution
and converged infrastructure
from one vendor for data
centre and business solution,
which reduces risk, cost, time
to market and guarantees
their success. “This includes
networking, storage, servers,
PCs, printers, support,
management, applications
and integration,” he enthuses.
As for the UNS partners
that focus on the enterprise
segment, AlShimy says HP has
been encouraging them to
communicate to their customers
and educate them on the new
portfolio, which will increase
their addressable market value
and the need to capitalise on
the opportunity. He adds that
for Preferred Partners and
Select partners, the company
is urging them to focus on the
SMB segment. “Partners have
unbeatable value proposition
with the life time warranty of
the E family,” he says.
Remarking on the markets
in the Middle East that are key
for your channel growth in
the second half of 2010 and
next year, AlShimy says Saudi
Arabia, Qatar and UAE are
the fastest growing with the
highest IT spending, however
the opportunities are very big
across all the countries namely
Oman, Bahrain, Egypt, Kuwait,
Lebanon, and Jordon
Aside from the in country
market focus, the A family
is what is going to make
a fundamental difference
to the enterprise and data
centre customers, while the
E family for the enterprise
and big SMB customers.
With data centre
transformation high on most
CIOs agenda and the network
becoming an integral part of an
organisation’s IT infrastructure,
AlShimy says implementation
skills is what channel partners
need to continue to develop.
“Data centre customers are
asking for certifications,” he
notes. “Our partners need to
continue to train and certify
their resources to be able to
deliver. We have the AIS, ASE
and MASE certifications for our
channel partners’ engineers,
which we deliver across all the
countries in the region.”
He adds that positioning
is the key to success in the
channel, and ProCurve has the
right solution family to the
right customer. “The entire
new portfolio is very attractive,
competitive and outstanding,”
he says. “We are planning a
training road show immediately
after the holidays, where we
will train our partners and
customer on our new portfolio
in each country and partners
are most welcome to join us.
Channel managers will be
providing partners with all the
information.
In addition, AlShimy says
HP has developed its AIS, ASE
and MASE training to reflect
the new product portfolio. “In
addition we have a programme
to convert the CCIE certification
to MASE in only four hours web
session,” he says.
HP NETWORKING | COVER FEATURE
AlShimy reiterates that our partners,” he says. “We
it’s extremely important will double our business in
that partners attain the fiscal year 2011. Five years
certifications on offer because back HP was number two
without the knowledge in the IT industry, we had
channel partners can’t have a vision and planned to be
the skills and without the number one.Today, we are
skills they can’t sell nor number one by far. We will
deliver. “We realise that be number one by far in
and we have educational the networking as well. The
road shows but I would like flight is taking off, and
to urge and encourage all I believe it’s time to
the partners to get their be onboard.”
resources to be trained and AlShimy adds that
certified,” he says. “We have as Redington is the
a number of joint marketing biggest distributor in
activities with our partners the Middle East for HP,
to generate joint demand, “I see Redington as the
education, training and strategic distributor for HP
certification.” Networking in the ME today
Looking ahead AlShimy says and in the future,
ProCurve is focused on we will make it together,”
all the markets in the he concludes.
Middle East and it is the
biggest investment for
HP among all the MEMA
countries. He adds that
the Saudi team is doing
an outstanding job, hence
the company is doubling
the team again. “We are
building the market in
Egypt, where HP Middle East
has the biggest presence and
have the biggest investment
among the Middle East
countries,” he says.
While all these initiatives
have put the new HP
Networking in good standing,
AlShimy says some of the
pressing channel issues on
resellers minds is making
good profit, customer
satisfaction and hiring and
retaining good people.
“We have a clear vision,
strategy and plans
to be the leader in
the networking
business with
For more information, please write to sales.value@redingtongulf.com
September 2010 The ValuePlus Quarterly 5
FOCUS | DATA CENTRE
HP Data
centre solutions
Portfolio overview
HP A12500 Switch Series
Large core/data centre switching
platforms with future-proof
backplane scalability and the
ability to deliver more than 6.6
terabits of high-performance
switching capacity and to
aggregate up to 512 10-GbE or 864
Gigabit Ethernet ports
HP A9500 and A7500 Switch
Series
Core and aggregation-layer
switches with flexible high-density
Gigabit and 10 Gigabit Ethernet
connectivity and network service
module integration
HP A5800, A5810, and A5820
Switch Series
High-density, low-latency Gigabit
and 10 Gigabit
Ethernet access layer/top-of-rack
switches that deliver industry-
leading price/performance value
HP A6600 and A8800 Router
Series
Data centre WAN access and Layer
3 routers that support BGP, MPLS,
security, quality of service, and
optional network service module
integration
HP 6600 Switch Series
Classic HP design for mid-scale
Gigabit and 10
Gigabit Ethernet access layer/top-
For more information, please write to sales.value@redingtongulf.com
6 The ValuePlus Quarterly September 2010
of-rack switches with streamlined connectivity provisioning
features workflow processes between
HP 6120 Blade Switch Series network and server IT teams;
Blade form factor for HP helps control costs with policy-
BladeSystem c-Class enclosures based nautomation of networking
with Layer 2 feature set and and server resources
enterprise class security, resiliency,
and management
HP 5400 and 8200 Switch
Series
Aggregation- and access-layer
switches that provide space-
efficient Gigabit and 10 Gigabit
connectivity for mid-sized data
centre deployments
HP S-Series Intrusion
Prevention Systems
An enterprise security suite that
provides best-in-class, scalable,
high-performance appliance-based
threat management based on
TippingPoint technology
HP Intelligent Management
Centre
A comprehensive platform
that integrates network “We chose H3C* data centre solutions for their industry-
technologies and provides full
fault, configuration, accounting,
leading technology and superior product performance.
performance, and security Their ability to help us simplify our data centre design
management functionality for IT and operations coupled with the company’s rapid
infrastructures response and understanding of our local and global
HP Data Centre Connection market needs also played a key role.” - Cao Yifeng,
Manager
Operations and Maintenance Director, TaoBao.com
Formalizes application

INTERVIEW:
All eyes on open
source software
Valueplus talks to Anuj Kumar, General Manager at Red Hat Middle East and Africa
on how the vendor is building and supporting its channel in the MEA region.
V
aluePlus Quarterly: Redhat
has been ramping up it
channel as well as end-user
demand generation activities
in the Middle East. How has the Middle
East enterprise market embraced
open-source software platforms?
AK: Red Hat has had a history of
bringing value to customers at
the most difficult times. CIO.
com rates Red Hat number 1
in four of the last five years for
value and number 1 each year
for a vendor the customer would
like to do business with again
‘if’ given a choice – which is
even harder to achieve given the
choice in enterprise software
today. This market is no different.
Government, Telecom and large
enterprises from RTA’s Metro,
Ministry of Health in Oman to
Emirates Airlnes, Mobily or Qatar
Exchange all have the same
challenges and goals as the rest of
the world – make IT a competitive
advantage and not a cost center.
For each of these organizations,
deliver low cost high value
solutions that touch our daily
lives as citizens or expats. Open
Source brings innovation to
a wider audience in a shorter
amount of time with numerous
examples from operating systems
Anuj Kumar, General Manager, Red Hat
Middle East and Africa
(Red Hat Enterprise Linux),
Virtualization (RHEV and KVM),
SOA and middleware (JBoss)
amongst others. We are seeing
unprecedented growth in large
data centers across UAE, Qatar,
Kuwait, Oman and Egypt.
ValuePlus Quarterly: How is
Redhat building it channel base
in the Middle East region?
AK: Red Hat’s channel programme
is perhaps the simplest. To be an
Advanced or Premier Partner,
all we ask for is qualified and
certified skills. However we want
it not only technically but also
from market positioning. It’s
important given customers get
bombarded daily with cheaper,
faster, better. However, value
is not about a onetime licence
deal – it’s about the subscription
and continuous relationship
which is what Red Hat offers the
channel. A simple yet effective
way to ensure customers stay
with the partner and grow
organically in to a symbiotic
relationship. Red Hat has
conducted on premise (at partner
site) and collective certification
trainings at least quarterly in
Dubai and Johannesburg to
bring this expertise locally from
our European base. In addition,
Red Hat has qualified training
partners whose instructors get
trained by the best and can then
deliver courses in Infrastructure,
Virtualization and Middleware to
end customers or other partners.
After more than two dozen
trainings in the last two years,
we now have Premier Partners
in each of the major countries
of operations which ensures our
customers get the best of pre
and post sales experience with
companies they already trust and
do business with. Some examples
are GBM, Savvytek, Entelyst,
Mannai, KuwaitNet, Linux Plus
and others.
For more information, please write to sales.value@redingtongulf.com
September 2010
RED HAT | FOCUS
ValuePlus Quarterly: Given the
dominance of proprietary OS
software in the region, what value
proposition are you bringing with
your open source solutions for
both channel partners and their
end-user clients?
AK: Firstly, our value is not
versus another software
development model, but
value to the customer in how
and what they can use it for.
Software developed using open
source has matured enough that
23% of all x-86 servers today
are running Linux from 8%
four years ago and is the fastest
growing Operating System
ever. The value offered in
terms of reliability, scalability,
security and cost have been
unmatched not by competing
on features but on core value –
as an example what customers
would be paying for and putting
together from a band of UNIX
systems like clustering, high
availability, virtualization
and systems management has
all been packaged together
seamlessly in to RHEL (our
flagship product) for one,
predicable annual fees – there’s
CPU’s, Sockets or memory to
count. For the customer it means
predictable OpEx with no CapEx
! For partners it means offering
lower cost higher value and
higher margin services given
their relationships at customers
so it’s the perfect win-win.
ValuePlus Quarterly: What do you see
a major hurdle to growing Red Hat’s
solutions offering in the Middle East?
AK: Red Hat has an internal
policy of growing one customer
at a time. What constrains us is
not the opportunity but what
to make of it. We want to work
harder every day since our
The ValuePlus Quarterly 7
FOCUS | RED HAT
relationship is services based –
whether it’s maintenance of the
software, the new releases or
the support calls each of them
unlimited (Red Hat is unique
in the software business where
we introduced subscriptions in
2002 before any major vendor)
and we support our enterprise
software for 7 years where the
life of hardware depreciation
is typically 3-5 years in this
industry. Our customers are
demanding as they should be
and we want to ensure our
partners are geared up to offer
better than the best – as it’s a
relationship based business, not
a license selling model.
ValuePlus Quarterly: One key issue that
enterprises and SMBs consider when
investing in IT technology is support.
How is Red Hat handling the issue of
product and solutions support both at
channel and end-user level?
AK: When Red Hat releases
software, in a major release i.e.
RHEL 4 or RHEL 5, the benefit of
the open source model brings to
bear the distinct advantages of
this development model. Fedora,
the community project where
all the software is developed
and tested gets millions of users
and developers to play with the
software at least 24-36 months
prior to its release in RHEL. This
makes the enterprise release not
only stable but also battle-tested
and secure as the code has been
used and scaled with partners
like Intel, AMD, IBM, HP, Dell,
Oracle, SAP and others months
and years prior to it being in
RHEL. When a customer then
buys a subscription its entitled
to ‘unlimited’ maintenance
(patches/fixes to the code), new
releases (upgrade to the next
version at no cost), no lock in
(move x-86 vendors at will) and
For more information, please write to sales.value@redingtongulf.com
8 The ValuePlus Quarterly September 2010
unlimited support (no limits
to calls or tickets opened)! In
addition the certified partners
like GBM, Entelyst and System
Integrators like Wipro add their
on-site or Total Outsourcing
services on top to ensure
the customer has a seamless
relationship for escalations
and pro-active support.
ValuePlus Quarterly: Which markets
in the Middle East are key for your
channel growth in the second half
of 2010 and next year?
AK: While Red Hat is already
growing with the help of our
partners in this region, Kingdom
of Saudi Arabia, Oman and Qatar
are turning out to be countries
that are charging ahead of the
pack. What makes it special
is not just the enterprise or
government spending in IT
software and services, but the
education and health initiatives
laid down by these countries as
basic rights to citizens. In the
knowledge economy, intellectual
capital is power and there are
numerous examples from the
developed world in US, UK,
Singapore and Malaysia where
the local governments has helped
its citizens by empowering
them with knowledge and
skills and in turn these citizens
become entrepreneurs building
software in new ways. This brings
growth and business back in
to the country and hiring local
people with the skills to help an
ecosystem prosper.
ValuePlus Quarterly: What product
solutions will be high on your
agenda for your channel partners
in the Middle East?
AK: We see huge demand
from end customers on our
virtualization and cloud
computing solutions especially
since the basis of the world’s
largest cloud platforms like
Amazon’s EC2, NTT and IBM
are all based on Red Hat’s
technologies including KVM
based Red Hat Enterprise
Virtualization (RHEV). In
addition, we are seeing
adoption of Jboss Enterprise
Middleware for banking and
telecommunication based
independent software vendors
(ISV’s) who are building products
for mobile banking and value
added services using industry
standard SOA solutions.
ValuePlus Quarterly: With data
centre transformation, enterprise
integration high on most CIOs to do
list and the network becoming an
integral part of an organisation’s IT clients understand the value of
infrastructure, what competencies the subscription which has all the
should channel partners be benefits of not just the right to use,
developing around your open- but the ability to cut costs across
source solutions in order to bring the layers of high availability,
value to their enterprise clients? virtualization, clustering with
AK: Red Hat helps customers unlimited support tickets and calls
and partners remove CapEx that’s all part of the same fees.
and reduce OpEx drastically.
This is critical in any software ValuePlus Quarterly: One of the key
adoption cycle where it’s for new strengths that proprietary software
deployment or replacement of vendors have in the region is the ability
old software. Channel partners to work with higher learning institutions
would need to first gear up on such as colleges and universities. Is Red
the value proposition along with Hat actively working with institutions of
core product training – Linux is higher learning?
similar to UNIX so for seasoned AK: Knowledge has no boundaries.
UNIX administrators, a week of Red Hat is headquartered in one of
training with our award winning the largest University campuses in the
lab based courses gets them the world – NC State in North Carolina.
coveted RHCE (Red Hat Certified Our largest Engineering facility in
Engineer). In addition, partners Europe is in Brno, Czech Republic
would need to be able to gear up – a university town 200 miles out
to help clients leverage our tools of Prague. Even here, Red Hat is
around systems management working very closely with universities
(RHN) and Virtualization like KACST in Saudi Arabia, HCT
Management (RHEV) as in the colleges in UAE and ACCIT (Egypt
end what matters is not what which is the first Red Hat Academy in
the software has, but what you the region) to formalize the Red Hat
can do with it. Most importantly Linux and Jboss trainings in to the
partners would need to help Red Hat Academy Program.

ValuePlus Quarterly: If yes, what
sort of programmes are you pushing
through such initiatives?
AK: Red Hat Academy is a
worldwide programme part
of Red Hat’s Global Learning
Services Division that works with
Universities and Educational
Institutions around the world
to deliver the same curriculum
as part of our RHCE (Red Hat
Certified Engineer) and RHCT
(Red Hat Certified Technician)
courses to the students at these
institutions. The model is very
simple where the University gets
trained by Red Hat to become a
certified Red Hat Instructor and
the University then delivers and
tests the students on campus in a
course that is completely modular
and set up locally – over a course
of weeks or an entire semester.
ValuePlus Quarterly: Is there a specific
product or set of technologies that
you’re pushing strongly through the
channel in the Middle East region?
AK: Customers decide what is
important for them. Red Hat has
grown successfully over the years
in the simple model of adding
high value software at extremely
low costs. Red Hat is powering
some of the largest and most
complex customers in the world
from New York Stock Exchange
to Qatar Exchange as well as the
Weather Service, Federal Aviation
Services, Chicago Mercantile
Exchange, Emirates Airlines,
Etisalat Sri Lanka, MTN, and
Old Mutual Insurance in South
Africa. These are but a few of over
250,000 customers world wide.
We are seeing a huge interest in
two areas – virtualization with
RHEV for running RHEL and
Windows from client (VDI) to
server consolidation ; middleware
integration using Jboss in SOA
and Business Process and Data
Warehousing solutions where
there is a strong need of single
customer views given the M&A
and consolidation in the industry.
ValuePlus Quarterly: What training
programmes and certifications
are you offering channel partners
in the Middle East region?
AK: Red Hat offers nearly all of its
infrastructure, virtualization and
middleware training courses for
its partners in the region. We’re
also keen for key partners in the
middleware SOA/Business Process
Management trainings as well as
specialization in Virtualization.
ValuePlus Quarterly: How vital is
channel training and certification
for partners that want to play in the
open-source solutions space?
AK: Qualified partners get two
main benefits : one – Advanced
and Premium partners get better
pricing and closer interaction
with Red Hat as well as the best
leads that are pre-qualified by
Red Hat. Middle East is nearly
100% channel for Red Hat,
which ensures the partners are
secure in their business while
Red Hat develops the brand
value and product recognition.
However, qualified partners will
see the second part of the value
which is even better than the
first – the renewal business as our
customers buy subscriptions that
renew annually and presents the
partners with new opportunities
to expand the relationship with
new products and services unlike
proprietary software where you
wait for five years to sell a new
license and hope the market
doesn’t reject the product before
it is launched !
ValuePlus Quarterly: A lot has been
said about the KSA and Egyptian
markets. Are you focusing on these
two markets for growth in your
business and how?
AK: Both markets are large and
different in many ways and key to
any software company in the world.
Saudi Arabia has been growing
healthily while we are seeing a lot
of new interest in the sectors of
government, health, education
, banking and telecom – the five
pillars most emerging market
economies. What is better though
is there is interest from both these
countries to give Open Source a
fair play just like the governments
of UK, Singapore and the US have
so successfully done and seen the
benefits directly or indirectly.
ValuePlus Quarterly: What would you
like to see changing in the Middle
East software market?
AK: Red Hat would like to see
companies take more control of in
house skills and help them prosper
– this intellectual capital will be the
best and longest serving in any time
and age. Learning never goes out of
fashion and allows companies to do
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September 2010
RED HAT | FOCUS
what they do best – work on their
own specialties versus outsource all
the core competencies and spend
time and effort training them year
after year. Open Source software
has enabled Google, Amazon,
AOL, NYSE, Emirates Airlines and
numerous others innovate in their
respective fields while the software
does what it’s supposed to – stay
reliable, scale almost infinitely and
give customers time and money to
do more with less – reduce OpEx
and eliminate CapEx.
ValuePlus Quarterly: What would
you like to achieve this year as
Redhat with your channel partners
in the Middle East region?
AK: We’d like our partners to
taste similar success as other
partners in the rest of the
world have – loyal, long term
customers with renewable
subscription revenue and
integration services. While open
source is not entirely new here.
We need partners who can rise
above the noise and bring value
to the customers and community
by integrating industry standard
open source software.
ValuePlus Quarterly: What role do
you see Redington playing in your
regional strategy in the coming year?
AK: Quite simply our partner
brings scale, stability and a
source of knowledge for our
extended partner ecosystem.
Resellers, System Integrators
and independent vendors will
look to us for expertise and
that’s our opportunity to train,
coach, mentor and develop
world class partners so when
customers need an expert they
continue to do business with
the same partners but with new
knowledge and expertise that we
provide as a team.
The ValuePlus Quarterly 9
FEATURE | HP SERVER
HP SERVER INFRASTRUCTURE
Taking infrastructure
convergence to the next level
W
hat’s new with HP
BladeSystem
In the ongoing
battle against
IT sprawl, HP Converged
Infrastructure is on the
front line. It provides an
arsenal of weapons to help
you overcome IT sprawl by
simplifying, integrating and
automating your data center.
For more information, please write to sales.value@redingtongulf.com
10 The ValuePlus Quarterly September 2010
The weapons in this system scalability and scalability and automation
arsenal include new HP virtualization capabilities. are part of a full makeover of
Virtual Connect FlexFabric You can now support up the HP BladeSystem portfolio.
modules and FlexFabric to four times as many This makeover includes the
adapters. These offerings virtual machines on a introduction of seven next-
reduce the number of single blade. Additional generation server blades. HP
components and cables enhancements help you is rolling out some of the most
needed to connect servers provision infrastructure and innovative products since
to networks by up to 95%. applications in minutes, the 2006 introduction of the
Other groundbreaking not months. BladeSystem c-Class portfolio.
industry firsts enhance These advances in fabrics, These offerings take

Infrastructure. They
simplify the server edge with
wire-once technology that
consolidates, virtualizes and
automates server connections
to networks and storage.
Today HP extends this
portfolio with interconnects
built specifically for the
demands of Converged
Infrastructure. This is the
case with the new HP Virtual
Connect FlexFabric 10Gb/24-
port modules.
This module provides the
simplest, most flexible way
to connect servers and virtual
machines to networks. It
supports Ethernet, Fibre
Channel and iSCSI network
protocols. This means you
can now use a single device to
connect your server blades to
data and storage networks.
Among other industry
firsts, HP has introduced
the world’s first server
blades with integrated
FlexFabric adapters on
the motherboard. With
FlexFabric adapters and
modules, you have far fewer
devices to buy as compared
to competitive offerings.
And you can greatly simplify
your network infrastructure
when compared with
traditional infrastructure
and pass-thru modules
commonly used with blades.
Virtual Connect
FlexFabric modules can
reduce your need for cards,
switches and cables by up
to 95 percent. Better still,
you can gain this simplicity
without complicated
software licenses.
Terabyte blade for
virtualization
These Virtual Connect
innovations are part of the
largest expansion of the HP
ProLiant blade portfolio in
four years. Highlights of the
new HP blade lineup include
the HP ProLiant BL680c G7
Server. It’s the first blade
to support a terabyte of
memory for the ultimate in
virtualization performance.
HP has also announced the
new HP ProLiant BL620c
G7 Server. It provides the
world’s biggest memory
footprint of any 2P
blade for the ultimate in
virtualization efficiency.
With the balanced
architecture delivered by
leading memory and I/O
capacity, HP server blades
are ideal for virtualization.
They now support up to four
times more virtual machines
than other blade offerings.
The HP ProLiant BL685c
G7 Server provides twice
the performance at
prices that are 30 percent
lower than the previous
generation. And the no-
compromise design of
For more information, please write to sales.value@redingtongulf.com
September 2010
HP SERVER | FEATURE
the ProLiant BL465c G7
Server with integrated
FlexFabric simplifies network
connections. It also lowers
infrastructure costs and
delivers the performance
you need for demanding
application workloads.
Double-dense blade gets
even better
In another major step forward,
HP is putting two servers in
one blade enclosure in the HP
ProLiant BL2x220c G7 Server.
The result is the ultimate
fabric computing blade that
doubles performance per rack.
This makes the HP ProLiant
BL2x220c G7 Server the best
choice for high-performance
computing.
Other servers in the HP
blade lineup include the
industry’s best selling server
blade, the HP ProLiant BL460c
G7 Server. There is also the
industry’s first virtualization
blade, the HP ProLiant
BL490c G7 Server. Both now
have FlexFabric networking
integrated in the motherboard.
One-touch, self-service
provisioning
To improve responsiveness,
many businesses are turning
to private cloud environments
that can more easily adjust
to changing business
requirements. In private cloud
environments, you need to
automate the time-consuming
manual work associated with
deploying infrastructure and
applications. Automation
helps you increase
infrastructure responsiveness
and reduce costs.
The ValuePlus Quarterly 11
FEATURE | HP SERVER
HP BladeSystem Matrix
is the industry’s first
“all-inclusive” converged
infrastructure. It enables
you to stand up complex
infrastructures in minutes,
rather than weeks or
months. Matrix simplifies
the creation of a private
cloud with a one-touch,
self-service provisioning
of infrastructure. It now
extends this automated
provisioning to applications
through integration with HP
Server Automation software.
With the combined power
of these two offerings,
you can deliver services
to the business in minutes
versus months. You can
now use a single self-service
portal and templates to
define and provision both
infrastructure resources
and applications. This level
of automation is one of the
keys to building a Converged
Infrastructure that responds
faster to business needs.
And it’s another important
weapon in the battle against
data center sprawl.
For organizations of all
sizes, the data explosion is
a story that keeps getting
worse. It’s a primary
contributor to IT sprawl—
which is taking business
performance to the
breaking point.
One way to deal with the
data explosion is to put data
de-duplication to work in a
converged infrastructure.
This allows you to open up
storage capacity that would
have otherwise been wasted
by storing duplicate data.
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12 The ValuePlus Quarterly September 2010
The idea behind data
de-duplication is simple:
Stop storing the same data
over and over. Data de-
duplication looks for blocks
of identical data within
files. If only one block
within a file has changed,
then only that block is
backed up. All the other
blocks are replaced with
pointers to existing blocks.
Data de-duplication
Data de-duplication can
save a tremendous amount
of storage capacity. In HP’s
experience, de-duplication
can reduce your need for
backup storage space by 10
to 50 times. Your specific
savings will depend on
the number of backups,
your data retention policy
and how much your data
changes.
Given the savings
potential, it’s no surprise
that data de-duplication has
a lot of market momentum.
The only thing holding it
back is complexity, which
increase as you scale. First-
generation implementations
can be extremely complex,
thanks to point solutions,
rigid solution stacks,
scalability limitations and
fragmented approaches.
To help your
organization move
beyond these challenges,
HP is launching a new
generation of technology.
This technology takes data
de-duplication to a new
level of scalability and
performance. It’s called HP
StoreOnce de-duplication
software, and it’s being
delivered first on HP
StorageWorks D2D Backup
Systems.
Powered by innovations
from HP Labs
The HP StoreOnce
data de-duplication
approach draws on next-
generation technology
delivered in HP StoreOnce
software. This software
leverages unique HP Labs
intellectual property that
can be applied end-to-
end across a converged
infrastructure. It
delivers twice the price/
performance of competing
technologies.
These innovations include
sparse indexing, intelligent
data matching, locality
sampling and optimized data
chunking.
Collectively, these advances
enable HP StoreOnce software
to reduce memory and I/O
requirements and route data
more effectively. They also
optimize block sizes and
reduce disk fragmentation.
These technologies drive
fundamental advances in
de-duplication, according
to Alistair Veitch, director,
Storage and Information
Management Platforms Lab,
HP Labs. “HP StoreOnce
software implements a set of
technologies that simplifies
the whole IT infrastructure
around de-duplication,” he
notes. “The result is better
price/performance and
simplified backup operations.”
A standard data de-duplication
architecture
Unlike the point solutions
delivered by deduplication
vendors, HP StoreOnce
software was designed to
serve as a single architecture
for data deduplication across
an organization.
“We can apply HP
StoreOnce deduplication
software across the
enterprise, from remote
offices to large data centers,”
Veitch says. “There is no
need for multiple instances
of different deduplication
technologies. It’s one solution
to be used consistently across
the enterprise.”

The new IT challenge
T
oday, IT organizations
are being pushed from
two different directions.
From one direction,
evolving business models are
pushing new projects into the
IT organization. These projects
demand that IT manage larger
and more complex projects
with the same resources and
headcount. From the other
direction, IT consumerization
is empowering users, which in
turn introduces new risks that
IT must manage and balance.
But IT consumerization
also presents powerful new
tools, which could lead to
big productivity gains for the
organization, if harnessed
properly.
The Cisco Borderless Network
Architecture is designed to help
IT balance demanding business
challenges and changing
business models promoted by
the influx of consumer devices
into the business world. Borderless
networks help IT evolve its
infrastructure to deliver seamless,
secure access in a world with many
new and shifting borders.
New business models
As people embrace new
technologies as part of their daily
lives, a second shift is occurring.
A new generation of customers
and employees is entering the
For more information, please write to sales.value@redingtongulf.com
September 2010
cisco | analysis
workforce. This new generation
is multimedia savvy and socially
connected. They bring highly
mobile, highly portable video devices
into the workplace or business, and
they come with the expectation that
video will be part of their interaction
with employees, customers, and
partners. Thus, IT must deal not only
with new devices and usage models,
but also with changing business
practices that place huge new
demands on the core infrastructure.
In today’s modern workplace,
it is increasingly common that
primary business resources,
including data centers,
applications, employees, and
customers, are all outside the
traditional business perimeter.
Extending business borders around
all these people and resources taxes
your IT department. IT simply
cannot scale when every project
is an exception to traditional IT
design and management practices.
IT needs a better way to scale and
manage users and customers in
any location, given those users
may be using virtually any device
to access almost any application
located anywhere in the world.
Cisco’s Borderless Network
Architecture empowers IT to
efficiently manage access from
multiple locations, from multiple
devices, and to applications that
can be located anywhere.
Removing Location and Device
Borders
The research firm In-Stat estimates
that by 2012 more than 1.3 billion
Wi-Fi devices will have reached
the market. There is a dramatic
shift occurring toward ubiquitous
wired and wireless access, but
many organizations still treat
wired and wireless networks as
separate entities. Cisco’s Borderless
Network Architecture provides
the framework to unify wired and
The ValuePlus Quarterly 13
ANALYSIS | CISCO
wireless access, including security,
access control, and performance
management across many
different device types.
Enabling Secure Access,
Anywhere, with Any Device
Another primary shift is in
how and where users access
information. In the past, data
and applications were housed
on premises, and users were
also generally on premises.
Today, many organizations tap
into talent pools all around
the world. Workers might be
full-time remote employees or
contractors. Applications might
be hosted off-site or even in the
cloud. But traditional IT still
treats these crucial resources as
internal entities.
With Cisco’s Borderless
Network Architecture, IT can
unify its approach to securely
delivering applications to users in
a highly distributed environment.
The crucial element to scaling
secure access is a policy-based
architecture that allows IT to
implement centralized access
controls with enforcement
throughout the network, from
server, to infrastructure, to client.
A New Technical Architecture
At the heart of borderless
networks is a new technical
architecture based on three
important principles:
Decoupling hardware from
software
Unifying compute, storage,
and network
Policy throughout the
unified system
These design principles are
exposed through innovations
across Cisco’s routing, switching,
wireless, security, application
optimization, and network
management products. With
For more information, please write to sales.value@redingtongulf.com
14 The ValuePlus Quarterly September 2010
these principles in mind,
Cisco is implementing a five-
phase plan to deliver a next-
generation architecture that
delivers seamless, secure,
reliable communications to
any device, in any location,
accessing any resource.
Cisco’s Borderless Network
Evolution
Cisco’s Borderless Network
Architecture is implemented
as a five-phase plan that moves
from baseline services to
advanced policy management
and integration that ultimately
delivers the borderless
experience for users.
The first phase of the
borderless network evolution
establishes critical borderless
network services that serve as
the foundation for advanced
collaboration and rich-media
applications. These services
include medianet and Cisco
EnergyWise, connection
management, and resilience and
control services.
The second phase focuses
on borderless user services,
including mobility services,
security services, and
application performance
services. These services simplify
the user experience, creating a
seamless user experience while
enhancing IT’s control over
highly distributed and mobile
client devices.
The third phase implements
borderless policy, enabling IT
to implement unified policies
that govern how users access the
network from different devices
and locations.
The fourth phase provides
a borderless integration
framework, extending borderless
network services to third-party
devices and systems through
open APIs and partnerships.
The final phase delivers
the borderless experience,
combining user and network
services, policy, and integration
together to realize the anytime,
anywhere experience that is
borderless networks.
A Platform for Business
Innovation
The Cisco Borderless Network
Architecture is delivered
through innovations across
Cisco’s routing, switching,
wireless, security, application
optimization, and network
management portfolios. These
platforms deliver the next-
generation borderless network
and user services necessary to
deliver transparent mobility;
rich multimedia services; and
a unified, secure, policy driven
infrastructure for wired and
wireless access.
Building a Medianet
Infrastructure
Borderless networks provide
the foundation for advanced
rich-media communications
and provide primary network
elements that enable the
network to automatically
detect and enhance the
performance of devices and
applications with rich-media
capabilities. It is this foundation
that enables next-generation
applications, including real-time
language translation, resource
transcoding, and network-
based video indexing, that are
essential to delivering a superior
experience to users regardless of
device or location.
Managing customers’ Global
Energy Footprint
Cisco is committed to helping
organizations reduce their global
energy footprint. Cisco EnergyWise
services are implemented across
Cisco’s routing, switching, and
wireless portfolios, providing
measurement, monitoring, and
control of energy usage from
network devices and network-
attached IT devices. When combined
with Cisco’s Network Building
Mediator, organizations can take a
whole-facility approach to energy
management that can quickly add
up to substantial operational savings
and reduced environmental impact.
Grow your business
Cisco Borderless Networks give you
a way to deliver more value to your
customers and grow your business
through incremental sales and
expanded service opportunities. And
Cisco can also help you maximise
your profitability with their award-
winning partner programmes.
With the Cisco Borderless
Network architecture you can:
Build a repeatable sales practice
with assessment-led sales, helping
you to uncover new opportunities
to accelerate sales through installed
base lifecycle management.
Expand your sales opportunities
with high-margin service Borderless
Network offerings such as Cisco
TrustSec and EnergyWise.
Use Cisco incentive rebates and
discounts to increase your profit
margins with the Value Incentive
Program, Opportunity Investment
Program, Partner Development
Funds and more.
Let Cisco help you to understand
and deliver all of these benefits to
your customers, whilst helping you
to drive higher profitability.
For more information:
• The Cisco Borderless Network Architecture:
http://www.cisco.com/go/borderless
• Cisco professional and support services:
http://www.cisco.com/go/services
NETWORKING | JUNIPER NETWORKS
Juniper’s EX2200
Ethernet switch
T
he Juniper Networks
EX2200 line of fixed
configuration Ethernet
switches satisfies the
branch and low-density
wiring closet connectivity
requirements of today’s high-
performance businesses. Four
platform configurations are
available offering 24 and 48
10/100/1000BASE-T ports with
or without Power over Ethernet
(PoE). The PoE-enabled EX2200
models deliver 15.4 watts of
standards-based 802.3af Class 3
PoE on all ports for supporting
networked devices such as
telephones, video cameras, and
wireless LAN (WLAN) access
points in converged networks.
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16 The ValuePlus Quarterly September 2010
The EX2200 PoE-enabled
switches are also capable of
supporting standards-based
802.3at1 PoE+ for powering
networked devices like
multiple radio IEEE 802.11n
wireless access points and
video phones that may require
more power than is available
with IEEE 802.3af.
Additional features include:
• Four front panel small form-
factor pluggable transceiver
(SFP) GbE uplink ports provide
high-speed connectivity to
aggregation layer switches or
other upstream devices.
• Fixed power supply
and uplink ports ensure
operational simplicity.
• Low power consumption,
low acoustic fans, and small
10-inch wide footprint enable
flexible, environmentally
friendly deployment.
• Support for L2 protocols
as well as L3 protocols like
RIP and static routing in base
license.
• Optional enhanced license*
for supporting additional
L3 protocols such as OSPF,
Internet Group Management
Protocol (IGMP v1/v2/v3),
and Protocol Independent
Multicast (PIM).
• Single release train for
Juniper Networks Junos
operating system ensures
consistent control plane
feature implementation.
• Modular Junos OS prevents
a switch reboot if a single
protocol feature fails.
• Managed through a single
application, Juniper Networks
Network and Security Manager.
• Integrates with Juniper
Networks Unified Access Control
to provide per-user access control
and policing.
• Limited lifetime switch
hardware warranty provides
return-to-factory switch
replacement.
• Built-in Web interface (Juniper
Networks J-Web Software).
Product Overview
The Juniper Networks EX2200
line of Ethernet switches offers
a compact, high-performance
solution for supporting today’s
converged network access
deployments.
Each EX2200 switch includes
an application-specific integrated
circuit (ASIC)-based Packet
Forwarding Engine (PFE) with an
integrated CPU to consistently
deliver wire-rate forwarding,
even with all control plane
features enabled. Based on
existing, field proven Juniper
Networks technology, the PFE
brings the same level of carrier-
class performance and reliability
to the EX2200 switches that
Juniper Networks routers bring
to the world’s largest service
provider networks.Architecture
and Key Components
The EX2200 occupies a single
rack unit, delivering a compact
solution for crowded wiring
closets and access locations
where space and power are at a
premium. The EX2200 switch’s
10-inch depth and low acoustics
also make it ideal for open office
deployments.
 JUNIPER NETWORKS | NETWORKING

utilizing a common video environments, delivering

operating system,
Juniper delivers
a consistent
implementation
and operation
of control plane
features across
all products. To
maintain that
consistency, Junos
OS adheres to a
highly disciplined
development
process that uses
a single source
code, follows a
single quarterly
release train, and
employs a highly
available modular
architecture that
The EX2200 line provides a high-performance solution for converged networks in branch
offices as well as campus wiring closets.
prevents isolated
failures from
bringing down an entire
Each EX2200 switch supports (RTG): To avoid the system.
four fixed front panel GbE complexities of the Spanning These attributes are
uplink ports with pluggable Tree Protocol (STP) without fundamental to the core value
optics (purchased separately) sacrificing network resiliency, of the software, enabling all
for high-speed backbone or the EX2200 employs a Junos OS-powered products to
link aggregation connections redundant trunk group to be updated simultaneously with
between wiring closets and provide the necessary port the same software release. All
upstream aggregation switches. redundancy and simplify features are fully regression-
The EX2200 also features a front switch configuration. tested, making each new
panel mode button that offers • Power resiliency through release a true superset of the
a simple interface for bringing external redundant power previous version; customers
devices up and selecting LED supply: The EX2200 supports can deploy the software with
modes. an optional redundant power complete confidence that all
A dedicated rear panel RJ- supply (RPS) unit1 which existing capabilities will be
45 Ethernet port is available provides power resiliency. maintained and operate in the
for out-of-band management, Junos Operating System same way.
while a rear panel USB port The EX2200 runs the
can be used to easily upload same Junos OS used by other Converged environments
the Junos operating system and Juniper Networks EX Series The EX2200 provides the
configuration files. Ethernet Switches, as well highest levels of flexibility
as all of Juniper’s routers and features in its class
Features and benefits and Juniper Networks SRX for the most demanding
• Redundant Trunk Group Series Services Gateways. By converged data, voice, and
a reliable platform for unifying
enterprise communications.
By providing a full 15.4
watts of Class 3 PoE to VoIP
telephones, closed-circuit
security cameras, wireless
access points, and other IP-
enabled devices, the EX2200
delivers a future proofed
solution for converging
disparate networks onto a
single IP infrastructure. The
EX2200 PoE switches are also
capable of supporting 802.3at
standards-based PoE+* for
powering networked devices
like multiple radio IEEE 802.11n
wireless access points, and
video phones that may require
more power than available with
IEEE 802.3af.
To ease deployment, the
EX2200 supports the industry-
standard Link Layer Discovery
Protocol (LLDP) and LLDP-
Media Endpoint Discovery
(LLDP-MED) protocol, enabling
the switches to automatically
discover Ethernet-enabled
devices, determine their power
requirements, and assign virtual
LAN (VLAN) membership.
In addition, the EX2200
supports rich quality-of-
service (QoS) functionality for
prioritizing data, voice, and
video traffic.
The switches support eight
class-of-service (CoS) queues
on every port, enabling them
to maintain multilevel, end-
to-end traffic prioritizations.
The EX2200 also supports a
wide range of policy options,
including strict priority, low-
latency, weighted random early
detection (WRED), and shaped

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September 2010 The ValuePlus Quarterly 17

NETWORKING | JUNIPER NETWORKS
deficit weighted round-robin
(SDWRR) queuing.
Security
The EX2200 fully integrates
with Juniper Networks
Unified Access Control, which
consolidates all aspects of
a user’s identity, device,
and location. This enables
administrators to enforce
access control and security
down to the individual port or
user levels.
Working as an enforcement
point within UAC, the EX2200
provides both standards-
based 802.1X port-level access
control for multiple devices
per port, as well as Layer 2-4
policy enforcement based on
user identity, location, and/
or device. A user’s identity,
device type, machine posture
check, and location can be used
to determine whether access
should be granted and for how
long. If access is granted, the
switch assigns the user’s device
to a specific VLAN based on
authorization policy. The switch
can also apply security policies,
QoS policies, or both, or it can
mirror user traffic to a central
location for logging, monitoring,
or threat detection by intrusion
prevention systems.
For more information, please write to sales.value@redingtongulf.com
18 The ValuePlus Quarterly September 2010
Junos OS uses a single source code, adheres to a consistent and predictable release train,
and employs a single modular architecture.
The EX2200 also provides a
full complement of integrated
port security and threat
detection features, including
Dynamic Host Configuration
Protocol (DHCP) snooping,
Dynamic ARP Inspection
(DAI), and media access
control (MAC) limiting to
defend against internal and
external spoofing, man-in-the-
middle and denial of service
(DoS) attacks.
Simplified management
The EX2200 includes
port profiles that allow
network administrators to
automatically configure ports
with security, QoS, and other
parameters based on the
type of device connected to
the port. Six preconfigured
profiles are available,
including default, desktop,
desktop plus IP phone, WLAN
access point, routed uplink,
and Layer 2 uplink. Users
can select from the existing
profiles or create their own
and apply them through the
command-line interface (CLI),
J-Web Software interface, or
management system.
Four system management
options are available for the
EX2200 line. The standard Junos
OS CLI management interface
offers the same granular
capabilities and scripting
parameters found in any router
powered by the Junos operating
system. The EX2200 also includes
the integrated J-Web interface,
an embedded web-based device
manager that allows users to
configure, monitor, troubleshoot,
and perform system maintenance
on individual switches via
a browser-based graphical
interface.
When managing a group of
EX2200 switches, the Network
and Security Manager provides
system-level management
across all Juniper Networks
switches in the network from
a single console.
Finally, EX2200 fault,
configuration, and performance
data can be exported to leading
third-party management systems
such as HP OpenView, IBM
Tivoli, and Computer Associates
Unicenter software, providing a
complete, consolidated view of
network operations.
Limited Lifetime Warranty
The EX2200 includes a limited
lifetime hardware warranty
that provides return-to-factory
switch replacement for as long
as the original purchaser owns
the product. Power supplies
and fan trays are covered for a
period of five years. For complete
details, please visit www.juniper.
net support/warranty/. One OSOne
ReleaseOne ArchitectureFrequent
ReleasesModuleX— API
—10.09.69.5BranchCore
Junos OS uses a single source
code, adheres to a consistent
and predictable release train,
and employs a single modular
architecture.
 PARTNER CONNECT | A USER GUIDE

Partner Connect
– A user guide
W
elcome to Partner Connect - a programme that helps
partners and resellers across the region connect with
Redington Value and provide them a multitude of benefits,
support and rewards.

Personalised User Home Page

Reward points
Each time you log on to the portal or access any of the resources
you earn a point. So participate more and accumulate more reward
points. More information on points can be also found in the FAQ
section. Also check your reward points and redeem exciting gifts on
the Manage Your Account page.

Resources
Visit the resources
page and update
yourself with the
latest information
and software.
You also have an
option to share it
with your friends
and colleagues.

Ongoing Promotions
Keep abreast with
As a Redington Value partner, you can expect to maximise the latest product
your business profitability and improve customer relationships promotions on
by participating in various specialised trainings, webinars and the Ongoing
promotns and also get access to resources such as datasheets, Promotions page.
comparison charts and more. That’s not it, Partner Connect provides Know about the
an excellent platform to network with the 14 leading IT brands latest launches,
across the Middle East and Africa. competitor
This guide entails all the information and various benefits of this analysis, special
exclusive partner programme. offers and
lots more.
How to Register
If you wish to be a part of the Partner Connect program, log on Events
to www.redingtonvalue.com, select country, type the name of the Increase sales and cater to your customers better by engaging in
organisation, fill in the registration form and submit. Registration our webinars, online and offline trainings and workshops. These
would be approved by the administrator within 48 working hours. trainings are mentioned in detail on the Events tab.

For more information, please write to sales.value@redingtongulf.com

September 2010 The ValuePlus Quarterly 19

A USER GUIDE | PARTNER CONNECT

Spot Light
Events &
These are some of the past events, partner conferences and Promotions
trainings. To view other past events pictures and videos click on the You will be
Events page. notified about
the ongoing
Search Functionality promotions and
Whether its events, trainings or a particular brand you are looking events on your
for, the partner portal is enabled with search functionality. Enter the personalized
keywords and get access to all the information right away. homepage.
Alternatively you
Share this on Social Networking Sites can also click on
Widen your chances of growth by sharing this rewarding partner the Promotions
programme with your friends, colleagues and acquaintances or Events tab to
through your social networking service such as Facebook, Linkedin read about them
and Twitter. You can also choose to share select events, promotions in depth.
and resources.

Sales / Pre-sales Inquiry Form Resources

For any sales or pre-sales inquiries, fill in the inquiry form on your Download and build
home page and submit. Our response team will revert to you within your knowledge and
48 hours. expertise through
the various online
Twitter updates for all latest news on Redington Value + join us on resources available on
FB/Twitter/Linkedin the Resources page.
Follow Redington Value on Twitter, Facebook or Linkedin and get daily feeds These resources will
on the latest in the Middle East and Africa. help sales personnel in
channel organisations
position better
Manage account solutions to their
Access and update your account regularly on the Manage your customers.
Account page.

a. Profile FAQ
completeness
- Make sure to When in doubt, access the FAQ section. All questions related to this
update your exclusive program are answered in depth here.
profile from
time to time by
clicking on the
Update Profile
link.

b. Loyalty points
- Depending
on your
participation in various promotions and events, you accumulate
loyalty points which can be redeemed for exciting gifts.

c. Redeem Gifs - Check the gifts you are entitled to on this link.

For more information, please write to sales.value@redingtongulf.com

20 The ValuePlus Quarterly September 2010

For more information or to place an order for HP Networking
please write to sales.value@redingtongulf.com