TP-Link MEA unveils SMB Partner Programme
Networking vendor seeks to recruit systems integrators for its SMB business offerings
TP-Link Technologies Co Ltd, a global provider of SOHO, SMB networking products and wireless LAN solutions, has unveiled a new SMB Partner Programme for the Middle East and Africa (MEA).
The launch, which was held at Burj Al Arab in Dubai, saw more than 60 systems integrators (SIs) from the UAE market attend the event, where TP-Link outlined its go-to-market strategy, competitive advantage and, the company's research and development (R&D) commitments.
According to the vendor, the launch of the SMB Partner Programme paves the way for the company to recruit and develop a select number of SI partners who will resell its SMB products and solutions in the region.
Lucas Jiang, general manager, TP-Link Middle East and Africa (MEA), said the launch of the SMB Partner Programme will see the company work closely with its distribution partners to identify and on board the right partners for the SMB business across the region.
Jiang added that TP-Link is seeking to recruit, train and certify new partners that will be tiered in three categories namely Authorised, Silver and Gold. "We are delighted to have finally unveiled a partner programme that will support the development of our SMB business in MEA," he said. "We are hoping to replicate the success that TP-Link has enjoyed in the SOHO space."
He explained that a key element of the programme is the training component and partners will be required to undergo training and get certified.
TP-Link is offering two certification programmes for pre-sales and sales, and technical people.
According to the networking solutions vendor, the sales and pre-sales training will see partners that go through the programme and pass an online exam get certified as a TP-Link Network Associate (TPNA).
On the technical front, partners that take their employees through the technical training initiative and pass the online exam will be recognised as a certified TP-Link Network Professional (TPNP).
Jiang explained that the partner tiers are linked to training and TP-Link has already started the process of identifying SIs it would like to engage in the region. "We are looking for partners that are not doing business with us," he said. "We have already created a dedicated partner portal, where interested partners can register to start the engagement process. In addition, all the course materials to help partners prepare for the TPNA and TPNP certifications are already available online."
He added that once a partner has been engaged, they will be guided on the training and certification paths.
According to Jiang, Gold partners will be expected to have two certified TPNAs and one TPNP to maintain the partner tier in addition to agreed sales targets both in terms of volume and quality of projects implemented.
He added that Silver partners on the other hand, will be expected to have one certified TPNA in sales and another in pre-sales. "We have also developed a scheme that will incentive the individual (pre-sales, sales or technical staff) and rebates that will go to the SI that has achieved strong sales and invested in training and growing the share of the SMB business in the market," he said.
Jiang pointed out that the initial focus with the new programme will be in the GCC before extending the initiative to other countries in the broader MEA market. "We are upbeat the programme will offer the much needed support for our SIs to grow their share of business with our solutions in the SMB segment," he said.