Value Stories - 2nd issue - October 2018

STORIES
THAT
MADE
A
DIFFERENCE
POWERED BY
DELIVERING BUSINESS OUTCOMES
THROUGH INNOVATION
Exploring
Possibilities
ISSUE 02

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DATA→INSIGHT→INNOVATION→REVENUE
$

VALUE STORIES|ISSUE 2 3
CONTENTS
PROLOGUE
SELLINGBUSINESSOUTCOMES
Welcome to the second edition of Value Stories, showcasing
innovation and true novelty from our partner community
in the Middle East. Partners have gone beyond the call of
duty to ensure customers’ challenges are addressed in an
exceptional manner by providing excellent support and
enterprise-grade solutions.
Increasingly customers are seeking business outcomes
more than just solutions to challenges. It is heartening to see
that partners are progressively realizing this. Their efforts in
integrating technologies and customizing them have ensured
customers of business continuity in any environment
In order for customers to be able to achieve favorable
business outcomes, organizations today can go a long way if
they recognize the capabilities that advanced analytics can
offer in helping them make mission-critical decisions.
Identifying this huge opportunity, Redington Value has
introduced a new practice around data science and advanced
analytics to capitalize, together with our channel partners,
on the opportunities that the $4 billion data analytics market
has to offer.
We recognize that there continues to be an acute skills
shortage in the market, especially when it comes to advanced
technologies such as data science and analytics. We are
determined to not to let this deter our partners from harnessing
the market potential. Therefore, one of the key priorities for
setting up the data science and advanced analytics practice
includes upskilling partners through investments in trainings,
programs and workshops. Extensive specialization will be a key
component that we look for in partners joining this practice. We
are also investing in 25 people within Redington and an equal
number in our consulting arm Citrus, from a delivery standpoint.
This is a serious investment from Redington’s end and we
urge our partners to be equally, if not, more excited about the
prospects we can leverage jointly.
Ramkumar Balakrishnan
President, Redington Value
04
06
08
10
12
14
16
18
22
BUILT TO SCALE
ThingLogix
BANKING ON
SECURITY
Paladion
IN THE BEST
LIGHT
HyperThink Systems
MAXIMUM
WINNINGS
Secure Max
SECURE
CONTROLS
Network Intelligence
CONCIERGE
SERVICES
BIOS Middle East
CENTER OF
EXCELLENCE
BIOS Middle East
SEAMLESS
INTEGRATIONS
GTFS
THE BEST
DEFENSE
Saudi Paramount
Computer Systems
Published by

VALUE STORIES|ISSUE 24
FAISAL ALJUNI, GENERAL MANAGER, MIDDLE EAST AND AFRICA, THINGLOGIX, DISCUSSES
DETAILS OF A PROJECT WHERE THE FIRM IMPLEMENTED AWS AI AND IOT SOLUTION TO
RADICALLY ENHANCE OPERATIONAL EFFICIENCIES.
To eliminate delays
during employee
clock-in at the
construction sites’
gates
To increase
operational
efficiencies
To reduce costs Offered deep
insights to improve
operational
efficiencies
Saved business
costs dramatically
Delivered visibility
into employee
monitoring
A
leading UAE-based construction com-
pany realized that their existing employ-
ee-time-clock solution took too long to
check in over thousands of laborers
working at their sites.
This was a critical aspect to track
as the employees were paid according
to the number of hours they put in. The
current check-in solution was connect-
ed to the payroll system. The present
solution took as long as 20 seconds at
times to validate one worker’s access
card or recognize his fingerprints. Some of the cus-
tomer’s construction sites employed 5000 laborers,
which meant one shift could have around 2000 to
3000 workers. Even if there were five to six queues, it
could take up to one hour for the last worker to check
in or check out. This was resulting in massive waste of
efforts, time and money. The customer’s innovation
manager decided to improve efficiencies and sought
for an effective solution to address this challenge.
The customer approached ThingLogix, a four-
year-old solutions provider, which had commenced
operations in the UAE last year.
Faisal Aljuni, General Manager, Middle East and
Africa, ThingLogix, says, “As a company, we only
focus on innovative projects related to Internet of
Things (IoT) and Artificial Intelligence (AI). As soon as
we heard the customer’s challenge, we knew Amazon
Web Services (AWS) AI and IoT technology will be the
most ideal solution.”
Post doing business calculations, Aljuni and his
team discovered that if they managed to eliminate all
the delays by 100 percent, they would be able to save
the customer’s money by half percent of the total con-
struction project cost. This amounts to huge savings.
Aljuni adds, “Using AWS AI and IoT technology, we
designed the Time Attendance solution with which
Customer’s objective Why AWS AI and IoT solution
BUILT TO
SCALE
CUSTOMER: LEADING CONSTRUCTION FIRM

Did extensive proof
of concepts to ensure
accuracy and efficiencies
met expectations
Analyzed customer
premises to ensure
solution could weather any
environment
Identified different use
cases with the same
technology to improve
business efficiencies
AT A GLANCE
CUSTOMER: Leading
construction firm
OBJECTIVE: To
increase operational
efficiencies by
eliminating delays
during employee
clock-in at the gate
CORE
REQUIREMENTS:
Greater efficiencies,
deeper insights,
better security
SOLUTION
IMPLEMENTED:
AWS AI and IoT
solution
PARTNER:
ThingLogix
“OUR INNOVATIVE IMPLEMENTATION HAS NOW
LED TO THE CUSTOMER LOOKING AT LONG-
TERM PARTNERSHIPS WITH US. I AM PARTICULARLY
EXCITED ABOUT THIS PROJECT BECAUSE IT IS THE
FIRST PROJECT DELIVERING AI TIME ATTENDANCE
SOLUTIONS FOR THE CONSTRUCTION INDUSTRY
IN THE MIDDLE EAST REGION.”
FAISAL ALJUNI, THINGLOGIX
the workers could check in or
check out through the gate with-
out stopping. This eliminated all
delays and helped the construc-
tion customer improve operation-
al efficiencies drastically.”
However, ThingLogix had to
first overcome a few challenges
before presenting the solution
to the customer. As it was a con-
struction site, the solution had
to be functional for both day and
night shifts and created in such a
manner that it could withstand ex-
treme conditions of the locations,
including temperatures that went
as high as 55 degrees.
“With AWS technology and our
expertise, we were able to success-
fully address these challenges.”
ThingLogix went a step ahead
and presented different use cases
for the customer with the same
technology.
With this solution, the cus-
tomer could also now identify
how many laborers were present
at the site at any given time; and
also obtain each worker’s per-
sonal details effortlessly. The
solution also alerts the securi-
ty team if an unknown person
passes through the gates. Addi-
tionally, it also provides deep AI
analytics to identify which gate
is optimum for the laborers to
enter. This helps the customer’s
project manager to make faster
and better decisions.
Aljuni says, “Our innovative im-
plementation has now led to the
customer looking at long-term
partnerships with us. I am particu-
larly excited about this project be-
cause it is the first one delivering
AI Time Attendance solutions for
the construction industry in the
Middle East region.” n
How ThingLogix did it
THINGLOGIX

KOTRESH KALMANI, PARTNER HEAD, MEA, CYBER SECURITY SOLUTIONS AND DEEPAK JACOB,
VP, CLIENT SUCCESS AT PALADION, SHARE DETAILS ON HOW THE FIRM IMPLEMENTED AND
INTEGRATED MICRO FOCUS SOLUTION WITH THEIR PROPRIETARY ANALYTICS PLATFORM.
To detect and
monitor malicious
security activities
across all business
units
To be able to
effortlessly
integrate new
solution with
existing systems
To save on costs
and time invested
Easy integration
processes
Open and scalable
architecture
with provision to
deploy additional
analytics tools and
dashboards
Extensive default
use cases
P
ost an expansion spree, a leading bank in
the region was looking to bolster its com-
bined infrastructures and systems of its
acquired entities.
Having first-hand experienced the
benefits of Micro Focus’ ArcSight solution
for the last several years, the bank now
wanted to ensure the solution was ex-
tended across all its new operations. The
customer’s objective was to detect and
monitor all malicious security activities
such as hacking, insider fraud, malware
and so on; and be in a position to address it quickly,
across all its newly gained business units.
The bank approached its long-term trusted Man-
aged Detection and Response service provider part-
ner, Paladion to implement Micro Focus’ ArcSight
SIEM analytics platform.
Deepak Jacob, VP, Client Success, Paladion, says,
“ArcSight boasts several benefits when integrating
diverse systems. It also comes with a large set of
default alert user cases depending on the devices
that are being integrated. Although, ArcSight runs on
SIEM technology, which is complex in nature, it also
enables for faster implementation, which saves costs
for the customer.
“ArcSight is the go-to solution for most large en-
terprises because it is ideal when integrating com-
plex multi data center architecture environments.”
Paladion’s role involved ensuring smooth integra-
tion of the solution with the customer’s legacy appli-
cations.
“It was a challenging task as we had to manually
configure the integrations and develop smart con-
nectors to support legacy devices,” says Kotresh Kal-
mani, Partner Head, MEA, Cyber Security Solutions,
Paladion.
However, as ArcSight supports an open architec-
ture and allows for effortless technology integration,
it made Paladion’s implementation easier.
Customer’s objective
Why Micro Focus SIEM ArcSight
ESM solution
BANKING ON
SECURITY
CUSTOMER: LARGE REGIONAL BANK

Offered advanced
technical capabilities
and expertise
Ensured seamless
integration of ArcSight
solution with legacy
applications
Integrated proprietary
analytics platform –
AI.saac
AT A GLANCE
CUSTOMER: Large
regional bank
OBJECTIVE: To
provide 24/7
visibility on security
activities across all
business units
CORE
REQUIREMENTS:
Integration of
legacy systems,
detect and monitor
security incidents
and predict security
breaches in
advance
SOLUTION
IMPLEMENTED:
Micro Focus SIEM
ArcSight ESM with
Paladion’s AI.saac
integration
PARTNER: Paladion
“ARCSIGHT IS THE GO-TO SOLUTION FOR MOST
LARGE ENTERPRISES BECAUSE IT IS IDEAL WHEN
INTEGRATING COMPLEX MULTI DATA CENTRE
ARCHITECTURE ENVIRONMENTS.”
KOTRESH KALMANI, PALADION
“WITH AI.SAAC, WE CAN CONTINUOUSLY
ANALYZE AN ORGANIZATION’S DATA TO DETECT
ATTACKS IN NEAR REAL-TIME.”
DEEPAK JACOB, PALADION
Jacob adds, “As it supports an
open architecture, it is also scal-
able. Customers do not have to
overhaul their entire systems, in-
stead, it can be integrated within
existing ones.”
The implementation was com-
pleted over five to six months,
which is faster than other projects
of similar nature.
“Other security solutions work
in silos, however, with this solution,
customers now have the advantage
of a single holistic visibility for all
their security monitoring.”
Paladion has gone the extra
mile and also integrated its own
analytics platform, AI.saac, which
integrates seamlessly with the Mi-
cro Focus solution.
“Paladion’s AI.saac is an ad-
vanced analytics platform, which
enables faster predictions of at-
tacks before they happen. AI-driv-
en analytics are very important
to understand anomalies that by-
pass traditional signature-based
alerts. This is especially true as
attackers use newer methods to
penetrate and exfiltrate data,” Ja-
cob says. “The false positive ratio
of anomaly-based alerts is very
low leading to much faster detec-
tion of attacks before an active
compromise.”
Kalmani adds, “AI.saac runs
on a Hortonworks Big Data plat-
form and uses next-generation
algorithms to detect complex, tar-
geted, and unknown attacks. With
AI.saac, we can continuously ana-
lyze an organization’s data to de-
tect attacks in near real-time.”
He explains, “Once a threat
is detected, AI.saac accelerates
and fully orchestrates fast, accu-
rate, and effective response to
remediate threats in minutes, not
months.”
Through the ArcSight imple-
mentation, Paladion was able to
successfully help the banking
customer to detect, monitor and
resolve security incidents in a
quick and reliable manner across
all its entities. n
How Paladion did it
PALADION

AWDESH CHETAL, CEO, HYPERTHINK SYSTEMS, DIVULGES HOW THE FIRM WORKED ON BUILDING A
SMART SOLAR STREET LIGHTING SOLUTION TO ELEVATE THE CUSTOMER’S BUSINESS.
IN THE BEST
LIGHT
A
leading construction firm based in the
Middle East sought a street lighting solu-
tion that could be fixed temporarily for
each of its remote construction sites.
The customer was looking for a solution
that would function even in the absence
of power supply and one that could be
easily transferred to new sites.
The firm selected the solution from
HyperThink Systems, a leading IT and
business services company with a di-
verse services portfolio.
HyperThink Systems’ Smart Solar Street Lights
solution not only met with all the customer require-
ments but also offered additional features. With this
solution, the customer could now remotely control all
the street lights.
AwdeshChetal,CEO,HyperThinkSystems,says,“We
offered the customer a complete street lighting solution
with built-in controllers and innovative functionalities.”
Powered by solar, the solution was integrated with
features such as remote controlling and scheduling,
where the customer could manage key aspects such
as dimming the lights to different levels, diagnosing
issues and managing maintenance.
Smart Solar Street Lights solution was built on a
proprietary IoT platform from HyperThink Systems.
Chetal adds, “It can also be deployed on PTC
ThingWorx platform. We used Microsoft Azure for the
backend.”
As a construction firm, it was necessary to be able
to transfer the solution to each new site, as often they
were remote locations.
HyperThink Systems managed to make this pos-
sible by ensuring it was portable.
Integrated on an IoT platform, the customer was
also able to gain real-time insight into the data de-
rived from the light fixtures. They had visibility into
any issues that may happen, saving costs on having
technicians do routine maintenance work. At the cus-
To deploy smart
lighting at remote
construction
sites
To ensure the
solution can be
easily transferred
to new sites
To be able to use
the solution even
in the absence of
power supply
Offered the
ability to control
and schedule
remotely
through a mobile
application
Provided
real-time data,
enabling faster
diagnosis of
issues and
saving costs on
human resources
Boasted nifty
features such as
powered by solar
and portability
Why Smart Solar Street
Lights solution
CUSTOMER: LARGE CONSTRUCTION FIRM

AT A GLANCE
CUSTOMER:
Leading Middle East
construction firm
OBJECTIVE: To
deploy smart lighting
solution at remote
construction sites
CORE
REQUIREMENTS:
Remote control
and connectivity,
portability, conducive
to isolated site
environments
SOLUTION
IMPLEMENTED: Smart
Solar Street Lights
PARTNER: HyperThink
Systems
tomer’s central office, the tech-
nician would be notified through
a mobile application if any anom-
alies occurred. He can then use
the app to control and rectify the
issue.
According to the service pro-
vider, the obstacle the firm faced
was during the design stage of the
solution.
“It was a challenge to obtain the
right hardware, test the product in
secluded locations and ensure re-
mote control and connectivity.”
Chetal adds, “The innovation
in our solution was being able to
build it on an IoT platform and of-
fer the customer a ‘smart’ lighting
solution that could be optimized
remotely through a mobile appli-
cation. The customer can save up
to 20 percent energy by using this
solution.”
Pleased with the benefits of
the solution at the pilot stage, the
customer is now considering larg-
er deployments across its sites.
HyperThink Systems is cur-
rently developing another variant
of this solution, which includes a
smart street light pole, which will
boast features such as visual dis-
play, CCTV, public addressing and
the like.
“With Middle East govern-
ments driving solar-powered or
alternate energy projects, we see
a huge opportunity in this market
for IoT-enabled smart solutions,”
he says. n
“WE OFFERED THE CUSTOMER A COMPLETE
STREET LIGHTING SOLUTION WITH BUILT-
IN CONTROLLERS AND INNOVATIVE
FUNCTIONALITIES.”
AWDESH CHETAL, HYPERTHINK SYSTEMS
Designed a solution
built on proprietary IoT
platform, which was
also deployable on PTC
ThingWorx platform
Incorporated effective
features such as
portability, remote
control, solar-powered,
remote maintenance
and visibility
Helped save up to 20
percent energy through
remote scheduling
function
How HyperThink Systems did it
HYPERTHINK SYSTEMS

MOHAMMED SHAHID AHAMED KHAN, SENIOR SALES ACCOUNT MANAGER, SECURE MAX, DISCUSSES
HOW BARRACUDA’S EMAIL AND WEB SECURITY GATEWAY SOLUTIONS HELPED SAUDI-BASED CUSTOMER
SEE TANGIBLE OUTCOMES.
MAXIMUM
A
government customer overseeing
tourism and national heritage in the
Kingdom of Saudi Arabia was looking
for new Web Security Gateway (WSG)
and Email Security Gateway (ESG)
solutions. The customer’s main line
of business involves boosting do-
mestic tourism through sponsoring
and conducting relevant events as
well as overcoming obstacles to the
growth of tourism within the country.
The customer’s IT team defined
the core requirements for a new solution at the be-
ginning of the evaluation phase. It revolved around
ensuring more security, higher availability and great-
er efficiency.
In addition to meeting the strict data protection
law stipulations, an effective solution was required
to counter the diverse attack attempts and mali-
cious code activities. The customer was looking
for secured access to the firm’s Internet down-
loads. The aim was that the 1000 plus full-time
employees and their external colleagues should
have Internet access with file downloads without
compromising on security.
Having had a positive experience with Barracuda
previously, the customer was determined to imple-
ment the vendor’s solutions once again. The custom-
er chose Barracuda’s Email Security Gateway Vx.
Barracuda Email Security Gateway includes best-
of-breed spam and virus blocking, data protection,
DoS prevention, large file transfer, email continuity,
encryption, and policy management, at an affordable
price. As new email security requirements emerge,
the Barracuda Email Security Gateway is automat-
ically updated with new capabilities to ensure long
term protection.
The implementation process was quick and easy.
The customer’s IT manager says, “We received a
download link and entered data to create a virtual
To protect spam
and Internet
traffic and
deploy spam and
virus filtering in
emails
To prevent
users from
downloading files
from unknown
senders
To avoid
Exchange server
from being
flooded with
spam emails
Offered 90%
spam reduction
from previous
solution
Provided
protection
against email
borne viruses
and malware
Controlled and
monitored users’
Internet traffic
and blocked
illegal websites
Why Barracuda ESG and
WSG solutions
WINNINGS
CUSTOMER: SAUDI-BASED GOVERNMENT ENTITY

machine. And that was it, really.
At most, it took one to two hours
to have the new appliance up
and running.”
The customer decided the
new web security gateway should
also be a Barracuda solution as
well. The Barracuda Web Security
Gateway is a web content filtering
solution that enables the connect-
ed business to benefit from new
technologies and online tools,
without being exposed to lost pro-
ductivity, wasted bandwidth, and
data loss. It enables highly gran-
ular, real-time visibility into online
activity, letting administrators cre-
ate and enforce effective content
and access policies.
The IT Manager says, “Barracu-
da’s Web Security Gateway was also
easyto install. It had default settings,
so it was basically‘plug & play’.”
The deployment was done by
Saudi-based solutions provider
Secure Max. Mohammed Sha-
hid Ahamed Khan, Senior Sales
Account Manager, Secure Max,
says, “Barracuda ESG and WSG
projects are two of my best and
most successful accomplish-
ments in my career as an IT Se-
nior Sales Account Manager.”
He explains that the custom-
er was looking for a technology
on availability, performance and
flexibility interwoven with sus-
tainability and security.
“The end user faced a big chal-
lenge when downloading huge
files on the network. Additionally,
the heavy traffic flow made the
problem much worse. Also, the
customer’s exchange server was
flooded with spam and virus filter-
ing in emails.”
Khan adds, “Secure Max
and Redington team along with
Barracuda managed to provide
necessary demos and PoCs suc-
cessfully to satisfy the end user
and help the firm address the
challenges and enhance perfor-
mances as per expectations.” n
“BARRACUDA ESG AND WSG PROJECTS ARE
TWO OF MY BEST AND MOST SUCCESSFUL
ACCOMPLISHMENTS IN MY CAREER AS AN IT
SENIOR SALES ACCOUNT MANAGER.”
MOHAMMED SHAHID AHAMED KHAN, SECURE MAX
AT A GLANCE
CUSTOMER: Saudi-
based government
entity
OBJECTIVE: To
protect spam and
Internet traffic
CORE
REQUIREMENTS:
More security,
higher availability,
greater efficiency
SOLUTION
IMPLEMENTED:
Barracuda Email
Security Gateway
and Barracuda Web
Security Gateway
PARTNER: Secure Max
Shared in-depth
expertise on Barracuda
solutions
Conducted extensive
demos and PoCs
Helped show cost-
savings and enhanced
performance
How Secure Max did it
SECURE MAX

VINAY SINGH, REGIONAL MANAGER, UAE AND KSA, NETWORK INTELLIGENCE, DESCRIBES HOW THE
FIRM ENABLED A GOVERNMENT CUSTOMER TO ENHANCE ITS SECURITY CONTROLS THROUGH THE
VALUE-ADDED BENEFITS OF CYBERARK PRIVILEGE ACCESS MANAGEMENT SOLUTION.
SECURE
CONTROLS
A
large Abu-Dhabi based government en-
titywas looking to efficientlyand proac-
tively manage and develop its financial
resources through active fiscal policies,
excellent abilities, and local and interna-
tional relations in order to achieve de-
velopment, sustainability, and integrity
of fiscal system in accordance with the
best practices. In this regard, they were
looking for a robust solution that could
givethemthecompletevisibilitytoallits
security activities and have controls in
place to restrict unauthorized access.
By adding a privilege layer, the customer wanted
to secure direct access to target devices and record
proofs for each session. The primary objective was to
add an additional layer of security with privilege access
management to secure the customer’s privilege ac-
counts used on various platforms.
The customer sought a partner who had the ex-
pertise and technical capabilities to implement such a
solution. The leading global cybersecurity services and
products provider, Network Intelligence (NII Consulting)
was able to win the contract, beating stiff competition.
Network Intelligence comes with over 17 years of
expertise with offices in KSA, Dubai, Mumbai (HQ), Sin-
gapore and USA.
Vinay Singh, Regional Manager, UAE and KSA, Net-
work Intelligence, says, “The customer was unaware
of the security activities in the privilege accounts that
took place in their network. Theyalso needed to restrict
unauthorized access and control privileged service ac-
counts. Being a trusted, long-term partner with Cyber-
Ark and having the expertise in PAM field especially on
CyberArk, we were able to recommend CyberArk as the
Privilege Access Management solution, which met all
the requirements as specified by the customer.”
According to Singh, one of the customer re-
quirements was that they sought an application that
could control and manage all privileged accounts
with clear visibility.
The client was looking for a product, which supports
To efficiently
and proactively
manage and
develop the
government
financial resources
To restrict
unauthorized
access
To gain visibility
into all security
activities
Offered complete
control of all
servers
Provided
Privileged Threat
Analytics
Delivered
efficient and
optimum security
capabilities
Why CyberArk Privilege
Access Management
CUSTOMER: LARGE UAE GOVERNMENT ENTITY

AT A GLANCE
CUSTOMER: Large UAE
Government entity
OBJECTIVE: To efficiently
and proactively manage
and develop the
government financial
resources through
active fiscal policies,
excellent abilities, and
local and international
relations in order to
achieve development,
sustainability, and
integrity of fiscal system
in accordance with the
best practices.
break-glass mechanism that helps
users to gain direct access to the
target devices using Privilege ac-
counts in disaster scenarios with-
out causing any downtime.
After evaluating other PAM
solutions and tallying all the fea-
tures, the customer selected Cy-
berArk, as their PAM solution as it
was addressing all the concerns of
the customer.
“Our team did a fantastic job in
ensuring the implementation was
smooth and quick. We are a cli-
ent-centric company and meeting
the client’s objectives is our goal.
Additionally, as the solution itself
was ideal in every way, we were able
to win this customer engagement.”
CyberArk provides partners
with demo access keys that can be
used until the original master and
operator keys are dispatched.
“With our vast experience in this
technology, the implementation
was smooth. Thanks to the fact that
CyberArk provides demo keys to
deploy the solution at initial stages,
with provision to replace them with
the original keys later, made the
process even easier,” he adds.
Singh believes one of the pri-
mary reasons why the custom-
er chose CyberArk was because
of its Privileged Threat Analytics
(PTA) feature.
“PTA is a part of the CyberArk
solution and provides an additional
security layer, which not only de-
tects malicious activities caused by
privileged accounts but also looks
for the attackers who try to com-
prise privileged accounts by run-
ning sophisticated attacks such as
Golden ticket attack.”
Post the successful implemen-
tation, the client was able to enjoy
benefits such as passwords man-
agement of privileged accounts.
“CyberArk automatically manages
these aspects as per the policy
set up by the client,” he says. The
customer could also now monitor
sessions in the privileged accounts
as well as easily manage least privi-
leged users. n
“PTA WAS THE MOST INTERESTING PART OF
THIS PARTICULAR IMPLEMENTATION. THE
SOLUTION HAD THE CAPABILITY TO MONITOR
AND DETECT ON-GOING SECURITY THREATS
AND WAS MOST EFFICIENT IN THE CURRENT
LANDSCAPE.”
VINAY SINGH, NETWORK INTELLIGENCE
CORE REQUIREMENTS:
Restrict unauthorized
access, control and manage
privileged accounts, visibility
of all security activities
SOLUTION IMPLEMENTED:
CyberArk Privilege Access
Management
PARTNER: Network
Intelligence (Dubai Branch)
Boasted deep expertise
with CyberArk solution
Understood client
requirements to
recognize CyberArk is a
perfect fit
Delivered a smooth
and hassle-free
implementation
How network intelligence did it
NETWORK INTELLIGENCE

ADAM WOLF, TECHNICAL DIRECTOR, BIOS MIDDLE EAST, ELABORATES ON HOW THE FIRM UTILIZED
AWS TO DESIGN A CUSTOMIZED SOLUTION FOR A HOSPITALITY GIANT, ENABLING THE CUSTOMER TO
STREAMLINE COSTS AND EFFICIENCIES.
CONCIERGE
To have resilient
systems
To avoid financial
losses in case of
outages
To reduce
operating costs
Supported
all features
to recreate
customer
network
Have all the tools
that are needed
to be compliant
Could take
advantage of
pay-on-demand
option
SERVICES
A
leading hospitality conglomerate hous-
ing global hotel brands centralized all
their services to Dubai, UAE. However,
with worldwide operations in over ten
countries, they needed to de-risk any
issues that might occur with their exist-
ing infrastructures. They decided to have
their disaster recovery center outside of
the Middle East region. This was critical
as considering the stature of the compa-
ny, if there were any issues with the data,
the customer would have to incur heavy
financial losses and face reputational damage.
The customer reached out to BIOS Middle East, an
IT systems and cloud systems integrator headquartered
out of UAE, to help deploy a managed disaster recovery
(MDR) as a service on AWS platform. One of the custom-
er’s core requirements was to have resilient systems.
Adam Wolf, BIOS Middle East’s Technical Director,
says, “The challenge was how to deliver a DR outside
the Middle East region while also providing a good
cost-efficient SLA to internal customers. Another
major setback was seeding nearly 60TB of data over
the Internet from UAE to Ireland.”
To address this challenge, BIOS Middle East
used a direct connect service to increase band-
width and reduce latency along with optimizing the
link with Riverbed.
“However, syncing the data still took several
months as pre-seed to disk option still doesn’t exist
in this region,” adds Wolf.
BIOS Middle East provided a complete end-to-
end managed services offering, taking care of every-
thing, right from design, implementation, on-going
management, testing, documentation and so on.
The entire implementation was completed in three
months, which was the time taken to seed the data fully.
“During that time, we also configured all the net-
working aspects for the solution including firewall
policies, load balancing, optimization and internal
Customer’s objective Why AWS solution
CUSTOMER: LEADING HOSPITALITY CONGLOMERATE

Utilized their own cloud
platform
Reduced staffing costs
by 50 percent
Provided a complete
end-to-end managed
services offering
AT A GLANCE
CUSTOMER:
Leading hospitality
conglomerate
OBJECTIVE: To
deliver a DR outside
the region while also
providing a good
cost-efficient SLA to
internal customers
CORE REQUIREMENTS:
Resilient systems, deliver
DR outside of Middle East
region, reduce risks
Managed Disaster Recovery
as-a-Service on AWS
platform
PARTNER: BIOS Middle East
network structure for AWS VPC.”
According to Wolf, the inno-
vative aspect of the implemen-
tation was using real time repli-
cation and building orchestration
into the failover that allows for
automated recovery and more
importantly testing.
“The tools available allow us
to script runbook processes on
the cloud that not only bring serv-
ers up and change the IP but also
bring online firewalls and load
balancers to ensure the network
functions for incoming client con-
nections, including granular rules
for public DNS switching,” he says.
The hospitality giant was able
to enjoy a number of advantages
with this implementation. It could
now take advantage of the pay-
on-demand option within AWS,
which helped keep operating
costs low without compromising
on all the required processing
power, available within minutes
to enable business continuity.
Wolf adds, “AWS solution
coupled with the BIOS Assured
service for monitoring and man-
agement eliminated all overheads
on the customer’s IT production
team. This is because all tasks
were now undertaken by BIOS
and the system was being moni-
tored 24/7 by our NOC, which re-
duces their staffing costs by 50
percent.” n
How BIOS Middle East did it
“AWS SOLUTION COUPLED WITH THE BIOS
ASSURED SERVICE FOR MONITORING AND
MANAGEMENT ELIMINATED ALL OVERHEADS ON
THE CUSTOMER’S IT PRODUCTION TEAM.”
ADAM WOLF, BIOS MIDDLE EAST
BIOS MIDDLE EAST

RUDI FEITSMA, DIRECTOR, BIOS MIDDLE EAST, ELABORATES ON HOW THE FIRM ENABLED A
HOSPITALITY ENTERPRISE TO SUCCESSFULLY INTEGRATE SECURITY IN ITS NETWORKS.
CENTER OF
To ensure that
cloud-based
assets are
as secure as
premises-based
To gain
outstanding
flexibility and
manageability
To simplify
security
management
across both
environments
Offered
comprehensive
security
protection
Enabled secure
connectivity
from enterprise
network to AWS
Provided
advanced
security services
EXCELLENCE
A
leading hospitality conglomerate man-
ages luxury resort properties across the
world. Operating through its subsidiar-
ies, the company also develops and runs
destination resorts, ultra-luxury hotels
and residences. It boasts properties in
Bahamas, Mexico, UAE, South Africa and
Australia to name a few.
Considering the stature of the firm,
the customer sought to increase net-
work agility while reducing costs and im-
proving end user productivity. In order to
achieve this, it was looking for solutions that reduce
the high costs of operating physical data centers and
associated hardware, increase application perfor-
mance for users who process and analyze financial
models with large amounts of data, and enable rapid
and easy deployment and provisioning of new offices
or users—or moving existing ones—without compro-
mising performance or security.
After much deliberation, the customer chose
AWS for its enterprise grade cloud-computing in-
frastructure. The hospitality conglomerate’s core
requirements were to easily protect data and appli-
cations in the cloud, gain visibility into traffic both
on premises and in the cloud, and ensure consistent
security everywhere.
However, in order to achieve this, the customer
had to first address few challenges. They had to en-
sure that cloud-based assets were as secure as prem-
ises-based assets. They needed to gain outstanding
flexibility and manageability while also simplifying se-
curity management across both environments.
The customer examined security solutions from
large networking vendors but found them to be lim-
ited in a number of ways. Some of them didn’t have
sufficient number of supported VM interfaces while
others had extensive VM resource requirements or
lacked the required performance.
The customer decided that Check Point Cloud-
Guard was the ideal solution to secure their AWS
cloud environment. The end user selected regional
solutions provider BIOS Middle East to implement
the solution.
Why Check Point
Cloudguard for AWS
CUSTOMER: LEADING HOSPITALITY CONGLOMERATE

Boasted deep expertise
with Check Point
solution
Understood client
requirements well
Delivered a smooth
and hassle-free
implementation
AT A GLANCE
CUSTOMER: Leading
hospitality conglomerate
OBJECTIVE: To increase
network agility while
reducing costs and
improving end user
productivity without
compromising on security
CORE REQUIREMENTS:
Secure cloud-based
assets, gain flexibility and
manageability
Check Point Cloudguard for
AWS
PARTNER: BIOS Middle East
able to save time and costs in train-
ing their IT teams and resources in
an entirely new solution.”
From BIOS Middle East perspec-
tive, the challenge was to implement
DR with the policies and rules which
match with the customer’s evolving
business requirements.
“We had to ensure legacy poli-
cies from the earlier configuration
were not carried over. We worked
closely with AWS and Check Point
along with their partner technical
teams in devising the best possi-
ble architecture, which can pro-
vide scalability and sustainability
to business,” explains Feitsma.
Check Point CloudGuard for
AWS extends advanced threat
prevention security to protect
AWS cloud environments from
malware and other sophisticated
threats. As a AWS certified solu-
tion, CloudGuard enables organi-
zations to easily and seamlessly
secure their workloads, data and
assets while providing secure
connectivity across cloud and
on-premises environments.
Comprehensive Security Pro-
tection Check Point CloudGuard
for AWS protects assets in the
cloud from attacks while enabling
secure connectivity from the en-
terprise network to AWS. It pro-
vides the customer with advanced
security services, including Fire-
wall, IPS, Application Control, IP-
sec VPN, Antivirus, Anti-Bot, and
SandBlast sandboxing technol-
ogy—as well as single-pane-of-
glass manageability.
The customer was also able to
increase its network agility by mi-
grating key applications and ser-
vices to the cloud.
“Now the IT team can spin
up—or decommission—a server
or data center with a few clicks.
With unified policy management
provided by Check Point, cloud
resources are now secured the
same way as premises-based sys-
tems,” says Feitsma. n
How BIOS Middle East did it
“NOW THE IT TEAM CAN SPIN UP—OR
DECOMMISSION—A SERVER OR DATA CENTER
WITH A FEW CLICKS. WITH UNIFIED POLICY
MANAGEMENT PROVIDED BY CHECK POINT,
CLOUD RESOURCES ARE NOW SECURED THE
SAME WAY AS PREMISES-BASED SYSTEMS.”
RUDI FEITSMA, BIOS MIDDLE EAST
Rudi Feitsma, Director, BIOS
Middle East, says, “AWS imple-
mentation was entirely new to the
end user and therefore the cus-
tomer did not want to deploy an-
other new solution at their DR. As
the customer was already using
Check Point for the last five years
or so, one of the requirements was
to ensure that we offered them
Check Point solution itself, in which
their team already had expertise
in handling. With the Check Point
CloudGuard solution, they were
BIOS MIDDLE EAST

Dijo Jose Neelamkavil, Regional Sales Manager, GTFS, explains how the solution provider
empowered two large regional enterprises to advance business operations with the
power of Microsoft Azure.
SEAMLESS
INTEGRATIONS
A
large regional e-commerce entity with
recently expanded operations glob-
ally was looking to upgrade its ERP
solution, Microsoft Dynamic Navision
2009 edition, to the 2018 version. The
ERP solution was running on another
vendor’s Infrastructure-as-a-Service
(IaaS) system, which caused certain
issues such as complicated upgrade
processes, manual database manage-
ment and increased costs. Besides not
having scalability and flexibility fea-
tures integrated in the solution, another key challenge
was that the vendor did not offer any local support.
Armed with 13 years of experience as a Microsoft
Dynamics and CSP partner, regional solutions provid-
er, Gulf Testing Factory Services (GTFS), identified an
opportunity for the e-commerce enterprise to stream-
line operations through a different IaaS platform – Mi-
crosoft Azure.
Dijo Jose Neelamkavil, Regional Sales Manager,
GTFS, says, “When we discovered the customer was
facing issues with their IaaS platform, we recommend-
ed Microsoft Azure. Azure features a number of bene-
fits and was the ideal solution in this case.”
Jose and his team presented detailed PoCs to
showcase the advantages of the solution.
Microsoft Azure offered minimized initial invest-
ment unlike on-premise ERP solutions.
“Cloud-based ERP deployment is like a breather for
the small and medium enterprises as cloud solution
does not require a substantial initial investment.”
Additionally, customers have the option to pay for
only the resources they use and enjoy the benefits of a
subscription model.
In addition, Microsoft typically provided a high-
er level of security compared to other vendors,
says Jose.
“In the AZURE cloud, taking the advantage of
AZURE SQL , Platform-as-a-Service (PaaS) , enabled
To enable easy
and automated
upgrades
To have better
SQL management
To improve
efficiencies
and cost-
effectiveness
To save
operational costs
Minimized initial
investment
and had low
maintenance cost
Had subscription
benefits and
came with better
security
Customer’s objective Why Microsoft Azure
CUSTOMER: LARGE E-COMMERCE ENTERPRISE

AT A GLANCE
CUSTOMER: Large
e-commerce
enterprise
OBJECTIVE: To
enable hassle-free
upgrades to existing
ERP and IaaS
platform
CORE
REQUIREMENTS:
Easy and quick
upgrades, cost-
efficient operations,
scalability
SOLUTION
IMPLEMENTED:
Microsoft Azure
PARTNER: GTFS
the customer to have seamless con-
nectivity between different third party
business applications with zero man-
ual intervention on data base manage-
ment .”
The solution also helped the cus-
tomer to maintain low maintenance
costs, have easy integration and scal-
ability while ensuring fast and agile op-
erations.
Added benefit was that cloud solu-
tions enable mobility, allowing access
from any device, anywhere, anytime.
“It reduces barriers to innovation
by allowing new classes of applica-
tions and services to be delivered that
were not possible before,” he adds.
The customer was able to observe
significant results in productivity. The
e-commerce giant no longer needs to
be concerned about problems relat-
ing to implication on database man-
agement (AZURE SQL – PaaS), as Mi-
crosoft took care of all those aspects
as platform as a service, allowing the
customer to focus on core business.
“The customer was able to effort-
lessly add into the IaaS system with-
out any additional technology imple-
mentation. Theyalso had assurance of
auto back up and disaster recovery.”
The solution’s disaster recovery
and high availabilityfunctions integrat-
ed in the Azure Site Recovery (ASR)
meant that customers do not need
any additional software infrastructure
(VMs or appliances) in their Azure sub-
scription to enable this functionality.
Jose says, “You avoid all the com-
plexity and cost associated with de-
“THE CUSTOMER WAS ABLE TO EFFORTLESSLY
ADD INTO THE IAAS SYSTEM WITHOUT ANY
ADDITIONAL TECHNOLOGY IMPLEMENTATION.
THEY ALSO HAD ASSURANCE OF AUTO BACK
UP AND DISASTER RECOVERY.”
DIJO JOSE NEELAMKAVIL, GTFS
Showcased
the benefits of
Microsoft Azure
IaaS solution
through detailed
PoCs
Provided local
24/7 support
to help with
business
continuity
Offered local
resources to
quickly resolve
issues
How GTFS did it
Supported easy
integration,
scalability,
flexibility and
accessibility
Featured disaster
recovery and
high availability
function through
Azure Site
Recovery (ASR)
GTFS

To seamlessly
connect retail
stores
To manage
servers
effortlessly
To improve
efficiencies
and cost-
effectiveness
To incorporate
high-level of
security
Minimized initial
investment
and had low
maintenance
cost
Had subscription
benefits and
came with better
security
Customer’s objective Why Microsoft Azure
ploying, monitoring, patching and
maintaining any DR infrastructure.”
Azure Site Recovery is backed
by a 99.9 percent SLA and 24/7
support to keep the customer en-
terprise running smoothly. With
best-in-class recovery point ob-
jective (RPO) and recovery time
objective (RTO), customers can
feel confident that their Azure
applications will be available and
compliant.
Additionally, ASR’s advanced
monitoring capabilities such as
the vault dashboard and email no-
tifications allow customers to eas-
ily monitor DR health and failover
readiness, and troubleshoot any
issues quickly.
What’s more is that customers
no longer have to worry about re-
membering to sanction updates.
Azure Site Recovery has a monthly
release cadence where enhance-
ments to existing features or new
ones are added and known issues,
if any, are fixed.
“Customers can configure au-
tomatic updates to be always on
in the latest version and also avoid
overhead of managing deploy-
ment of patches,” adds Jose. “As
a 24/7 operating e-commerce
firm, it was critical to the cus-
tomer that the implemented
solution did not disrupt normal
business or have any down time
as this would mean a huge loss
in revenues.”
The customer selected GTFS
for this implementation primarily
because the solution provider
understood the customer chal-
lenges and offered a tailor-made
solution. With 24/7 local support
and resources, the customer
could rely on GTFS’ strengths
and business expertise.
RETAIL DEPLOYMENT
G
TFS has deployed
Microsoft Azure
solution for not
only pure-play
e - c o m m e r c e
firms but also for
large leading leg-
acy enterprises
across several
verticals in the
region such as
retail, hospitality,
media houses , construction and
contracting, distribution as well
as oil and gas.
One of the solution provider’s
success stories includes imple-
menting Microsoft Azure within a
large retail conglomerate based
in the region.
CUSTOMER: LARGE RETAIL ENTERPRISE

AT A GLANCE
CUSTOMER: Large
retail hospitality
enterprise
OBJECTIVE: To
seamlessly connect
POS systems with
back office solution
without compromising
on security and
performance
CORE REQUIREMENTS:
Easy management of
servers, cost-efficient,
high security
Solution
IMPLEMENTED:
Microsoft Azure
PARTNER: GTFS
while also being cost-efficient
and scalable. As their retail out-
lets’ POS systems were using a
different software compared to
Microsoft Dynamics Navision
deployed at their back office, the
challenge was to integrate both
solutions smoothly on the same
environment.
As a Microsoft Dynamics part-
ner, GTFS, recommended that they
move their infrastructure to a cloud
environment with Microsoft Azure
IaaS platform.
“Based on what was required
from the existing POS software and
Dynamics Navision, we believed it
would be easier to integrate on a
cloud platform such as Microsoft
Azure,” says Jose.
Another challenge the retail
customer faced was that they did
not have a dedicated IT team to
manage their servers.
Microsoft Azure offered easy
data center management with us-
er-interface console to monitor all
activities. Through the solution, the
new Azure administrator can learn
how to deploy Azure virtual ma-
chines by using the Azure Portal,
WindowsPowerShell,andtheAzure
Command-Line Interface (CLI).
The administrator can also
learn to enhance Azure system se-
curity and understand how to mon-
itor and troubleshoot the retailer’s
Azure services.
Post the implementation, the
customer enjoyed all the benefits
of Microsoft Azure reinforced with
dedicated 24/7 GTFS local support
in terms of managed services and
other areas.
He says, “They were now able
to seamlessly connect and inte-
grate sales data from retail stores
POS with Azure cloud environ-
ment for accessing the back-of-
fice solution Microsoft Dynamics.
It is easy to sync multiple technol-
ogies from Microsoft.”
Thanks to the successful de-
ployment by GTFS, the customer
was able to expand its business
without any hitches, having the
assurance of Microsoft Azure
and Dynamics. n
“THEY WERE NOW ABLE TO SEAMLESSLY
CONNECT AND INTEGRATE SALES DATA FROM
RETAIL STORES POS WITH AZURE CLOUD
ENVIRONMENT FOR ACCESSING THE BACK-
OFFICE SOLUTION MICROSOFT DYNAMICS. IT
IS EASY TO SYNC MULTIPLE TECHNOLOGIES
FROM MICROSOFT.”
DIJO JOSE NEELAMKAVIL, GTFS
Showcased
the benefits of
Microsoft Azure
IaaS solution
through detailed
PoCs
Provided local
24/7 support
to help with
business
continuity
Offered local
resources to
quickly resolve
issues
How GTFS did it
Supported easy
integration,
scalability,
flexibility and
accessibility
Featured disaster
recovery and
high availability
function through
Azure Site
Recovery (ASR)
The challenges that the retailer
faced were that their data centers
were deployed on-premises and
security was managed in-house.
They managed their own servers
internally, which posed frequent
problems in terms of security. Af-
ter being victims of virus attacks
on their on-premise deployments,
they decided to implement a sta-
ble solution. They were seeking
an expert who could implement a
solution that did not compromise
on security and high-performance
GTFS

SADAKKATHULA KADAR, SENIOR INFORMATION SECURITY ENGINEER, SAUDI PARAMOUNT COMPUTER
SYSTEMS, ON HOW PALO ALTO NETWORKS NEXT GENERATION FIREWALLS ENABLED SAUDI-BASED
TELECOM CUSTOMER TO ENSURE BUSINESS CONTINUITY THROUGH ADVANCE SECURITY SOLUTIONS.
THE BEST
To prevent IT
incidents due
to high traffic
latency
To enhance
productivity and
performance
To ensure
business
continuity
through advance
security
Prevented
threats by
eliminating
unwanted
applications to
reduce the threat
footprint and
apply targeted
security polices
Embrace
safe mobile
computing by
ensuring devices
are properly
configured and
protected from
threats
Combined high
performance
intrusion
prevention,
threat
prevention, web
filtering and
virtual system
features
DEFENSE
A
large enterprise-grade Saudi-based
telecom and information technology
customer, with branch offices across
the Kingdom, boasted two data cen-
ters in Malaga and Sulai.
Each data center was fortified with
multiple-layered security with a host
of security appliances, which con-
sists perimeter firewall, DDOS pro-
tection, perimeter IPS, DC firewall, DC
IPS, ATP appliance and web proxy.
The customer was facing many IT
incidents due to high traffic latency and packet loss at
their primary data center in Malaga as a consequence
of poor performance of their existing IPS devices. In
just a few months, this issue had affected their IT SLA
by causing loss of productivity, availability and busi-
ness continuity.
The customer was therefore looking for a solution
that could address this challenge and also help in en-
hancing business performance.
After careful evaluation of several technologies,
the end user selected Palo Alto Networks to protect
their corporate traffic. This comprised of their data
generated by the core infrastructure at their primary
and DR data centers and enterprise data generated
by the corporate employees at their head office.
The end customer chose Saudi Paramount Computer
Systems, a specialist in information security space, to de-
ployPaloAlto’sNextGenerationFirewall(NGFW)solution.
As a niche security solutions provider, Saudi Para-
mount Computer Systems has been delivering world-
class solutions and products to enterprises and gov-
ernments in Saudi Arabia since 2001.
Sadakkathula Kadar, Senior Information Security
Engineer, Saudi Paramount Computer Systems, says,
“Our expertise includes applying multiple technolo-
gies in mature processes of implementation that en-
sures professionalism and cost-effective delivery to
our clients. We provide our clients with all the latest
information security requirements, right from design-
ing, execution and testing.”
Customer’s objective Why Palo Alto NGFW
CUSTOMER: PIONEER TELECOM COMPANY

Proved its technology
skills and ability
Designed customized
solution after
understanding client
requirement
Implemented the
solution without any
production downtime
AT A GLANCE
CUSTOMER: Pioneer in
telecom and information
technology sector in KSA
OBJECTIVE: To enhance
productivity, availability and
business continuity through
advance security
CORE REQUIREMENTS: To
protect corporate traffic,
enhance performance and
productivity
Palo Alto NGFW
PARTNER: Saudi Paramount
Computer Systems
while the Sulai data center was the
DR site. Therefore, the second ob-
jective was to off-load the securi-
ty functions from the web proxy to
the Palo Alto Networks Next Gen-
eration Firewall.
Kadar explains that with such
an off-load, the existing web proxy
would become a proxy-cache
while the NGFW will apply the web
filtering functions.
Palo Alto Networks Next-Gen-
eration firewalls enable unprec-
edented visibility and granular
policy control of applications and
content – by user, not just IP ad-
dress as well as accurately iden-
tify and control applications – re-
gardless of port, protocol, evasive
activity or SSL encryption – and
scan content to stop threats and
prevent data leakage. The fire-
walls act as the basis of a security
platform that is designed from the
ground up to address the most
sophisticated threats.
The customer was able to
achieve its objectives using the
enterprise-grade Next Generation
Firewalls from Palo Alto Networks.
With the smooth implementation
process from Saudi Paramount
Computer Systems, it was able to
successfully replace its existing IPS
and web proxy and obtained im-
proved vulnerability, threat, applica-
tion classification and prevention.
Kadar adds, “Implementing
Palo Alto Networks Next Gener-
ation Firewalls was an excellent
opportunity for us to demonstrate
our technology expertise and
skills. With the help of our team’s
exceptional product knowledge,
we were able to design the best
technology-oriented solution for
the end customer’s critical migra-
tion project.
“Another noteworthy aspect
was that we were able to fulfill
their requirement without any pro-
duction downtime.” n
How Saudi Paramount Computer
Systems did it
“IMPLEMENTING PALO ALTO NETWORKS NEXT
GENERATION FIREWALLS WAS AN EXCELLENT
OPPORTUNITY FOR US TO DEMONSTRATE OUR
TECHNOLOGY EXPERTISE AND SKILLS.”
SADAKKATHULA KADAR, SAUDI PARAMOUNT COMPUTER SYSTEMS
The telecom customer’s
main challenge was that its cor-
porate outgoing traffic would
traverse a couple of IPS devices
being checked for vulnerabilities
before reaching the existing fire-
walls on the way out to the Inter-
net. In addition to this, its incom-
ing traffic would also traverse
the same couple of IPS devices
before reaching the existing fire-
walls on the way in.
The end customer’s primary
objective was to replace the ex-
isting IPS devices with Palo Alto
Network NGFW acting as IPS.
Also, the customer’s Malaga
data center was the primary site
SAUDI PARAMOUNT COMPUTER SYSTEMS

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