THE FUTURE IS “US” EXCLUSIVE BOOKLET BY
CONTENTS
2
ABOUT
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SPECTRAMI is a global valueadded distributor offering comprehensive solutions in the realm of information security, data center infrastructure and data communication networks across EMEA. Operating through a strong channel ecosystem, SPECTRAMI presents unparalleled expertise to help vendors gain a concentrated footprint across the globe. Having commenced operations in 2011, the distributor boasts local footprint in UK, Germany, Austria, Netherlands, UAE, Kuwait, Oman, K.S.A, Bahrain, Qatar, Turkey and Egypt. The firm has grown from strength to strength and now asserts a significant presence across Europe, Middle East and Africa (EMEA)region. Through an ideal blend of channel empowerment along with its deep-rooted ethos of attaining excellent customer experiences, the firm’s pursuit remains in enhancing all facets of a business. It aids organizations to meet regulatory standards on their infrastructure, safeguard sensitive enterprise data and applications.
With the financial backing and support from Abu Dhabi-based investment firm KBBO Group, the company is well positioned to continue its success as vendors preferred value-added distributor across the European market. SPECTRAMI is the epitome of its tagline, ‘Redefining Value’. The pan-EMEA firm goes to great lengths to ensure its market differentiator continues to be offering genuine value coupled with uncompromised quality and dedicated services to our channel partners. As a global distributor, our designed Vendor Extension Model (VEM), has been widely applauded in the market. Through this model,we help our partners with enterprise solutionsincluding but not limited to multi-point engagementfrom sales, pre-sales, marketing, delivery, logistics and channel fulfilment, which are at par with vendors’benchmarks. We aspire to offer our partner and their customers a seamless experience as that of a vendor, through this model.
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COFENSE
CLOUDERA
THE PHISHING DEFENSE
UNLOCK THE VALUE OF DATA
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07
09
GALAXYKEY
CASE STUDY
FLASHPOINT
BOLSTERING CYBERSECURITY
ZEROFOX SECURES AZIZI DEVELOPMENTS........
BOLSTERING CYBERSECURITY
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11
ANOMALI
OSIRIUMPLC
MATURE THREAT INTELLIGENCE
SECURE –SCALE -SIMPLIFY
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12
80%
YoY Growth
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SPECTRAMI CHANNEL STRATEGY
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TEAM SPECTRAMI
VENDOR PORTFOLIO
CEO DESK
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AN ETHOS OF EXCELLENCE
The core mantra of Spectrami has always been ‘Redefining Value’. Every year brings in a new challenge as emerging technologies and pinching demands from the customer surfaces. We see these as avenues to open new alliances in the intelligent platform and services. The year 2018 has been an extremely successful year for us owing to the various vendor partnerships, geographical expansions and major milestones that we covered. As the region echoes ‘Transformation’, we at Spectrami believe that Transformation is not a journey and neither a destination. It is a culture that every organization has to absorb into its very roots in order to remain relevant to the market and the customers. Through an ideal blend of channel empowerment along with its deep-rooted ethos of attaining excellent customer experiences, the firm’s pursuit remains in enhancing all facets of a business. It aids organizations to meet regulatory standards on their infrastructure, safeguard sensitive enterprise data and applications. With the financial backing and support from Abu Dhabi-based investment firm KBBO Group, the company is well positioned to continue its success as vendors preferred value-added distributor across the European market. We have received a tremendous response to our new Partner program that has helped our partners/resellers to closely align with our approach to building an effective and strong revenue streams. As a company we have strengthened our reach with a new office in Turkey and Egypt along with increasing our foot hold in KSA. We are continuously looking for geographical expansion into new markets, add new technologies on board to offer customer a complete stack of solutions that helps secure and build a robust security framework for their infrastructure. The third priority is to bring internal innovation within the organization to be able to define and create new ways of bringing value to our resellers and customers. As a company, we are looking to hit $100M million dollar revenue mark in 2019.
ANAND CHOUDHA,
CEO & PRESIDENT
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SPECTRAMI.CLOUD PRESENTS SPECTRAMI HIVE The Future Is “Us”
High Availability – Applications deployed will rule out Utilities and Hardware Failure issues l Reduce Infrastructure Cost – Pay only for the actual resources consumed l Infinite Life – No Forklift upgrades required for Compute, Network, Storage
Spectrami.Cloud Architecture
l
As a differentiator in the IT Distribution space, SPECTRAMI is launching a stepping milestone by adding a new dimension to Redefining Value of relationship and technology adoption through SPECTRAMI.CLOUD to facilitate Customer, Vendors, and Partners communities by enhancing the quality of Business Life Cycle in the region. SPECTRAMI HIVE presented by SPECTRAMI.CLOUD is a Unified Platform to Deploy, Manage, Migrate and Monitor SPECTRAMI Security Solutions on the fly over a single pane of glass. This platform is designed for Customers, Vendors and Partners to build and remain connected on our Solutions and Services through our App Catalog and deploy the required solutions as per their respective needs without dependency on Infrastructure readiness.
SOLUTION BENEFITS Security on the go – Deploy Security Solutions within a few clicks l Flexible Deployment Options – Applications can be deployed in Cloud or Hybrid models l
All the Data, applications are hosted in GCC to comply with regional data regulations l Better Performance on Cloud as the data is hosted locally l
BENEFITS FOR VENDORS Cloud based Services can be Hosted Locally in the Region l Provide Local Instances for DEMO and POC’s to Resellers and Customers l
BENEFITS FOR PARTNERS
Api Integrations
Cloud Infra Orchestrator AZURE
AWS
PVT CLOUD
SPECTRAMI Application Catalog Access Can rebrand SPECTRAMI HIVE with their Logo’s (a SaaS like model) for Apps and Customers management.
App Catalog Customer List n Renewals Activity Requests
CUSTOMERS n
VENDORS Customer List Partner List n App Catalog n Renewals
WHO SEES WHAT..
n n n
Entitlements App Catalog Renewals Activity Requests
SPECTRAMI n n n n n
$
Management
l
n
n
Admin
l
n
n
Partners
Spectrami.Cloud Portal
BENEFITS FOR END USERS
PARTNERS
n
Customers
Manage Platforms & App Catalog Manage Tenants Manage Renewals Manage Cloud Migrations Manage Activity
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THE PHISHING DEFENSE About the company In 2008, PhishMe was launched and fulfilled our vision of leveraging the everyday employee in the fight against phishing. After all, it’s the employee being targeted. Fast forward to today and we now have a full suite of phishing defense solutions and a new name that represents our focus on building an organization-wide collaborative, collective defense. Cofense. Cofense combines market-leading incident-response technologies with employee-sourced attack intelligence for a complete collective defense against email-based cyber-attacks. With Cofense, you can disrupt attacks at delivery and stay ahead of breaches. Imagine a time when every user becomes an instinctual node on the network, feeding actionable intelligence to security teams
SOLUTION PORTFOLIO The powerful combination of Cofense PhishMe and Cofense Reporter helps turn all employees into your own human phishing defense. Condition employees to resist phishing attempts and empower them to become part of the solution by identifying and reporting real attacks in real-time. Cofense Triage and Cofense Intelligence strengthen your organization’s ability to quickly identify and respond to phishing attacks in progress. With the entire employee-base reporting malicious emails, the SOC and IR teams will have an efficient way to verify the steady stream of internal reports against external threats.
EXPERT OPINION Just in the last year, hackers have used them to bring multinational companies to a stuttering halt, derail the most publicised election in the world, and bring entire governments offline for extended periods of time. Moreover, humans are a vulnerable target and gateway to some very advanced digital systems. Be it through VICE PRESIDENT – a phishing email or a phone scam during SALES, COFENSE
ALEXANDRE DEPRET-BIXIO,
tax season, hackers have mastered the art of social engineering. They know how to bypass our normal caution and get us to act impulsively. Threat actors do this by employing tricks of human psychology, often leveraging emotional triggers of fear, curiosity, emotion and urgency. Or, in some cases, inattention. This is the case with business email attacks carried out early in the day, when employees sip coffee and sleepily dispense with last night’s email pile. Attackers also craft seasonal campaigns around tax deadlines and holidays like Christmas. And they elicit stress-based responses whilst tapping into our greed with irresistible promotions or time-sensitive taxrebates. Add personal information freely available on the dark web (or from a disgruntled employee), and it’s not hard to use employees to gain network access. Another human component that provides value is unpredictability, or creativity. Many hackers make a living out of breaching secure systems and extorting their cyber victims. So, while the rise of malware-as-a-service business models means that more ‘layman’ actors are engaged in this cyber security arms race, those designing the malware tend to have very deep understandings of the vulnerability they are attempting to exploit. Lastly, proponents of using the everyday employee in cyber security point to the ‘accuracy paradox’All security plays out in human terms. Luckily, we have the recipe: practice, practice, practice. It’s why drills and simulations are a staple of any military induction program - the only way to overlay best practices on the instincts expressed in emotional situations is to make the best practices instinctual, or part of our muscle memory. Surveys show that behavioural conditioning can decrease employees’ likelihood of responding to a malicious email by 97 per cent after just four simulations learning exercises where companies phish their own people. The rationale behind its effectiveness is that it goes beyond making users aware that a threat exists, and forces them to practice responding constantly. So if the humans can be conditioned, will we ever have an AI-free security environment? Expecting the next generation of cybersecurity professionals to go back to manual security processes is nothing short of folly. Antimalware programs, firewalls
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FLEXIBLE, SCALABLE, SECURE About Galaxkey Galaxkey provides an identity-based email content security solution. When a user registers with Galaxkey, a security identity is created which is associated with the user’s email address. This identity is managed and stored by Galaxkey in the cloud and is accessible to any Galaxkey enabled client on proper authorisation and authentication. The identities on the platform are completely secured with user provided unique credentials; ensuring secure user access. The administrators of corporate users have full control of their corporate user’s identities and data. Galaxkey protects corporate data and information anywhere-at rest (in the cloud, on servers, local computers, tablets, mobile phones) and in transit (in emails, file transfer, USB key drives). Galaxkey can be run from our cloud, in a corporate cloud, on local servers, or in a hybrid configuration to meet client’s specific cyber security requirements. Ease of use for users and ease of systems management by the IT and information security teams are designed into Galaxkey.
YASHAN,
TERRITORY MANAGER – EMERGING MARKETS
Solution Portfolio
Galaxkey is a flexible, scalable, and secure platform that enables organisations to meet the complex data protection and data privacy needs. Utilising advanced security key management techniques, encryption, geo-fencing, digital signature, assured data receipt, data revocation, and block chain technologies-Galaxkey meets the data protection needs and global regulatory requirements from a single platform. Galaxkey supports all major commercial software platforms including: Windows, Mac, iOS, Android and Windows phones and tablets. Galaxkey is a cloud-based software platform, enabling both a low cost of operation and a flexible approach to system scalability. Featuring a modern architecture, Galaxkey can be run from our cloud, in a customer corporate cloud, on local servers installed in a customer facility, or in a hybrid configuration of any of these elements to meet client’s specific cyber security requirements Major customer wins of 2018
Major bank in GCC, Evolv, Cellucity, Nanyanta Siyaya Holdings, Skoth Travels and Tours in South Africa
Competitive Edge of Solution ‘The competitor’ has a good piece of software for what it does. However, this is exactly the challenge-it’s only one piece of the whole puzzle. ‘The competitor’ only provides a single piece of the data management requirement. Galaxkey offers comprehensive data protection and data management with a single platform. Galaxkey focus is on comprehensive data protection, end-to-end, for when the data is in transit and when data is at rest. Anywhere and at any time. Galaxkey offer print security. Galaxkey offers hardware that customers can connect to their printers and MFD systems to protect the data when it becomes digital so that when the document enters the digital world it’s protected for its lifecycle. ‘The competitor’ does not have a solution for this. With Galaxkey your Key Management is automated so that the keys are managed inside the system without user interaction. If a user forgets their password or biometric systems need changing, our platform enables seamless self-service that’s easily used by millions of users.
Geographical expansion Customers and partners in South Africa, India and Far-East along with other GCC countries
Journey with Spectrami Spectrami has been Galaxkey’s major distributor in the GCC and has provided immense support throughout. The dedication and willingness to grow along with their vendors is an example in itself. The entire team be it sales, pre-sales, channel, marketing and finance is simply brilliant. Galaxkey sees Spectrmai not just as their VAD but rather as an extended arm. We hope to continue builidng business together and look forward to very successful years of partnership ahead.
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he modern platform learning and analytics or the cloud.
UNLOCK THE VALUE OF DATA
The Modern Platform
Machine Learning/AI Deliver models to production faster and at scale with workflow automation.
print, connect products and services, protect your business, and power Our platform — hybrid by design — helps unlock the value of data, so Analytics dataacross warehousing built Aboutefficiently the company and securely, anywhere you want. and analytics service to overModern 100 countries six continents. With solutions at scale
forhas thebeen enterprise hybridmanage cloud. Cloudera, Inc. is a US-based software company that provides a Cloudera Enterprise, Zoomlion able to effectively software platform for data engineering, data warehousing, machine huge volumes of unstructured data, increase productivity, reduce cost, learning and analytics that runs in the cloud or on premises We and lower business risk. Zoomlion’s big data platform ingests, stores Hybrid any cloudInternet empower people to transform complex data into clear and actionable and processes a wide variety of data control from threeon main sources: insights. We deliver the modern learning and of Things data which includes —real-time public, working private,conditions multi. and location Shared data experience (SDX)platform for machine Run The anywhere Modern Platform analytics optimized the cloud. The world’s largest enterprises trust Cloudera information Data sharing across ML andfordata Data is everywhere. puts of more than 120,000 high-tech, industrial and agricultural Cloudera to help for solveteam their most challenging business problems. internal core business system data from ERP, CRM and warehouses is essential you in control of analytic machines; workloads financial systems, and data collected from external sources such collaboration. Cloudera SDX preserves running anywhere your data resides. Deliver models to production Ourwebsites, Customers Solution portfolio at a glance: as social media channels, official and data purchased and stateful data context on premises Manage transient and long-lived fasterand and at scaleexchanged with with third parties. Cloudera delivers the modern platform for machine learning and in the cloud, enabling secure workloads across public clouds, Customer Count 1200+ workflow automation. analyticstooptimized theNo cloud. Expand customer footprint, connect Journey with Spectrami: multiuser access shared for data. datacenters, or any combination. and services, protect your business, and power your digitalof Cloudera Onhybrid the 1st of September,Global Spectrami became Cloudera’s698 regional replication,products no inconsistencies, no data That’s the power 2000 Customers transformation. Clouderaof platform designcontrol. — helps unlock MEA distribution partner helping to expand its local presence in the moves. Just one secure source data. — hybrid bycloud Modern data warehousing Customer Countries 68resources. the value of data, so you can build and deploy AI solutions at scale Middle East built and provide high quality sales and pre-sales for the enterprise hybrid cloud. efficiently and securely, anywhere you want.
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The MEA region is a fast-growing market and Cloudera’s partnership Top Global Techs 8 of 10 Hybrid control onwith anySpectrami cloud will form part of its local expansion strategy. The aim is Zoomlion, a leading Chinese manufacturer of construction machinery andanywhere sanitation equipment, has deployed Cloudera Enterprise to meet help customers maximizeTop theirGlobal use of data with Cloudera’s — public, private, tomulti. Telcos 9 of 10 Cloud and Run theiscompany’s growing big dataputs demands, offering data management Shared Data Experience solutions. Data everywhere. Cloudera
you in control of analytic workloads running anywhere your data resides. The Modern Platform Manage transient and long-lived workloads across public clouds, Machine Learning/AI datacenters, or any combination. models to production That’sDeliver the power of Cloudera hybrid cloud faster control.and at scale with
Our Customers Customer Count
Fast Facts
1200+
Global 2000 Customers
698
68
Analytic scale
50+ petabytes
Global Support
SCP Certified
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workflow automation.
Customer Countries
Analytics
Top Global Banks
7 of 10
Employees
Modern data warehousing built for the enterprise hybrid cloud.
Top Global Techs
8 of 10
Publicly traded NYSE: CLDR
Top Global Telcos
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Cloud Hybrid control on any cloud — public, private, multi.
Our Customers Customer Count
1200+
Fast Facts Analytic scale
50+ petabytes
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SCP Certified
Headquarters
Palo Alto, CA
Headquarters
1600+ Worldwide
STEPHEN LINE,
VICE PRESIDENT, CLOUDERA
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MARK SAINSBURY,
SALES DIRECTOR, EMEA
BOLSTERING CYBERSECURITY About the company Flashpoint delivers Business Risk Intelligence (BRI) to empower organizations worldwide with meaningful intelligence and information that combats threats and adversaries. The company’s sophisticated technology, advanced data collections, and human-powered analysis uniquely enables large enterprises and the public sector to bolster cybersecurity, confront fraud, detect insider threats and build insider threat programs, enhance physical security, improve executive protection, and address vendor risk and supply chain integrity.
Solution portfolio at a glance: Flashpoint Intelligence Platform provides Finished Intelligence reports, hard to access data from elicit actors, Risk Intelligence Observables (RIOs) and Chat Services; Flashpoint API provides near real-time access to our Finished Intelligence, normalized data from threat actor communities, and RIOs; Flashpoint Professional Services (FPS) provides tailored services to meet any organization’s unique requirements, with a catalog ranging from impact-based, finished intelligence, program maturity, and training services.
Major customer wins of 2018: Flashpoint is proud to support organizations across 22 verticals, with a global footprint that includes EMEA and APAC, including Public Sector. A few key highlights in terms of Flashpoint customers include: 7 of the Top 10 Largest Global Financial Institutions, 3 of the top 5 Health Insurance providers, 4 of the top 10 Largest Global Retailers, and 4 of the
top 10 Media & Telecom Companies
Product/Solution competitiveness: Flashpoint’s ability to track adversaries across multiple types of online communities—from elite forums and illicit marketplaces to chat services platforms and paste sites—uniquely positions the company to engage with threat actors directly and procure compromised assets from within these communities on behalf of customers. Better quality sources, better synthesis of raw data into intelligence, best subject matter experts, most robust community of intelligence practitioners
Geographical expansion: Flashpoint has a large presence in both North America and EMEA, and in 2018 successfully expanded into Latin America and Asia Pacific.6.Journey with Spectrami:Flashpoint is pleased to embark on a new relationship in the Middle East with Spectrami as part of itsaggressive EMEA expansion. After conducting a thorough and detailed research of potential partners, Flashpoint was impressed with Spectrami’s knowledge of the intelligence market, and the broad and long-standing business relationships they have built. Flashpoint and Spectrami will have a long, mutually beneficial relationships, and the team is truly excited to partner with the company at GITEX
CASE STUDY
ZeroFOX Secures Azizi Developments Brand Integrity from Social Media and Digital Risks Azizi Developments is the real estate investment arm of Azizi Group. Established in 2007 with headquarters in Dubai, the company’s diverse experience in the property market has led the value of its current portfolio in the Emirate to over AED 45 billion, with more than 200 projects in the pipeline. Azizi Developments is a design and customer lead development company. This means a permanent dedication to understanding and meeting clients’ aspirations, developing distinctive homes that set the standard in contemporary building design and offering an unparalleled level of customer service.
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“As smart cities expand, it is becoming more essential for real estate developers and investors to keep cybersecurity top of mind. A smart building can improve building and tenant efficiency but can also leave company information vulnerable to attacks.AtAziziDevelopments we have ensured that we have all the necessary cyber security measures in place for protecting our intellectual property, customer data, and brand image”
SEDA TUTU,
DEPUTY CEO, AZIZI DEVELOPMENTS CHALLENGES n Too many fake social media account n A loss in the conversion of social media leads into business n Management of content flow – lockdown on employee-led
social outreach
SOLUTION ZeroFOX Enterprise Solution
BENEFITS n Increased control on Social Media channels n Unified platform to assess and manage digital footprint for
the brand n I mproved lead generation and capture leading to increase in business development n I mproved quality of interaction on behalf of the brand on Social Media leading to improved visibility plus increased confidence in the brand
TAKING CONTROL OF THE PROCESS TOO MANY COOKS SPOIL THE BROTH SPECTRAMI implemented the system based on the proactive Threat Intelligence, which offered ZerFOX for comprehensive visibility on what Azizi aims to achieve beyond the typical attack lifecycle, adding context and priority to global threats before, during, and after an attack. With this insight, it took less than a day to set permissions, align keywords, tags, and other relevant information; Zerofox did a clean sweep of all the different properties that went against the corporate policy set in place. Taking control and shutting down all the delinquent accounts on Twitter, Facebook, and Instagram was the first step. ZeroFOX efficiently and accurately targeted all the social platforms and reported every errant account that had been created along with contact information of the person responsible for the account. The security team then efficiently dealt with the account by shutting them down with prejudice and contacted the owners with cease and desist notice. Azizi Developments is one of the leading private real estate developers in the UAE. The awareness of their brand and the projects they are associated with has increased exponentially over the last few years. This led to resellers, agents, and employees trying to leverage the name of Azizi and their brand to improve their credibility within the market – especially on social media. The voice of content used was not unified, the frequency was irregular, and there were too many variations of the same profile floating around across the different social media platforms, thus cascading mixed messages to the end- user. The online presence of the company was also tainted by the presence of multiple websites created by different stakeholders with the intent to promote themselves as the official representative of the brand and their offerings. The level of service and dedication provided was not up to the company mark as was discovered, and this led to the overall brand image getting diluted in the eyes of the customer. Through the entire process, it was very evident that the brand of Azizi Developments was being tainted using social media dysfunction and misinterpretation – which lead to missed leads rough social media channels. With this unified approach and a closer watch on any scattered approach outside of the official channels, this changed over the past three months in dramatic style. Customers are more satisfied with the interaction with the brand, social media leads were no longer being missed out and were converted, into solid business, and overall brand awareness was increasing due to a concerted effort on a single account versus a divided approach across different social presence.
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MATURE THREAT INTELLIGENCE ABOUT THE COMPANY
product shipping in 2013.
Anomali detects adversaries and tells you who they are. Organizations rely on the Anomali Threat Platform to detect threats, understand the adversary, and respond effectively. Anomali arms security teams with machine learning optimized threat intelligence and identifies hidden threats targeting their environments. Anomali enables organizations to collaborate and share threat information REGIONAL among trusted communities and is the most DIRECTOR – ME widely adopted platform for ISACs worldwide
KHALED CHATILA,
Solution Portfolio The Anomali Threat Platform is a combination Threat Intelligence Platform and Threat Hunting / Threat Analytics giving security teams the ability to go much further back in time than traditional SIEM solutions. Anomali is the largest Threat Platform vendor by market share and also the most mature Threat Platform with development commencing around 2010 and first
ANOMALI THREAT PLATFORM
INTELLIGENCE
DETECTION
AUTOMATION
Major Customers Anomali has customers across all major verticals including Financial Services, Oil& Gas, Retail, Government, Healthcare and Manufacturing.4.Anomali currently has offices in North & South America, UK, Europe, Middle East, Africa, Asia & Australia Pacific regions
Journey with Spectrami Anomali’s journey with Spectrami started in 2016 and has been growing stronger every year with more business and focus on Anomali as one of Spectrami’s top 3 vendors. We look forward to even stronger growth as the Threat Platform becomes an integral part of the data center to give enterprises advanced notice of potential threats affecting their environment.
INVESTIGATION
COLLABORATION
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SECURE –SCALE -SIMPLIFY ABOUT THE COMPANY Osirium Plc, founded in 2008, is a British publicly-listed software developer. Headquartered near Reading, Osirium’s market leading PxMplatform provides an easy to use, fast to deploy and highly secure solution to protecting privileged accounts.Osirium’s PxM Platformis a multi-faceted Privileged Access Management cyber-security solution for all IT-dependent businesses & recognised by Gartner as a “Cool Vendor”For a cyber attacker there are hundreds of ways into an organisation, but once in, they will always need use of a privileged account to access and infiltrate any interesting data. The PxM Platform ensures that BUSINESS privileged account credentials never exist upon the users’ DEVELOPMENT workstation, making interception an impossibility. Eradicate DIRECTOR – the risks posed by sharing privileged account credentials by MENA removing the need for them in the first place.
DUNCAN FISKEN,
SOLUTION PORTFOLIO IN A GLANCE AND SOLUTION COMPETITIVENESS The Osirium PxM Platform is comprised of four core modules (Privileged Access, PrivilegedTask, Privileged Session and Privileged Behaviour) designed to make the execution of privileged tasks and DevOps faster and more secure than ever before –offering complete end-to-end accountability and audit trail of precisely who did what, where and when.Rapidly deployable and highly scalable,
the Osirium PxM platform can deliver fasttime-to-value through a fully virtualised and completely agent-less solution. The platform is highly differentiated, particularly by means of the Privileged Task Management (PTM) module. PTM enables the automation of routine tasks resulting is significantly reduced operational cost and enhanced security. Routine tasks, suchas server re-boots, can be fully outsourced through the concept of least-privilege, or delegation of the task but not the privilege of associated with executing the task. Osirium is a power aid to compliance (for example GDPR and ISO27001). PxM can effortlessly meet and exceed compliance mandates by defining and recording exactly who gets access to what and when, even third parties.Osirium can be deployed as an on-premise solution or in the cloud and is available on the Microsoft Azure Marketplace.
GEOGRAPHICAL EXPANSION AND JOURNEY WITH SPECTRAMI Osirium continues to expand geographically with presence in Asia Pacific, Germany and Middle East/North Africa (MENA). The MENA expansion is in partnership with Spectrami, our UAE-headquartered value-added distributor. Since partnering with Spectrami in 2017, Osirium has acquired important customers in the Gulf region and continues to establish leadership in the PAM marketplace.
GEOGRAPHICAL EXPANSIONS OF 2018
KEY STRENGTHS AS A VAD Customer Experience, Operational Excellence, Ethical Compliance, Strategic go-to-market opportunities, Collaborative Leadership, Market Agility, Diverse Portfolio, Passion for Winning, Value Added Services, Focused Execution.
EGYPT
TURKEY
ROADMAP FOR 2019
KENYA
To build the EMEA’s leading specialist VAD in cybersecurity and cloud transformation.
KEY VERTICALS CATERED
80%
2000+
GOVERNMENT
HEALTHCARE
BANKING & FINANCE
ENTERPRISES
YoY Growth
CUSTOMER BASE
EDUCATION
NO. OF
PARTNER PROGRAMS
65
TEAM HEADCOUNT
DONE
SPECTRAMI World Rewardz (SWR) Channel Program
AVIATION
OIL & GAS
MAJOR VENDOR SIGN-UPS IN 2018 Flashpoint, Swimlane, Authlogics, Cloudera
SPECTRAMI CHANNEL PROGRAM 360 DEGREE VENDOR EXTENSION MODEL (VEM): SPECTRAMI is the epitome of its tagline, ‘Redefining Value’. The panEMEA firm goes to great lengths to ensure its market differentiator continues to be offering genuine value coupled with uncompromised quality and dedicated services to our channel partners. As a global distributor, our designed Vendor Extension Model (VEM), has been widely applauded in the market. Through this model, we help our partners with enterprise solutions including but not limited to multipoint engagement from sales, presales, marketing, delivery, logistics and channel fulfilment, which are at par with vendors’ benchmarks. We aspire to offer our partner and their customers a seamless experience as that of a vendor, through this model.
PRICING ADVANTAGE
PARTNER PROFITABILITY
PARTNER WINS DEALS
DEAL REGISTRATION
n Tiered discounts and
attractive margins n Deal registration protects partner investment and rewards introductions and value selling. n Funds for joint go-to-market activities n Marketing programs and incentives to drive new business n Discounted demo equipment n Convenient online sales training n Comprehensive instructor-led technical training.
WHY SHOULD PARTNER USE SPECTRAMI CHANNEL PROGRAMS?
SPECTRAMI works with each partner individually to integrate, build, provide, sell, and consult on the solutions, software, and services for their customers. We are committed to a profitable growth along with our partner eco system.
BENEFITS OVERVIEW: SPECTRAMI ensures that your sales and technical have the knowledge through the “SPECTRAMI ACADEMY” to win new sales and service of your customer as well as our marketing support will help you generate new business. BENEFITS
ORIGINATE
ACCELERATE
UNITY
Good
Better
Best
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NA
Selectively
Yes
0.5%
1%
1.5%
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Online Sales Training
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Technical Training
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Technical Certification
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Monthly Partner Webinars
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Bi- Monthly Partner Newsletters
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Access to Spectrami Partner Center
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Discounted Demo Gear (Not for Resale)
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Access to Spectrami Demo Labs
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Incentives Recommended Discount Deal Registration VAD Driven Business Rebates Marketing Funds Training and Education
Partner Enablement
Business Development Selectively
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By invitation
By invitation
By invitation
Partner Conference
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Dedicated Channel Account Manager
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Access to Marketing Programs and Promotions
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Sales & Marketing Tools and Collateral
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Access to Co-Branded Marketing Resources
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Partner Program Logo Usage
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Partnership Plaque
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Quarterly Business Reviews Partner Advisory Council
Technical Support .
Priority Technical Support Knowledgebase Access Marketing Support
*** Subject to SPECTRAMI terms and conditions***
BENEFITS-AT-A-GLANCE
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TEAM SPECTRAMI
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ANAND CHOUDHA,
SARFARAZ KAZI,
CEO & PRESIDENT
CTO (CHIEF TECHNOLOGY OFFICER)
An all-out entrepreneur, Choudha is passionate about seeking new challenges and addressing them with innovative strategies. His forte lies in developing businesses to their maximum potential through clarity of vision, and determined execution. Possessing a natural transformational leadership style, Choudha is an IT industry veteran with significant channel experience. With a deep understanding of the intricacies of the IT market, he founded value-added distributor SPECTRAMI in the Middle East, and aims to deliver similar success in Europe and Africa in the coming years.
As SPECTRAMI’s Chief Technology Officer, Kazi brings with him the complete competency of his decade plus experience in various leadership roles within the technical domain. His in-depth knowledge of enterprise infrastructure business aids in strategic decision-making. Diligent and foresighted, his expertise in business management, technology and customer business drivers accelerates the firm’s growth and meets the desired business objectives. Technically proficient and analytically strong, Kazi was heading a systems integration firm across three countries in Southern Africa, prior to joining SPECTRAMI.
PRAKASH KRISHNAMURTHY,
VICE PRESIDENT – SALES & OPERATIONS
Armed with more than 21 years of experience, Krishnamurthy spearheads SPECTRAMI’s development plans across the EMEA region. His role involves devising successful strategies and ensuring it is executed efficaciously to attain sales and operational excellence. Krishnamurthy is adept at scaling operations to guarantee optimal business performance. His expertise also lies in securing exponential business growth and efficiently managing large teams. As an established industry stalwart, Krishnamurthy has played a significant role in the inception and expansion of several companies including First Video Communications and Visionare Technology Group, before joining SPECTRAMI in 2016.
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ILYAS MOHAMMED,
DIRECTOR OF OPERATIONS – K. S. A
Is responsible for handling and managing the overall Channel Engagements, with dedicated focus towards strategic Saudi alliances. Aims at formulating aggressive sales strategies to accelerate growth in the Saudi market and identifying potential opportunities.
JASON DANCE,
SEAN FANE,
ANAS HANDOUS,
EXECUTIVE DIRECTOR, UK
MANAGING DIRECTOR, UK
DIRECTOR – MANAGING DIRECTOR DE & GLOBAL ALLIANCE DIRECTOR
Seasoned business leader with nearly 30 years’ experience at the forefront of the IT industry. Specialising in growing businesses from the ground up, at heart Jason is a technologist who is passionate about advancements in technology, and how to turn a technical advantage into a commercial success. Over the last decade Jason has assisted some of todays’ leading technology vendors accelerate their market adoption in the EMEA territories through an extensive understanding of the channel.
Sean has a successful trackrecord in growing specialist distribution businesses, and has been responsible for building IT channel companies for over 25 years in an executive capacity. He is a strong believer in creating value for vendors, by helping them to generate sales growth through engagement with, and education of, the reseller community. Particularly excited by disruptive technologies, that challenge the status quo, Sean is passionate about leveraging strong partnerships and creating value.
Handous comes with a wealth of experience in leading conversations with global vendors for business advancement. Equipped with a knack to identify drivers that would take a firm to its next phase in its growth story, he is well recognised in the industry for pioneering effective strategies and initiating new business models. A vital component to SPECTRAMI’s expansion plans, Handous’ current role involves acquiring new vendors and alliances while simultaneously evaluating the company’s portfolio to ensure sure-fire success. Practicing the ideology to always rise above the status-quo, Handous drives excellence and helps differentiate the business.
REDEFINING VALUE-ADDED DISTRIBUTION