May 2010

valueplus
presents
05 HP ProCurve
09 HP Servers
12 Check Point
the 15 Cisco
Q U A R T E R LY
18 Trapeze Networks
A SPECIAL PUBLICATION FROM REDINGTON GULF VALUE DIVISION

HIGHLIGHTS:
Data center networking
Virtualizing IT infrastructure
Enter Trapeze Networks

GAME
CHANGER
Convergence of next-gen data center
networking solutions means more
opportunities for channel partners
Redington is a Value Added Distributor for the following brands across the Middle East and Africa
03
FROM THE DIRECTOR:
CHANNEL CREDIT
T
he recent developments
in the financial sector
have seen tighter
controls on credit
available in the market. This is
a reality in today’s environment
which we all need to accept
and look at alternatives that
make optimal use of the credit
available. The Value Added
Division at Redington Gulf
over the past year has worked
on various scenarios to help
structure commercial terms
with partners.
There has also been an
increasing use of financial
instruments such as Letters of
07
18
Credit. Moving forward, our
teams across the region would
be looking to engage more
closely with partners, not only
for sales/technical enablement,
but also assist in structuring
commercial terms for deals
with special credit needs.
In addition, we will continue
our efforts to enable partners
by providing pre-sales support
to build deals, training for
sales and technical personnel
and bringing more products/
solutions across technology
domains. This edition of the
Value Plus looks at reinforcing
commitment from Trapeze
Networks, a new addition
to our security portfolio-
CONTENTS
02 Ramkumar’s Blog
03 Data Center Networking: HP Procurve
07 Virtualization: HP Server
10 In focus: Check Point Security
13 Feature: Cisco
16 Interview: Trapeze Networks
18 Case Study: Trapeze Networks
20 Redington Updates
Checkpoint and our regular
focus on HP and Cisco portfolio.
I hope you gain some
valuable insights from this
issue. If you have any feedback
regarding the Value Plus
Quarterly, please write to
valueplus@redingtongulf.com
Yours truly
Raj Shankar
Director, Redington Gulf
May 2010 The ValuePlus Quarterly 1
RAMKUMAR’S BLOG
Changing roles of players in the
IT Supply chain and the impact
on the business model.
Ramkumar B, GM, Value Division, Redington Gulf
T
he IT supply chain is one
of the most demanding
and ever changing
landscapes the world
over. It keeps re-inventing itself
every few years and this leads
to demands on the players to
adapt to the changing needs or
be left over on the way side. This
supply chain is a huge industry
in itself and perhaps is the very
reason Technology companies
are able to bring their innovation
2 The ValuePlus Quarterly May 2010
to practice in such short notice.
The Middle East region is not
any exception and we see a lot
of changes rocking this region in
the recent past...
Some of them are:
• Direct go to market with power
retail from some of the leading
vendors in some key regions.
• More and more niche vendors
deciding to go with specialised
distributors who actually position
and sell the product with end
users (They will not end up
supplying but all other elements
being taken care of by them)
• Application vendors and
application providers getting
into system integration
• The border lines of
networking and server/storage
industry blurring as 2 key
players getting into each
other’s core area of expertise
Now, each of the above has a
profound impact on the supply
chain, consider the below:
• Till date the distributors
have been supplying to power
retail players and they have
invested significantly in terms
of manpower, infrastructure
etc to cater to this segment.
If the vendors decide to go
direct, there will be an impact
on the industry
• Specialised distributors,
sometimes tend to compete
with system integrators while
positioning products with
end users. They are under
pressure to do so since the
vendors need them to do the
same. The niche vendors
do not get the system
integrators to focus on their
product line since they are
not significant in size.
• Historically, the application
providers don’t get into system
integration but this is changing
rapidly. A lot of turn key projects
are won where the application
provider ends up doing end to
end work. This has a significant
impact as the hardware supply
chain does not target the
application provider market
• The play between HP & Cisco
in the next few years is going to
have a profound impact on the
channel. New models are going
to emerge with new messaging
and go to market.
Now, how does one get
to be on top of this ever
changing industry? There is
no one shoe fits all theory. The
only way that someone can
remain meaningful in this ever
changing scenario is to be open
to change and experiment. One
has to constantly experiment
and reinvent in this industry.
Many times, people have
questioned that why do we
make so many changes in this
industry? If you look around,
even the shelf life of an average
professional is not very high.
The reason behind this is that
we are part of a very dynamic
industry where the goal posts
are always shifting...
I would like to quote my favorite
tag line to complete this blog
– Change is the only constant!
Have a great quarter ahead
– see you all soon!
Cheers,
Ramkumar B
General Manager - Value Added
Business
Middle East & Africa
Redington Gulf

Change the way you look
at data center networking
T
asked with enabling
Web-centric, information
intensive business models,
enterprises are taking bold
steps to turn away from inflexible
legacy architectures. They are
embracing new, innovative
approaches to building data center
networks to ensure they are ready
for the challenge of a highly
virtualized, dynamic workload.
With products and technologies
that offer superior performance,
flexibility, and reduced complexity,
HP delivers solutions that are
resilient, secure, and energy
efficient to align with the demands
of today’s and tomorrow’s data
centers. These game changing
offerings come with the
comprehensive backing of a world-
class service and support team,
and the global reach of the world’s
largest IT solutions company. This
unique set of advantages enables
organizations to deploy more new
applications, faster, and with a
better TCO than ever before.
Enabling next-generation
data centers
The traditional, inflexible and
hierarchical model of separately
provisioned and maintained server,
storage, and network resources
constrains organizations from
cost-effectively providing on-
demand support for applications
HP PROCURVE | DATA CENTER NETWORKING
and meeting unprecedented
service levels. Conducting
business with the agility required
by the more dynamic nature of
highly virtualized data center
environments necessitates adopting
new networking technologies that
streamline delivery methods and
contain costs.
HP’s approach to networking
is focused on driving innovation
that reduces complexity, delivers
breakthrough economic benefits,
and empowers customers to deploy
the network as a business enabler.
HP’s Converged Infrastructure
Architecture and FlexFabric
blueprint for a data center
interconnect enable the predictable
To place an order, please write to sales.value@redingtongulf.com
performance, high availability,
and comprehensive management
needed to support large-scale
virtualization and convergence
implementations and a spectrum of
IT deployment models—including
cloud computing, Web hosting, and
managed services.
HP networking helps customers
address today’s toughest data
center challenges:
Consolidation - server-integrated
Virtual Connect network
technologies complemented with
modern, highly scalable, terabit-class
switching and routing to efficiently
create a single, higher-performing,
next generation data center
Simplification - industry-leading
scalability and performance with
fewer platforms and layers, using
a common operating system and
management platform
Business continuity - innovative
Intelligent Resilient Framework
(IRF) technology for deploying
a Resilient Virtual Switching
Fabric and ensuring exceptional
network resiliency with network-
based In-Service Software
Upgrade (ISSU) capability for
distributedhigh availability
Network control - single-pane
configuration and policy
management for virtualized
networking resources, enabling
application mobility and network-
wide visibility
Security - dedicated, best-
of-breed high performance
secure fabric, including robust
security appliances and flexible
embedded security
Energy efficiency - products that
consume up to 50% less energy
than leading competitor systems
and simplified designs that require
fewer platforms and network
layers, significantly reducing
power/ cooling needs
Investment protection - open,
standards-based technology
May 2010 The ValuePlus Quarterly 3
DATA CENTER NETWORKING | HP PROCURVE
to ensure interoperability,
seamless 10 Gigabit Ethernet
migration, and network and I/O
consolidation using Fiber Channel
over Ethernet (FCoE)
Cost containment - unmatched
price/performance; simplified
architecture for reducing network
complexity and related energy
expenses; comprehensive,
streamlined management;
minimized CAPEX; no hidden
software costs
Scalability - IRF for managing
thousands of Gigabit or 10 Gigabit
Ethernet (10-GbE) ports as a single
common switching fabric with one
IP address
Performance - A12500 with a next-
generation 100 Gigabit Ethernet
non-blocking architecture
designed to address emerging
40/100 Gigabit Ethernet, FCoE,
and unified fabric data center
requirements FlexFabric: the
network foundation for a
converged infrastructure
FlexFabric is HP’s vision
for a next-generation, highly
scalable data center network.
This architecture radically
streamlines deployment and
management and drives end-
to-end data center agility
through advanced technology,
simplified network designs, and
tightly integrated management.
FlexFabric connects servers to a
virtualized, high-performance,
low-latency interconnect that
consolidates multiple protocols
to dramatically reduce network
complexity and cost. This unique,
wire-once approach enables
Ethernet and storage networks to
be combined into one converged
fabric that can easily scale and
adapt to changing workloads.
Combining intelligence at
the server edge with advanced
FlexFabric management tools,
FlexFabric enables virtualization-
aware networking; predictable
performance; and rapid, secure,
business-enabling provisioning of
To place an order, please write to sales.value@redingtongulf.com
4 The ValuePlus Quarterly May 2010
data center resources.
Along with a line of
virtualization-optimized HP
BladeSystem-integrated network
connectivity devices (Virtual
Connect, Virtual Connect/Flex-10),
HP offers a complete portfolio of
data center networking products
including convergence-ready top-of-
rack (TOR) server connectivity and
high performance, highly scalable
aggregation layer and core switch
Data center
solutions
Portfolio overview
HP A12500 Switch Series Large
core/data center switching platforms
with future-proof backplane
scalability and the ability to deliver
more than 6.6 terabits of high-
performance switching capacity and
platforms. With high-performance
security and advanced network
provisioning tools to securely and
efficiently manage the network,
customers can deploy FlexFabric
networks today, while they provide
the foundation for future growth
and scalability.
For more information on
FlexFabric, go to: www.procurve.com/
solutions/enterprise/datacenter/flex-
fabric.htm
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 center 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-of-rack switches with
streamlined features
HP 6120 Blade Switch Series Blade
form factor for HP BladeSystem c-
Class enclosures with Layer 2 feature
set and enterprise class security,
HP data center switching
HP A12500 SwitchSeries
These data center core switches
provide unprecedented levels of
performance, scalability, high
availability, density, and flexible
deployment options validated by
independent testing. They drive
down data center operations costs
while enabling new service levels
and delivering the resiliency and
low latency required for mission-
critical networking.
Key features/benefits
• 6.66 Tbps of high-performance
switching capacity (future support
for 13.32 Tbps) with more than
2.2 billion packets per second of
forwarding performance
• Support for up to 512 10-GbE or
864 Gigabit Ethernet ports
• A future-proof design able to
accommodate 40/100
Gigabit Ethernet to support
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
center deployments
HP S-Series Intrusion Prevention
Systems An enterprise security suite
that provides best-in-class, scalable,
higvh-performance appliance-
based threat management based on
TippingPoint technology
HP Intelligent Management
Center A comprehensive
platform that integrates network
technologies and provides full
fault, configuration, accounting,
performance, and security
management functionality for
IT infrastructures
HP Data Center Connection
Manager Formalizes application
connectivity provisioning workflow
processes between network and
server IT teams; helps control costs
with policy-based automation of
networking and server resources

emerging unified network
requirements such as FCoE
• High-availability, non-
blocking design for zero service
interruption; control plane
features 1+1 redundancy
• Modern, energy-efficient
architecture that dramatically
reduces space, power, and cooling
requirements
HP A9500 and A7500 Switch Series
These cost-effective small core and
aggregation layer switches offer
Gigabit Ethernet and 10 Gigabit
Ethernet port densities to
support multi-tier data center
architectures with network
services modules. Granular
control, exceptional scalability
and flexible services, as well
“We chose H3C* data center solutions for their industry-leading technology
and superior product performance. Their ability to help us simplify our data
center design and operations coupled with the company’s rapid response and
understanding of our local and global market needs also played a key role.”
- Cao Yifeng, TaoBao.com, Operations and Maintenance Director
as secure, high-performance
networking capabilities for
nonstop availability of critical
applications, make these switches
ideal for mission critical network
environments. Redundant power
supplies, control units, and switch
fabrics provide carrier-class
reliability while hot-swappable
modules support maximum
network uptime.
Key features/benefits
• Up to 1.4 Tbps switching
capacity and 857 Mpps
performance (A9500)
• Support for up to 192 10-GbE
ports or 576 Gigabit Ethernet
ports (A9500)
• Up to 1.2 Tbps switching
capacity and 714 Mpps (A7500)
• Support for up to 84 10-
GbE or 480 Gigabit Ethernet
ports (A7500)
HP 5400 and 8200 Switch Series
These aggregation-layer switches
offer space-efficient 10/100,
Gigabit Ethernet, and 10 Gigabit
Ethernet connectivity with
advanced features through a
purpose-built, programmable
ProVision ASIC, and ProCurve
ONE network services hosting.
The 5400zl switch series provides
redundant power supplies and
hot-swappable modules while
the 8200zl switch series adds
resilient fabric and redundant
management modules for
enhanced network availability.
Key features/benefits
• Up to 691.2 Gbps switching
capacity and 480.3 Mpps
performance
• Support for up to 48 10-GbE
ports or 288 10/100/Gigabit
Ethernet ports
• Support for mission-critical
access layer deployments with
Nonstop Switching to support
seamless failover in Active/
Standby management module
configurations (8200zl)
• Optional service modules for
network wireless management,
security services (firewall, IPS/
IDS), and network application-
hosting (ProCurve ONE)
A5800, A5810, and A5820 Switch Series
These unique flex-chassis
switches can function as a
modular chassis, as well as a
fixed-form-factor stackable
switch, providing the flexibility,
scalability, and reliability of a
modular platform and the ease
of use of a stackable solution.
HP PROCURVE | DATA CENTER NETWORKING
The A5800/A5810/A5820 Switch
Series delivers line-rate 10 Gigabit
Ethernet connectivity and high
port-density. Additionally, their
support for a combination of 10
Gigabit and Gigabit ports facilitates
the investment-protecting, cost-
effective migration to 10 Gigabit
Ethernet functionality.
The high-performance
switching and high-density
capacity of the A5800/A5810/A5820
Switch Series platforms provide
flexible deployment options. The
switches can be used for top-of-
rack data center server access
to the A12500 core switch; in a
consolidated network as a building
or department core; as a Layer 3,
10 Gigabit Ethernet aggregation
switch in a campus network; and
for the network access layer, as a
Gigabit Ethernet PoE switch with
10 Gigabit Ethernet uplinks.
Key features/benefits
• Wire-speed, line-rate
performance on all ports for IPv4
and IPv6 traffic; Layer 2/3 routing
capabilities (IPv6)
• High-performance, high-density
Gigabit and 10 Gigabit Ethernet
connectivity; two front-facing
expansion slots (2RU A5800-48G/
A5820-14XG) can dramatically
increase 10 Gigabit Ethernet or
Gigabit Ethernet port density for
even greater deployment flexibility
• Next-generation traffic
prioritization for converged traffic,
including advanced policy-based
class of service/quality of service
(CoS/QoS), eight priority queues
per port, committed access rates,
bandwidth limiting, and filtering
To place an order, please write to sales.value@redingtongulf.com
• High-availability architecture
based on Intelligent Resilient
Framework technology
• Redundant, fully hot-swappable
power supplies and fans typically
found in modular core platforms
• Easily scaled and expanded
design with support for the
latest SFP+ technology; 1RU and
2RU model options; 10 Gigabit
Ethernet and Gigabit Ethernet
copper and/or fiber connectivity
• Integrated network services
based on Open Application
Architecure design that enables
consolidating single-function
devices and services to simplify
deployment and reduce power
consumption, cooling, and space
requirements
HP 6600 Switch Series
These fixed-form-factor switches
offer 10/100/Gigabit and 10-
GbE SFP+ connectivity and are
optimized for data center server
edge connectivity with front-
to-back (reversible) airflow,
redundant hot-swappable power,
and redundant hot-swappable
fans. Starting with a purpose-
built, programmable ProVision
ASIC, the HP 6600 Switch Series
provides advanced Layer 2/3,
Quality of Service (QoS), and
security features with a variety
of connectivity interfaces that
feature expanded port buffering
for high-performance workloads.
Key features/benefits
• Reversible, front-to-back airflow
design that aligns with advanced
data center cooling models for
both server and networking-
oriented rack deployments
• Wire-speed Gigabit
connectivity with IPv6-enabled
Layer 2/3 routing
• Redundant, hot-swappable
power supplies and fans
• Up to 322.8 Gbps switching
capacity and 240.2 Mpps
performance (6600-24XG)
May 2010 The ValuePlus Quarterly 5
DATA CENTER NETWORKING | HP PROCURVE
HP 6120 Switch Series
Designed for the HP BladeSystem
c-Class enclosure, the HP 6120G/
XG and 6120XG Blade Switches
allow customers to deploy
a robust server access layer
solution directly within an HP
BladeSystem enclosure.
This model simplifies
connectivity complexity and
reduces cost while allowing
network administrators to
maintain end-to-end control of
the topology. The HP 6120 Switch
Series consists of two platforms
and provides flexible Gigabit and
10 Gigabit connectivity with both
fiber- and copper-based media.
The HP 6120 series provides a
robust set of industrystandard
Layer 2 switching functions, QoS
metering, security, and high-
availability features. The 6120
series provides a solution that
is ideally suited for data centers
in transition where a mix of
Gigabit and 10 Gigabit network
connections are required.
Key features/benefits
• Server enclosure-hosted Layer 2
switching for an efficient network
architecture with reduced cabling
• Flexible Gigabit and 10 Gigabit
connectivity
• Enterprise-class security,
resiliency, management
HP data center routers
HP A6600 and A8800 Router Series
The innovative multi-core and
distributed architecture of these
routers enables industry-leading
performance, multi-service
aggregating capability and
advanced security. To ensure
nonstop services, they feature
independent routing and service
engines, isolated control, and
service modules.
The 10 Gigabit Ethernet
A8800 Router Series support
the IPv6 and IPv4-to-IPv6
To place an order, please write to sales.value@redingtongulf.com
6 The ValuePlus Quarterly May 2010
transition technologies. Based on swappable redundant power Center (IMC) is a powerful and
a distributed high-performance and hardware; support of flexible platform that saves
network processor for hardware active/standby switchover enterprises time and money
forwarding and a largecapacity in deploying, managing, and
crossbar, nonblocking switching HP data center security monitoring mission-critical
technology, these routers Secure network fabric converged networks. By
guarantee high performance and The unified, core-to-edge bringing network management
enable flexible system expansion. network protection provided by and monitoring of services,
The A6600 Router Series the HP Secure Network Fabric resources, and users together
eliminate the need for investment addresses the limitations of in a single, integrated and
in hardware modules. They perimeter-based security and the modular platform, HP solutions
Enterprises are looking for data-center solutions that offer open, flexible and
simplified deployment options to meet today’s needs, while offering a clear
migration path to what’s next. With its new data center networking/security
portfolio, 3Com* offers a broad solution set that satisfies today’s value conscious
enterprise with solutions that deliver next-generation scale, performance and
capabilities.” - Cindy Borovick, Research VP, IDC’s Datacenter Networks
support services such as NAT, QoS, increasing number and frequency deliver maximum value, helping
IPsec, and NetStream via software of security attacks. enterprises align their networks
service engines. Security virtualization and with their business objectives.
segmentation, industryleading
Key features/benefits performance, and comprehensive Key features/benefits
• Advanced, fully distributed security management optimize • Information Technology
design—enabled by Open protection of business-critical data, Infrastructure Library(ITIL)-based
Application Architecture applications, and infrastructure. data center orchestration that
technology—for creating an simplifies complex virtual and
integrated, easily customized HP Intrusion Prevention based on physical management operations
networking platform TippingPoint technology • Multi-user, role-based
• High-density narrowband HP TippingPoint Intrusion management for powerful and
convergence and access capabilities Prevention System (IPS) platforms flexible network administration
• PPP multi-link bundling to cost- achieve the highest levels of real- • Rapid and reliable service
effectively speed delivery of real- time protection. With the Core provisioning
time data Controller, Security Management • Complete fault-management
• Industry-leading, built-in System (SMS), and world-class process for in-depth correlation
hardware encryption engine Digital Vaccine Service, they deliver and analysis, real-time
for FIP-100/200 to provide high- a best-of-breed foundation for alarming, troubleshooting, and
performance distributed IPsec comprehensive network security, experience capture
encryption without additional proactively addressing today’s and • Flexible centralized reporting,
investment tomorrow’s data center needs. The including historical data and
• Powerful MPLS capabilities, IPS solution delivers automated, information necessary for
including Layer 2/3 VPN services in-line traffic inspection designed network trend analysis and
and MPLS to protect the most demanding 10 capacity planning
• Carrier-class reliability with Gbps network environments. • Ease of deployment and
separate control and data change management to
planes to avoid interference HP data center management streamline operations
between services and control Unified resource management • Reduced downtime, lower
applications at high speed; hot- The HP Intelligent Management operational costs
 HP SERVER | VIRTUALIZATION

SOLUTION BRIEF:

Virtualize your end-to-end IT infrastructure

and reduce OpEx and CapEx
Contributed by Kalyan Kommuru, Server & Storage Consultant, Redington Value Division

C
ompanies have
deployed server
virtualization to
improve the utilization
of their compute resources
but are still struggling with
massive data growth, rising
storage maintenance cost,
and underutilized storage
assets from a multitude of
vendors. A virtual storage
infrastructure available only
from HP can double your
capacity utilization and cut
management costs in half
with innovations that unlock
trapped capacity in individual
servers or in enterprise
disk arrays.
A virtual storage
infrastructure from HP
StorageWorks simplifies
management of data growth
with virtual arrays and
consolidates distributed arrays
into a single pool of capacity;
with easy-to-deploy starter
kits you can increase storage
utilization by 300 percent,
reduce management costs by 50
percent, and manage 3X more
storage and 2X more servers
per administrator.
The HP approach to
Data Center Virtualization
fundamentally changes
how enterprises unitize the
resources across the entire
IT infrastructure to reclaim
trapped capacity, reduce the
risk of data movement, and
respond to business changes.
HP has remained the leader
in IT infrastructure for decades
and is the only partner with the
hardware, software, services and
support to deliver a complete
business oriented solution
addressing all of the elements
of virtualization to solve the
toughest data center challenges
today and tomorrow.
Using powerful
virtualization technology and
integrated management, the
HP and VMware virtualization

To place an order, please write to sales.value@redingtongulf.com

May 2010 The ValuePlus Quarterly 7

VIRTUALIZATION | HP SERVER

HP-approved configuration for HP StorageWorks EVA4400 with HP BladeSystem

and VMware software — IT consolidation solution block.

Dedicated storage Virtual server

Local storage area network (SAN) 1 x HP BladeSystem c3000 enclosure
storage with HP StorageWorks 4 x HP ProLiant BL460c Server
EVA4400 with 56 x 146GB dual Blades with 2 dual-core processors
port fibre channel drives with 12GB RAM
VMware ESX Server v3.5 Enterprise
2 x fibre channel blade switches Edition
4 x HP Virtual Connect Modules
VM Guest operating system:
Microsoft® Windows® or Linux

Data protection and recovery

HP Data Protector v6.1 VMware
consolidated backup Growth space

Bill of materials
Benefit
1 x HP StorageWorks EVA4400
Consolidated 28 physical servers into one
56 x 146GB dual port fibre channel drives
HP BladeSystem with dedicated SAN storage
1 x HP BladeSystem c3000 enclosure
consolidation solution block
4 x HP ProLiant BL460c Server Blades

solutions dynamically
distributes capacity needs
across available resources and
simplifies management, giving
you better performance with a
consolidated IT environment.
The HP Enterprise Virtual
Array (EVA) with HP ProLiant
DL785 took top score on
VMware VMmark benchmark
performance testing2. When
you choose a proven business
solution from HP and VMware
ESX and vSphere, you can
accomplish more tasks, more
efficiently with less strain on
the system as a whole.
Versatile and cost-effective
“Virtualization is not simply a server technology...It is the
convergence of servers, storage, and applications.”
Virtualization turns your IT environment. The HP integrated virtualization
rigid data center into a virtualization solution with solution that includes
virtualized environment VMware combines server seamless support for
that consolidates resources, virtualization software from VMware Site Recovery
optimizes infrastructure VMware with the powerfully Manager (SRM) enabling
utilization, and better simple management and end-to-end automated
allocates resources to replication capabilities of HP disaster recovery.
reduce costs, increase StorageWorks EVA family. The HP StorageWorks
agility, and improve Running with HP BladeSystem, EVA family compliments
operational efficiency—all HP and VMware provide you the modular, industry
while simplifying your with an end-to-end, tightly standards-based

To place an order, please write to sales.value@redingtongulf.com

8 The ValuePlus Quarterly May 2010


HP StorageWorks
EVA Solution Block
with Blades
• HP StorageWorks EVA—
enterprise class availability at
an affordable price. The EVA
family can scale from 1.1TB
to 324.0TB
• HP BladeSystem—c3000
or c7000 enclosure offering
8-slots or 16-slots for choice
and flexibility
• HP ProLiant BL460c Server
Blade—has up to 2 dual or quad
core Intel® XeonTM processors
with up to 32 GB RAM
• HP StorageWorks Command
View EVA Software—to manage
the entire EVA family of arrays
from a single console
•HP StorageWorks Business
Copy and Continuous Access
EVA Software — including
Continuous Access integration
with VMware Site Recovery
Manager software
• HP Data Protector
software— automates
high-performance backup
and recovery from disk
or tape with VMware
Consolidated Backup
integration
architecture of the HP
BladeSystem along with HP
Virtual Connect to take a step
beyond just merely integrating
VMware with storage. As
a result, the HP solution
required 28 percent fewer
steps than EMC to configure
VMwareESX booting3. The EVA
family also uses a unique disk
level virtualization technology
to reduce stranded storage
which enables consolidation
of resources into fewer
disks—which can pay
off in major savings in
power, cooling, and floor
space costs. According to
a study, HP StorageWorks
EVA technology required
only 62 percent of the
raw capacity required by
competingNetApp FAS-
technology storage.4
Moving from the physical
to the virtual
Data explosion and service
oriented IT delivery
demands a new way
to think about storage
infrastructure and requires
virtualization across the
entire IT infrastructure,
including storage. Only
HP StorageWorks can
deliver the benefits of
virtualization across your
entire infrastructure,
including individual disk
arrays like the EVA and
distributed storage systems
using HP StorageWorks
SAN Virtualization Services
Platform (SVSP). The EVA
is the easiest to manage
enterprise class array
in the market and when
combined with SVSP’s
split-path architecture
you get high scalability,
top performance, and
high availabilityof all
SAN resources. Also, the
HP StorageWorks EVA
with HP BladeSystem
provides an ideal platform
for virtualization, with
hardware and software
that have been certified for
VMware environments.
1
Business Case for Storage
Virtualization, IDC
HP SERVER | VIRTUALIZATION
2 VMware VMmark published
date: 6/02/09
3 The Better Choice: HP
StorageWorks EVA and HP
BladeSystem, Edison
4 “Enterprise Storage Solutions
for Database Applications: A Total
Cost Comparison,” Alinean
StorageWorks EVA Solution
Block with Blades
HP StorageWorks EVA—
enterprise class availability at an
affordable price. The EVA family
can scale from 1.1TB to 324.0TB
HP BladeSystem—c3000 or c7000
enclosure offering 8-slots or 16-
slots for choice and flexibility
HP ProLiant BL460c Server
Blade—has up to 2 dual or quad
core Intel XeonTMprocessors
with up to 32 GB RAM
HP StorageWorks Command
View EVA Software—to manage
the entire EVA family of arrays
from a single console
HP StorageWorks Business
Copy and Continuous Access EVA
Software—including Continuous
Access integration with VMware
Site Recovery Manager software
HP Data Protector software—
automates high-performance
backup and recovery from disk
or tape with VMware
Consolidated Backup
integration
Taking advantage of the
features of VMware ESX Server,
including the ability to quickly
move virtual machines to
different physical servers,
requires shared storage. The
HP StorageWorks EVA family
consists of the EVA 4400/6400/
8400 arrays, which offer 99.999
percent availability for planned
uptime.5 The EVA also has the
flexibility to be an ideal storage
platform to support VMware
To place an order, please write to sales.value@redingtongulf.com
ESX and vSphere Server
platforms. With a virtualized
storage architecture and
easy-to-use management,
the EVA compliments the
modular, industry standards-
based architecture of the
HP BladeSystem, providing
flexibility, energy savings,
and time efficiency. By
combining the EVAwith an HP
BladeSystem and VMware, you
can leverage the performance
and low power consumption
of server blades with the
powerful simplicity of HP
StorageWorks EVA arrays.
The bottom line is value
Only HP can offer the right
tools to get the job done.
The HP StorageWorks
EVA with HP BladeSystem
and HP StorageWorks SAN
Virtualization Services
Platform solutions provide
enterprise class availability
at an affordable price, top
performance, local and
remote replication capability,
flexibility, and simplified
configuration that is easy and
inexpensive to manage.
These HP solutions along
with server virtualization
deliver the savings,
simplification, and scalability
you are looking for in your
IT environment.
Your next step
You know that tasks get done
faster and more efficiently
when workers share the load,
but without action on your
part, one individual will
continue to shoulder the entire
burden. Take the next step
toward greater efficiency.
Call Redington @ 04 3734772 or 4790
May 2010 The ValuePlus Quarterly 9
IN FOCUS | CHECK POINT SECURITY
CHECK POINT SECURITY:
More, Better, Simpler
S
ecurity environments
become more complex
as companies of all
sizes need to defend
themselves against new and more
complicated threats. The market
response to this challenging
environment is new vendors,
costly new hardware, and
new solutions with increasing
complexity. As IT departments
come under increasing pressure to
do more with existing hardware
and human resources, dealing
To place an order, please write to sales.value@redingtongulf.com
10 The ValuePlus Quarterly May 2010
with multitude of vendors and
solutions becomes less effective
and less applicable.
Check Point’s Software
Blade architecture offers
a better way, enabling
organizations to efficiently
meet their business security
needs with manageable
solutions. The legacy
approaches of detection of
anomalies in intrusion, data
leakage or similar contexts
become inapplicable as
trends in IT industry. Check Point
with its strategy to provide simpler
security, leads the security market
with a unique consolidated security
and management approach.
Software Blades for Consolidation
and Effective Security:
The Check Point Software Blade
architecture is the first and only
security architecture that delivers
total, flexible and manageable
security to companies of any size.
With this unprecedented capability,
Check Point Software Blades deliver
lower cost of ownership and cost-
efficient protection that meet any
network security need, today and in
the future.
A software blade is a
security building block that
is independent, modular and
centrally managed. Software
Blades are logical blades that you
can select and custom configure
into a solution based on your
specific needs today. As these
needs evolve you can extend
your security solution by adding
and activating new blades on the
same infrastructure. Check Point
offers software blade technology
on both open platforms and
Check Point appliances.
Check Point Security Appliances:
Check Point security appliances
deliver powerful turnkey systems
for deploying and managing Check
Point’s award winning software
the corporate assets become solutions to address virtually any
more sensitive and valuable in security need. All Check Point
today’s competitive dynamic appliances are built around a
landscape. As new threats unified security architecture,
emerge, Check Point’s Software enabling organizations to perform
blade architecture quickly and all aspects of security management
flexibly expands services as via a single, unified console.
needed without the addition of Power-1, UTM-1 and Smart-1
new hardware or management security appliances now support
complexity. the contemporary Software Blades
Increasing complexity of today’s Architecture that provides flexible
security needs urges the availability and fast deployment of security
of a consolidated approach which services without the addition of
is parallel to all other consolidation new hardware.

1. Enterprise Firewall Technology: Check
Point, being the leader for 10 years
in the Gartner’s Magic Quadrant
since inception, is used in 100% of
Fortune 100 companies, protecting
more than 170,000 businesses
and more than 60 million users.
The firewall technology helps
companies to secure the perimeter
of their head offices or their
remote/branch office with the
most advanced integrated security
technologies. The technology
ensures a network wide security
presenting a unified front against
attackers, thus enables secures
business over the Internet. The
solution is built on patented
Stateful Inspecton technology
which is the de facto market
standard today.
2. Intrusion Prevention System: The
Check Point IPS Software Blade
provides complete, integrated,
next generation firewall intrusion
prevention capabilities at multi-
gigabit speeds, resulting in
industry-leading total system
security and performance. The IPS
Blade provides complete threat
coverage for clients, servers, OS
and other vulnerabilities, malware/
worm infections, and more. The
Multi-Tier Threat Detection Engine
combines signatures, protocol
validation, anomaly detection,
behavioral analysis, and other
methods to provide the highest
levels of network IPS protection.
3. Data Leakage Protection: The data
leakage protection of Check Point
has many built in policies for
PCI, SOX, etc. that would enable
customers to enable protection on
the gateway on day 1. Supporting
more than 600 file formats and
more than 250 data types while
allowing the creation of new ones,
the solution makes customer
involvement on setting up
classifications of data unnecessary.
In addition to this, DLP blade has
multi-language support so that
non-english languages like arabic
are also covered and checked for
classified data to leak out of the
company. The new MultiSpectTM
detection technology allows
correlation of data from multiple
sources and uses open language
for simpler and better security.
4. ABRA: Abra turns any PC into a
secure corporate desktop with a
simple, encrypted USB stick and
allows working from anywhere.
Ideal for mobile workers, it can
temporarily replace laptops for
some users. Abra is an ultra-
portable secure virtual workspace
solution featuring specialized
security software from Check
Point, integrated with a high-
performance, hardware encrypted
USB flash drive from SanDisk.
Abra creates a temporary secure
virtual workspace on any PC,
whether managed or unmanaged,
providing workers with secure
access to critical resources from
anywhere without fear of data
loss. The Abra virtualization
engine creates a separate,
encrypted area in system memory
with its own virtual file system
and registry which leverages the
underlying host operating system
via a secure hooking mechanism.
5. Check Point Endpoint Security: is
the first and only single agent
that combines all the critical
components for total security
on the endpoint: highest-rated
firewall, antivirus, anti-spyware,
full disk encryption, media
encryption with port protection,
network access control (NAC),
program control, VPN, secure
virtual browsing and single logon
functionality. Check Point delivers
higher levels of security while
providing a transparent end user
experience. Check Point Endpoint
CHECK POINT SECURITY | IN FOCUS
Security is also the only single
agent to include Data Security,
Network/Malware Protections and
Remote Access VPN.
Check Point Endpoint
Security solutions:
Reduces the time and cost
associated with deploying and
managing endpoint security
Prevents data loss and system
downtime associated with
malware attacks
Mitigates data breach exposure
from lost or stolen PCs or laptops
with full disk and removable media
encryption technologies
Stops unsafe PCs from infecting
enterprise networks
Ensures the confidentiality of
Remote Communications
6. Event Correlation and Reporting:
provides centralized, real-time
security event correlation and
management for Check Point
security gateways and third-party
devices. Automated aggregation
and correlation of data not only
substantially minimizes the time
spent analyzing data but also
isolates and prioritizes the real
security threats.
7. SSL VPN: SSL VPN allows mobile and
remote workers to connect easily
and securely to critical resources
while protecting enterprise
networks and endpoints from
external threats. End users will
appreciate Connectra’s streamlined
access features and user-friendly
portal interface. DynamicIDTM
SMS authentication eliminates the
need to carry and manage tokens
and Smartcards where two-factor
authentication is required.
8. Identity and Access Management: The
corporate security policies may
require access policies to be based
on the user name / security group /
OrganizationalUnits defined in the
active directory. The Check Point
To place an order, please write to sales.value@redingtongulf.com
technology is totally transparent
to the end-users and is integrated
with Kerberos authentication.
This helps companies to eliminate
the use of static IP based access
policies in their firewalls without
installing any agent on the
ActiveDirectory.
9- Application Awareness:
“Networked Readiness” a concept
which describes the readiness of
individuals, corporates, and nations
is a major topic in the second
decade of 21st century which even
drives national policies. Corporate
use of Social Networks is now
a reality and mature business
use examples of social networks
are now available. The Web 2.0
technologies allow the world to
benefit from being networked very
easily and efficiently. Like any other
new technologies, security aspect
of these new technologies must be
carefully observed and corporate
security policies must adapt
themselves to the new concepts. The
Check Point Application Library
enables application scanning
and detection of more than 4,500
distinct applications and over
50,000 social networking widgets
- regardless of port, protocol,
or evasive technique used to
traverse the network. To meet
the dynamic nature of internet
applications the Application
Library is continuously updated.
The integration of the Application
Library into Check Point Security
Gateways allows customers to
leverage the convenience of Web
2.0 technologies safely and securely.
Today it is possible to apply policies
based on users, groups, widgets,
time, and other parameters on
the existing Check Point firewall
systems. Thanks to the unique
software blade architecture, this
is now possible with minimal
technical efforts and minimal,
incremantal investment.
May 2010 The ValuePlus Quarterly 11
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How to make the most of
Data Center Virtualization
I
t is hard to get near a
data center these days
without hearing talk
about virtualization—the
distribution of shared storage
resources to maximise efficiency.
And it is no wonder:
according to Gartner Inc,
virtualization will determine
how IT administrators manage,
buy, deploy, and plan their
future strategies. And the right
virtualization strategy can
ultimately affect a company’s
business vision and direction.
But positioning your
business to get a slice of this
clearly lucrative pie takes a bit
of skill—and an astute choice
of technology vendors.
The next level of
virtualization
The leader in networking,
Cisco, and the leader in
virtualization, VMware,
have joined together to help
To place an order, please write to sales.value@redingtongulf.com
CISCO | FEATURE
companies reach the next level
of virtualization, providing a
validated, end-to-end solution
that allows customers to gain
efficiency, control and choice in
the data center.
The benefits of virtualization
can extend throughout an
organization via more efficient
resource utilisation and adaptable
IT resources that respond to
changing business needs.
Now Cisco and VMware
accelerate these benefits with
a solution that combines
industry-leading virtualization
technology and experience for:
Dynamic resource optimisation
across internal and external clouds.
Optimised application
performance, service levels,
and collaboration.
Choice of hardware, operating
system, and application stack.
The benefits of a virtualised
solution
An integrated Cisco/VMware
solution can significantly reduce
operating and capital equipment
expenses by eliminating and re-
provisioning underutilised servers,
storage, and network assets.
The joint solution aggregates
pools of storage, computing,
and I/O into unified, shared
resources. This optimised
virtualised infrastructure
promotes greater application
performance, service levels,
efficiency, and collaboration
anywhere, anytime.
Cisco and VMware transform
the data center by virtualizing
the network and everything
connected to it (including storage,
servers, and applications),
whether on-premise via ‘private
clouds’ or off-premise with
‘federated clouds’.
Cisco’s Virtualization Ready
May 2010 The ValuePlus Quarterly 13
FEATURE | CISCO
Networks and VMware’s
vSphere 4 are an important
foundation for the data center
of the Future.
Who buys virtualization?
The likely customer for
virtualization:
Wants to migrate from
Gigabit Ethernet to 10 Gigabit
Ethernet.
Needs high-performance
computing.
Is open to new data center
opportunities: new builds,
consolidations, and build-outs.
Is planning new
virtualization projects, with
virtual servers or virtual
machines (especially those
from VMware).
Wants to maximise the
benefits of virtualization; if
possible, also wants to reduce
complexity and risk.
Has existing virtual server or
virtual machine deployments
but wants greater scalability
and performance.
Wants to deploy a ‘green’ data
center to reduce power and
cooling needs and equipment
and operating costs through
infrastructure consolidation.
Buyers of virtualization
typically include data center
managers; network, server,
and storage managers and
designers; and systems,
computing, and server
operations managers,
designers, and administrators.
The main influencers in the
buying decision are chief
executive officers.
Best practices for closing
Most data center customers
will be well aware of the
benefits of virtualization but
some tips to help you get the
business include:
To place an order, please write to sales.value@redingtongulf.com
14 The ValuePlus Quarterly May 2010
Close the deal with the
customer’s executive, a sponsor
who will fund the project.
As part of the sale,
communicate your value as a
Cisco partner. For example,
discuss certifications, number
of technicians, services
ratings, support and so on.
Clearly show how Cisco
Data Center 3.0 Solutions and
leveraging the network as a
platform solves the business
Virtualization will determine how IT administrators manage,
buy, deploy, and plan their future strategies.
problems identified by your
customer’s executives.
Understand your customer’s
objections and be prepared to
answer them.
Use reference selling and Cisco
Data Center 3.0 case studies.
Involve your Cisco Channel
Account Manager or Cisco
executive if this supports the
closing process.
Use financing and incentive
programs to address financial
concerns (see below).
Using financing to address
cash flow and cost
concerns
Cisco Capital continues
to make borrowing both
available and affordable for
most Cisco customers. When
introduced early in the sales
cycle, Cisco Capital can
help protect deal structures
and discounts that may be
affected by a customer’s
unexpected budget cuts.
Why would a customer
want to consider financing
now and take on more debt
in a challenging economic
environment? Well, preserving
cash and maintaining liquidity
is a priority for customers
when revenue growth slows.
To preserve capital and
maintain business goals,
customers are reconsidering
their stance on financing as
an IT acquisition strategy. In
addition, financing can actually
cost less than using cash.
Cisco Capital can provide
financing to enhance financial
ratios such as leverage,
liquidity, and profitability for
your customers.
This flexibility can lower
the overall Cisco solution
costs, and by aligning
payments to technology
benefits we can enhance
return on investment and total
cost of ownership results.
As it becomes more
challenging to secure loans to
operate the business, even for
financially strong companies,
leasing becomes an attractive
financing alternative they
may not have considered in
the past.
Other tips for sales success
To successfully position a Cisco
Data Center 3.0 Virtualization
Ready Network, you need
to influence a cross section
of departments that include
Virtualization/Server business
decision makers and infrastructure
technical decision makers.
You may also need to influence
various other stakeholders in the
company, including Facilities,
CxOs and applications business
decision makers.
Join your internal IT sales
account and server sales
account teams, complete
a customer discovery
assessment, and lead with
your IT team when planning
your customer strategy.
It is important to lead with
the Nexus 1000V to help your
customers understand the new
relationship between the server
and IT teams.
Additionally, you can
reinforce that your company
has the resources and expertise
to deliver the services, with
Cisco and VMware support,
to execute on a successful
virtualization ready and
capable network.
As virtualization
leaders, Cisco and VMware
collaboration gives you new
opportunities to leverage the
best both companies have to
offer in the complex world of
virtualization, in addition to
the subject matter expertise
and trusted agent status you
have with your customers.
For more resources that
you can use with enterprise
decision makers, see Gartner
shares data center efficiency
secrets, a research document
containing 11 tips that will
help customers slash their data
center power bills.

TOP 5 Reasons
to switch
The switch to Juniper program
J
uniper Networks
EX Series switches
deliver unparalleled
performance, simplicity
and savings.
As part of the new network,
the EX Series switches
transform your network
economics and experience.
1
Simpler.
The new network
matches recent changes
in application and server
architectures, making your
applications snap, your
virtual servers mobile and
your video crisp. The EX
Series switches improve
performance while reducing
the complexity of your
network. How? In the data
center, Virtual Chassis
technology enables you to
get from server A to server
B without unnecessary
processing left over from
network architectures
designed for client-server
applications. In a campus
network, a single Virtual
Chassis delivers up to 480
ports across multiple wiring
closets while behaving like a
single device. Fewer logical
switches mean more time for
other things.
2
Faster.
The new network is
responsive to ever-
changing needs. Virtual
Chassis technology in the
EX Series switches improve
application performance,
reduce latency in the
data center and increase
reliability. Virtual Chassis
technology enables
interconnection of access
switches for up to ten racks
of servers, resulting in
better performance for live
migration and enhanced
disaster recovery. Our 10GbE
switches are built to be
40GbE- and 100GbEready,
so you will always be
ahead of the next wave of
applications.
3
Reduce acquisition
costs.
Juniper can help you
curtail over provisioning the
network. With a simplified
architecture, you can do
more with less. Because
Virtual Chassis technology
For more information, please write to sales.value@redingtongulf.com
JUNIPER | FEATURE
reduces the number of inter-
switch connections, Juniper
switch architectures require
fewer components, reducing
capital expense up to 35%. And
with fewer boxes, the average
data center saves up to 44%
on power. The new network
delivers a radical reduction in
expenditures.
4
Reduce cost to manage.
With fewer components,
fewer logical switches to
manage and only one OS to learn,
the EX Series switches lower
training and operational expenses.
Juniper Care programs offer
award-winning service and
support, including automated
technical services for incident
management and proactive
analysis. The J-Net user community
is active, knowledgeable and full of
great ideas. And Junos software lets
you configure and manage your EX
Series switches as well as Juniper
routing and security solutions—
with unprecedented ease.
5
Open and flexible.
The new network is a
vision of open standards.
The EX Series is built with
flexibility in mind, so it’s easy
to add the EX Series switches to
improve your legacy network.
With conversion tools, you
get quick interoperability.
And with Dell, IBM and other
partners delivering Junos Ready
software and appliances, you
simply have more choice.
Stop waiting.
Start switching.
May 2010 The ValuePlus Quarterly 15
INTERVIEW | TRAPEZE NETWORKS MIDDLE EAST

Enter Trapeze Networks

As competition heats up in the networking space in the Middle East, What will be Trapeze Network’s main
channel focus for 2010 in the Middle
Trapeze Networks, part of the Belden Brands, is eyeing a select East region?

number of verticals to grow its solutions offering in the region. NK: There are two approaches
for Trapeze Networks in the
Nick Kimber, Business Development Manager Channel – Belden Middle East region and these
Brands shares the company’s strategy for the Middle East region. are: Hospitality, hotels, sports
stadia, conference centres and
health sector. The other focuses
will see the company target the
education, government and
retail segment

Given the consolidation that is going on in

the IT networking space, how is Trapeze
Networks helping it’s channel partners to
stay abreast with what’s happening in this
industry sector?
NK: We have been producing
specific market information
sheets called Business Bitesize
which highlight the challenges
and business issues in specific
vertical markets. It also contains
customer quotes and references
as well as what the applications
and technology drivers are in
their market. These are updated
and reissued and could be
used for a HTML mail drop to
a specific targeted database
of customers. In addition, we
are also keen to work with
the channel partners to keep
them abreast of technology,
both Belden as well as its
Ecopartners (complimentary
vendor partners) and we hold
workshops that address the
commercial issues and how to
adopt a good sales strategy to
win business in these verticals.

You have been very proactive when

engaging with channel partners in the
Nick Kimber, Business Development Manager Channel, Belden Brands Middle East. Briefly explain what type

16 The ValuePlus Quarterly May 2010


of channel partners Trapeze Networks
would like to work with in the Middle
East region.
NK: We are keen to work with
system integrators (Sis) that have
an understanding and skills in
solutions selling. Being able to
engage with customers from
the top down to understand
real business issues, ROI as well
as being able to put solutions
together to meet customer
requirements. With the Belden
Brands we have a breadth of
product that could give leverage
within a customer or vertical to
look at how it all fits together
in terms of support and sales.
We prefer partners to invest
into the technology in terms of
training and demo equipment
as they value the benefit of the
technology and products to give
them a leading edge.
Leading with applications
that solve business issues that
require infrastructure i.e.
wireless gives the customer
the feeling that the business
problem is being addressed and
it’s not a product sell. Joining
a brand and technology that
is put together as a solution is
key here and we embrace all
complimentary vendors that
add value to the solution.
The IT industry has seen a lot of vendor
OEM alliances especially between
system and storage vendors, and their
networking counterparts. State which
system hardware vendors you’re
working with in the Middle East?
NK: Our Ecopartner Programme
has two levels. One is global
and the other is regional.
There are vendors such as Mitel,
Avaya, Nortel, Ascom, Dell,
Draeger, Phillips, GE etc that are
global partners. We also have
regional partners such as Tiger
Communications, Challenger
Interactive, Interactive
TV companies, Stanley
Security Systems for Security
Management integration. We
welcome any discussion with
a potential Ecopartner to add
value to the solutions sales cycle
in key verticals.
There will be an updated
published list of Ecopartners
which can be regionally
focused or global depending
on the vertical and customer
requirement.
What is Trapeze Networks doing to
develop its channel in the Middle
East region?
NK: We have a fantastic sales
team in the Middle East based
out of Dubai who have years
of experience in the region
addressing business issues
for the region. They are here
to support the channel in
terms of sales and technical
expertise around the Trapeze
Brand. They understand the
business issues in verticals
and have local sales personnel
within the Emirates. They
are there to help and assist
in customer engagement and
opportunity creation to add
value and credibility to the
solution being proposed to
the customer. We are always
striving to understand new
markets and Ecopartners
that add value and savings
to customer issues and will
keep the channel abreast of
our activities. We will also be
updating the channel on key
wins and successes so that this
can focus the channel partners
on verticals and success.
How have you internally built the
support teams for your channel
partners and distributors for the Middle
East region?
TRAPEZE NETWORKS MIDDLE EAST | INTERVIEW
NK: We have created support
teams both from a technical
and sales perspective around
the Belden Brands team. We
will have technical support in
the region covering all brands
within the Belden product
array, which can provide
support alongside the existing
channel expertise, as well as
support within other regions,
R&D and TAC facilities.
Which vertical markets are you
focusing on in the Middle East?
NK: The vertical markets in the
Middle East which are top of
the agenda are: hospitality and
health primarily.Government
and education are also other
areas of focus. Belden is very
strong in Oil and Gas and
industrial with its Hirschmann
product but this also has
impact with the potential for
enterprise wireless in finance
and retail.
From a product roadmap point
of view, what can your channel
partners expect from Trapeze
Networks this year?
NK: We are strengthening
the platform with the Ring
Master Global system which
provides a platform capable
of supporting up to 100K AP’s.
We also have introduced the
Ringmaster and SmartPass Live
agent allowing API integration
to third party applications.
This gives rise to service and
software development within
the SI to look at how they
support legacy systems and
integrate them with new
systems for smoother running.
This year may potentially
see the introduction of a
new controllers but this will
be announced closer to a
potential release date. We are
To place an order, please write to sales.value@redingtongulf.com
also focusing on how we integrate
with our Ecopartners and so
announcements around these will
be key this year.
From a training and channel enablement
perspective, what can you partners expect
this year?
NK: We want to focus on ensuring
the channel is kept up to date
commercially and technically.
Commercially, we will be
ensuring that the business issues
and drivers are kept up to
date with partners to ensure
that they are aligned with the
customer and verticals they
address. Technically, we want
to ensure that we can provide
added support when needed with
opportunities and customers,
and look at how we manage
the channel with any issues or
concerns that may develop.
Having a local presence in the
region is key to ensuring that we
give the maximum focus on our
partners and customers to ensure
a healthy and buoyant market.
Keeping abreast through
marketing bitesize will focus on
verticals and updating partners on
wins and successes so that these
can be used to win more business.
Having focused seminars that
cover sales strategy in verticals
with solutions wrapped around
with Ecopartners is also key to
ensuring partners understand
what technology is doing in these
regions and vertical.
We want to use this
opportunity in 2010 to cement
the partner programme but
ensure it is a two way process
were partners are updating us
on opportunities and customer
projects they are working on.
Working in partnership where
you need to deliver real solutions
and updating the channel on key
wins and successes.
May 2010 The ValuePlus Quarterly 17
CASE STUDY | TRAPEZE NETWORKS MIDDLE EAST

Trapeze Networks Asset

Tracking supports:

Personnel identification,
monitoring, location and
tracking
Effective real-time asset
tracking and management
Asset identification, location,
tracking and usage
management
Applications such as real-time
translation services
Reduced Carbon Footprint
Compliance with EU
Directives
Workflow analysis including:
Asset life-cycle control
Asset management
Settings and configuration
management
Service and support
Recovery and continuity
Inventory management and
security

THE PUBLIC SECTOR Production and process

control
Facilities access control

The Health Check that matters – Asset Role-based administration

and viewing
System level integration

Tracking and Location Based Services and APIs

N
ick Kimber, Business
Development Manager
“More than one-third of nurses spend 40 hours per month looking Channel, Belden Brands
for mislaid and lost equipment, equating to £900million of the NHS’s said: “With Health Trusts
being faced with budget cuts and
wage bill every year. The items most often sought were pumps, spending reviews along with the
drip stands, thermometers, keys and mattresses. A mere 1% of drive to get more for their money,
news headlines like these just add
respondents said they were able to look for items with technology. to the pressure. Knowing where
The survey suggested that the majority of nurses would welcome equipment and staff are at all times
is becoming more of a priority.”
its introduction.” - Nursing Times, February 2009 “As inter-ward loans grow and
care extends out of the hospital,

To place an order, please write to sales.value@redingtongulf.com

18 The ValuePlus Quarterly May 2010

 TRAPEZE NETWORKS MIDDLE EAST | CASE STUDY

equipment can be diverted to care
homes or patient’s houses. Being
unaware of the location of this
equipment puts huge pressures
on budget holders to ensure not
only the availability of equipment
but that it is maintained and
serviced correctly to avoid legal
action. Multiple departments
within Trusts have budget for
equipment but this is being
spent replacing lost, stolen or
misplaced equipment. The capital
would be better used to provide a
sustainable wireless infrastructure
that provides the Trust with
real value, cost savings, easy
management, improved diagnosis
and fixed mobile convergence.”
Market Leader
Trapeze Networks leads the WiFi-
enabled health care market which
ABI Research forecasts will hit
sales of nearly $5billion globally
in 2014. This 70% increase from
2009 is expected as a direct result
of the need for wireless networks
to support improved asset
management, mobile workers and
either stolen, misplaced or lost,
tracking assets begins to make
real commercial sense – offering
higher asset utilisation, lower
equipment inventory, reduced
asset losses and optimised
business processes.
Lynne Maher, Head of
Innovation Practice at the NHS
Institute says: “Innovation is rarely
about big, dramatic or expensive
changes. Rather, it’s about
thinking differently – thinking
about established things in new
ways and about new things in an
open way. At its simplest we see
it simply as moving towards ‘new
ways to do things.”
The Belfast Health & Social
Care Trust was formed in April
2007 with the merging of 6
existing healthcare trusts across
Belfast. One of the biggest
employers in Northern Ireland,
the Trust employs nearly 22,000
staff across the greater Belfast
area, providing services for more
CLINICAL APPLICATION IMPACT
than 340,000 people in Belfast
and Regional Services to the
whole of Northern Ireland.
The deployment of Trapeze
SmartMobile at the Belfast NHS
Trust includes over 2,000
mobility points making it the
largest active installation of
Campus WiFi in the UK.
Originally intended
to provide extensive
cost-savings through a
scanner-based materials
management programme,
the implementation quickly
developed into a key element
of staff mobility and improved
communications across the 80
acre site in central Belfast. The
Trust uses Vocera badges on its
wireless network to track and
locate specialist staff – from
consultants and cleaners to
translators to provide real-time
assistance with non-English
speaking patients and deliver
improved levels of patient care.
COMMENT
Delivering True Value
Paul Duffy, Co-Director of ICT &
Telecommunications at the Belfast
Health & Social Care Trust said: “We
have had an excellent experience
using the Trapeze Networks Mobility
System and our implementation
of a system this large is testimony
to the service it delivers to our
patients whilst reducing the
support overhead. The integration
opportunities that Trapeze Networks
deliver enable us to expand the
wireless infrastructure across the
various campus sites, whilst allowing
us to remain in complete control
of the system. Tracking people
has improved communication,
streamlined workflow, increased
workplace safety and enabled
location-aware security. We believe
our use of the wireless network
will continue to grow until we
have site wide coverage at which
point the true value of complete
staff mobility will really benefit
the Trust.”

digitised records.
Trapeze Networks’ Active Asset Clinicians require access to patient EHRs throughout an
Electronic Health Records HIGH
organisationas care decisions are often made away from the bedside.
and LA-200E products have raised
the bar on WiFi security and
Internet Portals HIGH Portals allow the monitoring of patient care away from the bedside.
location capabilities – the only
location-based perimeter security
product available on the market Patient Orders – CPOE HIGH
Per Med. Mgmt. Prescription, patient care decisions are made
the LA-200E supports 802.11n throughout the facility.
and up to 4,000 WiFi devices.
Med. Mgmt. – Prescription HIGH Like CPOE, orders are placed both at and away from the bedside.
Engineered following Trapeze
Networks’ acquisition of Newbury
Networks, the LA-200E offers the Med. Mgmt. –Transcription HIGH Most of this activity occurs in a fixed location, the pharmacy.
health care sector remarkable
wireless network precision. Dispensing occurs either on the floor or in the pharmacy
Med. Mgmt. – Dispensing HIGH
(e.g., dispensing robot, medication cabinet).
Fast, Effective Asset Tracking
In today’s medical environment it Med. Mgmt. – Administration HIGH At the bedside ensuring the five rights.
is vital to be able to locate doctors,
nurses, patients and shared RFID and Location Tracking HIGH Highly mobile and dependent upon the quality of the network.
equipment as well as monitor
their movement in and out of key
Seamless network connectivity between cellular and Wi-Fi backbones
areas. When clinical time is lost Voice and Messaging HIGH
is critical to clinician acceptable levels of reliability.
searching for equipment that is

To place an order, please write to sales.value@redingtongulf.com

May 2010 The ValuePlus Quarterly 19

REDINGTON UPDATES

REDINGTON EVENTS:
1. The Big Connect Training for HP
ProCurve Networking, January 2010

2. The Redington Roadshow in

Riyadh and Jeddah, February 2010

3. Juniper “Winning Network”

training, April 2010

4. Delegates listen in to keynote

speakers at the KSA roadshow,
February 2010
2

3 4
20 The ValuePlus Quarterly May 2010
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