TP-Link has been steadily scaling its presence in India, driven by a clear focus on innovation, partner collaboration, and market-led growth. In this interaction, Rajeev Ranjan, Editor, Digital Terminal, speaks with Bijoy Alaylo, Chief Operating Officer, TP-Link India, about the strategic vision behind the new office, its role in enabling partner-led growth, the significance of the incubation center, and TP-Link’s evolution from a product-centric brand to a solution-driven enterprise player in India.
Rajeev: Could you please share the vision and purpose behind setting up the new office in Mumbai?
Bijoy: With the rapid expansion of our team in India, the growth of multiple product lines, and our entry into new segments such as surveillance, it became essential for us to have a larger, consolidated workspace. Earlier, our Mumbai head office operations were split across two locations due to increasing manpower. The core objective of this new office is to bring all teams under one roof, enabling stronger collaboration and faster decision making.
We have a large conference area that doubles as a training zone where certifications such as OCNA for networking and VCSA for surveillance are conducted. System integrators and installers can gain hands-on experience with our products and earn certifications here. Since its launch, we have seen partners from across India visiting the office and appreciating both the scale and the intent behind it.
Rajeev: How do you see the significance of TP-Link’s new incubation center in your India strategy?
Bijoy: The incubation center is a very important part of this facility. It was inaugurated by Mr. Mangal Prasad Lodha, the Minister for Skill Development, Employment, Entrepreneurship and Innovation, Government of Maharashtra. He personally appreciated the initiative and described it as one of the strongest corporate-led efforts in recent times.
Through this center, startups can apply to collaborate with TP-Link on in-house R&D initiatives. The products displayed and deployed here allow innovators to experiment and build new technologies using our ecosystem. We are also opening this platform to students who wish to use the incubation center for learning and development. This aligns strongly with our vision of contributing to skill development and innovation in India.
Rajeev: How do you see this facility impacting partner training, customer engagement, and overall operations going forward?
Bijoy: Earlier, most of our training programs were conducted in hotel banquet halls. While those served the purpose, they lacked the brand immersion that a dedicated office environment provides. Today, we can easily host 60 to 70 partners at a time within our own premises for structured training programs.
When partners visit our office, interact with our teams, and see the scale of operations, it builds deeper confidence in the brand. TP-Link has always been a partner-centric organization, with customer satisfaction as a top priority. This office allows partners to directly meet our technical, pre-sales, post-sales, and backend teams, many of whom they usually interact with only over calls. Bringing everyone together in one location has significantly enhanced collaboration and transparency, exactly as we had envisioned.
Rajeev: You have witnessed TP-Link’s journey in India from a very early stage. From a leadership perspective, how has this growth impacted you personally and professionally?
Bijoy: For me, my personal and professional journeys are deeply intertwined with TP-Link. This company has been like a family. When I started my career, both TP-Link and I were at a very early stage. As the brand matured in India, I too grew along with it, both professionally and personally.
Today, TP-Link India is a mature organization, actively expanding into enterprise networking and enterprise surveillance with brands such as Omada and VIGI. Our focus now is on delivering end-to-end enterprise-grade solutions. The journey has been extremely fulfilling, collaborative, and humbling. Over 80% of our partners have been associated with us since the early days, and they continue to grow with us as we introduce new solutions. Having such committed partners and a strong internal team is something I deeply value.
Rajeev: TP-Link is increasingly positioning itself as a solution-driven brand rather than a product-focused company. Could you elaborate on this transition and initiatives like Solution X?
Bijoy: TP-Link began as a consumer-focused product company, with routers and access points largely catering to home users. As the organization matured, we evolved into a solution-oriented company. Today, we offer complete networking and surveillance solutions not only for consumers but also for enterprises and small and medium businesses.
Our focus over the last two years has been on delivering integrated solutions rather than selling individual products. Solution X is a key initiative in this direction. It is designed exclusively for system integrators and is separate from traditional channel selling. Under this program, we support system integrators throughout the entire project lifecycle, from solution design to deployment and post-sales support. We ensure that the system integrator and end customer remain connected with TP-Link for the entire lifespan of the solution.
Rajeev: Is there a specific eligibility criterion for partners to join the Solution X program?
Bijoy: Yes, the program is strictly for system integrators who focus on project-based business. It is not meant for traditional box-selling partners. The intent is to build long-term solution-driven relationships rather than transactional sales engagements.
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