Sanjay Kaul - Head of Telecom Business at Apple

Former director of channel sales at BlackBerry India transformed the way iPhone is sold as soon he was given the in-charge to handle iPhone business in the country fifteen months ago.

His main strategy was localizing the distribution of iPhones to small local retail shops instead of depending only on mobile operators. He also added special EMI schemes and even discounted iPhone4 through exchange schemes. 

In his role, firstly he engaged himself with trade partners to have a better understanding on what the company was lacking and came into a conclusion that it was the availability and pricing. So, he appointed Redington and Ingram Micro as his key retail distributors which brought 10,000 major retail points for the brand.

Kaul makes decisions on distribution, marketing, expansion of sales and operator partnerships.

According to the chief of a top retail chain, Kaul has successfully bridged the gap when it comes to owning the iPhone and its affordability.