IN ASSOCIATION WITH: TOP 16 · 4. EMITAC ENTERPRISE SOLUTIONS 6. JUMBO ENTERPRISE MIGUEL ANGEL...

THE TOP 16 SI LIST IS CHANNEL MIDDLE EAST’S ANNUAL RANKING OF THE TOP SYSTEMS INTEGRATORS, VARS, SOLUTION PROVIDERS AND IT CONSULTANTS IN THE REGION, RANKED BY THEIR SERVICES REVENUE. CHECK OUT THE TOP COMPANIES THAT MADE THE INAUGURAL SURVEY.

BY MANDA BANDA.

TOP

SYSTEMSINTEGRATORS

1616// CHANNEL MIDDLE EAST_AUGUST 2013

IN ASSOCIATION WITH:

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Channel Middle East presents its inaugural list of the largest systems integrators in the Middle East’s SI sector, complete with a breakdown of vertical focus and their financial performance. Now in the first year, the Channel Middle East Top 16 SIs List is an annual ranking of the top systems integrators, solution providers, VARs and IT consultants in the Middle East, ranked according to their services revenue. The research has been modelled on similar lines as the annual distributor Power List. Channel Middle East

magazine is the only channel publication in the Middle East region to have been given access to the audited accounts of IT distribution companies since 2009, to enable us to show the real picture of the status of the distribution business in the region.

Based on that model, Channel Middle East magazine has decided to embark on a similar survey targeting the SI segment across the Middle East region, with the Top 16 Systems Integrators List. The magazine intends to expand this research in the coming years as the role of systems integrators and solution providers takes on more prominence in the regional channel. Channel Middle East aims to provide a comprehensive breakdown and vital information from each SI, VAR, solution provider or IT consultant that makes the list including revenue performance, key vendors, certifications, key verticals, IT projects implemented in the region, headcount and regional presence, alongside comment from company executives on the state of their businesses. In the pages that follow, we will highlight the inaugural leading 16 systems integrators in the region.

EDITOR’S NOTEWe believe the Top SIs List 2013 contains the 16 largest Middle East-based SIs, VARs, solution providers or IT consulting firms operating in the market based on the data available to us at the time of research. However, we also acknowledge that there may be other SIs in the region which would qualify for inclusion so if you feel there are any omissions then please let us know and we will consider those companies next year. In the Top 16 SIs List – companies are ranked strictly by services revenue on projects implemented in the Middle East region. All the companies that made this year’s list shared their audited financials with us.

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1. MDS UAE

2. ALROWAD IT SOLUTIONS

SAMI ABI ESBER, PRESIDENT

COLONEL ANWAR ABDULLA AL MULLA, CEO

MDS takes top spot in the inaugural Top 16 SI List research, posting an impressive $530m in sales revenue. The SI has cemented its cloud and data centre credentials and recently unveiled the Cloud Centre of Excellence in the UAE. With more growth plans underway, MDS looks set to dominate the regional SI space.

What were the company’s milestones in 2012?MDS was able to secure the largest data centre facility projects (Pacific Controls and Mubadala). In addition, we set-up a service company MDS TS. Last year also saw us scoop the best partner awards for both HP and EMC in the Middle East Mediterranean Africa (MEMA) region.

2012 sales

$530M

2012 sales

$190.5M

Tel: +971 2 627 6354

Website: www.mds.ae

Regional offices: Abu Dhabi,

Dubai, Doha and Muscat.

Key brands: HP, Microsoft, EMC,

Oracle/Sun, Dell, Apple, Avaya,

Emerson Network Power, Juniper

Networks, VMware.

Ownership: Privately owned.

Tel: +971 2 408 5448

Website: www.alrowad-its.com

Regional offices: Abu Dhabi, UAE

Key brands: Microsoft, Oracle, IBM,

SAP, SAS, CA and Easy meeting

“Feedback Italy”.

Ownership: A subsidiary of Abu

Dhabi Police

What are your strategic plans for the rest of 2013?We plan to grow our services and outsourcing offerings and we will pay particular focusto our security and vitualisation offerings.

What were the main drivers for your revenue growth in 2012?MDS grew its services revenue in data centre infrastructure, systems integration and storage consolidation.

Has the SI sector recovered from local market instability?Although the SI sector in the Middle East has seen improvement over the last three years and has been slowly recovering, there are issues that are still hanging over the sector.

strategy on payment of transfer (POT) projects.

What were the main drivers for your revenue growth in 2012?The majority of our revenue growth came from IT security projects. In addition, the government tailored IT solutions we develop also helped to push our revenue in the past year.

Has the SI sector recovered from the market instability in the region?The systems integrator arena is stable although business challenges still persist. From our own experiences, we have found that more customers are approaching us to help them solve their business concerns. We have also witnessed steady interest from

VERDICT

VERDICTAs a subsidiary of the Abu Dhabi Police, Alrowad IT Solutions has curved a niche for its systems integration business in the region. The company has established a track record in providing proven IT solutions to the government, public and private sectors. Alrowad is poised for growth as it looks to spread its wings in the region.

What were the company’s milestones in 2012?Alrowad IT Solutions did more than 60 projects in different IT areas including infrastructure, applications development, data centre setup and systems integration for more than 100 entities across the UAE.

What are your plans for 2013?We will be focusing our

Where will most of your business growth come fromthis year?Our business growth going forward will come from our SI capability, our data centre infrastructure and building expertise in high-end services.

many regional government and companies that want to use our IT solutions.

Where will most of your business growth come fromthis year?Most of our growth will come from the solutions we provided to the government sector.

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3. THE VISIONAIRE GROUP

ANEETA GUPTA, PRESIDENT & CEO

VERDICT

What were the company’s key milestonesin 2012?During 2012 Visionaire was able to productise its more than 18 years of technology deployment and integration experience into a business model which we call ‘Technomics’. Technomics is a single integrated system (SIS) approach by Visionaire that is a proven and demonstrated integration model that provides firms the ability to achieve perpetuity in transformational ICT by keeping the focus on the customer and business needs rather than succumbing to single vendor centred strategies of gaining market share and meeting revenue objectives. Visionaire was able to penetrate new market segments with the Technomics approach with a focus on enterprise, education and hospitality sectors.During 2012 Visionaire was also able to provide substantial Technomics value and progress to key projects such as the design, build and operations of the UAEU Campus valued at AED178m, the Zayed University Khalifa City campus valued at AED69m, the successful deployment of the Network

Visionaire has continued to innovate in a systems integrator market where innovation has been stifled and stagnated in the region. Through its own developed ‘TECHNOMICS’ business model, the SI helps clients with perpetuity transformational ICT by keeping the focus on their business needs rather than vendor-focused strategies focused on market share.

Operations Center at RTA Dubai, as well as the completion of an end-to-end ICT design consultancy project with Qatar University.

What are your strategic plans for the rest of this year?Achieving Technomics success in integration of the 4Cs — cloud, connectivity, communication and converged services — which translates to integrated technologies for data centre, cloud computing, mobility - BYOD, telepresence and collaboration. We are planning on a regional expansion into supporting projects in Saudi Arabia, Qatar and Kuwait.

What were the main drivers for your revenue growth in 2012?The majority of our revenue growth last year came from unified communications and collaboration, unified networks and rich media solutions.

Has the SI sector recovered from the market instability in the region?We expect that 2014 will see a major recovery with IT projects coming upstream

from SMB and the private sector. Currently, the telecoms, government and education verticals continue to be the leading investments in the region for ICT.

Where will most of your business growth come from in 2013?As Visionaire, most of our business growth this year and beyond will come from the enterprise segment, education and hospitality industries in the Middle East.

2012 sales

$121.5M

Tel: +971 4 881 5222

Website: www.visionaire.com

Regional offices: Abu Dhabi, Al Ain,Dubai and Doha

Key brands: TECHNOMICS, HP, Microsoft, Intel, Brocade, Cisco,

Juniper, Fortinet, Aruba, Fujitsu, F5, VMWare, [over 26 brands]

Ownership: Privately held by the Visionaire Technology Group.

We expect that 2014 will see a major recovery with IT projects coming upstream from SMB and the private

sector. Currently, the telecoms, government and education verticals continue to be the leading investments in the Middle East region for ICT.

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4. EMITAC ENTERPRISE SOLUTIONS

6. JUMBO ENTERPRISE

MIGUEL ANGEL VILLALONGA, CEO

LATIK GUPTA, HEAD ENTERPRISE

As a group, Emitac’s over $1.4bn business comes from its systems integration, IT services, value- and volume-distribution business. EES’ decision to strategically focus on cloud infrastructure solutions and business solutions is yielding huge dividends and it has witnessed its business grow tremendously in 2012.

What were the company’s milestones in 2012?In 2012 we continued executing our strategy to fully transform our operation into a solutions business in line with the pressing requirements of our enterprise customers.

What are your strategic plans for the rest of 2013?Strategically, we have grouped

2012 sales

$90M

2012 sales

$48.1M

Tel: +971 4 605 8100

Website: www.emitac-ees.ae

Regional offices: Dubai, Qatar

Key brands: HP, Microsoft, Cisco,

Juniper, Symantec, McAfee, EMC,

Oracle and Metasonic.

Ownership: Privately Owned

Tel: +971 4 336 7999

Website: www.jumbocorp.com

Regional offices: Dubai, Abu Dhabi

and Sharjah.

Key brands: Lenovo, HP, IBM,

Ricoh, Sony and Brother.

Ownership: Privately held as part of

Jumbo Electronics Co LLC Ltd.

our solutions offering around two main areas namely cloud infrastructure colutions and business solutions, where we are concentrating on big data and business analytics and mobility solutions.

What were the main drivers for your revenue growth in 2012?Growth came from engagement in new large scale customers, as the success in project delivery is leading to an increased number of contracts.

Has the SI sector recovered from instability in the region?The enterprise SI area where we play, concentrates on providing value to customers. This market is certainly recovering and most of the enterprise sectors are investing in IT to grow.

for the rest of 2013?We will continue to focus on the growth of the service businesses that include: managed services, managed print and document services, infrastructure and AV solutions.

What were the main drivers for your revenue growth in 2012?Our main revenue drivers last year were managed print services, SI and AV projects. We also managed to roll out projects in the hospitality, oil and gas, aviation and government sector.

Has the SI sector recovered from local market instability?Absolutely, we foresee a significant improvement in the overall conditions of the market across all verticals and

VERDICT

VERDICTAs a group, Jumbo’s billion-dollar-plus business comes from retail, systems integration, IT services and volume IT distribution. Jumbo Enterprise has posted a decent figure given the challenges that SIs have faced over the last four years in the region.

What were the company’s milestones in 2012?Apart from the award that we received from Lenovo, for Outstanding Corporate Reseller, the company was delighted to have secured managed print services contracts with Abu Dhabi Airports Company, Khalifa University, Damas Jewellers and Engineers Office, Worley Parsons.

What are your strategic plans

Where will most of your business growth come fromthis year?Our business growth will come from cloud and business solutions for our enterprise customers. Another key contributor will be the enterprise agreement solution frameworks based on Microsoft technologies.

segments and this is driving sales and revenue growth.

Where will your business growth come from in 2013?Our growth will come from the following sectors: managed services, managed document services, infrastructure, computing and AV solutions.



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5. SMARTWORLD

REYADH AYESH, CEO/MD

VERDICT

What were the company’s key milestonesin 2012?We recently completed a wide CNE/SCN/WDN & SD PROJECT for Al Maktoum International Airport (AMIA). The objective of the project was to implement the IT Systems for AMIA. The client for this project was Dubai Airports Engineering Services, and the scope of the project included the implementation of the following: airport infrastructure cabling structure, fully redundant and secure network, wireless system, service desk and network node management system.

For this project, we were able to present Dubai Airports Engineering Services with unique offerings and value-add. Another project that was implemented was the Gigabit Passive Optical Network (GPON) in Dubai World Central.

The successful completion of the venture has put Dubai World Central into the league of prestigious gigabit capable precincts in the world. The project provides next generation network (NGN) capabilities and connectivity to all of the ICT users in Dubai World Central.

Smartworld has made the Top 16 List this year with a solid revenue performance. For a company that was only set-up in 2008, the company has all the business fundamentals in place, and Smartworld is poised for further growth in the region.

What are your strategic plans for the rest of 2013?Smartworld remains upbeat about posting continued growth in 2013. To help bolster more growth, we are currently implementing initiatives that aim at covering the rest of the Middle East region with our signature line of services and products.

What were the main drivers for your revenue growth in 2012? The impressive growth performance that we posted in 2012 can be attributed to the systems integration projects and the operational projects that were awarded to us.

Has the SI market recovered from the region’s market instability? Yes, we can truly say that the SI segment has managed to avoid the impacts made by the recent economic gridlock. A recent industry report has shown that SI services account for approximately 46% of the total professional IT services market in the MEA region. The major factors driving the systems integration market in MEA are the rise in government IT investments growth in technology and population, and the

increasing need for industrial growth. The transportation, power, water plants, and property construction segments are the opportune drivers for SIs for projects such as ERP owing to the high investments aided by the government sector.

Where will most of your business growth come from in 2013?As with our previous years of operations, the continuous growth that we continue to enjoy can be attributed to the SI projects and operational projects awarded to us.

2012 sales

$81.6M

Tel: +971 4 814 1400

Website: www.smart-world.ae

Regional offices: Abu Dhabi, Al Ain and Dubai.

Key brands: Microsoft, Dell, Cisco, Juniper, HP & Oracle.

Ownership: A joint venture between Etisalat and Dubai World Central.

Smartworld remains upbeat about posting continued growth in 2013. To help bolster more growth, we

are currently implementing initiatives that aim at covering the rest of the Middle East region with our signature line of services and products.



7. INTERTEC SYSTEMS LLC

NARESH KHOTARI, MD

VERDICT

What were the company’s key milestonesin 2012?The company focused on regional growth and in particular paid more attention on solutions to grow the business, create new products and craft a challenging work environment. Keeping all this as the base, we achieved 30% growth last year and have moved to our 23rd year of performance with the support of our customers and partners. We have invested in creating new products for 2013, and have implemented a lot of policies around employees.

What are your strategic plans for the rest of this year?We want to develop some very strategic alliances with vendors as well as customers. We aim to become the customers extended arm, so they can focus on their core business, that is one of our prime focus areas. We also want to create in-depth market segmentation, and form a consulting practice around the solutions which Intertec wants to take to market. The objective is to grow by 50% in the next six months.

Intertec has attributed its 2012 growth to the services in the application and infrastructure space which it was able to take to market. For a company that aims to grow its expertise in the banking segment and extend its geographical presence, Intertec has what it takes to achieve this.

What were the main drivers for your revenue growth in 2012?Investment in technical, delivery and business teams keeping the customer focus has been one of the reasons for growth. Further, all sales and business teams have focused on customer business needs and what the critical success factors are.

Has the SI sector recovered from the market instability in the region?I do believe the SI business was never down as we did not see this impact in 2011 or 2012. However, this depends on the company’s focus, investment in technology, training and being able to create new solutions for customers that impact their business. The fact is that we have achieved 30% growth in 2012 and are on track to achieve higher growth this year.

Where will most of your business growth come from in 2013?Currently, 50% of our revenue comes from the corporate sector, 35% from government and 15% from the financial vertical. We are looking into improving our banking portfolio

in addition to getting into new verticals and geographies. Regional companies are looking for cost-effective solutions, which will help them deliver better, faster response to their clients in a secure fashion. This leads to many areas of business, some of them are mobility, private cloud, compliance, BI with analytics, security, and Software-as-a-Service (SaaS). We have teamed up with quite a few solution providers as well as developed our own IP to deliver in most of the solution areas. We have been investing in mobility, cloud, social and messaging.

2012 sales

$40M

Tel: +971 4 222 1338

Website: www.intertecsys.com

Regional offices: UAE, Oman, Bahrain, KSA & India.

Key brands: HP, Cisco, Oracle, Microsoft, Infor, LANDesk, Symantec,

Veeam, NEXThink, Vmware, Trendmicro, Optial & more [over 23

brands].

Ownership: Privately held.

I do believe the SI business was never down as we did not see this impact in 2011 or 2012. However, this depends

on the company’s focus, investment in technology, training and being able to create new solutions for customers that impact their business.



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8. ALMOAYYED COMPUTERS

10. SYNOPTIC

S.M.HUSSAINI, GENERAL MANAGER

AMMAR AL YAFI, CEO

Despite experiencing challenges in the Bahraini market, Almoayyed has been undeterred by some uncertainty in the market it serves. The company wants to continue to raise its profile in the public sector and banking vertical in the region.

What were the company’s milestones in 2012?The company was able to deliver several IT projects although the main one was the National Payment Aggregator (NPA), an initiative by the eGovernment Authority for setting up a single, unified electronic payment solution across all government entities in Bahrain.

What are your strategic plans for the rest of 2013?

2012 sales

$32.2M

2012 sales

$26.6M

Tel: +973 1 770 0777

Website: www.

almoayyedcomputers.com

Regional offices: Bahrain

Key brands: Microsoft, HP, Cisco,

Oracle, Avaya, Citrix and Symantec.

Ownership: Privately held by the

Almoayyed family.

Tel: +966 11 224 6228

Website: www.synoptic.com.sa

Regional offices: Riyadh,

Dammam, Jeddah

Key brands: Microsoft, Oracle,

Huawei, HP, Brocade, Riverbed,

Dell, IBM, Cisco, McAfee, Juniper

CEO: Ammar Al Yafi

Ownership: The company is 100%

owned by Mohammed Al Mandil.

With regards to this opportunity, the company has developed a two-pronged strategy that includes: aligning with the existing partners to promote their cloud offerings and strengthening our own focus on cloud building.

What were the main drivers for your revenue growth in 2012?The main drivers for last year’s solid revenue performance can be attributed to the company’s ability to deliver a variety of projects across different industry sectors.

Has the SI sector recovered from the market instability in the region?While in other markets in the GCC things have improved, Bahrain is yet to recover. This has more to do with issues

for the rest of 2013?Synoptic would like to leverage its existing relationship with vendors and its end-user customers by providing them with innovative solutions backed by efficient services.

What were the main drivers for your revenue growth in 2012?The KSA economy has been stable and as a result, we managed to increase our revenue last year because of the superior support we offer our customers.

Has the SI sector recovered from the market instability in the region?Saudi Arabia is backed by a stable economy and we foresee a strong resurgence of business activities this year and beyond.

VERDICT

VERDICTThe decision to strengthen ties with key vendor partners has helped Synoptic to post strong sales figures. The company attained ISO 9001:2008, 10002:2004 and 10004:2012, which covers professional IT services and customer satisfaction. All this has contributed to providing efficient services to clients in Saudi Arabia.

What were the company’s milestones in 2012?A major highlight last year was Synoptic moving its central office to a new location in Riyadh. The company also announced changes in the corporate hierarchy to efficiently manage work processes.

What are your strategic plans

that are prevailing only in Bahrain. However, the government push in IT projects is very evident.

Where will most of your business growth come fromthis year?It will be public sector and banking. We expect the infrastructure business to do well.

Where will most of your business growth come from in 2013?With firms beginning to spend on IT projects, we will continue to consolidate our alliances with vendor partners as doing so will set us apart.



9. AL ROSTAMANI COMMUNICATIONS LLC

MOHAMMED ZAMEER, GENERAL MANAGER

VERDICT

What were the company’s key milestonesin 2012?The company executed a major network management system for a leading telecom operator in the United Arab Emirates (UAE) and successfully completed a NetApp storage implementation for two well-known oil companies based in Abu Dhabi. We also rolled out security consultancy projects, networking and systems integration projects with enterprises across the UAE.

What are your strategic plans for the rest of this year?Our aim is to increase the overall size of the business through the services revenue stream. Consequently, we are developing verticals in the area of mobile Internet, content and anything as a service (XaaS). We strongly believe the company is well poised for growth in the Middle East systems integration sector.

What were the main drivers for your revenue growth in 2012?The main revenue drivers during 2012 were

Al Rostamani Communications make the Top 16 SI List this year having posted strong sales. With its services business now in place, the company has continued to broaden its business horizons all in a quest of staying relevant to the market it serves. The company wants to build a lucrative services-driven business going forward.

providing complete end-to-end ICT solutions virtualisation, storage, security and consultancy services. We also strengthened our managed and professional services offerings to the market.

Has the SI sector recovered from the market instability in the region?The systems integration sector is recovering from the instability in the region. The hospitality, finance and oil and gas sectors are showing tremendous growth. The infrastructure sector also looks promising but still a bit of caution is required in this particular sector.

Where will most of your business growth come from in 2013?Most of the growth during 2013 and beyond will come from security, storage and virtualisation. In addition, opportunities will emerge in the infrastructure space where unified communications is gradually taking hold. Managed services and XaaS requirements will also increase and we are aligning towards these two areas.

2012 sales

$27.2M

Tel: +971 4 428 7557 or +971 2 619 9800

Website: www.arcuae.com

Regional offices: Dubai & Abu Dhabi.

Key brands: Schneider, McAfee, NEC, Alcatel-lucent, NetApp,

Symantec, Fujitsu, Motorola, Sagemcom and D-link.

Ownership: Al Rostamani Communications is owned by the Al

Rostamani Group.

Our aim is to increase the overall size of the business through the services revenue stream.

Consequently, we are developing verticals in the area of mobile Internet, content and anything as a service (XaaS).



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11. NASMA TELECOMMUNICATIONS LLC

12. HELP AG

ALI AL LAWATI, CEO

STEPHAN BERNER, MD

With volatility in some markets in the region, Nasmatel has continued to augment its SI business and the company is looking to diversify its solutions offerings as it looks to grow its revenue streams. The company plans to cultivate market verticals.

What were the company’s milestones in 2012?Last year we managed to double our workforce while our year-on-year revenue grew seven-fold.

What are your strategic plans for the rest of 2013? The company has continued to hire strategically bringing onboard talented individuals. Aside from human resource issues, Nasmatel plans to develop and cultivate other

2012 sales

$18M

2012 sales

$16M

Tel: +968-22084800

Website: www.nasmatel.com

Regional offices: Oman

Key brands: Cisco, Commvault,

Quantum, Hitachi DS, Honeywell,

Rittal, Cyviz, Samsung, Seimon,

R&M, Estap, Crestron, Extron,

Keymile, Ampole, Chillman and

Firepass.


Tel: +971 4 440 5666

Website: www.helpag.com

Regional offices: Dubai, Abu Dhabi

and Doha

Key brands: F5, Juniper Networks,

Blue Coat, Symantec, Palo Alto


lines of business to help sustain our revenue growth going forward.

What were the main drivers for your revenue growth in 2012? We focus most of our attention on active markets and having enough diversity in our market offerings to have multiple revenue streams. This will be enhanced this year.

Has the SI sector recovered from the market instability in the region? Unlike other parts in the region that experience challenges, the Oman SI market never really faltered because the country has always enjoyed a stable economy. SIs in the country continue to benefit from the economic stability and this

What are your strategic plans for the rest of 2013?help AG is focusing on value-added services to assist clients in building their information security strategies and to implement solid future proof IT security solutions that increase their security posture accordingly.

What were the main drivers for your revenue growth in 2012?Our success can be credited to the market’s perception of help AG as a trusted advisor in the IT security sphere. We have unmatched technical skills and deliver services that extend well beyond most resellers and SIs in the region.

Has the SI sector recovered from local market instability?With security being the sole

VERDICT

VERDICThelp AG’s strategy to stay focused on the value game has helped the company to build a track record for itself in the IT security solutions space. In a market where the temptation to trade in hardware is high, help AG has adopted a plan that places emphasis on developing solutions and value-add for end-user clients.

What were the company’s milestones in 2012?Since its establishment in 2004, help AG has achieved on average 80% year-on-year growth and 2012 was no different. We also managed to double our staff and most of the new recruitments were for technical positions. We also expanded to Qatar and we were able to sign new vendor deals.

year we anticipate this to continue uninterrupted.

Where will most of your business growth come fromthis year?Growth will come from the data centre, audio visual and telecommunications sectors.

focus for help AG, we have actually benefited from regional instabilities. The key to success for SIs will be to develop core competencies.

Where will your business growth come from in 2013?All initiatives follow our company’s strategic objectives of Customer Satisfaction and Quality Delivery.



13. FUJISOFT TECHNOLOGY LLC

ALBERT RAJ, MANAGING DIRECTOR

VERDICT

What were the company’s key milestonesin 2012?Last year our target was to concentrate on services and increase the revenue we generate in this space. I am glad to state that we managed to achieve this.

We also planned to form a new division for security solutions and we successfully created the Fujisoft Security Solutions division. The new security business unit has taken rights for Johnson Controls security products for the UAE, Oman, Bahrain and Afghanistan.

Fujisoft was also awarded Cisco’s Best Select Partner of the Year at the Partner Summit UAE 2012.

What are your strategic plans for the rest of this year?For 2013 we want to target the market in Abu Dhabi especially the oil and gas sector. We are shortly opening up a branch in the UAE capital and we will be appointing a new enterprise sales team.

What were the main drivers for your revenue growth in 2012?

In a year that saw IT security receive so much attention in the Middle East as a result of targeted cyber attacks on several big name enterprise organisations, Fujisoft’s decision to set-up a security division is timely. The company is pinning its hopes on services, IT security solutions and broadening its vertical focus domain expertise.

It was definitely our focus in services. By offering turnkey IT solutions, we were able to increase our revenue and one of the main key point areas that contributed immensely to our revenue growth was in the virtualisation space.

Has the SI sector recovered from the market instability in the region?As a systems integrator operation, the market is stable and there are a lot of IT projects coming up in the Middle East region. There is no more tradingin IT hardware as the only business that is opening up in the SI arena is for partners that are willing to invest in solutions and are able to advise their clients as trusted business advisors.

Where will most of your business growth come from in 2013?Aside from our focus in the oil and gas sector, services and our newly formed Fujisoft Security Solutions unit will all drive business growth for the company as a whole this year and way into the foreseeable future.

2012 sales

$11.2M

Tel: +971 4 352 6686

Website: www.fujisoft.net

Regional offices: UAE, India & Canada

Key brands: Cisco, HP, Microsoft and Panasonic. VMware, Avaya and

Johnson Controls.


As a systems integrator operation, the market is stable and there are a lot of IT projects coming up in the Middle

East region. There is no more trading in hardware as the only business that is opening up in the SI arena is for partners that are willing to invest in solutions and are able to advise their customers as trusted business advisors.



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14. AZIMUTH WLL

HUGH HASKELL-THOMAS, PRINCIPAL CONSULTANT

VERDICT

What were the company’s key milestonesin 2012?Last year we launched our own RFID/RTLS visualisation and middleware solution ‘Symphony’ and deployed it into three customer sites. In addition, we were recognised by an industry trade publication for the Middle East Healthcare Deployment of the Year.

What are your strategic plans for the rest of this year?We want to expand our healthcare solutions deployment into the Kingdom of Saudi Arabia. In addition, we intend to extend the scope of projects to incorporate more systems within healthcare deployments with the goal being a complete hospital infrastructure. We will also launch Symphony as a product for resale in Asia and Europe.

What were the main drivers for your revenue growth in 2012?The region is becoming more aware of value for money and local support. Our focus has been value and not cost for some

As an emerging SI, Azimuth is steadily building its business in the Middle East geography. Although the sales revenue figure may be low, the SI is taking steps to diversify its business into other vertical sectors while at the same time building the necessary skills and competencies that will propel it to new heights.

time. However, it is only in the last two years that this focus has met customer demand here in the Middle East region.

Has the SI sector recovered from the market instability in the region?The entire Middle East region has suffered a severe setback. However, the instability is driving more demanding requirements which we believe are benefitting the entire systems integration and solution provider sector. Whether this trend continues is difficult to say right now. If uncertainty continues then we believe the focus will remain on maximising the current infrastructure which will continue the trend of more complex projects for SIs and solution providers involved in the solutions-selling game.

Where will most of your business growth come from in 2013?The majority of our growth will come from the healthcare sector and the military sector. We will also be expanding our presence into the oil and gas market across the Middle East region.

2012 sales

$2.5M

Tel: +973 7 721 2277

Website: www.azimuthgulf.com

Regional offices: Bahrain, Qatar and representative offices in UAE

and Saudi Arabia

Key brands: Ekahau, Infor, Lenel, Wavemark, Impinj, Alienware, Omni-ID

Ownership: Privately Held.

We want to expand our healthcare solutions deployment into the Kingdom of Saudi Arabia. In addition, we intend

to extend the scope of projects to incorporate more systems within healthcare deployments with the goal being a complete hospital infrastructure.



15. TECH FORTE SYSTEM LLC

VM CHANDRASEKAR, GROUP MD

VERDICT

What were the company’s key milestonesin 2012?The operation started in August 2012 with the key milestone of achieving strategic alliances with key vendors and complete accreditation. We also completed the core team for market addressability across the entire Middle East region.

What are your strategic plans for the rest of this year?We want to establish Tech Forte as a niche player in the area of business continuity planning (BCP), disaster recovery (DR) and capacity planning along with a focused approach to working with some key customers in the UAE. In addition, our ambitions are to be part of certain IT initiatives in the central African region.

What were the main drivers for your revenue growth in 2012?As we only set-up the company exactly a year ago, most of our effort was on achieving vendor accreditation, certifications and making sure we have a strong foundation from which to grow from.

As a new entrant in the SI market in the region, Global Distribution’s decision to diversify its presence in the IT industry has seen it set-up operations in IT distribution, SI and power retail segments. Tech Forte, the systems integration arm, wants to capitalise on the emerging opportunities in the government sector, education, BFSI, hospitality and healthcare verticals across the Middle East region.

Has the SI sector recovered from the market instability in the region?We feel that the systems integration sector is in the process of recovery but hasn’t fully recovered yet because we still find that there is a dearth of funds available. The good part is that many IT projects which were on hold in the last couple of years have started moving again, are being signed and the market is looking up. With the hope that the Expo 2020 goes in favour of Dubai, more new projects will come to the fore spurring unprecedented IT growth in the process.

Where will most of your business growth come from in 2013?Our business growth from an industry vertical perspective is going to come from the government, education, banking and financial services, hospitality and healthcare segements. From a solutions offerings standpoint, our business growth will come from desktop virtualisation, storage, networking, security infrastructure, application software and business intelligence.

2012 sales

$2.3M

Tel: +971 4 388 5878

Website: www.tforte.com

Regional offices: UAE

Key brands: Cisco, Avaya, HP, Oracle, VMware, Symantec, Fujitsu

and Lenovo, Payfair, Perpetuuiti, Pallas, YouTransactor, FIS, 2X

Exterity, Locatel, Everfocus and Sony.

Ownership: Privately held as part of Global Distribution Group.

We only set-up the company exactly a year ago and most of our effort was on achieving vendor accreditation

and making sure we have a strong foundation from which to grow.



_www.itp.net_

16. NEWRAS TECHNOLOGIES JLT

HASEEB SOLEJA, MANAGING DIRECTOR

VERDICT

What were the company’s key milestonesin 2012?Last year saw us implement a server/data centre virtualisation project for a German freight forwarding/logistics and warehousing company — Hellmann Worldwide Logistics.

What are your strategic plans for the rest of this year?In the first quarter of 2013 we have concluded a unified communications (UC) project for our client Freightworks. We have a wireless project with Xirrus’ offerings coming up for a major hospital in Dubai, as well as for a leading hotel.

What were the main drivers for your revenue growth in 2012?As 2012 was the first year of our operations here in the region, the aim was to break even in one year. We just managed to do that and have invested a lot of time in choosing the right vendor partners.

The mid-market segment continues to be our major focus for operations, with some good IT projects shaping up in network

Although NewRAS is a ‘small fish’ in the broader SI pond, the start-up company has set its eyes on growing its business in the mid-market segment in the region. The company is developing expertise in network infrastructure, data centre virtualisation and management, content and network security, and wireless sector.

infrastructure, data centre virtualisation and management, content and network security and wireless projects.

Has the SI sector recovered from the market instability in the region?It definitely has as several unfinished projects are back on track for completion either in year 2013 or slotted for completion next year. The recovery in the real estate market of Dubai has rekindled growth in the IT sector.

Where will most of your business growth come from in 2013? We are targeting three key verticals which are healthcare, hospitality and transport, [warehousing and logistics] sector.

2012 sales

$150K

Tel: +971 4 368 8119

Website: www.newras.com

Regional offices: Dubai

Key brands: IBM, VMware, Veeam, Siemens, Extreme, Citrix,

WatchGuard and Xirrus.


The mid-market segment continues to be our major focus with some good projects shaping up in network

infrastructure, data centre virtualisation and management, content and network security, and wireless projects.



NAME 2012 REVENUE AUDITOR STAFF KEY VERTICALS VENDOR

1.MDS UAE $530m Deloitte & Touche 800

Government, Oil & Gas,Telecom & Education

HP, Microsoft, EMC, Oracle/

Sun, Dell, Apple, Avaya, Emerson Power, Juniper &

VMware

2.Alrowad IT Solutions $190.5m Abu Dhabi

Police Auditors 500Government,

Public & Private Sector

Microsoft, Cisco, IBM, Oracle,

Redflex Traffic Systems [total 8]

3.Visionaire Group $121.5m Subsidiary

Auditor BDO 585

Education, Enterprise,

Government, Manufacturing &

Hospitality

Microsoft, HP, Fujitsu, EMC,

VMware, NetApp, Brocade, Cisco, Intel, Juniper,

[total 14]

4.Emitac Enterprise Solutions

$90m KPMG 125

Government, Telco, Private

Sector, Banking & Aviation

HP, Symantec, Microsoft, Cisco, Juniper, EMC,

Aruba, McAfee, VMware, [total14]

5.Smartworld $81.6m 150

Government, Oil & Gas, Banking,

Financial Services,

Education & Aviation

Microsoft, Dell, Cisco, Juniper

and HP.

6.Jumbo Enterprise $48.1m Grant Thornton 131

Hospitality, Oil and Gas,

Government & Aviation

Lenovo, HP Ricoh & Sony

7. Intertec Systems LLC $40m

BDO Chartered Accountants &

Advisors300

Government, BFSI,

Hospitality, Corporate & Education

Cisco, HP, F5, Juniper, Microsoft,

Redhat, VMware, Symantec Veeam

[total 14]

8. Almoayyed Computers $32.2m BDO 100

Government, Banking,

Education, Healthcare

Cisco, Microsoft, HP, Oracle, Avaya

& Symantec



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NAME 2012 REVENUE AUDITOR STAFF KEY VERTICALS VENDOR

9.Al Rostamani Communications $27.2m KPMG 265

Infrastructure, ICT, Telecom

& Professional Services

McAfee, Symantec, NEC

NetApp, HP, VMware, Alcatel-Lucent [total 18]

10.Synoptic $26.6m Al Haij Mohammed 100

Government, Banking, Oil &

Gas, Healthcare, Education,

Engineering & Telco

NetApp, HP, VMware, Alcatel-Lucent, Leviton,

Schneider Electric, Ruckus, Cisco,

Sonicwall, Skyline, Aztech, D-Link &

11.Nasma $18m Crowe Horwath 44

Energy, Oil & Gas, Utilities, Government, Financials,

Healthcare & Telecoms

Cisco, Juniper, Fortinet,

Commvault, Quantun, Hitachi

Data System, Honeywell, Moxa, Rittal, Senstar,

Siemon, Crestron, Extron

12.help AG $16m JAXA 32

Finance, Government, Oil

& Gas, Education, Transportation,

Retail

F5 Networks, Juniper, Palo Alto, Symantec, EMC

RSA, HP, McAfee, Blue Coat, mi-Token

& Infoblox

13. Fujisoft Technology LLC $11.2m Horwathmak 50 SMB and Enterprise

market Cisco, HP & Citrix

14.Azimuth WLL $2.5m

Grant Thornton (Bahrain) & Jawad Habib

(Qatar)

11Healthcare, Military

& Defence, Oil & Gas

Ekahau, Lenel & Impinj

15.Tech Forte System LLC $2.3m 25

Government, BFSI, Education,

Hospitality,Healthcare

Avaya, Cisco, HP, Oracle, VMware, 2X

& Cyberoam

16.NewRAS $150K Al Kittbi & Associates 4

Healthcare, Hospitality, Transport,

Warehousing & Logistics,

IBM, VMware, Veeam, Extreme,

Citrix, Watchguard & Xirrus



IN ASSOCIATION WITH: TOP 16 · 4. EMITAC ENTERPRISE SOLUTIONS 6. JUMBO ENTERPRISE MIGUEL ANGEL...

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