News in the Channel - Issue #5


Issue #5

5 Reasons to partner with




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Change is still afoot We may be three years on from the original lockdowns but the IT sector is clearly still coming to terms with the changes such a monumental event ushered in.

The fact is the rules have changed. The great resignation shows how ordering employees to commute is not enough, businesses have to make the effort to make the office a nice environment. That doesn’t necessarily mean bean bags and pool tables in every office. But the digital wall installations that inform employees almost have the same effect. AV has a funny way of appealing to our fickle side and walking into an office kitted out with rolling news, a list of available rooms, and the local weather can improve morale amongst existing employees and create a great impression for visitors. More on page 12. But the lasting effect, as far as I can see it, is our acceptance that solutions can do the jobs we don’t want to do. As Dan outlined last week, the growth in AI can be seen to be scary; especially for someone who’s main skill is writing words. But by opening up our arms to artificial intelligence for things like order processing, auditing, and targeting, employees are freed up to take the time to strike up relationships, build a rapport with customers that will last, rather than taking a quick phone call and then filling out a myriad of spreadsheets, as we uncover on page 38. I hope you enjoy this issue. As ever, if you have a topic that you want to cover in future issues, or you want to get involved in editorial or advertising, please drop us a line at

If you’re anything like me, you’ll be fed up by talk of the Covid-19 pandemic. As a journalist a news feed dominated by lockdowns, new strains, and economic downturn was only broken up by writing about the implications in the IT industry. But as we move close to spring, we mark the third anniversary of that speech where our Prime Minister announced a nationwide lockdown, in line with much of the rest of the world. Taking a step back whilst reading this month’s magazine, it’s clear to see that the effects of the lockdowns continue to impact all facets of B2B technology. Initially the mind will go to the cyber security implications. Moving from the secure corporate networks that benefitted from careful CTO investment, to a patchy personal service with free personal security, is almost an open invitation for hackers, as we discuss on page 16. But that’s too obvious, in fact, I think the biggest change has come in the AV sector. While online meetings were ‘already a thing’ before the pandemic, as I continue to be told, the shift to remote working for a portion of the week has meant that businesses need to make the office a place that is worth coming to. In collaborations, interactive boards are great to get everyone on the same page, but digital walls in reception and communal areas are a better demonstration of the effects of the pandemic.

Elliot Mulley-Goodbarne


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News You should know p6 New in the Channel Hot products p9 Interactive Digital Walls First impressions p12 Anti-Virus Software Staying one step ahead p16

Interview – p21

Interactive Digital Walls – p12

Neil MacDonald reflects on his introduction to his new role at HP, the successful integration of Poly, the resilience of the Channel and how innovation is at the forefront to driving success at HP.

Making a first impression in business is crucial, and digital walls in reception areas are becoming increasingly important – not just for creating a feature but also for giving guests, customers etc important information.

Interview Neil MacDonald p21 Storage Portable USB p31

Processors – p46

Knowing the solutions that will satisfy your business needs can be difficult at the best of times.

Datacentres Performance critical p32

Scanning Keeping it confidential p33

Cloud – p50

Webstores Streamlining sales p38

Xvantage The future of distribution p41 Processors Scaleability p46 Cloud Seagate Lyve p50

Anti-Virus Software – p16

Save costs and gain ownership of your data with Lyve Cloud. As more enterprises attempt to take advantage of the potential cost savings of the cloud, some have been disappointed.

Experts at CyberSecurity Ventures anticipate that global cyber crime costs will grow by 15% each year over the next five years, reaching a staggering $10.5 trillion USD by 2025.



Ingram Micro Xvantage – p41

Confidential Scanning – p33

Editorial Elliot Mulley- Goodbarne 07910 441 024 elliot@ Dan Parton 07941 979 845 dan@ Head of Sales Martin Jenner-Hall 07824 552 116 martin@ Publishing Director Justin Penn 07816 573 186 justin@ Written permission from the publisher is required before any part of News in the Channel can be reproduced. © 2023 In the Channel Media Ltd.

Ingram Micro have paved the way for the future of Distribution in the IT Channel with the launch of the first AI driven machine learning ecosystem for Channel Partners which they hope is going to change the nature of Distribution from transactions to interactions.

With hybrid working now established, there are confidential documents in more places than ever, which need to be kept confidential.

5 Reasons to partner with

Cover Story: 5 reasons to partner with Fortinet – p36

Discover the opportunites for growth. Engage with Fortinet to evolve and succeed.

Datacentres – p32

It can be argued that data is one of the most valuable assets on this earth, certainly if there is a breech, it can definitely get costly.

Published by: In the Channel Media Ltd Company registration number: 14363401 Registered office address 14-18 Heddon Street,

Webstores – p38

A webstore can take a business to the next level, by providing access to a wealth of products, as well as bringing easier access to existing and potential clients. But how easy are they to create, optimise and use in practice?

Mayfair, London, United Kingdom, W1B 4DA In conjunction with:



Pax8 and Adobe team up to bring digital media solutions to MSPs across Europe!

Pax8, the leading cloud commerce marketplace, has partnered with Adobe to offer digital media solutions to Managed Service Providers (MSPs) across Europe. The announcement was made on March 7, 2023, and it was confirmed that Adobe’s software will be available for purchase on the Pax8 platform in the UK and other European countries. MSPs in the region will now have access to Adobe’s cloud products, including Adobe Creative Cloud and Adobe Document Cloud. These solutions will allow small and medium-sized businesses (SMBs) to drive growth and transform business performance while simplifying complexities. With Deloitte forecasting that the global creative economy will grow by up to 40% by 2030, Pax8’s partners will be able to connect their customers with industry-leading solutions that empower creativity and drive brand identity. Harald Nuij, CEO at Pax8 EMEA, said that the partnership is a “hugely significant moment” for Pax8 in the EMEA region. He added that Adobe’s game-changing

innovations will diversify what MSPs can offer their customers, making them more competitive and allowing them to target new markets. MSPs in Europe can purchase Adobe solutions through Pax8’s world-class cloud marketplace. One of Pax8’s partners in Latvia, Mārtiņš Jurjāns, Country Manager at Primand SIA, spoke about the benefits of offering both solutions to their customers. He said that the results are shown in their growth and that the partnership with Pax8 has opened up new doors for them as an MSP. In addition to the unique product offering, partners can take advantage of Pax8’s in- house Adobe expertise to maximize results for their business and their end users. Pax8 has cloud-enabled more than 400,000 enterprises through its channel partners and processes one million monthly transactions. The partnership with Adobe will play an important role in the Adobe channel ecosystem and offer advanced technologies that allow MSPs to buy, sell, and manage Adobe products and solutions easily.

Harald Nuji CEO, Pax8 EMEA

Exertis teams up with Scylla to fortify AI security solutions

Leading technology distributor Exertis has partnered with Scylla to expand its security solutions portfolio. Scylla’s AI-based Anomaly Detection System (ADS) will be available to both new and existing customers, offering enhanced security across industries such as retail, airports, and sports venues. Scylla’s platform includes a range of features, such as face recognition, object detection and tracking, and perimeter intrusion detection, that can be integrated with existing security cameras and monitoring systems. The AI-based system is expected to save companies money by reducing labour costs and accelerating time to action in

advanced security solutions. Dominic Ryles, Director of Sales & Commercial – Security at Exertis Enterprise, said the partnership would enable their channel partners to open up new revenue streams while also providing meaningful insights to detect objects, actions, and behaviour anomalies. Albert Stepanyan, Scylla’s Founder and CEO, expressed his excitement at the partnership, saying he was confident Exertis’ resources and insights would help accelerate and scale Scylla’s growth strategy.

Dominic Ryles director of sales and commercial – security Exertis Enterprise

situations that require intervention. The global video analytics market is

predicted to reach USD 22 billion by 2027, with a Compound Annual Growth Rate (CAGR) of 22.7% from 2020 to 2027. The Covid-19 pandemic has also increased the demand for video analytics for threat detection. The partnership between Exertis and Scylla comes at a time when there is a growing need for



TD SYNNEX launches Panasonic Toughbook program for SMBs

TD SYNNEX has launched an exclusive program for small and medium-sized business (SMB) partners, offering them accreditation for the market-leading Panasonic TOUGHBOOK. This will allow them to accelerate the growth in sales of ruggedized systems. The program provides resellers with access to TOUGHBOOK specialists, fast-track bid pricing for qualified SMB deals, and enhanced pricing. James Reed, managing director – Endpoint Solutions, UK and Ireland, TD SYNNEX, believes that the growing popularity of ruggedized systems among SMBs is due to a number of factors. During the pandemic, many SMBs identified a requirement for rugged systems that they really could use anywhere, anytime and in any conditions. In addition, shortages of ‘conventional’ laptops meant that more businesses were exposed to ruggedized options. The latest additions of Panasonic TOUGHBOOK have a modular design that makes them easier to customize and to adapt and redeploy for other users. This will enable organizations to extend the lifetime of their

systems and close the sustainability gap by not having to refresh users’ mobile technology as often. TD SYNNEX is committed to serving customers and communities and has always been an innovative partner. TD SYNNEX is dedicated to uniting compelling IT products, services, and solutions from 1,500+ best-in- class technology vendors. Its edge-to-cloud portfolio is anchored in some of the highest- growth technology segments, including cloud, cybersecurity, big data/analytics, IoT, mobility, and everything as a service. TD SYNNEX aspires to be a diverse and inclusive employer of choice for talent across the IT ecosystem.

James Reed managing director – Endpoint Solutions, UK and Ireland, TD SYNNEX

PremierVPN unveils dedicated VPN service for enhanced security and control

Leading VPN service provider, PremierVPN, has announced the launch of its dedicated VPN service, aimed at providing users with complete control over their VPN servers. The service offers fully customizable dedicated servers, which provide greater speed, stability, and security. Unlike typical VPN services that operate on shared infrastructure, PremierVPN’s dedicated server network offers users control over the management of their VPN connections. With online privacy and security becoming increasingly important, VPNs have become essential tools for individuals and businesses alike. PremierVPN’s dedicated VPN service aims to provide superior speed, reliability, control, and security. With 256-bit AES encryption, users can be confident that their online activity is secure, especially when using unsecured public Wi-Fi networks. The service’s full control features include dedicated firewalls, which allow users to control the flow of traffic in and out of their network, scrub server hard drives on-demand,

and block external threats automatically. Additionally, the service offers unlimited licensing, allowing users to connect to their dedicated VPN network on as many devices as they require with no bandwidth or usage restrictions. PremierVPN’s dedicated VPN service is suitable for both individual and business users, with pricing plans starting at £9.99/ month. Higher-tier plans offer additional features, such as threat detection and a dedicated firewall for unlimited users, ad/ malware filtering, dedicated DNS, and a dedicated account manager. For those interested in testing out the service, PremierVPN offers a free one-month trial, which includes a dedicated VPN server, dedicated Line (Limited), dedicated IP, and a single device license. Overall, PremierVPN’s dedicated VPN service is an excellent option for businesses or individuals looking for greater control, speed, and security when connecting to the internet.



Vertiv unveils new augmented reality app to revolutionise product exploration

Vertiv, a leading global provider of critical digital infrastructure and continuity solutions, has launched the Vertiv XR app, a new augmented reality tool designed to provide an immersive, virtual product exploration experience. The app enables data centre operators, IT managers, and channel partners to visualise Vertiv products in any location, allowing them to better plan their space and understand how infrastructure will support their compute and impact physical footprints. The Vertiv XR app is the first tool of its kind to bring commercial-grade technology, typically used in home remodelling projects, to the data centre space. Users can access the app on the Apple App Store and Google Play Store, and it received a five-star rating from IT Channel, which called it “the best

augmented reality app tested in 2022”. Cristian Scarpa, VP for information technology at Vertiv, said, “With the Vertiv XR app, we are creating a bridge experience between in-person physical interactions and digital. The app allows our customers and partners to make more informed buying decisions and recommendations, to visualise in a tangible way how new products will interact with their existing environments, and explore details about those products, all from the palm of their hand.” The Vertiv XR app uses augmented reality to provide an immersive and realistic depiction of Vertiv products in the location of the user’s choosing. It enables users to explore various Vertiv solutions and engage with complementary solutions beyond purchase and installation.

Cristian Scarpa VP for information technology, Vertiv

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Snom’s D7xx VoIP phones receive Zoom certification

Snom™, a leading manufacturer of IP telecommunications solutions, announced that its D7xx Series of desk phones are now certified for use with Zoom services. The certification allows remote, in-office, or hybrid workers to benefit from Snom’s VoIP communication solutions. The Zoom Hardware Certification Program creates a broad ecosystem of products certified to work with Zoom services, giving customers reliable solutions and better communication experiences. Jeff Fox, Strategic Alliances Marketing Lead at Zoom, said the D7xx Series

of desk phones from Snom is an important addition to Zoom’s existing devices certified under their Hardware Certification Program, and will be sought out by customers. Gernot Sagl, CEO of Snom Technology, expressed his excitement for the certification and the opportunity to meet the needs of organisations using Zoom Phone. By extending the deployment scenario of their advanced IP solutions to a broader user base, Snom’s products provide Zoom Phone customers and providers with increased flexibility.

A cavalier approach to moving, ingesting, analyzing and storing your customers’ precious data resource is not an option. Data must be treated like the valuable commodity that it is – otherwise competitors can gain advantage. The Micron ® 9400 NVMe SSD is the answer when data center performance is critical. Micron’s latest Gen4 NVMe storage solution delivers uncompromising balanced performance, consistent responsiveness and up to massive 30TB+ capacities needed to handle torrents of valuable data. Access the most powerful mixed-use server SSD Mission-critical data? There can be no compromises.



Boom collaboration launch complete conferencing solution as hybrid work demand intensifies

Boom Collaboration, the fast-growing video conferencing manufacturer, has announced the launch of its portable all-in-one device, Boom UNO, which aims to further blur the lines between home and office work. The device is a complete conferencing system that combines a 120° wide-angle full HD camera with a 360° omnidirectional microphone and built-in speaker. The compact and stylish device has plug- and-play functionality via one USB cable and is available in black and white color variants. It is compatible with Zoom, Teams, Webex, Google Meet, and all the major meeting apps. A status light is complemented by full duplex HD audio, a vertically adjustable lens, and a touch keypad with volume and mute controls. Boom Collaboration was founded in 2020 by Fredrik Hörnkvist and Holli Hulett in a bid to disrupt the sector and create high- performance, high-value advanced products. The ambitious Texas-based business has quickly developed an extensive conferencing portfolio and operates in 20 countries, with plans for major expansion to 30 more this year, including the UK and central Europe. “There’s little doubt hybrid work is here to stay, and for many organizations, it’s already embedded as an integral part of modern working cultures,” said Hörnkvist. “From our own research and experience, we estimate around 55% of businesses globally have work from home policies, with this number growing in a post-pandemic world. In addition, 30% of all employees are full-time remote workers,

while over 60% work from home occasionally. The right equipment can boost productivity while

saving corporations money - creating true meeting equity for all participants.” “The Boom UNO

gives users all the tools they need for effective collaboration in a simple user-friendly package,” added Hulett. “It’s very easy to use and pop in a bag to transport between the home and office or wherever people are working.” The Boom UNO is lightweight and compact, measuring 18.1cm tall and 6.2cm wide and deep. With its portability, the device allows people to work from wherever they want while providing them with the same meeting experience as they would get in the office. The Boom UNO is ideal for companies that have embraced the hybrid work model, where employees work from home and the office on alternate days. Boom Collaboration’s innovative approach to video conferencing hardware solutions aims to bring the world closer and help customers accomplish more together in less time. The Boom UNO, with its advanced features, is a perfect example of the company’s commitment to high-quality hardware that delivers smooth video and crystal-clear audio.

Holli Hulett Co-founder Boom Collaboration

The Micron 9400 SSD is optimized for mission-critical, difficult workloads that require strong mixed performance and massive capacity. This includes high performance computing (HPC) workloads like caching and database acceleration; high speed massive OLTP; content delivery networks, block and object stores; and training/ caching for AI and machine learning. The performance workhorse for challenging workloads

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When performance is critical The Micron ® 9400 SSD sets a new performance benchmark for data center PCIe Gen4 storage. Decades of experience have led to a server SSD that packs in over 30TB 1 of usable capacity, outperforms competitors up to 2.3x in mixed workloads 2 , 3 and improves power efficiency up to 77% 4 . There can be no concessions for performance-critical workloads. For these applications, fast ingest alone is not enough — responding in microseconds delivers a true competitive advantage.

• Class-leading data center performance of up to 2.3x in real-world, mixed workload applications 2 • 6x9s read latency leads the industry by as much as 3.2x 3 • Sequential read/write performance up to 7GB/s is industry fastest by 66% 2 • Random read/write performance up to 1.6M IOPS is also industry fastest 2 • Capacities range from 6.4TB up to a class-leading 30.72TB 1 • Improves power efficiency up to 77% 4 • Delivers PCIe ® 4.0 NVMe™ server storage • Built on Micron’s world-leading 176-layer NAND 5 Product Highlights

Product Features • Power loss protection • Enterprise data path protection • 128 NVMe namespaces • NVMe v1.4 • NVMe Management Interface (MI) over SMBus • NVMe power states • Firmware activated without reset • Secure boot • Secure firmware download • Hardware root of trust, secure signed firmware • TRIM support with garbage collection • Self-monitoring and reporting technology (SMART) • 5-year limited warranty 6

• 30.72TB capacity is the largest option. User capacity: 1GB = 1 billion bytes; formatted capacity is less • Comparisons are made based on other leading PCIe Gen4 Data Center U.2/U.3 NVMe SSDs based on data center market share as noted in the Forward Insights SSD Supplier Status Q2/22 report and available on the open market at the time of this document’s initial publication. 1GB = 1 billion bytes, formatted capacity is less. • Performance measured using 7.68TB SSDs at queue depth (QD) = 256 with FIO (additional details on FIO are available here: • 77% efficiency improvement is vs the Micron 9300 SSD. Efficiency is defined as performance per watt. • Additional information available here: • Warranty valid for 5 years from the original date of purchase or before writing the maximum total bytes written (TBW) as published in the product datasheet and as measured in the product’s SMART data, whichever comes first.



Specialty knowledge biggest challenge in high-performance storage management: Panasas Survey

Panasas, a data engine for innovation, has released the results of a global survey which shows that over 50% of respondents believe that the biggest challenge in building and managing storage infrastructure for high- performance applications is a lack of specialty knowledge coupled with high resource needs. The independent survey, conducted by Vanson Bourne, asked hundreds of IT decision makers within enterprises with more than 1,000 employees in the US, UK and Germany. Survey results show an overwhelming 96% of respondents across the US, UK, and Germany face challenges in building and managing high-performance storage. In addition to over half of respondents (52%) citing specialty knowledge as the top challenge, other key findings include: ● N early 50% of respondents across all three regions cited high maintenance costs and high acquisition costs as premier challenges at 45% and 43% respectively. ● Respondents from IT, tech, and telecom sector selected high maintenance costs as a challenge (44%) compared to high acquisition costs (36%). ● 3 9% of respondents across all regions stated that it is time consuming to juggle multiple storage systems to cater for different high-performance workloads, while 38% find it time consuming to tune the overall infrastructure for each workload. ● US respondents across manufacturing organisations (68%) cited specialty knowledge and high resources needs as the biggest challenge. ● US respondents across financial services

reach $59.2bn by 2026 at a compound annual growth rate (CAGR) of 7.7%. This growth is further fueled by convergence of HPC with AI/ML and the role these technologies play in helping enterprises gain better insights to support business objectives. However, harnessing the power of HPC and AI/ML comes with new challenges. IT teams must have the tools and the people in place to manage the high-performance storage required to support current applications. As such, organisations must ensure that the storage infrastructure selected is scalable and versatile enough to successfully support future applications at scale. Jeff Whitaker, VP of product strategy and marketing at panasas, said “we know what it takes to successfully manage HPC and AI/ML data storage environments and the critical role these bandwidth-intensive applications play in supporting business growth.” Panasas solutions reduce TCO and address the simplicity, reliability, and scalability challenges in managing high-performance storage infrastructure. The company’s PanFS parallel file system software suite improves data visibility and mobility for high-performance workloads, ensuring optimal performance in the most data- intensive environments. The plug-and-play Panasas storage solution is packaged within trusted hardware components to eliminate the specialty knowledge challenge cited by survey recipients as no training is required.

Jeff Whitaker VP of product strategy and marketing Panasas

of respondents across all regions stated that it is time consuming to juggle multiple storage systems to cater for different high- performance workloads 39%

organisations (53%) cited storage infrastructure to support application

scalability as the most common challenge. ● With high resource needs and specialty knowledge for performance storage configuration and management cited as the biggest challenge across all industries, it was ranked highest among these industries: business and professional services sector (61%) followed by the manufacturing sector (60%) and the IT, tech, and telecoms sector (57%). The high-performance computing (HPC) sector is expected to continue growing at a healthy rate, with HPC budgets expected to

Panasas’ software suite delivers simple, reliable solutions that support multiple HPC and AI/ML applications from a single storage platform. Customers gain the necessary insight into data movement and usage patterns to ensure optimal workload performance across the enterprise and into the high-performance computing world. The company’s storage solutions address the issues highlighted in the survey, with many customers having found success in their implementation of Panasas’ technology.



AVolving past advertising

Making a first impression in business is crucial, and digital walls in reception areas are becoming increasingly important – not just for creating a feature but also for giving guests, customers etc important information. In addition, they are being used more now in the office as a collaborative tool as businesses seek creative ways to tempt employees back to the office. Where will the sector go next?

In times gone by the term digital signage would have evoked eye-wateringly bright advertising displays as you walk outside Piccadilly Circus, or scoreboards that show just how bad your team are playing. Maybe the latter just applies to me, but the Professional AV sector now has a new focus inside the office doors. Wayfinding and collaboration have become compelling use cases for AV solutions, including digital walls. In fact, according John Perry, displays business manager at Exertis UK, the DvLED (Direct view LED) market in the UK alone is expected to grow 123% by 2025, and Western Europe revenues on DvD are expected to rise from around £350m in 2022, to £560m by 2025; a growth rate that can be somewhat attributed to the Coronavirus pandemic. “The importance of being able to visualise information has always been there, but after the impact of covid, this has accelerated the wider need,” said Perry. “Large digital canvasses are becoming more relevant as DvLED becomes more affordable. “As a result, businesses can utilise the WOW factor of digital wall, and tick a sustainability box with reduced servicing and maintenance

outlays, when they replace damaged/faulty equipment. “Coupling a digital wall with applications such as Microsoft front row provides the user with new options to use digital technology in their day to day environments, and opens up a world of opportunities to collaborate and share information in new ways.” Collaboration Spaces As Perry points out, the hybrid working model that many businesses have adopted has made the office experience very important. One part of that is ensuring that time in the office is well used to collaborate and work together in person, rather than speaking on a video call. As a result, Taj Ghere, managing director at AV systems integrator, Kinly, says “employers need to invest in building collaborative spaces that work effectively and efficiently to suit, and empower increasingly hybrid teams. “This is not limited to video conferencing software, which we’ve all become adept to, but highly resourced collaboration spaces, including digital signage, giving a seamless communication experience. “In the enterprise space, a well-planned and

John Perry displays business manager

Large digital canvasses are becoming more relevant as DvLED becomes more affordable. “ ”

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implemented digital signage solution should provide the tools for keeping employees informed, engaged and safe. It can help keep employees and managers connected and contribute to a culture of trust, which has never been more important than now with hybrid working becoming the norm.”

content, and subsequently their brand. “If the content needs to bend round a wall, for example, then the display needs to be capable of this and in the case of DvLED this is achievable. Customers are also becoming even more conscious of the environmental impact of their displays, be that power consumption, or place of manufacture and subsequent transportation impact.” Those priorities for customers can come in different forms. Although AV for collaboration purposes has become a focus for a lot of businesses, reception areas have also been the subject of a digital revolution. And it’s not just receptions, as Ghere outlines, the AV applications are wide ranging. He said “we are seeing an evolution both in terms of the scope of how systems are used, and their reach. This is being driven both by innovation, particularly from platform vendors, and from a user perspective out of necessity through changing workplace policy. “For example, at Kinly we are deploying solutions that deliver real-time stats to traders, live IPTV, visitor management, workplace resource booking, interactive content, ‘on demand’ signage in meeting spaces, and comms channels to remote and ‘deskless’ workers via Microsoft Teams and Webex Teams, all from a single digital signage CMS platform.” Switched on These solutions are clearly appealing to all manner of businesses, and they are appealing to consumers too. For resellers, Holger Graeff, general manager at Vivitek & Delta Display Solutions EMEA said that ProAV has the potential to open up new revenue streams on

Taj Ghere managing director

Jamie Fernandez, DvLED business manager at Ingram Micro, also agreed, adding “as collaboration experiences become hybridised to accommodate greater numbers of people

viewing content in large boardrooms, conference rooms or auditorium-type

environments, requirement for bigger displays is greater than before, and with this we are beginning to see a need for wider aspect ratios to accommodate UC platforms.” Size isn’t everything That requirement placed on AV solutions in larger rooms may, to the layman, be solved by a larger overall solution. However Fernandez went on to say that “customers don’t just want size, they want an uninterrupted bezel-less experience where the display is built for their

Jamie Fernandez DvLED business manager


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top of the original AV solutions. “Customers are receptive to video walls because they are a great way to capture attention and share information, from meeting spaces, to retail environments, to control centres. Video walls that are scalable and reliable also address the need for large format information sharing. “By offering video walls, resellers can open up new application areas to their customer, while sharpening their profile as a system and solution sales expert, given that controller, software and source management requirements also need to be considered.” According to Philip Bacon, founder and chief strategist of Bacon Marketing, and Ghere, on top of the engaging qualities AV solutions bring, businesses are exploring ways to make video walls and screens an interaction point for people. “Incorporating LED screen installations for high traffic areas is a great way to engage with a workforce through digital signage, “ said Ghere. “Increasingly, there are great examples of LED as art installations, which are proven to have a positive impact on employee wellbeing and can give a sense of connection with the values of the business and support a sense of community.”

Holger Graeff general manager

Looking into the Future Such 3D displays offer a view into the way businesses will take advantage of ProAV solutions in the future, as Bacon went on to outline. “3D displays resonate with bystanders, who pause their day to watch an ad, entranced by the bold and bright visuals and impressive effects that made it feel like they could reach out and touch the advert. “The technology behind digital walls is evolving rapidly, with new features and capabilities being developed all the time. I think we are likely to see the integration of AI and machine learning in digital walls, helping to really finetune a business’s ability to interact on a personal level with its employees and customers. “Using gesture or emotion recognition and haptic feedback for example, businesses can create a personalised experience, such as ads or information boards that change depending on the mood of the user.” In the meantime, Fernandez, Graeff, and Ghere were in agreement for Perry that quality of display will continue to improve and increase in value too. “Because of recent advances in DvLED technology, customers considering an indoor video wall installation now have options beyond the traditional LCD solutions,” said Perry. “The decision between LCD or DvLED depends on a wide range of factors; by matching client needs against the benefits of the technologies available, a cost-effective, long-term signage solution can be achieved. “Technically smaller pixel pitches allow for larger and more affordable canvases. On top of this, new applications, mixed, augmented reality, virtual reality, and virtual production,are opening up new ways to collaborate, inspire, and deliver business needs.”

3D displays resonate with bystanders, who pause their day to watch an ad, entranced by the bold and bright visuals. “ ”

“Customers’ wants and needs from digital signage are changing, and they now expect more than just static images and text,” said Bacon. “As digital walls become increasingly common in public spaces and corporate environments, consumers want dynamic and engaging content that is tailored to their interests and preferences, and that can be accessed on a range of devices. “They also want the ability to interact with the content, whether that is through touch screens, voice commands, or other means. For example, Meta’s ‘Wish for the Extraordinary’ campaign in 2022 saw them light up Piccadilly Circus with a giant 3D astronaut to promote their new virtual reality product Quest 2.”

Philip Bacon founder & chief strategist


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Staying one step ahead Experts at CyberSecurity Ventures anticipate that global cyber crime costs will grow by 15% each year over the next five years, reaching a staggering $10.5 trillion USD by 2025.

As cyber criminals become increasingly sophisticated and organised, the threat to businesses in the UK continues to grow. Interestingly over half of cyber attacks are carried out on SMEs, highlighting that it isn’t just the large, global corporations that are at risk. Research also suggests that just 58% of SMEs feel safe against cyber attacks, with 73% of those caught out by scammers having to pay some form of ransom fee. What’s more worrying is the fact that within 6 months of a breach, 60% of small enterprises go out of business. Remember, it’s not just the immediate financial repercussions that need to be considered. When systems are taken offline, customer orders cannot be processed. There’s also the reputational damage that’s inevitable if customers feel their sensitive information has been compromised. But when it comes to preventing breeches, Ben Jarvis, product manager of ECI business supplies division, says that hybrid working has introduced barriers to protection that were not there before. “With teams working remotely, a business has far less control over how the network is accessed. People may be using their own devices to access the system and even the most tech-savvy individual can fall victim to

cyber crime. “Criminals use a range of tactics, from hacking – where the aim is to access and potentially sell important data – to malware or ransomware attacks. The latter two methods involve a form of malicious software being installed within a system, usually via a phishing scam, and then encrypting the businesses data. This is where anti-virus software can act as a vital barrier to prevent this from happening – either blocking certain emails or notifying teams if something looks suspicious.” “Devices that aren’t in the office are exposed to a wider variety of threats because security at home is likely to be less secure than in a company office location,” said David Corlette, VP of product management at VIPRE Security. “This increases the need to choose a solution that is known to provide robust protection, particularly in the network protection area. Additionally, it heightens the drive for companies to provide security awareness training for their employees working at home – especially as there will be no IT security admins looking over their shoulders to make sure they aren’t making mistakes.”

Ben Jarvis product manager ECI

What’s more

worrying is the fact that within 6 months of a breach, 60% of small enterprises

go out of business.



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Conscience The notion that the internet can be a

devices they have, and what type of network architecture they use. “However, resellers can sometimes be driven by margin, meaning they prioritise selling one vendor’s solutions over another because of profit, rather than the solution’s features and efficacy. Instead, customers should ask the reseller to explain why a given solution is recommended, and provide several alternatives with pros and cons that are aligned with their business needs.” Trusted Partner While resellers may be bashed for not supplying their customers with the solutions that are in their best interest, it makes no sense for those resellers to essentially sell faulty goods. One of the unique selling points of the reseller model is the trust that exists between businesses and their sales director, something that Sohin Raithatha, CEO at Redsquid touched on. “It is increasingly important for MSPs such as ourselves to take on the role of a trusted partner, and not just a provider of technology. This is a role we carry out with pride, as we recommend the technology that will keep our customers safe, not just now, but also in the coming years. In the end, many of the risks sit with the end users and this is an area we have a big focus on at Redsquid. “Cyber Security Awareness training is a recommendation we will make to every single company, to make sure their users know how to navigate among the threats that land on their machines every single day.

dangerous place has been around for a while now. With that said, as headlines continue to pop up every month about a new breach, risk, or tactic, questions arise as to how seriously businesses are really taking these threats. “It’s pretty much accepted by at least all medium and large sized organisations, that anti-virus/anti-malware software is a basic necessity for business IT,” said Adam Seamons, Information Security Manager at GRC International Group. “However, I believe there is still a reluctance from SMEs to spend money on IT security, which will likely be exaggerated with the economic situation. “Organisations will no doubt see IT and security as a place to reduce costs and cut corners. I’ve personally seen many examples of small businesses doing things such as using free antivirus software, which is designed for individual use consumers, rather than installing the appropriate business security products.” Role of Resellers With the shift to hybrid working and increasing business costs playing into the hands of hackers, the question shifts to who will help the unprotected? As resellers have a direct relationship with businesses, they may be seen as an obvious place to start to answer that question. Seamons continued to say that impartiality needs to remain at the heart of any security questions businesses have for their supplier. “The focus for resellers is to make money, and while they are an important part of the solution, it’s necessary to recognise that their primary goal is financially driven, and customer security falls secondary. “As a result, it’s critical that organisations look for impartial security advice, rather than being sucked into the industry hype or marketing flash. This is no mean feat, but it’s becoming easier now that government advice is maturing, and there are many security advocates out there that provide sound advice for SMEs.” Corlette agreed, adding that the challenge for resellers is to sacrifice margin to supply the right solution to each of their customers. “Resellers can play a big role in providing the correct solution because they provide advice and guidance as to which solution is the right choice for a given business, based on factors such as their risk profile, what

David Corlette VP of product management VIPRE Security

It is increasingly “

important for MSPs such as ourselves to take on the role of a trusted partner, and not just a provider of technology.

Adam Seamons information security manager GRC International Group



a broader security solution that includes firewalls, intrusion detection and prevention systems, and data encryption. With more businesses relying on cloud-based systems to store and access data, cloud-based anti- virus solutions will also become an essential component of any cybersecurity strategy. “In conclusion, the next 12 months are likely to see continued innovation in anti-virus software as businesses seek to stay ahead of cyber threats and protect their operations, systems, and data. By keeping up-to-date with the latest trends and investing in the right solutions, businesses can ensure that their cybersecurity strategies remain effective and keep pace with the evolving threat landscape. Incoming threats As for the security breaches that may come in, frustratingly, the trends we see in protection are mirrored in the viruses that businesses may succumb to. AI and Machine Learning headlined Bentley’s predictions for the next 12 months, but he added that he expects the same tactics of fileless malware and ransomware to continue. “The threat of malware and viruses continues to be a significant concern for businesses of all sizes, making it essential to stay up-to-date with the latest trends in this area. In the next 12 months, there are several key trends that I expect to emerge or grow in the world of malware and viruses. “Ransomware attacks involve the encryption of a company’s data, with the attacker demanding payment to restore access. The use of ransomware attacks is expected to increase in the coming year, making it essential for businesses to have robust protection in place. “Supply chain attacks involve the exploitation of a vulnerability in a third-party supplier’s systems, with the attacker using this vulnerability to gain access to a company’s systems. The use of supply chain attacks is expected to increase in the coming year, making it essential for businesses to have a comprehensive security strategy in place. “The next 12 months are expected to see continued innovation and evolution in the world of malware and viruses. By staying up- to-date with the latest trends and investing in the right solutions, businesses can ensure that their cybersecurity strategies remain effective and keep pace with the evolving threat landscape.”

Sohin Raithatha CEO Redsquid

“You can have all the security in the world, and that will stop most of the attacks, but you still need your users to be aware of those last attacks that do get through. Cyber criminals are increasingly finding new ways in, and with that in mind, the technology continuously has to change as well. The key is that no solution is enough on its own any longer, so any organisation must take a more holistic approach to their security that involves every single endpoint and user included.” State of play When it comes to the solutions themselves, protecting businesses is an evolving discipline as technology evolves. However, solutions need to be simple to understand, install, and use. As Laurence Bentley, head of cyber security at Core to Cloud, says, as technology continues to evolve and the threat of cyber- attacks becomes increasingly sophisticated, it’s essential for businesses to stay up-to-date with the latest trends in anti-virus software. “In the next 12 months, there are several key trends that I expect to emerge or grow in this area. Artificial intelligence (AI) and machine learning (ML) will play an increasingly important role in anti-virus software to detect and neutralise threats in real-time, providing more effective protection against cyber- attacks. On top of this, the use of behavioural analysis will become more prevalent to detect and neutralise threats, providing an additional layer of protection against cyber-attacks. “Anti-virus software will become part of

The use of ransomware attacks is expected to increase in the coming year, making it essential “

for businesses to have robust protection in place.

Laurence Bentley head of cyber security Core to Cloud


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