Latest BT bundle could ‘tread on channel toes’

One of BT’s top distributors has argued that the launch of BT Total Broadband could put the carrier on a collision course with low-end data VARs.

Aimed at firms with between two and 50 employees, the broadband package bundles BT’s business-grade broadband with its voice over IP, internet security and Business Essentials software, and helpdesk support.

Lee Williams, network services division director at BT gold partner Rocom, said Total Broadband represented an opportunity for voice VARs to move to a wider convergence sale.

But he added: “IT support VARs that have LAN support at their core may see this as BT treading on their toes because they can already do this by themselves.”

But Phil Purssey, sales director for the indirect channel at BT Business, said: “By launching the most complete broadband package just for business, we’re giving resellers everything they need to target this market demand.”

Williams could not say what proportion of Rocom’s 800 resellers would be responsive to the new package because it would involve them “moving from a resell model back to a referral model”.

“We’re talking about security and helpdesk support, and a lot of voice resellers don’t have this capability,” he said. “They already have a good brand in BT to go through the door with and can now offer further services around this.”

John Carter, managing director at rival BT distributor DMSL, said: “This will ignite sales in the channel. Previously, to get extra features you had to tick loads of little forms on the web site, so no-one bought them.”

BT shuns channel over small-business bundle