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Infrastructure Project of the Year
ParkView Pro-Active Fault Detection – Park Place Exclusive Remote Service Park Place Technologies

Pro-Active Fault Detection – Park Place Exclusive Remote Service ParkView™ (Powered by BMC TrueSight), is a revolutionary service that proactively detects equipment hardware faults 24/7 across storage, server, and networking products that are maintained by Park Place Technologies. The related alerts are then securely transmitted to Park Place Technologies’ technical operations, enabling more timely and accurate failure diagnosis, part identification, and necessary repair actions. • Proactive Fault Detection: ParkView proactively identifies faults 24/7 without the need for customer action of any kind. • Faster Response and Resolution Times: Once a fault is detected, ParkView instantly self-creates a ticket for immediate repairs. • Accurate Part Identification: Each generated ticket includes machine type, asset serial number, part number and fault description. • Faster First-Time Fixes: More informed alerts result in better-prepared responses and a greater percentage of first-time fixes. • Extremely Secure: We set up security features based on each customer’s individual security requirements, and we ensure that non-public data is never accessed or transmitted. • Non-disruptive: Automated detection and ticket creation enables your IT staff to focus on other data center priorities. • Fully Supported: ParkView supports all storage, server and networking equipment and all OEM vendors currently supported by Park Place Technologies. • ParkView for Storage: ParkView is packaged as a value-added service for supported storage systems and includes a consultative implementation with your IT staff. Full Visibility: Customers will have both online and mobile access to data center hardware status, events and inventories.

Genting Casino deploys Scale Computing across its UK sites in a move to meet distributed enterprise demands. The leading casino chain plans to roll out the deployment of the HC3 platform across its 42 sites, enabling simplified management, IT resiliency and high performance. Scale Computing

Scale Computing and Genting Casinos – what is novel about the innovation Scale Computing is changing the way IT runs from the ground up. Its hyperconverged technology integrates storage, servers and virtualisation/data protection/data replication software into an all-in-one appliance-based system that is scalable, self-healing and as easy to manage as a single server. Designed to dramatically reduce management time, the HC3 platform saves organisations time and money. In addition, Scale Computing is innovating in the data centre space by developing a technology that enables edge computing, allowing organisations to cater to needs now and into the future. Scale Computing delivers a unique and innovative solution that is transforming data centre management. Unlike other solutions in the market, Scale Computing’s offering requires no external licencing fees or training  it is designed with simplicity at its core and is based on the KVM hypervisor. As a result, Scale Computing offers a price point that rivals any other hyperconverged infrastructure (HCI) vendor. Jason Green, Senior Systems Engineer at Genting Casinos explained, “Scale Computing offers a competitive price and delivers value for money. We looked at other HCI vendors but they couldn’t deliver on our price point. With Scale Computing we have a great product with a company that we trust.” Genting Casino has chosen Scale Computing’s HC3 platform for edge deployment across 23 sites and will be continuing expansion across its remaining 19 sites. Green noted, “We wanted to modernise our IT environment, but it was essential that any new platform could cater to our multiple site demands. We embarked on a project to replace the existing IT hardware, but for us it wasn’t about storage or capacity. We wanted a platform that would simplify management, and offer high performance and resilience. Hyperconvergence seemed like a natural fit, and we knew this was the way forward.” How Scale Computing is breaking conventions with unique sales propositions Standing out from competitors, Scale Computing’s leading edge hyperconverged technology is designed to dramatically reduce the complexity of virtualisation, saving customers both time and money. The platform is also uniquely designed to help the distributed enterprise as demonstrated through its recent work with Genting Casino. Key distinguishing features and benefits include: No licencing costs Unlike other products in the market, the HC3 platform does not require any additional costs or licencing fees, helping customers to lower their IT costs and reinvest in other technologies. Green added, “Scale Computing was a perfect fit and after looking into the product we realised we could do a lot more than we originally thought. In terms of price point it was perfect and we have great value for money, with a product that we can trust.” Simplicity – no training or certification No dedicated training or certification is required. The solution can also be installed quickly, with most users up and running within an hour of receiving the system. The HC3 solution is designed with simplicity at its core. Green added, “Any training or certification would not have been an option for us. With 42 sites, this would have taken up a lot of resources, pulling away valuable team members. We needed a solution that would be quick and easy to set up, and implement, and Scale Computing ticked these boxes. “Scale Computing has helped us to free up time in a lot of ways. We have limited on-site technical staff and their time is valuable. Rather than managing the underlining IT, it is all automated with Scale Computing, helping us to drive business value elsewhere.” Availability Based on simplicity of design, HC3 is inherently more stable and more highly available than traditional virtualisation solutions. Redundancy, high availability, and resiliency are built into HC3 in every way, including the option of disaster recovery as a service. With HC3, both planned and unplanned downtime can be virtually eliminated, promoting more confidence amongst customers. Scalability The HC3 cluster also offers customers the ability to scale out, so organisations can add capacity as and when needed, helping them to plan IT budgets. With scale-out architecture, businesses can grow on demand as users add capacity when required, eliminating the need to overprovision and pay upfront for resources not yet being used. The HC3 solution intelligently identifies where the most resources are available and allocates VMs to those nodes. The growth of a business can be unpredictable, but with the HC3 platform organisations no longer have to play the guessing game or attempt to forecast for the unknown when it comes to IT expenditures. Key benefits include: • Scale-out architecture – capacity can be added as and when needed • Fast and easy to expand, no downtime required • No additional licensing required – No “V Tax” • Fully self-healing • Automatic failover for node failures • All VMs created on HC3 are Highly Available • Simple and easy to use – can be installed in less than an hour and new VMs can be deployed within minutes • A data centre in a box at the fraction of the cost How is Scale Computing helping customers? Scale Computing is working with customers globally with its HC3 solution being deployed by more than 2,500 organisations. HC3 is ideal for businesses of all size across a range of verticals including education, manufacturing, retail and financial services. Their innovations have not only made highly available, scalable and reliable computing systems accessible for nearly any size implementation including small and midsize organizations, but have proved a perfect fit for edge computing use cases. Genting Casino mentioned above is a prime example. Benefits they have experienced include: • Simplified IT management • No additional licensing fees to pay • Added IT resilience with snapshot and cloning features • Business continuity • Centralised IT system with the ability to manage remote sites • Rapid deployment and improved storage efficiency • Improved performance • Flexible scalability Scale Computing has more than 400 case studies across different sources including TechValidate, TrustRadius, Gartner Peer Insights, Spiceworks, and the Scale Computing website.

In this SVC entry, Curvature, the world’s largest independent, multi-vendor IT maintenance and support organisation, outlines three key EMEA testimonials to re-inforce their standing and commitment to achieve excellence in IT service provision; extending asset lifecycle & optimising IT infrastructure, making innovation affordable, and lowering the cost of maintenance across a mix of organisations. Curvature

1. Schneider Electric Demonstrable Excellence in IT service starts with Schneider Electric, headquartered in France, who selected Curvature globally to achieve connectivity and continuous innovation. As the leading digital transformer of energy management and automation, Schneider Electric ensures employees and customers can connect to the services and information they need anywhere, anytime and on any device. To do this, Schneider Electric moved away from regional IT support teams to a global model with standardised methodologies and follow-the-sun support. Due to consistent business growth, the operations team needed to build a cohesive network foundation that connected new locations and users worldwide. Dave Kelly, Connectivity Service Line Program Manager for Schneider Electric noted, “It was a challenge to integrate all the networking elements for existing and recently acquired companies on the same page. We needed help with a never-ending list of transformation projects to ease the process of consolidating different network vendors.” Historically, Schneider Electric relied on large services providers to assist with deployments, upgrades and ongoing support. The challenge, however, was achieving a consistently high level of responsive support and expert services at all locations. “What we really wanted was a one-stop shop to handle all our global needs,” says Kelly. “But we never really found one company that could do it all with the same level of support and service excellence - We needed a partner that could help us meet the relentless reality of operations issues, equipment deployments and new projects. Enter Curvature’s NetSure® third-party maintenance (TPM) that would enable Schneider Electric to extend the useful life of its highly reliable Cisco gear well beyond its five-year lease. Moreover, Curvature clearly had the scope and depth of experience to help optimize Schneider Electric’s network investments while improving product lifecycle management. “We saw an immediate opportunity to lower maintenance costs,” Not only was Curvature’s pricing very competitive in comparison to manufacturer and channel pricing for hardware and services, but Curvature exceeded all others in delivery of expedited support. “Curvature’s customer service is absolutely the best I’ve ever experienced,” comments Kelly. “Nothing is ever a problem and there’s always someone on the other end of the phone to escalate any issue. Response times are great!” This was further endorsed when Curvature went above and beyond to service equipment that wasn’t under contract - Case in point: Schneider Electric suffered a switch outage at a large manufacturing facility near Nice, France one Friday threatening to impact operations. The manufacturer involved was unresponsive. Then Kelly called Curvature, and the response was immediate, with personnel and a replacement switch arriving the next day, working with the team to restore functionality over the weekend, returning the following weekend to add redundancy to the critical network element. “This went way above and beyond the service you can usually expect,” explains Kelly. “The level of Curvature’s commitment never ceases to impress.” Confidence grew and Curvature took on ever-increasing maintenance activities, bringing other locations under Curvature’s TPM umbrella when Schneider Electric issued an RFP for a worldwide maintenance Curvature beat everyone while offering 60% savings in an apples-to-apples comparison. As Schneider Electric’s one-stop shop for global network maintenance and support, Curvature is often the first and last line of defence when a piece of equipment needs upgrading or replacement. “One thing that really sets Curvature apart is the actual lead time for delivering equipment,” says Kelly. “Curvature delivers in 24 hours compared to the eight to 12 weeks it would take for the manufacturer to deliver. Curvature gives us huge agility.” 2. DKI Group The second proof point to illustrate Excellence in IT Service is provided from DKI Group Partners who used Curvature to upgrade their critical IT Infrastructure, ensuring stability to accommodate rapid business growth and excellent lifecycle management. Denmark-based DKI Group is a trading company that supplies all types of household products to the Scandinavian retail market. Since its founding in 1989, the family-owned company has experienced rapid growth and business diversification. Today, a group of 10 companies supplies and distributes goods to the retail under private label agreements as well as its own brands. However, while DKI Group was growing rapidly with the addition of new products and capabilities, the technology infrastructure underpinning its operations was nearing end of life. ‟Our IT infrastructure is the key to our entire business as it connects us to our vital customers and suppliers via EDI and integrates seamlessly with our Microsoft Dynamics NAV ERP software.” Christian Hingelberg Hangaard, finance director and CFO for DKI Group. Since the company’s inception, DKI Group had relied on internal IT support to ensure maximum uptime of critical business resources. As the organisation approached an entire system refresh, however, it became apparent a boost in IT efficiency could be realised by enlisting the services of an independent IT support organisation. After exploring the landscape of IT solutions providers, the team approached Curvature, with a local presence in Denmark, to provide DKI Group with comprehensive IT lifecycle management. DKI Group worked with Curvature to devise a best-of-class approach to improve IT efficiency and lower costs. To that end, Curvature recommended a blend of new and pre-owned hardware to optimise DKI Group’s budget without making any compromises in performance or security. ‟We came up with a solution for what we needed to achieve,” recalls Hangaard. ‟Curvature met all of our performance requirements and then suggested adding pre-owned servers, which reduced our capital expenditures significantly.” Besides the trio of IBM Storwize V7000 servers, the plan included installation of 35 virtual servers and new Cisco firewalls. By including pre-owned servers in the hardware mix, DKI Group was able to reduce this initial budget projection by more than 20 percent, enabling the savings to be reallocated to other areas. “What this savings meant is we could buy higher-level Cisco firewalls with greater functionality.” Together, Curvature and DKI Group implemented the more powerful IT infrastructure, designed to meet the company’s requirement for maintaining 99.8 percent uptime. The 20 percent savings recognized from pre-owned servers permitted Hangaard to bolster security, critical for keeping DKI Group’s business safe and thriving. ‟We liked that the savings were significant and would not sacrifice any reliability or capability,” says Hangaard. ‟Curvature gave us the freedom to apply our budget where it made the most sense from a performance and ROI perspective.” Equally important is the fact that Curvature’s local Denmark team will be responsible for maintaining the refreshed IT environment 24/7. Curvature’s service desk monitoring will ensure DKI Group’s IT environment runs around the clock to support crucial business operations. ‟It gives us peace of mind knowing that a team of experts is looking after our servers all the time,” adds Hangaard. ‟I am more relaxed knowing that we have a stable, reliable system in place to serve our business for the next five years.” 3. Carl Christensen (CAC) The third proof point is Carl Christensen (CAC) - a leading supplier of spare parts to the automotive, industrial and marine markets in Denmark. CAC adopted Curvature’s IT Infrastructure Design and Implementation Services for committed quality to improve services and benefits for customers. CAC takes particular pride in its online auto parts ordering system implemented countrywide for wholesalers with 70,000 stock items in its warehouses with access to more than 450,000 online. Faced with rapid business expansion, the 600-employee company needed to increase the capacity of its existing IT and network infrastructure as well as bolster system resiliency to ensure the highest levels of network uptime and IT reliability. ‟We needed a fast, secure IT environment to support our 24/7 operation,” explains Asger R. Poulsen, CIO at Carl Christensen. ‟Network and system redundancy were equally important as our current solution was contained on one network address, which made us vulnerable.” CAC sought a robust disaster recovery solution with automatic failover from the primary to a backup location in the event of any planned or unplanned downtime. They invited tenders from a variety of service providers including Curvature, a long-time service provider who had a solid history and strong collaboration with CAC. During the subsequent implementation of the new IT environment, the team from Curvature worked diligently to provide a seamless handover, making most improvements and changes during evenings and weekends to minimise disruptions with zero downtime in normal work hours. The solution deployed by Curvature included a geographically separated storage cluster based on an IBM SAN Volume Controller (SVC) and IBM Storwize V5000 flash and disk storage system. To deliver the highest levels of data availability, the team mirrored both production systems. ‟We were confident in the approach taken by the Curvature engineers as they explained the process, answered all our questions and followed through on each step,” recalls Poulsen. ‟The team was completely hands-on, which made it easy to get help when we needed it.” Testing of that help came all too soon, when CAC’s original data centre was flooded on the day after the fully redundant system went live. Luckily, the entire business was up and running on the new, resilient IT infrastructure, so CAC completely avoided a potentially catastrophic business disruption altogether. ‟We immediately had the opportunity to demonstrate that we had done our due diligence and picked the right partner,” concludes Poulsen. ‟So I can strongly recommend Curvature for their skills, dedication and comprehensive infrastructure design, implementation and support services. With Curvature on our team, we can continue to strengthen our leadership position”

Mazars deploys hybrid WAN with Silver Peak Unity EdgeConnect SD-WAN solution Silver Peak / Mazars

While experts estimate that up to 70 percent of applications have already moved to the cloud, the transformational promise of the cloud has fallen short of the hype and expectations. One challenge is that router-centric WAN approaches can’t keep pace with today’s rapidly changing business requirements. The fundamental nature of applications has changed, and security needs are different when everything is open and connected in the cloud. Today’s imperative for geographically distributed enterprises is to liberate their applications from the compromises and constraints of existing WAN approaches by shifting to a business-first networking model. A business-first SD-WAN provides geographically distributed organisations with the ability to securely and directly connect users in branch and remote sites to applications hosted in the data centre and cloud. An SD-WAN provides the flexibility to use any combination of transport connectivity – MPLS, broadband, 4G LTE – and logically bond multiple links into virtual overlays, giving every application the network resources it truly needs to deliver the highest quality of experience to end users. With a business-first SD-WAN, the network enables the business, rather than the business conforming to the constraints of the network. Silver Peak Unity EdgeConnect Distributed organisations should seek a unified SD-WAN Edge that has been designed as one to deliver SD-WAN, firewall, segmentation, routing, WAN optimisation and application visibility and control in one platform. Delivered in both virtual and physical appliances, with the ability to deploy instances in the cloud, the Silver Peak Unity EdgeConnect SD-WAN Edge platform offers centralised orchestration with complete observability of the entire WAN through a single pane of glass. EdgeConnect provides routing interoperability for mixed environments and robust security, including a stateful firewall, zone-based segmentation, local internet breakout and the ability to service chain applications traffic to industry leading next generation security infrastructure and cloud security services. EdgeConnect is also fully interoperable with existing WAN infrastructure to provide a graceful migration at a business’ desired pace, as fixed contracts for MPLS and routers come up for renewal. Key EdgeConnect features include: • Zero-touch provisioning – for centralised orchestration and deployment in minutes, automatically connecting to users to applications • First-packet iQ – to identify more than 10,000 applications and 300 million web domains based on the first packet received for secure connectivity with the highest levels of application awareness and intelligence available • Integrated stateful firewall for secure internet breakout – providing security capabilities for branch office locations that don’t host applications • Seamless routing interoperability – to support industry-standard BGP and OSPF routing protocols for interoperability between the SD-WAN and conventional router-centric WAN architectures, enabling customers to transition to a thin branch without sacrificing performance, security and reliability • Tunnel bonding – configured from two or more physical WAN transport services, bonded tunnels form a single logical overlay connection, for maximum performance and to mitigate link failure • Path conditioning – ensuring broadband and MPLS links operate like private-lines, countering dropped or out-of-order packets • Dynamic Path Control (DPC) – for real-time traffic steering over any broadband/MPLS link based on business intent policies. With outages/brownouts, DPC automatically fails-over to a secondary connection in under a second, maintaining application availability and performance • WAN hardening – data is secured edge-to-edge via 256-bit AES encrypted tunnels. This secures branch offices without deploying and managing dedicated firewalls • Cloud intelligence – real-time updates on the best performing path to reach hundreds of SaaS applications, connecting users to applications in the fastest, most direct path available • Bandwidth cost savings reports – Documents the cost savings for moving to broadband connectivity Included with EdgeConnect is the Unity Orchestrator centralised management software, which enables unprecedented visibility into applications, and the ability centrally assign policies based on business intent to secure and control all WAN traffic. Unity Boost is an optional WAN optimisation performance pack that enables companies to dramatically accelerate the performance of latency-sensitive applications and minimise transmission of repetitive data across the WAN. Product momentum: continued innovation and developments Silver Peak innovation has been shaped by working hand-in-hand with customers to shift from a device-centric WAN model, where the business is forced to conform to the constraints of the network, toward a business-first model, where the network empowers the business. Through advancements in artificial intelligence and self-learning, EdgeConnect goes beyond automation and templates to power a self-driving wide area network that gets smarter every day. A self-driving wide area network with centralised and adaptive orchestration enables self-learning and continuous control to ensure ongoing alignment with business intent. In June 2018, Silver Peak bolstered EdgeConnect’s security features, adding new capabilities to provide cloud-first enterprises with the control to centralise and automate security policy governance and safely connect users directly to applications. These updates include: • Bringing segmentation to the WAN – with Unity Orchestrator, administrators can quickly orchestrate granular zone-based security policies and segment end-to-end zones across the LAN and WAN • Hardening security with granular visibility and control – with micro-segmentation, network administrators can now centrally visualise and define secure zones and securely segment users, applications and network overlays to accelerate application deployments and eliminate error-prone manual configurations • Seamless service chaining across multivendor security architectures – Unity Orchestrator includes a drag and drop interface to automatically service chain application traffic to third-party security infrastructure and services for further inspection and verification. All traffic steering is further secured across the WAN utilising private secure encrypted IPSec tunnels In June 2018, Silver Peak also announced its ability to seamless service chaining to industry leading cloud-based security partners. The expansion sees Forcepoint, McAfee and Symantec join their existing security partners: Check Point, Fortinet, OPAQ, Palo Alto Networks and Zscaler. With these additions, adaptive internet breakout is helping cloud-first enterprises to move beyond router-centric WAN architectures to leverage cloud connectivity for network functions like security, which previously required dedicated routers to be deployed and managed at every site. Customer momentum: trusted by 1,000 forward-thinking customers In August 2018, Silver Peak surpassed 1,000 Unity EdgeConnect customer deployments worldwide. The milestone encompasses both enterprise customers served by the Silver Peak channel partner ecosystem and end-customers served by Silver Peak service provider partners offering turnkey managed SD-WAN services powered by EdgeConnect. Production customer deployments span all market segments and geographies from distributed enterprises with tens to hundreds of sites to businesses deploying tiered managed SD-WAN services offered by Silver Peak service provider partners. New EdgeConnect SD-WAN solution customers include: Andersen Tax LLC, Gerresheimer AG, NSW Department of Planning and Environment, Integra Life Sciences, as well as top 10 UK accountancy firm, Mazars. Project: Top UK accountancy firm deploys Silver Peak As a UK firm with a global footprint, Mazars runs private MPLS circuits from its data centre – located at its headquarters in Tower Hill, London – to its 18 UK offices and seven international offices supporting 1,700 employees and 140 partners. When the company opened its international branch sites in Australia, Delhi and New York, QoS across its existing MPLS WAN architecture resulted in challenges delivering cloud-based applications, including Citrix for printing, and Skype for video and voice calls. As a result, Mazars required a solution that would allow it to leverage a hybrid WAN approach, where lower cost, higher bandwidth broadband services could be used to complement MPLS services and prevent the backhauling of all traffic to the central site. Turning to SD-WAN Mazars turned to Silver Peak for a solution that would support its transition to a hybrid WAN by increasing bandwidth capacity and network availability, improving application performance, leveraging existing network investments and reducing total WAN cost. After conducting a pilot of the EdgeConnect SD-WAN Edge platform, Mazars installed EdgeConnect appliances at its international sites in Australia, Delhi and New York, as well as at 15 of its UK sites, due to its high-performance and reliability. Transitioning to a hybrid WAN model requires minimal disruption and cost. Internet services can be introduced to the WAN without impact on application performance or the existing MPLS network. The EdgeConnect platform automatically selects the optimum path for every application. This can restrict business-critical traffic to MPLS networks, while directing less critical traffic across the internet VPN. Given industry averages for bandwidth costs, payback for an SD-WAN investment starts immediately. Indeed, starting with its Sydney office, Mazars is reducing its dependence on international MPLS lines by migrating to broadband services. Local internet breakout provides secure, direct branch to cloud application access while providing the highest levels of application performance. Project outcome Since the deployment, Mazars has reduced WAN traffic by more than 40 percent, enabling the highly-distributed organisation to deliver cloud-based applications across its UK and international offices. Since improving the QoS across its WAN, employees are benefitting from better-performing cloud applications, while keeping costs to a minimum. As a geographically dispersed business with branch offices located across the globe, Mazars is now making the most of a hybrid WAN approach. The digital transformation is continuing to have a big impact on businesses today – especially on IT departments – as workloads are becoming increasingly cloud-based for speed and agility. Mazars is able to embrace the cloud now, and in the future, without compromising network or application performance, and security.

Storage Project of the Year
Progressing the Financial Economy Through Data Defined Infrastructures Tarmin, Inc.

Tarmin’s client, a specialist financial organization is responsible for providing financial data to one of the world’s top 20 largest stock exchanges. Previously, the stock market was performing around 4,000 daily trades using paper-based settlements that required manual modifications and face-to-face exchange of share certificates and checks, this process was complex, cumbersome, and with some transactions remaining unsettled for months, it was vulnerable to fraud, damages, theft or loss. Now, with technological innovation thanks to Tarmin’s client, their efficiency and reliability is critical to the nation and its capital markets; by providing a register of all information, the company significantly improves the levels of trust to and within the market, enabling vast increased liquidity. The company positioned itself to stay ahead of market changes, to build a stronger nation and to execute innovative solutions that added value to the financial market. Today, the company performs over 300,000 daily trades, almost 100% of which are fully digital and uncertificated, thanks to the onslaught of big data and the opportunity GridBank afforded them to take advantage of their unique vantage point. The organization’s data infrastructure was sufficient for basic analysis, but in order to advance the progress of financial services, the company required a more powerful and agile solution to gain visibility, drive innovation and contribute market knowledge. The company needed a solution that granted the ability to capture all data across different sources of enterprise data, within a single unified data repository to perform advanced analytics and predictive modelling to gain insights. The organization’s infrastructure lacked the agility and flexibility required to conduct knowledge discovery and provide compelling information and rich visualizations. Additionally, it often took the data team days, sometimes 2-3 weeks to identify data, these unacceptable delays, cumbersome and expensive processes were not conducive to the agile environment they required for accelerated knowledge discovery and prevented the client from delivering real-time cutting-edge analysis. The client needed a technology refresh to consolidate all data into a single big data repository for managing stringent data and compliance policies, strict security and disaster recovery measures and governance mandates while also performing analytics. It was through Tarmin’s consultative sales approach that the company was able to successfully identify what its data storage, management and analytics infrastructure needed to look like in order to realize its objectives of improving reporting systems, while generating revenues. Throughout the engagement, the company found Tarmin’s solution appealing as the team aligned GridBank to cater to their exact requirements and environment. This process reassured the company that Tarmin GridBank would enable them to achieve their goals faster. What set Tarmin apart from the large-scale players in the Hadoop and analytics space was their ability to provide a fully tailored GridBank deployment to best fit the clients needs. Consolidating data enabled the client to perform analyses and uncover information concerning data trends they were formerly unaware of, helping build a long-term data strategy and gaining new business insights, while freeing up storage capacity. The hugely expensive task of creating reports was significantly reduced, what previously took weeks and thousands of dollars in lost productivity could now be achieved in under an hour, delivering, in the best instances, a 99% analyst efficiency saving. GridBank has enabled clients to harness the massive amounts of data at their disposal to obtain real or near-real time, actionable insights into market trends, business performance and customers’ preferences and behavior patterns. Time to value plays a significant role in the client’s continuous pursuit of improved efficiency and the key to business agility. By reengineering their data defined infrastructure with GridBank, Tarmin’s clients create more agile processes, and better position themselves to react and evolve according to market conditions for increased competitive advantage.

It's the UK's leading conference venue, but what are the mechanics in providing continuous availability to applications and data over a 10 year span in such a high profile, prestige conference venue as the ExCeL London? . DataCore Software

Entry Intro: The ExCeL (Exhibition Centre London) is one of the world’s most eminent exhibitions and international convention centres and the leading UK showcase for hundreds of conferences, trade shows and world class events. Located next to London City Airport, over 3 million people a year visit the ExCel and the Centre employs over 60 permanent staff who rely on a secure, always-on IT infrastructure to provide critical business apps. These apps assure the smooth running and processing of large events - from visitor registrations and event management programmes to systems that manage the entire venue. “The ExCel hosts events continually throughout the year, so downtime has never been an option. We run two physically separated data centres for business continuity and disaster recovery and for the past ten years have successfully relied on DataCore’s SANsymphony solution running in a replicated dual node configuration to present all data to our VMware enterprise cluster. Protecting our apps remains the most important function for IT.” Paul Tuckey, IT Manager, ExCeL London. Q. What is novel about the project and how does the ExCeL benefit - It's rare in today's world to stand by the decisions made a decade previously. Sure, the software, DataCore’s SANsymphony, has benefited from multiple upgrades in that timescale, but the principles and benefits have stood the test of time, providing the pillars of stability and availability that the venue needs :- Rolling back, Simon Hartog, Head of Technology at Virtual IT recalls the factors that led to the install of DataCore’s SANsymphony. The ExCeL originally opened back in 2000 using what was then cutting edge servers and storage arrays. With major venue infrastructure expansions that followed and show visitor numbers rising exponentially, seven years down the line the original hardware was still in place, albeit stretched, creaking and overly exceeding the manufacturers’ recommended EOL. At that stage, the IT Team recognised that the required flexibility, reliability and stability of infrastructure could only be facilitated by a virtual infrastructure for servers and storage. Virtual IT embarked on a full consolidation and virtualisation programme of the entire estate using VMware’s vSphere with DataCore as the back end storage platform. In the consultation and planning stage, the experts at Virtual IT advised ExCeL that essential to any virtual infrastructure project was firstly adoption of an underlying highly available shared storage infrastructure to supply the venue’s needs when it came to workload migration, load balancing, fail-over and, in such a prominent public venue, disaster recovery. The solution design was agreed and configured with a pricing model that looked far more favourable than much more expensive proposals received from elsewhere. Virtual IT helped with the install working alongside the internal IT team to migrate the old apps and services to the new platform. Offering a dual node configuration with synchronous replication, the mirrored active-active architecture remains identical across the two data centres. Running HP hardware, the SANsymphony software platform offered the Nexsan storage arrays as ‘virtual disks’ akin to virtual machines (VMs), speeding up I/O response and throughput using the inbuilt caching and empowering the VMware infrastructure. Q. Enduring Value without expensive hardware alternatives? Roll forward ten years and apart from the basic functions of virtualisation and synchronous mirroring with auto-failover first enjoyed by The ExCeL, ongoing enhancements to the SANsymphony platform means that it now integrates well-developed storage services, including performance improvements. As a long-term customer under support, The ExCeL has benefitted from no-cost upgrades with each generation of the Software-defined storage platform. Given the length of the install, Virtual IT are well placed to convey the usage benefits:- “DataCore has addressed our primary requirement uninterrupted High Availability and Business Continuity for apps for over a decade and we have tested it on occasion throughout that period. This includes a few unplanned power outages as a result of nearby building works. In the outages, DataCore has never let us down – when one half of the mirror was powered down, the other half simply took over. DataCore seamlessly kicks in without manual intervention and starts to rebuild without effecting applications. The mirror automatically resynchronises and paths are restored in the background.” Simon Hartog, Virtual IT. With HA defined, Simon elaborates further on other functionality gained from the SANsymphony install. In a dynamically growing environment such as The ExCel, the ability to both seamlessly scale and provision as and when required are high on his agenda. Before virtualising the storage layer, The ExCel was limited by ageing hardware that could scale no further and was restricted from adding applications and growing data. Using DataCore’s software–defined storage, the centre simply scales on demand. Provisioning new VMs to accommodate data growth is a straightforward process with logical wizard driven steps. With scalability defined, back in 2012, The ExCel was comfortably able to cope with an additional 1.2 million visitors across a 6 week period as it became home to one of the London locations for the Olympics. Simon concludes: “Our use case is pretty simple and remains so – ongoing stable usage of DataCore that has allowed us to cost effectively develop VM enterprise clusters using a shared backend backed with the surety that if a hazard hits, The ExCel can weather any storm.”

Ever wondered what happens when a Cloud based hosting company with 7000 Virtual Machines supplying Institutional Capital Markets needs watertight backup that will deliver without fail at all times? This SVC end user project award entry traces the steps that Beeks Financial Cloud took to secure their considerable VM estate using Altaro VM Backup solution. Altaro

Most days, core infrastructure items can be depended upon to go according to plan in any business – but when things go wrong, you quickly find out who you can truly rely on, and it is essential to have a backup solution you can trust. This is all the more important for a high-calibre international company like Beeks Financial Cloud, an award-winning UK-based low-latency service provider for institutional capital markets. With nine data centres globally and low-latency connectivity between sites, Beeks Financial Cloud focuses on reducing barriers to entry and time to market for institutional clients trading forex/futures and equities. It is at the forefront in cryptocurrency hosting via connectivity to Gemini Exchange in New York, a US digital asset exchange for transactions in Bitcoin (BTC) and Ethereum (ETH) as well as in US dollars (USD). Established in 2011, the company’s head office and Network Operations Centre are in the UK, with a team engaged across the UK, US, Austria, Indonesia and Japan. Beeks operates to exacting standards as it provides institutions with bare metal cloud infrastructure and connectivity in the data centres that matter for financial markets, with 100% of its revenue and focus around capital markets clients and consumers. It currently has nearly 7,000 VMs across its locations. The company had spent considerable time looking for the right VM backup, restore and disaster recovery product to meet its needs. Due to its highly dynamic infrastructure activities and with thousands of virtual machines (VMs) to back up, Beeks wanted a solution that provides enterprise features and fast reliable support for its VMware environment “and this without breaking the bank”. Additionally, the selected solution would need to scale up due to Beeks’ continually expanding infrastructure, and it had to provide an API. They noted- “We used and analysed several products, and none of them were able to fit our requirements,” says Markus Seywald, Head of Virtualization at Beeks. None, that is, until they found Altaro VM Backup. “Price, management, features and support are key points for us. Most applications cover downtime risks, data loss and optimizations for saving time and money. But for us, Altaro was the clear winner, as they also provide an API and an excellent support team for a low price that is based on servers instead of sockets.” Technical support you can bank on The Beeks team is satisfied with its choice, especially thanks to the sterling support provided by Altaro. “Altaro provides very customer-friendly support. When we had issues or individual challenges, the Altaro team was quick to help us and worked on a solution. They avoided lip service and standard phrases, and focused on the issue. This is important for us, as we think the best application is only half as good if the support team behind it is unwilling or unable to help, or to listen to customer needs. Continued return on investment Thanks to Altaro VM Backup’s augmented deduplication, Beeks enjoys savings of 81.25% on data storage globally , thanks to the exceptional augmented deduplication technology in Altaro VM Backup.

Excelero NVMesh™ enables teuto.net to achieve exceptional performance with low-latency block storage for OpenStack cloud Excelero

Teuto.net, a German service provider that leads through innovation, offers a popular OpenStack service – teutoStack – that combines public and private cloud as well as hosted Kubernetes (containers). Customers choose teutoStack for a variety of workloads and the company is experiencing significant growth potential in areas such as analytics, machine learning and AI, where demanding databases require storage to match. While Ceph is a popular and versatile storage solution for OpenStack, its performance was unable to meet the demands of these challenging workloads and teuto had to look for an alternative. After investigating several options, teuto selected Excelero NVMesh for its low-latency, high-performance block storage tier. Besides its unique RDMA-based, NVMe-sharing technology which provides applications with the full performance of underlying storage without adding latency, teuto was drawn to the software-only, hardware-agnostic approach. TeutoStack Cloud runs NVMesh on SuperMicro servers from Boston Limited along with Mellanox SN2100 Ethernet Storage Fabric switches and Mellanox ConnectX-4 and ConnectX-5 NICs running 2x25Gb Ethernet to each client node. The cloud service uses OpenStack Cinder to manage storage media through the NVMesh Cinder driver. With both Mellanox’ and Excelero’s support for Ubuntu operating system, Teuto enjoys an all-Linux implementation for easy integrated orchestration and monitoring. As Teuto is very much a Linux shop, it was key to provide the solution on the platform of their choice, where the engineers’ expertise lies. This solution delivered uncompromised performance for all applications, including 8,000 IOPS per VM for its teutoStack private cloud offering, compared to 400 IOPS per VM with Ceph. In addition, due to its design Ceph typically runs at higher latencies of up to 2.5 milliseconds - latency which degrades IOPS performance, especially at low queue lengths. Excelero achieved 10x lower IO latency - around 250 microseconds - through all layers in the VMs. The deployment has allowed teuto to drive growth in analytics, machine learning and AI, where demanding databases require high-speed, reliable storage performance that enables end users in these ground-breaking spaces to maximise the value of their data. Excelero NVMesh is a software-defined storage platform that enables customers to design scale-out block storage infrastructures for the most demanding applications, such as OpenStack databases and VMs. It supports legacy enterprise SQL databases, but also more modern NoSQL and distributed database platforms. With NVMe flash, it is not possible to level out utilisation across an entire infrastructure, and this can result in NVMe capacity and performance waste. However, NVMesh addresses this limitation through 'Elastic NVMe', a distributed block layer which allows any application to utilise pooled NVMe storage devices across a network at local speeds and latencies. Distributed NVMe storage resources are pooled with the ability to create arbitrary, dynamic block volumes that can be utilised by any host running the NVMesh block client. These virtual volumes can be striped, mirrored or both while enjoying centralised management, monitoring and administration. By deploying NVMe in a distributed architecture like NVMesh, end users typically increase their utilisation from 25% to a highly impressive estimated 85% in early deployment, optimising the ROI of their NVMe investments. NVMesh gives customers full freedom in terms of architectural design. Applications benefit from the latency, throughput and IOPS of a local NVMe device, as well as centralised, redundant storage at the same time. NVMesh also enables ubiquitous volume attachment and allows users to mount databases and boot VMs on any server at any time. Deployed as a virtual, distributed non-volatile array, Excelero’s NVMesh supports both converged and disaggregated architectures. Excelero has forged successful partnerships with companies such as Boston Limited and Mellanox, which simplifies the implementation process for customers like teuto.

IT Security Project of the Year
Internal Segmentation and Perimeter Security & BC Solution Advatek UK Ltd

We have designed and deployed a state of the art security, networking and business continuity solution for a global construction company that operates in over 50 countries around the world. This was a 6-month project with a total value of £880k + VAT. The project has been a great success from the client’s perspective and it has been transformational for them as a business. • The solution is based on a full implementation of the Fortinet Security Fabric and includes a full re-design of their entire perimeter security network across all global offices • We have deployed 6 pairs of new high availability Fortinet Next Generation Firewalls. As well as providing resilience in terms of load balancing of Internet connectivity, the solution gives them a host of new security services including – Gateway Malware Protection / IPS / Application Control / Web Filtering / E Mail Security / Secure Remote Access etc • We have also replaced an out of date endpoint security solution with an integrated FortiClient Solution on over 1,200 machines forming part of the all-inclusive fabric • We have replaced an underperforming global MPLS network with a new secure SD WAN solution • We have deployed a new switching infrastructure for all global local networks based on a design that provides internal segmentation between VLANs as well as Users and Servers / Applications – all traffic flows are inspected for malware and intrusion detection. Any possible future outbreaks are limited to very small network segments • We have also deployed a state of the art global zero-day protection sandboxing solution using FortiSandbox which quarantines and executes any suspicious files in a safe environment before potential release. Again, this forms part of the security fabric • We have provided new switching throughout their 3-global data centre to provide a faster and more reliable back bone. • We have implemented Multi Factor Authentication using SafeNet’s Cloud based SAS solution reducing risks around their user’s credentials being compromised • We have provided a redesign of all their virtual platforms • We have deployed Veeam Backup and Replication within their 3 global datacentres following the 3-2-1 rule for data integrity, giving them greater ability to recover from any potential outages with in a very short time frame • All backups are stored on local hardware deduplication devices and are off sited to the Advatek Cloud for safety • We are also providing cloud-based DR as a service to give them an alternative infrastructure to restore to in the event of a global disaster • As you can see it’s a very comprehensive solution and it supported as part of a managed service from Advatek - They receive monthly reports which cover key areas of their IT environment. With network analysers they can now see detailed information about resource usage, threats and vulnerabilities as well as many other pieces of information which they previously never had access to • We are following ITIL standards with change control being a key strategy going forward to reduce unnecessary changes to the system. Why are Advatek different - Why would a client buy a certain service from us over a competitor? the answer for us is simple – We have huge amounts of credibility and knowledge around security but more importantly it’s about Passion for Excellence, going beyond what a client expects of us and taking an approach that is 100% centric around them. We hope that you will consider this request favourably!

RiskIQ: unprecedented insight and response to external threats RiskIQ

With 75 percent of attacks originating outside the firewall, RiskIQ’s digital threat management solutions give organisations an unprecedented overview of their assets, in order to manage the risks naturally associated with digital channels and boost protection across all digital touch-points. RiskIQ’s unique capabilities have gained prolific attention throughout 2018, as they enabled its researchers to trace various data breaches back to specific malicious actors. For example, RiskIQ linked credit-card skimming group Magecart to some of the most high-profile breaches of the year, including the British Airways customer data breach in September and the Ticketmaster breach in July, demonstrating the company’s advanced processes in its field. Taking back control As organisations across all sectors expand their presence across web, social, and mobile, this brings them extended reach, lower costs and for smaller organisations, levelling the playing field against bigger competitors. However, it also brings new security challenges, with threat actors using the digital presence of an organisation – such as its brand name, domains and web properties, product names, executives' social presence, and mobile apps – to target the organisation's digital infrastructure, its customers and employees. RiskIQ’s Digital Threat Management (DTM) platform provides the most comprehensive discovery, intelligence, and mitigation of threats associated with an organisation’s digital presence available on the market. With RiskIQ, organisations can take charge of their digital presence, to understand their digital attack surface, expedite investigations, assess risk, and take actions to protect their business, brand, and customers from external threats. The platform combines advanced internet reconnaissance and analytics to provide unified insight and control for exploits, attacks, and adversaries across web, social, and mobile channels. Beyond superior intelligence, RiskIQ’s SaaS-based solution suite allows different security teams to more efficiently identify, triage, monitor, and resolve exposures outside the firewall—taking advantage of greater collaboration, automation, and integration. A unique approach While threat intelligence feeds can enrich internal event data, organisations need an end-to-end approach offering a more systematic, automated means to efficiently discover, triage, respond, and pre-empt external digital threats. RiskIQ is the leader in digital threat management because its solutions combine advanced internet reconnaissance and analytics, an integrated tool set, and interoperability to automate insight, collaboration and mitigation to address this gap in digital protection – packaged in a SaaS application suite that optimises different tasks across security teams. The RiskIQ DTM platform offers considerable advantages over amassing multiple stand-alone tools and data with limited digital channel threat breadth, depth, and functionality. The platform gives organisations an unmatched ability to: Capture: The RiskIQ DTM platform captures massive amounts of detailed public internet data using RiskIQ’s advanced internet reconnaissance. This is a unique combination of its global proxy network, web crawlers with virtual user emulation, and collector and sensor technologies, to capture session details, content, relationships, and what’s happening under the hood in the browser to provide cross-channel intelligence. Analyse: RiskIQ continuously analyses the data using correlation and data science – applying advanced algorithms that leverage big data, customer usage, and attack activity. In addition, RiskIQ research analysts incorporate newly identified exploits and attack vectors to further enhance analytics. This proactive and streamlined approach gives RiskIQ users an unprecedented ability to identify and monitor new and active threat activities, adversaries, and their infrastructure, expedite investigations and uncover exploits and attackers. Furthermore, PII/GDPR analytics allows RiskIQ to actively identify, assess, and monitor web assets collecting personal data. Curate: Customers benefit from the curation of derived data sets that are the result of advanced analytics applied to the standard data to yield derived IP reputation, phishing, zero-day attack, online scam, domain infringement, malware, and other compiled lists. RiskIQ constantly adds terabytes of normalised data to its Internet Data Intelligence Warehouse, comprised of organised and cross-correlated standard internet data sets and derived data sets. Manage: RiskIQ gives customers the ability to control their data monitoring through features such as project management, activity monitoring, and alerting. Ready-built integrations and rich API brings data and insights into existing portfolios allowing for interoperability with popular security tools. Organisations can automate diverse investigation and mitigation processes. The system also offers end-to-end threat mitigation workflow and proactive blocking. Proven protection RiskIQ’s solutions are easy to deploy, have broad application, and yield accelerated time to value for customers. Beyond protection, RiskIQ provides added value across the organisation, including compliance with data privacy regulations (GDPR/POPI), risk scoring, and benchmarking. As a result, RiskIQ has been chosen by more than 40,000 security analysts and over 250 enterprises around the world, including some of the world’s largest brands such as Amazon, Facebook, Disney and American Express. One such organisation is Standard Bank Group, the largest African banking group by assets, offering a full range of banking and related financial services. With a heritage of over 150 years, they have a presence in 20 countries across the African continent, as well as in other selected emerging markets, and is committed to creating a fully digital bank across all of these geographies. Standard Bank’s digital journey significantly increased their online presence across web, mobile, and social channels. As with many financial organisations, protection against brand infringement, cyber-crime, and web-based attacks is a top priority. The pace of change and digital development programs running across multiple countries created a challenge for the central security team, as they lacked the visibility needed to bring all digital assets under the scope of their security program. Another problem was related to legitimate mobile applications published in the primary app stores being copied and published through secondary and affiliate app stores. These copies could be modified to be malicious, leading to brand and customer impact. The security team was looking for a solution that could automate the discovery and threat analysis of their full digital presence, to replace existing manual processes. Standard Bank selected RiskIQ as their digital threat management partner, for its ability to continuously scour the web to discover new and updated digital assets, based on attributes like IP range and name and brand recognition. The bank was also impressed with its capability to provide in-depth information about those assets and highlight potential risks. The Standard Bank security team uses this information to get central visibility of digital assets and ensure compliance with corporate standards, wherever the site is hosted, and to gain a view of new re-directions and other elements appearing on web-page links that might be an indication of compromise. The security team has also used RiskIQ’s intelligence to clean up domain and certificate registrations including standardising contact details across registrations, ensuring that key communications such as renewal notices are not missed. They have also been able to identify and update older untrusted certificates across their web estate. To uncover threats to their mobile apps, the team uses RiskIQ intelligence to track where apps are published and request the removal of apps that end up in unauthorised stores. They are also able to identify and track mobile apps not owned by them that leverage their brands and issue take-down requests where the risk is unacceptable. Standard Bank can now also identify newly registered domains that infringe on their brand and which could potentially be used for typo-squatting or phishing campaigns. In conjunction with the marketing team, the security team have recently started monitoring their social media accounts including corporate accounts, brand accounts, and the social profiles of key executives. Fake social accounts are often used in phishing and credential-harvesting campaigns and can affect user trust and brand perception. Using RiskIQ solutions, the Standard Bank security team has gained visibility of its digital presence across web, mobile, and social channels and can work with the business to proactively address areas of weakness. “The intelligence provided by RiskIQ has enabled visibility and collaboration between our central and decentralised teams to continually improve our security posture and protect the bank and our customers from cyber threats,” said Robin Barnwell, Head: PBB IT Security. “RiskIQ has now become the CMDB (configuration management database) for our Digital Footprint assets.” To summarise, RiskIQ has provided Standard Banking Group with: • Automatic discovery and analysis of new and changed online assets • Central visibility of digital assets to detect possible indicators of compromise • Continuous monitoring of suspicious domains • Discovery and scanning of mobile applications across 180+ app stores The leader in digital threat management Ultimately, today’s diverse cyber threats place an enormous burden on information security organisations. With RiskIQ’s digital threat management capabilities, organisations can address and mitigate a number of key challenges they currently face, namely - how compliant and susceptible are their internet-facing assets and digital brand; how do external exploits and attackers infrastructure relate to internally discovered suspicious activity; what and how are cyber threats attacking their business; how to manage the risk and take down the threat, and whether entities are abusing their brand and customers.

One Identity Helps Cure Legacy Access Management Problems for B. Braun One Identity

One Identity Helps Cure Legacy Access Management Problems for B. Braun Healthcare solutions provider automates IAM in hybrid IT environment for improved security and compliance One Identity is helping B. Braun, one of the world's leading providers of healthcare products, support its digital transformation efforts and get identity and access management (IAM) to corporate networks and data right. Using One Identity Manager and associated services, B. Braun has improved security with automated account provisioning and deactivation as well as enhanced protection of company data in its hybrid environment. With a constantly evolving employee landscape -- including job role changes, employees and contractors leaving and starting at the company-- B. Braun needed to increase security, guarantee compliance, and control access to company systems and data across an IT environment that included both on-premise systems as well as many cloud-based systems and services. This state of flux is a challenge for IT teams, responsible for managing access to company systems and keeping corporate data safe. The firm has more than 61,000 employees worldwide — all of whom have user accounts and associated access that need to be carefully managed. "Overall, there was too much risk of unauthorised data access and therefore a failure to comply with data security regulations,” explained Andreas Mueller, IT project manager at B. Braun. "We were also moving some of our IT to the cloud, so we needed a solution that could talk to our on-premise infrastructure and cloud services such as Office 365.” The company completed a successful proof of concept of One Identity Manager, followed by implementation specific to the unique needs of the global organisation. “Identity Manager delivered all the features we wanted, including cloud connectivity," said Mueller. "What’s more, One Identity offered to support a POC that integrated with our internal infrastructure. No other provider would go this far.” “For a project of this importance, we wanted to work with a services team because we didn’t have the skills in-house. We looked at several offers, but the proposal from One Identity gave us the most confidence. Its personnel were highly experienced in this kind of implementation,” he continued. B. Braun realised that access needs to be correct in order to reduce risk and protect company data. Today, the Identity Manager solution securing B. Braun’s internal systems and users is about to go live for personnel in Germany and Switzerland. In the coming months, it will be rolled out worldwide. "All the right people have access to what they need now that account creation and termination are automated with Identity Manager," explained Mueller. "There's complete transparency and greater protection of company data. Everyone knows the position of their requests within the workflow at any given time. There is also less chance of errors." Looking ahead, B. Braun plans to enhance its password management program with the support of One Identity. “Step by step, we’re getting our identity and access management right with One Identity. That’s great news for the company and our staff,” Mueller said. About One Identity One Identity, a Quest Software business, helps organizations get identity and access management (IAM) right. With a unique combination of offerings including a portfolio of identity governance, access management and privileged management, and identity as a service that help organizations reach their full potential, unimpeded by security yet safeguarded against threats. One Identity has proven to be a company unequalled in its commitment to its customers' long-term IAM success. More than 7,500 customers worldwide depend on One Identity solutions to manage more than 125 million identities, enhancing their agility and efficiency while securing access to their data -- wherever it might reside. For more information, visit https://www.oneidentity.com/.

IT Security Project Mobliciti

A 3,000-employee Legal Firm was one such firm who has implemented a fully managed, privately hosted Identity & Access Management (I&AM) service via Mobliciti. The 3-year contract is delivered using SecureAuth’s Award Winning Adaptive Authentication Technology. The software was implemented to protect access to sensitive staff and client data as part of their roll out of Microsoft Office 365 to employees and in the future, to their clients. As one of only seven Elite SecureAuth partners globally, Mobliciti is the only UK partner authorised and qualified to deliver their authentication platform. Its unique adaptive authentication performs several ‘digital’ background checks including device and location to validate a user only challenging for verification when a potential risk is detected. The net result was a seamless user experience whilst at the same time vastly increasing the security of the Microsoft Cloud service. As well as security gains, the software removes the ‘barriers’ of token and password-based methods, by utilising device recognition software thus lawyers and clients get access to critical information quicker saving significant time and money and improving client engagement. The Legal Firm wanted to deploy Microsoft Office 365 to allow for greater working flexibility and a reduction in ‘on-premise’ infrastructure and storage. However, having assessed the solutions available within Microsoft’s product suite to authenticate users, the Legal Firm decided to evaluate alternative solutions to improve security and ensure their mobile experience was seamless. Another factor they had to consider was ensuring that the impact on internal resources and internal infrastructure requirements was kept to a minimum. Furthermore, with General Data Protection Regulation (GDPR), the Legal Firm needed to ensure security around access to their client data was protected from unauthorised access without increasing their internal IT workload. As Mobliciti has a strong pedigree within the legal sector, having delivered Identity & Access Management services to other legal and highly security conscious financial firms, including a 25,000-user managed service for leading building society, Mobliciti offered a compelling proposition. It was decided that we would specifically build a fully managed and privately hosted service for the Legal Firm, allowing them to enjoy the flexibility and commercial benefits of a public Cloud service but with the control and security of an ‘on-premise’ delivery. The delivery would have a 0% footprint meaning that no new infrastructure needed to be deployed within their network in order to minimise the support and training impact on internal teams that would be normally associated with adopting a new technology. Initially a Statement of Work (SoW) was created to document the details of how the system would be implemented and work for users, from SoW sign off to completion, the entire managed service implementation took approximately 4 weeks to complete. This included working with the Legal Firm Project team to fully customise a secure user workflow to fit with their needs. The Legal Firm Project team required that only authorised devices could access corporate data and so device fingerprint was the only second-factor authentication to be enabled. This involved some additional configuration and a customised workflow including multiple checks. These were configured based on items required from the design discussions with Mobliciti Pre-Sales and the Legal Firm project team, the requirements were then set, and we used complex configuration to meet them. The full product could not be implemented as expected until their Mobile Device Management (MDM) software implementation was finished, this was being completed by another supplier, so we put in an interim security step. Without the current MDM solution, they couldn’t enforce a trusted mobile device, so we added a workaround to check for device fingerprint and known the Legal Firm network egress IP’s, with a remediation flow if one of these is missing. We enable two SecureAuth servers which are domain joined to allow internally connected (trusted) devices to utilise Kerberos Single Sign On (SSO). The domain joined machines use a secure VPN for connectivity between Mobliciti’s Data Centre and the Legal Firm network. During implementation we worked with their 3rd-party providers to ensure secure communications between datacentres and testing for O365 realms to ensure a seamless, secure changeover to the service. There were the usual problems when integrating with an outside network. We were able to work through these all swiftly and correctly as they arose by utilising our step-by-step troubleshooting process. The team did not require any formal training as they don’t access the admin user interface of SecureAuth but if they did, they have a dedicated Technical Account Manager who is available for technical escalations and any training needs requested by the customer. The service has now been live for 6 months, and only authorised staff and fee earners have been able to access the systems. The service has increased their security over what was initially in place to include: • Adaptive Authentication - provides world-class security without impacting usability. Risk checks are done without users even being aware of it — and multi-factor authentication is applied only if risks are detected. This have benefited the Legal Firm by ensuring lawyers spend less time accessing client and corporate information thus saving time and money. • IP geo location - this is the ability to determine the physical location of the device that’s being used by someone, thus allowing the Legal Firm to implement policies which only allow access from specific countries and exclude all others. • IP restrictions – the ability to create an approved list of IP addresses that can access the resource without a device fingerprint. This gives them enhanced protection against known malicious IP addresses, the Legal Firm have further increased their protection by blocking connections for devices without a valid device fingerprint, unless they are from their Internal networks and the Legal Firm Wi-Fi. These devices are then also checked to ensure they haven’t been compromised by utilising Geo location. Customer testimonial video: https://www.youtube.com/watch?v=Z1VlpvgUVSM

Digitalisation Project of the Year
Amido Amido

We began working with a global media and entertainment company who were struggling to monitor clients’ promotional campaigns across several platforms and stations. This labour-intensive task was proving time consuming, taking the commercial teams away from their preferred role of brokering more campaigns. Prior to building its unique and innovative ‘FreQ’ [pronounced free-q] product with Amido, commercial teams were manually listening back to each show to record the mentions within the duration of the presenter’s air-time – a time ranging between an hour to three/four hours. Once all the mentions were logged, they cut and pulled each of these clips into an audio-file so that the client could listen to the campaign. In addition, the commercial team would need to offset these mentions against other factors, such as peak hour listening numbers, ensuring that the client’s promotional targets were hit as well as the ROI. This pain-staking task was supremely vital to the commercial arm of the business in order to maintain client relations and secure further business ventures. However it proved to be a financial burden within the organisation as the team used valuable business time completing administrative work. As an innovative media company, this radio station had a strong vision to digitally transform its processes from a simple log, record and search of each broadcasted show to a more search-friendly platform that is easily managed, uses less storage and, most importantly, is cost and time effective. However, given the myriad of software solutions available, the company needed to ensure that it was not being tied into one specific vendor. By consulting with the platform and vendor agnostic cloud consultancy Amido, the radio station used its in-house talents and married them with the specialist know-how of the Amido team in order to build a whole new software solution, by ‘stitching’ together a number of excellent software products and hosting it on AWS. Amido advised using VoiceBase, an innovative speech-to-text service. It utilises its own proprietary speech engine technology to deliver industry leading accuracy, with the fastest turnaround time and at a low price. Coupling that with AWS’ own Elasticsearch Service made it easy to deploy, operate, and scale Elasticsearch for log analytics, full text search, application monitoring, and more. As a result of pulling together these two products the team named the product ‘FreQ’ (short for ‘frequency’), which is the in-house name used by the employees using the service. For each show transcribed by VoiceBase, Elasticsearch enabled users to query the converted audio-to-text and then refer it back to the audio snippets. And by using a simple front-end design, users can search for audio, verify by listening and reading the text transcript and then download it to send to the client. As an added bonus following the success of ‘FreQ’, presenters and producers are now using the service to review what’s been said on air and to discuss show performance and content. The solution has more than halved the work required by their teams to search and compile promotional audio content examples for their clients; a massive improvement which allows their sales teams to focus on more value- add commercial opportunities.

MapR data platform for the Edwards 'Industry 4.0' smart connected portfolio MapR

Edwards Ltd., a world leader in vacuum and abatement solutions, is using the MapR Data Platform to develop semiconductor industry solutions to analyse data from its equipment within customer sites to deliver predictive maintenance and near real-time anomaly detection as part of a major step towards an Industry 4.0 based smart connected portfolio. Edwards is a leading developer and manufacturer of sophisticated vacuum products, abatement solutions, integrated solutions and related value-added services. Edwards products are critical sub-systems to manufacturing processes for semiconductors, flat panel displays, LEDs and solar cells; are used within an increasingly diverse range of processes. Edwards maintains 30 international sites, employing over 4200 staff serving all major global semiconductor manufacturing customers. How does the product or process break with conventional ideas or processes in its field? MapR provided a core technology in a major shift for Edwards that embraces real-time data analysis from its equipment to help its customers improve quality and yields in vacuum-intense semiconductor manufacturing processes. As David Hacker, Strategic Marketing Manager for Edwards explains, “The manufacturing of modern semiconductors include up to 1000 process steps with a significant and increasing proportion requiring vacuum and abatement systems and a typical plant may have Edwards assets measured in the 1,000’s as critical sub-systems for these processes. “Our vision is to have all of these assets delivering near real-time information on their performance and the detection of anomalies that may occur with a deeper level of scrutiny. This allows us to create more evidence based, relevant information on quality of vacuum service to enhance the knowledge provided to customers so that they can quickly adapt to any situation to deliver more efficiency and better quality of process outcomes. Along with this, the data will enable increased and predictable overall equipment availability along with “adaptive triggers” for scheduled maintenance.” How does it go beyond marginal improvements on something that already exists? Edwards chose MapR to enable the capture and processing of diverse data from a wide range of sources that is instrumental in helping it build the machine learning models that will underpin many of these smarter systems. “Our current and medium term aim is to include sensor data to enhance the intrinsic Edwards asset data and to be able to make this service available to other critical sub-system providers to create a more granular and broader understanding of the environment that will ultimately lead to adaptive control based on data analytics,” says Hacker. “We have chosen MapR following a standard due-diligence method and the experience of the openness of MapR in providing open exposure of their customers to us and thus permitting us to form a preview of what it will be like to work with MapR,” says Hacker, “As our industry sector is still largely focused on-premise solutions for its’ data, the ability to deliver on premise, hybrid and cloud implementations that all have an intrinsic and universal security model offers us a seamless future migration as and when this industry sector opens up to that transition.” “Our immediate needs also include the potential to interface seamlessly to other platforms within our customers’ sites so MapR’s provision of comprehensive API’s is vital, but this is also important for us internally as we need to vertically integrate to Edwards enterprise resource planning and other related digital services, ” Hacker adds. How do customers benefit from the product / process or innovation? The first deployment of the MapR platform is currently underway in a joint project between Edwards and Fraunhofer-Gesellschaft, in a cooperation that involves research, development and evaluation of specific sensor and IoT technologies, with the aim of generating and securing high-quality data to feed advanced analytics. Key is the research on the correlation between process and pump behaviour to be piloted in the semiconductor cleanroom environment of Fraunhofer EMFT with a key role played by this new technology stack based on the MapR Data Platform. Novel Machine Learning techniques will be used to detect anomalies in sensor data. For this purpose, data fusion of several sensor data for combination and pattern recognition, as well as algorithms for detection of specific states of instability are needed. The aim is to improve the process of predictive maintenance by exploring new machine learning algorithms fed with sensor data from above and below the cleanroom floor, to predict future performance and anomalies. A secure connection will be implemented to allow data, machine learning models and equipment status to be exchanged in real-time between secure locations: on premise at the Fraunhofer EMFT CMOS line, and remote in the cloud or Edwards HQ. As well as reducing response time for service, this simplifies analytical model development and deployment. The aim is to demonstrate a new reference architecture, consistent with the principles of RAMI 4.0, but tailored to meet the challenging demands for data and IP security imposed by the semiconductor manufacturing sector. Additional insights into the project are available here: https://diginomica.com/2018/08/09/ab-fab-edwards-turns-to-hadoop-in-push-for-smarter-semiconductor-factories/

Digitalisation Project of the Year Cleverbridge

Category: Digitalisation Project of the Year In today’s digital world, B2B companies must now compete with the online buying experience provided by B2C companies. Organisations such as Amazon and Apple have changed and simplified the consumer buying process, offering complete ease around transaction fulfilment. One effect of these developments is that business buyers want the same experience. They want to interact with intuitive sites that deliver a seamless buying journey, regardless of device, currency and methods of payment. Companies that can’t provide such an experience risk losing buyers and renewing customers. However, providing this consumer-like experience can be a challenge, particularly when you consider the complexities that exist throughout the B2C buying process. Delivering a seamless experience involves the coming together of a lot of moving parts, and the centralising and analysis of numerous data points from across the enterprise. As such, businesses are always looking for ways to optimise and strengthen the customer buying process. Shortening sales cycles with digital Configure Price Quote (CPQ) For B2B sellers, shortening the sales process and buying cycle is vital to increasing revenue. In other words, the shorter and less complex the quote-to-cart process, the more sales you’ll make. However, many continue to rely on inefficient processes. Quotes are calculated and delivered manually, which not only takes time, but is susceptible to error. When the quoting process isn’t smooth, it can create delays down the line and, at worst, it can deter prospects from buying. Companies, therefore, need to digitise the quote-to-cart process and cleverbridge is empowering them with the capabilities and expertise. Its years of experience of enabling companies to make use of advanced digital offerings means it understands how organisations can optimise their processes to drive the most from online customer bases. Its quote-to-cart functionality, for example, is a sales tool that enables a B2B seller to automate the sales and renewal process by quickly providing a cost estimate based on a set of rules according to a prospect’s specific needs. It ensures the delivery of real-time accurate up-front quotes, which can even consider volume-based discounts, add-ons and additional features. Moreover, it allows for quick amendments should customers change their mind about certain specifications. There’s no hassle and no need to create another quote. Quotes are always delivered in the prospects preferred channels and inclusive of the methods that they will want to use to complete the purchase. Upselling also becomes a more straightforward process with cleverbridge’s quote-to-cart functionality too. Traditionally, upselling would involve the initial quoting, constant maintaining and education of the relationship, and then the recommendation and selling. It was a resource-heavy process that often wouldn’t deliver a positive enough ROI. cleverbridge offers a nimbler approach. The process is largely automated, allowing for a shorter feedback loop making it easier to converse around new products and upgrades. The speed with which businesses can act increase their ability to benefit from customers’ and prospects’ interest, no matter how small. Keeping customers on-board Once you’ve got customers signed up, keeping them signed up is the next challenge. Customer churn is an issue that all businesses face and there’s two types: • Involuntary – customer wants the product / service but it isn’t delivered. Could be expired cards, incorrect information or lack of availability, etc. • Voluntary – customer no longer wants the offering and cancels. cleverbridge provides its customers with sophisticated renewal automation and revenue retention capabilities. The cleverbridge Subscription Commerce Platform identifies when information for a customer card on file requires updating and flags them. Once updated, the account is automatically billed and renewed. It also automatically retries declined payments after a few days. Customers may have simply exceeded their credit limit and require a small period of time to fall back below it. For customers that need to update their payment details, the cleverbridge platform automatically messages them via email or in-app functionality. Automation will not be able to retain all customers and it’s natural for some to want to end relationships. To help win them back, cleverbridge delivers automated ‘winback’ campaigns that encourage lapsed customers to reactivate their subscriptions. These messages contain simple one-click reactivation links which makes it simple for customers to act. Why cleverbridge With decades of global ecommerce experience, cleverbridge empowers B2B software and SaaS companies to automate their sales processes. Its solutions are being used by globally recognised brands – including Dell, Malwarebytes and Acronis – to deliver a consumer-like buying experience, reduce acquisition and retention costs, and increase efficiency. cleverbridge’s full-stack subscription commerce solution and ready-to-use connectors enable businesses to quickly sync data across numerous enterprise applications, and convert manual, time-consuming customer order and renewal processes into a cost-efficient, self-service channel. With cleverbridge’s quote-to-cart functionality, including its CPQ expertise, businesses are able to automate the low-value, high-velocity order and renewal processes, freeing up sales teams to focus on selling higher-margin and value-added services. cleverbridge in action SmartBear Software is a leading developer of automation, development and monitoring tools that help developers build better software and applications. More than 6 million software professionals and 25,000 organisations in 194 countries use SmartBear products to build and deliver some of the world’s best applications. Its software quality tools assist with code review, functional and load testing, and API readiness, as well as performance monitoring of modern applications. Although the company built a significant customer base on its in-house ecommerce platform, SmartBear eventually looked to outsource its ecommerce to a solution with features and functionality beyond its current capabilities. Outsourcing would also allow SmartBear to focus valuable development resources on advancing its own product line. Additionally, it needed a provider that would act as its merchant of record — to process payments, manage global taxation, maintain PCI compliance, etc. — as well as deliver ongoing consultation to improve online sales. Automating customer quotes cleverbridge automates the quote-to-cart process and empowers Smartbear’s business customers to configure their own orders in real-time. With accurate pricing, it generates a quote to match specific requirements which can then be progressed to complete purchase all in the same process flow. Furthermore, price fluctuations, customer-specific pricing, volume discounts, and complexly configured products are all factored into a time-sensitive, quote-to-order process for sales representatives. The cleverbridge platform itself isn’t a one-size-fits-all offering either. Working closely with the SmartBear team, cleverbridge designed and developed a bespoke CPQ process, enabling SmartBear’s sales team to generate, issue and process instant customised customer price quotes while incorporating pricing and discounting rules. Streamlining customer renewals The deployment has now been active for 1.5 years and has seen the nature of the relationship change. While at first SmartBear simply used cleverbridge to drive online sales, it now also relies on it to increase its product renewal rates. Previously managed via manual purchase orders, cleverbridge is compatible with SmartBear’s Salesforce platform which adds automation to the process. Rather than having to email back and forth with the customer around renewal time, the sales team simply uses cleverbridge to generate a link which can be sent directly through Salesforce to the customer for simple renewal. This saves a great deal of time and effort – allowing the sales team to focus on customer acquisitions and relationship-building – and ensures the process is smooth for the customer – making it more likely that they will renew. cleverbridge delivering results The cleverbridge platform is integrated fully with SmartBear’s Salesforce, meaning the CPQ process accepts a variety of online and offline payment methods to meet the unique needs of business buyers, and sends notifications to sales representatives when a customer order is processed. Since implementing the quote-to-cart process, SmartBear customers that renewed without sales assistance increased by 20 percent, drastically reducing retention costs and increasing efficiency. On average, SmartBear saves 18 hours per month per sales representative, freeing up sales and renewal teams to focus on higher-margin solution selling and value-added services selling. Overall, SmartBear has grown its online sales by 400 percent and doubled its renewal sales via ecommerce. It’s completely frictionless and ensures customers experience the consumer-like buying process they now expect. Customer testimonials “cleverbridge not only met our unique ecommerce requirements, but its in-depth technical expertise, scalable infrastructure and robust set of APIs enabled a full integration with our business systems. We’re all about connected systems, and with cleverbridge’s API functionality we’re not only able to able customise our system, but scale as we continue to grow.” – Jim Schuchart, Vice President, SmartBear Software “In my opinion, cleverbridge is, hands down, the best billing platform in the market” – Robert Pinkas, VP of Sales & Marketing, Lamantine Software “With cleverbridge, we had access to a wealth of features, right out of the box. Its architecture means faster response, including page load time and cart execution, all over the world. Its customer service model gives us professional services when and where we need them. It's a great platform” – Mark Dykstra, Senior Manager of Internet Marketing, Dell “As we transitioned from a perpetual license model to subscriptions, we realised how truly robust the cleverbridge platform really is” – Marcin Kleczynski, CEO, Malwarebytes

Node4 Node4

Node4, a cloud, data centre and communications management company, offers a range of products and services as a managed services provider (MSP), including colocation, managed hosting, cloud infrastructure and associated services. The company owns three UK data centres, including full ownership of the infrastructure and operating systems, ensuring that customers receive the highest level of care and commitment, as well as benefitting from a cloud infrastructure platform that has been built and designed uniquely by Node4. The company’s recent upgrade to using innovative dense wavelength division multiplexing (DWDM) technology and its openly flexible private cloud platform together provide customers with fully hybrid business solutions that are faster and more efficient than ever before. A further investment of approximately £1 million across three new customer-facing systems, including ServiceNow, also demonstrates Node4’s dedication to its customers. One customer that has recently benefitted from the services in Node4’s MSP offering is Forest Holidays, a luxury woodland holiday provider in the UK. The company needed a new MSP to help with its plans to double in size by 2020, and Node4 was the perfect provider to move to. Please find further information about this customer case study in the attached document. Node4 is a cloud, data centre and communications management company that has grown to be one of the UK’s most innovative cloud providers with a current turnover of £40m. Originally providing infrastructure as a Cisco partner, Node4 now offers a range of products and services, including colocation, managed hosting, cloud infrastructure, and hosted unified communications. Node4’s UK data centres Node4 owns three UK data centres, with wholly owned infrastructure and operating systems. Uniquely for an MSP, Node4 is therefore able to manage every service from beginning to end, all from the security of its own data centres. This also ensures that Node4 is not reliant on third party companies to deliver any services to its customers – everything is within the company’s own control. Its innovative systems include a cloud infrastructure platform designed and built by Node4, meaning customers benefit from virtualisation, storage, and backup platforms, all with enterprise grade resiliency, redundancy and reliability. The location of these centres is also advantageous – based in the UK, Node4 is able to offer excellent data speeds, enabling customers’ infrastructure to function quicker, and it also helps meet requirements of the new GDPR. Customers can be confident that Node4 is complying with this new regulation, along with multiple others covering a variety of industries, including healthcare and finance. Node4’s data centres are connected using its national fibre network, which was recently upgraded with a multi-million-pound installation of dense wavelength division multiplexing (DWDM). With this technology, data from different sources is combined onto one optical fibre, but each signal remains distinct on its own light wavelength. This allows for up to 80 wavelengths – and therefore 80 individual data channels – to be transmitted on a single optical fibre, hugely increasing efficiency in comparison with MSPs that have yet to adopt the DWDM technology. Node4’s cloud platform Node4 breaks conventions through providing cloud services to customers that would have often previously only worked with on-premise systems. For cloud transformation journeys, Node4’s ownership of the service level agreements (SLAs) and end-to-end infrastructure is powerful; it gives partners and customers control, visibility, and better service levels. With Node4, customers can utilise colocation or convert to a hybrid cloud environment, all with the required backup and disaster recovery. Using the Node4 network can also allow customers to extend out to the public cloud, helping to complete the journey to Office 365, Azure or AWS, for example. The company’s wholly owned services gateway enables the entire digital transformation journey, from traditional on-prem through to the public cloud. Customer experience Node4 recognises the need for intimacy with customers of every size and maintains a high level of expertise to position its staff as trusted advisors, fitting solutions to each individual customer. A significant investment of circa £1 million across three new customer-facing systems – Service Now, Science Logic and Pager to Duty – also demonstrates Node4’s customer dedication. As a result of this, Node4 holds a Net Promoter Score (NPS) of +42 (up +3 from FY 2017-18). NPS measures customer satisfaction and can be used to predict business growth. With a minimum of -100 and a maximum of +100, Node4’s score of +42 emphasises the loyalty and good experience of its customers. One such customer that has recently benefitted from Node4’s excellent services and products is Forest Holidays, a company offering woodland holidays across ten exclusive UK locations. The company required an MSP to optimise its customer service and engagement as well as to help generate further revenue through providing the ability to scale, and chose Node4 resolve this.

Digitalisation Project of the Year Runecast Solutions

Runecast is an innovative provider of patent pending actionable predictive analytics for VMware vSphere environments. Runecast Analyzer provides software-defined expertise to mitigate service outages, increase security and compliance and reduce time in troubleshooting. Runecast Analyzer is deployed in VMware environments across the globe within enterprise and SME customers. Runecast Analyzer comes in a single virtual appliance and doesn’t add any tangible overhead to the vSphere environment. It analyzes vSphere logs in real time and performs complex configuration analysis in a matter of seconds or up to a couple of minutes. It can perform hundreds of thousands of checks in less than a minute. Runecast Analyzer is a simplistic but very powerful solution. From a single dashboard you can connect all your vCenters to a single Runecast Analyzer appliance and take proactive control of your environment. Renowned VMware blogger, Alan Renouf posted about Runecast Analyzer: “Whilst I ran the app in my home lab to try it out, even there I found misconfiguration issues and missing patches. In a corporate environment where human error and misconfiguration accounts for a large number of issues I would strongly recommend checking out this appliance and ensuring your virtual environment is running at peak performance.” You can read the full blog here: http://www.virtu-al.net/2017/05/23/ensuring-peak-configuration-vsphere-runecast/ One of our customers, Indonesian Cloud, comments about Runecast Analyzer highlights how it excels in terms of performance: “When we started testing Runecast Analyzer, I was amazed by the number of issues we were able to find and resolve in a very short time. The report showed us where the issues were, how to fix them and even prioritized them in an easy to understand form. For example, the issue described in KB1027511 was detected on a number of Linux virtual machines. We could then quickly remediate it and easily improve the network performance a big number of VMs,” commented Mr. Kertadjaja, Chief Operations Officer, Indonesian Cloud. Having attended VMworld since 2015, when we launched Runecast Analyzer, the reception to our solutions has continued to grow exponentially. From a few hundred leads, to thousands of leads last year, there is a clear demand for our solution. Our customers buy Runecast Analyzer for the main functionality of checking their environment against the VMware KB. However, many are also impressed by the security features within the product, helping them to remain compliant with ever increasing audits in many enterprise organizations. Most fault resolution softwares require an impact to production before any action can be taken. A server must fail or an application’s performance must degrade before any action is taken. These failures have significant cost to businesses, with some outages costing millions of dollars. This point strikes at the heart of why Runecast was created. Runecast analyzer is a simplistic and innovative solution to a highly complex set of issues for admins controlling and running VMware environments. It brings the unheard simplicity of maintaining environments trouble-free and saves hundred of hours spent on troubleshooting.

Cloud Project of the Year
A10 THUNDER ADC ENABLES IMPROVED PROXY SERVER PERFORMANCE GIVING CLOUD SERVICE USERS A COMFORTABLE USAGE ENVIRONMENT A10 Networks

The issue facing A10 customer SoftBank was that a surge in the use of cloud applications by their customers meant that the performance of their cloud proxy was deteriorating at an alarming rate. To solve the issue they originally looked at mounting on individual SIs but this proofed to costly and not fast enough to solve their issues. This is where A10 Networks came in with our next-generation application delivery controller (ADC) called A10 Thunder ADC. This came mounted with advanced security functionality, such as Web Application Firewall (WAF) and DDoS protection. It can also be used as a cloud proxy solution that resolves issues arising from cloud application sessions. Overall it was a quick and inexpensive solution to SoftBank's issue and offered a significant contribution to the automation of complex setup changes through API connections. Mr. Someya of SoftBank's Cloud Engineering Control Department, ICT Innovation Division, was greatly impressed with A10 Networks solution. Not only with its functionality and performance but also the diligent support, such as a direct provision of setup information and know-how from A10 regarding traffic sorting to Office 365. He said: “We received specific setup examples, which we referred to while preparing and fine-tuning the environment. An engineer also provided careful support, and we appreciate it very much.”

Qudini Qudini

What is Qudini By offering a customer experience management cloud-based platform which is hardware, device and network agnostic, Qudini is able to increase revenues and reduce inefficiencies within their businesses through the use of our technology and offer a seamless transparent experience from walk-in to post-purchase. This is done through the use of our easy to manage virtual queue, appointment booking and event management software that enables retailers to be able to notify customers once a representative is available to speak with them in-store or to collect products at an allocated point in-store through a centralised platform. How we do it We enable our customers to strengthen their customer experience and increase footfall through offering: Appointment Booking, Queue Management, Event Management, Task Management, In-store Click and Collect, Request Assistance, Order Management and Business Intelligence. This enables them to engage and capture customers in-store and across channels, inform and retain footfall with personalised email, SMS, online messaging and in-store displays tailored to your brand. It also enables brands to manage the shop floor so staff can use any device to manage customers alongside resources and floor activities and analyse and improve operations through dashboard and email reports that provide insight into: customer turnout, time and motion, wait times, online engagement and more. Who we work with Qudini works with Tesco, Sainsbury's, Specsavers, Movistar O2, Télefónica global, John Lewis, IKEA, Airtel, Brown Thomas, London Metropolitan University, Dixons Carphone, Thomas Cook as well as the NHS and many of London’s hottest restaurant brands including: Honest Burgers, Hoppers, The Diner and many others. How we work with customers - NatWest As a business, Qudini has helped to become the first bank to trial new technology which enables customers to fit their banking needs around their busy schedules. The service has already been trialled in 51 branches across the United Kingdom, Isle of Man & Channel Islands and will look to be rolled-out over the coming year across the estate. The bank has partnered with Qudini to improve customer experience via this new software. The trial has already led to significant increases in the number of appointments being made across community banking, telephony and in-branch banking services. 70% increase in the number of Appointments for the NatWest Community Banker service Qudini’s Appointment Booking software, which was rolled out in January 2018, has led to a 70% increase in the number of appointments for the NatWest Community Banker service. Qudini enables NatWest community bankers to book appointments with their customers, who can then amend or cancel their appointment at any time using their mobile phone. Community Bankers NatWest uses Qudini Appointment Booking software to enable community bankers and branch colleagues to seamlessly schedule appointments for customers at a future date and location. Whilst the NatWest teams have access to an intuitive calendar interface where they can schedule and manage appointments alongside other activities. The increased appointment volumes, reduce number of no=shows and seamless to use software enables the community bankers and remote personal bankers to serve more customers and to undertake more tasks. 28% reduction in the number of missed appointments The bank also uses the software to support its telephony service, to provide NatWest customers with more flexibility and options to access the support they require when seeking advice for products such as loans and mortgages. This has led to more customers being served at a location and time which suits them best, be that utilising technology at home, or in branch and this has led to a 28% reduction in the number of missed appointments. 50% increase in mobile app downloads As part of a more digital conversation and process, NatWest colleagues are now able to encourage more customers to download the NatWest mobile app. Improved in-branch efficiency and resource allocation Qudini helps the branch team to know its customer volumes and staff activities in order to work more efficiently and to better allocate resources. improved Omni-channel journey using Qudini within its brand and across its Community and Video banker services enables NatWest to more seamlessly migrate customers to its other omni-channel offerings in order to increase its touchpoints within the bank branch and to ensure ultimate conversion. Testimonials: Commenting on the software, Annamaria Jatta, Innovations Lead, said: “Across our branch network, we have been working with Qudini to strengthen the customer experience to allow customers to bank at a time and location which best suits their hectic schedules. We have seen a significant increase in the number of customers being served in-branch alongside an increase in the number of appointments being made across our telephony and community banking services.” Since the introduction of Qudini software in branches, NatWest has been able to provide customers with live and accurate queuing times and advisor availability through a concierge service, enabling customers to bank at their convenience. Commenting on the success of the trial, Jatta highlighted: "Since the introduction of Qudini, the in-branch customer journey has completely transformed. At peak times, customers are able to leave the branch, continue their day and return when they are next in line to be served.” She also stated: “Working with Qudini has been excellent and straight-forward. We have a clear plan and we focus on testing, learning and improving customer experience together. Qudini are a great all-round company.” Michael Burrows, MD Personal Banking North and Telephony Service said: “Customers love the ability to book an appointment online and being kept up to date on that appointment via text message. This technology allows customers to work their banking needs around their day to day lives and busy schedules. We are helping more customers at first point of contact than ever before, which is great for customers and the Bank”. To watch our case study video, please visit - https://www.youtube.com/watch?v=Axcmcr_GUF4

Adaptive Insights Business Planning Cloud Adaptive Insights

Everyone in an enterprise plans. But in most enterprises, manual planning produces an ocean of individual, operational plans, with no ability to see the whole picture. As such, there is a need for all plans to come together in a single planning platform. Whether planning as a functional team—as in sales operations planning—or participating in finance-led corporate planning processes, active involvement and collaboration between people is critical for an effective planning process. As a pioneer in cloud planning, Adaptive Insights, a Workday company, is enabling companies to streamline their planning process and gain an accurate view of their business. Adaptive Insights Business Planning Cloud Adaptive Insights was built for the cloud from the beginning. As organisations increasingly need to integrate data from across the organisation to facilitate planning, the Adaptive Insights Business Planning Cloud provides a single, easy to use platform for both business and advanced finance power users. It easily integrates with leading ERP (enterprise resource planning), CRM (customer relationship management), general ledger, and HCM (human capital management) systems, and features open APIs (application programming interfaces) to let customers integrate any additional software. Launched in February 2018, Adaptive Insights Business Planning Cloud is less error prone, faster, and much more scalable than manual planning solutions, its SaaS (Software-as-a-Service) delivery model presents significant advantages over traditional business planning software. Key benefits include: • The easiest to use software, as ranked by customers and industry analysts, enabling a company-wide planning process with a single platform • An active planning process so that business planning is collaborative, comprehensive, and continuous–and gives customers the speed to plan continuously using data from all corners of their business. • Powerful planning that is fast, cutting planning cycle times by up to 70 percent. This reduces risk with always-fresh data, version-controlled plans, and driver-based models. It saves time planning with workflows that keep everyone on task and working collaboratively. • Interactive dashboards and built-in financial and sales intelligence, allowing for any user to create data visualisations and ad hoc reports with just one click • A board and external reporting capability that integrates planning and consolidation data directly with Excel, Word, and PowerPoint Now capable of handling complex, multi-dimensional models with millions of trillions of cells, rapid scenario planning, analytics and reporting, the Business Planning Cloud includes purpose-built domain intelligence to make it easier and faster for users to build functional models, rather than always having to start from scratch. In addition to purpose-built solutions for finance and sales planning, the platform also enables customers and partners to flexibly model virtually any kind of functional use, such as workforce capacity, marketing demand generation, and project-based planning. With a cloud-based planning system, business users can work the way they want to work on the web, in Excel, or on a mobile device. Planning that scales Planning systems have always had limitations. Yet, with business data nearly doubling every year and organisations wanting to involve more business users and functions in their planning, the gap between what planning systems offer and what businesses need continues to widen . As a result, a new generation of planning platform is required. In July 2018, Adaptive Insights announced advancements to it its Business Planning Cloud with its new patent-pending Elastic Hypercube Technology. Elastic Hypercube is the next-generation planning, reporting, and analytics engine that enables the Business Planning Cloud to automatically scale with the dynamic needs of businesses. This sophisticated, proprietary innovation represents a step-function advance in planning system architectures, enabling plans with virtually no limits—unlimited dimensions, dimension values, and numbers of scenarios to be created easily and calculated rapidly. Business Planning Cloud in practice The University of Edinburgh is one of the oldest universities in the English-speaking world, attracting students and visitors from around the globe. The Accommodation, Catering and Events (ACE) team offers accommodation to students at over 40 different locations, as well as provides bed and breakfast accommodation for the public at its hotels and apartments. The ACE department is also responsible for cafes and catering services, as well as conferences and events. ACE’s wide-ranging service portfolio makes its budgeting, forecasting and reporting complex. As these business processes grew, the team’s reliance on spreadsheets became unsustainable. “It was getting harder and harder to keep all our spreadsheets updated, and we were spending too much time updating and checking numbers,” said Judith Law, Head of Reporting and Analysis at ACE. “We needed Adaptive Insights to help us move faster and give operations teams more ownership of the numbers.” A smarter, more collaborative approach The finance and operations departments at ACE now use the Adaptive Insights Business Planning Cloud to jointly prepare annual budgets and monthly forecasts. When operations update their numbers, the consolidation and aggregation is automatic. This in turn gives finance more time for reporting and analysis on metrics such as CAPEX, room rates and occupancy. They can compare these KPIs year-on-year and benchmark performance against the wider industry, as well as gain insight into why one property may be performing better than another. In addition, the finance and operations departments now work more closely together to model different scenarios – something the Adaptive Insights Business Planning Cloud lets them do in an instant instead of the hours it would take using spreadsheets. “Our budgets and forecasts are more comprehensive, and we’re much more agile in response to change,” said Law. “For example, when the UK Apprenticeship Levy was brought in last year, we were able to build it into our model right away. We can also easily assess the potential impact of any changes to the pension scheme or National Living Wage.” Sharing insight across the organisation Since swapping spreadsheets for the Adaptive Insights Business Planning Cloud, the finance team estimates it has saved more than 900 hours on budgeting, forecasting and reporting annually. More importantly, it has given operations more accountability and control over their finances. “Operations no longer feels like finance is a gatekeeper. The Adaptive Insights Business Planning Cloud is theirs to use and they own the data they put into it,” said Claire Barnish, Assistant Director of Support Services at ACE. In addition, it is also easier for finance to share data with the wider university, using OfficeConnect to simplify and customise reports. This includes reports for a new management board which meets frequently and requires different insights into ACE’s performance. It also includes detailed reporting for ACE’s commercial entity, UoE Accommodation Ltd., which was completely manual before. “OfficeConnect changed everything for us, helping us create these really insightful reports which would have been impossible using spreadsheets,” said Law. Market momentum ACE is not alone in its experience of having Adaptive Insights radically improve its financial planning and analysis processes—the company now has a customer count of more than 4,000 companies and non-profits in over 50 countries and continuously accelerates enterprise-wide adoption of cloud business planning solutions. In addition to UoE, Adaptive Insights customers include Specsavers and Pinsent Masons. • Specsavers, a leader in delivering high quality, affordable optical and hearing care across the UK, Ireland and many other regions, deployed Adaptive Insights Business Planning Cloud for faster, more reliable planning and reporting to guide business decisions and company growth opportunities. Adaptive Insights has allowed Specsavers to allocate budget far more simply and efficiently; reducing any unnecessary costs and minimising the hours spent correlating data from different cost centres. Planning has been accelerated by 50 percent, thanks to automated aggregation and pre-population of planning sheets with data from the company’s general ledger and ERP systems • Pinsent Masons, UK-headquartered law firm, deployed Adaptive Insights following a merger that increased the company’s size by one-third. The firm had a number of different financial systems that needed to be consolidated within months to see its finances as a whole. Prior to the deployment, 90 percent of the finance team’s time was consumed with finding numbers for the monthly close. This often took up to 15 days before they were happy with the final data. Now, the finance team can see the numbers within a day, and within two or three days it can run reports and start analysis without errors or discrepancies. The increased productivity now enables the finance team at Pinsent Masons to focus on new initiatives in cash flow and balance sheet forecasting to guide longer term investments in IT, real estate, and personnel, projects it simply didn’t have the time to accomplish before On top of this market success, Adaptive Insights, along with its Business Planning Cloud, is recognised by leading analyst firms—such as 451 Group, Constellation Research, Gartner, and Forrester—for its innovation, ease of use and market leadership. Indeed, Adaptive Insights was recognised by Gartner as a leader in the Magic Quadrant for Cloud Financial Planning and Analysis Solutions for the third year.

Six Degrees Cloud Project of the Year Entry Six Degrees

AvantiGas, the UK arm of an international supplier of liquefied petroleum gases (LPG), worked with Six Degrees on implementing a multi-cloud platform. The platform delivers security, hosting, and voice and data services to streamline delivery operations in the UK, and it is currently being rolled out across Europe. By consolidating its IT infrastructure, this leading energy supplier has achieved a reduction in IT operation costs whilst enabling it to deliver faster, more consistent, and higher quality services across the UK and Europe. As a prominent energy supplier, AvantiGas’ core aim is to provide a consistent, professional, and safe service to all of its business and residential customers via its network of distribution centres. All services, support care, and products are underpinned by the company’s IT infrastructure, making it crucial that IT systems remain available 24/7, without compromise. AvantiGas was looking for a true technology partner to provide advice and support, and to guide them through a complex IT landscape and create bespoke solutions suited to its requirements. As an acquisitive company, being able to speed up the integration process was key to enabling a quicker return on investment – a driving factor for the business’s digital transformation. The scale and geographical diversity of the solution meant that this would be a challenging solution deployment with a long on-boarding process. The multi-cloud solution Six Degrees devised consists of four main components: managed workspace, managed hosting, voice and data, and security, all deployed across Six Degrees’ data centres and the Microsoft Azure platform. Within these four components, Six Degrees supplies and manages disaster recovery and backup, voice over IP, licensing, communications, migration services, and interconnections between the Azure and Six Degrees data centre platforms. The solution is designed to enable AvantiGas to focus on its core competencies of distributing, storing, and transporting products and services rather than managing IT. What makes the multi-cloud solution novel is the way in which a unified service is delivered over both Six Degrees and Microsoft data centre platforms. Regardless of the underlying infrastructure, it is essential that AvantiGas and its customers receive a consistent, consolidated service at all times. This service is tailored for local sites through utilising Microsoft Azure’s global reach. For compliance, control, and peace of mind, AvantiGas locations throughout Europe are served by systems hosted in secure Microsoft data centres that are geographically close; a key requirement for AvantiGas, which requires design and deployment that goes beyond that which is required for conventional hosting setups. An integral part of the solution is the Six Degrees helpdesk. AvantiGas does not have any large IT teams in the EU, instead relying on the Six Degrees helpdesk to support the whole environment, monitor it, and ensure that backup and connectivity remains constant. As well as maintaining this constant support, Six Degrees have implemented a monthly helpdesk meeting for AvantiGas; a way of keeping in touch and running over any existing support tickets to ensure that everything remains on track and on time. This service management wrap-around elevates the Six Degrees solution above marginal developments, springboarding AvantiGas’ digital transformation and driving revenue growth. As the on-boarding process continues across Europe, AvantiGas and Six Degrees are successfully consolidating all IT operations and infrastructures. Building a unified platform base from where AvantiGas’ common technologies can operate has created, and continues to create, efficiencies across the business. Streamlining operations is a big step in enabling the business to achieve its goal of delivering faster, more consistent, and higher quality services to its customers. Six Degrees’ solutions provide AvantiGas with multiple benefits, including: • Consolidated IT infrastructure that is high performing, consistent, and reliable; • Data that is properly stored, managed, and protected in Six Degrees data centres and the Microsoft Azure platform; • A common platform with common technology standards and policies; • Unified service levels to customers across Europe; • A predictable pricing model.

Node4 Node4

Node4, a cloud, data centre and communications management company, offers a range of products and services as a managed services provider (MSP), including colocation, managed hosting, cloud infrastructure and associated services. The company owns three UK data centres, including full ownership of the infrastructure and operating systems, ensuring that customers receive the highest level of care and commitment, as well as benefitting from a cloud infrastructure platform that has been built and designed uniquely by Node4. The company’s recent upgrade to using innovative dense wavelength division multiplexing (DWDM) technology and its openly flexible private cloud platform together provide customers with fully hybrid business solutions that are faster and more efficient than ever before. A further investment of approximately £1 million across three new customer-facing systems, including ServiceNow, also demonstrates Node4’s dedication to its customers. One customer that has recently benefitted from the services in Node4’s MSP offering is Forest Holidays, a luxury woodland holiday provider in the UK. The company needed a new MSP to help with its plans to double in size by 2020, and selected Node4 to manage its entire IT infrastructure moving forwards. Please find further information about this customer case study in the attached document. Node4’s background Node4 is a cloud, data centre and communications management company that has grown to be one of the UK’s most innovative cloud providers with a current turnover of £40m. Originally providing infrastructure as a Cisco partner, Node4 now offers a range of products and services, including colocation, managed hosting, cloud infrastructure, and hosted unified communications. Node4’s UK data centres Node4 owns three UK data centres, with wholly owned infrastructure and operating systems. Uniquely for an MSP, Node4 is therefore able to manage every service from beginning to end, all from the security of its own data centres. This also ensures that Node4 is not reliant on third party companies to deliver any services to its customers – everything is within the company’s own control. Its innovative systems include a cloud infrastructure platform designed and built by Node4, meaning customers benefit from virtualisation, storage, and backup platforms, all with enterprise grade resiliency, redundancy and reliability. The location of these centres is also advantageous – based in the UK, Node4 is able to offer excellent data speeds, enabling customers’ infrastructure to function quicker, and it also helps meet requirements of the new GDPR. Customers can be confident that Node4 is complying with this new regulation, along with multiple others covering a variety of industries, including healthcare and finance. Node4’s data centres are connected using its national fibre network, which was recently upgraded with a multi-million-pound installation of dense wavelength division multiplexing (DWDM). With this technology, data from different sources is combined onto one optical fibre, but each signal remains distinct on its own light wavelength. This allows for up to 80 wavelengths – and therefore 80 individual data channels – to be transmitted on a single optical fibre, hugely increasing efficiency in comparison with MSPs that have yet to adopt the DWDM technology. Node4’s cloud platform Node4 breaks conventions through providing cloud services to customers that would have often previously only worked with on-premise systems. For cloud transformation journeys, Node4’s ownership of the service level agreements (SLAs) and end-to-end infrastructure is powerful; it gives partners and customers control, visibility, and better service levels. With Node4, customers can utilise colocation or convert to a hybrid cloud environment, all with the required backup and disaster recovery. Using the Node4 network can also allow customers to extend out to the public cloud, helping to complete the journey to Office 365, Azure or AWS, for example. The company’s wholly owned services gateway enables the entire digital transformation journey, from traditional on-prem through to the public cloud. Customer experience Node4 recognises the need for intimacy with customers of every size and maintains a high level of expertise to position its staff as trusted advisors, fitting solutions to each individual customer. A significant investment of circa £1 million across three new customer-facing systems – Service Now, Science Logic and Pager to Duty – also demonstrates Node4’s customer dedication. As a result of this, Node4 holds a Net Promoter Score (NPS) of +42 (up +3 from FY 2017-18). NPS measures customer satisfaction and can be used to predict business growth. With a minimum of -100 and a maximum of +100, Node4’s score of +42 emphasises the loyalty and good experience of its customers. One such customer that has recently benefitted from Node4’s excellent services and products is Forest Holidays, a company offering woodland holidays across ten exclusive UK locations. The company required an MSP to optimise its customer service and engagement as well as to help generate further revenue through providing the ability to scale, and chose Node4 resolve this. Further information from Forest Holidays can be found in the attached case study.

Aruba combines cloud computing and disaster recovery to drive digital transformation for Nexive Aruba S.p.A.

1) What, exactly, is novel about the product/process or innovation? Aruba Cloud is designed to provide the complete range of cloud services for businesses in the European market. Our data centres are built to the highest standards in terms of reliability, performance and security and our servers and equipment are hosted using the latest technology available on the market. Working with Aruba Cloud was part of wider project to upgrade Nexive’s technology infrastructure - part of an overall 5 years and 3.5 million Euro investment plan. Nexive, Italy’s number one provider of private postal services, decided to digitalise all of its operations moving from on-site to cloud-based data centres. By moving to a cloud-based model, Nexive was able to ensure reliable physical and digital services. This also put Nexive one step ahead of its competition, with a flexible and secure solution for its data. Before working with Aruba Cloud, Nexive’s data was stored on a private server. This approach was a costly one, requiring significant investment in human resources to manage processes, constant manual upgrades and high maintenance costs. The regulatory requirements and what needed to be done to ensure compliance was also significant. Nexive’s previous approach also left little room for flexibility in case of activity peak. Aruba Cloud removed the maintenance and compliance costs from Nexive and offered a solution that could instantly scale up in case of activity peak. Having the best systems and processes for disaster recovery was essential for Nexive. Working with Aruba, Nexive was able to define the process and emergency procedures for the declaration of a disaster and the activation of the disaster recovery site. It was also able to ensure that all critical services and data are redundant on the disaster recovery site. To sum up, it is a DR replication - SAN2SAN- between 2 infrastructures that are completely dedicated to the customer: SAN2SAN replication provides continuous replication between the on-premise SAN environment to an identical SAN environment, and this is what happens between the chosen sites in this case. Sample scheme (attached document) – Physical resources completely dedicated to the client, greater computational capacity 2) How does the product or process break with conventional ideas or processes in its field? Aruba offered Nexive a ‘double-custom solution’ that combined cloud computing and a disaster recovery solution to guarantee flexibility but also resilience. The solution combined the services of two Data Centres Rating 4 located in the Italian territory, Global Cloud Data Center IT3 of Ponte San Pietro (near Milan), with a Disaster Recovery plan 300 km away guaranteed by the Data Center IT1 of Arezzo (in Tuscany). This allowed Nexive to guarantee flexibility, security and business continuity, as well as frictionless access to important data that was needed to carry out essential business processes. In addition, partnering with Aruba has helped Nexive to significantly reduce its total cost of ownership (TCO). Nexive has managed to reduced the number of physical racks for its production system, on a dedicated VMWare cloud infrastructure. 3) How does it go beyond marginal improvements on something that already exists? Working with Aruba Cloud means Nexive now benefits from optimal performance and energy efficiency, in line with its focus on economic and environmental sustainability. Migrating your front-end and back-end services, such as mail delivery solutions and eCommerce to Aruba’s cloud solution meant Nexive was able to respond dynamically to business needs and peaks of the market, as well as easily scale the infrastructure in line with its growth path. Working with Aruba also helped Nexive to improve its RTO (Recovery Time Objective) and RPO (Recovery Point Objective). RTO improved from 36 to 12 hours and RPO from 24 to 4 hours Nexive also managed to convert the geographical tape vaulting into an automated process. Prior to this, Nexive would have to physically move their backup tapes from on site to the another (the recovery site). However, the process has now been completely automated thanks to the NetApp and Veeam native vaulting technologies that have been incorporated in Aruba’s offer. 4) How do customers benefit from the product/process or innovation? The partnership between Nexive and Aruba enables a disaster recovery plan that makes the most of Aruba’s Italian network of data centres, with the aim of ensuring regular activity even in the event of breakdowns or emergencies. Cloud computing also allows Nexive to grow in a flexible way, responding easily to the needs of the market and guaranteeing security to their customers and citizens as well. Nexive’s goal is to make the most of the opportunities offered by new technologies and to evolve its structure and services to offer increasingly efficient solutions, whether it is physical delivery, hybrid formulas or document management. 5) When was product or solution introduced to market? Generally talking, Aruba’s Cloud offer was launched in 2011(www.arubacloud.com), it is part of the Aruba Group (www.aruba.it) and a leading Cloud service provider. The service offers a comprehensive range of Cloud solutions for customers around the world. Thanks to a network of several data centres – owned and partners ones - in various countries (UK, Germany, France, Poland, Italy and the Czech Republic), Aruba Cloud offers a range of services and solutions created to respond to the needs of customers however small or large they are, including SOHOs, startups, SMEs and large businesses. Among them all, Nexive’s solution is a tailor-made one, built to meet their specific needs. These solutions are based on three kinds of Cloud service: VPS SSD, Public Cloud and Private Cloud, plus a selection of Cloud Storage and Backup accessories.

SIG moves to hybrid cloud architecture with SnapLogic SnapLogic

What, exactly, is novel about the product / process or innovation? SnapLogic is the leader in self-service application and data integration. With the SnapLogic Enterprise Integration Cloud, which incorporates the industry’s first AI powered integration engine, it’s fast and easy for users to connect applications and data across the enterprise so they can improve business processes, accelerate decision-making, and drive better business outcomes. Whether on premises, in the cloud or in hybrid environments, SnapLogic’s Enterprise Integration Cloud enables enterprises to connect to any source, at any speed, anywhere. SIG, a leading distributor of specialist building products in Europe (www.SIGplc.com), is currently embarking on a project with SnapLogic to build an Enterprise Data Warehouse and Data Lake that collects data from transactional systems across multiple countries and integrates it into a centralised EDW in Microsoft Azure. This undoubtedly improves SIG’s Analytics capability by gaining a greater insight into critical business analytics. Analytics is one of the core principles of the SIG Digital strategy. The project has completely reinvented how SIG views its business performance and how it services customers. Previously, global visibility of sales and product performance was difficult to acquire, and management was solely looking at financial performance that lacked granularity. Addressing this became a key business and management initiative. Innovation is critical in a highly competitive marketplace, so it’s key that SIG’s clients have the best possible customer experience and customer value. As such, SIG chose SnapLogic’s Enterprise Integration Cloud to ensure their digital services are future proofed. How does the product or process break with conventional ideas or processes in its field? SIG is building a robust digital architecture and moving to become a more data-centric, agile, digital organisation. Having a full and reliable view of analytics for management is the cornerstone of this strategy. In highly competitive markets, this will provide the company with a competitive differentiator. Analytics will enable customer focused decision making to enhance the customer experience. The combination of the Microsoft Azure Data Lake and SnapLogic has provided a digital, agile, flexible, holistic integration and storage environment that enables the business to easily obtain value from geographically distributed data sets. This project used the Microsoft Azure Data Lake and SnapLogic to support a digital, hybrid cloud architecture that is ultimately providing SIG with valuable, mobile-first, near real-time analytics of the business with which to make better informed decisions. This is a real-life example where using digital big data technologies is supporting and developing traditional industries. Looking towards the future, with a robust digital analytics architecture now in place, SIG is looking to transform its logistics through the integration of its in-cab and control centre and ERP systems using SnapLogic. Future cost-savings are expected through more efficient vehicle routes and scheduling driven by more accurate and accessible data. How does it go beyond marginal improvements on something that already exists? Prior to this, there were disparate, poor quality data stores which made reconciliation difficult. Although integration was possible within a given country, each integration element was a point-to-point system, hand-coded solution. This created a ‘spaghetti junction’ of integration points with no standardisation or reusability. As each country ran its own WAN, resources could not be shared across geographies easily. SIG implemented an SD-WAN solution alongside SnapLogic to enable connectivity and integration across the group. Better digital platforms are another core principle of the SIG digital strategy. This specific project introduced the use of a digital hybrid cloud architecture supported by SnapLogic, to integrate both legacy on-premise resources and leading-edge cloud technologies such as the Microsoft Azure Data Lake. Unlike traditional integration software that requires hand-crafted coding by developers, SnapLogic’s “Snaps”, which automatically building links throughout the data layer, have enabled SIG to easily create data pipelines between systems and applications. Now the business is always working with the most complete, up to date analytics available. The introduction of SnapLogic to bridge the cloud and reducing on-premise architectures, and its inherent scalability, has enabled SIG management to consider the introduction of IoT use cases, particularly around the servicing and maintenance of its products. How do customers benefit from the product / process or innovation? The underlying reason for needing, not wanting, to undertake this project is to provide management with more timely business analytics in order to effectively manage customer value and customer service performance. This will be of use to the sales teams, enabling standardisation of the sales process and strategic pricing through integration of analytics with Salesforce. Phase one of the project has been completed successfully, laying the foundation for the cross organisational sharing of analytics. This enables the business to deliver better customer service and customer value, and achieve greater operational effectiveness. A key measurement for SIG has been how this project has enabled rapid access to analytics so that the business can make reliable, fact-based customer decisions quickly, something which is key in this market place. This project has been vital in enabling key business analytics to be available at the hands of business leaders when they need them. SIG is now more digitally focused, agile, and more adaptable as changes within the business occur. Teams have complete visibility over all the analytics the business generates. This project has been valuable from a digital technology perspective in providing greater understanding for how to efficiently populate an Azure Data Lake for the specific data sets using SnapLogic and has helped further shape baselines and best practices for the digital integration ecosystem within SIG.

Excellence in Service Award
Channel Excellence: The Park Place Difference Park Place Technologies

Please explain in detail the excellence in Channel Service nomination. Please include in your entry, answers to the following questions: What, exactly, is novel about the product / process or innovation? To our channel partners, Park Place Technologies offers the reselling opportunity of our full portfolio of Third Party Maintenance (TPM) services to their end users. This is typically a very high margin offering for our channel partners. This is unique for a couple of reasons; firstly, when a channel partner chooses to work with Park Place Technologies, we place the emphasis on a full two-way partnership and communication with the channel partner, as opposed to just being part of a transaction or an introducer. We fully believe that a partnership with our channel partners should be meaningful and nurtured so that we become their trusted go-to-market partner for all of their third-party maintenance services. With this in mind, and secondly; we take the time to fully onboard our channel partners. Our partners are offered a light training from their account manager to bring them up to speed on our practices and exact offerings. The designated Park Place Technologies account manager will then work with them, on a longer term basis, to ensure solutions are accurate for each end user. They always have full access to our wide range of marketing literature for the full range of services which we provide and we also empower our channel partners to make full use of our channel reps who always readily available, and we often work with our channel partners to offer and provide briefing sessions on new services and product as well as get involved with them during the sales process with their end user, if necessary. We empower our channel partners to essentially become an extension of the Park Place Technologies family by providing them will all the necessary company and industry news, trends and insights. The channel is extremely important to our business; Park Place Technologies, enabling us to vastly expand our opportunity to support a strong ecosystem of partners. With a strong channel base already developed for the provision of TPM services for the data centre, we continue to support resellers by expanding their own portfolio with services that complement their strategy and focus areas for growth. How does the product or process break with conventional ideas or processes in its field? We know our customers don’t have time for downtime. So, at Park Place Technologies we’re committed to always being there for our channel partners and their end-user customers with a responsive, collaborative and accountable team of experts, whatever our channel partners and their customers need, wherever they need it. Perhaps uniquely, even if the requirement is not under contract, we will fix it, then address the coverage later. That’s a rare approach that clearly differentiates Park Place Technologies from any other channel offering and channel partner in the marketplace today. Also, we are proud to provide our channel partners with access to ParkView, our revolutionary new remote service that proactively detects equipment hardware faults 24/7 across storage, server, and networking products that are maintained by Park Place Technologies. The related alerts are then securely transmitted to Park Place Technologies’ technical operations, enabling more timely and accurate failure diagnosis, part identification, and necessary repair actions. No other TPM offers this service, let alone provide this to the channel. Like the “tortoise and the hare” our customers are innovating at different paces. As customer needs evolve, Park Place needs to be ahead of our customers to ensure that service needs can be met when they are requested. Our focus is always on ensuring we design and deliver a service aligned to a channel partner’s need to meet their end-user customer’s business, legal, compliance and IT requirements. This is achieved from the commencement of the engagement by utilising established processes to understand a channel partner’s business (model, strategy, industry specific and unique challenges, technological landscape & constraints, commercial position). This focus differentiates Park Place Technologies from the market. How does it go beyond marginal improvements on something that already exists? Our channel partners, both existing have and continue to benefit from a broader range of services, more competitive pricing, more flexible SLAs and an enhanced service delivery as a result of our global footprint. How do customers benefit from the product / process or innovation? Through the provision of relationship management and communications we feel that our channel partners and the wider end-user benefit greatly from our communications, insights and thought leadership. From channel rep battlecards to enable channel reps to sell Park Place services to their end-user customer base, to quarterly newsletters highlighting the very latest information in service delivery, new OEMs and models we can maintain and support, we have become the go-to TPM provider for data centre hardware support and maintenance for storage, servers and networking hardware equipment. With more and more channel partners choosing and wanting to work with Park Place Technologies, we see this as an opportunity to deliver an even greater pricing and service experience to our customers, in a challenging and competitive landscape. Where we seek to differentiate ourselves within the channel, is not necessarily in what we provide but how we provide it and why a customer or channel partner would work with Park Place Technologies – resulting in a 97% customer satisfaction rating.

Mobliciti Managed Services Mobliciti

Our managed security services are underpinned by market leading, innovative technologies from Unified Endpoint Management (UEM) and Mobile Threat Detection (MTD) to Identity & Access Management. All our Managed Services are delivered privately hosted. The service allows our customers to have multiple technologies, all delivered as a single service, through a single contract and supported by a single partner. Our Managed offerings are unique in that they are modular, so additional services can be added with ease under the existing agreement per the client’s needs. This provides simplicity for the customer in terms of billing and supplier management whilst ensuring they maintain peace of mind that their mobile workforce is secure, and the service is being managed by industry experts. The ease with which we can add additional services means that we are able to create a contract that is unique to each individual clients’ needs. After their implementation Mobliciti proactively monitor and optimise the software to suit the customer. All customers are provided with a Statement of Work (SoW), Design in Detail (DiD) and a fully customisable Service Level Agreement (SLA). These documents detail the physical service we will provide and the design of it as per the customers’ requirements. Where configuration by the customer is required – such as firewall adjustments – documentation and on-site support is provided. We endeavour to make the process as simple for our customers as possible and as part of that we ensure that all the documents are easily laid out and simple to understand. Additionally, the Technical Account Manager (TAM) will run through the documents with the customer to ensure they fully understand the product and service. We also help the customer in finding the information they need by specifying the section for review within the documentation. From the beginning of the sales process every customer is given a personalised experience whereby all products and services are customised to suit their needs. They are provided with a named Account Manager, Technical Account Manager and Service Delivery Manager thus ensuring any questions that arise are answered, quickly and efficiently. It also means customer’s just have one convenient point of contact during the design and delivery process. In addition to this, our Managed Service Centre (MSC) provides 24/7 telephone and email support where our specifically trained enterprise mobility and cloud security support staff are trained to handle and resolve queries over the phone. The service is also proactively monitored by the MSC for improvements and potential issues, taking the stress away from the customer. Furthermore, customers also have the option of logging questions in our ticketing system for which we have a Priority 5 response time SLA of 48 hours. Our partners also offer online forums at no extra cost where customers can request features and improvements. For us, it’s all about the personal touch, making sure the customer feels like Mobliciti is part of their extended team and that they can trust us with all their Cloud & Enterprise Mobility. We pride ourselves on understanding our clients’ needs, requirements and aspirations and we strive to deliver them. As our sole focus is on Cloud Security & Enterprise Mobility it means our team are trained to the highest standard across all products and thus equipped to provide the best customer service possible. Everything we do ensures customers are completely satisfied with the service we provide, and our 99.7% retention rate is demonstrative of our commitment to our customers and their satisfaction. Whilst many suppliers look to supply and deliver end to end mobility and secure Cloud services this is often in addition to their legacy business. This often makes for a lack of focus and expertise which Mobliciti have. This expertise is often commented on and fed back to us by our customers on a regular basis. Mobliciti staff are taught to give a positive first response and be optimistic when handling customer issues. They will always ask at the end of a phone call “Is there anything else I can help you with”. Telephone and Email etiquette is important and Mobliciti aim to give the customer a good experience even if they are calling to say something is broken. This is reflected in the customer testimonials as shown below. Customer testimonials: 1. The value that we see in Mobliciti is in the additional services they put us in touch with and help us understand better, so Mobliciti become an extension if you like and form of expertise for our business to help us understand these new and emerging technologies. David Thomas, Head of IT, Stevens & Bolton 2. Mobliciti have helped us considerably to resolve a number of our issues, the key one for us is support. Mobliciti are a trusted partner who we can escalate issues to, keep the support rolling and bring proper closure that gives us an insight into what's happening within the business. Nick Stewart, Mobile Engineering Lead, Schroders Investment Management 3. Picking a managed service to me was a simple decision. I don’t want to have to take on board the overhead of trying to stay up to date with what is such a fast moving a rapid changing beast. You have to be sensible about which battles you are going to take on yourself, and which you are going to outsource to the right skills and specialists. When it comes to the mobile space and the mobile threats space, that’s one that we don’t want to own we want to put it into the right hands. To us the right hands are Mobliciti. Christian Lauderdale, Senior Project Manager, DMH Stallard Customer testimonial video: https://www.youtube.com/watch?v=Z1VlpvgUVSM

Distology Distology

Distology offer true value distribution of disruptive IT security solutions. The vendors we work with represent innovative and exciting technology that continues to excite and inspire our partner community. Our ethos is based on trust, relationships, energy and drive to offer end to end support across the full sales cycle, providing vendor quality technical and commercial resource. Distology is entering the Excellence In Service Award because we actually deliver on one of the most promised and rarely delivered commitments from larger distributors in the IT Channel, a true value-added service. Our business and reputation are built on our ability to provide an excellent unparalleled service – it is paramount to what we do and everything that makes us who we are. Our team of 18 are ambitious and passionate about being proactive and professional and we always strive exceed expectations. We are market enablers, complementing technology innovation with service innovation. •No longer do partners have to search for relevant technology or have to skill up technically and commercially before they enjoy success – Distology do that for them giving them time to focus on their customers. •No longer do vendor partners have to build channel teams and start trying to gain ground in key partners to grow their presence – Distology do that for them giving them time to focus on their product. We know that security threats change on a near-daily basis and as we see it, Distology faces limited competition because we are small and agile enough to meet this pace. Larger vendors and distributors often lack the focus and drive that a small business can provide but Distology are very much here to re-engage the channel with a positive and proactive approach to Distribution. We currently work with 9 complementary vendors, each of whom has a dedicated sales lead who engage early with partners to create lasting relationships and become a critical part of how vendors go to market in the UK. We engage in a number of partner recruitment activities for our vendors including incentivised internal call out days and events focusing on key topics and since January we have on-boarded over 40 new partners from these initiatives. At Distology our Account Managers do thing differently. Our main focus is building strong, lasting relationships with our primary focus being on service. Our Account Managers have an insatiable appetite to learn all they can about a partner’s business and take an active part in helping them reach their goals. By getting under the bonnet of what make our partners tick, we can help them grow and more importantly, give them support and sales enablement every step of the way. We also have two external channel account managers who work exclusively in the offices of key partners to engage in account mapping, call out days, pipeline generation and sales enablement, becoming an extension of the vendor team and ingrained in the partner’s businesses. “Distology have supported and enabled Okta to not only gain introductions to new consultative partners but have boosted our growth and presence in these partners several times over. They are doing this by being present in key partner offices and better enabling them on how to sell the Okta proposition, thus promoting confidence and motivation in those sales teams which has transformed into tangible results.” Says Nick Miles, Director of Regional Alliances Okta. Since working with Distology, Okta have seen their renewal rates increase by 4% each year. In 2015 before partnering with Distology, Okta’s renewal rate was 88% and in 2017 this had increased to 96% with 89% of these including some sort of up-sell. This has only been possible due to our ability to re-engage the channel with a positive and proactive approach to Distribution. We exist to create value. We recognise that every partner is different and therefore we adapt and tailor our approach to partner marketing to fit their unique business. “Having team members in the office every Tuesday and collaborating closely on new marketing initiatives means that Distology are becoming ingrained in our business and our way of working. They have adapted their approach to fit our strategy, something which we do not see from other third parties.” Says Xander Munro, Head of Marketing at Cloud Technology Solutions. Another area where we strive to add value to both partners and vendors is through our technical team. We provide vendor level expertise both in pre and post sales to support and enable our partners. As part of this technical service offering, we develop solutions in house to support both our mission and enhance our vendors service offering. We are always listening to our partners and looking to evolve and grow as their needs evolve and grow. Multiple partners/MSP’s came to us to request the use of the Okta platform on the back of an MSP offering providing Identity as a Service (IDaaS) to their customer bases. As part of their current offering, Okta does not support an MSP style platform, either at a technical or commercial level. OnePortal by Distology changes this. Using Distology in house skills and a £40,000 cash investment we undertook a few projects to use Okta’s API capabilities to create a bespoke web application that could support the MSP model by providing an MSP branded experience, enhanced multi-tenanted capabilities using a single Okta tenancy behind the scenes. This also facilities further propagation of the Okta platform to new user bases where the MSP’s can use their purchasing power to deliver a cost effective managed IDaaS Solution to a wide range of businesses. In addition Distology have created a commercial to support OnePortal, that provide MSPs with the billing flexibility and price points they are accustomed to. This means that Okta can tap into a growth market previously inaccessible at no cost to them without them having to be involved at all apart from receiving a cheque at the end of the month. We see OnePortal as having the potential to bring significant revenue to partners and Okta that previously we haven’t been able to service and take advantage of. “OnePortal by Distology will allow us to tap into a new market supporting the managed service providers who work with SMBs and open up an additional revenue stream at no cost to Okta.” Nick Miles, Regional Alliances Director Okta. While we may not be the biggest player in the market, we believe have the biggest potential and always strive to be the best. Distology’s efforts have been recognised in the fact both existing and new vendors drove demand for us to expand our presence outside of the UK region, initially into the Benelux. We are excited to continue developing new services to support both our vendors and partners and hope that being recognised in the SVC Awards will help to propel us further, even faster.

Eze Castle Integration’s 24x7x365 Global Help Desk for Excellence in Service Award Eze Castle Integration

At Eze Castle Integration, we understand that technology is not infallible—unforeseen questions and issues will undoubtedly arise. These issues need immediate attention to keep a firm up and running at full capacity, especially for clients operating in the fast-paced financial markets. We feel that no IT team is complete without a full-service, around-the-clock Help Desk. Our Help Desk team is available to all clients to ensure that their technology is functional at all times, providing real-time responses to any IT issues or questions. The fully-staffed 24x7x365 Help Desk ensures that each client issue is given priority and resolved in a timely manner. With years of experience behind them, our Help Desk engineers and analysts are extremely knowledgeable and well-versed in handling any unexpected IT issues or general support questions that a firm may encounter. Help Desk team members also leverage Eze Castle Integration’s centralised knowledge base repository for best practice solutions to client issues, as well as a number of other internal information sources that are made available to them for use in resolving challenging client queries. The support centre’s mission is to provide clients with access to the best and brightest engineers and technicians to help them keep their technology up and running, wherever they may be based. We strive to consistently provide our clients with the highest quality in state-of-the-art technology, but we recognise that our solutions are only as valuable as the accompanying service and support we deliver. Having extremely knowledgeable, experienced Help Desk engineers and analysts available to all clients on a 24x7x365 basis enables us to provide comprehensive and seamless technology solutions and services regardless of a client’s physical location or unique business needs. Eze Castle Integration’s global Help Desk team consists of 40 individuals, including analysts, associate analysts, resource coordinators, technical reporting analysts, managers, a director and an associate director. The global Help Desk team handles support calls for clients worldwide on a 24x7x365 basis. The team handles an average of around 3,450 calls and processes about 3,600 tickets each month. The Help Desk provides outsourced IT support for all of Eze Castle Integration’s clients. Specifically, the team provides technical support including both server/client and desktop support. For basic client questions, the associate Help Desk analysts and Help Desk analysts handle incoming calls and emails and use all appropriate resources necessary to resolve the issue. In addition to the basic support provided via telephone and email communication, the Help Desk Resource Coordination team (a sub-group of the Help Desk) assists clients by providing access to on-site support engineers. These individuals coordinate field engineer visits to the clients’ offices if the issue calls for that level of support. And, the Help Desk Client Maintenance team (another sub-group) provides proactive maintenance to each of our clients across all regions on a quarterly basis in order to address any potential technical issues before they arise or are brought to the attention of the client. Eze Castle Integration has offices in 11 locations around the world, in the United States, London, Hong Kong and Singapore. The Help Desk team services clients in every region on a 24x7x365 basis. Our clientele consists of over 660 investment firms, especially hedge funds and private equity firms – who require continuous availability and constant connection to the world’s financial markets. They trust the Eze Castle Integration Help Desk to provide rapid, real-time problem resolution whenever necessary, as any downtime could lead to major financial losses.

Atlas Cloud: Five-star service and proactive problem identification Atlas Cloud

Atlas Cloud is a managed service provider that focuses on migrating SMEs to cloud-based technologies, giving employees a more agile working platform while ensuring the highest of security standards. Founded by a former IT Manager, Atlas Cloud was born on the premise managed services could be far more effective. With this in mind, Atlas Cloud has always strived for service excellence and aimed to make this something we can stand out in the marketplace. End users are our main priority; our service desk is carefully designed to better serve end users who need a resolution quickly to be able to do their job more effectively. Operators are available on the first option of our call choices, all operators are actually fully-trained engineers (not call handlers) and engineers are targeted and incentivised on end-user satisfaction. They aren’t targeted on anything else. These subtle yet important changes have had a profound effect. We monitor the feedback of every end user after every interaction with our service desk with a simple five-star rating system. In the last year, 42% of customers scored us 5/5 for every interaction they had with us. In total, we averaged a 4.8 (out of 5) satisfaction rate for every interaction with our service desk, from the thousands of end users that we serve. The statistic we’re perhaps proudest of though: since we began, almost eight years ago, 96% of all our customers have never rated us under 4 out of 5 in any interaction they’ve had with us. Our pursuit of excellence in service doesn’t just stop with end users on a tactical basis, however; we understand that there are many strategic elements to what we do that can improve our service. To that effect, every customer is allocated a dedicated Service Manager. Each month, we proactively report on all interactions each end user has had with us from each business – whether good or bad. We do this to first be fully transparent with our customers but also to consider the more strategic elements. Each quarter, Service Managers visit our customers after reviewing all activity. Their main aim is to look for any recurring themes that could be dealt with proactively, rather than reactively. It’s a good service to react well to a user’s problem but it’s far more effective to try and stop that problem from happening in the first place. That’s the true Atlas Cloud vision of excellence in service. Don’t take our word for it though, we have numerous customer testimonials that really prove our excellence in service commitments. We realised a step change in business efficiency when we contracted with Atlas. The company is professional, flexible and responsive and I would recommend their service to other Age UKs looking to develop business edge. Fran O’Brien – Head of Human Resources and Business Development, Age UK Newcastle We operate more efficiently and reliably, we are now communicating and collaborating more effectively and we can focus on other aspects of growing the business. Paul Wilson – Managing Director, Catalyst To work efficiently, we needed a managed service provider with substantial low downtime and a high response rate. We’re not IT professionals and believe that having no server should mean no hassle. Atlas Cloud has given us the confidence to approach their tech team whenever we need to do so – around the clock. The ability to just dial up and have technical issues dealt with on the same day, usually within the same hour has increased our productivity massively. Applications we have used for years, such as CCH and Sage have been seamlessly integrated within their cloud platform to enable us to securely access them whenever we need to, from any location. Claire Priestley – Director, Clarand Accountants At Direct Recruitment we take the time to develop real, lasting business relationships based on trust and honest communication. Atlas Cloud operates on the same policy, offering regular reviews and ongoing support to its clients which makes them a competent and reliable business partner. Tara Allen – Managing Director, Direct Recruitment Ecus has benefited from a 20% increase in productivity as a result of moving to the Atlas Cloud. Erica Kemp – Business Development Director, Ecus Any issues that occurred were minimal and always dealt with quickly. Atlas really feel like our IT department now. Gary Buxton – Operations Director, HD Decisions Unlike our previous provider, if we need them on site they come out which has enabled us to build a relationship with them. Vikki Jackson-Smith – Managing Director, J&B Recycling The big difference for the Vaulkhard Group is that we now have an effective solution, efficiently managed by skilled engineers. Oliver Vaulkhard – Managing Director, Vaulkhard Group

Vendor Channel Program of the Year
Delivering value with Pure Storage’s exclusive channel programme Pure Storage

Since 2009, Pure Storage’s market-leading all-flash data platform has been revolutionising how organisations put their data to work, and how partners sell storage into these businesses. Pure Storage was founded as a 100% channel-focused company and as a result all these customers and others have delivered significant revenues to Pure’s exclusive partner base. Pure’s programme isn’t focused on quantity of partners, but quality ones who share Pure’s vision of the future, the data-centric architecture. The concept is simple: tomorrow’s architecture will be centered around a broadly-shared set of data services, which enable data to be freely shared by traditional and new web scale applications. With the rise of machine learning and artificial intelligence technologies, data has shifted from informational asset to the core of innovation. It’s no longer enough to just be data-driven – organisations must be data-centric. Modern organisations operate in a world of rapidly evolving applications, where future success is predicated on deriving intelligence from data to achieve competitive advantage and growth. This requires a modern foundation purpose-built to optimally store, share, and ultimately analyse data in a multi-cloud world. An exclusive programme Pure’s exclusive channel programme includes a small number of partners in the UK/EMEA who share this vision and want to invest in helping customers put their data to work. In May, Pure announced changes to the programme, designed to further simplify it and increase opportunities for partners to build their business around Pure’s ground-breaking technology. Its technology is developed future-focused, ensuring recurring revenues for partners. The channel needs to enable customers to extract value and insights from the mountain of data they hold. Pure delivers this with best in class storage purpose-built for modern workloads and challenges, and a future proof data centric architecture. "Pure Storage's continued technology and business innovation are an example of its commitment to providing an advantage to their partners,” said Steve White, IDC Program Vice President, Channels and Alliances. “These new enhancements to the Pure Partner Programme are another example of this commitment and are going to provide real value and support for Pure's partners. This programme is comprehensive and will incentivise partners to lead with Pure Storage.” The 100 percent channel business model has always been a driver behind Pure’s datacentre innovations and the partner programme. Pure has made strategic investments in the tools and resources needed to achieve a programme that attracts, enables and retains the right kind of partners. As a result, all employees are 100 percent channel focused. Even when a customer comes to Pure directly it always looks at how to incorporate a channel partner to increase value for its customers and empower its partners. Delivering value Although the programme delivers everything a channel partner would expect from training and support to new certifications and incentives, the value to the channel is just as much about the innovative technology. For Pure, it is about driving value for customers with differentiated technology that benefits its partners. Pure Storage enables partners to win new lines of business, and due to Pure’s innovative technology, they are able to enter new industries. “We have been a Pure partner for seven years and have been very successful in going to market together. The technology resonates fantastically well with our customer base and delivers valuable outcomes,” said Bill McGloin, Chief Technologist for Information, Computacenter. Upgrades as standard = customer retention Partners are also able to increase recurring revenues through Pure’s Evergreen Storage Service. All of Pure Storage’s products come with the Evergreen subscription model. With Evergreen, customers can buy their storage once through partners, and upgrade it as needed, all without disruption, and without rebuying any terabytes they already own. The Evergreen Storage Subscription expedites the upgrade process for customers rather than following the typical four-to-five year refresh. Customers continually get the latest technology and consequently partners see more retention in their business. “The Evergreen Storage programme isn’t just a great customer service model, it’s a feat of engineering,” said Matt Harris, Head of IT for the Mercedes AMG Petronas Motorsport. “Pure has eliminated the most painful part of storage purchase and maintenance with arrays that were architected for the era of flash, cloud and machine learning. Pure has designed its arrays to easily integrate new features, capabilities and technologies – like NVMe – so that the benefits are passed along to our drivers immediately instead of several years down the line.” Pure has designed its technology to fit this model by delivering a cloud like experience for on-premise. As a result, customers increase spend with partners, driving Pure’s year-on-year growth in the UK. In most cases partners will sell Pure on the back of one specific challenge or use case. As a result of this experience, within 12 months on average, the partner increases its scope within the business and doubles the revenue coming from the customer. Changing perceptions with Proact Proact delivers hundreds of storage transformation projects each year, managing over 100PB of customers’ data. The company strategy is to continue to challenge new entrants in the market and deliver cost effective, agile and innovative solutions for its customers. The partnership with Pure, which began in 2014, has enabled Proact to do just that and to open up opportunities across new and existing customers. “The fact that Pure compliments areas of the Proact strategy has made the decision to partner with the company a simple one. The partnership has developed over time and has allowed for a consistent engagement model and has supported the growth of the business. When Pure introduced the all-flash storage platform it changed the perceptions of storage. With the latest expansion into NVMe, it again shows it is ahead of the curve. Partnering with Pure delivers value to our business, and particularly our managed services portfolio” said Martin Thompson, Acting Managing Director, Proact. As a result of Pure’s constant innovation, Proact has seen a 97% growth in Pure business over the previous year. As the Pure partner programme is about empowering partners and developing a mutually beneficial relationship, both Pure and Proact have invested in growing this business. “Pure Storage understands the needs of its partner community, and more importantly it listens to us. We approached Pure as we were seeing increased demand for break fix support from our customers. As a result we worked with Pure to design and develop the Authorised Support Partner programme that has now been opened up to the rest of the channel community. Pure is a vendor that wants its partner community to deliver value and supports the investment that the channel needs to put into building a new business line,” continued Martin Thompson.

Spectra EDGE Spectra Logic

The Spectra Logic Channel Program boasts over 800 worldwide channel partners, including more than 100 EMEA partners (almost 40 in the UK alone). Designed with sales, distribution, service and technology partners in mind, the program provides customers with complete data storage and management solutions, seamlessly coordinating the many moving parts of today’s modern data infrastructures to increase the productivity and effectiveness of data centres. Over the last year, Spectra increased technical training capabilities and launched new certifications to help partners obtain the skillsets to successfully sell and deploy Spectra solutions in the field. Aiming to increase data storage options for end users working within data centres and other environments, the company also expanded its channel program into distribution and made significant investments in improving partner sales skills to enlarge its collective market presence and enable Spectra sales partners to successfully communicate the Spectra’s value proposition to business leaders. With a mission to educate, develop, grow and equip partners, SpectraEDGE, Spectra Logic’s award-winning reseller program, offers unmatched support that enables sales partners to close business faster and easier, accelerating profitability and growth. Spectra commits to delivering solutions that are profitable for its partner network. The tiered structure of the program consistently correlates partner benefits with the revenue and responsibilities that they fulfill. Spectra’s experienced sales team unites with resellers to customise solutions, offering IT and data storage expertise, providing onsite training, and acting as true advocates in the field. The company works closely with customers and ecosystem and channel partners alike to plan, develop and deliver offerings that bring forth new opportunities for mutual value, aligning its business outcomes with customer and partner success. For instance, the recently launched Spectra® BlackPearl® Network Attached Storage and the Spectra® Stack Tape Library offer customers unparalleled upgradability so that end users may acquire a modern storage solution at a lower entry point, and then expand the system accordingly as needed, ultimately protecting customers’ investment with an attractive total cost of ownership. At the same time, the solution benefits partners by facilitating an initial ecosystem sale. Now able to sell a smaller piece of the complete solution, partners build revenue by closing deals faster and easily continuing to sell into those same accounts as they upgrade over time. Another vital element in the success of Spectra’s channel program is Spectra’s SpectraGuard® support offering – touted as unrivaled in its responsiveness, with deployment of tape libraries, and processing, diagnostics and escalations of support issues all over the world exclusively handled by Spectra’s in-house support specialists. Spectra provides the correct tools, expertise and resources to drive customer issues to resolution, helping to support data centres in EMEA and enabling the entire channel program to advance toward long-term success. Not only do channel partners benefit from the greater quality guaranteed by Spectra’s support, but as a part of the channel program, qualifying resellers can also sell SpectraGuard support to their customers as a feature in the solution suite. Moreover, Spectra’s channel marketing team provides tools and resources to make this objective achievable. Partners gain access to Spectra’s sales and marketing resources through an exclusive, password-protected portal. Sales partners also receive regular newsletters introducing new solution updates, media coverage, and relevant industry information and thought leadership. The newsletter is curated to provide timely content that grants Spectra partners an advantage over the competition. Partner-specific webinars and videos facilitate training, supporting high standards of technical knowledge and creating the opportunity to assess and promote partner engagement. Promotions and giveaways encourage face-to-face time between partners and reps, rewarding resellers who schedule meetings with Spectra. Finally, the team strategically utilises special bonuses to incent sales and reinvigorate natural plateaus or declines in activity. Spectra’s dedicated channel sales team made key investments in lead generation and joint tradeshows and seminars with sales partners in the last 12 months. To support these efforts, Spectra’s sales team and corporate marketing work together to qualify leads and share cultivated, highly-vetted prospects. Joint events, large and small, are coordinated with mutual goals in mind. At this year’s Media Production Show in London, for instance, Spectra exhibited with reseller OvationData. The close business relationship has helped both companies land widely publicised accounts like ITV, Hat Trick Productions and the British Film Institute (BFI). Spectra’s attention to this partnership helped OvationData secure the BFI’s bid for its digital infrastructure project to preserve the UK’s film history. Over the past year, Spectra has also expanded into specialised vertical resellers. The initiative tripled the number of video surveillance channel partners worldwide. In Spectra’s media and entertainment (M&E) vertical, the Spectra Select Partner Program devotes special attention to a select number of M&E partners, expanding Spectra’s global footprint and aligning the interests of Spectra with the goals of high-caliber industry resellers. Accentuating high performing partners across all of its vertical markets enables Spectra to stimulate outstanding channel relationships and better position messaging and initiatives per industry needs, to the benefit of the entire program. Spectra’s partnership with UK distributor Exertis Hammer is a prime example of how Spectra’s program operates in respect to its new distribution model. From events to product launches, joint engagements are coordinated to help drive demand and strengthen the relationships between distributors and resellers. Spectra worked hand-in-hand with Hammer on a big March product release for the new Spectra Stack Tape Library, synchronising joint marketing and launches. Spectra and Hammer also recently co-sponsored a joint presentation to channel partners in the UK. The gathering was hosted by Spectra’s customer, Imperial War Museums, and created the opportunity for executives from both companies to showcase their strong bond and mutual collaboration. Lastly, Spectra also works with technology companies to develop solutions that address specific market needs. The Spectra Developer Program, available for the BlackPearl Converged Storage System, an object storage gateway, is unique in allowing organisations to create custom clients to interface with Spectra’s solution. The program provides developers with SDKs, APIs, and sample clients to create and develop BlackPearl Spectra S3 applications and plug-ins. The dedicated website and resources streamline development and testing. Technology partner IPV certified its advanced media asset management application, Curator, to leverage Spectra storage targets. The IPV-Spectra solution equips data centres with a media-focused hybrid cloud platform that archives assets based on age, usage, business needs and relevance. Object Matrix, another UK-based partner, also recently certified their BlackPearl client application through the Spectra program. The joint solution creates a compelling one-stop shop for object-based content management. Object Matrix was awarded 2018 Object Storage Vendor of the Year by Storage Magazine. Spectra Logic understands that partners are essential to helping customers build the data storage infrastructures that they need to thrive. Spectra has the vision, portfolio, and programs to support sales initiatives and build alliances in the channel that boost solution performance and reduce risks to data centres. At Spectra, Sales and Marketing work together to support channel relations and offer a strong solution sell model for Spectra’s channel partners to leverage. Spectra’s channel program is designed to ensure all Spectra Logic's partners have the right tools and information needed to effectively promote and sell a Spectra solution; to develop and execute go-to-market plans with partners and to support channels worldwide. Why nominee should win: • Spectra Logic’s close collaboration with customer and partners in developing new solutions promotes true innovation and aligns interests • Spectra’s Developer Program is unique in the industry, creating value to ecosystem and channel partners through tight integrations that increase quality of solutions and ease of implementation • Newly-implemented distribution program strategically develops strong relationships between distributors and resellers • Thorough lead generation efforts cultivate demand and drives business to channel partners • Spectra Logic’s channel excellence has been recognised this year by being shortlisted for the CRN 2018 UK Channel Awards and by winning the Channelnomics Editor’s Choice Award for Best Storage Security

One Identity Partner Circle One Identity Partner Circle

The problems One Identity technology addresses This year’s Verizon Data Breach Investigations report found that 81% of hacking-related breaches were related to stolen passwords. Best practices regarding credentials management is especially important as an increasing number of organisations undergo digital transformations, adopting new applications and devices that provide dramatic organisational efficiencies, but also expose companies to new attack vectors through a mounting number of logins. The benefits of business-enabled automation allow customers to further improve the efficiency and security around managing the user lifecycle for access. Hundreds of IT and security teams worldwide rely on One Identity solutions to mitigate the risk of credential-based data breaches. One Identity Partner Circle The global partner programme for One Identity - One Identity Partner Circle - was launched in May 2017, and provides a dedicated, multi-tiered partner program designed specifically for partners that sell, deploy and manage solutions across the entire award-winning One Identity portfolio. Before the programme was launched, One Identity witnessed increasing interest from a wide range of partners and less than a year after the launch of the programme, it has driven increased demand from a broader set of partners. Specifically, the One Identity Partner Circle was designed to accommodate the needs of a diverse partner ecosystem, embracing resellers and distribution partners alongside global and local systems integrators and advisory partners. The benefits of the programme include regular discounts that are factored based on accreditation achievement as well as access to benefits such as referrals, rebates and market development funds to drive collaborative marketing activities. The One Identity Partner Circle enables partners to capitalise on the wide and diverse IAM portfolio offered by One Identity – a set of solutions that helps partners develop deep customer relationships and solve complex and multi-layered business problems, resulting in repeat business for them. IAM projects can be quite sizeable since they cover all aspects of a business operation, ranging from £100,000 to over £1M. Resellers are able to develop a very profitable and productive business with One Identity while at the same time solving real-world problems. The One Identity Partner Circle Portal helps partners succeed The One Identity Partner Circle portal delivers access to a rich set of partner tools and resources, such as deal and referral registration, incentives, training and product support. A critical tool we have designed for collaboration, CONNECT enables partners, including system integrators, resellers, global alliances and implementation PLUS partners, to interact with each other and gain useful help and guidance from other expert practioners. The One Identity Partner Circle website is clearly laid out resource for partners; it gives them everything they need at their fingertips to succeed with One Identity solutions. There is also a One Identity University that is regularly updated with the latest information and product update information as well as access to support services. Partners are in control The One Identity Partner Circle covers Distribution, Global partners and includes a structured tiering initiative (Silver, Gold or Platinum) that is achieved when the partner achieves increased sales success or invests in dedicated sales and pre-sales accreditation. With a smooth on-boarding process that starts with a Partner portal registration at partners.oneidentity.com – and leveraging a co-branded Quest-One Identity portal experience; partners are able to access deal registration that is linked to a back-end CRM system for comprehensive control and management of a sales life-cycle. Investment and standing out from competitors Establishing the programme last year required a significant seven figure investment to establish a solid foundation with proven partner tools that automate the partner’s experience and enrich the partner and One Identity relationship. Having created the infrastructure, the running costs involve the continual updating of the resources including the licence costs for the state of the art tools. Apart from several IT resources – some of which are dedicated to the management of the program; we have in place a partner operations team that runs the reporting and a partner marketing team that keeps the content updated and relevant. The Partner programme really stands out from our competitors in the space since in one portal the partners can consume all our available content and access all the relevant tools – making the relationship fast and efficient. The extended partner tools such as CONNECT deliver real-time value to a partner – since when they have limited time in responding to a RFP/RFI from a customer or in a problematic situation they can raise a query and receive almost instant help and guidance from One Identity experts in both partner as well as internally from across the world – true collaboration at work! Channel sales increase The Partner Programme has seen impressive growth of 61% in channel sales with strong partner involvement across global geographies, with nearly 500 partners having sold One Identity solutions in the last year. Since the launch in May 2017, One Identity has seen 44 percent year-over-year growth in EMEA channel sales, with the UK being a solid contributor to channel revenues through leading providers such as Computacenter, Softcat; and distributors such as Exertis, Commtech and Sigma. As part of the Partner Circle Programme, One Identity offers online training courses and instructor-led classroom training for partners of which 2,600 courses have been completed to date. Market opportunities such as those emanating from GDPR are causing increased customer demand for IAM technologies and partners are eager to build knowledge and competence within their businesses to capitalise on that. Partner testimonials Lloyd Carnie, chief technology officer at Core based in London, UK. “Events in 2017 led to a marked change in the way Core sells to our Managed Service and traditional Professional Service clients, as our customer’s focus has been shifted to the looming GDPR regulations with identity and access management solutions, including privileged account management and identity governance, being a key factor in meeting these requirements. We are thrilled to have One Identity be a leading player in our company’s solution offerings, which will only be strengthened by the recent Balabit acquisition, so that we can ensure our customers will not be impacted by these harsh penalties.” Tim Eichmann, Core, discusses how One Identity Active Roles provides value to their business https://www.youtube.com/watch?v=wZItRVsi1SE Mike Jones, Director, Intragen UK based partner, Intragen with operations also in The Netherlands and Finland, has seen One Identity sales have been driven to new heights. Intragen representative speaks about the partnership: https://www.youtube.com/watch?v=6wnVYOzYABQ Other videos illustrating partner collaboration: One Identity & Partners highlight market trends Protiviti on GDPR & the benefits of One Identity partnership Emerging Market partners https://www.oneidentity.com/video/partnering-with-one-identity8128338/

Pragma specialise in bringing the Ericsson-LG on-premise and cloud portfolio to the UK market. Our Partner community are central to all that we do, and we continuously work towards providing the tools our Partners need to confidently take the product set to market, whilst supporting their digital transformation journey, a key driver of business growth. Pragma

With digital transformation revolutionising the sales and marketing journey, in 2018 we overhauled our marketing strategy. With this inevitable shift in the market, transitioning our Partners onto the path of digital transformation it’s imperative to their staying relevant in the market and to continue driving business growth. The foundation of Pragma’s 2018 vendor program was enhancing Partner skillsets, which was approached by several avenues: • UP Campaign is an extensive digital marketing toolkit boosting business growth by giving resellers the materials they need to engage in new sales opportunities with existing and new customers • Social selling and digital marketing course explores how to utilise the UP Campaign marketing material and give’s resellers the skillset to generate, optimise and secure new opportunities• As part of the Social Selling Course, a YouTube training module reinforces the power of video content known to deliver more qualified leads and increase in sales. Pragma’s readily available videos are created to compliment resellers’ video marketing strategy • Bespoke B2C workshops exploring best practice for lead generation • Development of product knowledge with technical, sales and marketing Product Bite webinar series • Large scale conference and roadshow events • New white paper series acting as a lead generation tool, collecting prospect data in exchange for white paper download New opportunities are key for our resellers whether it be welcoming customers or building on established customer relationships. To support this, Pragma launched a lead generation driven toolkit through a digital transformation strategy. We placed emphasis on the power of integrating an inbound marketing approach that would compliment their existing strategy. We aim to position our Partners as influencers in the market and content marketing is such a large contributor to that, and on that basis, we launched a unique offering to our Partners: With 90% of purchasing decisions starting online, we launched the ‘upgrade to iPECS Campaign’ (UP Campaign). The UP Campaign sales and marketing toolkit aims to enable our resellers to adapt to the changing sales process, whilst adding value to their marketing efforts or to give them the tools to explore new marketing platforms. The UP Campaign marketing collateral targets all areas of the Ericsson-LG iPECS portfolio, from on-premise and cloud, to applications ensuring that it meets the needs of each and every resellers’ sales objective. From engaging with our resellers and monitoring reseller marketing activity, a vast array of collateral was created and continues to be created to open the door of new opportunities. Collateral was not only generic to on-premise and cloud but also vertical specific, with verticals new to Pragma being explored as a result of reseller input. The UP Campaign is designed to work on multiple platforms including: video, web, YouTube, LinkedIn, twitter and Facebook. Collateral overview: • Email campaigns • Written case studies • Social media posts across twitter, Facebook, LinkedIn • Banner adverts • Microsites• Animated videos • White papers Refer to source 1. Reseller UP Campaign case study source 2. The UP Campaign material is white label so Partners really can take full advantage by adding their branding, and making the content their own whilst driving brand awareness. As part of the campaign, the brand-new white paper series draws back to our Partners being influencers, with topics covering ‘Cloud vs On-Premise’ and ‘Digital Transformation’ (source 3). Being known as knowledgeable not only gives our Partners a trustworthy persona, this form of content marketing is also the unsung hero of lead generation. With all that said, we know that having great content is only half the battle, knowing how to utilise the content to its full potential is another. To ensure our Partners were making the most of the material and the toolkit was used in a way that complemented their business objectives, Pragma launched a Social Selling and Digital Marketing training course. In partnership with Social Brighton, social media experts, we launched a bespoke course that explored social selling and digital marketing with focus on the UP Campaign material and the telephony market. Five modules were delivered by webinar covering the powers of social selling, YouTube, Facebook, Twitter and digital marketing with a follow-up exam and certification. Supported by webinar recordings, course presentations and whitepapers the course welcomed 40 reseller partners with 9,600 minutes of training delivered (source 4). We have a number of other noteworthy programmes running in the background that form part of our overall sales and marketing Partner growth strategy: • Pragma Partner Council brings Partners together to discuss product portfolio and roadmap to ensure a winning proposition is delivered and how we can streamline our support from a sales and marketing perspective • Brand new technical and sales and marketing training courses are delivered at our dedicated training facility. Technical and sales training gives Partners the tools they need to deliver exceptional service to their customers. • Product Bite Webinar Series delivered by the Pragma sales and technical teams on new and existing products, with follow-up resources; webinar recording and presentations (source 6) • 2018 saw our most successful Annual Conference where we shared product updates, roadmap, new marketing initiatives and thanked our reseller channel for their ongoing support (source 7) • Raising Partners brand awareness and promoting their successes and satisfied customers through video case studies (source 8) • Reward resellers success with incentive trips where in 2018, qualifying resellers will be jetting off to Cape Town and to Ericsson-LG’s Global Partner Council in Kuala Lumpur (source 9)

Channel Business of the Year
Impartner Partner Relationship Management (PRM) technology is key to a frictionless, world-class partner journey to accelerate channel revenue and delight partners Impartner

Impartner was founded in 1997 and delivers the industry’s best-selling, most award-winning SaaS-based Partner Relationship Management (PRM) solution, helping companies worldwide manage their partner relationships and accelerate revenue and profitability through indirect sales channels an average of 31% in the first year of use alone. Here are the top 10 reasons Impartner is best, chantech system of record technology to help you manage your channel and leapfrog the performance of your competitors: 10Provide each channel partner with a personalized experience – regardless of tierIn today’s highly “consumerized” world, your channel partners have come to expect that you will provide them with the personalized experience they need, online and off. With Impartner, every aspect of your program, from the content on your portal, to the assets they can access, the marketing money they can access, and the leads they receive, can be personalized based on performance metrics.09Our Platform Goes Way Beyond 9¾PRM is about so much more than just exposing a toolset to partners. PRM is about creating tailored end-to-end experiences to ensure maximum profitability from each unique partner – and doing so at scale. The Impartner PRM platform is architected to grow as fast as you are, with tools such our ChannelFlow™ workflow tool, SegmentAI™ for segmenting partners, our SmartContent™ Asset Library, our Notification Engine, and much more. 08Best Practices, Baked Right InImpartner’s PRM solution comes “out of the box” with over 20 years of channel expertise baked right in, but also includes the flexibility to configure every aspect of your solution to meet your unique needs. It’s your domain, your look ‘n’ feel, your portal content – use it to build a competitive advantage in your market. Your portal should be as unique and differentiating as your company.07You’ll Be in Good CompanyLeading companies around the world choose Impartner to accelerate their channel growth – and we deliver the results. From high-tech to manufacturing, health sciences to telecommunications – the top companies in nearly every vertical market turn to Impartner when revenue growth is paramount. 06Built from the Ground Up for the ChannelSome PRM solutions are merely CRM solutions masquerading as “channel friendly.” These tools inevitably fall short when dealing with the complexities of a modern multi-tiered distribution model. Impartner began 20 years ago with the vision of enabling indirect sales and has kept that laser focus ever since.05SecurityNot only does Impartner meet security protocols strong enough to be listed on the Salesforce AppExchange, we have achieved the coveted SOC 2 certification, and follow stringent security standards for the Open Web Application Security Project (OWASP), the National Institute of Standards and Technology (NIST), and Burp Suite security testing. Our customers include some of the world’s leading security companies, so you know we have high standards. 04CRM Integration – In Real TimeImpartner was the first PRM vendor to integrate with Salesforce CRM, and remains the only PRM vendor that integrates in real time with all major CRM platforms including Microsoft Dynamics. When your CRM is the “system of record” for your channel business, having real-time access to the data is critical. In the competitive world of channel business, having to wait hours or even minutes for your batched data to “sync” can mean winning or losing a competitive bid.03We Own Your Success from Start to FinishOther PRM solutions require third-party integration partners to build all customized components and extensive back-end business logic, and to support the company long-term. Projects are billed hourly, so if the implementation doesn’t go as planned, the process can go on for months and can cost many times the initial estimate. With Impartner, our white-glove Onboarding team gets your solution running in record time and don’t let go until you say “done.” 02Our Roadmap VelocityImpartner’s team of developers is larger than most vendors’ entire company. Not that the number of coders is important, but the velocity with which we can bring new solutions to the market is unmatched. And we go way beyond just “checking the box” with our features. Each new capability is designed from the ground up to deliver real ROI in the challenging real world of your channel.01We can have you online in record timeImpartner’s highly engineered Velocity™ Onboarding Process means your solution can go live in as few as 14 days, using our carefully crafted and well thought out portal templates. Or choose a pixel-perfect representation of your corporate brand with your custom look and feel, menuing and workflows. Or start fast and polish as you go – it’s up to you.

Mobliciti Managed Services Mobliciti

Our Managed Security Services are underpinned by marketing leading, innovative technologies, from Unified Endpoint Management (UEM) and Mobile Threat Detection (MTD) to Identity & Access Management. All our Managed Services are delivered privately hosted. The service allows our customers to have multiple technologies, all delivered as a single service, through a single contract and supported by a single partner. Our Managed offerings are modular and additional services can be easily added under the existing agreement. This provides simplicity for the customer in terms of billing and supplier management whilst ensuring they maintain peace of mind that their mobile workforce is secure, and the service is being managed by industry experts. Mobliciti prides itself on being ahead of the curve and using this foresight to spot new market opportunities to exploit. A prime example of this can be seen from our work in the Mobile Device Management (MDM) marketplace since our inception back in 2009. We had a vision that mobile devices would one day become the primary means of accessing corporate information and doing business. We partnered with MobileIron and were at the time one of only 4 partners outside of the US. In the past 8+ years, we have seen the MDM market grow from practically unknown to 2.81-billion-dollar industry, with Mobliciti reaping the rewards from this with over 50 Enterprise customers taking MobileIron services through ourselves. Today our vision from 2009 is a reality as Enterprises look to deploy IT Strategies that harness the phenomenal potential of Mobility & Cloud-based services. Mobility and Cloud are fast-evolving industries and the skillsets to manage these are often limited to a few individuals within an organisation. These resources are often stretched to the limit and unable to keep up with increasing demands. Mobliciti have highly skilled experts, focused purely on Mobile and Cloud, with staff being accredited to the highest levels across our entire product suite. Our Managed services are quick to deploy, scalable and easily adopted. There are no requirements to install any infrastructure within customer networks. As well as Mobliciti running and maintaining the infrastructure, the customer benefits from named Account, Service Delivery and Technical Account Managers to support them throughout the agreement. In addition, monitoring and management are available 24x7 and our Managed Services Centre (MSC) respond to customer queries with a 100% SLA adherence record. Our Managed Services can be configured with a range of technologies depending on requirements and custom SLA’s ranging from 99.9% to 99.999% availability. From the beginning of the sales process every customer receives a personalised experience whereby all products and services are customised to suit their needs. They are provided with a named Account Manager, Technical Account Manager and Service Delivery Manager thus ensuring any questions that arise are answered, quickly and efficiently. It also means customer’s just have one point of contact during the design and delivery process. Our Managed Service Centre (MSC) provides 24/7 telephone and email support where our specifically trained enterprise mobility and cloud security support staff are trained to handle and resolve queries over the phone. The service is also proactively monitored by the MSC for improvements and potential issues, taking the stress away from the customer. Our sole focus is on Cloud Security & Enterprise Mobility, because it is all we focus on it means our team can provide the best customer service possible because they are all multi-skilled and trained to the highest standard across all products. Everything we do ensures customers are completely satisfied with the service we provide; our 99.7% revenue retention rate supports our commitment to our customers and their satisfaction. Our Managed Services Centre is on hand 24/7 to offer technical support and our dedicated account managers are passionate about building and maintaining trustworthy relationships. We understand our clients’ needs, requirements and aspirations and we strive to deliver them. For us, it’s all about the personal touch, making sure the customer feels like Mobliciti is part of their extended team and that they can trust us with all their Cloud & Enterprise Mobility. Customer testimonial video: https://www.youtube.com/watch?v=Z1VlpvgUVSM

Eze Castle Integration for Managed Services Provider of the Year Eze Castle Integration

Eze Castle Integration’s mission is to support hedge funds, private equity firms and other alternative investment funds with all aspects of their IT needs, enabling them to focus on what they do best. Whether leveraging our award-winning private or hybrid cloud services for fully outsourced infrastructure support, or engaging ad hoc support for project work, outsourced help desk services or disaster recovery systems, today’s financial firms can improve operational efficiencies and maximise internal workflows by outsourcing all or part of their technology to Eze Castle Integration. With the Eze Cloud Services, firms gain a full-service platform supporting daily operations including key business applications, file services, built-in disaster recovery and more. For firms looking for additional outsourced support, Eze Castle Integration can act as a virtual CTO, providing consulting and complementary services to enhance a buy side firm’s back office. Based on each firm’s unique needs, Eze Castle Integration can place one or more technology professionals on-site on a full-time or part-time basis, giving investment firms the benefit of an internal IT expert without the hassle or cost of hiring and training. Our dedicated Client Technology Managers and solutions consultants support clients of all sizes and meet regularly with them to review ongoing initiatives, upcoming requests and technology trends. Together, our senior management team has over 200 years of global experience in supporting the IT and technology needs of the alternative investment industry. This experience has been instrumental in making strategic business decisions to shape the direction of the company in line with the needs of our clients.

Providing first class managed services since 1988 ra Information Systems

Initially ra started life in 1988 as a software house, writing bespoke software, predominantly for local authorities. As we built relationships with our clients they wanted more from us and it quickly became apparent that there was a gap in the market for a company able to provide IT support and solutions. We therefore setup an IT Services division to complement the existing software development business and over the years the two parts of the company have complemented each other with customers regularly becoming clients of both sides of the business. In 2008 ra outgrew its Sheffield premises and relocated to its current location, ra House, in Chesterfield, Derbyshire. As of today, ra has grown to become a leading IT company providing its services throughout the UK and wider Europe. ra’s growth has strategically been aimed towards providing expertise in all areas of IT and telephony. The company now has its own: • In-house helpdesk of IT experts – all 1st line support • Two in-house software development teams • IT/infrastructure/telephony specialists • Admin, sales and marketing teams Whilst IT support and infrastructure specialisms underpin the company’s service offering, ra has also created and developed three thriving software management solutions: • ezytreev - Tree, TPO & Asset Management Software now used in over 100 councils, universities and housing associations across the UK and Ireland. (www.ezytreev.com) • ibcs – Business Centre Management Software used in over 120 business and conference centres. (www.ibcs-software.com) • CLARITY CORE – Science Park, Innovation and Incubation Centre Software used in over 100 sites. (www.clarity-core.com) ra has achieved all of the above, throughout recessions and changing Governments, whilst moving forward alongside huge technological advancement. Overcoming these challenging factors to becoming the company ra is today is why this momentous 30th year in business is a cause for major celebration! This award would truly solidify all the effort and hardwork that gone into achieving the above!

EACS Managed Services EACS

Founded in 1994, EACS is an award winning and trusted provider of practical, innovative and cost-effective managed services to a wide range of UK organisations of all sizes. Indeed, one of the key contributing factors to EACS™ success is that it is able to supply a broad range of services, allowing it to establish deeper relationships with its clients, generating a strong and loyal customer base. The company has a customer retention rate of over 90% and the average lifespan of a customer is 5 years, although EACS has been working with some clients for over 15 years. Since its inception the business has constantly evolved in order to best serve the needs of its customers, maintaining healthy balance sheets with a turnover of £18million in FY’17. The most recent stage of EACS™ progression was its acquisition by Streamwire in May 2017. EACS and Streamwire are both established and award winning managed service providers and together their many synergies have created vast opportunities for growth. The acquisition has bolstered EACS™ ability to provide comprehensive end-to-end IT services and support in a rapidly changing market. The two companies are fully integrated and go by the name of EACS and are a wholly owned subsidiary of Streamwire Group. Now, the combined company is perfectly positioned to offer professional and managed services in core™ IT a cloud based solutions, cybersecurity and high quality, reliable support services. During the course of 2018, EACS has experienced double digit revenue growth, which has been fueled by customer acquisition in the delivery of strategic managed services and digital transformation deployments, with clients recognizing EACS ability to combine the two to enable consistent service reliability though enable organisation’s to evolve their IT strategy at the same time to support key business initiatives and drive end user productivity. This approach in working with customers to define requirements to their business and IT strategy has resulted in EACS winning several managed service contracts for multi-year periods. These were secured in competitive situations, reflecting EACS competitive advantage and differentiators in the market. EACS strong business strategy for managed services and clear focus to drive growth into key markets for the company recently saw the acquisition of Sentronex Services in July 2018. With the acquisition, EACS is now positioned to deliver managed service excellence and business continuity & DR solutions into the financial services sector. Building upon the existing clients who demand quality of service and delivery, this acquisition will enable EACS to continue its journey of growth to provide complex and innovative managed services and solutions to a crucial part of the UK economy. Fairtrade Foundation The Fairtrade Foundation is a charity based in the United Kingdom that works to empower disadvantaged producers in developing countries by tackling injustice in conventional trade, in particular by promoting and licensing the Fairtrade Mark, a guarantee that products retailed in the UK have been produced in accordance with internationally agreed Fairtrade standards. The charity faced a number of IT challenges, especially in terms of its business continuity plan which was far from robust. The lack of resiliency meant that IT users were being significantly impacted and this IT downtime was affecting staff productivity, taking away time that could be dedicated to the rest of the business. This was a major pain point. The Fairtrade Foundation turned to EACS for a predictable service delivery for every element of IT within the organisation. A key driver for this decision was the need for a single point of contact, instead of having one provider for servers, one for backups and one for desktops. In choosing EACS, Fairtrade Foundation’s objectives were to ensure that communications were as straightforward as possible, the reporting was clear and that the outsourced organisation properly understood the charity’s needs. EACS supplied a server monitoring and patching service, as well as an online backup service. Since the implementation, the Fairtrade Foundation has been able to benefit from improved service security and resilience, reduced downtime with all servers, and improved business continuity. The result of this is a significantly improved service for end users and external customers. Now, the IT team is free to be more proactive in daily work and staff members are much more productive and do not have to worry about IT breaking down. Lastly, the Fairtrade Foundation benefits from real value for money something that’s crucial for the charity. View the full video case study here: https://www.youtube.com/watch?v=AbYSc_JJq3c East Anglia's Children's Hospices (EACH) EACH supports families and cares for children and young people with life-threatening conditions across Cambridgeshire, Essex, Norfolk and Suffolk. The charity is committed to delivering care wherever the family wishes, whether that is at home or one of the three hospices. As the charity has numerous staff members who work at multiple sites, effective remote working capabilities are crucial. EACS has partnered with EACH for many years, providing a fully hosted IT environment. One of EACH’s main objectives is to constantly improve the care delivered. As such, EACS has helped create a system whereby information can be recorded and easily accessed, reducing the amount of paperwork for care staff, so they can focus on the delivery care for children and their families. Prior to EACS, EACH was unable to access the NHS system records, due to strict security compliance measures. EACS successfully worked with the charity to find the best solution to meet the NHS™ strict security compliance guidelines. Since then some of the major benefits have been superb information management, which really shapes the quality of care delivered to children and their families. Care staff can now access and update patient records in real time, irrespective of location. This means that EACH can extract information and make decisions about the care that’s delivered to better meet the needs of children and their families. View the full video case study here: https://www.youtube.com/watch?v=FBLRaOxsCsE&feature=youtu.be Webtec EACS ability to deliver consistently the same principles of managed service and innovation excellence across multiple vertical sectors and size of organisations is demonstrated with the services provided to Webtec. Webtec manufacture hydraulic, valve and control systems. A strategic focus for them was to increase business growth through coverage into international markets and required assistance from EACS to build a solution which enabled Webtec to open sales offices in North America, France, Germany, Mexico and Hong Kong. Through the managed service undertaken by EACS (10 year business relationship), the knowledge of business and IT environment meant that EACS could create a cost effective and efficient remote access solution. The business outcomes were significant as export sales went from 20% of revenue to 80% of revenue in 2 years. This example demonstrates EACS ability to work with the customer to not only deliver managed services for existing operations but build a partnership with the customer and knowledge of the business to ensure their IT environment can support key business initiatives for growth. EACS support SME companies like Webtec who can leverage the knowledge and expertise of their managed service provider to become a key part in delivering digital transformation as part of their business strategy. Delivering Managed Service Innovation through Partnership The company’s partnerships with market leading manufacturers mean EACS is positioned to provide organisations with the highest level of expertise and quality. EACS profile and accreditation position with leading vendors such as Microsoft, Sophos, Dell and Lenovo has increased as EACS has invested in training and development with importance placed on activity execution. This has resulted in EACS showing double digit YoY growth with each of its strategic vendors in FY’18. EACS continues to work with its partners to build and develop managed service offerings in line with their respective solution roadmaps. This enables EACS to create solutions which are delivered upon the principles of innovation and service excellence. EACS also aims to work with emerging vendors and technologies that create a differentiator in the market and ensure that EACS can deliver digital transformation as part of its managed service offering. For example, EACS has established a partnership with the Robotic Workforce to enable Intelligent Automation to be delivered to organisations and create efficiency gains in operational processes. Key accreditations include the following: • Sophos Platinum Partner • Citrix Gold Solution Advisor • Microsoft Gold Partner - Gold Cloud Productivity, Gold Cloud Platform, Gold Datacenter & Gold Enterprise Mobility Management • NetApp Gold Partner • VMware Enterprise Solutions Provider • HPE Silver Partner • Dell EMC Gold Partner • Mimecast Premier Partner Testimonials “Our partnership with EACS makes sound financial sense and, as a charity, this is hugely important to us. This means that we don’t have to invest in and maintain internal servers and recruit specialist IT staff. The working relationship we have with EACS means that they support, develop and help us overcome the remote working challenges that we face. We absolutely recommend EACS, they are a natural partner and together we’ve delivered an elegant, efficient and reliable system that we hope will be emulated by children’s hospices across the UK.” Simon Hempsall, Head of Marketing & Communications at EACH We chose EACS because they had a friendly and relaxed communication style, both in the pre-sale process and in their subsequent account management. Most importantly, as we are a not for profit organisation, EACS provides us with real value for money. I would have no hesitation in recommending them to any other organisations, both for their friendly and relaxed style but also because of the resilient solutions that they delivered. Noel Cresswell, Head of IT & Facilities at the Fairtrade Foundation Nomination Summary • Continued evolution, including recent acquisition, that enables EACS to best serve the needs of its customers. • Strong and loyal client base with exceptional retention rates. • Ability to provide comprehensive end-to-end IT services and support in a rapidly changing market. • The company’s partnerships with market leading manufacturers that mean EACS is positioned to provide organisations with the highest level of expertise and quality. • Exceptional customer feedback, demonstrating EACS™ commitment to excellent customer service.

EBC Group Managed IT Services EBC Group

EBC Group is an award-winning managed service provider of IT, telecommunications, print solutions and document management services. As an integrated partner of managed services we plan, implement and support our clients IT and technology enabling them to run their business smoothly and securely. Having provided managed IT services for over 28 years, the company has grown from strength to strength, with the business now encompassing 3 geographical locations with a privately owned data centre housed at their head office in Halesowen, near Birmingham and replicated at their Northampton office. What key vendor and industry accreditations does the nominee hold? EBC Group is independent and accredited to the highest standard, working with a host of world leading technology brands, including Dell, Cisco, Microsoft, Kaspersky Lab, BT, Virgin and VMware. Their partnerships with technology and software partners ensure they can offer the best solutions available, and that their employees receive the highest standard of training and certifications. EBC Group are also ISO certificated in the provision of managed services, data and data centre management, and hold Cyber Essentials Plus. Are there any key projects delivered in the last year that demonstrate this candidate’s suitability for the award? Operating in multiple verticals, including legal, public sector and manufacturing, EBC Group has successfully delivered a range of diverse projects throughout the past 12 months, that has seen businesses benefit from new IT infrastructure, disaster recovery, cloud and connectivity solutions. Businesses that have benefitted from EBC Group’s services include Birmingham based Mainstay Group Ltd, who approached EBC Group with a view to updating their IT infrastructure. Their existing systems had become tiresome, and struggled to keep up with the demands required of it, with performance becoming increasingly degraded, virtual outages becoming more frequent and fears regarding an imminent hardware failure beginning to surface. EBC Group conducted an in-depth analysis of their core infrastructure, establishing where their current bottlenecks were, and what future growth plans the business had. EBC Group provided Mainstay with a brand new clustered VMware environment, utilising the latest Dell hardware. A tiered solution was implemented with SSD’s as the tier one layer, which vastly improves the IOPS performance and is combined with dual sixteen core processors and five hundred and twelve gigabytes of RAM per host to enable future growth. With the infrastructure upgraded, EBC Group installled an advanced back-up software and storage via a Veeam Backup and Replication solution that was put in to meet their backup and disaster recovery needs. The onsite infrastructure is fully replicated in EBC Group’s datacentre allowing for a true disaster recovery with fast RTO (Recovery Time Objectives). The 10g backbone enabled Mainstay to complete a full back-up overnight so as not to slow the system during the working day. When EBC Group were first approached by Shropshire based PDM Produce they were experiencing significant growth throughout the company, with an IT infrastructure that struggled to keep up. As one of the UK’s leading producers of fruit and veg in the UK, PDM require a large workforce that remain onsite during peak seasons, and are housed in a large, purpose built caravan park. Due to the rural location of the business, connectivity was a real issue, with most of the site unable to gain any access to the Internet. Providing 600 users with Wi-Fi access in the Shropshire countryside required in-depth scoping and project planning. From a blank field EBC Group were able to integrate full cabling and switching across the caravan park, via underground CAT 7 and fibre optics. Outdoor switching cabinets were also installed, as well as hardened outdoor access points via a Xirrus Wi-Fi solution. Utilising innovative cloud management solutions have given PDM a state-of-the art Wi-Fi solution, that gives the business enterprise class firewalling, complete application control and reporting of Wi-Fi usage, in addition to being able to easily on-board new devices, whether that be employees or visiting clients. EBC Group also overhauled PDM’s existing infrastructure, with the integration of a new VMware hosted environment, the latest MS exchange server as well as an email archiving solution and firewall protection. In addition, a new backup and disaster recover solution was installed which included offsite backup to EBC Group’s data centre. Please highlight any particular aspects of customer service delivered as part of the program(s) With a number of highly trained specialists and support teams, EBC Group ensures each project is met with the same level of attention, from initial enquiry, through to the implementation and client support. EBC Group believes in creating an on-going partnership with a business to ensure they fully understand the whole organisation and their objectives for now, and in the future. The aim is to be able to provide clients with a proactive service, where EBC Group act as a personal IT advisor who are able to go above and beyond for each client, whether that’s through additional training, out of hours assistance or providing support during an office move. Graham Godber, Customer Service Manager at Mainstay Group Ltd comments “I have been very happy with the way EBC have performed over the duration of this project, their engineers are very knowledgeable and happy to help out where they are needed. It’s been really beneficial to have them come in and include my team with the project to impart some of their knowledge” What endorsements does that nominee have from their customers and/or their technology partners? "The project itself has been a huge success. The speed has increased dramatically, the backups are no longer on tapes, we have a full DR plan which can be up and running in under 4 hours should anything major happen and everything is actively monitored by EBC Group to ensure the business is constantly available. I can’t recommend EBC Group enough and when I compare them to who we used previously... I’m annoyed we didn’t find them sooner." -Graham Godber, Customer Service & IT Manager at Mainstay Group Ltd “Cyber security is massively important to a business like ours. We hold a lot of personal and confidential information about our clients; we also handle a substantial sum of money through the business on a daily basis. Businesses like ours are seen as a soft target to cyber criminals. EBC Group have provided us with a series of firewalls and anti-virus protection meaning that our information and client data is much more secure and protected from cyber criminals. We recently obtained Cyber Essentials which is a government backed scheme which establishes that our systems are well protected.” -Rebecca Widdowson, Managing Partner at HallmarkHulme “EBC Group really are our central IT hub, all of our IT, servers and data are backed-up and stored with them and they have also helped us put in a large Wi-Fi system. We have gone from being a complete IT illiterate company, to cutting edge from an IT perspective. EBC Group are our first choice and are the first people we go to when we have any IT problems. We have had a very good learning experience with EBC Group, and a very good partnership with them, and are looking forward to all of the clever things they come up with in the future.” -Chris Akers, Manging Director Wheels Divisiion at Titan Europe Plc Summary • Successfully providing a range of managed services to over 500 customers for over 28 years. • Understanding that IT issues do not strictly occur between traditional working hours, their support and service is designed to provide 24/7 help. • With a state of the art dual data centre, and unique infrastructure designed to provide Cloud solutions, EBC Group is completely independent, never replying on 3rd parties • EBC Group’s service is both clear and transparent, not only making them a managed services provider that is easy to work alongside but allowing the customer to really understand what is happening every step of the way

Tech Data UK - Channel Business of the Year Tech Data

Taking a positive approach Prior to our new financial year, (February 2018) Tech Data created a dedicated cloud business unit to allow specialist focus across all next generation cloud solutions and signed a number of new vendor contracts i.e. Red Hat and AWS. We are the only distributor to offer all four major public cloud platforms – Azure, AWS, IBM and Oracle and over the last year we drove overall growth on our cloud business of 21%. Tech Data has made multi-million pound investments into both StreamOne, our next generation cloud marketplace, (which combines our two exceptional SaaS / IaaS platforms) and the specialist team. Taking partners on a journey We’ve recently launched our CloudPro website, which enables resellers to assess their current cloud skills, identify gaps and engage with Tech Data to accelerate their cloud business. Our Velocity initiative is designed to enable partners on Microsoft Azure solutions. To date, 53 partners have enrolled with 15 advancing to Silver Cloud Competency and two to Gold status. Tech Data has delivered face-to-face training to more than 250 partner delegates. All Velocity Partners are fully-funded for the main technical course and aligned to a Microsoft Solutions Architect, they have access to Tech Data’s European Microsoft Centre of Excellence and Marketing as a Service funds. Tech Data is also providing easy access to Proof-of-Concept (PoC) funding on prospective deals that have an expected consumption value of over £20,000 a year, lead-generation campaigns and funded video case studies. Building for the future Our Microsoft cloud income has grown significantly year-on-year and in July, Tech Data was awarded ‘Highest Revenue Indirect Cloud Solutions Provider’ by Microsoft. The vendor has also recently committed to significant co-op investment with Tech Data to further develop the cloud business. Tech Data has also made investments to develop an Azure Competence Centre and Centre of Excellence to provide partners with access to deep expertise and capability. Key initiatives here include our SAP Hana on Azure offering and our Data Centre Modernisation programme. Platforms for growth Our StreamOne Enterprise Solution (SES) provides partners with access to Microsoft’s cloud applications via CSP, enabling them to provision, deploy and manage their SaaS hosting solutions. SES has robust billing capabilities, end-user portal management access for self-service needs, and a private-label option. StreamOne Cloud Marketplace is our aggregation platform for Azure and other IaaS and PaaS offerings. It provides access to advanced services such as assessment, migration, security and monitoring. We are presently working on bringing these platforms together to ensure we have a stable platform to support long-term customer needs. A final word In the past 12 months, we believe Tech Data has put more energy, effort, tooling and investment in to developing its ability to support reseller cloud business than any other distributor. We have a clear strategy and a three-year plan that we can stand behind and will deliver against. Our message is resonating with the market. People want to work with us, which says a great deal in itself.

Orchestration/Automation Innovation of the Year
Resilience Assurance for Hybrid IT Environments - IT Outages and Data Loss Can Be Prevented! Continuity Software

Continuity Software helps the world’s leading organizations, including 6 of the top 10 US banks, to achieve resilience for their hybrid IT environments. As a global leader in IT resilience assurance, our solutions proactively prevent outages and data loss incidents on critical IT infrastructure. As a result, unplanned infrastructure outages are reduced by an average of 80% and configuration errors are resolved before they turn into costly service incidents. Continuity Software offers a unique approach to ensuring resilience is preserved throughout all types of hybrid IT environments - any mix of on-premise, private cloud, and public cloud. With its automatic early detection methods, Continuity Software’s flagship AvailabilityGuard™ solution helps organizations run smoothly and avoid unplanned downtime, outages and data loss. We proactively eliminate single-points-of-failure that affect entire IT stacks before they impact business. Expensive service disruptions and costly firefighting are prevented. We do that by comparing your configuration against a deep knowledge base of more than 7,000 technology best-practices and identifying configuration errors and single points of failure. As a result, IT quality and agility are improved, data is protected and most importantly, business continuity is maintained. Continuous & Proactive Resilience Assurance Continuity Software’s best-in-class resilience assurance solution proactively scans the entire IT infrastructure to detect risks to resilience and single points of failure. This continuous process leads to improved and more efficient IT infrastructure since risks are resolved in a timely manner, before they escalate into costly service incidents. Deep Knowledge Base Information gathered in the scan is compared against a vast knowledge base of technology vendors’ best practices and our user community input. Currently, more than 7,000 guidelines exist on how misconfiguration issues, large and small, should be corrected. More than a decade in the making, the knowledge base - probably the largest repository of its kind – continues to grow and make the very latest know-how available to be put into action. Key Solution Benefits • Prevent IT outages & data-loss incidents before they impact business • Achieve higher IT operational stability and configuration quality • Shorten rollout time of IT infrastructure upgrades • Increase cross-domain collaboration and resource productivity • Verify and measure resiliency KPIs • Vendor agnostic

Cantemo iconik Cantemo

Cantemo iconik is a hybrid-cloud platform for managing video. It was built to be unique in several ways. Firstly, unlike virtualised solutions which are simply on-premise solutions adapted for the cloud, iconik was built natively for the cloud environment and is therefore perfect for both fully cloud and hybrid environments. This means customers can choose to store original assets either on-premise (in one or multiple locations) or in the cloud (in object storage or a cloud archive), or both on-premise and in the cloud. Users are able to manage specific assets in the way that bests suits that particular piece of content, rather than in a one-size-fits-all approach. iconik also supports proxy workflows throughout the majority of the media lifecycle, meaning that customers can use the proxy files (low-res versions) in the cloud for most of the workflows, without having to move the original assets. This not only limits the use of cloud bandwidth and saves time on files transfers, but also enables easy collaboration. The iconik platform was built with collaboration in mind. Alongside the use of proxies, users can also share content from within iconik with non-users, which simplifies review and approve workflows. As iconik is web-based, any number of users can access the content repository from anywhere in the world. iconik also uses cloud elasticity to quickly scale up capacity on-demand, making organisations agile and flexible to change. Finally, iconik is AI-enabled, capable of integrating with solutions like Google Cloud Video Intelligence and AWS Rekognition, as well as custom-trained AIs. iconik can automatically tag content with metadata upon ingestion, recognising even fleeting entities and objects to make content libraries significantly more searchable. With tags automatically applied to each scene, users receive instant results when searching within assets for these objects/entities.

Opengear Lighthouse 5 Centralised Management Opengear

Lighthouse 5 centralizes out-of-band management for IT infrastructure and provides an unparalleled level of resilient access and visibility even during critical failures. Offered as a virtualised software appliance, Lighthouse 5 supports all SSH clients – PuTTY, SecureCRT, OpenSSH with built-in HTML5 Web Terminal with full copy and paste functionality. How does the product or process break with conventional ideas or processes in its field? Remote access to critical infrastructure devices is essential for support staff managing distributed networks, as amongst other things it avoids costly and time-consuming remote site visits. Care is needed however, as high-level out-of-band (OOB) access to core devices is a major security issue for enterprises, and it's more problematic when hundreds of access gateways are under management. Lighthouse 5 leverages the resilience that’s inherent in the Opengear Smart-OOB appliances to offer a centralised management portal to deliver seamless access to all consoles, across all devices, at every remote site, without having to worry about the underlying detail of how it’s all connected. Lighthouse 5 is easily deployed as a virtualised software appliance where it implements secure OpenVPN encrypted tunnels to gateways for all LAN, WAN and cellular remote access connections. The Lighthouse portal is designed to be intuitive and opens with a status overview of all access gateways, called nodes. Along with Opengear Smart OOB nodes, Lighthouse also natively supports Cisco, Avocent and generic models. Nodes are declared to Lighthouse and the process is simplified with enrolment bundles. Bundles combine a unique enrolment token with custom tags, such as a geographical location, department, or even rack position. This makes it easier to provision secure user access to specific groups of nodes and to locate them within a portal. How does it go beyond marginal improvements on something that already exists? Unlike the proprietary tools shipped from network vendors, Opengear provides several flexible enrolment methods and you can undertake this manually from the node's management interface by providing details of the Lighthouse host address, the security bundle and the associated token. Other options include zero-touch provisioning using DHCP or booting the node with a pre-configured USB stick. Following enrolment, Lighthouse maintains a secure VPN tunnel to each node and their connection status can be viewed from the portal. Node management is simple. Select one you are interested in and Lighthouse provides access to its administrative web interface through the tunnel, where you can log in and configure. Lighthouse goes beyond traditional solutions through the integration of a RESTful API engine. RESTful API enables network administrators to leverage Opengear's unparalleled connectivity to program and automate their management network through a stable and efficient interface. The use of a standardised protocol, an industry first, increases automation and scalable extensibility by eliminating the need for ad-hoc scripting. In addition, the efficient and fast bi-directional communication is enhanced by query status delivered in convenient JSON format for easy integration into complex orchestration tasks. How do customers benefit from the product / process or innovation? Lighthouse makes the task of managing many disparate devices easier for administrators. Managed devices, routers, switches, firewalls and so on, are attached to a node using the LAN or USB and serial ports. Deployment is made easier as Lighthouse learns about attached devices during node enrolment and will dynamically update itself as new devices attach. Access is controlled with Lighthouse groups which support RADIUS, TACACS+ and LDAP authentication. If the external authentication server is unavailable, Lighthouse falls back to applying local permissions to ensure that access isn't denied should there be a network outage. Smart Groups takes this a stage further as it defines access using the tags assigned during node enrolment. This makes it easier to ensure that group members can only access the devices they have permission for. When a user logs in to Lighthouse, they only see the devices that are assigned to their group. Security is tightly controlled - once Lighthouse has provided access to the device port, users must still enter their credentials. The new quick search feature makes it easy to find nodes or ports in large environments, and on selection, Lighthouse launches a terminal emulation session within the web browser, or you can use your preferred SSH client. For the former, Lighthouse uses pure HTML5 with no reliance on Java therefore it works with all the latest browsers. The combination of standards-based API and information exchange plus deep compatibility with the widest range of node types allows administrators a great deal of flexibility. A good example of the Restful API usage would be running a Python script to provide instant secure access to a specific port on a node without using the Lighthouse web portal - ideal during a network emergency. Today's security conscious businesses simply cannot permit unmanaged OOB access to critical devices. Lighthouse from Opengear provides the perfect solution. It can manage all gateways from a single web portal, provision secure VPN tunnels, and enforce strict access controls over user access.

Orchestration/Automation Innovation of the Year Cleverbridge

In today’s digital world, B2B companies must now compete with the online buying experience provided by B2C companies. Organisations such as Amazon and Apple have changed and simplified the consumer buying process, offering complete ease around transaction fulfilment. One effect of these developments is that business buyers want the same experience. They want to interact with intuitive sites that deliver a seamless buying journey, regardless of device, currency and methods of payment. Companies that can’t provide such an experience risk losing buyers and renewing customers. However, providing this consumer-like experience can be a challenge, particularly when you consider the complexities that exist throughout the B2C buying process. Delivering a seamless experience involves the coming together of a lot of moving parts, and the centralising and analysis of numerous data points from across the enterprise. As such, businesses are always looking for ways to optimise and strengthen the customer buying process. Shortening sales cycles with Configure Price Quote (CPQ) For B2B sellers, shortening the sales process and buying cycle is vital to increasing revenue. In other words, the shorter and less complex the quote-to-cart process, the more sales you’ll make. However, many continue to rely on inefficient processes, with quotes delivered manually – which takes time and is susceptible to error. cleverbridge’s quote-to-cart functionality provides another way for businesses to shorten the sales cycle by automating the sales and renewal process. It’s a sales tool that enables a B2B seller to quickly provide a cost estimate based on a set of rules according to a prospect’s specific needs. It ensures the delivery of real-time accurate up-front quotes, which can even consider volume-based discounts, add-ons and additional features. Moreover, it allows for quick amendments should customers change their mind about specifications – there’s no hassle and no need to create another quote. Quotes are always delivered in the prospects preferred channels and inclusive of the methods that they will want to use to complete the purchase. Upselling also becomes a more straightforward process with cleverbridge’s quote-to-cart functionality too. Traditionally, upselling would involve the initial quoting, constant maintaining and education of the relationship, and then the recommendation and selling. It was a resource-heavy process that often wouldn’t deliver a positive enough ROI. cleverbridge offers a nimbler approach. The process is largely automated, allowing for a shorter feedback loop making it easier to converse around new products and upgrades. The speed with which businesses can act increase their ability to benefit from customers’ and prospects’ interest, no matter how small. Keeping customers on-board Once you’ve got customers signed up, keeping them signed up is the next challenge. Churn is an issue that all businesses face and there’s two types: • Involuntary – customer wants the product / service but it isn’t delivered. Could be expired cards, incorrect information or lack of availability, etc. • Voluntary – customer no longer wants the offering and cancels. cleverbridge provides its customers with sophisticated renewal automation and revenue retention capabilities. The cleverbridge Subscription Commerce Platform identifies when information for a customer card on file requires updating and flags them. Once updated, the account is automatically billed and renewed. It also automatically retries declined payments after a few days. Customers may have simply exceeded their credit limit and require a small period of time to fall back below it. For customers that need to update their payment details, the cleverbridge platform automatically messages them via email or in-app functionality. Automation will not be able to retain all customers and it’s natural for some to want to end relationships. To help win them back, cleverbridge delivers automated ‘winback’ campaigns that encourage lapsed customers to reactivate their subscriptions. These messages contain simple one-click reactivation links which makes it simple for customers to act. Why cleverbridge With decades of global ecommerce experience, cleverbridge empowers B2B software and SaaS companies to automate their sales processes. Its solutions are being used by globally recognised brands – including Dell, Malwarebytes and Acronis – to deliver a consumer-like buying experience, reduce acquisition and retention costs, and increase efficiency. cleverbridge’s full-stack subscription commerce solution and ready-to-use connectors enable businesses to quickly sync data across numerous enterprise applications, and convert manual, time-consuming customer order and renewal processes into a cost-efficient, self-service channel. With cleverbridge’s quote-to-cart functionality, including its CPQ expertise, businesses are able to automate the low-value, high-velocity order and renewal processes, freeing up sales teams to focus on selling higher-margin and value-added services. cleverbridge in action SmartBear Software is a leading developer of automation, development and monitoring tools that help developers build better software and applications. More than 6 million software professionals and 25,000 organisations in 194 countries use SmartBear products to build and deliver some of the world’s best applications. Its software quality tools assist with code review, functional and load testing, and API readiness, as well as performance monitoring of modern applications. Although the company built a significant customer base on its in-house ecommerce platform, SmartBear eventually looked to outsource its ecommerce to a solution with features and functionality beyond its current capabilities. Outsourcing would also allow SmartBear to focus valuable development resources on advancing its own product line. Additionally, it needed a provider that would act as its merchant of record — to process payments, manage global taxation, maintain PCI compliance, etc. — as well as deliver ongoing consultation to improve online sales. Automating customer quotes cleverbridge automates the quote-to-cart process and empowers Smartbear’s business customers to configure their own orders in real-time. With accurate pricing, it generates a quote to match specific requirements which can then be progressed to complete purchase all in the same process flow. Furthermore, price fluctuations, customer-specific pricing, volume discounts, and complexly configured products are all factored into a time-sensitive, quote-to-order process for sales representatives. The cleverbridge platform itself isn’t a one-size-fits-all offering either. Working closely with the SmartBear team, cleverbridge designed and developed a bespoke CPQ process, enabling SmartBear’s sales team to generate, issue and process instant customised customer price quotes while incorporating pricing and discounting rules. Streamlining customer renewals The deployment has now been active for 1.5 years and has seen the nature of the relationship change. While at first SmartBear simply used cleverbridge to drive online sales, it now also relies on it to increase its product renewal rates. Previously managed via manual purchase orders, cleverbridge is compatible with SmartBear’s Salesforce platform which adds automation to the process. Rather than having to email back and forth with the customer around renewal time, the sales team simply uses cleverbridge to generate a link which can be sent directly through Salesforce to the customer for simple renewal. This saves a great deal of time and effort – allowing the sales team to focus on customer acquisitions and relationship-building – and ensures the process is smooth for the customer – making it more likely that they will renew. cleverbridge delivering results The cleverbridge platform is integrated fully with SmartBear’s Salesforce, meaning the CPQ process accepts a variety of online and offline payment methods to meet the unique needs of business buyers, and sends notifications to sales representatives when a customer order is processed. Since implementing the quote-to-cart process, SmartBear customers that renewed without sales assistance increased by 20 percent, drastically reducing retention costs and increasing efficiency. On average, SmartBear saves 18 hours per month per sales representative, freeing up sales and renewal teams to focus on higher-margin solution selling and value-added services selling. Overall, SmartBear has grown its online sales by 400 percent and doubled its renewal sales via ecommerce. It’s completely frictionless and ensures customers experience the consumer-like buying process they now expect. Customer testimonials “cleverbridge not only met our unique ecommerce requirements, but its in-depth technical expertise, scalable infrastructure and robust set of APIs enabled a full integration with our business systems. We’re all about connected systems, and with cleverbridge’s API functionality we’re not only able to able customise our system, but scale as we continue to grow.” – Jim Schuchart, Vice President, SmartBear Software “When we switched to cleverbridge in 2009, the difference was immediate. The kind of reports we can generate through the cleverbridge platform are so exhaustive — they really show what is converting well for us and what is not” – Chandan Garg, CEO, K9 Tools “In my opinion, cleverbridge is, hands down, the best billing platform in the market” – Robert Pinkas, VP of Sales & Marketing, Lamantine Software “With cleverbridge, we had access to a wealth of features, right out of the box. Its architecture means faster response, including page load time and cart execution, all over the world. Its customer service model gives us professional services when and where we need them. It's a great platform” – Mark Dykstra, Senior Manager of Internet Marketing, Dell “As we transitioned from a perpetual license model to subscriptions, we realised how truly robust the cleverbridge platform really is” – Marcin Kleczynski, CEO, Malwarebytes “We didn’t know what kind of features we were looking for. Bringing in cleverbridge gave us a lot of knowledge that we did not have in house. When we work with cleverbridge, we know that it is going to pay attention. It makes us feel like we are really a part of the company” – Jeff Ozarski, Business Development Manager, Minitab

Anuta ATOM delivers Smart Networks with Closed-Loop Automation for Multi-Vendor Cross-Domain Networks. ANUTA NETWORKS

All products must have started shipping in EMEA before 1st August 2018. Yes, ATOM has been shipping from January 25th, 2018. Synopsis: ---------- Anuta ATOM software helps Telco’s and Enterprises to deliver network services faster, eliminate human errors, avoid security violations, reduce OpEx and transform today’s networks into future smarter, self-healing ones. Anuta ATOM is a modular, extensible, and cloud-native software platform that enables operators to rapidly design and provision network services, collect real-time telemetry, develop deep network analytics, ensure compliance and provide closed-loop automation for multi-vendor physical and virtual infrastructure. In short, Anuta Networks brings to you – the network automation software that has helped grow the networks of web-scale companies such as Google, Facebook, Amazon AWS. ATOM Value Proposition: ------------------------- Enterprises and Service Providers constantly see the need to automate their network services, and there are many solutions to help them build the network from scratch. However, they made an enormous investment in best of breed networking infrastructure from multiple vendors that they can’t afford to replace again and again. And, they can’t rely on niche players who automate network services for a specific use-case or vendor. Anuta ATOM is the only solution that delivers network analytics, automation and assurance for existing multi-vendor (45+ vendors) physical and virtual infrastructure and automates all the use-cases including Data Center Automation, InterCloud, Micro-Segmentation, Security as a Service, LBaaS, Campus/Access, Branch/WAN, Service Provider IP/MPLS Edge, Virtual CPE and NFV. Anuta ATOM combines the best of model-driven architecture with the latest technologies in microservices and analytics to deliver one of the industry’s most scalable platforms that automates 1 Million+ devices. Anuta ATOM includes an SDK for ease of developing applications using a sophisticated description language, query interface, and other productivity tools. Anuta ATOM is containerized and can be deployed to manage Small, Medium or Very large-scale networks in private, public and hybrid cloud environments. Anuta ATOM is also available as a SaaS offering with low monthly pay per use plans including auto upgrades, periodic backups, billing & usage reports, and proactive customer support. Anuta ATOM Advantages: -------------------------- • One of the broadest industry coverage. • Investment protection for the future demands of IoT, 5G, Multi-Cloud • Aligned with open standards • Horizontally scalable to automate 1 Million+ devices. • Ensures a higher and more consistent QoS. • Flexible to run on any cloud including AWS, Azure, GCP. • High Resiliency and Auto-Scale • A powerful interface to define KPIs and corrective actions. • Collaboration infrastructure for Device, Service Model and Custom App. development Feature Highlights: -------------------- Anuta ATOM is a highly scalable cloud-ready platform for network automation & telemetry. Anuta ATOM combines the best of model-driven architecture with the latest technologies in microservices and analytics to deliver one of the industry’s most scalable platforms. The closed-loop automation in ATOM opens exciting new opportunities to transform today’s networks into future smarter, self-healing ones. Multi-Vendor Support: Anuta ATOM supports 150+ platforms from 45+ vendors. Anuta ATOM automates brownfield and greenfield deployments of Physical, Virtual, SDN and NFV infrastructure across multiple network domains. Closed-Loop Automation: Anuta ATOM collects streaming telemetry from multi-vendor infrastructure using Google Protobufs. It applies machine learning algorithms to develop deep analytics and reports. The solution simplifies troubleshooting by providing the context of the entire network. Customers can define KPI metrics and corrective actions to automate SLA compliance. Microservices Architecture: Anuta ATOM is composed of many microservices that can be scaled-up or scaled-down in public and private clouds. The Microservices architecture reduces overall system footprint and enables migration in a multi-cloud world. Anuta ATOM’s flexible architecture scales horizontally to support 1 million+ devices. Extensible Platform: Anuta ATOM uses extensible data models and follows open standards such as IETF YANG and OpenConfig models. The entire platform functionality is available via the REST API for integration with OSS/BSS and ticketing systems. Anuta ATOM has an SDK that simplifies overall development effort, introduces version control to treat the infrastructure as code and supports ongoing DevOps movement. Cloud Ready: Anuta ATOM is containerized and can be deployed in public clouds including AWS, Azure, and GCP. ATOM can manage Small, Medium or Very large-scale networks in private, public and hybrid cloud environments. Massive Scale: Anuta ATOM distributed architecture scales to 1 Million+ devices ensuring the lowest TCO for managed services. Solution Benefits: ------------------ REVENUE: Service providers can use Anuta ATOM to offer highly differentiated network as a service, thus generating new streams of revenue. Enterprises can use the ATOM to accelerate application deployment thus increasing business agility. EFFICIENCY: By virtualizing network resources into logical functions, organizations can benefit from lower Capex and Opex. ON DEMAND: Anuta ATOM offers superior business agility with its on-demand model of network service creation. SERVICE ASSURANCE: Anuta ATOM monitors, collects, and analyzes telemetry, performance, health, capacity, and availability information from disparate devices. This service level information is compared with baseline behavior to automate the remediation steps to ensure SLA. MULTI-VENDOR: One of the key benefits of ATOM is device abstraction. Anuta ATOM allows customers to leverage best-of-breed vendor devices for their network and avoid vendor lock-in. MAXIMIZE ROI / ROA: As Anuta Networks solution works for existing physical network infrastructures, customers can continue to use the devices they have already purchased and still get complete network agility resulting in higher ROI and ROA. FLEXIBLE DEPLOYMENTS: Anuta ATOM is containerized and can be deployed to manage Small, Medium or Very large-scale networks in private, public and hybrid cloud environments. SCALE & RELIABILITY: Anuta ATOM has a micro-services-based architecture that delivers efficient scalability and reliability. Ease of Integration: -------------------- Northbound, Anuta ATOM includes a comprehensive REST API and is integrated with cloud portals (OpenStack, VMware vRealize, ScienceLogic) and customers’ home-grown portals, billing, documentation and ticketing systems. Southbound, Anuta Networks routinely publishes vendor, platform, and technology-specific models adapted from IETF, Open Config or customer developed. Further, Anuta ATOM SDK allows all device models to be developed by customer or partners. For instance, minor extensions can be implemented within hours while adding new vendor device models can take days to a maximum of 2 weeks.   Interoperability with Ecosystem Partners: ----------------------------------------- Anuta ATOM has been validated with PNF & VNFs from 45+ industry leading vendors including Arista, Brocade, Cisco, Citrix, Checkpoint, F5, Juniper, Palo Alto Networks, Radware, VMware, etc. supporting hundreds of L2-L7 network functions using CLI, NETCONF, YANG, REST and SNMP. For a complete list, check out http://www.anutanetworks.com/managed-devices/. Anuta ATOM supports multiple NFVI including VMware, KVM, and OpenStack. Anuta ATOM is integrated with leading SDN controllers such as Cisco ACI, Juniper Contrail, HPE DCN, Nuage VSP, Open Daylight, Cumulus Networks as well as northbound portals such as OpenStack, VMware vRealize and OSS/BSS using REST API. Rapid Customer Adoption: ---------------------------- Since the launch of Anuta ATOM in Q1 2018, we received significant traction from Tier-1 SPs and large enterprises. Our publicly referenceable customers include Tata Communications, Telstra, Japan Post, F5 Networks, Neustar, etc. https://www.anutanetworks.com/customers/ Telstra in Australia has multiple ATOM deployments including 120,000 managed CPE devices roll-out, Multi-vendor data center automation for hundreds of internal departments and cloud interconnect for four global sites. Tata Communications has deployed Anuta ATOM in their SD WAN project for thousand hybrid CPE devices in the first phase with the plan to support up to 125,000 CPEs in next two years. Neustar, a leader in identity and authentication services, has deployed Anuta ATOM to automate their 26 DCs that scrub DDoS attack traffic at 175Gbps for 11K clients. Japan Post, the Fortune-13 Global Financial Institution, has deployed Anuta ATOM for data center automation in Private Cloud for hundreds of individual departments. Customer Use-cases: ------------------------ Our Top-3 customer use cases are: Managed Branch Services: Multiple Tier-1 SPs and large enterprises have used Anuta ATOM to offer packaged Virtual CPE to their remote branches. The vCPE included vRouter such as Cisco CSR1000v, Brocade Vyatta and HPE VSR, vFW such as Juniper vSRX, Fortinet and Palo Alto Virtual firewalls, vWanOp such as Riverbed virtual steelhead, Open vSwitch or VMware vSwitch and OpenStack. Many customers also deployed Hybrid CPE including a combination of legacy Cisco ISRs, Cisco IWAN, and SD-WAN controllers. Anuta ATOM automates multiple network functions such as QoS, Segmentation, Firewall policies, ACLs, IPsec or DMVPN, Policy-Based Routing, Performance Routing, Deep Packet Inspection, WAN Op, Web Security and Zero Touch Deployment for these CPE devices. Managed Data Center Automation – Anuta ATOM is deployed to offer Infrastructure as a Service in large data centers for use-cases such as Firewall as a Service, Load-Balancer as a Service, On-demand provisioning of L4-L7 ADC controllers and Firewalls, Data Center Interconnect, Provisioning Virtual Data Centers for each tenant as well as integration with SDN controllers including Cisco ACI, Juniper Contrail, HPE DCN, Nuage VSP and F5 BIG-IQ. Carrier Core Networks Automation – Anuta ATOM automates Virtual PE, Virtual CE, MPLS L2 VPN, L3 VPN and Cloud Interconnects using VNFs from Brocade, Cisco, Ericsson, HPE, Juniper etc.

ParkView Pro-Active Fault Detection – Park Place Exclusive Remote Service Park Place Technologies

Pro-Active Fault Detection – Park Place Exclusive Remote Service ParkView™ (Powered by BMC TrueSight), is a revolutionary service that proactively detects equipment hardware faults 24/7 across storage, server, and networking products that are maintained by Park Place Technologies. The related alerts are then securely transmitted to Park Place Technologies’ technical operations, enabling more timely and accurate failure diagnosis, part identification, and necessary repair actions. • Proactive Fault Detection: ParkView proactively identifies faults 24/7 without the need for customer action of any kind. • Faster Response and Resolution Times: Once a fault is detected, ParkView instantly self-creates a ticket for immediate repairs. • Accurate Part Identification: Each generated ticket includes machine type, asset serial number, part number and fault description. • Faster First-Time Fixes: More informed alerts result in better-prepared responses and a greater percentage of first-time fixes. • Extremely Secure: We set up security features based on each customer’s individual security requirements, and we ensure that non-public data is never accessed or transmitted. • Non-disruptive: Automated detection and ticket creation enables your IT staff to focus on other data center priorities. • Fully Supported: ParkView supports all storage, server and networking equipment and all OEM vendors currently supported by Park Place Technologies. • ParkView for Storage: ParkView is packaged as a value-added service for supported storage systems and includes a consultative implementation with your IT staff. Full Visibility: Customers will have both online and mobile access to data center hardware status, events and inventories.

Tufin Orchestration Suite - Securing Networks through Automation Tufin

What, exactly, is novel about the product / process or innovation? Tufin is dedicated to providing its customers with innovative solutions that help them run their businesses more efficiently - doing more with less while improving security and compliance. This dedication has led to the development of the Tufin Orchestration Suite – a policy-centric platform for managing network security through automation and orchestration. Tufin provides automated risk analysis and design, provisioning, and auditing of network security changes to meet business demand for agility without sacrificing security. Tufin Orchestration Suite reduces the attack surface and minimises connectivity disruptions to critical applications. Its network security automation enables enterprises to implement policy-driven security changes in minutes instead of days – or even weeks – and avoids the inevitable errors that are inherent in manual processes. Tufin Orchestration Suite makes network security manageable for large organisations with complex, multi-vendor environments through intelligent analysis of the network topology, enforceable and consistent security policy, automation of configuration changes, and continuous compliance with audits and regulations across physical and hybrid cloud networks. How does the product or process break with conventional ideas or processes in its field? Large enterprises struggle to balance the need to secure critical data and resources with the business requirements and desire to remain agile in the face of stiff competition. A major contributing factor is the increased complexity of company networks that have expanded to include multiple vendors and technologies, including the cloud. This has made them difficult to manage. Lack of visibility, constraints on resources and reliance on error-prone manual efforts exacerbate the situation, putting businesses at high risk of attack or non-compliance with internal and external mandates. To solve these issues, Tufin Orchestration Suite uses a centralized, unified security policy along with an automated and orchestrated approach to simplify the management of some of the largest and most complex networks in the world, consisting of thousands of firewall and network devices, as well as emerging hybrid cloud infrastructures – across AWS and Microsoft Azure. Using Tufin Orchestration Suite, organizations can continuously adhere to corporate and industry compliance standards, rather than just during annual or semi-annual audits, ensuring audit-readiness at all times. With Tufin Orchestration Suite, customers can find the balance between two seemingly opposite factors: business agility and security. How does it go beyond marginal improvements on something that already exists? One of the key differences, and improvements, Tufin Orchestration Suite provides is the ability to manage a multi-vendor, complex on-premise and hybrid cloud network, through a single pane of glass using on a policy-centric approach. This approach uniquely scales to meet the growing needs of the largest enterprises in the world, even as they expand and acquire new corporate assets. Beyond this market-leading functionality Tufin also provides: • Solution maturity: For over a decade, we’ve worked with customers to meet network security needs. We offer firewall administration-focused automation such as server and rule decommissioning, understanding that this is where customers struggle. Our workflow is flexible and offers more customisation – customers can build and maintain their own automation workflows. • Robustness and enterprise readiness: Our distributed architecture is one of the most advanced in the market, allowing scalability to meet the largest network challenges. Tufin Orchestration Suite is deployed in some of the world’s largest networks. Unlike competitors, scaling up with distributed architecture doesn’t require purchasing additional licenses. • Extensibility: Tufin Orchestration Suite offers extensive support for standard (REST) APIs; customers can expand its use and apply capabilities in ways we hadn’t necessarily identified. Result: a richer solution than any competitor can offer. The product’s real power comes from its automation capabilities. Beginning with firewall administration automation, Tufin Orchestration Suite guides customers through their own automation journey, a process that ultimately leads to Zero-Touch Automation. It does this by: • Automating the discovery and decommissioning of outdated, unused, redundant, shadowed, or overly permissive rules • Automating the process of server decommissioning • Carrying out access changes and applying them across the entire network • Reducing the prevalence of redundant requests • Provisioning, modifying, or removing network object groups (e.g. Security Groups in AWS) • Change tracking for complete audit preparedness These capabilities improve customers’ security postures and ensure continuity in network security through consistent management of processes across the varying platforms. Regardless of changes being made in the public cloud or on-premise network, automation removes time-consuming tasks and eliminates the risk of human error. How do customers benefit from the product / process or innovation? Tufin Orchestration Suite helps customers streamline processes, improve security, and lower resource demands through the automation of regular security policy changes, ensuring that companies are protected and continuously compliant by eliminating manual network policy changes. Using automation, organisations can do more with existing resources, address skill-shortages, reduce SLAs, increase agility and in some cases, even reduce headcount. Tufin Orchestration Suite customers benefit from this unique solution through regular core, and customised, updates and can: • Improve security by optimising policies and reducing attack surface. • Streamline auditability by reducing audit prep time and ensuring they pass audits successfully and avoid fines associated with non-compliance. • Enable continuous compliance with enterprise and industry regulations. • Reduce time for security policy change processes from weeks to days and even minutes. • Free security admin time by automating time-consuming tasks, allowing them to do more with the people they have. • Cut skills wastage so people in high-level IT positions can do the work they were employed to do instead of time intensive admin and processing tasks. Here are some examples of the results Tufin customers have achieved with Tufin Orchestration Suite: • A large energy organisation has been able to automate the provisioning of network security changes so that their DevOps teams can quickly deploy new applications that meet with security policy requirements. This is a seamless solution that integrates with DevOps processes, allowing them to remain agile and responsive to business demands while ensuring the integrity and security of the network. • A large F500 insurance company discovered and automatically removed over 28,000 unused rules and over 10,000 redundant rules. The removal of these unnecessary rules reduced their risk, increased their security, and improved overall firewall performance. Customer testimonials: Michel Muller, Senior Network Security Engineer at Swisscom: “Tufin has provided us with such an unprecedented amount of visibility and control over firewall operations that I just can’t imagine life without it.” Carl Magnus Kalstad, Head of Datacentre Network at Telenor Norway: “Introducing new services has become more complicated as you work with multiple users, networks and data centers. Tufin solutions provide top-down visibility and control over all of our devices.” (1140 words)

IT Security Innovation of the Year
SaltDNA SaltDNA

SaltDNA was formed in 2013 by a group of technology entrepreneurs with a shared history in enterprise security, telecoms, network optimization and mobile application development. While the market is packed with consumer based encryption communication technologies, the founders of SaltDNA recognised that none of these solutions fit well within an enterprise's operating framework. The feature list for SaltDNA is improving constantly, with SaltDNA offering many features that are exclusive to the market such as, message/call content archival, closed user groups, file/image transfer, burn functionality (message can be removed from both devices (sender and receiver) by either party regardless of where it originated) and 24/7 support. SaltDNA have created the perfect communications tool for case matter management. Our solution is used by some of the biggest law firms in the world when communicating internally with their team, or externally with their clients. SaltDNA is highly differentiated, both technically and functionally. The majority of SaltDNA’s competitors operate in the consumer market, offer secure communications for consumer use. SaltDNA only deal with enterprises, and have built their features around this market. A key differentiator that SaltDNA has over competitors is that SaltDNA provides organisations to control who speaks to who within their company. SaltDNA provides a secure management system to ensure companies have complete control over all employees contact lists and communications, making it easier to manage communications, and facilitating the operation of closed user groups. SaltDNA also offer a number of deployment options for organisations, which is an offering that competitors don’t provide. The SaltDNA Solution is available as a hosted cloud based service or as an on-premise installation within private infrastructure, enterprises have the flexibility to deploy SaltDNA as needs dictate. To that end, SaltDNA Enterprise has a number of different deployment options. SaltDNA have grown as a company significantly in the past 12 months and work extremely closely with a number of large law firms to build out our offering for the legal industry. A publicised example of this was SaltDNA's involvement in the MDR (Mishcon de Reya) LAB process in which we worked closely with the Mishcon de Reya team to gather feedback on how we could improve our offering for case matter management. From that process we have added features such as localised versions of the app, quick text response options, secure file transfer and secure voice capabilities from our SaltDesktop application. Customers benefit through the process of innovation because SaltDNA offers a highly differentiated offering to enterprises, providing professionals with the opportunity to take full centralised control of their communications. This is something that customers do not receive when using other consumer applications such as WhatsApp and Signal. SaltDNA ensures that users can manage their own contacts using our secure web-based portal, rather than our application needing access to their personal contact list. We understand that certain cases can last for a longer period of time that others, hence offering a flexible license control. This allows firms to onboard a user using a paid for license, and once their case is finalised, that same licence can then be transferred to another client. Whilst offering a solution with high levels of control, SaltDNA also offers users with the security required when dealing with client information. We offer a unique ‘burn’ feature to ensure the protection of confidential information. The burn functionality allows our users to purge information not only from their device, but from all recipients devices too. This means sensitive information can be removed from every device globally by any user at any time for complete privacy. SaltDNA have a small team but one that is highly skilled with a very good mix of talented youth and experienced mentors. As a company we ensure that every employee has a small share of ownership of the company. We have found that this has facilitated a real team ethos and provides staff with the motivation to make SaltDNA a success. Our team is filled with drive and determination to grow the company and become a top global Cybersecurity firm.

ExtraHop Reveal(x) Network Traffic Analysis for the Enterprise ExtraHop

ExtraHop Reveal(x) is a security analytics solution that leverages AI to help SecOps practitioners improve visibility into their most critical assets and automate investigations to remediate issues quickly. By using east-west visibility and AI-driven threat detection to automate the discovery, correlation, and investigation of threats, Reveal(x) cuts through the noise and reduces investigation time from days to seconds. With Reveal(x), security teams stay focused on the most pressing threats. How does the product or process break with conventional ideas or processes in its field? Traditional security tools aren’t enough to solve today’s threats, and while plenty of newer-age security companies offer machine learning and AI capabilities, not all machine learning is created equal. When you have an ML platform that analyses bad or incomplete data, you get a sea of alerts filled with false positives and poor insights that will be of little service to in-demand security teams. ExtraHop is the first to combine automated discovery and asset classification with cloud-based machine learning, anomaly detection and critical asset focus for high-fidelity, low volume alerts and near zero false positives – keeping threats at bay and reducing alert fatigue. How does it go beyond marginal improvements on something that already exists? ExtraHop Reveal(x) network traffic analytics (NTA) provides unprecedented visibility and definitive insights into threats and attack patterns so security teams can get immediate answers to investigative and forensic questions. Reveal(x) illuminates the darkspace left behind by other tools to uncover late stage attack activities within the east-west corridor as well as malicious north-south communications. It starts by auto-discovering and classifying every device on the network, then analysing every transaction, focusing extra scrutiny on each customer's most critical assets. By decoding over 50 enterprise protocols and decrypting SSL/TLS traffic, even with Perfect Forward Secrecy (PFS) enabled, at up to 100Gbps, Reveal(x) acquires an order of magnitude more data than other analytics solutions. In real time, Reveal(x) extracts more than 4,600 metrics from this data to power precise, machine learning-driven behavioural analysis. This process yields high-fidelity alerts and rich records across the full sequence of any incident, reducing noise and keeping security teams focused on the riskiest threats. How do customers benefit from the product / process or innovation? Reveal(x) eliminates blind spots and reduces wasted time while delivering accurate and comprehensive insights that security teams can quickly act on. With increased visibility, Reveal(x) can automate discovery and classification of every asset and transaction on the wire, showing everything happening on the network, right down to the application layer, even when the traffic is encrypted. By prioritising surveillance of critical assets, the analytics reveal what matters quickly and efficiently. This is critical as enterprises are dealing with severely under-staffed and over-worked security teams. Businesses simply can’t hire enough people to triage every alert. Rather than investigating every single alert from a bevy of security tools, Reveal(x) allows security practitioners to maintain a clear inventory of what their most valuable assets are, and how they're being accessed. This makes it easier to focus security program resources on threats against the most critical assets, and de-prioritise alerts that are likely to be false positives that don't represent a real threat. Reveal(x) is also the first security analytics solution able to fully analyse wire data in real time while ingesting data when volume passes the maximum. Competitors ingest less or analyse less when they hit the maximum volume. Reveal(x) goes beyond detection to support incident response with contextual visualisation, one-click access to forensic evidence, and simple integrations to automate and orchestrate rapid response. On top of that, ExtraHop's rich set of technical integrations and powerful REST API allow any SOC to act on this powerful data via enterprise case management and remediation programs. Due to security concerns, public testimonials are difficult to generate. However, Reveal(x) has been deployed by a well-known Media Company where It identified suspicious inbound traffic pattern on a SSH server that turned out to be malicious activity originating from China. The unauthorised access attempts were made possible by a misconfigured firewall that was allowing inbound traffic from anywhere on the internet, as opposed to the narrow set of Chinese IP addresses associated with a business partner. As the processor of large volumes of high-value proprietary content, the media company has historically been, and remains, a top target for malicious activity, particularly piracy. With Reveal(x), the customer averted what could have been a major breach, resulting in the significant theft of multimedia content and intellectual property that would have exposed the company to substantial liability. In another customer engagement during spring of 2018, a transportation services company asked for a post-breach investigation as a proof-of-concept for Reveal(x). The company had purchased ExtraHop’s performance product for IT Ops, and that product had been processing real-time data for some weeks, so they were able to apply Reveal(x) machine learning to the dataset and observe how Reveal(x) would have reacted to the attack, including anomalous behaviour detected in real-time. Following the post-breach investigation, ExtraHop produced a post-compromise assessment focused on closing the ingress/egress firewall gaps that had allowed the breach to occur. With Reveal(x) ExtraHop also produced a 360-degree assessment of the customer’s security hygiene, recommending the encryption of authentication protocols, elimination of adware on endpoints, and the segmentation of networks to prevent lateral movement. Customer references Award judges may contact Reveal(x) reference customers for further clarification but please ensure that their names and their employers are not be disclosed publicly. A detailed overview of the platform is available here: https://www.extrahop.com/company/blog/2018/new-features-reveal-x-network-traffic-analyzer-summer-2018/ A video demonstration is also available here: https://www.youtube.com/watch?v=R28r-CIkr5s

Perception - IT Security Innovation of the Year Perception Cyber Security

Perception approaches Cyber differently to any other product in this class. Rather than just looking for threats in action, Perception is a Behavioural Network Analysis product that looks for indicators of vulnerabilities and network weaknesses, as well as providing the users the means to track network activity during and after anything is identified, including zero-day threats. Typically in this class, products rely on anomaly detection systems to identify threats. Unfortunately, as well as having a very high false alarm rate, these tools require threats to fall above a normal baseline to be alerted on, which is rare for modern threats. Perception links an anomaly detection system with a DPI engine and multiple historical databases in order to detect far more subtle threats. As mentioned previously, Perception enables users to identify weaknesses and vulnerabilities on a network. This is a fundamental step change in the approach to cyber protection. Rather than putting protections in place and waiting for incidents to occur before acting, Perception alerts the user to the most likely parts of the network to be breached (whether it’s system or user-based), so that they can fix the issues before any malicious activity occurs. This change to a proactive approach to cyber allows networks to become substantially more secure over time. The current customer base for Perception benefits from this change of approach to network security, identifying vulnerabilities and weaknesses before they are exploited, monitoring identified risks or zero-day threats during the life of the network, and having a complete picture after an incident or significant network change has occurred. As a result, the customers of Perception are substantially more secure than those that aren’t able to take this “before, during, and after” approach to network protection.

Vision ONE with Active SSL - Enhancing Rack-Level Visibility and Security with Active SSL Ixia, a Keysight business

What, exactly, is novel about the product / process or innovation? According to Gartner, “in 2016, industry reports estimate that encrypted traffic — HTTPS — represents 30% to 40% of enterprise web traffic, growing steadily compared to 2015. Already, Gartner clients frequently face web traffic of which more than 50% is encrypted, with peaks at more than 70% in financial and legal sectors… Through 2019, more than 80% of enterprises' web traffic will be encrypted.”[1] However, securing a network requires comprehensive visibility into all traffic, which necessitates the ability to decrypt traffic that uses ephemeral key encryption mandated by the new TLS1.3 standard. To address this growing challenge Ixia added Active SSL to Vision ONE, an established product that provides IT Operations with the ability to deploy resources where they are needed most and secure any traffic in their network. The Vision ONE network packet broker enables organizations to maintain security as well as identify and resolve performance problems across physical and virtual infrastructures from a single platform. Whether fighting against threats hidden in encrypted traffic, or feeding the right data to the right forensic solution, Vision ONE boosts network protection without negatively impacting performance. As such Vision One acts as the first step to security, providing reliable inline connectivity for security tools such as intrusion prevention systems (IPS), data loss prevention (DLP), and Web firewalls. It simultaneously connects out-of-band monitoring tools like intrusion detection systems (IDS) and data recorders. Integrated intelligence features enables users to reduce analysis traffic using advanced packet processing, and precisely select traffic by application type, geography, and device criteria using deep packet inspection (DPI). The solution then forwards selected traffic in a variety of formats to interoperate with any security tool. How does the product or process break with conventional ideas or processes in its field? The innovative addition of Active SSL majorly enhanced the visibility and security provided by Vision ONE, enabling organizations to see inside traffic encrypted with ephemeral keys to ensure the security of their networks via it's Active SSL technology. How does it go beyond marginal improvements on something that already exists? Active SSL can be used for inline or out of band deployments, has a dedicated cryptographic processor, as well as built-in reporting and policies that provide leading cipher support, real-time insights, and SSL inspection. Active SSL also provides forward secrecy to protect past and future data exchanges with ephemeral keys. With Ixia’s Active SSL, ephemeral key traffic is unencrypted, inspected, and then re-encrypted through an intuitive, easy-to-use platform, before being returned to the network. How do customers benefit from the product / process or innovation? Key customer benefits of Vision One's new Active SSL capability include: Purpose-built to offload the encryption overhead from security tools, improving overall performance • Offers 1, 2, 4, and 10G capacity options • Includes a dedicated cryptographic processor • Provides inline and out-of-band capabilities • Compatible with all Ixia visibility intelligence filtering capabilities Reporting and built-in policies deliver actionable information to rapidly detect and resolve problems • Supports all leading ciphers • Offers policy-based SSL inspection • Includes URL categorization • Provides SSL parameters

MobileIron Threat Defense MobileIron

Brief Product Overview: MobileIron Threat Defense is a unique mobile security solution. It provides unparalleled mobile threat protection, securing mobile devices from network, app, and device-based threats. With one application, known and zero-day threats can be stopped on device, even without connectivity, before they can cause any damage. Users are not required to take any action to activate the application, and they cannot uninstall it. There is no disruption to the users’ productivity, and mobile devices are prevented from impacting the corporate network and risking data loss. In short, companies can be sure they are not left cleaning up after an attack, with one non-intrusive app. What exactly is novel about the product / process / innovation? MobileIron Threat Defense allows your business to proactively protect your corporate network and data against known and zero-day malicious threats with sophisticated machine-learning and behavior based on detection on-device. In contrast to its competitors, MobileIron Threat Defense works wholly on-device, with no internet connectivity required. Instead the unique solution will push a local compliance action that detects and remediates the next generation of mobile threats on-device. Whereas, other solutions scan the device first but then require either a WIFI or cellular network connection to perform the rest of the task. Other products perform detection in the cloud, thus requiring internet connectivity, while also informing the relevant enterprise mobility management team of the violation in the cloud and sending the remediation instructions to EMM agent in the cloud. Only then can the threat be remediated. Crucially, the MobileIron Threat Defense local compliance action limits the time of exposure for possible exploitation and stops zero-day attacks. This means that it is less likely the hacker is successful and means businesses will not be left cleaning up after an attack by trying to recover crucial data - a difficult and time-consuming process in itself. MobileIron Threat Defense’s ability to perform detection, and remediation tasks on device does not mean that enterprise mobility management teams are left out of the loop. The application is extremely insightful, providing enterprises with immediate and ongoing visibility into malicious threats across all mobile devices, and thus enhancing enterprise mobility management team’s ability to make informed decisions. How does the product or process break with conventional ideas or processes in its field? Mobile Threat Defense (MTD) solutions have been around for several years now, however, they have not been broadly adopted due to the requirement to deploy separate applications that users are not always willing to activate. With MobileIron Threat Defense, these capabilities are integrated into an application and service that already resides on the device under management and doesn’t require the user to be involved in activating the new service. With this unique approach, MobileIron customers get universal adoption and advanced threat detection & remediation that is seamless to the end user. How does it go beyond marginal improvements on something that already exist? Through partnership with Zimperium, MobileIron Threat Defense goes beyond pre-existing mobile security solutions by using machine learning algorithms to create a more comprehensive security solution for enterprise customers. IDC estimates that by 2025, the total amount of digital data generated worldwide will hit 180 zettabytes, while the number of devices creating, and consuming said data will reach approximately 80 billion. As enterprises begin to consume more data across a greater number of devices the number of possible entrance points for cybercriminals to exploit, and steal such data also increases. As a result, it is becoming exponentially harder for traditional security tools to monitor, manage, and notice when there are problems and security threats. However, through the use of machine learning algorithms, MobileIron Threat Defense is able to overcome these problems by noticing suspicious patterns and activity within large datasets that would not be picked up by human-based security defense solutions. How do customers benefit from the product / process or innovation? The cost of a breach The cost of a data breach can be hugely damaging to a business in a number of ways. It can lead to a loss of critical business data, a loss of resources, and a loss of customer revenue, while also damaging the company’s reputation. A prime example of this was seen in November 2016 with the Tesco Bank data breach, which resulted in the bank losing £2.5 million worth of its customers money and has since been revealed to have been due to weaknesses in the bank’s mobile applications which left holes available for cybercriminals to exploit. Mobile security – a problem? We are currently living in the modern era of work, with mobile and cloud as the catalysts. This modern work allows users to be more innovative and productive than ever before. There is also an increased use of cloud computing and web apps, which enables users to access large amounts of data on mobile devices. This is great for productivity as it allows employees to work from anywhere, make quick decisions, and be more productive. However, research shows that many organizations aren’t fully prepared for the security challenges caused by the increased use of mobile connectivity. The latest research conducted by Verizon in their Mobile Security Index 2018 found that 89% of companies rely on just a single security strategy to keep mobile networks safe, and 51% say they do not have a policy for public Wi-Fi. It is clear that there is a mobile security problem. Enter MobileIron Threat Defense The best way to deal with this problem is a layered mobile security strategy, which empowers internal users with secure access, as well as blocking external hackers from attacking. MobileIron’s approach is to offer a Unified Endpoint Management solution to enable internal users with secure access to data from mobile devices AND MobileIron Threat Defense to provide protection against unknown, external hackers. MobileIron Threat Defense has been adopted by one of the UK’s largest property surveying firms, responsible for helping to shape some of the country’s most substantial commercial, residential, and mixed-use development projects. Due to the nature of their work, many of the company’s mobile employees often need to connect through unsecured networks, such as public WIFI’s on building sites, or in shopping centers. Consequently, the company needed to ensure that highly sensitive customer information could not be intercepted or compromised. Using MobileIron Threat Defense not only allows the firm to ensure 100% mobile security adoption from day one, while keeping client info safe on any device or network employees use for work, no matter where they are in the world. Speaking of their adoption of MobileIron Threat Defense, a spokesperson from the firm said, “Before MobileIron, I didn’t have full confidence that our client’s data was safe, irrespective of location and the networks that our employees use. Today, I have complete faith and trust that MobileIron can help us secure our client data anytime/ anywhere.” However, not only does MobileIron Threat Defense grant businesses IT departments the peace of mind that their employee devices are fully secure, but it also serves to delight company employees by running entirely in the background, and without requiring any actions from the user to activate the application. This lack of intrusion in turn helps to keep company employees productive and helps to maximize businesses growth. With this integration, both employees and IT can feel confident they are protected against mobile threats without employees being required to take a single action. Supporting links: https://www.mobileiron.com/en/blog/whats-biggest-risk-mobile-security-users-not-installing-app https://www.mobileiron.com/en/unified-endpoint-management/threat-defense

IT-SAFE - Protect your IT-Infrasturcutre. If many or all systems runs into a failure (e.g. BlueScreen on all Windows Systems), you are able to rebuild all your systems just in time (e.g. 1000 systems in one hour). IT-SAFE is able to modify or observe your systems in minutes. too. AROSOFT network GmbH

IT-SAFE based on the software Open Management Architecutre (OMA) which is able to install, modify and observe all kind of computer systems, printers and other elements of IT-infrastructures. IT-SAFE establish an IT-SAFE network behind the intranet of each customer. IT-SAFE is a cluster of an unlimited number of management servers, which are independent from the rest of the world. Each management server can install each other. A management server needs no updates and is never connected to the internet. The unlimited power of all management nodes makes it possible to install even 10.000 systems in less then one hour. The one and only protocol for IT-SAFE is SSH with public/private key authentication. IT-SAFE transport all data always to the clients (real push). This solution break with the conventional use of managment servers, which are working in the normal intranet, use own protocols, unopen management agents, depot server systems and further unsecure dpendencies. The clients get always the data from the management servers. The customer needs a backup for his management servers. The benefit for the customer is the power and security level of this solution. Even if all Windows systems are hacked with a BlueScreen, you will survive.

Barracuda MSP Managed PhishLine Barracuda MSP

93% of cyber attacks started with a phishing email, according to Verizon’s latest report. Our own research revealed 79% of IT professionals think poor employee behaviour is a greater concern than inadequate cyber security tools. Both serve as a reminder that you can throw all the money in the world at your cyber security architecture, but if your staff are still falling for phishing attacks then criminals are always going to get in. So how can you plug this gap? When it comes to minimising the human risk, the vast majority (89%) of IT security experts believe end-user training and awareness programmes are important. Introducing: Managed PhishLine This is where our solution is changing the game. Let’s be honest, cyber security training can be an expensive outlay, meaning that many smaller and medium sized organisations don’t prioritise it or simply don’t have the budget for it. For managed service providers (MSPs), it’s also a costly product to offer, as it often comes alongside a hefty amount of management time in terms of setting up the training and managing the process. What we’ve done is take our sophisticated phishing simulation and security awareness training and develop it into a managed service, for MSPs to easily offer to their end user customers. So how is it different from what else is out there? Unlike other training solutions, Managed PhishLine doesn’t create added work for you or your technical team. In fact, it will cost you barely anything in terms of management time or resource. Why? Because we do it all for you. Barracuda MSP’s dedicated team takes on all of the backend processes, including campaign planning, execution, and reporting so you don’t have to: - The monthly campaigns Barracuda MSP’s team create will be a mix of phishing simulation emails and interactive training materials. - They also send you regular reports that are branded with the MSP’s logo and show who clicked on what, so you can easily share this information with your customers. - The training will include a mix of phishing simulation emails and interactive training materials. - Its aim is to help MSPs to move away from one-time tests and redundant analysis and move towards a more comprehensive, ongoing anti-phishing programme. In cutting this management time right down, to the point where the MSP simply needs to share the email addresses of the individuals who are being trained with Barracuda, MSPs not only make a higher margin, but end user organisations also get a more cost effective solution, as they aren’t paying for MSPs’ management time. Jason Howells, EMEA director at Barracuda MSP said: “There is just nothing else like this on the market today. Plenty of organisations are offering security awareness training, but not like this. The upfront and ongoing management time that an MSP needs to invest for most security training out there eats up their margins. One MSP we work with said it takes them 8 hours in management time per month per customer. They then have to pass on higher costs to their end user customers, meaning some organisations out there are being priced out of training their staff. “We’re helping organisations turn their staff into a strength rather than a liability. For MSPs, our innovation has transformed security training from an area that traditionally has been very difficult to make a profit on, to a very profitable avenue. We’re seeing MSPs adding Managed PhishLine to their offering who previously didn’t offer security training because they thought it would be too complicated and take up too much valuable resource.” Sound too good to be true? Pally Randhawa, director at One Care iT, had this to say: “There’s truly nothing else like Managed PhishLine on the market. It’s opened the doors to us being able to offer a really sophisticated security training programme to our customers without having to dedicate hundreds of hours on it. “The team at Barracuda MSP own the backend, meaning they’ve totally taken away the headache of managing the process. We literally just send them the email addresses of the individuals taking part and they do the rest.”

METCloud Cyber Secure Cloud Services METCloud

What, exactly, is novel about the product / process or innovation? METCloud vision is to be the global brand of choice for next generation cyber secure cloud services. METCloud was launched only 18 months ago and has already been recognised in many awards for innovation; most recently Winner of the Most Innovative MSP in the MSH Awards 2018; shortlisted in Computing Technology Product Awards 2018 in five (5) categories: Best Cloud Service, Best Cloud Security Product, Best Business Security Provider, Best Cloud Computing Provider, Technology Innovator of the Year. METCloud is a Cyber secure hybrid cloud platform designed specifically for small and medium sized businesses that lack both technical and commercial resources to combat the ever growing threat of Cybercrime and cyber disruption. Business owners can now concentrate on developing their successful organisations confident in the knowledge that METCloud is protecting them, their staff, customers and suppliers. Recent data protection laws (GDPR) and increased regulation has increased further pressures on businesses especially the SME market and METCloud significantly helps address many of these concerns. METCloud is not just a technical response to address the issues but we have also developed support services to assist businesses in achieving and maintaining standards such as ISO27001, ISO9001, ISO22301, Cyber Essentials and Cyber Essentials PLUS, How does the product or process break with conventional ideas or processes in its field? Businesses worldwide are keen to move their business systems into the Cloud. Amazon web services (AWS) and Microsoft Azure are the two largest public cloud platforms however they are heavily dependent on their respective authorised channel partners. This presents a dilemma for the customer as they then have to go through a lengthy and costly exercise to select an authorised partner. Once chosen the costs escalate further through consultancy and professional services fees, procuring technologies such as virtual firewalls, load balancers, SIEM technologies etc. METCloud eradicates most of these challenges as the platform is already built and ready for the customers data migration. How does it go beyond marginal improvements on something that already exists? METCloud is a significant step change in hybrid cloud services; built with security by design. METCloud service is built on HPE enterprise class compute and storage. Microsoft Datacentre server technology, Next generation firewall technology, Network Access Control, Security Information and Event Management services, 24/7 monitoring by a network operation centre (NOC) and a security operation centre (SOC). Traditional MSP services such as service-desk, backup management, antivirus management, patching and windows update services. Disaster/business continuity services. METCloud provides a level of assurance that delivers an always-on service. How do customers benefit from the product / process or innovation? Customers derive significant benefits from METCloud. 1) Very high levels of cyber security 2) Enterprise class compute and storage which provides a level of system performance that a client within the SME sector would not typically experience. 3) Very high levels of high availability through datacentre technology and multiple datacentre provisioning. 4) 24/7 monitoring via NOC and SOC 5) Service Desk 6) Proactive support on Backup Management, Patching, Antivirus management, Windows update services. 7) Security and Business continuity services that meet with standards such as ISO27001, ISO22301, Cyber Essentials and Cyber essentials Plus

Hyper-convergence Innovation of the Year
Extending Hyperconverged Infrastructure to the Public Cloud Pivot3

Background An early pioneer in hyperconverged infrastructure (HCI), Austin-based Pivot3 was founded in 2003 and ushered in the ability for enterprises to achieve maximum data storage capacity – requiring less equipment, investment and specialized knowledge. With a rich legacy of innovation, Pivot3 is in the top echelon of vendors in the Forrester Wave for HCI and recently made a dramatic leap in ability to execute on the Gartner Magic Quadrant for HCI, positioned alongside tier-one IT companies. Pivot3’s solutions are designed to meet the requirements of modern datacenter, video surveillance, edge, cloud computing, and remote office/branch office environments. Compared to top competitors, Pivot3 provides six times the overall performance, giving customers the confidence to consolidate mixed-application workloads and lower overall costs. Because its solution requires 25-percent less hardware, costs per user are lower by 44-percent over conventional HCI vendors. Pivot3 has seen incredible success and growth across both the datacenter and video surveillance markets, and its dynamic Intelligence Engine is now helping customers simplify management of the public cloud and enable multi-cloud strategies. As public safety initiatives continue to rise, Pivot3 has recently gained traction among large cities and universities upgrading their IT infrastructure, including customers such as the University of Central Florida and The City of Bogotá, Colombia. In 2017, Pivot3 released the industry’s first priority-aware HCI software platform, allowing businesses to place their most critical functions onto HCI with automated intelligence that keeps them running at all times. This innovation made Pivot3 an ideal infrastructure for private clouds, serving the needs of many cloud service providers such as Iron Mountain, Stage2Data, Bone Consult, Anderson IT and more. With public clouds providing customers a way to augment their on-premises infrastructure, Pivot3 embarked on a strategy in 2018 to extend its sophisticated intelligence engine across on-premises infrastructure and into the public cloud. Hyperconverging the Cloud: Pivot3 Cloud Edition and Pivot3 Intelligent Hybrid Cloud In March 2018, Pivot3 announced Pivot3 Cloud Edition on Amazon Web Services (AWS), designed to simplify the use of public clouds in a multi-cloud world. With this extension of its HCI technology, customers gained the ability to simplify, optimize and automate their use of multi-cloud environments to better address business challenges such as reducing costs while improving agility. From working with customers and channel partners, Pivot3 knew that one of the first ways they take advantage of the cloud is for backup and disaster recovery. Pivot3 Cloud Edition on AWS enables customers to more easily use AWS with the intelligence in Pivot3’s policy-based management for data protection. It runs in AWS as an Amazon Machine Image and is optimized to orchestrate replication of data from on-premises Pivot3 HCI to AWS. It uses simple data protection policies and an understanding of business priorities to optimize replication from on-premises to AWS storage so that it is simple to set up, manage and doesn’t impact performance of the applications running on-premises. The intelligent cloud engine is based on the company’s unique, fourth-generation policy-based management capabilities. IDC Research’s Vice President of Server and Storage Infrastructure Eric Sheppard commented, “Pivot3’s Cloud Edition on AWS brings a simple and sophisticated approach that addresses many of the challenges faced in leveraging public clouds. Companies must adapt to the evolving needs of businesses by developing a unified strategy for their public clouds and on-premises infrastructure. Pivot3’s Intelligent Cloud Engine helps achieve such goals by tying these separate environments together with tools that drive operational simplicity through automation.” In May 2018, Pivot3 announced Pivot3 Intelligent Hybrid Cloud, the next step in its strategy to unify on-premises and public cloud infrastructures with policy-based management and automated resource orchestration technologies. This solution brings workload mobility and disaster recovery capabilities to customers across AWS, Microsoft Azure and Google Cloud, allowing customers to migrate any workload to the public cloud and back to their private cloud in a few simple steps. IT organizations are increasingly combining their use of private and public clouds, and need to optimize for different workloads, security, performance and infrastructure cost models. Customers are also realizing that they don’t want to be locked into a single public cloud provider. Pivot3’s Intelligent Hybrid Cloud solution addresses this trend by allowing customers to gain new capabilities for workload mobility and disaster recovery. 451 Group’s Senior Analyst Tim Stammers commented, “Organizations of all types are using public clouds to augment their on-premises IT, and one of the most common uses is for disaster recovery. But that is not always simple to set up. By becoming a single source of both on-premises infrastructure and software that enables disaster recovery or application migration across a choice of major public clouds, Pivot3 is simplifying the path to hybrid cloud computing.”

ExaGrid introduces largest backup storage appliance to date – the EX63000E; fully scaled single system takes in up to a 2PB full backup at an ingest rate of 432TB/hr. ExaGrid

ExaGrid provides hyper-converged secondary storage (HCSS) for backup with data deduplication with an integrated landing zone and scale-out architecture that integrates with all leading backup applications. The landing zone with adaptive deduplication provides for the fastest backups, restores, and instant VM recoveries. ExaGrid’s scale-out architecture includes full appliances in a scale-out system, ensuring a fixed-length backup window as data grows, eliminating expensive forklift upgrades and product obsolescence while reducing costs up front and over time. ExaGrid scales to petabytes of data while maintaining ingest performance of 3X over its closest competitor, and restore and VM boot speeds of 20X that of other solutions. • What, exactly, is novel about the product / process or innovation? – Overview of ExaGrid’s Technical Value Prop: Deduplication is required in backup due to the necessity of keeping weekly, monthly, and yearly copies of backups for legal discovery, SEC/financial audits, regulatory audits, and other business needs. Deduplication only stores the changes from one backup to the next, and greatly reduces the storage footprint and resulting cost. Every other solution on the market performs deduplication inline (meaning from the backup media server to the disk), only keeps deduplicated data, and only adds disk storage without other resources as data grows. This creates three separate challenges for IT data centers. Deduplication is compute-intensive so the inline approach slows down backups, increasing the time to complete backups outside of the allotted backup window. Maintaining all data in a deduplicated form slows down data restores, VM boots, and offsite tape copies as the data has to be rehydrated (put back together from a deduplicated data pool) for every request. Lastly, as data grows, more resources are required to perform the deduplication and by only adding disk storage, the backup window grows increasingly longer as data grows. ExaGrid has fixed all three of these challenges. ExaGrid does not do inline deduplication and instead allows the backups to write direct to a disk landing zone in their native form. This solves two problems: first, backups are 3X faster than inline approaches, and second, the most recent backups are available in their non-deduplicated form in the landing zone, avoiding the lengthy rehydration process for restores, VM boots, and offsite tape copies. This results in a 20X restore performance over solutions that only store deduplicated data. Finally, ExaGrid’s full appliances that contain processor, memory, network ports, and disk adding all necessary resources with the disk, i.e. scale-out. As data grows, the backup window stays fixed in length regardless of data volume. ExaGrid is the only solution that avoids the inline deduplication penalty, avoids the data rehydration penalty, and has a true scale-out solution. • Nominated Product – EX63000E: This year, ExaGrid began shipping its largest, most powerful appliance to date – the EX63000E – which has 58% more capacity than its predecessor, allowing for a 63TB full backup (configurable to a 80TB full backup)Due to ExaGrid’s scale-out technology, up to thirty-two (32) EX63000E appliances can be combined in a single scale-out system (an increase from the previous twenty-five (25) combined appliances), allowing for a 2PB full backup, which is a 100% increase over the previous 1PB. The 2PB full backup in a single system is twice the size of ExaGrid’s closest competitor – the Dell EMC Data Domain 9800.The EX63000E has a maximum ingest rate of 13.5TB/hr. per appliance, so when thirty-two (32) EX63000Es are combined in a single system, the maximum ingest rate is 432TB/hr. Over the Data Domain 9800, ExaGrid is 3X the backup performance, over 20X the restore and VM boot performance, scales to twice the size full backup (2PB vs 1PB), and is the only solution that offers a fixed length backup window as the data grows (see Exhibit “A”). The Dell EMC DD9800 has a maximum full backup capacity of 1PB at 68TB/hr. with DD Boost. Two stand-alone Data Domain systems would be required for a 2PB full backup and would still only perform at a combined ingest rate of 136TB/hr., which is one-third that of ExaGrid. Compared to Data Domain, ExaGrid can scale to 2X the full backup capacity, over 3X the ingest rate, and – with ExaGrid’s unique landing zone – over 20X the restore performance. • How does the product or process break with conventional ideas or processes in its field? – ExaGrid’s Unique Approach – Many backup systems simply add inline data deduplication into a scale-up primary storage system. The first generation of inline/scale-up appliances do save backup storage; however, they break on every other level, including ingest, restore, and scalability. The alternative of performing data deduplication in the backup software uses even more disk and is much slower than the first generation inline/scale-up appliances. Only ExaGrid provides aggressive backup storage efficiency, scale-out scalability, and also fixes all of the compute challenges of data deduplication, resulting in the fastest backups and fastest restores. All other solutions – whether dedicated appliances or deduplication in the backup software – slow down backups by attempting to deduplicate data during the backup window, which is extremely slow. In addition, they only store deduplicated data that requires data rehydration for every request, delaying restores by hours to days. Alternatively, ExaGrid employs a combination of Zone Level Deduplication, a unique Landing Zone, Adaptive Deduplication, and Scale-out Architecture to not only store the least amount of deduplicated data, but also to provide backup/restore performance and scalability that is unmatched in the industry. • How does it go beyond marginal improvements on something that already exists? – ExaGrid’s ingest is 3X faster – and restores/VM boots are up to 20X faster – than its closest competitor. In addition, since each ExaGrid appliance that is added to an existing system brings compute with capacity, the backup window remains fixed in length even as data increases. ExaGrid not only delivers the fastest backups and restores, but is the only solution that truly scales, provides a fixed length backup window as data grows, and eliminates forklift upgrades as well as product obsolescence. ExaGrid lowers cost and improves performance and scalability over Dell EMC Data Domain, HP StoreOnce, Veritas Backup Appliance for NetBackup, Commvault deduplication to straight disk, Commvault backup appliances, and many other disk backup solutions. • How do customers benefit from the product / process or innovation? - ExaGrid offers: o The largest single system – 2PB full backup. o The fastest ingest rate for the shortest backup window – 3X its closest competitor. o The fastest restores, VM boots and offsite tape copies – 20X faster than its closest competitor. o The only fixed length backup window as data grows. o The lowest cost up front and over time. o Elimination of costly and disruptive forklift upgrades – allows the mixing and matching of any age or any size appliance in a single system. o Elimination of product obsolescence – regardless of the age of a system, the maintenance and support does not increase. o Maintenance and support that includes all point and full version releases and all failed hardware component replacing – no hidden costs and no future costs. o Senior level 2 support techs that are assigned so the customer deals with the same person all the time. Time to resolution is shorter and customers do not have to repeat themselves on each call as they are dealing with the same person all the time. • When was the product first introduced to market? – o First product was introduced in 2006 and has grown substantially in scalability and functionality. o Over 10,000 systems installed. o The new EX63000E with 32 appliances in a single scale-out system was introduced in February of 2018.

Schneider Electric's HyperPod™, enables the infrastructure that delivers a hyperconverged architecture; tightly integrating IT, power, cooling, compute, storage, networking and virtualisation for end-users by allowing integrated systems to be pre-engineered, pre-tested and pre-configured away from site. Schneider Electric

What, exactly, is novel about the product / process or innovation? How does the product or process break with conventional ideas or processes in its field? The need to deploy new IT resources quickly and cost-effectively, whether as upgrades to existing facilities or in newly built installations, is a continuing challenge faced by todays data-centre operators. A modular and converged approach enables products from different vendors, and those performing different IT functions, to be racked, stacked and deployed with the minimum of integration effort. HyperPod™, is a rack ready data centre system designed to deploy IT in increments of 8 to 12 racks quickly and efficiently. It enables the infrastructure that delivers a hyperconverged architecture; tightly integrating IT, power, cooling, compute, storage, networking and virtualisation for end-users by allowing integrated systems to be pre-engineered, pre-tested and pre-configured away from site - before being deployed both rapidly and with agility in the data centre space. Part of the EcoStruxure™ for Data Center architecture, HyperPod’s innovative design supports all of today’s rack types and is the only solution of it’s kind available in the market today. Its pod architecture, with integrated power, cooling, cabling, software management and containment, enables racks of IT equipment to roll into place, similar to a docking station, without the complexity and time associated with traditional IT deployments. Feedback from customers found that many wanted a streamlined and more cost-efficient way to deploy IT. Schneider Electric’s HyperPod™ accelerates data centre deployment times by up to 21 percent, whilst delivering a further 15 to 20 percent saving in both time and costs over traditional data centre approaches. Its base frame is a freestanding steel structure that is easy to assemble and available in two different heights, whilst its aisle length is adjustable and can support multi-pod configurations. It allows new services or offers to be introduced quickly, whilst existing services can be upgraded or brought online without any loss of power or inconvenience to other users within the white space - customers can quite simply deploy new IT quickly by scaling up to meet demands, as and when required. With HyperPod, Schneider Electric is addressing the demand for greater compute capacity and flexible data centre architectures and is designed to offer flexibility to data centre operators. How does it go beyond marginal improvements on something that already exists? HyperPod™ is the only solution of its kind available in the market today, meaning Schneider Electrics focus on technology innovation in the data centre space has pioneered an advanced, and industry leading infrastructure solution for todays data centres. It can accelerate data centre deployment times by up to 21%, whilst reducing CAPEX Costs by 15%. HyperPod™ is part of Schneider Electric’s EcoStruxure for Data Centers™, an open, interoperable, IoT-enabled system architecture delivering enhanced value around safety, reliability, efficiency, sustainability, and connectivity for customers. EcoStruxure leverages technologies in IoT, mobility, sensing, cloud, analytics, and cybersecurity to deliver Innovation at Every Level including Connected Products, Edge Control, and Apps, Analytics & Services. EcoStruxure has been deployed in 450,000+ installations, with the support of 9,000 system integrators, connecting over 1 billion devices. How do customers benefit from the product / process or innovation? Research from a recent white paper by Schneider Electrics Data Centre Science Centre found that use of IT Pod Frames can reduce CAPEX by 15%, whilst accelerating data centre deployments. In the case of a colocation facility, where the hosting company tends not to own its tenants IT, HyperPod™ allows the cooling infrastructure to be installed before the rack components arrive. It also enables tenants to rack and stack their IT gear before delivery and then place it inside the rack with the minimum of integration effort. IT Pod Frames such as HyperPod have overhead supports built into the frame, or the option to add such supports later, which hold power and network cabling, bus-way systems or cooling ducts. This capability eliminates most of, if not all of the construction required to build such facilities into the fabric of the building itself. This greatly reduces the time taken to provide the necessary supporting infrastructure for IT equipment. HyperPod also allows greater flexibility in the choice between a hard or raised floor for a data centre, for example, ducting for cables and cooling can be mounted on the frame, a raised floor is not necessary. If, however, a raised floor is preferred for distributing cold air then the fact that network and power cables can be mounted on the frame, making the use of under floor cooling more efficient. It also removes the need for building cutouts and brush strips that are necessary when running cables under floor, thereby saving both time and construction costs. Several options are available for distributing power to racks inside the IT pod, including integrating panel boards, hanging busway or row-based power distribution units (PDUs). The HyperPod can also be used in hot or cold aisle cooling configurations and has an optional horizontal duct riser to allow a horizontal duct to be mounted on top of the pod. Vertical ducts can also be accommodated. Analytical studies based on standard Schneider Electric reference designs provide an overview of the available savings in both time and costs that can be achieved using a Pod Frame. Taking the example of a 1.3MW IT load distributed across nine IT pods, each containing 24 racks a comparison was made between rolling out the racks using an IT Pod Frame as opposed to a traditional deployment. CAPEX Costs were reduced by 15% when the IT Pod Frame was used. These were achieved in a number of ways. Ceiling construction costs were reduced by eliminating the need for a grid system to supply cabling to individual pods, meaning all that was required was a main data cabling trunk line down the centre of the room with the IT Pod Frame used to distribute cables to the individual racks. The time to deployment using an IT Pod Frame was 21% less when compared with traditional methods. This was mainly achieved through the reduced requirement for building work, namely ceiling grid installations, under-floor cutouts and the installation of under-floor power cables. Assembly of the air containment system was also much faster using a Pod Frame due to the components being assembled directly on to the frame. In conclusion, using an IT Pod Frame such as Schneider Electric’s HyperPod™ can produce significant cost savings when rolling out new IT resource in a data centre. In summary • HyperPod™ is the only IT-Pod Frame solution available today in the data centre market space. • HyperPod™ accelerates customer data centre deployment times by up to 21%. • HyperPod™ can reduce customer CAPEX Costs by 15%. • Its pod style architecture, with integrated power, cooling, cabling, software management and containment, enables racks of IT equipment to roll into place without the complexity and time associated with traditional IT deployments. • It is part of Schneider Electric’s EcoStruxure for Data Centers, an open, interoperable, IoT-enabled system architecture delivering enhanced value around safety, reliability, efficiency, sustainability, and connectivity for customers.

Enterprise Virtualization OS Plus - "All-in-one" Virtualization, storage and backup in one euroNAS

eEVOS Plus is a complete solution for the creation, backup, operation and management of virtual machines. Conventional manufacturers of HyperConverged solutions will use 3 different manufacturers for managing virtualization servers - Storage - Hypervizor - Backup euroNAS provides everything integrated in a single product. This way the customer can be sure that all components are optimized and that he will get best possible support. No need to talk to 3 different manufacturers.

NetApp’s HCI offering shakes up the market with simplicity, scalability and an enterprise focus NetApp UK

NetApp has been building itself from the ground up since 1992, expanding its portfolio and adapting to the evolving needs of the channel. The result? A revolving door of innovative product launches that reinforce the Data Fabric and help visionary businesses to thrive. The latest and greatest of which is NetApp’s Hyper Converged Infrastructure (HCI) offering. The drum roll sounded in October 2017 and almost a year on the rewards of this innovative entry to the market are already being felt across the spectrum. A new era of HCI As one of the more recent entrants to the HCI market, NetApp was able to take a holistic view on the HCI models typically available – giving it the competitive advantage by creating a “truly new” HCI solution. NetApp did this by breaking up the common HCI concept of a singular storage/server/network building block and enabling customers to independently scale any of the three pillars. With this revolutionary concept, NetApp has defined a completely new understanding of HCI – one that is superior to the previous generation. As businesses become increasingly data-driven, facilitating growing expectations of on-demand services and requiring increasingly flexible, scalable infrastructure solutions, the quest for digital transformation has been turbo-charged. Indeed, with a business’s ability to effectively switch to digital, service-based business models being key to survival, HCI has become an essential requirement for any cutting-edge business. But HCI is not flawless. The existing products were not focussed on business solutions and more crucially were not able to provide individual scalability for the three different components, which meant that storage or server power, or networking resources, were overprovisioned. According to Gartner Magic Quadrant for Hyperconverged Infrastructure, “One limitation of the typical HCIS (Hyperconverged Infrastructure System) appliance model is that compute, storage and networking do not scale in tandem for all workloads. To compete across the broadest range of workloads, some vendors are beginning to (or will soon) offer compute-only and storage-only nodes.” NetApp’s entry to the market in 2017 marked this game changing approach, breaking with convention – offering the novel and competitive advantage of compute-only and storage-only nodes. Utilising its perspective on the industry, NetApp brought a business-first, solutions-focussed approach to the table with a 2nd Gen-HCI offering that was so unique that it did not fall under IDC’s classification. But the key to hyperconvergence is simplicity. While first generation HCI entrants made architectural design choices that limit their capabilities, NetApp HCI took a different approach to provide guaranteed performance for mixed workloads, flexibility of deployment, and automated infrastructure at enterprise scale. More flexibility, more performance NetApp’s HCI offering starts with a minimum configuration of two chassis, with two compute and four storage nodes. From this start point, additional nodes can be added to scale depending on data centre requirements. Meanwhile, the NetApp HCI/SolidFire effective storage capacity calculation accounts for Helix data protection - a post-RAID distributed replication algorithm which rebuilds a system in a matter of minutes or seconds, system overhead and global efficiencies, including always-on compression, deduplication and thin provisioning. This translates to an enterprise ready solution, with a focus on enterprise cloud, web infrastructure and workload consolidation. NetApp’s HCI offerings provide competitive advantage through workload consolidation and simplified, centralised operations. But it is the guaranteed performance, increased infrastructure elasticity, less infrastructure overhead and easy automation when compared to other HCI solutions in the market that makes it really stand out. The licensing model is an addition business care: enterprise applications are usually licensed by the number of cores they run on. In a true HCI, storage and server share the CPU cores, potentially adding to license costs. When server and storage scale independently, TCO can be calculated very precisely. NetApp’s market position was listed in Gartner’s Competitive Landscape: Hyperconverged Integrated Systems report October 2017 as a competitor. It stated the reason for inclusions as because: “NetApp is a leader in network-attached storage and has acted as an Evolutionary Disruptor by introducing its NetApp HCI solution.” Indeed, with smaller HCI providers struggling, without sufficient installed bases, technical resources and cash, NetApp thrust itself into the epicentre of a maturing market. The Gartner report recommended the development of partnering plans with Evolutionary Disruptors that can drive sales growth and offer complementary business opportunities. This was inline with its predictions that by the end of 2018, 65 per cent of HCI revenue will be attributed to Evolutionary Disruptors, setting NetApp at the fore of the DX revolution. Indeed, positioning its HCI product unapologetically as a 2nd Gen-solution ready to adapt to the business needs of future-facing organisations, NetApp is set to track the rising curving of HCI adoption. Reflecting now, with the year more than halfway through, how has NetApp’s innovative HCI offering fared – and what benefits are being reaped? Whether it has been keeping government or banking data safe through cyber security applications, accelerating and reinforcing the digital transformation of the enterprise through cloud provider use cases or getting the goods from A-to-B within the transport industry, it is fair to say we are all the benefactors of NetApp’s HCI 24/7 guaranteed performance. Customer feedback Consultel Cloud has reimagined cloud offerings, fuelling customer success with NetApp HCI. The company launched its service offering bringing unmatched scalability and cloud choice to customers, while enabling them to accelerate and expand new business opportunities. The cloud provider sought to enable DX by building a cloud platform inside Equinix, with 100 percent NetApp products – highlighting the benefits of partnering with a legacy brand boasting a fully integrated portfolio. “The NetApp products are outstanding, and the support has been amazing,” says Benjamin Molloy, division lead at Consultel Cloud. The new platform provides customers with choice in cloud connectivity and the flexibility to scale seamlessly according to their business needs. The company almost halved its storage costs while providing customers with increased performance through a cost-effective consumption model. Consultel Cloud leverages NetApp HCI in Equinix data centres across around the world. The Equinix Cloud Exchange Fabric provides access to more than 180 cloud service providers, including SAP, Microsoft Azure, and AWS. Within NetApp HCI, Consultel Cloud can manage mixed workloads, provide customers with the flexibility to scale up and down as needed, and guarantee performance. “Our customer SLAs include cost penalties for non-performance. With NetApp, we’ve never had an SLA issue,” says Molloy. “We can guarantee performance and flexibility to our customers.” Indeed, this innovative solution is supporting the company’s global growth, “We are expecting 25 percent to 30 percent growth in the next 12 months,” Molloy concludes. Similarly, Candispe is optimising Spain’s road freight transport with NetApp’s HCI solution. Thanks to its enterprise-class scaling, Candispe can carry out the highest standard of performance and availability, with continuous and preventative monitoring of its modern road freight transport fleet from the operations control room in Madrid. "The data is of vital importance. Key is the agility of its exploitation, the speed in obtaining the information and the knowledge of these data to get immediate and specific answers for our company before any circumstance. Without ever losing availability and continuity of the business," explains Javier Gandul Sanz, Managing Director of Candispe. José Antonio Mancha Vega, Organization and Systems Manager at Candispe, points out that "the main advantage of the HCI solution is to execute the core applications of the company with a guaranteed performance, as well as having a scalable high-performance service, with a high degree of automation and integration with VMware." Meanwhile the highlight of this project for Raúl Jiménez Rodríguez, Team Manager at integration partner, LIDER IT, "has been the improvement in performance and scalability. For example, there is a route optimisation process that now with the NetApp hyperconverged solution takes almost 40 percent less time to complete. " In the realm of cybersecurity, Imperva is leveraging NetApp’s HCI solution to bring its systems and tools closer to developers, to cut solution development time significantly. Speaking on the decision to choose NetApp’s HCI solution, Roman Podlisk, Imperva Director of IT Operations said: “We’re always striving for the most cutting-edge, best-of-breed technology to ensure fast development for our customers. That’s why we chose NetApp." He continued, “HCI provides us with a unified data centre management solution that meets all of our needs – updates, configurations and other tasks.” For Imperva, HCI offers the flexibility to scale when needed. “One of the things I really like about HCI is its flexible scalability,” Podlisk says. “We bought HCI at the size we required, and as our need to expand increases, we’ll be able to do it easily. Other systems just don’t give you that type of flexibility.” In Israel, The Central Bottling Co. (CBC) installed two NetApp HCI systems enabling the company to respond quickly to market changes and customer demands. Drastically cutting the CBC’s data centre footprint, HCI enhances performance, improves efficiency and slashes costs to help the company meet the needs of its rapidly growing markets. Luciano Ludwig, Senior IT Systems Solution Architect for CBC said, “We’ve reduced our hardware and electricity costs by 50%, and have also cut down on licensing costs.” Staying true to its visionary approach, NetApp has created a new market based on anticipated needs – rather than the current needs – which are underscored by the HCI qualities captured most by customers: guaranteed performance, flexible scalability and the added simplicity of automation. This is simply not possible when a solution is based on legacy infrastructure, with mixed-nodes. And as an ‘Evolutionary Disruptor’ in the HCI market, the future looks bright for NetApp.

Backup and Recovery Innovation of the Year
CloudBerry CloudBerry

CloudBerry provides full-featured, easy-to-use, and cost‑effective backup and disaster recovery solution for businesses, managed service providers (MSPs), and consumers. CloudBerry offers all of the features customers expect in their backup software, including: Centralized administration and monitoring, file-level backup, image-level backup, flexible scheduling, compression, encryption, and ransomware protection. CloudBerry runs on Windows, Linux, and Mac. One of CloudBerry Backup’s most innovative design features is its storage-agnostic approach to backup design with support for over 20 public cloud storage providers. By decoupling cloud storage from the backup software, CloudBerry puts customers in control of where their backups reside. Customers choose the public-cloud storage providers that best fit their needs and budget, rather than be tied to their backup vendor’s private cloud storage. Customers who need powerful features like geo-replication for disaster recovery, local region access for compliance, and added encryption options for security can choose a public cloud storage vendor with these features. Others may choose a more modestly priced cloud storage vendor to better fit their budget. Customers can use one or more cloud storage vendors and switch at any time while having assurance their backup software will function properly. By leveraging the public cloud, customers benefit from being able to move their existing backups from expensive local storage to the cloud. Local storage is expensive to purchase, administer, power, and cool, and does not provide the disaster recovery protection of off-site, cloud backups. The public cloud provides pay-as-you-go storage costs, build-in security, data replication and redundancy, and data tiering for long-term storage for the best protection and long-term retention of customer data. Customers can free up local resources currently used for backup storage and reallocate to more important business uses like file storage. That way, local data center assets are used in the optimal manner while cloud storage protects backup data against disaster. For security reasons, CloudBerry backups send data directly from the customer’s servers and endpoints to the customer’s cloud storage. Backup data never passes through any 3rd-party systems. Customers also have the choice of running hybrid backups, which allow for storing backup data simultaneously in local / network storage and in cloud storage. The local copy can be used for fast restores for workloads that have critical recovery time objectives, while the off-site, cloud storage copy used in case of disaster. CloudBerry is offered with two architecture options: Cloudberry Backup and CloudBerry Managed Backup. CloudBerry Backup is for very small business and consumers, is licensed perpetually, and installed and managed on each server or endpoint. Managed Backup is a SaaS, subscription offering with full cloud-based management capabilities. For companies with only a few servers (less than 10), stand-alone CloudBerry Backup will fit their needs. For companies with more servers and endpoints or for MSPs looking to offer backup-as-a-service (BaaS), Managed Backup is the perfect fit as it scales with company needs; from tens to tens of thousands of servers and endpoints. Managed Backup adds the ability to centrally manage installs, upgrades, licensing, reporting, and backup / restore jobs from the SaaS-based, web portal that runs on Amazon AWS. MSPs can white-label CloudBerry Managed Backup and offer the backup service to their customers under their own brand. Application support includes Microsoft SQL Server and Microsoft Exchange. Agentless, host-level backup support is available for both VMware and Hyper-V virtual environments. Customers can also back up popular cloud collaboration platforms Microsoft Office 365 and Google G Suite. CloudBerry makes restoring data easy. Individual files and folders can be quickly restored from any type of backup (file, image, virtual machine) and the online restore portal for Managed Backup makes self-service restores simple. For those customers who need to bring a server back to life, CloudBerry supports Bare Metal Restore (BMR) to the same or dissimilar hardware. CloudBerry can also restore image backups directly to Amazon EC2, Azure VM, or Google Cloud VM for disaster recovery. A recent CloudBerry innovation was the introduction of ransomware protection for backups. This new option helps identify recently encrypted files and protects existing file backups from being overwritten with ransomware encrypted ones. CloudBerry helps ensure customers can restore, even when faced with a crippling ransomware attack. CloudBerry backup solutions provide the power, simplified management, and public-cloud flexibility that customers need to take their backups off-premise and move to public cloud storage.

Future Ready & Feature Rich Backup Storage Tarmin, Inc.

In a data-driven world where information is one of the company’s most valuable asset, protecting data is more important than it’s ever been. Operating systems, software, and even hardware can be replaced, but data is not so easily recoverable or replaceable. Always the most effective solution to prevent data loss is also the most obvious one: backing up data. One of the most important steps in creating an effective backup plan is to figure out how often data needs to be backed up. Ideally, organizations should be backing up their data as often as their resources can allow. While many companies, especially smaller businesses, can make do with a daily backup, those that deal with constantly changing data, such as financial organizations, should back up even more frequently—sometimes as much as several times a day. Tarmin GridBank offer to the business a fully integrated solution that automatically backs up data at selected intervals to make the process easier to manage. The importance of the data should dictate how often backups are done. Companies with limited time and resources should prioritize backing up their most important files, such as databases. Non-essential data and personal user files can be backed up less frequently. Tarmin has established standard best practices for backing up data utilizing a data defined infrastructure. The GridBank Data Management Platform provides one of the most robust and feature rich data management and backup solutions available. GridBank provides a scalable storage infrastructure solution, offering distributed deduplication and compression reducing storage CAPEX, a centralized management console which monitors and maintains the grid reducing infrastructure OPEX, with site-based automated unstructured data management and information governance policies, including ingestion, migration, retention, disposition, disposal and tagging. GridBank can provide simultaneous access of 1000s of users concurrently based on existing user permissions, rights and responsibilities, and can scale to petabytes of data. GridBank is highly flexible due to its underlying distributed metadata repository, the GridBank MetaBase, which allows it to be leveraged to address many different use cases and pain points, including backup optimization, storage consolidation and data archiving. Data Defined Infrastructures are gaining significant momentum with partners, clients and industry leaders. Tarmin GridBank is leading the pursuit with major client developments including satisfying the complex requirements of a global investment bank that had complex data protection and compliance requirements. The client needed to preserve the content of all market data and backup content for at least 7 years. It previously used backup technologies from the market leading purpose-built backup appliance, however, this solution was extremely expensive and let to high ongoing costs. The client was looking for a solution that minimized its CAPEX and OPEX, while maintaining high deduplication ratios and high levels of data protection and reducing backup windows. The client selected the Tarmin GridBank to store and manage its data backups. By doing this, it significantly reduced its cost of acquisition while also reducing technology management OPEX. Additionally, it was able to transparently continue to use its existing backup infrastructure, while also gaining the benefit of archiving such as full content indexing with search and discovery across all backed up data. The client transparently converted their backup infrastructure into an archiving solution with minimal disruption. This allowed them to reduce e-Discovery and search times, provide end users self-service restoration of accidentally deleted or modified files and reduce backup windows with continued data protection and deduplication levels. Backup is a mission-critical activity due to data protection laws and a need for efficient retrieval of data to operate effectively. With a growing concern for the protection of data, organizations are focused on solutions that can speedily find less frequently accessed data at reasonable cost with minimum TCO per gigabyte. Customers from healthcare to finance and education are in dire need of upgrading their old age backup and storage into advanced, future-ready storage solutions like GridBank that equip them with the power of performing high-compute operations with an absolute control over their own data.

N2W Software - Cloud Protection Manager N2W Software

Companies of all sizes depend on 24/7 access to their data and there is a crucial need for a backup solution that can be accessed quickly and reliably. No matter what the vertical is - financial, healthcare, mobile, IT, transport, media - the risk of even seconds of downtime is too just large to gamble with. Enterprise companies need to be prepared for potential data breaches, ransomware, user errors or natural disasters. The consequences can range from shutting down entire airports for hours to a ransomware attack hitting over 150 countries. These threats are growing at an exponential rate (by the end of 2019 ransomware will impact a business every 14 seconds) and maintaining your desired RTO and RPO for business continuity has never been more important. Whilst implementing a backup and disaster and recovery solution has always been good business practice, there is a growing need for compliance as new regulations dictate how digital data is handled. Therefore, it is essential to have a reliable backup and DR plan in place. HIPPA, GDPR, PCI-DSS and SOX requirements, just to name a few, demand that a plan must be designed to protect and maintain the privacy of the organisation’s data. For organizations running Amazon Web Services (AWS) workloads, this is where Cloud Protection Manager (CPM) from N2W Software, a Veeam® company, steps in. CPM is an enterprise level backup and disaster recovery solution featuring very flexible backup scheduling, which ensures organisations are protected from outages, failures, and data loss, ensuring that they can meet recovery point and recovery time objectives (RPO and RTO). In the event of such an incident data can be recovered across multiple AWS regions and AWS accounts which gives customers extra security and ultimate peace of mind. This cloud-native backup solution is built specifically for AWS. CPM gives teams the ability to back up data as often as needed and recover it far more quickly than with traditional on-premises backup solutions, which simplifies workloads, saving teams time and resources. CPM protects hundreds of thousands of Amazon EC2, Amazon EBS, Amazon RDS, Amazon Redshift, Amazon Aurora, and Amazon DynamoDB instances that need to back up often and recover quickly. CPM leverages and enhances AWS-native snapshots and adds an easy-to-use interface for scheduling backups and restoring instances. CPM also provides a range of other features including application consistency on production environments, robust reporting, alerting, auditing, DR (both cross region and cross account) and dashboard functions. N2W Software already helps hundreds of enterprises and service providers to protect the valuable data and mission-critical applications in the AWS cloud. CPM meets the compliance needs of a growing list of security frameworks including GDPR and ISO 9001 in which data backup, retrieval and recovery must be easy and efficient. CPM improves corporate governance by freeing reliance on home-grown scripts (avoiding company turnover issues), as well as by automating the termination process through Active Directory integration. CPM is highly differentiated from other data protection solutions because it is AWS-native in the full sense. It leverages AWS snapshots which are taken at the block level meaning that every snapshot only copies the blocks (or areas) in the volume that were changed since the last snapshot (the first one is a “full” snapshot). This is cost-effective for the user as it keeps their storage use down and it also provides extremely fast backup and recovery of data. CPM taps into the best that AWS has to offer, far exceeding industry standards on the most important metrics - RPO (Recovery Point Objective) and RTO (Recovery Time). The real magic of the product is in the recovery – providing one-click restore to be back in production in 30 seconds. Snapshots can be scheduled with frequencies that range from minutes to months and retained for any period of time. Customers love CPM’s automated cross account and region DR, application aware backup, reporting and messaging features, all with the use of zero scripts. What is most rewarding is knowing that potential downtime is no longer keeping our customers up at night. We hear countless stories of CPM saving critical workloads and N2W Software is committed to continue developing the solution to fit the specific needs of our customers. N2W Software has a large and loyal customer base of over 2,000 organisations spanning many verticals. Flagship customers include Coca-Cola, NASA, the UK Home Office, Cisco, Dyson, Time, Oracle and Harvard University. Our existing customer base contains the most progressive and forward-looking enterprises in the world, ones which are most interested in acquiring the latest and best cloud backup and disaster recovery technology to be prepared for the growing number of data breaches, ransomware attacks, user errors, and weather-related disasters. Veeam’s recent acquisition of N2WS will generate further growth in 2018 and help to re-assert its position as the leader in backup and disaster recovery for AWS. As one customer summarises - “You can’t really put a price on peace of mind, and with a backup solution as proven as Cloud Protection Manger by N2WS, we’re backing up each one of our servers on an hourly basis, 24 hours a day.” Briley James Letter Director of Technology, Goodwill Industries of Southern New Jersey and Philadelphia.

The Gen 8 release (launched July 2018) of the award-winning Unitrends Recovery Series all-in-one backup appliances cuts TCO in half and simplifies management of complex backup strategies. Unitrends/Kaseya

The new ‘Gen 8’ is the latest release in Unitrends’ Recovery Series backup appliances. This series provides unprecedented functionality compared to other backup appliances on the market, with a focus on protecting the modern, highly-virtualised, enterprise-class data centre. For example, ‘Gen 8’ features innovative self-healing storage and industry-leading disk density that stores 20 per cent more data in less space, saving up to 60 per cent on power and cooling. This self-healing storage continuously monitors and corrects many sources of hardware failure. If necessary, the appliance proactively notifies the customer and instantly opens support tickets, expediting the remediation process. Gen 8 comes self-integrated with new Unitrends Backup version 10.2 software that optimises cloud replication performance and features a redesigned Backup Catalog that significantly reduces the time IT administrators spend on repetitive task management. This latest 10.2 software is available to all Recovery Series and Unitrends Backup customers. According to Joe Noonan vice president, product management and marketing for Unitrends, the company’s vision is to push the limits with each new version of the product. “Our customers trust and depend on us to continually innovate to ensure the livelihood of their business – which is a huge responsibility that we don’t take lightly.” As Noonan suggests, Unitrends Gen 8 is the next step in an ongoing movement by Unitrends to make backing up enterprise environments simpler and less time-consuming. It will easily protect physical and virtual, local, remote and cloud IT workloads. Thanks to the product’s deep integration with VMware, public clouds and purpose-built continuity clouds such as the Unitrends Forever Cloud, enterprises can now protect, recover and migrate workloads with less management, while instilling confidence in the uptime of the modern, software-defined data centre. By adding Gen 8 to any data centre, users can extend their protections to the cloud without having to modify any existing server, application or VM. Gen 8 also includes features that significantly reduce the amount of time spent performing repetitive tasks, plus other innovations such as faster disk, larger capacities and higher densities. It also features enhancements that make the user interface faster at scale and significantly reduces the time required to manage backups. This user interface is highly intuitive, enabling any IT person to schedule backups and perform recoveries with no advanced training or reference manuals required. Untrained IT administrators can recover lost files (the recovery task most frequently requested of IT departments) in less than five minutes and login for full restoration of files. Users can now quickly customise the data they want to see with the power to act on it quickly and efficiently. Additionally, a brand-new backup browser feature drastically simplifies search and management against multiple backups. These features further strengthen the Recovery Series’ capability to manage an almost limitless number of Unitrends appliances from a single management console. Larger enterprises no longer need to have IT resources at every location to manage backups and recoveries that are required. Gen 8 also features the following advanced functionality: • Advanced Ransomware Protection – Gen 8 has embedded artificial intelligence software to watch over customer data. Running during every backup, predictive analytics automatically monitor data characteristics, flag suspicious files, and alert administrators to active ransomware attacks. • Automated disaster recovery testing — Enables users to easily schedule and conduct DR testing without any impact on production applications. Final results are emailed directly to administrators along with the reasons for test failures and actual RPO/RTO metrics. • Automated provisioning — Instant creation of isolated, fully featured test and dev environments can be spun up on the Recovery Series appliances or in the cloud using the latest backups. • WAN-optimised replication — Recovery Series appliances combine deduplication, acceleration, compression, bandwidth throttling, and military-grade encryption to meet specific enterprise WAN performance thresholds • SLA Policy Automation — Users can define and schedule backups in one easy step based on the enterprise RTO and RPO goals. In summary, Gen 8 makes back-up faster and easier, even for the most complex IT environments, significantly reducing the time needed to perform repetitive tasks. Available in 15 models from 2 TB to 120 TB, Recovery Series appliances are sized to meet a wide range of budget and backup needs. Predictive analytics proactively identify recovery and hardware performance issues. In the unlikely event of a degradation in hardware performance, a replacement part is shipped, often before the end user knows there is an issue. It also provides more resilience. Unitrends was the first to use 12TB drives which reduce the number of parts that can fail. This, together with the new self-healing technologies that greatly reduce the number of support cases related to drive failures – means 90 per cent reduction in failures. A single licence protects all the hosted applications and data; no licences are needed for individual protected components, so users are free to make changes to their backup environments without regard to their protection coverage. Finally, Gen 8 offers the usual flexibility provided by cloud-based products, growing with the enterprise business by easily scaling up and to the cloud.

ExaGrid introduces largest backup storage appliance to date – the EX63000E; fully scaled single system takes in up to a 2PB full backup at an ingest rate of 432TB/hr.ExaGrid introduces largest backup storage appliance to date – the EX63000E; fully scaled single system takes in up to a 2PB full backup at an ingest rate of 432TB/hr. ExaGrid

ExaGrid provides hyper-converged secondary storage (HCSS) for backup with data deduplication with an integrated landing zone and scale-out architecture that integrates with all leading backup applications. The landing zone with adaptive deduplication provides for the fastest backups, restores, and instant VM recoveries. ExaGrid’s scale-out architecture includes full appliances in a scale-out system, ensuring a fixed-length backup window as data grows, eliminating expensive forklift upgrades and product obsolescence while reducing costs up front and over time. ExaGrid scales to petabytes of data while maintaining ingest performance of 3X over its closest competitor, and restore and VM boot speeds of 20X that of other solutions. • What, exactly, is novel about the product / process or innovation? – Overview of ExaGrid’s Technical Value Prop: Deduplication is required in backup due to the necessity of keeping weekly, monthly, and yearly copies of backups for legal discovery, SEC/financial audits, regulatory audits, and other business needs. Deduplication only stores the changes from one backup to the next, and greatly reduces the storage footprint and resulting cost. Every other solution on the market performs deduplication inline (meaning from the backup media server to the disk), only keeps deduplicated data, and only adds disk storage without other resources as data grows. This creates three separate challenges for IT data centers. Deduplication is compute-intensive so the inline approach slows down backups, increasing the time to complete backups outside of the allotted backup window. Maintaining all data in a deduplicated form slows down data restores, VM boots, and offsite tape copies as the data has to be rehydrated (put back together from a deduplicated data pool) for every request. Lastly, as data grows, more resources are required to perform the deduplication and by only adding disk storage, the backup window grows increasingly longer as data grows. ExaGrid has fixed all three of these challenges. ExaGrid does not do inline deduplication and instead allows the backups to write direct to a disk landing zone in their native form. This solves two problems: first, backups are 3X faster than inline approaches, and second, the most recent backups are available in their non-deduplicated form in the landing zone, avoiding the lengthy rehydration process for restores, VM boots, and offsite tape copies. This results in a 20X restore performance over solutions that only store deduplicated data. Finally, ExaGrid’s full appliances that contain processor, memory, network ports, and disk adding all necessary resources with the disk, i.e. scale-out. As data grows, the backup window stays fixed in length regardless of data volume. ExaGrid is the only solution that avoids the inline deduplication penalty, avoids the data rehydration penalty, and has a true scale-out solution. • Nominated Product – EX63000E: This year, ExaGrid began shipping its largest, most powerful appliance to date – the EX63000E – which has 58% more capacity than its predecessor, allowing for a 63TB full backup (configurable to a 80TB full backup)Due to ExaGrid’s scale-out technology, up to thirty-two (32) EX63000E appliances can be combined in a single scale-out system (an increase from the previous twenty-five (25) combined appliances), allowing for a 2PB full backup, which is a 100% increase over the previous 1PB. The 2PB full backup in a single system is twice the size of ExaGrid’s closest competitor – the Dell EMC Data Domain 9800.The EX63000E has a maximum ingest rate of 13.5TB/hr. per appliance, so when thirty-two (32) EX63000Es are combined in a single system, the maximum ingest rate is 432TB/hr. Over the Data Domain 9800, ExaGrid is 3X the backup performance, over 20X the restore and VM boot performance, scales to twice the size full backup (2PB vs 1PB), and is the only solution that offers a fixed length backup window as the data grows (see Exhibit “A”). The Dell EMC DD9800 has a maximum full backup capacity of 1PB at 68TB/hr. with DD Boost. Two stand-alone Data Domain systems would be required for a 2PB full backup and would still only perform at a combined ingest rate of 136TB/hr., which is one-third that of ExaGrid. Compared to Data Domain, ExaGrid can scale to 2X the full backup capacity, over 3X the ingest rate, and – with ExaGrid’s unique landing zone – over 20X the restore performance. • How does the product or process break with conventional ideas or processes in its field? – ExaGrid’s Unique Approach – Many backup systems simply add inline data deduplication into a scale-up primary storage system. The first generation of inline/scale-up appliances do save backup storage; however, they break on every other level, including ingest, restore, and scalability. The alternative of performing data deduplication in the backup software uses even more disk and is much slower than the first generation inline/scale-up appliances. Only ExaGrid provides aggressive backup storage efficiency, scale-out scalability, and also fixes all of the compute challenges of data deduplication, resulting in the fastest backups and fastest restores. All other solutions – whether dedicated appliances or deduplication in the backup software – slow down backups by attempting to deduplicate data during the backup window, which is extremely slow. In addition, they only store deduplicated data that requires data rehydration for every request, delaying restores by hours to days. Alternatively, ExaGrid employs a combination of Zone Level Deduplication, a unique Landing Zone, Adaptive Deduplication, and Scale-out Architecture to not only store the least amount of deduplicated data, but also to provide backup/restore performance and scalability that is unmatched in the industry. • How does it go beyond marginal improvements on something that already exists? – ExaGrid’s ingest is 3X faster – and restores/VM boots are up to 20X faster – than its closest competitor. In addition, since each ExaGrid appliance that is added to an existing system brings compute with capacity, the backup window remains fixed in length even as data increases. ExaGrid not only delivers the fastest backups and restores, but is the only solution that truly scales, provides a fixed length backup window as data grows, and eliminates forklift upgrades as well as product obsolescence. ExaGrid lowers cost and improves performance and scalability over Dell EMC Data Domain, HP StoreOnce, Veritas Backup Appliance for NetBackup, Commvault deduplication to straight disk, Commvault backup appliances, and many other disk backup solutions. • How do customers benefit from the product / process or innovation? - ExaGrid offers: o The largest single system – 2PB full backup. o The fastest ingest rate for the shortest backup window – 3X its closest competitor. o The fastest restores, VM boots and offsite tape copies – 20X faster than its closest competitor. o The only fixed length backup window as data grows. o The lowest cost up front and over time. o Elimination of costly and disruptive forklift upgrades – allows the mixing and matching of any age or any size appliance in a single system. o Elimination of product obsolescence – regardless of the age of a system, the maintenance and support does not increase. o Maintenance and support that includes all point and full version releases and all failed hardware component replacing – no hidden costs and no future costs. o Senior level 2 support techs that are assigned so the customer deals with the same person all the time. Time to resolution is shorter and customers do not have to repeat themselves on each call as they are dealing with the same person all the time. • When was the product first introduced to market? – o First product was introduced in 2006 and has grown substantially in scalability and functionality. o Over 10,000 systems installed. o The new EX63000E with 32 appliances in a single scale-out system was introduced in February of 2018.

Zerto IT Resilience Platform Zerto

In today’s always-connected world, businesses need to be available to customers, prospects and employees 24/7/365. This new world order of uninterrupted business is a non-negotiable business best practice. To have data and applications disrupted for any length of time, and for any reason, puts a business at risk of irreparable harm to its hard-earned reputation. In IDC and Zerto’s recent report, The State of IT Resilience, it was found that nearly 50% of businesses have suffered an unrecoverable data event in the last three years. Not only this, but merely 7% overall would rate themselves as mature for business resilience. With this in mind, it’s clear that many organisations do not have the right technology to protect themselves in the evolving digital era. This is where Zerto can help. Alongside the increasing challenges of maintaining an always-on business, IT continues to shift in focus from on-premises data centres to cloud-based architecture, which makes data protection and backup more important than ever while also more difficult to guarantee than ever. Traditional backup, disaster recovery and business continuity (DR/BC) has evolved, the term ‘IT resilience’ has become synonymous with Zerto’s brand, representing a new confidence for enterprises both looking to, and already integrated with, the cloud. The IT Resilience Platform Founded in 2010 by a team of storage industry veterans, Zerto is a pioneer in the field of IT resilience. Its flagship product was originally released in August 2011; and has continued to redefine industry approaches to backup, disaster recovery, and cloud mobility – the key tenants of true IT resilience. Continuous Data Protection has been the foundation for delivering successful Disaster Recovery and now for IT Resilience. Continuous journal based protection is the future for continuous availability. By combining Continuous Data Replication that enables you to deliver RPO’s of seconds by replicating every change that is being generated real-time, and the granular journal recovery that allows you to not only go to the latest point-in-time but instead offers you granularity of seconds – so you can safely go to any point-in-time up to 30 days ago – this truly enables continuous data protection to allow you to move away from the periodic point-in-time copies used in traditional backup technology. Besides offering flexible options for short-term (up to 30 days) recovery scenarios you might also have a compliance requirement to store data longer than 30 days, using a technology that can benefit from the data already protected by CDP technology. All of this is combined and stored in a journal, allowing you to offload point-in-time copies to secondary storage targets as often as you want. With the foundation of continuous data protection that has been the backbone of disaster recovery for all of Zerto’s customers, the latest iteration of the platform continues to enhance the capabilities around data protection for short-term and long-term retention to reduce the dependency and expense of using traditional backups to protect workloads. Specifically, enhanced journal file level restores support file-level recovery in both Linux Ext and Windows file systems which provides faster restore times. Combined with Zerto’s continuous data protection with the built in orchestration and automation of manual data protection workflows, customers have the flexibility to rethink how they do backup as well as readdressing data protection strategies to reduce cost and complexity by having Backup, Disaster Recovery and Cloud Mobility capabilities converged into one platform. The IT Resilience Platform is the first solution available that provided the ability to replicate and recover enterprise applications both to and from Microsoft Azure Taking this one step further, the platform now provides inter-cloud and intra-cloud mobility with the reassurance of CDP based backup and disaster recovery. The mobility to, from and between any combination of clouds and on-premises infrastructure in a secure way, managed from one platform, dramatically accelerates multi-cloud and hybrid-cloud adoption. Moving forward, Zerto will continue to enhance the backup and recovery capabilities available in the IT Resilience Platform to provide customers with the features they need to tackle the business and IT world of today. Specifically, the introduction of the Elastic journal which is a new concept in data protection that combines short term journal with long term repositories. This will allow for a continuous stream of backup and recovery points across all files. Intelligent indexing and search across on-premises and cloud will also enhance recovery for short- and long-term retention. Alongside automated data protection workflows for backup and recovery, the IT Resilience Platform will be the most comprehensive solution for data protection, backup and cloud mobility available. Key accreditations Zerto is well regarded by industry peers and analysts, holding accreditations from various supporting bodies including fellow technology vendors. In June 2017, for example, Zerto announced its inclusion in the HPE Complete Program, designed to facilitate the purchase of ‘best in class’ third party branded products to customers and resellers. More than 350 cloud service providers and 9 out of 10 of the participating providers in Gartner’s 2018 DRaaS Magic Quadrant choose the Zerto IT Resilience Platform to power their DRaaS offerings and to offer cost-effective, automated, enterprise-class DRaaS. Gartner has said: “Zerto is a leading provider of enterprise disaster recovery and IT resilience management software for both virtualised data centres and cloud-based DRaaS.” Andrew Smith, senior research analyst for storage software at IDC, has commented: “Over 90% of enterprise-scale organisations plan to make use of multiple clouds in the next several years. With 6.0, Zerto significantly expands its ability to help organisations manage and protect these complex environments. Customer reliance on platforms which provide continuous availability, data protection and workload mobility will be an essential part of many organisation's multi-cloud deployment strategy.” Partner testimonial “Our customers are experiencing the challenges that come with cloud adoption and digital transformation,” commented Zeb Ahmed, senior offering manager, VMware on IBM Cloud. “Even with increased adoption, many of the companies we work with are still in need of solutions to help them implement cloud in the best way for their business. In some cases, they need cloud platforms in specific regions that also offer bandwidth scalability. Zerto 6.0 on IBM Cloud does just that, and we’re excited to share the platform with our customers and help them fully embrace the cloud with the reassurance that their data is always protected. Partnering with Zerto, IBM Cloud is solving the IT resiliency challenges around complexity, security and mobility.” Customer testimonials “We do utilize Zerto in a backup process,” commented Bill Manning, Infrastructure Operations at Woodforest National Bank. “If we need to recover a file that got deleted accidentally, we can either spend an hour using our other process or 10 minutes using Zerto. We just pop into Zerto, use the journal file level recovery and there you go – it’s that simple.” “The IT community is eager for a better, simpler, more cloud-friendly way to do backup, and Zerto has shown us that the answer is not backup at all – at least not in the traditional sense,” said Jayme Williams, Senior Systems Engineer, TenCate. “Zerto’s unique way of doing continuous data protection not only gives us the easy backup alternative we’re looking for, but its ability to combine it with disaster recovery and complete cloud mobility under one platform is like nothing else we have seen. Both traditional leaders and newer players in the backup space do not integrate well with cloud solutions and, as their disaster recovery capabilities are limited in virtual environments, they cannot provide the complete package we’re excited to get from the Zerto platform.” ”For business confidence, our IT infrastructure is the one thing we check above all else, everyday,” commented Tristan Hargreaves, IT Infrastructure & Support Manager at Gleadell Agriculture. “After all, backups are useless until you test them and prove they’re not. Zerto’s level of automation gives us the ease to test a real user in a way that I haven’t encountered with any other software I’ve come across. Over the years, I’ve seen so many problems caused by snapshots. Having a solution that doesn’t use them means I can go to bed without worrying about whether things will still be there in the morning.”

Helping organisations develop data management and protection tools into truly next-generation solutions for an on-demand world. Redstor

Backup and recovery is an area that all organisations now have to carefully review, there are a number of high-profile threats to be dealt with and the cost of not protecting data is incredibly high. For years, organisations have manually solved backup and recovery challenges using a mix or hardware and software tools. The last decade has seen the rise of cloud technologies that have helped alleviate the manual elements but can still cause issues when organisations are reliant on bandwidth and having to do large downloads of full systems. Data is growing faster than ever, organisations are having to comply with more regulations and legislation such as the GDPR and with more complex systems in place there is a need for a change in how backup and recovery is done. Manual solutions or two-step backups to the cloud are no-longer enough. Redstor have developed a service-provider-centric solution that not only protects data but also helps end-users to securely manage their data from a centralised location. The Redstor solution goes beyond typical data protection solutions by unifying backup and recovery, archiving, disaster recovery and global search functionality. As a flexible cloud-based solution, Redstor takes the best aspects of traditional protection methods such as security and combines them with the elements that makes cloud the go-to choice for organisations looking for new solutions, such as flexible deployment and remote access. Unlike traditional methods of recovering or accessing data Redstor does not have to wait for a full recovery to take place before data can be used. By prioritising blocks of data for restore as they are accessed, Redstor allows user to work while data is restored in the background. The InstantData functionality not only makes accessing backup or archive data easier but significantly reduced the time taken for organisations to recover data, cutting downtime and reducing costs. Organisations no longer have to rely on hardware-based recovery systems and are not at tied to waiting for storage tapes, or other mediums, to recover data over a period of hours or even days. Organisations save time and are able to put recovery back into the hands of users. When Elliot Scott, Head of IT at the Howell’s school came to work on a Monday morning he discovered a crashed file server and was left unable to access any data. With 1000 users needing to access data urgently, Elliot had to recover data quickly and contacted Redstor for assistance. Within 30 minutes InstantData had given all users access to their data, the previous solution “would’ve taken days”. “It was my worst nightmare and Redstor was a life saver… Because of InstantData the users didn’t notice that we were still down. They thought we were back up and running. It was that seamless.” Redstor’s solution has always been built with cloud in mind so unlike some solutions has no need for hardware or a two-step process to manage and protect data. Accounting for the on-demand world we live and operate in Redstor takes a next-generation approach ensuring that data can be accessed and recovered from anywhere at any time. Underpinning the Redstor solution is the InstantData technology which gives users the ability to intelligently stream data on-demand, accessing and using what matters most without having to wait for a full file, folder or system to be recovered. With InstantData temporary data can be mapped as a temporary drive and streamed for access securely and instantly, allowing users to work without delay. InstantData permanent allows users to instantly stream data back to its original location or a server of choice for disaster recovery, access or compliance purposes.

Acronis Backup Cloud has made a technological breakthrough that has revolutionised conventional backup technologies to a new cyber protection category. Acronis

What, exactly, is novel about the product/process or innovation? Acronis Backup Cloud has made a technological breakthrough that has revolutionised conventional backup technologies to a new cyber protection category. First, its unique ‘Active Protection’ feature is an Artificial Intelligence (AI) based protection that actively monitors all processes in the computer system. It identifies those processes that behave like malware and automatically halts them – if any data gets overwritten, it will automatically restore that data. Thus far, no other backup provider has emulated this combination of AI-based monitoring and auto-recover capability. Second, is its transformation of the usual backup tool to a lightning-fast business continuity tool. New Acronis Instant Restore and Acronis Universal Restore technologies make backups unnoticeable and the restore so fast that users will hardly notice the outage. How does the product or process break with conventional ideas or processes in its field? Because Acronis Backup Cloud offers much more than ordinary, ‘old world’ backup – uniquely combining proactive protection and recovery -- Acronis has begun repositioning itself as an advanced ‘cyber protector’. This is quite a bold move for a backup provider, but one that is bolstered by the company’s 15 years of ongoing research and innovation in these key areas. The product not only backs up data but prevents 99.99 percent of ransomware attacks (and automatically restores any data lost in the unlikely event of attack). Fast backups, immediate comprehensive restore (run from VM, restore to bare metal or dissimilar hardware, granular recovery) and proactive protection makes Acronis Backup Cloud not just a backup tool, but the ultimate business continuity solution. How does it go beyond marginal improvements on something that already exists? The product’s archiving technology brings backup protection and recovery under one roof. This is empowering customers to: • Prevent 99.99 percent of attacks with Acronis Active Protection, while saving system downtime caused by ransomware. Any files impacted before an attack can be deflected, are automatically restored. • Get complete protection for 20+ platforms: Windows, Linux, Mac VMware vSphere, Microsoft Hyper-V, Citrix XenServer, Linux KVM, Red Hat Enterprise, Virtualization, Oracle VM Server, Amazon EC2, Azure VMs, Office 365 mailboxes, iPhone, iPad, Android, and websites (files and databases). • Get numerous backup storage options: local disks, NAS, SAN, Acronis Cloud Storage, public clouds like AWS or Azure, and any other third-party storage provider. • Restore universally - organisations can recover Windows and Linux systems swiftly to the same, similar or dissimilar hardware, including bare-metal, physical, virtual or cloud environments, using inbuilt Acronis Universal Restore technology. • Get self-service granular recovery - the web console can be used to search for specific documents, tables, emails, etc., restoring the lost data itself without having to recover an entire system. • Restore in record time, with Acronis Instant Restore (achieves best-in-industry RTOs by starting any Windows or Linux system (physically or virtually) directly from the backup storage on existing Microsoft Hyper-V or VMware vSphere ESXi host – without moving data). How do customers benefit from the product/process or innovation? Acronis makes advanced backup technologies available to every customer in the market, whether they are a small company or a large enterprise, want a managed service or their own self-manageable software. Managed Service Providers (MSPs) can now can offer their customers cutting-edge data protection technologies with no investments and an unprecedented level of ease. Key customer and partner benefits: • A minimum commitment, pay-as-you-go payment model for service provider partners -- Providers can start selling the most advanced cyber protection in a matter of hours, without having to purchase or install any software or hardware or undertake complicated training as the software is so easy to use. • Backup Cloud provides complete protection for all customer workloads -- Whether on-premises, in cloud, virtual, physical, mobile based. • Flexible deployment options -- Can be Acronis-hosted, hybrid or service provider-hosted. • World-class RTO -- Malware is a very real problem that organisations cannot afford to ignore. Organisations of every kind are at risk of losing important data, costing them regulatory fines and lost revenue. Consequently, IT professionals must meet unrealistic expectations to keep IT operations afloat. Acronis Cloud Backup helps organisations stay afloat when crises hit, protecting any workload, scaling without limits and preventing financial damage. It can achieve Recovery Time Objectives (RTOs) of mere seconds by starting Windows or Linux VM directly from backup storage with no data movement required. • All-round integration -- Integrates with Odin, HostBill, Flexiant, WHMCS, ConnectWise, Autotask, LabTech, and Microsoft Azure. It also easily integrates with APS Cloud Application Standard v2.0/1.2 and supports RESTful management APIs. Other built-in benefits to customers: • Multiple backup types: disks/volumes (with all information required for the operating system to boot), individual files or folders, applications, system state, and ESXi configuration. • Physical data shipping, saving data from the first full backup on a local hard drive should the organisation have large amounts of data or a slow internet connection. The drive is then shipped to a remote data centre, where the initial seeding backup is uploaded to the cloud. Only incremental backups are saved to the cloud repository thereafter. • Maintenance of regulatory compliance through backup protection with AES-256 data encryption, while still maintaining sole access to their data. • Resume/stop backup jobs at any time, with backup continuing from the latest point – even if the machine has restarted. • Back up systems and files quickly – up to twice as fast as closest competitor. Why Acronis Backup Cloud should win: Acronis Backup Cloud is at the intersection of backup and cyber protection, and it comes at a time when the integrity of organisation-critical data is really at stake. What is more, while backing up and protecting any virtual, physical, and cloud environment, Service Providers quickly realise incremental revenues with the product’s unique pay-as-you-go business model and zero upfront costs. And just as significantly, Acronis Backup Cloud relieves much IT headache and resource, allowing IT teams to concentrate on their wider remit.

Datto SIRIS Datto, Inc.

Datto SIRIS is a Business Continuity and Disaster Recovery (BCDR) solution built specifically for managed service providers (MSPs) to keep their clients’ businesses running in the wake of a disaster. According to FEMA, as many as 60% of small businesses never recover after a disaster and are forced to close. Datto’s focus on MSPs means we create products exclusively to address MSP - and their clients’ - problems. Datto enables MSPs to ensure their customer’s business is always on and resilient to disasters, with an all-in-one solution that includes verified backups, restore options for any scenario, instant virtualisation, and ransomware protection. The solution is backed by Datto’s private cloud with locations worldwide, so businesses can have full control over where their data resides. For most MSPs, a solution like this is too expensive and a poor fit because they’re built for enterprise IT departments. Datto builds dedicated solutions for MSPs that are intuitive, reliable, improve efficiency and scalability, and eliminate downtime. Unique, differentiating features of SIRIS include: - Inverse Chain Technology leverages the snapshot and clone capabilities within an open source file system for efficient storage management. Inverse Chain provides freedom over other types of traditional chain backup, enabling more frequent, flexible, and ransomware resilient backups. - Advanced Backup Verification uses local verification application and service verification, as well as screenshot verification. Datto provides support for custom verification scripts to verify all aspects of the system are being backed up. - Rapid Rollback is a tool designed specifically for disaster scenarios that negates the need for MSPs to perform a complete restoration of the system. The tool runs automated comparison checks between the existing system files and the backup and only fixes what needs fixing. - Bare Metal Restore (BMR) w/ Fast Failback is a restoration tool for affected systems that need to be completely rebuilt from a backup. While the BMR is in progress, with Fast Failback customers can continue to run their business in a virtualised state while that same data is copied over to the system that is being restored. - Ransomware Detection actively monitors backups using several proprietary methods for detecting the presence of ransomware, and notifies the administrator if ransomware is present. - Instant Virtualisation server images can be booted locally on a Datto device or in the secure Datto Cloud, instantly. Should a disaster occur, business can continue as usual in the Datto Cloud. Datto Continuity offerings are centered around meeting the business needs of MSPs and fostering their success. Datto’s full range of services including sales and marketing resources, direct-to-tech support and MSP-centric pricing so MSPs can focus on providing maximum value for their customers. Because many vendors don’t offer a full solution which includes backup, restore, failover (virtualisation), and a private cloud, MSPs are often left cobbling together solutions from multiple vendors to offer a comprehensive business continuity and disaster recovery service for their customers. The need for ransomware detection forces MSPs to add another solution to their toolbox that needs to be compatible with their existing offerings. Most vendors don’t offer ransomware detection and those that do add configuration time and cost to their BCDR offering. Most of these vendors don’t have anything in place that prevents ransomware from spreading or impacting backups. Datto’s patented Inverse Chain technology enables Datto to provide the most efficient backup and disaster recovery (DR) available, while supporting the greatest variety of recovery options. The end result is a more efficient and resilient backup solution, a more affordable unified business continuity model, faster recovery, and a DR solution that seamlessly extends to the Datto Cloud. Datto pioneered Screenshot Verification in 2011 to provide MSPs with the ability to automatically verify backups which will boot when the backup is taken. This year, Datto continued to raise the bar by releasing Advanced Backup Verification enabling MSPs to run verification when the backup is taken, eliminating the need to scramble during recovery time when it is too late to do anything about it. When disaster strikes, such as a ransomware attack, and systems go down, MSPs need to know that their backups are reliable and that they have all the tools they need to help their customer restore systems and data. The unique differentiating features of Datto SIRIS outlined above provide an overview of how customers can benefit from using this solution. Minimising downtime can give end users an edge when local competitors lack the ability to bounce back quickly.

StorageCraft ShadowXafe StorageCraft

In the summer of 2018, StorageCraft launched ShadowXafe, a back-up solution combining reliable recovery, scalability and total business continuity to provide organisations of all sizes with a back-up solution to protect data cost-efficiently and recover it quickly. Functionality ShadowXafe is a next-generation data protection solution bringing comprehensive, SLA-driven management to the complete data protection lifecycle. ShadowXafe delivers powerful recovery and a workflow optimised for management simplicity. It tightly integrates with StorageCraft Cloud Services to provide total business continuity with a single click. ShadowXafe is easy to deploy and manage, ensuring secure data protection, reduced application downtime and improved productivity for organisations looking to protect physical and virtual environments. When integrated with StorageCraft Cloud Services, ShadowXafe re-creates entire sites in the cloud and backs up systems efficiently. With ShadowXafe, users can request replication to StorageCraft Cloud Services from the same SLA-configuration interface where they specified on-premise backup and replication. This significantly increases the overall recoverability of critical workloads by hotwiring those workloads for DRaaS, including orchestrated one-click failover onto StorageCraft's Cloud. StorageCraft Cloud Services features customisation options to fit any client’s needs and budget, whether the IT environment is small and straightforward or large and complex. MSPs get predictable monthly pricing and have total control over cloud settings. Purpose-built for disaster recovery and total business continuity, our DRaaS cloud, StorageCraft Cloud Services, resides in Tier 3 data centres and features military-grade security and 99.999% uptime. Cloud Services features: • Cloud Pooling - the capacity of all machines in a given service level are pooled. Pooling provides MSPs with increased flexibility and efficiency. • One-Click Orchestrated Recovery - enables MSPs to pre-configure each customer’s recovery sequence so that, in the event of disaster or on-premises failure, MSPs can bring entire systems back online with a single click to the last recovery point. • 30-Day Free Virtualised Infrastructure Replication - in the event of a sitewide disaster, Cloud Services offers the ability for an MSP to virtualise customers’ IT environments in the StorageCraft Cloud and operate as though they were working off their own system for up to 30 days free. StorageCraft is proven to be a better option than public clouds where recovery of data and infrastructure is painful, manual, and often more expensive. This high-value, low-touch model helps organisations to meet and exceed service level agreements (SLAs), while keeping maintenance and operation costs to a minimum. What sets it apart Recovery in milliseconds rather than minutes: ShadowXafe recovers data in milliseconds, irrespective of the VM size. By comparison, competitors offer recovery in minutes, and exact time is dependent on the VM size. Inflight verification: While competitors don't provide inflight verification, ShadowXafe uses automated, advanced reverification of backup images along with inflight verification to help ensure dependable backup images. Total business continuity and self-service: Competitors don't provide integration with local backup and recovery policies or a self-service portal and they deliver DRaaS through third-party offerings. ShadowXafe, however, combines total business continuity (with integrated DRaaS from StorageCraft) and a self-service portal (with no third-party intervention needed during recovery) to help provide an orchestrated, one-click virtual failover. Market interest We’ve seen tremendous interest for ShadowXafe so far, with partner webcasts drawing over 100 attendees. Case study We’ve been working with Amshire Professional IT Support since 2010, when the team recognised a need for a more reliable and robust disaster recovery solution for its largest customer. “They [the customer] had been using a tape backup solution and, at the time, had a disaster recovery contract with another party that would restore data from the backup tapes. This inevitably led to problems around recovery that we would have to get involved with. We thought there must be a better way of doing things. Our support manager, Paul, came across an article in PC Pro mentioning StorageCraft. We did a demo before putting a full trial in place and then in early 2010 we ordered our first batch of licenses,” said Dave Taylor, Managing Director, Amshire Professional IT Support. Amshire has realised the strengths of StorageCraft’s disaster recovery solutions, particularly over the past 3-4 years as ransomware has become an increasingly prevalent threat. “We have successfully been able to recover customer systems hit by ransomware with little data loss. As far as we’re concerned, it’s a bullet proof solution and that’s essential for our customers.” Over the past eight years, we have developed a strong relationship with the Amshire team, built on honesty and accessibility. “We have a good working relationship with the StorageCraft team and we always feel comfortable having honest conversations with them. We catch up with them on a regular basis at events and that certainly helps to reinforce the relationship. Where some vendors only host events and training in and around London, StorageCraft has them all over the UK, which makes things a bit easier for us as a Manchester-based company.”

Paragon Hard Disk Manager Paragon Software Group

Paragon Hard Disk Manager – the all-in-one data management tool to entirely maintain and protect the system and data. The new edition comes with a completely redesigned UI, new and ultrafast backup and restore wizards and dozens of key features. Get full control over every single aspect of your storage with all the tools included: backup and recovery, partition manager, drive copy, disk wiper. Choose one of eight new shortcut wizards or create your own backup strategy with predefined options in just a few clicks. The tool enables PC users to organize disks, ensure capacity and performance of storage media; transfer systems on the fly, use physical and virtual appliances at will; use professional-grade backup to secure systems, applications and data, and always stay up and running with boot fix and fail-safe system recovery.Paragon Hard Disk Manager consolidates 25 years of hands-on expertise in system software to manage and protect your system and data. The all-in-one comprehensive solution provides the most advanced disk partitioning on the market and the most advanced disk wiper (with over 10 algorithms). Hard Disk Manager Advanced includes all the tools you need to successfully protect and manager your system - Backup and Recovery, Partition Manager, Drive Copy and Disk Wiper. What's new in the newest edition? New wipe methods Linux Recovery Environment for HDM Wipe reports exportable to html, pdf, plain text E-mail notifications via users configured SMTP server ReFS to NTFS Converter. Advanced users can create more sophisticated scenarios based on the provided set of tools. Define specific backup strategy, migrate system and data, perform secure disk wipes and generate detailed reports. Paragon Hard Disk Manager provides an array of reliable and effective hard drive tools, though, most powered by helpful wizards so they’re extremely easy to use. If you need a solid all-in-one package, crammed with business-oriented extras, then it’s definitely worth a try. The one-stop, do-everything Paragon Hard Disk Manager 16 delivers and with a stack of effective and reliable features. Protected mode We recommend using protected mode (enabled by default). This way all user actions are first placed in a queue and applied only after user verification. No need to wait for an ongoing operation to finish before moving on. Go back one step at a time or undo any changes already made if needed. Paragon Recovery Media Builder Paragon Recovery Media Builder Hard Disk Manager comes with full-fledged Paragon Recovery Media Builder to correct boot problems inflicted by logical errors, hardware malfunctions, or failures. If the system becomes corrupted or compromised — malware or ransomware reasons included — you can quickly restore full system and applications operability with minimal data loss. Resize partitions on the fly Internal drive running low on available disk space? This dilemma often occurs when you have multiple partitions to accommodate different systems and data types. With Hard Disk Manager, you can resize partitions on the fly to maximize available storage capacity. Clean up media Wipe personal data before disposing a hard disk. Alternatively, clean unused space only with possibility to restore deleted file. You know better than neglecting this simple rule. Live transfer your systems and data Want to change an old HDD to a new SSD? With Hard Disk Manager, you simply choose where you want your Windows and run the migration. Continue working on your system while Windows is being relocated. No manual operations or reboots necessary — just switch over when it’s ready. Advanced features for advanced users Hard Disk Manager Advanced offers a wide range of handy tools for IT pros. Take a look at the feature comparison below and opt for the version that best suits your needs.

Cloud Storage Innovation of the Year
Zerto IT Resilience Platform Zerto

In today’s always-connected world, businesses need to be available to customers, prospects and employees 24/7/365. This new world order of uninterrupted business is a non-negotiable business best practice. To have data and applications disrupted for any length of time, and for any reason, puts a business at risk of irreparable harm to its hard-earned reputation. In IDC and Zerto’s recent report, The State of IT Resilience, it was found that nearly 50% of businesses have suffered an unrecoverable data event in the last three years. Not only this, but merely 7% overall would rate themselves as mature for business resilience. With this in mind, it’s clear that many organisations do not have the right technology to protect themselves in the evolving digital era. This is where Zerto can help. Alongside the increasing challenges of maintaining an always-on business, IT continues to shift in focus from on-premises data centres to cloud-based architecture, which makes data protection and backup more important than ever while also more difficult to guarantee than ever. Traditional backup, disaster recovery and business continuity (DR/BC) has evolved, the term ‘IT resilience’ has become synonymous with Zerto’s brand, representing a new confidence for enterprises both looking to, and already integrated with, the cloud. The IT Resilience Platform Founded in 2010 by a team of storage industry veterans, Zerto is a pioneer in the field of IT resilience. Its flagship product was originally released in August 2011; and has continued to redefine industry approaches to backup, disaster recovery, and cloud mobility – the key tenants of true IT resilience. Continuous Data Protection has been the foundation for delivering successful Disaster Recovery and now for IT Resilience. Continuous journal based protection is the future for continuous availability. By combining Continuous Data Replication that enables you to deliver RPO’s of seconds by replicating every change that is being generated real-time, and the granular journal recovery that allows you to not only go to the latest point-in-time but instead offers you granularity of seconds – so you can safely go to any point-in-time up to 30 days ago – this truly enables continuous data protection to allow you to move away from the periodic point-in-time copies used in traditional backup technology. Besides offering flexible options for short-term (up to 30 days) recovery scenarios you might also have a compliance requirement to store data longer than 30 days, using a technology that can benefit from the data already protected by CDP technology. All of this is combined and stored in a journal, allowing you to offload point-in-time copies to secondary storage targets as often as you want. With the foundation of continuous data protection that has been the backbone of disaster recovery for all of Zerto’s customers, the latest iteration of the platform continues to enhance the capabilities around data protection for short-term and long-term retention to reduce the dependency and expense of using traditional backups to protect workloads. Specifically, enhanced journal file level restores support file-level recovery in both Linux Ext and Windows file systems which provides faster restore times. Combined with Zerto’s continuous data protection with the built in orchestration and automation of manual data protection workflows, customers have the flexibility to rethink how they do backup as well as readdressing data protection strategies to reduce cost and complexity by having Backup, Disaster Recovery and Cloud Mobility capabilities converged into one platform. The IT Resilience Platform is the first solution available that provided the ability to replicate and recover enterprise applications both to and from Microsoft Azure Taking this one step further, the platform now provides inter-cloud and intra-cloud mobility with the reassurance of CDP based backup and disaster recovery. The mobility to, from and between any combination of clouds and on-premises infrastructure in a secure way, managed from one platform, dramatically accelerates multi-cloud and hybrid-cloud adoption. Moving forward, Zerto will continue to enhance the backup and recovery capabilities available in the IT Resilience Platform to provide customers with the features they need to tackle the business and IT world of today. Specifically, the introduction of the Elastic journal which is a new concept in data protection that combines short term journal with long term repositories. This will allow for a continuous stream of backup and recovery points across all files. Intelligent indexing and search across on-premises and cloud will also enhance recovery for short- and long-term retention. Alongside automated data protection workflows for backup and recovery, the IT Resilience Platform will be the most comprehensive solution for data protection, backup and cloud mobility available. Key accreditations Zerto is well regarded by industry peers and analysts, holding accreditations from various supporting bodies including fellow technology vendors. In June 2017, for example, Zerto announced its inclusion in the HPE Complete Program, designed to facilitate the purchase of ‘best in class’ third party branded products to customers and resellers. More than 350 cloud service providers and 9 out of 10 of the participating providers in Gartner’s 2018 DRaaS Magic Quadrant choose the Zerto IT Resilience Platform to power their DRaaS offerings and to offer cost-effective, automated, enterprise-class DRaaS. Gartner has said: “Zerto is a leading provider of enterprise disaster recovery and IT resilience management software for both virtualised data centres and cloud-based DRaaS.” Andrew Smith, senior research analyst for storage software at IDC, has commented: “Over 90% of enterprise-scale organisations plan to make use of multiple clouds in the next several years. With 6.0, Zerto significantly expands its ability to help organisations manage and protect these complex environments. Customer reliance on platforms which provide continuous availability, data protection and workload mobility will be an essential part of many organisation's multi-cloud deployment strategy.” Partner testimonial “Our customers are experiencing the challenges that come with cloud adoption and digital transformation,” commented Zeb Ahmed, senior offering manager, VMware on IBM Cloud. “Even with increased adoption, many of the companies we work with are still in need of solutions to help them implement cloud in the best way for their business. In some cases, they need cloud platforms in specific regions that also offer bandwidth scalability. Zerto 6.0 on IBM Cloud does just that, and we’re excited to share the platform with our customers and help them fully embrace the cloud with the reassurance that their data is always protected. Partnering with Zerto, IBM Cloud is solving the IT resiliency challenges around complexity, security and mobility.” Customer testimonials “We do utilize Zerto in a backup process,” commented Bill Manning, Infrastructure Operations at Woodforest National Bank. “If we need to recover a file that got deleted accidentally, we can either spend an hour using our other process or 10 minutes using Zerto. We just pop into Zerto, use the journal file level recovery and there you go – it’s that simple.” “The IT community is eager for a better, simpler, more cloud-friendly way to do backup, and Zerto has shown us that the answer is not backup at all – at least not in the traditional sense,” said Jayme Williams, Senior Systems Engineer, TenCate. “Zerto’s unique way of doing continuous data protection not only gives us the easy backup alternative we’re looking for, but its ability to combine it with disaster recovery and complete cloud mobility under one platform is like nothing else we have seen. Both traditional leaders and newer players in the backup space do not integrate well with cloud solutions and, as their disaster recovery capabilities are limited in virtual environments, they cannot provide the complete package we’re excited to get from the Zerto platform.” ”For business confidence, our IT infrastructure is the one thing we check above all else, everyday,” commented Tristan Hargreaves, IT Infrastructure & Support Manager at Gleadell Agriculture. “After all, backups are useless until you test them and prove they’re not. Zerto’s level of automation gives us the ease to test a real user in a way that I haven’t encountered with any other software I’ve come across. Over the years, I’ve seen so many problems caused by snapshots. Having a solution that doesn’t use them means I can go to bed without worrying about whether things will still be there in the morning.”

Unitrends Cloud & Disaster Recovery Services Unitrends/Kaseya

Unitrends offers the only disaster recovery (DR) and long-term retention cloud service that integrates seamlessly with Recovery Series backup appliances and includes ransomware protection. Unitrends Cloud is a hybrid cloud solution that automatically replicates on-premises data for cloud backup and DR. Our unique approach includes machine-learning-based ransomware detection on-premises, which scans backup data before it’s replicated to the Unitrends Cloud. Unlike other vendors, this advanced use of artificial intelligence (AI) detects precursors to ransomware attacks, protecting customers from the nightmare scenario of discovering that even backed up files are corrupted or locked by ransomware. What’s more, Unitrends Cloud customers can take advantage of Unitrends’ industry-leading Recovery Assurance software, which automatically tests recovery on-premises and in the cloud in a safe sandbox environment to ensure the customer’s Recovery Point Objectives (RPOs) and Recovery Time Objectives (RPOs) are met and no corruption or infection exists. Unitrends Cloud global data centers are secure, SSAE 16 certified, General Data Protection Regulation (GDPR) compliant, and available around the world, including London. Many backup vendors leave customers struggling with a piecemeal approach to cloud backup. They force businesses to stitch together separate services or products for on-premises backup, cloud backup, data retention, DR, testing and reporting, and ransomware detection. This non-integrated approach drives up IT labor costs with low-value IT tasks, and leaves them exposed to integration errors and other threats. In fact, this piecemeal approach is so burdensome to IT organizations that the lack of time and manpower to manage it all creates critical gaps in cloud strategies. DR testing is a good example—the Unitrends 2018 Cloud Survey found that 59% of respondents tested their DR plans only once per year or not at all. The Unitrends approach to cloud backup uses automation and artificial intelligence so that critical items like testing DR plans and detecting ransomware are completed weekly or monthly without the need for human intervention. What’s more, our holistic approach to on-premises backup, cloud offsite backup, data retention management, testing and reporting, and ransomware detection are designed, built, and maintained by Unitrends and delivered to the customer as a fully integrated solution. All components of the Unitrends Cloud and Disaster Recovery as a Service (DRaaS) are supported by our award-winning Support team. Unitrends Cloud and DRaaS offerings make data protection and disaster recovery easy, cost-effective, and future proof. They give customers the ultimate peace of mind with guaranteed service level agreements, white glove service, automated recovery testing, and a self-service portal. Unitrends DRaaS spins up the customer’s virtual machines (VMs) and applications in the cloud to keep businesses running during a disaster or outage. Unlike other DR services, with Unitrends customers can choose guaranteed RTOs of 1 hour or 24 hours, or a longer window for less critical VMs, and can mix and match recovery speeds based on critical VMs and budget. Our award-winning support team provides expert, personalized white glove service to ensure every DRaaS customer environment--regardless of level-- is set up, tested, and managed according to customers’ specific business requirements for retention, recovery time, and recovery point. After all the last thing a customer needs to worry about during a disaster is spinning up VMs themselves or struggling to get in touch with a support technician. Unitrends automated recovery testing and reporting via Recovery Assurance proves that VMs will failover and operate as expected. In contrast, many other cloud vendors use minimal verification that only shows a VM can be booted up, leaving customers at risk of downtime and data loss. With Unitrends, due diligence upfront ensures that the customer’s recovery objectives, compliance requirements, and service level agreements (SLAs) will be met. For quick file recovery and extra confidence, customers can also see and access files in the Unitrends Cloud using an intuitive self-service portal. Unitrends Cloud and DRaaS customers benefit from complete confidence and documented proof that their cloud related business objectives are met. Specifically: 1. Confidence and auditable documentation that data can be recovered in a timely manner that meets RPOs, RTOs, and SLAs. 2. Confidence that VMs and applications can failover and be operated from the Unitrends Cloud in the event of disaster, keeping the business running no matter what, without the expense of maintaining a DR site. 3. Confidence that DR plans have been tested, and documented in easily accessible reports as proof to upper management, regulators, and other stakeholders. 4. Confidence that compliance regulations like GDPR and other industry regulations are met, and that data sovereignty standards are upheld. Unitrends Cloud data is kept securely within the geographic region specified by the customer. For example, data in our Unitrends Cloud London center will not be replicated outside of the UK. 5. Confidence that data earmarked for long-term retention is stored off-site in the cloud for the organization’s specified retention policy, without the hassle of tape or manual archiving, or the expense of managing multiple sites. Unitrends Cloud & DRaaS customers also save money with the ability to tailor DRaaS service levels to each VM and to choose the amount of data and retention period in the cloud that is right for their objectives and budget. The Unitrends integrated solution and white glove service saves time and staffing costs. Plus, Unitrends Cloud removes the burden and expense of maintaining a secondary site while also providing high performance DR and long-term retention. In summary, with Unitrends Cloud and DRaaS, customers can cover all aspects of cloud backup and disaster recovery with one solution, in service levels customized to satisfy their budget and objectives.

CloudBerry CloudBerry

CloudBerry provides full-featured, easy-to-use, and cost‑effective backup and disaster recovery solution for businesses, managed service providers (MSPs), and consumers. CloudBerry offers all of the features customers expect in their backup software, including: Centralized administration and monitoring, file-level backup, image-level backup, flexible scheduling, compression, encryption, and ransomware protection. CloudBerry runs on Windows, Linux, and Mac. One of CloudBerry Backup’s most innovative design features is its storage-agnostic approach to backup design with support for over 20 public cloud storage providers. By decoupling cloud storage from the backup software, CloudBerry puts customers in control of where their backups reside. Customers choose the public-cloud storage providers that best fit their needs and budget, rather than be tied to their backup vendor’s private cloud storage. Customers who need powerful features like geo-replication for disaster recovery, local region access for compliance, and added encryption options for security can choose a public cloud storage vendor with these features. Others may choose a more modestly priced cloud storage vendor to better fit their budget. Customers can use one or more cloud storage vendors and switch at any time while having assurance their backup software will function properly. By leveraging the public cloud, customers benefit from being able to move their existing backups from expensive local storage to the cloud. Local storage is expensive to purchase, administer, power, and cool, and does not provide the disaster recovery protection of off-site, cloud backups. The public cloud provides pay-as-you-go storage costs, build-in security, data replication and redundancy, and data tiering for long-term storage for the best protection and long-term retention of customer data. Customers can free up local resources currently used for backup storage and reallocate to more important business uses like file storage. That way, local data center assets are used in the optimal manner while cloud storage protects backup data against disaster. For security reasons, CloudBerry backups send data directly from the customer’s servers and endpoints to the customer’s cloud storage. Backup data never passes through any 3rd-party systems. Customers also have the choice of running hybrid backups, which allow for storing backup data simultaneously in local / network storage and in cloud storage. The local copy can be used for fast restores for workloads that have critical recovery time objectives, while the off-site, cloud storage copy used in case of disaster. CloudBerry is offered with two architecture options: Cloudberry Backup and CloudBerry Managed Backup. CloudBerry Backup is for very small business and consumers, is licensed perpetually, and installed and managed on each server or endpoint. Managed Backup is a SaaS, subscription offering with full cloud-based management capabilities. For companies with only a few servers (less than 10), stand-alone CloudBerry Backup will fit their needs. For companies with more servers and endpoints or for MSPs looking to offer backup-as-a-service (BaaS), Managed Backup is the perfect fit as it scales with company needs; from tens to tens of thousands of servers and endpoints. Managed Backup adds the ability to centrally manage installs, upgrades, licensing, reporting, and backup / restore jobs from the SaaS-based, web portal that runs on Amazon AWS. MSPs can white-label CloudBerry Managed Backup and offer the backup service to their customers under their own brand. Application support includes Microsoft SQL Server and Microsoft Exchange. Agentless, host-level backup support is available for both VMware and Hyper-V virtual environments. Customers can also back up popular cloud collaboration platforms Microsoft Office 365 and Google G Suite. CloudBerry makes restoring data easy. Individual files and folders can be quickly restored from any type of backup (file, image, virtual machine) and the online restore portal for Managed Backup makes self-service restores simple. For those customers who need to bring a server back to life, CloudBerry supports Bare Metal Restore (BMR) to the same or dissimilar hardware. CloudBerry can also restore image backups directly to Amazon EC2, Azure VM, or Google Cloud VM for disaster recovery. A recent CloudBerry innovation was the introduction of ransomware protection for backups. This new option helps identify recently encrypted files and protects existing file backups from being overwritten with ransomware encrypted ones. CloudBerry helps ensure customers can restore, even when faced with a crippling ransomware attack. CloudBerry backup solutions provide the power, simplified management, and public-cloud flexibility that customers need to take their backups off-premise and move to public cloud storage.

Datto SIRIS Datto, Inc.

Datto SIRIS is a Business Continuity and Disaster Recovery (BCDR) solution built specifically for managed service providers (MSPs) to keep their clients’ businesses running in the wake of a disaster. According to FEMA, as many as 60% of small businesses never recover after a disaster and are forced to close. Datto’s focus on MSPs means we create products exclusively to address MSP - and their clients’ - problems. Datto enables MSPs to ensure their customer’s business is always on and resilient to disasters, with an all-in-one solution that includes verified backups, restore options for any scenario, instant virtualisation, and ransomware protection. The solution is backed by Datto’s private cloud with locations worldwide, so businesses can have full control over where their data resides. For most MSPs, a solution like this is too expensive and a poor fit because they’re built for enterprise IT departments. Datto builds dedicated solutions for MSPs that are intuitive, reliable, improve efficiency and scalability, and eliminate downtime. Unique, differentiating features of SIRIS include: - Inverse Chain Technology leverages the snapshot and clone capabilities within an open source file system for efficient storage management. Inverse Chain provides freedom over other types of traditional chain backup, enabling more frequent, flexible, and ransomware resilient backups. - Advanced Backup Verification uses local verification application and service verification, as well as screenshot verification. Datto provides support for custom verification scripts to verify all aspects of the system are being backed up. - Rapid Rollback is a tool designed specifically for disaster scenarios that negates the need for MSPs to perform a complete restoration of the system. The tool runs automated comparison checks between the existing system files and the backup and only fixes what needs fixing. - Bare Metal Restore (BMR) w/ Fast Failback is a restoration tool for affected systems that need to be completely rebuilt from a backup. While the BMR is in progress, with Fast Failback customers can continue to run their business in a virtualised state while that same data is copied over to the system that is being restored. - Ransomware Detection actively monitors backups using several proprietary methods for detecting the presence of ransomware, and notifies the administrator if ransomware is present. - Instant Virtualisation server images can be booted locally on a Datto device or in the secure Datto Cloud, instantly. Should a disaster occur, business can continue as usual in the Datto Cloud. Datto Continuity offerings are centered around meeting the business needs of MSPs and fostering their success. Datto’s full range of services including sales and marketing resources, direct-to-tech support and MSP-centric pricing so MSPs can focus on providing maximum value for their customers. Because many vendors don’t offer a full solution which includes backup, restore, failover (virtualisation), and a private cloud, MSPs are often left cobbling together solutions from multiple vendors to offer a comprehensive business continuity and disaster recovery service for their customers. The need for ransomware detection forces MSPs to add another solution to their toolbox that needs to be compatible with their existing offerings. Most vendors don’t offer ransomware detection and those that do add configuration time and cost to their BCDR offering. Most of these vendors don’t have anything in place that prevents ransomware from spreading or impacting backups. Datto’s patented Inverse Chain technology enables Datto to provide the most efficient backup and disaster recovery (DR) available, while supporting the greatest variety of recovery options. The end result is a more efficient and resilient backup solution, a more affordable unified business continuity model, faster recovery, and a DR solution that seamlessly extends to the Datto Cloud. Datto pioneered Screenshot Verification in 2011 to provide MSPs with the ability to automatically verify backups which will boot when the backup is taken. This year, Datto continued to raise the bar by releasing Advanced Backup Verification enabling MSPs to run verification when the backup is taken, eliminating the need to scramble during recovery time when it is too late to do anything about it. When disaster strikes, such as a ransomware attack, and systems go down, MSPs need to know that their backups are reliable and that they have all the tools they need to help their customer restore systems and data. The unique differentiating features of Datto SIRIS outlined above provide an overview of how customers can benefit from using this solution. Minimising downtime can give end users an edge when local competitors lack the ability to bounce back quickly.

Acronis Backup Cloud has made a technological breakthrough that has revolutionised conventional backup technologies to a new cyber protection category. Acronis

What, exactly, is novel about the product/process or innovation? Acronis Backup Cloud has made a technological breakthrough that has revolutionised conventional backup technologies to a new cyber protection category. First, its unique ‘Active Protection’ feature is an Artificial Intelligence (AI) based protection that actively monitors all processes in the computer system. It identifies those processes that behave like malware and automatically halts them – if any data gets overwritten, it will automatically restore that data. Thus far, no other backup provider has emulated this combination of AI-based monitoring and auto-recover capability. Second, is its transformation of the usual backup tool to a lightning-fast business continuity tool. New Acronis Instant Restore and Acronis Universal Restore technologies make backups unnoticeable and the restore so fast that users will hardly notice the outage. How does the product or process break with conventional ideas or processes in its field? Because Acronis Backup Cloud offers much more than ordinary, ‘old world’ backup – uniquely combining proactive protection and recovery -- Acronis has begun repositioning itself as an advanced ‘cyber protector’. This is quite a bold move for a backup provider, but one that is bolstered by the company’s 15 years of ongoing research and innovation in these key areas. The product not only backs up data but prevents 99.99 percent of ransomware attacks (and automatically restores any data lost in the unlikely event of attack). Fast backups, immediate comprehensive restore (run from VM, restore to bare metal or dissimilar hardware, granular recovery) and proactive protection makes Acronis Backup Cloud not just a backup tool, but the ultimate business continuity solution. How does it go beyond marginal improvements on something that already exists? The product’s archiving technology brings backup protection and recovery under one roof. This is empowering customers to: • Prevent 99.99 percent of attacks with Acronis Active Protection, while saving system downtime caused by ransomware. Any files impacted before an attack can be deflected, are automatically restored. • Get complete protection for 20+ platforms: Windows, Linux, Mac VMware vSphere, Microsoft Hyper-V, Citrix XenServer, Linux KVM, Red Hat Enterprise, Virtualization, Oracle VM Server, Amazon EC2, Azure VMs, Office 365 mailboxes, iPhone, iPad, Android, and websites (files and databases). • Get numerous backup storage options: local disks, NAS, SAN, Acronis Cloud Storage, public clouds like AWS or Azure, and any other third-party storage provider. • Restore universally - organisations can recover Windows and Linux systems swiftly to the same, similar or dissimilar hardware, including bare-metal, physical, virtual or cloud environments, using inbuilt Acronis Universal Restore technology. • Get self-service granular recovery - the web console can be used to search for specific documents, tables, emails, etc., restoring the lost data itself without having to recover an entire system. • Restore in record time, with Acronis Instant Restore (achieves best-in-industry RTOs by starting any Windows or Linux system (physically or virtually) directly from the backup storage on existing Microsoft Hyper-V or VMware vSphere ESXi host – without moving data). How do customers benefit from the product/process or innovation? Acronis makes advanced backup technologies available to every customer in the market, whether they are a small company or a large enterprise, want a managed service or their own self-manageable software. Managed Service Providers (MSPs) can now can offer their customers cutting-edge data protection technologies with no investments and an unprecedented level of ease. Key customer and partner benefits: • A minimum commitment, pay-as-you-go payment model for service provider partners -- Providers can start selling the most advanced cyber protection in a matter of hours, without having to purchase or install any software or hardware or undertake complicated training as the software is so easy to use. • Backup Cloud provides complete protection for all customer workloads -- Whether on-premises, in cloud, virtual, physical, mobile based. • Flexible deployment options -- Can be Acronis-hosted, hybrid or service provider-hosted. • World-class RTO -- Malware is a very real problem that organisations cannot afford to ignore. Organisations of every kind are at risk of losing important data, costing them regulatory fines and lost revenue. Consequently, IT professionals must meet unrealistic expectations to keep IT operations afloat. Acronis Cloud Backup helps organisations stay afloat when crises hit, protecting any workload, scaling without limits and preventing financial damage. It can achieve Recovery Time Objectives (RTOs) of mere seconds by starting Windows or Linux VM directly from backup storage with no data movement required. • All-round integration -- Integrates with Odin, HostBill, Flexiant, WHMCS, ConnectWise, Autotask, LabTech, and Microsoft Azure. It also easily integrates with APS Cloud Application Standard v2.0/1.2 and supports RESTful management APIs. Other built-in benefits to customers: • Multiple backup types: disks/volumes (with all information required for the operating system to boot), individual files or folders, applications, system state, and ESXi configuration. • Physical data shipping, saving data from the first full backup on a local hard drive should the organisation have large amounts of data or a slow internet connection. The drive is then shipped to a remote data centre, where the initial seeding backup is uploaded to the cloud. Only incremental backups are saved to the cloud repository thereafter. • Maintenance of regulatory compliance through backup protection with AES-256 data encryption, while still maintaining sole access to their data. • Resume/stop backup jobs at any time, with backup continuing from the latest point – even if the machine has restarted. • Back up systems and files quickly – up to twice as fast as closest competitor. Why Acronis Backup Cloud should win: Acronis Backup Cloud is at the intersection of backup and cyber protection, and it comes at a time when the integrity of organisation-critical data is really at stake. What is more, while backing up and protecting any virtual, physical, and cloud environment, Service Providers quickly realise incremental revenues with the product’s unique pay-as-you-go business model and zero upfront costs. And just as significantly, Acronis Backup Cloud relieves much IT headache and resource, allowing IT teams to concentrate on their wider remit.

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