As the Director & COO of TP-Link India, Mr. Sanjay Sehgal spearheads a strategic vision poised to elevate the company’s standing in India’s networking domain. In this article, we delve into TP-Link’s trajectory, exploring its strategies, innovations, and challenges under Mr. Sehgal’s leadership. Join us as we navigate through TP-Link’s past achievements, present endeavors, and future aspirations in India’s dynamic networking landscape.
INTRODUCTION AND BACKGROUND
Q. Can you please provide a brief overview of your role as the Director & COO at TP-Link India?
My Role at TP-Link is to implement strategies to drive the company’s growth, manage resources, and fostering collaboration among all teams. TP-Link is well-recognized and widely accepted as the Market leader in the Consumer category and we plan to take the brand to the next level for our enterprise-grade solutions.
Considering the same we will enhance our product portfolio with new innovations, increase our customer base, explore new markets and opportunities for expansion, develop partnerships or collaborations to extend the brand’s reach, and enhance the brand’s image through targeted marketing campaigns.
Most importantly to instill confidence in our potential target customers and ensure our commitment to the MII program, by March 2024 we plan to manufacture about 75% of our existing product range in India.
Q. How did your journey lead you to the position you currently hold at TP-Link India?
Discovering life & right career is not a straight path but a crisscross of different milestones. Each milestone is there to teach you something and move you forward if learning is taken well. I was fortunate to get learnings from my Engineering and Business Management institutes where I built a great network and looked for experiences apart from regular campus. These experiences along with taking interesting electives on campus opened my mind & expanded my horizon of thoughts.
My career primarily has been in the IT Hardware & Telecommunications sector and it has been absolutely fascinating! In the years that I spent in jobs in organizations prior to TP-Link, I went through a variety of roles including Technical support, Marketing, Partner Management & Customer relationship management. Having worked in different roles & capacities, helped me gain overall perspective from organizational as well as Partner & End customer point of view. These learnings help me visualize and guide the team & organization as a mentor/Director in my current capacity at TP-Link.
The journey can be described as a path of growth and development. It started with an idea, which then got translated into a product or service that meets the needs of partners/customers. As a company gains traction, it begins to expand its operations and reach a wider audience. This growth is often marked by significant milestones, such as developing a strong team, launching new products or services, and expanding into new markets.
However, the journey is not always smooth, and it faces challenges and setbacks along the way. These challenges include competition from other companies, changes in the market or industry, and brand perception. Ultimately, our success depended on our ability to adapt to these challenges and continue to grow and evolve over time.
TP-LINK’S PRESENCE IN INDIA
Q. TP-Link has been a prominent player in the networking industry. How has the company’s presence evolved in the Indian market over the years?
In 2009 TP-Link initiated operations in India and by 2024 we have our branch office in 5 major cities and 9 self-operated service centers across India. The company’s partner network presence has expanded across key cities, enabling effective product and service support for clients and customers throughout India.
Notably, TP-Link achieved global dominance in WLAN market share rankings in Q3 2012, and since we have been leading the way consecutively according to IDC. Furthermore, the company received recognition from Gartner for three consecutive years (2019-2021) in the Magic Quadrant for Enterprise Wired and Wireless LAN Infrastructure.
This succinct summary highlights TP-Link’s growth, achievements, and recognition in the Indian market.
Q. What specific strategies has TP-Link employed to cater to the diverse and growing tech needs of the Indian consumer?
TP-Link has strategically addressed the diverse and growing tech needs of the Indian consumer by aligning its solutions with the core customer needs of performance, price, accessibility, convenience, reliability, customization, innovation, safety, and security. Here’s a narrative that outlines how TP-Link has approached each of these elements:
Performance: TP-Link recognizes that Indian consumers prioritize high-performance networking solutions. To meet this need, TP-Link has engineered cutting-edge technologies, including Software-Defined Networking (SDN) solutions. These SDN solutions ensure optimized performance, enabling seamless connectivity even in bandwidth-intensive scenarios.
Price: Understanding the price sensitivity of the Indian market, TP-Link has implemented a strategic pricing approach. By offering a range of products across different price points, TP-Link caters to a broad spectrum of delivering quality products and features of its networking solutions.
Accessibility: TP-Link has prioritized accessibility by ensuring the availability of its products across widespread reach of our Regional Distributors and their retail channels, along with online platforms. This approach enhances the accessibility of TP-Link’s solutions, making them readily available to consumers across different regions in India.
Convenience: TP-Link recognizes the importance of convenience in today’s fast-paced lifestyle. Enterprise products offerings like the OMADA SDN, enhances the overall convenience of managing the network remotely. Our Tapo series are designed to provide users with easy-to-install, user-friendly, and remotely accessible smart home solutions, enhancing the overall convenience of managing and securing their homes.
Reliability: Reliability is a cornerstone of TP-Link’s product development. The company has consistently delivered networking solutions known for their robust performance and stability. This reliability is crucial for ensuring a consistent and uninterrupted online experience for users.
Customization: TP-Link understands that consumers have diverse preferences and needs. To address this, TP-Link’s products often come with customization features, allowing users to tailor their networking setups according to their specific requirements. This flexibility ensures a personalized and efficient user experience.
Innovation: Innovation is at the core of TP-Link’s strategy. The integration of Artificial Intelligence (AI) and Internet of Things (IoT) technologies into their product portfolio showcases TP-Link’s commitment to staying at the forefront of technological advancements. These innovations enhance the functionality and intelligence of TP-Link’s offerings.
Safety & Security: Recognizing the paramount importance of safety and security in today’s digital age, TP-Link has implemented advanced security features across its product range. Whether it’s securing the home network or IoT devices, TP-Link’s solutions prioritize the safety of user data and online activities.
TECHNOLOGY TRENDS
Q. With the rapid advancements in technology, what trends do you foresee in the networking industry, especially in the Indian context?`
ersecurity Emphasis:reasing attention on robust security measures, including protocols, encryption, and threat detection.
SD-WAN Adoption: Continued growth in SD-WAN solutions for flexibility and centralized management.
Cloud-Centric Networking: Shift towards cloud-centric approaches for seamless integration and efficient data transfer.
IoT Impact: Networking solutions adapting to the rise of IoT devices and data management needs.
Automation and AI Integration: Increasing use of automation and AI for streamlined network management.
Q. How is TP-Link adapting its products and services to align with emerging technology trends?
TP-Link® officially launched the Archer BE900, the first quad-band Wi-Fi 7 router. Unveiled on Nov. 14, 2022, during the TP-Link Wi-Fi 7 Product Launch Event, it joined other innovative products like Deco Whole Home Mesh Wi-Fi 7, Omada Enterprise Wi-Fi 7, and Aginet Wi-Fi 7 designed for Internet Service Provider markets.
In addition, TP-Link provides IP Surveillance solutions, for Home and Businesses. The Omada Pro offers a secured wired and wireless SND solution featuring WD, IPS, and packet solutions, ensuring a comprehensive approach to network security.
CHALLENGES AND OPPORTUNITIES
Q. What challenges and opportunities do you see in the current market scenario for TP-Link in India?
Challenges:
- Competition: Intense competition from local and international brands in the technology market.
- Price Sensitivity: Need to balance competitive pricing with profitability in a price-sensitive market.
- Regulatory Environment: Navigating complex regulatory and compliance requirements for product import, distribution, and marketing.
- Technological Advancements: Keeping pace with rapid technological advancements requires continuous innovation.
Opportunities:
- Growing Digitalization: Increasing digitalization in India creates a demand for reliable high-speed internet connectivity.
- Smart Home and IoT: Opportunity to expand product offerings into the smart home and IoT sectors.
- Government Initiatives: Government initiatives like Digital India and Smart Cities drive demand for networking infrastructure.
- E-commerce Growth: Leveraging the booming e-commerce trend in India for wider market reach.
- Remote Work Trend: Capitalizing on the rising demand for reliable networking solutions due to remote work and online education.
- Partnerships and Alliances: Forming strategic partnerships with local distributors, retailers, and internet service providers to enhance market reach and penetration.
INNOVATION AND PRODUCT DEVELOPMENT
Q. TP-Link is known for its innovative products. Can you share some insights into the company’s approach to product development and innovation?
Our R&D team consists of more than 2,000 world-class engineers from top universities spread across the globe.
Decades of experience and vast accumulated resources allow us to create higher quality products than our closest competitors.
Over 20 years of product testing have built our hard-earned reputation for reliability considering parameters like UES (24/7 Fault-Free Test), ORT (Ongoing Reliability Test), and Beta Test.
CUSTOMER-CENTRIC APPROACH
Q. How does TP-Link ensure a customer-centric approach in terms of product design, support, and user experience?
Product Design: Prioritizing user needs through market research and feedback for real-world problem-solving. Focus on usability ensures user-friendly interfaces for diverse audiences.
Support Services: Offering readily available resources like a comprehensive online knowledge base, user manuals, and FAQs. Multiple support channels, including phone, chat, and email options, ensure convenient assistance. Technical expertise from a dedicated support team addresses customer inquiries effectively.
User Experience: Ensuring a seamless setup with straightforward installation processes through mobile apps or web interfaces. Intuitive interfaces cater to users with limited technical knowledge. Mobile app integration enhances convenience for remote access and control. Regular software updates prioritize security, optimal performance, and user feedback-driven features.
FUTURE OUTLOOK
Q. Looking ahead, what is the vision for TP-Link in the Indian market? Are there any key milestones or goals the company aims to achieve in the near future?
TP-Link has been ranked No.1 in wired and wireless LAN for the 12 Consecutive years. Our vision is to innovate further and scale up to offer solutions to the top end of the customer pyramid as with our Layer 3 Switching, Omada Pro and Surveillance product portfolio being recently launched in India. We plan to develop & offer sector-specific solutions to target segments like Education, Hospitality, and BFSI verticals in the next two years.
Currently, we manufacture about 30% of our products through our EMS partner. This includes a variety of products, from wireless routers to switches and camera solutions, aligning with the Make in India initiative.
Our long-term vision for MII is to establish our own manufacturing facility, producing 100% of our products in India with the goal of exporting them to the Asia Pacific region.
