A direct channel engagement model helps TP-Link understand the partner’s mutual objectives

Sanjay Sehgal, Director, TP-Link India 
 

“Identification and classification of partners based on primary objectives has been the key to formation and development of our channel partner ecosystem. The Primary objectives are penetration in to specific market segment/vertical or new territory.  Having enrolled them in channel partner ecosystem we -  

Establish routine communication and be clear about priorities and expectations from the start.  

Be consistent in partnership goals, aligning partner incentives with our sales principles.  

Invest in sales training  

Make it easy for customers to find partners by promoting their services and sharing their contact information directly on our website.  

Sales support and account management 

We have a direct partner engagement model wherein our team engages with key focussed partners to understand the goal and vision of their organisation and then builds the support plan around it to meet mutual objectives.  

With respect to helping small and medium businesses stay ahead of the curve with the right implementation and optimal utilisation of digital infra, we conduct road shows, trainings, seminars for end customers to help them choose the most optimal solutions for their business needs rather than over budgeting on both technical as well as financial front.  

Education, Hospitality and logistics are the top 3 verticals adopting digital transformation at present, while Cloud computing, Artificial intelligence and product management are amongst the top trending technologies in 2023.”