TP-Link is a globally recognized brand, having been the number 1 provider of WiFi devices for more than a decade. It has a presence in 170 countries and 41 commercial offices. The manufacturer’s portfolio is made up of ISP networks, surveillance and consumer electronics for the home, business and corporate.
The company works with different business units: Consumer | Networking, Consumer Electronics, business solutions, business networking products, business surveillance and services for Telcos.
With 18 years of experience in the industry, Pedro Pablo Rivas Castillo, Regional Sales Manager Central America & Caribbean, has been working at TP-Link for 4 years. «Part of our strategy is that our channels know our products. I am of the faithful idea that no one can sell what they do not know. We want to evangelize all our wholesalers and sales channels. It is important that they know the product and the customer’s need to recommend the necessary product,” he said.
«WE ALL USE THE INTERNET, BUT THE LAST THING WE think about IS WHAT ROUTER WE HAVE. THE ROUTER IS THE GASOLINE THAT PROVIDES THE INTERNET. A SUPER IPAD WILL BE OF NO USE TO YOU IF YOU CAN’T TAKE ADVANTAGE OF IT WITH A STABLE CONNECTION»
Besides, Rivas Castillo putted special emphasis on the need to adapt to any situation: «We are developing a tropicalization strategy, which allows us to make product selection not only due to TP LINK’s internal strategy of deepening the shelf, but also what are the needs,” he explained.
Channels Program
The Regional Sales Manager told us that they are launching a partner program in Guatemala, Costa Rica and Panama, with long-term incentives. The objective of this program is to achieve greater growth of the brand in the region. The aim is to establish a maximum of 10 partners per country to capillarize the brand.
«The objective of this program is to encourage the choice of the brand by giving it priority support, alternatives or resources to communicate with its networks or its clients. For example, if they want to come and promote a product, we can work on a strategy to help them,” said the executive. And he added: “We also offer a monetary incentive, which is divided into two categories: Gold and Silver”.
Business partners who work with TP Link will have access to Marketing funds, digital and printed publications where they appear as authorized distributors, will appear on the TP-Link website, will have the support of the brand for demand generation, support and consultations of products and will obtain discounts for volume negotiations.
Trends
TP LINK presents WI-FI 6 and WI-FI 7 connectivity.
In Central America and the Caribbean they are promoting the use of WI-FI 6, which allows having multiple devices and a type of connection with more demand. Consequently, Smart Home is presented as another trend with growth and great need in the region. “The user in Central America thinks that Smart Home is turning a light bulb on and off. We want to plan a strategy that goes further, where you not only turn it off and on, but also have it turn on automatically at night, have a voice and Smart security camera,” said Rivas Castillo.
“AS OUR LIVES BECOME INCREASINGLY CONNECTED, TP-LINK WILL CONTINUE TO SEEK EXCELLENCE AND EXPLORE THE POSSIBILITIES OF TOMORROW”
Finally, the Regional Sales Manager highlighted the brand’s portfolio as one of the main reasons why the channels should join in working with TP-Link: “We have a lot of breadth and quality of products for various needs and support,” he expressed.
