BT claims to have “recommitted” itself to the channel with revamped contract and commission structures and an increased portfolio.
The telecoms giant held a review of its channel operations last year. Danny Longbottom assumed a role as general manager of indirect partners in November.
From 1 July, BT introduced a new commission structure, with payments added to
a number of products. Longbottom indicated BT is “paying quite a bit more on calls and lines”.
Payments are now also made up front, shortly after orders are placed, rather than over the life of a contract. Partners will be particularly rewarded for winning new custom.
“There is onus on incremental and acquisitive business,” said Longbottom. “We are acknowledging that we are not going to pay as handsomely as in the past for people to defend our base.”
BT has now opened up its entire portfolio to channel partners and also bolstered support for SME-focused resellers. Partners are also being offered two- or three-year partnership contracts.
Longbottom said he wanted to add to the 20 resellers and five distributors currently on board.
“If you go back a year, there was a lack of clarity as to what BT was going to do with the channel,” he said. “The message is we are absolutely committed to the partner community and to the channel.”
John Carter, managing director of distributor DMSL, said: “It is a changing market and a huge amount will happen in the next two years – it is a good time to be in the channel.”
He added that the new structure was a double-edged sword.
“My view is that you [should] look after your customer base and upsell them,” he explained.
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