Conférence Rentrée Partenaires – 26 Sept 2018

Conférence rentrée Partenaires – 26 sept 2018

Conférence rentrée Partenaires 26 sept 2018 Conférence rentrée Partenaires 26 sept 2018 DIGITAL TRANSFORMATION & THE OPEN ORGANIZATION

Claire Delalande Field Marketing Director RED HAT EMEA YOU ARE BEING DISRUPTED ENGAGED BUT NOT READY MOST LACK BOLDNESS, ABILITY TO SCALE

90% of companies indicate they are engaged in some form of digitization.

Only said their company has responded with 16% a bold strategy and at scale.

Source: MIT Sloan Management Review, The best response to digital disruption, May 2017. https://www.mckinsey.com/mgi/overview/in-the-news/the-right-response-to-digital-disruption BUT WHAT DOES RED HAT KNOW ABOUT DISRUPTION? WE DISRUPTED AN ENTIRE INDUSTRY LONG BEFORE THESE COMPANIES GOT STARTED

2003 2008

1993 2009 OPEN SOURCE DISRUPTED THE TECH INDUSTRY WE ARE PART OF THAT REVOLUTION

“Microsoft has heritage here. We were a developer tools company first and now, of course, WE ARE ALL IN ON OPEN SOURCE.”

Satya Nadella Microsoft CEO CNBC (Squawk Alley) | June 2018 BUT HOW DO WE START? CONFIGURE ENABLE ENGAGE YOUR TECHNOLOGY AND IN A COLLABORATIVE ARCHITECTURE FOR THE AGILE PROCESSES CULTURE FUTURE CONFIGURE | TECHNOLOGY OPEN SOURCE IS THE SOURCE OF TECHNOLOGICAL INNOVATION

Linux® kernel

Spacewalk OpenJDK Android SDK OpenShift Origin 1M+ S Cloud OpenStack projects GNOME Kubernetes

Fedora Hadoop Ansible

Apache Project THE FUTURE IS HYBRID & MULTICLOUD

DEVELOPER ENVIRONMENT & TOOLING

MIDDLEWARE

CONTAINER PLATFORM

TRADITIONAL OS VIRTUALIZATION PRIVATE CLOUD PUBLIC CLOUD

OS PLATFORM

SOFTWARE-DEFINED STORAGE

MANAGEMENT & AUTOMATION LINUX IS THE FOUNDATION OF OUR PORTFOLIO

OTHER PUBLIC CLOUDS ENABLE | PROCESS DX - CAPABILITY CAN’T BE BOUGHT IT MUST BE BUILT THROUGHOUT YOUR ORGANIZATION

DEVELOPMENT BUSINESS AUTOMATION SECURITY PROCESSES PROCESSES PROCESSES PROCESSES

Collaboration Shared problems are solved faster OPEN SOURCE CULTURE +

Transparency Working together (both access and creates necessary the ability to act) standardization WHAT DO YOU OPTIMIZE FOR?

Optimized for efficiency Optimized for agility in a static environment in an ambiguous world WHY RED HAT OUR BUSINESS

Red Hat is an enterprise-class software company with an open source development model WE STARTED WITH LINUX BUT WE DIDN’T STOP THERE HOW WE GOT HERE

1993 FOUNDED 2012 RED HAT STORAGE RELEASED

1999 IPO OPENSHIFT ENTERPRISE RELEASED

2002 FIRST RELEASE OF ENTERPRISE LINUX 2013 RED HAT OPENSTACK PLATFORM RELEASED

2006 JBOSS ACQUIRED 2014 CentOS JOINS RED HAT INKTANK (CEPH), eNOVANCE (OPENSTACK), 2009 RED HAT VIRTUALIZATION RELEASED & FEEDHENRY (MOBILE) ACQUIRED

RED HAT ADDED TO S&P 500 INDEX 2015 ANSIBLE ACQUIRED

2011 CLOUDFORMS & OPENSHIFT RELEASED 2016 US$2 BILLION IN REVENUE

US$1 BILLION IN REVENUE 3SCALE ACQUIRED

2018 CoreOS ACQUIRED THE RED HAT DIFFERENCE

STRENGTH OPEN SOURCE HYBRID COMPREHENSIVE IN LINUX LEADERSHIP CLOUD PORTFOLIO

OUR PEOPLE & CULTURE

24 THE WORLD’S LEADING PROVIDER OF OPEN SOURCE, ENTERPRISE I.T. SOLUTIONS

MORE THAN S&P 90% ~12,212 500 THE FIRST of companies EMPLOYEES COMPANY in the $2 FORTUNE BILLION 500 OPEN use NYSE SOURCE RED HAT 95+ 35+ COMPANY OFFICES COUNTRIES RHT PRODUCTS & IN THE WORLD SOLUTIONS* WHY MICROSOFT RED HAT + MICROSOFT

Value proposition : Partnership to Market ● Joint offering MSFT / RH to adress Enterprise customers to access Top Cloud Service Providers with the Best Enterprise Open Source Software Offering ● MSFT & RH have a unique partnership that includes joint portfolio, engineering, global reach and integrated, co-located support

If you have a strategy which includes some of this customer concerns : - Containerization approach - Hybrid cloud strategy - Multi cloud strategy - DC Migration and modernisation - SAP Migration

Red Hat has all the pieces you need to start so please come to us !!

Better Together

Christophe Lopez-Castel Channel & Distribution France Manager [email protected] +33 6 45 60 67 66 26+ years Strategic Alliance

Citrix creation

“2017 The Citrix Strategy is our Cloud Strategy …

1st Citrix Service on AZURE … Citrix chooses Microsoft Azure as its preferred and strategic cloud for its customers” ISV Ouverture de l’année du code

Devices AppsDevices Location

Apps Devices Locations

Users IT &

Legacy/ Custom Networking Apps

Secure Digital Workspace

Experience Control

Legacy/ Custom Apps Secure IT Users

Security & Performance Analytics

Full Functionality Full Integration BYOD : Migration : Specific Skype Citrix Package With Citrix XenMobile Full functionality on any devices Acceleration Up to 90% with AppDNA Full Native Extend Policy Collaborate : User Experience From XenMobile to Intune Sharefile Integration Simplify & Accelerate Apps Roll Out with Unidesk Full Security: NetscalerIntegration Enhanced UX: Call logs in DC not in the End Contextual Access & Graphics high end and Power BI Enhanced UX: Point Performance Full Win10 UX on any devices

Personal Workspace : Security: Full Scalability on any devices Apps & Data are held centrally XenApp & XenDesktop

3 Citrix Workspace Services Delivering a secure digital workspace for your business needs, including app and desktop virtualization, mobility management and enterprise file sync and sharing

2 Virtual Apps and Desktop Services

Delivering secure access to cloud hosted or on-premises Windows/Linux apps and desktops Enterprise

Operated by Citrix Located in Azure 1 XenApp Essentials XenDesktopEssentials

(US, EU, etc..) SME New XenApp Essentials simplifies the delivery of New XenDesktop service manages, monitors and FunctionalityPrice and Windows Apps from Azure provisions Windows 10 Enterprise CBB virtual (MS ARA Replacement!) desktops on Azure

Azure Marketplace Ressource Location Cloud Connector

• Customer brings Azure subscription • Customer pays for IaaS consumption (App Workloads, Storage, etc.)

Why we must work together ? • “Win with Microsoft” is one of top 3 FY sales imperatives • Azure is our strategic, preferred public cloud • Microsoft are compensated on Citrix “co-sell” • Joint opp sharing and customer engagement • Citrix accelerates Azure consumption : • High Management Attention • 1 Virtual App / Virtual Desktop on Azure user = 40$ per user per month Azure usage • Citrix is Gold 1 Tier Azure ISV partner • Citrix accelerates customer adoption of Windows 10, Microsoft / Office 365, and EMS. • Citrix now also has a “Cloud First Strategy”! ✓ Trainings ✓ POC funding 41 © 2017 Citrix | Summit 2017 | Confidential – Content in this presentation is under NDA Microsoft & Citrix joint General Use Cases

Windows 10 Office 365 Applications Migration Migration Life cycle

External Seasonal Test & Dev Growth Employees

Devices & Security and Improving Identity Compliance Content Access Initiatives Collaboration Management

• Triple-play approach (accounts mapping) • Mapping Channel & Partners • Common events & Lead Generation • Hiring New MS Alliance Manager in Citrix France Channel Team

5-days training + certification

CXD-252: Moving the XenApp and XenDesktop Service on Citrix Cloud and Microsoft Azure course which includes: o XenApp and XenDesktop Service on Citrix Cloud (CC-XAD-CC) AND o XenApp and XenDesktop Service Integration with Microsoft Azure (CC-XAD-MA)

Companies don’t buy IoT, They buy business outcomes.

This document outlines business outcomes and solutions that can be delivered with IoT, IA and Analytics Tech Data - IoT solution aggregator

COMPLEX ECOSYSTEM MADE SIMPLE

Business Analytics/Cognitive Outcome Dashboards/Reporting

H/W Connectivity Cloud/On Premises Enterprise, Process IoT Platform System Integration

Connectivity, Apps Data Partner Network IoT Solution Aggregator

Gateways Edge Compute Analytics Security Single source Choice, time - Create new for end-to-end to-market & Innovative IoT solution components scalability services Sensors Connected Devices

#IoTinActionMS Industry Solutions Index

Manufacturing Retail Transport & Logistics Smart Spaces

Manufacturing Use Cases Retail Use Cases Transport/Logistics Use Cases Smart Space Use Cases ▪ Machine Cycle Time Analytics ▪ Smart Mirror (Augmented Reality) ▪ Stolen Vehicle Detection ▪ Smart Parking ▪ Packaging Production Line ▪ Intelligent Product ▪ Fleet Management ▪ Hotel Energy Management Optimization Recommendation ▪ Connected Driver Safety ▪ Asset Tracking (BLE) ▪ Real-time Inventory Tracking ▪ Energy Demand Response ▪ Smart Shelf Inventory Tracking ▪ Mobile Engagement for Retail ▪ Remote Refrigeration Monitoring

51 Retail Use Cases Business Outcomes In A Digital Retail Future

Store security in real-time Turn loss prevention from a reactive to pro-active state

Unreached service levels Through automation of stock management, product advice, point-of-sales systems, etc.

Better brand awareness Personalized customer experience By allowing digital intelligence into each step of Through an information push-policy from a centralized data the sales cycle, from the home to the store model through all store form factors, online and offline Continuous sales improvement By combining data from all touch points (clicks, people walking, people staring at products, actual sales, stock, customer profiles,…) in to a central digital retail store model to be integrated into legacy or third-party systems

53 Interactive product recommendation Retail

Solution Benefits

▪ Increased Sales, Conversion Rate and Cross Sell ▪ Improved Customer Shopping Experience ▪ Reduced Staff Overheads ▪ Gather Data on customer browsing patterns.

Solution

This solution uses RFID technology and an interactive screen to improve the shopping experience of customers at retail stores or libraries. Customers see images of the products they have picked up, detailed information about these products and receive product recommendations. This information could include, stock information, available sizes and product variations. Customers can also request that staff bring them recommended accompanying products.

AdvanCloud Advanced Cloud Infrastructure & Network Infrastructure AdvanLook Advannet Device/Event RFID Mgmt SW Advanced Analytics Smart Recommender Mgmt SW & API Connectivity

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54 Real Time Inventory Management Retail

Solution Benefits

▪ Reduction of out-of-stocks and misplaced items ▪ Fast location of products ▪ Persistent inventory ▪ Shrinkage reduction

Solution

An RFID-based system that provides inventory in real time of all tagged items located in a given space. Examples of such spaces are retail stores, small warehouses, hospital areas, etc.This solution also supplies the approximate location of each tagged item in real time. comprises a set of overhead antennas, spaced approximately 1.5 m x 1.5 m, connected to RFID multiplexers, which are in turn connected to RFID readers.

Cloud Infrastructure & Network Infrastructure AdvanTenna AdvanReader AdvanMux Advannet Device/Event Advancloud Advanced Advanced Analytics RFID Antenna RFID Reader RFID Multiplexer Mgmt SW & API Connectivity RFID Mgmt SW

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55 Retail Remote Refrigeration Monitoring

Solution Benefits

▪ Remotely monitor refrigerators without manual use of hand held devices. ▪ Ensure regulatory requirements for chilled goods are being met in real time. ▪ Immediate notification of loss of power to a refrigeration unit that might put chilled goods at risk. ▪ Leverage Predictive Analytics to detect failing units prior to an incident, reducing downtime and spoiled goods. Solution

Maintaining an optimal temperature in your coolers and freezers is important. If the temperature falls above or below the opt imal range, costly spoilage can occur. From prep coolers to walk-in freezers, this use case help customers maintain proper temperatures and will alert you in real-time if temperature go outside a safe zone or if a cooler door is left open or if there is a power failure.

Network Infrastructure Cloud Infrastructure & Industrial Sensors Industrial Edge Gateways Cellular Backhaul Network Infrastructure Edge Software Advanced Analytics Connectivity

[Back to index] 56 Manufacturing Use Cases Business Outcomes For Smart Factories

Handle next-gen customer demands Maintain economies of scale and scope while handling personalized, single orders through different ordering media & ordering types (BTO/CTO) Increase speed-to-market Technology can allow local and better JIT production by investing in a joint connected supply chain . Digitize R&D and operations Improve customer engagement Allow sensors to monitor the production and usage of goods and services to Make your customers product creators, track the usage and create more efficient operations and more successful value propositions performance of your products during its use and build a business on experiences instead of products only Increase service-based revenue Upgrade your products to platforms as an access door to a service-based business model, built on a modern user experience, resulting in recurrent revenue

58 Packaging Production Line Optimization Manufacturing OEE (Overall Equipment Effectiveness) Optimization

Solution Benefits

▪ Reduced Equipment Downtime ▪ Optimized Production Output ▪ Reduced Maintenance Costs ▪ Improved OEE (Overall Equipment Effectiveness Values)

Solution

This solution, through effective sensor implementation/PLC Integration, data capture, analytics/machine learning and visualization tools will allow the customer to capture or predict problems that, once address will improve production output and quality whilst reducing machine downtime within a cust omers production estate. A by product of this is that maintenance costs are reduced over time and an organizations production operations will see improved OEE (Overall Equipment Effectiveness Values).

Analytics Industrial Sensors Industrial Edge Gateways Cellular Backhaul Network Infrastructure Edge Software IoT Middleware Machine Learning Dashboards/Visualisation Connectivity

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59 Plastic Injection Machine Cycle Time Diagnostics Manufacturing Predictive Maintenance

Customer Challenges ▪ Local of global visibility of health across plant equipment. ▪ Unacceptable downtime causing reduced output. ▪ Lack of ability to predict machine failure. Objectives ▪ Improve equipment uptime. ▪ Optimise production. ▪ Gain visibility into plant operations. Solution

This solution uses a combination of sensor and PLC data to monitor for and predict production cycle failures. Combining Nexio na Mimiteq Edge and Cloud based IoT Middleware, this solution is able to process event’s locally and enforce local workflows if needs be, whilst giving a global view of the production and output using advanced analytics and machine learning to predict machine failure.

Analytics Industrial Edge Gateways Cellular Backhaul Network Infrastructure Industrial Sensors Edge Software IoT Middleware Machine Learning Dashboards/Visualisation Connectivity

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60 Smart Spaces Use Cases Energy Management for Hotels Smart Spaces

Solution Benefits

▪ Reduce operational costs through effective energy Management ▪ Reduce Electrical Fire Risks ▪ Offer Guests enhanced in-room control

Solution

The complexity, cost and pressure of running a hotel is intense. Unnecessary lighting, cooling or heating for hours while guests are away, heightened security concerns, extreme occupancy fluctuations, increasing energy costs, struggles to keep guest accommodations competitive —all attribute to the rising cost of operation and need focused attention to improve your bottom line. This energy management solution allow you to monitor, manage and control your property to help keep guests safe, systems reliable, energy consumption efficient and operations sustainable.

Analytics Industrial Edge Gateways Cellular Backhaul Network Infrastructure Sensors & Smart Edge Software IoT Middleware Machine Learning Dashboards/Visualisation Circuit Breakers Connectivity Applications

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62 Hospital Equipment Asset Tracking Smart Spaces

Solution Benefits

▪ Reduce loss and theft of Assets ▪ Monitor Asset usage and optimise placement ▪ Reduce employee time finding assets ▪ Trigger Alerts when high value assets are moved ▪ Improve response time to attend to patient needs When critical equipment is required.

Solution

Asset tracking in a hospital setting is becoming more crucial than ever. This solution allows hospitals to track high value/critical equipment to stop equipment hoarding in departments, ensure equipment can be quickly found to better respond to patient care requirements and reduce theft.

Cloud Infrastructure Analytics/Database Dashboards Companion Mobile Asset Tracking Tags Bluetooth Beacons Networking Access Points Machine Learning Data Visualisation App

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63 Supporting partners with Go To Market

Vertical Focus Tech Data & Partners Leading Partner End-User

Line of Business Vendor Solutions Solutions Solutions Consultant Architect Supporting Partner(s)

In Country Deployment IoT Sales

Leading Partner

Recurring Enablement Services & Revenue Digital Marketing

#IoTinActionMS Get ready for IoT opportunity

Preparation : Partner Practice Sales : Detect Hot Button Presales Builder How can we help? Who do we talk to?

Presales : Prove the solution Presales Present the solution Presales : Design & Architect /Conduct PoV solution What is the solution? Proving the value

Sales Deliver Proposal Sales Negotiate & Close Deploy Implementation & Measurement, Close, Deliver & Measure Get prepared to help your customer in their business transformation, IoT & Analytics Practice Builder

Contactez-nous pour un “Practice Builder”dédié, focalisé sur vos marchés… Rejoignez nous le 11 Octobre pour continuer cette discussion

Votre contact :

[email protected] 06 65 46 31 13

Et à l’occasion de la sortie du livre blanc … ”Objects Connectés et Intelligence Artificielle, technologies invisibles mais omniprésentes…Les PME sont concernées” CLOUDERA AND AZURE François Perruchon Cloudera AGENDA

• WHO IS CLOUDERA? • WHY CLOUDERA AND THE CLOUD? • WHY CLOUDERA AND AZURE?

• The modern platform for machine learning and analytics optimized for the cloud

recurring TTM revenue • Large addressable market – big data, Subscription software 44% TTM subscription cloud, IoT, ML/AI, digital transformation revenue revenue growth • Innovation driving substantial competitive advantage and extending category leadership

Customers (1) net expansion (2) • Vast and growing ecosystem of solution $100K+ software Driven by data and and service provider partners annual recurring revenue new use cases • Rapid growth with powerful land and expand economics Notes: 1. FQ1’18: 392, FQ2’18: 429, FQ3’18: 475, FQ4’18: 501. 2. Our quarterly net subscription revenue expansion rate equals: the subscription revenue in a given quarter from all customers that had subscription revenue in the same quarter of the prior year, divided by the subscription revenue attributable to that same group of customers in that prior quarter. Our net expansion rate equals the simple arithmetic average of our quarterly net subscription revenue expansion rate for the four quarters ending with the most recently completed fiscal quarter.

ENTERPRISE GRADE SCALABLE RUNS ANYWHERE

✓ Secure ✓ Elastic ✓ Cloud ✓ Performant ✓ Cost-effective ✓ Multi-cloud ✓ Compliant ✓ Lower TCO ✓ On-premises

MACHINE LEARNING ANALYTICS Pattern recognition Self-service intelligence Anomaly detection Real-time analytics Prediction Secure reporting

Customers Customers

Run on Cloudera Run IMPALA on Cloudera

Customers across 539 Customers with Plant the flag all verticals $100K+ Software ARR international strategy

TOP GLOBAL TOP GLOBAL COUNTRIES TOP GLOBAL TOP GLOBAL WITH GOV CUSTOMERS

BANKING TELCO PUBLIC HEALTHCARE TECHNOLOGY

BANKING TECHNOLOGY TELCO HEALTHCARE MANUFACTURING

USE CASES • Fraud detection • Customer • Churn analysis • Patient care (IoT) • Predictive • Anti-money analytics • Customer care • Genomics research maintenance (IoT) laundering • Threat detection • Network • Regulatory • Supply chain • Spend analytics • Predictive support optimization compliance optimization • Remote monitoring

CUSTOMERS • Barclays • Cisco • Comcast • GlaxoSmithKline • Navistar • Bank of America • Intel • British Telecom • Symphony Health • Faurecia • Citi • NetApp • Bharti Airtel • Sharp Healthcare • Sikorsky

SYSTEM RESELLERS INTEGRATORS Focus on strategic partnerships to expand reach and accelerate consumption

CLOUD & PLATFORM

CLOUD CLOUD PROBLEMCLOUDS BENEFITS CHALLENGES

• Speed of deployment • Multiple copies of data • Pay-as-you-go • Disjointed services • Self-service access • Shadow IT • Tenant isolation • On-premises integration • Workload elasticity • Cloud Lock-in

• with multiple deployment options

• and one shared data experience

DATA DATA DATA OPERATIONAL ENGINEERING WAREHOUSE SCIENCE DATABASE DATA PROCESSING FAST BI & SQL MACHINE ONLINE & REAL- LEARNING TIME • Cost efficient • Flexibility

• Reliable • Elastic scale • Fast dev to production • High throughput, • Scalable • Go beyond SQL • Secure self-serve low latency • Strongly consistent • Based on Spark, Hive, • Based on Impala & Hive & MapReduce • SQL dev environment • Based on Python, R • Based on Hbase, Kudu • Supported by Workload & Spark & Spark streaming Analytics • Supported by Workload • ML dev environment Analytics (CDSW)

DATA DATA DATA OPERATIONAL ENGINEERING WAREHOUSE SCIENCE DATABASE

VIA CLOUDERA MANAGER VIA CLOUDERA ALTUS

PRIVATE BARE METAL INFRASTRUCTURE SERVICES

SDX in EDH clusters CLOUD SDX Reference Architecture Altus SDX

HDFS, KUDU HDFS, KUDU, S3, ADLS S3, ADLS

CORE SERVICES

DATA DATA DATA OPERATIONAL EXTENSIBLE ENGINEERING WAREHOUS SCIENC DATABASE SERVICES E E

WORKLOAD INGEST & SECURITY GOVERNANCE MANAGEMENT REPLICATION

DATA CATALOG

STORAGE SERVICES Amazon Microsoft S3 ADLS HDFS KUDU

Flexibility Manageability Security

• Avoid lock-in (multi-cloud) • Unified data services • Single security framework • Same solution as on-premises • Eliminate data copies • Easy to track data lineage for and intelligent edge • Easy to troubleshoot workloads audits/compliance • Open source standards • Universally shared metadata • Safe self-service, no shadow IT

Only Cloudera can fulfill all of these customer requirements

ALTUS DATA ALTUS ALTUS ALTUS ENGINEERING DATA WAREHOUSE SDX DIRECTOR DATA PROCESSING FAST BI & SQL DATA CATALOG PUBLIC CLOUD EDH

• Platform as a Service • Platform as a Service • Platform as a Service • Infrastructure as a Service

• Batch oriented data • Cloud native data • Managed data catalog, engineering jobs against warehouse against allowing Altus DE and • Deploys Cloudera’s object stores (S3, object stores (S3, Altus DW to share Enterprise Data Hub ADLS) ADLS) metadata seamlessly (EDH), including the full breadth of services

• Provides Workload • Exposes endpoint to • Persists metadata even Analytics to optimize job connect BI Tools for if clusters are • Supports AWS, Azure performance visualization terminated and GCP deployments

Cloudera, the modern platform for machine learning and analytics, optimized for the cloud, has partnered with Qlik, Trifacta, and Bardess to jointly develop a complete platform for Customer 360 workloads available on Microsoft Azure in minutes. The solution allows you to: • Apply, Artificial Intelligence (AI), Machine Learning (ML), predictive, prescriptive and geospatial capabilities to fully leverage data assets using Cloudera Data Science Workbench • Identify patterns, relationships and outliers in vast amounts of data in visually compelling ways using Qlik • Democratize your data further by empowering business users to prep their data for analysis using Trifacta • Modernize your architecture to take advantage of a “schema on read” data-hub approach to data storage optimized for the cloud with Cloudera Enterprise • Build, test, deploy and manage your workload in the cloud through Microsoft Azure

DRIVE CUSTOMER INSIGHTS CONNECT PRODUCT & SERVICES (IoT) PROTECT BUSINESS

Delivers 200 KPIs daily to administrators for Helps its customers optimize mine production Replicated their personal data protection and more data-driven decision making using an industrial IoT analytics platform security policies within the Azure environment. THANK YOU