PLAY TO WIN In Business, As In Chess, Forethought Wins Showcasing exemplary stories of success where channel partners have gone to great lengths to implement innovative solutions. Acclaiming those partners who have risen to the challenges of the digital era and transformed their business to a solutions offering. Inspiring channel businesses to become value-added providers and trusted allies to their customers. Stories that made a Difference.

1. STORIES
THAT
MADE
A
DIFFERENCE
ISSUE 03
POWERED BY
IN BUSINESS, AS IN CHESS, FORETHOUGHT WINS
PLAY TO WIN

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3. VALUE STORIES|ISSUE 3 3
CONTENTSPROLOGUEPROLOGUE
STRATEGIES FOR SUCCESS
The third edition of Value Stories is a testament to the transformation
that partner organizations have brought about in their businesses in
becoming a true value-added consultant for customers. In this issue,
we have featured success stories of innovative deployments in the
security, cloud and data analytics space within the region.
Organizations will be compelled to scale their cloud as they expand
their operations. Scaling the cloud will enable customers to save
costs on hardware, boost network access, allow for customizations on
software and increase storage for the growing volume of data.
With data dominating business decisions, channel partners have
a huge opportunities as well as a responsibility towards customers in
integrating advanced security and analytics in their systems. The stories
showcased in this edition prove that regional customers are indeed
looking to automate processes, move away from legacy architecture,
embrace data analytics and unleash its complete potential, integrate
sophisticated security solutions as well as advanced technologies such
as artificial intelligence and machine learning.
Redington Value’s recently launched practice around data science
and advanced analytics has hit the ground running with our channel
partners taking the charge to strengthen their expertise in these areas.
Gone are the days where we would spend a considerable amount of
time coaxing partners to embark on emerging revenue avenues. Today
we are proud to see our partner ecosystem taking the initiative and
being driven to grow their business together with us.
Towards the end of last year, we had also unveiled CloudQuarks, which
is a brand-new revolutionary cloud platform. This aims to help partner
organizations build the right foundation and achieve seamless business
excellence, when they set up their cloud practices.
We encourage our partners to collaborate with us so that we can
mutually maximize market opportunities.
Ramkumar Balakrishnan
President, Redington Value
04
06
08
10
12
14
16
18
20
22
IN CLEAR VIEW
Grid Info Systems
NEW REALITY
Augmented House
for Software
DATA
CONNOISSEURS
Beinex Consulting
IN CONTROL
Hemaya IT
IN SAFE HANDS
Global Brands Group
ALL SYSTEMS GO
Smart System
SECURITY BLANKET
Medunet
MAN AND MACHINE
Delphi Consulting
Middle East
MISSION POSSIBLE
Mannai Trading
Company
ON CLOUD NINE
Candor
Published by

4. VALUE STORIES|ISSUE 34 VALUE STORIES|ISSUE 34
FAISAL MAHAMOOD, BUSINESS UNIT MANAGER, GRID INFO SYSTEMS, EXPLAINS HOW
THE FIRM DEPLOYED CHECK POINT SOLUTIONS TO HELP THE CUSTOMER GAIN COMPLETE
VISIBILITY AND PROTECT ITS NETWORKS.
To consolidate
multiple security
solutions
to simplify
management and
improve security
To protect
the corporate
network from
external and
internal threats
To protect
against Advanced
and Zero-day
threats
To increase
security
effectiveness
and ease security
admin workload
Provided high
flexibility
Offered easy
approval of
access
Boasted
efficiency,
encouraging
employees to be
more responsible
T
he CIO of a leading business group in the
UAE with a diverse portfolio of companies
was dissatisfied with the existing securi-
ty solution that it relied on to protect its IT
infrastructure. The primary issues included
failing to solve the task of blacklisting of
resources and real-time prevention of cy-
ber-attacks. Also, the customer’s IT teams
didn’t have a consolidated management
solution for security devices and lacked
visibility into the firm’s networks.
In recent years, the company had faced
multiple issues around data protection, from unautho-
rized access to corporate resources to threats posed
by ransomware. While the IT team promptly prevented
all issues as they came to light, the customer realized
the need for a proactive threat prevention approach in
order to avoid damage to the business.
The CIO expressed his deep disappointment over
the existing solutions with Faisal Mahamood, Business
Unit Manager, Grid Info Systems, over a cup of coffee.
After hearing the CIO out, Mahamood was confi-
dent of offering an ideal solution to the customer.
Founded in 2009, Grid Info Systems was a fam-
ily-operated partner business catering to niche re-
quirements in the market.
“The customer was seeking a solution that could
give him complete controls over his infrastructure,
right from the perimeter to the branch levels,” said
Mahamood. “After understanding the requirements
in-depth and analyzing the gaps within the organiza-
tion, we tried to come up with a few solutions, however,
nothing was aligning with what was needed.”
He added, “Bringing a product to life is an extremely
complicated process and there are lots of factors that
can lead to a security vulnerability, from a non-trained
developer to risky management decisions.”
According to the partner, it was a challenge to zero
in on a vendor whose solutions were not only effective
but also within the range of the customer’s budgets.
“Post our research and vendor assessment, we re-
alized that Check Point solutions suit the customer’s
Customer’s objective Why Check Point solution
IN CLEAR
VIEW
CUSTOMER: A LEADING AUTOMOTIVE BUSINESS

5. VALUE STORIES|ISSUE 3 5VALUE STORIES|ISSUE 3 5
Explained how
Check Point
solution’s
features were
best-suited for
the customer’s
needs
Understood
the existing
gap within the
organization
infrastructure
Analyzed
the different
security flaws
to suggest an
ideal solution
CUSTOMER: A leading
automotive firm in UAE
OBJECTIVE: To gain
complete visibility and
protect networks with
one-stop security solution
CORE REQUIREMENTS:
Consolidate multiple
security solutions,
protect networks from
external and internal threats as
well as advanced and zero-day
threats
SOLUTION IMPLEMENTED:
Check Point Next Generation
Threat Prevention
PARTNER: Grid Info Systems
“THE INTELLIGENCE EMBEDDED
IN CHECK POINT PRODUCTS MAKE IT
STAND OUT FROM ALL THE OTHER VENDORS
IN THE INDUSTRY.”
FAISAL MAHAMOOD, GRID INFO SYSTEMS
needs on all fronts.”
Mahamood and his team car-
ried out detailed proof of con-
cepts at the customer’s premises.
They ran the implementations for
around two months, post which,
they submitted exhaustive feasibil-
ity reports.
“These reports also gave com-
prehensive visibility to the cus-
tomer on what is happening in its
network. We did a security check
using Check Point and the cus-
tomer was satisfied,” he said. “We
pushed Check Point’s enterprise
series appliances into their data
centre and mid-size appliances
into their branches.”
From having no information on
their networks such as who was
accessing what kind of file or data,
the customer now had aligned
Check Point solutions catering
to the lower end all the way to the
higher end of the organization. The
customer was also able to solve
issues on premature incidents and
become proactive when it came to
addressing security breaches. Ad-
ditionally, it could retrieve informa-
tion on the complete history of an
incident, if in case a security proto-
col was violated.
“The intelligence embedded
in Check Point products make it
stand out from all the other ven-
dors in the industry,” said Maha-
mood. “Check Point also boasts an
advantage of being a solely securi-
ty-focused firm.”
According to Mahamood, the
way his team tackled the situation
head-on was an innovative aspect
of the implementation.
“Redington’s pre-sales team
and the vendor account manager
also supported us to excel with this
deployment.” 
How Grid Info Systems did it
GRID INFO SYSTEMS

6. VALUE STORIES|ISSUE 36 VALUE STORIES|ISSUE 36
SIRAJ SAYYAD, GENERAL MANAGER, AUGMENTED HOUSE FOR SOFTWARE (AHS) ALONG WITH
FERAS ALTURAIGI, SOFTWARE ENGINEERING MANAGER, GDC MIDDLE EAST, DISCUSS HOW
PTC AND MICROSOFT SOLUTIONS HELPED TRANSFORM THE BUSINESS.
To carry out
maintenance
and repair on
equipment
To train technicians To help with owner
guidance and
instructions –
digital manuals
PTC Vuforia is the
market leader in
augmented or mixed
reality solution
Users can quickly
build scalable step
by step AR service
experience
Enables technicians
to leverage digital
information
anywhere
G
DC Middle East, an aerospace technology
and engineering company, is based in the
Kingdom of Saudi Arabia. The company’s
aim is to continue investments in its key
business areas and build capabilities for
achieving growth locally and internation-
ally.
One of the challenges deterring this
primary objective was inefficiency with
employee training regarding aircraft main-
tenance processes.
The firm was looking for a solution that
will help its technical staff carry out aircraft mainte-
nance and repair equipment without any hassles. It
was also seeking a solution that will help the team with
training and instructions when doing maintenance.
The customer was also keen to deploy a solution that
could help with owner guidance and instructions.
Grasping the customer’s pain points thoroughly,
Augmented House for Software (AHS) recommended
to deploy PTC Vuforia AR technology and Creo Illus-
trate on Microsoft HoloLens.
Addressing the CAD and IT space across MENA,
AHS adds value by offering technical trainings and
CAD support services through its engineers who are
armed with over 20 years of domain expertise.
Siraj Sayyad, General Manager, AHS, said, “The
customer wanted to transform its aircraft mainte-
nance process. After doing a detailed market re-
search, we recommended PTC Vuforia AR, Creo Illus-
trate and Microsoft HoloLens, which we believe were
a perfect match for the customer’s requirements.”
PTC’s augmented reality (AR) solution and the in-
sights from real-time IoT data, enables technicians to
leverage digital information, in any situation, in con-
text to the physical equipment. Creo Illustrate per-
mits technical illustrators to use existing CAD data to
create 3D illustrations, interactive sequences, and 2D
drawings.
Sayyad added, “We believed this was the ideal
Customer objective Why PTC solution
NEW
REALITY
CUSTOMER: GDC MIDDLE EAST

7. VALUE STORIES|ISSUE 3 7VALUE STORIES|ISSUE 3 7
Understood
customer challenges
Scouted the market
and selected PTC
Carried out the
implementation
swiftly without
obstructing
operations
AT A GLANCE
CUSTOMER: GDC Middle
East
CUSTOMER TYPE:
Aerospace technology and
engineering company
OBJECTIVE: To train
employees on how to inspect
and service aircraft parts
CORE REQUIREMENTS:
Recognize objects in the
aircraft, help staff carry out
maintenance checks and
repairs easily, help with
instructions when doing the
repairs
SOLUTION IMPLEMENTED:
PTC Vuforia AR, Creo
Illustrate and Microsoft
HoloLens
PARTNER: Augmented
House for Software – AHS
“WE BELIEVED THIS WAS THE IDEAL SOLUTION
FOR THE CUSTOMER AS IT WAS SCALABLE, HAD
EASILY CONSUMABLE AR EXPERIENCES, IMPROVED
WORKFORCE PRODUCTIVITY, OPERATIONAL
EFFICIENCY AND TRAINING PROCESSES.”
SIRAJ SAYYAD, AUGMENTED HOUSE FOR SOFTWARE
solution for the customer as it was
scalable, had easily consumable
AR experiences, improved work-
force productivity, operational ef-
ficiency and training processes.”
One of the main challenges the
implementation posed was having
sufficient 3D data to create AR ex-
periences, he explained.
“We positioned PTC customer
success package, which ensured
100 percent adoption.”
Post deployment, the cus-
tomer was able to reduce errors
while servicing equipment and
aircraft easily.
Feras AlTuraigi, Software En-
gineering Manager, GDC Middle
East, said, “We wanted a tech-
nology that will help us recog-
nize objects. The aim was to help
technicians carry out mainte-
nance in the aircraft smoothly.”
In this regard Microsoft Ho-
loLens, an untethered mixed
reality headset that’s designed
to help solve real business
problems using intelligent apps,
came to the rescue.
“The objective was to get our
staff to use HoloLens when work-
ing on a part and see all the infor-
mation appearing in front of them,
making it easy to follow instruc-
tions effortlessly,” AlTuraigi added.
According to GDC Middle
East, the reason why it invested in
PTC solutions was largely due to
the support the firm and the part-
ner extended. At the same time,
the solutions were quick and easy
to implement. 
How AHS did it
AUGMENTED HOUSE FOR SOFTWARE

8. VALUE STORIES|ISSUE 38 VALUE STORIES|ISSUE 38
ASHWIN BHATIA, DIRECTOR, BEINEX CONSULTING, DISCUSSES HOW THE TABLEAU BUSINESS
INTELLIGENCE SOLUTION ENABLED A LEADING AUTOMOTIVE MANUFACTURER TO STREAMLINE ITS
BUSINESS AND DELIVER BETTER CUSTOMER SERVICE WITH THE POWER OF DATA AND ANALYTICS.
O
rganizations are increasingly looking to
enhance their operational performance by
trying to realize the complete potential of
data and analytics. However, in order to do
that, they have to first create a data-driven
strategy and mindset within the business.
This was easier said than done, as the
Middle East office of a leading automotive
manufacturer discovered.
The car manufacturer faced a number
of challenges when it decided to embark
on its data analytics journey. The firm
had information originating from multiple data sourc-
es, making it difficult to determine a single source of
truth. It also had users who were spending 90 percent
of their time generating reports rather than analysing
and deriving actionable insights. The company’s IT
department was stretched as its three-member team
was taking the lead for running the business intelli-
gence (BI) layer for its entire Middle East operations
along with shouldering other responsibilities. The firm
also battled with data quality issues such as inaccura-
cies and lack of governance.
To address these issues, the manufacturer saw the
benefits of moving towards self-service analytics. It
enlisted Beinex Consulting’s expertise in achieving its
objectives. A true value-added solutions provider, Be-
inex Consulting went the extra mile to guide the cus-
tomer at every step of its move to data analytics.
While the customer was keen on going all out
straightaway, the channel partner recommended
against it and suggested to create a systematic ap-
proach first.
Ashwin Bhatia, Director, Beinex Consulting, said,
“We began by conducting a detailed gap assessment
of the client’s existing scenario. We spent time talking
to all business users across departments to under-
stand the requirements and challenges. Our gap anal-
ysis report identified four key areas to improve – peo-
ple, process, technology and data.”
As an award-winning Tableau partner, Beinex Con-
sulting was an expert in the Business Intelligence tool.
The partner went on to create a well-structured ana-
lytics roadmap, which addressed the gaps it had iden-
tified as well as directed the business users on how to
run the adoption of Tableau BI tool within the organi-
zation. The roadmap included activities such as con-
ducting Tableau days, specific events and activities as
well as relevant trainings for users.
“The customer had business users who had never
Customer objective Why tableau solution
DATA
CONNOISSEURS
CUSTOMER: A LEADING AUTOMOTIVE MANUFACTURER
To move towards
self-service
analytics
To consolidate
multiple data
sources
To streamline
operations
through BI tool
Featured as Gartner
Magic Quadrant
leader for several
consecutive years
Provided self-
service analytics
tool that was
scalable and easy to
adapt
Helped increase
business efficiency

9. VALUE STORIES|ISSUE 3 9VALUE STORIES|ISSUE 3 9
AT A GLANCE
CUSTOMER: A leading
automotive manufacturer
OBJECTIVE: To move
towards self-service
analytics and unite multiple
data sources through an
effective and scalable
business intelligence tool
CORE REQUIREMENTS:
Self-service analytics, unite
multiple data sources,
automate report generation,
data cleansing, enable
employees to leverage BI
tool
SOLUTION IMPLEMENTED:
Tableau Business
Intelligence
PARTNER: Beinex
Consulting
“WE CONDUCTED DATA LITERACY SESSIONS
AND WORKSHOPS FOR THEM. AND AS THEY
GOT ACQUAINTED WITH THE SOLUTION, THEY
REALISED HOW EFFORTLESS THE ADOPTION
WAS AND HOW IT GREATLY ENHANCED THEIR
OPERATIONS.”
ASHWIN BHATIA, BEINEX CONSULTING
“The users were now able to ex-
tract information from the custom-
er’s multiple data sources such as
cloud, excel and social media, and
place it into dashboards. It now had
more than 350 dashboards, which
were also customized for project-
ing on television screens.”
The Tableau BI tool also en-
abled the customer’s social media
and marketing team to connect to
Tableau to monitor statistics, con-
duct sentiment analysis and anal-
yse social media trends.
Bhatia, said, “When we first
spoke to the employees, none of
them wanted to use Tableau as
they were inexperienced with a
BI tool and felt it would be diffi-
cult. We were essentially asking
them to change their complete
working process.
“We conducted data literacy
sessions and workshops for them.
And as they got acquainted with the
solution, they realised how effort-
less the adoption was and how it
greatly enhanced their operations.”
According to Bhatia, the big-
gest challenge was changing the
mindset of the business users.
“They did not have any data
analysts within the team who un-
derstood what the data problems
were. Also, their issues around data
were extremely complicated and
some data was unstructured. It was
challenging to clean and stream-
line the data initially to bring it into
shape for Tableau to consume.
However, Tableau Prep, a feature in
the solution, made it much easier
to automate this process.”
Beinex Consulting was able to
achieve all the customer objec-
tives over a period of three months.
“The customer enhanced its
business significantly as more than
half of its functions were now au-
tomated. Also, hundreds of hours
were saved, which were otherwise
spent on achieving certain KPIs
such as connecting to multiple
data sources, manual reporting,
and conducting repetitive tasks,”
added Bhatia. 
How Beinex Consulting did it
BEINEX CONSULTING
worked on a BI tool and didn’t have
time to spend on data analysis. The
firm had to change the whole mind-
set of the employees, which was no
easy task,” Bhatia explained. “Our
team helped them identify data
champions in each department.”
The customer began to work
on implementing the roadmap.
From having only three members
of its IT department using Tableau
software, it now boasted almost 45
Tableau developers and more than
120 consumers of Tableau dash-
boards.
Conducted extensive
gap analysis exercise
on four fundamentals
- people, process,
technology and data
Created an analytics
roadmap for
business users to
embark on self-
service analytics
journey
Conducted Data
Literacy Workshops
for business users
and identified
potential champions
Increased employee
receptiveness
to using BI tool
by conducting
workshops

10. VALUE STORIES|ISSUE 310 VALUE STORIES|ISSUE 310
HOSSAM GEMEAI, INFORMATION SECURITY ENGINEER, HEMAYA IT, OUTLINES THE MAIN
FACETS OF A MOBILEIRON MDM DEPLOYMENT, WHICH ALLOWED A CUSTOMER FROM THE
BANKING SECTOR TO GOVERN ACCESS TO CORPORATE DATA WHILE ALSO PRESERVING
EMPLOYEES’ PRIVACY.
O
ne of the largest banks operating in Egypt
with over 210 branches across the coun-
try, the Bank of Alexandria, was in search
for an effective solution that would allow its
employees to access corporate email and
internal web portals securely on their per-
sonal devices.
As a financial institution housing critical
and sensitive data, the bank could not af-
ford a breach of any kind. Another require-
ment from the bank was that it should be
able to delete data remotely in case per-
sonal devices were lost or stolen or in the event of an
employee leaving the company.
Egypt-based systems integrator, Hemaya IT, which
specializes in information security solutions and ser-
vices, was confident that it could solve the customer’s
challenges through MobileIron solutions.
Hossam Gemeai, Information Security Engineer,
Hemaya IT, said, “MobileIron solutions made it feasible
to create a virtual container inside employees’ person-
al devices. This will segregate and hold corporate data
and applications. The information within the container
is also encrypted.”
Data Loss Prevention element embedded in the
solution prevents users from copying/pasting outside
container, taking snapshots, printing and open-in. The
container can only be accessed through a pin code,
which is different from the one that is used for the de-
vice itself.
Gemeai added, “The customer could be at ease
as the access for e-mail and applications was only
IN
CONTROL
To allow access
for corporate
emails and internal
websites on
personal devices
To remotely erase
data in the event
of employee
departure
To secure both
data at-rest and
data in-motion
Enabled the
creation of virtual
container inside
employees’
personal devices to
hold corporate data
and applications.
Provided encryption
for this data
Offered a secure
tunnel for accessing
corporate email and
websites.
Customer objective Why MobileIron solution
CUSTOMER: BANK OF ALEXANDRIA

11. VALUE STORIES|ISSUE 3 11VALUE STORIES|ISSUE 3 1111
AT A GLANCE
CUSTOMER: Bank of
Alexandria
OBJECTIVE: To allow
bank employees to
access corporate
e-mail and internal
web portals on
personal mobile
devices securely
CORE REQUIREMENTS:
Secure access of corporate
emails and internal websites,
remotely delete data if
employee leaves the firm or
device is stolen
SOLUTION IMPLEMENTED:
MobileIron
PARTNER: Hemaya IT
through a secure tunnel. Also, the
access is only allowed to regis-
tered and compliant devices. The
solution secured both data at-rest
and data in-motion.”
Through the MobileIron solu-
tion, the customer can now allow
the use of e-mail and corporate ap-
plications on personal devices with
the confidence that corporate data
were completely secured.
“Allowing employees to work
on the devices they love increased
their overall productivity,” said Ge-
meai. “We managed to achieve
what the customer wanted while
simultaneously preserving em-
ployees’ privacy.”
According to the partner, com-
pleting pre-requisites for imple-
mentation such as security and
network readiness was a major
challenge.
“This was because we needed
to coordinate with many teams to
get the job done efficiently. How-
ever, we managed to complete the
deployment and went live in five
full days, which was considered as
a record.”
Gemeai added that the aspect,
which stood out in this deployment
was ensuring the configurations
were strengthened to pass all the
penetration testing from the bank.
“The project would not have
been accepted without passing all
compliance needs and making sure
there were no security gaps.” 
HEMAYA IT
“MOBILEIRON SOLUTIONS MADE IT FEASIBLE TO
CREATE VIRTUAL CONTAINER INSIDE EMPLOYEES’
PERSONAL DEVICES. THIS WILL SEGREGATE AND
HOLD CORPORATE DATA AND APPLICATIONS. THE
INFORMATION WITHIN THE CONTAINER IS ALSO
ENCRYPTED.”
HOSSAM GEMEAI, HEMAYA IT
Offered strong security
solutions that met
customer expectations
Deployed security
solution for the
customer without
impacting employee
privacy
Delivered the project
efficiently and swiftly
How Hemaya IT did it

12. VALUE STORIES|ISSUE 312 VALUE STORIES|ISSUE 312
KARIM ATEF, AZURE CLOUD ARCHITECT, GLOBAL BRANDS GROUP, ON THE SUCCESSFUL
IMPLEMENTATION OF PALO ALTO NETWORKS SOLUTION TO SECURE ASSETS IN THE PUBLIC CLOUD.
IN SAFE
HANDS
E
stablished in 1998, Amoun Pharmaceu-
tical Company’s main line of business
includes developing, manufacturing,
marketing, distributing and exporting
a wide range of human pharmaceutical
and animal health products.
As enterprises increasingly under-
stand the benefits of hosting their re-
sources on a public cloud, the adver-
saries target them more and more. In
such a landscape, the customer wanted
to ensure that it had the same level of
security for its public cloud as its on-premise infra-
structures.
With its disaster recovery site on Microsoft Azure
Public Cloud, Amoun Pharmaceutical sought to seg-
ment its infrastructure and secure traffic between
different subnets on the cloud. It also was looking to
secure published services on the cloud.
Following a rigorous process, the customer se-
lected Egypt-based Global Brands Group to imple-
ment a solution that matched its requirements.
Global Brands Group is one of the fastest grow-
ing IT companies in the country and is known to be a
leading provider of consulting, technology and out-
sourcing services.
Karim Atef, Azure Cloud Architect, Global Brands
Group, said, “After a detailed analysis of the custom-
er’s challenges, we offered them Palo Alto Networks
Virtual Firewall on Microsoft Azure.”
First, the firm configured a secure IPSec site to
site VPN to connect on-premise applications to the
Azure environment. Then the servers on Azure were
published through a virtual firewall.
Customer’s objectivE Why Palo Alto Networks solution
CUSTOMER: AMOUN PHARMACEUTICAL
To segment
infrastructure on
public cloud
To secure traffic
between different
subnets on the
cloud
To safeguard
published
services on public
cloud
Offered seamless
integration with
other security
vendors on Azure
cloud
Provided same
level of security
and visibility for the
cloud as was on-
premises
Met customer’s
complete
requirements

13. VALUE STORIES|ISSUE 3 13VALUE STORIES|ISSUE 3 1313
AT A GLANCE
CUSTOMER: Amoun
Pharmaceutical
OBJECTIVE:
To segment
infrastructure and
secure traffic between
different subnets on
the cloud in addition
to secure published
services in DR site
on Microsoft Azure
Public Cloud
“We then secured traffic be-
tween database and application
tiers within Azure. The customer
now had the same level of secu-
rity and visibility in the cloud as
on-premises,” Atef added. “This
gave the firm more confidence
that its applications and data
were secure in the cloud.”
According to Atef, there were
few challenges when imple-
menting the solution. “The major
challenge was having servers
on-premises to replicate to Mic-
rosoft Azure by using the same
IP address. Also, another require-
ment was that the server should
be accessible only during failure
of the data center on-premises.
So, we used Azure’s VNet peering
feature along with routing failover
on Palo Alto Virtual Firewall
It took three full days to complete
all the required use cases for the
implementation, he added.
“I believe the integration be-
tween Palo Alto Firewall with
other security vendors on Azure
cloud is the most innovative
aspect of this implementation.
The customer is now confident
that its data and services in
the cloud are as secure as it is
on-premises.” 
“I BELIEVE THE INTEGRATION BETWEEN PALO ALTO
FIREWALL WITH OTHER SECURITY VENDORS ON
AZURE CLOUD IS THE MOST INNOVATIVE ASPECT
OF THIS IMPLEMENTATION. THE CUSTOMER IS
NOW CONFIDENT THAT ITS DATA AND SERVICES
IN THE CLOUD ARE AS SECURE AS IT IS ON-
PREMISES.”
KARIM ATEF, GLOBAL BRANDS GROUP
CORE REQUIREMENTS:
Security of public cloud
assets, visibility and
control like on-premise
SOLUTION
IMPLEMENTED: Palo
Alto Networks Virtual
Firewall on Microsoft
Azure
PARTNER: Global
Brands Group
How Global Brands did it
Surveyed customer
challenges in detail
Offered ideal
industry-leading
solutions
Addressed customer
requirements
efficiently
GLOBAL BRANDS GROUP

14. VALUE STORIES|ISSUE 314 VALUE STORIES|ISSUE 314
SAMEH EL-MAHS, NETWORK AND VOICE ENGINEER, SMART SYSTEM, DISCUSSES HOW THE FIRM IMPLEMENTED
PALO ALTO NETWORKS SOLUTIONS TO SECURE A CUSTOMER’S NETWORK WITHOUT DISRUPTIONS.
ALL
SYSTEMS
GO
A
lexandria International Container
Terminals (AICT), a free zone com-
pany operating two fully integrated
container terminals at Egypt’s main
commercial ports, was looking for a
robust security solution, which can
secure its vast networks at its perim-
eter and data center sites.
The biggest challenge they faced
was that its networks were vulnera-
ble to being compromised by known
and unknown threats. Considering
the scale of business, the customer decided that
the firm needed a solution that would not only pro-
tect but also provide complete visibility over its
network applications and users. Additionally, it was
seeking a solution that can monitor and track en-
crypted traffic.
Having understood the customer requirement
thoroughly, Sameh El-Mahs, Network and Voice En-
gineer, Smart System and his team recommended
Palo Alto Networks Next Generation Firewall using
App-ID, User-ID and Content-ID technologies.
The Egypt-based IT solutions and services pro-
vider Smart System boasted expertise in offering
a high level of integration with IT service manage-
ment, enterprise asset management, cloud comput-
ing, virtualization and storage infrastructure solu-
tions, security solution and so on.
El-Mahs said, “We recommended the solution,
in addition to threat intelligence offered, as a cloud
service to detect unknown and targeted attacks. We
offered PA-800 series firewalls to be used as Inter-
net firewalls for customer’s main as well as DR sites.
This secured published applications and users Inter-
net access and protected the network from attacks
Customer’s objectivE Why Palo Alto Networks Next
Generation Firewall solution
CUSTOMER: ALEXANDRIA INTERNATIONAL
CONTAINER TERMINALS
To secure
network, including
perimeter and
data center ,
against known
and unknown
threats
To have better
visibility over
network
applications and
users
To monitor and
track encrypted
traffic
Offered threat
intelligence as a
cloud service
Effortlessly detected
unknown and
targeted attacks
Supported
comprehensive
visibility into network

15. VALUE STORIES|ISSUE 3 15VALUE STORIES|ISSUE 3 1515
AT A GLANCE
CUSTOMER:
Alexandria
International
Container Terminals
(AICT)
OBJECTIVE: To
secure network
against known and
unknown threats
and have better
visibility over network
applications, users
and encrypted traffic
originating from the Internet.”
Smart System also deployed
PA-3000 series firewalls to be
used as data center firewalls to
protect servers and internal crit-
ical applications against attacks
originating from internal networks,
which also detected and prevent-
ed lateral movement of threats.
“Panorama, which centralized
management, logging and re-
porting for Palo Alto firewalls was
used to simplify management of
the deployed firewalls and pro-
vided single pane of glass for
the whole network security,” ex-
plained El-Mahs.
As a partner one of the main
challenges Smart System faced
was that the customer’s opera-
tions were 24/7.
“Just 15 minutes of down time
would result in huge losses for
the company,” he added. “We had
to ensure the installation was car-
ried out with minimum disruption
as possible, which was challeng-
ing. By working nonstop for ten
days and by detailed planning,
well thought out designing and
precise execution, we managed
to successfully do this.”
According to El-Mahs, config-
uring high availability across the
customer’s main and disaster re-
covery sites while achieving min-
imum failover time possible were
the most innovative aspects of
the deployment.
“The customer now has full
visibility and control over network
traffic, both internal and external,
and was able to secure its net-
work against, both known and un-
known, threats with Palo Alto Net-
works’ leading technologies.” 
“THE CUSTOMER NOW HAS FULL VISIBILITY AND
CONTROL OVER NETWORK TRAFFIC, BOTH
INTERNAL AND EXTERNAL, AND WAS ABLE TO
SECURE ITS NETWORK AGAINST, BOTH KNOWN
AND UNKNOWN, THREATS WITH PALO ALTO
NETWORKS’ LEADING TECHNOLOGIES.”
SAMEH EL-MAHS, SMART SYSTEM
CORE REQUIREMENTS:
Minimum disruptions to daily
operations, comprehensive
visibility and security
SOLUTION IMPLEMENTED:
Palo Alto Networks Next
Generation Firewall
PARTNER: Smart System
How Smart System did it
Offered PA-800 series
firewalls and PA-3000
series firewalls
Carried out the
installations with
minimum disruptions
Obtained full visibility
and control over
network traffic for the
customer
SMART SYSTEM

16. VALUE STORIES|ISSUE 316 VALUE STORIES|ISSUE 316
AHMAD S. ALSABBAH, NOC MANAGER, MEDUNET, ON WHY FORTINET FORTIGATE FIREWALL
WAS THE MOST COMPATIBLE SOLUTION FOR ITS OWN CORE REQUIREMENTS.
To enhance security
of operations
To improve visibility
on networks
To increase
efficiency
Offered
comprehensive
threat protection
Reduced complexity
with automated
visibility
Advance yet
effective interfaces
and features
M
eduNet is a technology solutions
and consultancy organization that
assists customers to develop its
businesses through innovations in
the ICT space.
Headquartered out of Saudi Ara-
bia, the company provides unique
services and solutions in a wide
range of sectors, and specifically in
healthcare and education.
Ahmad S. Alsabbah, NOC Man-
ager, MeduNet, said, “As an Internet
Service Provider (ISP) and cloud hosting company,
we have three data centers – two in Riyadh and one
in Jeddah. We offer our customers a whole range of
services from Internet and application services as well
as security-as-a-service.”
The ISP has successfully delivered a project where
Fortinet FortiGate Firewalls were deployed at its own
premises to address its security related concerns.
The company realized it was time to upgrade its
existing firewall, which was from another vendor with
a new next-generation solution.
“We were on the lookout for a new security solu-
tion, which could replace the outdated virtual firewall
that we had in place for the last several years,” said Al-
sabbah. “This was placed inside our core switches and
perhaps had never been updated over the past five or
six years. It was high time we changed the solution.”
The company lacked visibility into its networks and
was highly susceptible to advanced security threats.
After analyzing the benefits of Fortinet FortiGate
Firewall solution and taking into consideration the
company’s scale of operations, Alsabbah was con-
vinced it was the most ideal solution for the firm.
He said, “We ran comparisons with other vendors,
in terms of the prices, capabilities, meeting our needs
and requirements. We found that Fortinet FortiGate
Firewall was the most compatible solution for us.”
The solution promised high threat protection
performance with automated visibility to prevent at-
tacks. FortiGate next-generation firewalls utilize cus-
Customer’s objective Why Fortinet FortiGate Next-
Generation Firewall
SECURITY
BLANKET
CUSTOMER: MEDUNET

17. VALUE STORIES|ISSUE 3 17VALUE STORIES|ISSUE 3 1717
Compared vendors
and analyzed
benefits
Understood core
requirements
Carried out the
migration to
the new firewall
smoothly
AT A GLANCE
CUSTOMER: MeduNet
OBJECTIVE: To replace
existing virtual firewall
with a new next-
generation solution
CORE REQUIREMENTS:
Enhanced visibility on
networks, advance
protection, improve
efficiency
SOLUTION IMPLEMENTED:
Fortinet Fortigate Firewalls
PARTNER: MeduNet
“IT WAS DIFFICULT TO MOVE FROM A LEGACY
SYSTEM TO A NEW NEXT-GENERATION FIREWALL
SOLUTION. DURING THE IMPLEMENTATION,
WE FACED SEVERAL CHALLENGES. WE HAD
TO SORT OUT TRAFFIC MONITORING, BACKUP
INTEGRATIONS AND OTHER SUCH ISSUES WITH
THE EXISTING SOLUTION.”
AHMAD S. ALSABBAH, MEDUNET
tom-built security processors and
threat intelligence security ser-
vices to deliver top-rated protec-
tion and high performance includ-
ing encrypted traffic. The solution
reduces complexity with auto-
mated visibility into applications,
users and network and provides
security ratings to adopt security
best practices.
After deploying Fortinet Forti-
gate firewalls, MeduNet now had
comprehensive threat protection,
including intrusion prevention, web
filtering, anti-malware and applica-
tion control.
“This implementation will not
only be helping us but also will as-
sist us in serving our customers.”
According to Alsabbah, the
primary challenge was migrating
the existing virtual firewall to a new
physical firewall.
“It was difficult to move from a
legacy system to a new next-gen-
eration firewall solution. During the
implementation, we faced several
challenges. However, it was not re-
lated to the new solution. We had to
sort out traffic monitoring, backup
integrations and other such issues
with the existing solution.”
The project was completed
over a period of 30 days. Alsabbah
added that the most appealing fea-
tures about Fortinet solution were
the advanced yet simple-to-use
dashboards, monitoring interfaces
and traffic among other innovative
features. 
How MeduNet did it
MEDUNET

18. VALUE STORIES|ISSUE 318 VALUE STORIES|ISSUE 318
ANKIT BHUTANI, HEAD OF BUSINESS OPERATIONS, DELPHI CONSULTING MIDDLE EAST, DISCUSSES
HOW A BUSINESS OUTCOME ORIENTATION HAS HELPED THE FIRM GROW ITS ACCOLADES.
A
large-scale real estate giant was facing
challenges when attempting to stream-
line its operations by automating certain
functions. The firm was spending a large
amount of time and resources in dealing
with administrative tasks such as get-
ting employee leaves approved, locat-
ing documents and so on.
After an unsuccessful experience
with a previous partner, the firm decided
to give Microsoft-recommended Delphi
Consulting Middle East a chance.
The customer had multiple meetings with the part-
ner and learnedtheexpertiseandcapabilitiesitboasted.
Ankit Bhutani, Head of Business Operations, Delphi
Consulting Middle East, said, “We are a consulting firm
and the primary reason why we started off is to solve
business problems. Unlike other channel partners, we
are not product-oriented.
“We believe the main reason the customer chose
us was because of our business knowledge. We
genuinely try to comprehend the customer’s busi-
ness, instead of just going in and implementing the
technology.”
After spending considerable time understanding
the core requirements, the Delphi Consulting team
knew without a doubt that Microsoft Azure Bot Services
would perfectly address the customer’s challenges.
Azure Bot Service provides an integrated environ-
ment that is purpose-built for bot development, en-
abling customers to build, connect, test, deploy, and
manage intelligent bots, all from one place.
“With this solution, all an employee had to do was
type in his request such as ‘where to find a document’
or ‘How to do a task’ and the Bot would immediately do
the search and respond to the user,” explained Bhutani.
For the solution to work smoothly, it is necessary to
feed in certain information in the beginning.
MAN AND
MACHINE
CUSTOMER: REAL ESTATE GIANT
To automate
administrative
tasks
To reduce costs
and additional
resources
To improve
operational
efficiency
Provided
integrated
environment
Permitted creation
of conversational
interfaces
Supported simple
yet effective
features
Customer’s objective Why azure bot services

19. VALUE STORIES|ISSUE 3 19VALUE STORIES|ISSUE 3 1919
AT A GLANCE
CUSTOMER: Real
Estate giant
OBJECTIVE: To
streamline operations
through automation
CORE
REQUIREMENTS:
Reduce costs and
surplus resources,
improve operational
efficiency
SOLUTION IMPLEMENTED:
Azure Bot Services
PARTNER: Delphi Consulting
Middle East
“We were able to reduce the
resources required and in turn in-
crease productivity and efficiency.”
Bhutani admits that it was a
challenging process as the service
was newly introduced to the mar-
ket and therefore takes time for the
staff to get used to a different way
of working.
“Post implementation, we now
have the employees asking all
sorts of questions to which the Bot
responds to. The Bot also learns on
its own as it uses machine learning
on the back end,” he explained.
According to Bhutani, the real
challenge was managing and
meeting customer expectations.
“Itwasachallengetounderstand
what exactly the customer wants to
achieve. Often, they have a particu-
lar objective in their mind and post
achieving that, they realize they also
want to add other aspects.”
The most innovative part of
the implementation was how the
partner involved the business units
when the requirement was only
from the IT division.
“We did not deploy the solution
by only talking to the IT, instead we
madesuretoinvolvetheHR,finance
and other departments to see how
we could help them because then
the solution can directly impact and
enhance core operations.”
The customer was able to
greatly reduce expenses on extra
resources as now most functions
were automated. The solution
also enhanced user experiences
significantly. 
DELPHI CONSULTING MIDDLE EAST
“WE GENUINELY TRY TO COMPREHEND THE
CUSTOMER’S BUSINESS, INSTEAD OF JUST GOING
IN AND IMPLEMENTING THE TECHNOLOGY.”
ANKIT BHUTANI, DELPHI CONSULTING MIDDLE EAST
Understood
core
requirements
Conducted
detailed PoCs
Managed and
met customer
expectations
How delphi consulting did it

20. VALUE STORIES|ISSUE 320 VALUE STORIES|ISSUE 320
SHOAIB KHOT, SENIOR PROJECT MANAGER, HP SOLUTIONS, MANNAI TRADING COMPANY, EXPLAINS
HOW THE FIRM HAD TO ENSURE THAT THE MIGRATION TO FORTINET SOLUTION WAS NOT ONLY
SEAMLESS BUT ALSO, ONCE SUCCESSFUL, COULD ADD VALUE TO THE CUSTOMER’S CURRENT
INFRASTRUCTURE.
MISSION
POSSIBLE
A
behemoth in the oil and gas industry
was seeking a robust security solution
to enhance its existing network securi-
ty apparatus and business efficiency at
one of its remote industrial plants.
The deployment location was
closed-off to the public as it was a sen-
sitive site due to the geopolitical condi-
tions. The entry to the site was highly re-
stricted. The deployment was within an
area of approximately 2.5 square kilo-
meters. The requirement was to deploy
and upgrade existing firewalls of a different make to
Fortinet FortiGate Firewalls across its multiple sites.
The customer selected Doha-based solutions
provider Mannai Trading to carry out this compli-
cated and sensitive implementation. The company
houses a number of divisions within its large-scale
operations. Its HP Solutions department under ICT
business unit took the lead for this project.
Shoaib Khot, Senior Project Manager, HP Solu-
tions, Mannai Trading Company said, “As the site
was in an industrial zone, we had to wear face masks,
safety shoes, full body overalls and helmets at all
times. We also had to wear a monitor, which mea-
sures the gas in the air and could trigger an alarm
if the environment was not conducive. The stakes
were high for us – we had to be very careful and do
the deployment under extreme weather conditions.
The data center sites were not comfortable, to say
the least. This was a huge challenge.”
The deployment wasn’t like a regular one be-
cause any outside security risk would bring the
plant’s operations to a halt, resulting in huge finan-
cial losses for the customer.
However, none of these factors deterred the
Mannai team to deploy the solution in the most ef-
ficient manner possible. The partner had to ensure
that the migration to Fortinet solution met the de-
fined objectives
Customer’s objectivE Why Fortinet FortiGate Solution
CUSTOMER: LARGE OILANDGASINDUSTRIAL PLANT
To migrate and
upgrade existing
network security
setup
To deploy stable
firewalls for
comprehensive
security
To add value
to existing
infrastructure
Provided stable
and effective
solution
Offered
comprehensive
security
Supported
best-in-class
network security
appliances
Offered ease of
deployment

21. VALUE STORIES|ISSUE 3 21VALUE STORIES|ISSUE 3 2121
AT A GLANCE
CUSTOMER: Large
industrial plant in the
oil and gas sector
OBJECTIVE: To
migrate existing
network security
setup to a stable
and more advanced
technology/system
CORE
REQUIREMENTS:
Comprehensive
It is also interesting to note
that the customer’s Abu Dhabi
operations had created a test
environment for a similar migra-
tion two years ago, but it was not
confident to move to production
as the implementation seemed
quite challenging. Mannai Trad-
ing was effectively able to move
into production for the custom-
er’s tertiary company in Doha and
bring the trust into the customer
for its capabilities and the solu-
tion implemented
Khot said, “The Fortinet solu-
tion is a solid product that is easy
to configure and maintain with
great support features. The cus-
tomer was looking for a solution
that would provide an easy fix
without affecting operations in
the event of a breach or threat.”
According to Khot, his team
presented several deployments
in test environments to showcase
to the customer the process that
would be followed.
“We followed the protocol
standards and best practices di-
rected by Fortinet and our suc-
cessful implementation is proof
that it works perfectly.”
As the customer’s network was
closed, it was challenging to con-
nect to the outside world to get
the latest upgrades and patches.
“We had one PC at the head
office that was able to connect to
the outside internet. From there,
it was being connected to anoth-
er PC at the plant in one of the
corporate offices, from where we
were able to move in to the data
center,” he explained.
Post the implementation, the
end user received in-depth sup-
port from Mannai Trading and was
also able to save on costs signifi-
cantly by migrating to Fortinet.
The customer was so pleased
with the whole deployment pro-
cess that it is considering expand-
ing the current implementation to
include more sites at the plant. 
“WE FOLLOWED THE PROTOCOL STANDARDS
AND BEST PRACTICES DIRECTED BY FORTINET
AND OUR SUCCESSFUL IMPLEMENTATION IS
PROOF THAT IT WORKS PERFECTLY.”
SHOAIB KHOT, HP SOLUTIONS, MANNAI TRADING COMPANY
security, effective
technology, adds
value to existing
infrastructure, stable in a
remote location and in a
complex network
SOLUTION
IMPLEMENTED: Fortinet
Fortigate Firewalls
PARTNER: Mannai
Trading Company
How Mannai Trading Company did it
Understood the
challenges of a
complex deployment
and sensitive nature of
business
Conducted different
deployments in test
environments
Improved
implementation through
in-depth support
MANNAI TRADING COMPANY

22. VALUE STORIES|ISSUE 322 VALUE STORIES|ISSUE 322
PUNEET MIGLANI, FOUNDER AND HEAD OF TECHNOLOGY, CANDOR, EXPLAINS, HOW THE FIRM ASSISTED
A LEADING FINANCIAL INSTITUTE TO MAKE ITS APPLICATIONS AVAILABLE ACROSS BRANCHES BY
USING AWS CLOUD.
ON CLOUD
NINE
A
boutique financial institute acquired a
new application to help manage its main
operations across its multiple office lo-
cations in and outside of the UAE. The
customer’s biggest challenge was to
ensure the availability of this application
across all branches. Besides software
procurement, the customer would have
to install high-powered servers to make
this application online. However, main-
taining data centers at multiple locations
is costly. In fact, even having it at a single
location will incur additional maintenance costs such
as employing skilled manpower to ensure high avail-
ability of the application.
After an elaborate selection process, Candor, a
regional solutions provider, won the project, beating
stiff competition. The customer was thinking of go-
ing with data centers, when in fact, there was a much
more inexpensive and simple solution. The partner’s
role became even more important as the channel firm
needed to educate itself on the customer’s core re-
quirements and be a true business consultant.
Puneet Miglani, Founder and Head of Technology,
Candor, said, “We heard the customer’s problems and
came up with the most ideal solution – cloud. We as-
sessed AWS Cloud against other providers and con-
ducted PoCs to showcase the benefits to the customer.”
AWS Cloud was much more efficient and cost-ef-
fective in the long-term.
“We also elaborated how this would be more eco-
nomical than setting up their own data center and
managing it,” said Miglani. “The customer then an-
nounced that all new company applications would
run in the cloud and it would also systematically re-ar-
chitect existing applications for the technology.”
According to Miglani, creating and maintaining
private cloud in AWS is easy as compared to other
providers. “This was one of the reasons why we pro-
posed AWS to the customer.
Customer’s objectivE Why AWS Cloud solution
Web better. Net more.
CUSTOMER: A BOUTIQUE FINANCIAL INSTITUTION
To make new
business
application
available across
branches
To have a cost-
effective solution
To deploy a
scalable solution
Was most efficient
compared to other
providers
Had long-term
benefits and was
easily scalable
Supported easy
implementation and
configuration

23. VALUE STORIES|ISSUE 3 23VALUE STORIES|ISSUE 3 2323
AT A GLANCE
CUSTOMER: A boutique
financial institution
OBJECTIVE: To make a
new business application
available across branches
cost-effectively
and security. The instances are di-
vided into Web Server, App Server
and Database Server,” explained
Miglani. “Integrating all of them as
per application configurations and
also ensuring adequate security
at each instance or layer were new
for us. Since my team has never
done a similar implementation be-
fore this project, I believe this was
the most innovative aspect of the
deployment.”
Although, it was the first time
the solutions provider was han-
dling a project which demanded
these characteristics, it was able to
successfully carry out the imple-
mentation without any setbacks.
Once the complete deploy-
ment is carried out, the customer
will reap huge cost benefits over
the coming years.
“In terms of usage, the applica-
tion will have high availability and
will be easy to scale as per future
load and also effortless to en-
hance compute size.”
Had the customer opted to go
with setting up their own data cen-
ters, the maintenance cost would
have been high. With the help of
cloud, the company could now fo-
cus entirely on its main operations
without worrying about maintain-
ing the hardware.
“From a business standpoint,
it is a critical deployment, and on
the successful implementation
of the application, it will help the
customer become rather unique
in the competitive space they are
in, allowing them to go out to the
market and acquire new clients
and meet their growth KPIs set for
the upcoming years,” said Miglani.
He added that a solid IT In-
frastructure is the backbone for
growth of any business. “With this
implementation, it not only helps
our client grow but also acceler-
ates our development in the pro-
cess too.” 
“FROM A BUSINESS STANDPOINT, IT IS
A CRITICAL DEPLOYMENT, AND ON THE
SUCCESSFUL IMPLEMENTATION OF THE
APPLICATION, IT WILL HELP THE CUSTOMER
BECOME RATHER UNIQUE IN THE COMPETITIVE
SPACE THEY ARE IN.”
PUNEET MIGLANI, CANDOR
CORE REQUIREMENTS:
availability of application
across offices, cost-
effectiveness
SOLUTION
IMPLEMENTED: AWS
Cloud
PARTNER: Candor
How Candor did it
Listened to customer
requirements
Assessed cloud
providers and selected
AWS
Conducted an in-depth
three-year analysis
stating competencies
required
CANDOR
“With its richness in console,
implementation is easy along with
VPC configuration,” he added.
Currently the staging environ-
ment has been created with func-
tionaltestsgoingonforuseraccep-
tance test (UAT), which is expected
to go live in the coming quarter.
“The application is divided
into multiple layers and each layer
has its own specific configuration

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