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TP-Link targeting SME market with the channel

The networking player is selling routers and wireless products via partners and is stepping up the support it can provide to continue the growth it has enjoyed so far

Networking player TP-Link relies on the channel to drive its SME business and has signaled that it is continuing to increase the support it provides partners.

The firm has seen its channel business increase at the rate of around 30% last year and has already rolled out a number of products that have been specifically designed to be delivered by partners to the SME customer base.

Building on that the firm has set up a SMB Forum community site for resellers to share best practice and is continuing to expand the headcount on its internal channel team.

Ben Allcock, commercial director for B2B at TP-Link, said that the channel had grown in importance to the firm and it now a 50/50 split between the consumer and business markets.

"We trade with nearly 4,000 resellers a year and these are unique resellers that are coming through distribution. Of those 4,000 we have [strong relationships] with about 500 of those," he added that it was open to working with more on a closer basis.

"The SMB Forum is dedicated for resellers to go and discuss ideas about how we can improve and what we are doing as a business and we would encourage resellers to talk to each other and talk to us," he added.

TP-Link works with a number of distributors, including Tech Data, Exertis, CMS, Nimans and Spire Technology specialising in routers and wireless products, both of which have enjoyed an increase in market demand, creating more opportunities for its channel partners.

"Wireless is moving swiftly into non-traditional areas," he added "we are a dominant player in the SME space we are growing at a rate and we need to support channel partners."

The firm used its presence at last month's Mobile World Congress to talk up its Omada Business wi-fi products to underline its commitment to that market.

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