Kamran Sultan on Localisation, Innovation, and Building Trust at Schneider Electric
Kamran Sultan joined Schneider Electric in 2010 and has since played a pivotal role in expanding the company’s footprint across the region. “When I started my career with Schneider Electric back in 2010, our focus was clear, to expand business in Pakistan by bringing world-class solutions that were already successful in other markets,” he recalled. Over the years, the company has introduced several products tailored to local requirements, gradually shifting from pure imports to a strong localization strategy. In an exclusive interview with Engineering Post, Kamran Sultan, Channels Commercial Country Leader at Schneider Electric, shared insights into the company’s strategic journey in Pakistan, its commitment to localization, innovation, and efforts to combat counterfeit products while supporting the nation’s growing energy needs. One of the key milestones has been the push towards making advanced electrical solutions more accessible and cost-effective. “We moved towards localization in a structured manner. For instance, in our collaboration with one of our key panel builder partners, we source critical parts from Schneider Electric global while localizing the rest,” Kamran Sultan explained. This approach has allowed the company to maintain quality while reducing costs for Pakistani customers. A notable achievement in this direction is the launch of EV chargers in Pakistan. “We launched EV chargers in Pakistan in partnership with a very reliable company, and our system integrator, SBEEC. This strategic collaboration brings state-of-the-art EV charging infrastructure with advanced features” he said. The partnership aims to deploy hundreds of charging stations nationwide in the coming years, accelerating electric mobility adoption and contributing to Pakistan’s sustainable development goals. “This was a significant step as electric mobility is gaining traction globally, and we wanted to bring these solutions early to support Pakistan’s cleaner and smarter energy future,” Kamran Sultan added. Public Schneider Electric works closely with a network of distributors and panel builders. “We have a strong ecosystem of distributors and panel builders who represent us in the market. For the private market, our target has been type-tested MV panels. Imported panels often took longer lead time, so through localisation, we now offer completely type-tested MV panels at a shorter delivery time,” Kamran Sultan noted. To further empower panel builders, the company has introduced a special initiative for low-voltage solutions. “For the Panel builders who use genuine Schneider Electric products, we have a program called ‘Panel Builder Development Program’ for their better understanding of implementation of the Schneider’s high-end products. We import type-tested enclosures up to 6300 amps and provide these to our panel builders. They have become our new partners, enabling them to deliver high-quality, compliant solutions,” he added. This model has strengthened local manufacturing capabilities while ensuring adherence to international standards and boosting the local engineering ecosystem. Innovation remains at the core of Schneider Electric’s global and local strategy. “Innovation is fundamental to how Schneider Electric creates value for its customers worldwide, including here in Pakistan. By investing around 3–4 percent of our global revenue in research and development, and by drawing on expertise from our R&D centers across Asia, Europe, and North America, we are able to introduce solutions that strengthen energy efficiency, sustainability, and digital resilience for Pakistan’s evolving energy and infrastructure needs” Kamran Sultan highlighted. Looking ahead, the company is preparing to introduce cutting-edge IoT-based products. “We will soon be launching IoT-based products like air circuit breakers MTZ Active that are completely controllable even through mobile phones.” he revealed. Such advancements will help Pakistani users monitor and control their energy consumption in real time, promoting sustainability even in areas with unstable power supply. Public Kamran Sultan remains constructive about Pakistan’s long‑term market fundamentals, particularly in the context of energy efficiency and infrastructure development. He noted that Pakistan continues to face structural challenges in its energy landscape, creating a clear need for reliable, efficient, and digitally enabled electrical solutions across industries. “Demand for energy management and automation solutions is steadily growing in Pakistan as customers look to improve efficiency, reliability, and compliance with international standards,” he said. “Over the past few years, Schneider Electric Pakistan has achieved strong business growth, driven by increased market demand, our focus on localization, and the trust placed in our brand by customers and partners” Kamran Sultan stated proudly. Pricing strategy has also been adapted to suit Pakistani realities. “We offer special pricing for the Pakistani market to make our solutions more accessible without compromising on quality,” he mentioned. In the switches and sockets segment, Schneider Electric has structured its portfolio to address varying customer preferences and project requirements. Kamran Sultan explained that the company offers multiple product ranges to serve both premium and standard segments, combining performance with contemporary design. “In many projects, purchasing decisions are influenced not only by technical requirements but also by design and finish. That is why we focus on offering modern, seamless design options across different price points, without compromising on safety or reliability,” he said. He also highlighted the importance of correct product application across different use cases. “In Pakistan, we often see similar electrical solutions being used across residential and commercial environments, including hospitality projects. At Schneider Electric, we place strong emphasis on engaging with consultants, contractors, and customers to build awareness around application-specific solutions that enhance safety, performance, and energy efficiency,” Sultan added. Public Counterfeit electrical products continue to be a challenge for established global brands operating in Pakistan, particularly in segments where safety and reliability are critical. Kamran Sultan acknowledged that the misuse of trusted brand names can create confusion in the market. “As a well-known brand, Schneider Electric places strong emphasis on protecting customers from non-genuine products that do not meet our safety and quality standards,” he said. To address this, the company has taken a multi-pronged approach that combines market engagement, digital tools, and stronger channel visibility. Schneider Electric has actively worked with market stakeholders to transition informal or grey-channel activity towards authorized distribution, ensuring customers have access to original products backed by warranty and technical support. More recently, Schneider Electric has strengthened its digital ecosystem in Pakistan with the launch of its first ever Schneider Electric Marketplace and a dedicated Partner Locator website. These initiatives enable customers, consultants, and contractors to easily identify authorised Schneider Electric partners and purchase genuine products through verified channels. “By improving transparency and access, we are making it easier for customers in Pakistan to choose authentic products with confidence,” Sultan explained. He added that counterfeit monitoring is supported through global oversight and local execution. “We continuously monitor online and offline channels and work closely with our partners to safeguard customers, while also raising awareness about the importance of using genuine, application-appropriate electrical solutions for safety, performance, and energy efficiency.” Kamran Sultan underscored the long‑term value of prioritizing product reliability, safety, and compliance in electrical installations. He noted that using certified, application‑appropriate solutions plays a critical role in meeting international quality and performance expectations. “When customers invest in genuine, standards‑compliant products, they reduce operational risk and simplify alignment with global quality and safety requirements,” he Public said, adding that this becomes increasingly important for businesses engaged in regional and international supply chains. He concluded by reaffirming Schneider Electric’s long‑term commitment to Pakistan. “Our focus is on supporting customers through reliable technology, local expertise, and digital innovation. We see Schneider Electric not just as a supplier, but as an energy technology partner, working closely with industries, infrastructure developers, and channel partners to help them operate more efficiently, safely, and sustainably.” Kamran Sultan added that Schneider Electric’s strategy in Pakistan is anchored in sustainable growth, localization, customer education, and trust. Aligned with the company’s global direction of Advancing Energy Tech, Schneider Electric aims to support Pakistan’s evolving energy and infrastructure needs by delivering future‑ready solutions that enable efficiency, resilience, and digital transformation across the value chain.
