Over the past several months, the market for network solutions for the SMB and SME sector in Poland and the CEE region has undergone a noticeable transformation. Companies – even the smallest ones – are increasingly moving away from a ‘cheap and fast’ approach to a conscious investment in a stable, secure and scalable infrastructure. Central management, quality of service (QoS), network segmentation or redundancy – until recently reserved for large enterprises – are gaining in importance.
Robert Gawronski, B2B Channel Manager at TP-Link Polska, talks about technological trends, the gradual adoption of the Network as a Service model, the role of artificial intelligence in network management and the challenges facing integrators and operators. The expert also takes a closer look at three key business network developments for the coming years: Wi-Fi 7, multigigabit switches and management systems based on cloud and SDN architecture.
Klaudia Ciesielska, Brandsit: What changes in the market for network solutions for SMBs and SMEs do you observe in Poland and the CEE region in the last 12-18 months?
Robert Gawronski, TP-Link: In the last several months or so, we have observed a clear change in attitude among SMB and SME partners – they are increasingly placing emphasis on the conscious selection of network infrastructure. The approach in which only price was the key criterion and consumer access points or routers were installed in companies is disappearing. Today, companies – even the smallest ones – recognise that the network is the foundation for the functioning of the entire organisation.
“The approach where only price was the key criterion is disappearing”.
There is a growing awareness that infrastructure stability, security and scalability have a direct impact on operational performance. We are also seeing that partners are increasingly asking about issues related to network segmentation, access control, redundancy or quality of service (QoS) – topics that until recently were the domain of large organisations only.
In Poland and CEE as a whole, this increase in technical awareness makes us very happy – this is a space where, as TP-Link with Omada SDN solutions, we can really support the digital transformation of companies by offering business-class infrastructure in an affordable form factor.
K.C.: Are you seeing an increase in interest in Network as a Service (NaaS) models?
R.G.: At the moment, we do not see much interest in NaaS models in the segment in which we operate – that is, mainly SMBs and MSPs. The traditional model based on the purchase of equipment and deployment by local integrators is still dominant.
However, we are seeing a growing openness to managed services – especially among IT providers who are looking to diversify their offerings and increase their revenues by providing ongoing support for their network infrastructure. In this perspective, NaaS may become a natural direction for growth in the coming years.
“We are seeing an increasing openness to managed services”.
As TP-Link, we are ready to support partners in this transformation – both through flexible licensing models and the integration of Omada SDN with remote management tools (e.g. RMM/PSA), allowing them to create their own network services in a subscription model.
K.C.: Which technologies (e.g. Wi-Fi 7, mesh networks, edge computing, SD-WAN) are currently riding a wave of growth among professional customers and operators? Has any trend particularly accelerated?
R.G.: The SMB and SME sector continues to be dominated by wireless technologies – primarily Wi-Fi 6, which has become the standard for new deployments. However, there is a growing trend towards Wi-Fi 7, especially in environments with high user density, using real-time applications or requiring high quality multimedia services.
At the same time, mesh topology is growing in popularity, which is ideal for multi-storey buildings, dispersed locations or hotel facilities, providing seamless roaming and simplified configuration.
The importance of SDN solutions is also increasing – centralised network management from the cloud is now increasingly a requirement rather than a ‘value-add’. Omada SDN addresses these needs by enabling easy infrastructure scaling, automation of administrative tasks and access to real-time diagnostic data.
“Centralised network management from the cloud is increasingly a requirement today, rather than a ‘value-add’.”
K.C.: What is the adoption of AI/ML solutions in network management (e.g. automatic optimisation, threat detection) by MSPs and operators?
R.G.: Solutions using artificial intelligence and machine learning are increasingly becoming an integral part of network management systems – and not just in large corporations. In the case of TP-Link, many of the features available as part of the Omada SDN platform are based on AI algorithms – such as automatic optimisation of radio settings, predictive problem detection, network load analysis and proactive anomaly alerting.
From an MSP perspective, this is a huge value, as it enables the delivery of higher quality services without manual intervention in each configuration. This allows a single administrator to manage dozens of end-customer locations.
At the same time, we realise that not every partner or administrator feels confident about AI. Therefore, we design our tools so that AI-based functions are intuitive, transparent and fully transparent – supporting administrators, not replacing them. This ‘AI as an assistant’ approach is perfect for the MSP and SMB sector.
K.C.: What are the biggest challenges facing integrators and operators in this market segment, and how are they changing?
R.G.: One of the main challenges remains the ever-increasing number of network-connected devices – from computers and smartphones to POS systems, surveillance cameras to sensors and IoT devices. The BYOD phenomenon further complicates issues of access control, bandwidth and security.
Another challenge is the integration of new technologies into the existing infrastructure. Companies expect to modernise, but without having to replace everything – so it is important that network solutions are scalable, modular and easy to expand. Omada SDN addresses these needs by enabling phased deployments with central management and consistent network policies.
“It is important that network solutions are scalable, modular and easily expandable.”
The pressure to provide a high level of security is also increasing – even the smallest organisations today are becoming targets for attacks. This is why our solutions offer advanced security features such as ACLs, VLAN isolation, guest access control or threat analysis.
And we must not forget the integrators themselves – these are faced with the increasing complexity of technology and the need to continuously improve their skills. This is why TP-Link invests in educational programmes and technical support for partners, helping them to successfully implement our solutions and advise customers at a strategic level.
K.C.: In which areas of the business networking market do you expect the most intensive growth over the next 2-3 years?
R.G.: In the coming years, we expect dynamic growth primarily in three areas:
- Wi-Fi 7 – a new standard offering even faster speeds, stability and low latency. It is a technology that perfectly meets the needs of modern working environments, cloud-based services, 4K/8K video, and AR/VR.
- Multigigabit (2.5G/10G) switches – with the development of Wi-Fi 6/7 and the increase in devices requiring high bandwidth, the importance of wired infrastructure is growing. Multigigabit is now becoming essential both at the network backbone level and for access to workstations or NAS servers.
- Cloud and SDN management – solutions that enable remote configuration, monitoring and optimisation of the entire infrastructure from a single platform are growing in importance. For companies with multiple locations, IT service providers and system administrators, this is the basis for efficient operations today.
We are also seeing the growing importance of wired and wireless network integration – administrators expect consistent management of QoS, VLAN, security and reporting policies regardless of connection type. Omada SDN is ready for these challenges – both technologically and operationally.
