Almost nine of out 10 businesses can now access broadband services, providing the channel with an opportunity to pick up commission and sell products and add-on services.
Resellers can upgrade their customers to Asymmetric Digital Subscriber Line in 90 per cent of the UK, as BT switched on its 2,652nd exchange.
BT Indirect Channels (BTIC) already offers incentives to sell broadband connections. BT told CRN last week that the opportunity is growing for the channel because there are still thousands of businesses that have yet to be connected.
To reach these firms, Chris Jagusz, general manager for chapter management at BTIC, said resellers should sell broadband with at least one service on top. "There should be no naked broadband," he said.
"In the past, people have looked at broadband as being fast and always on, but there is much more to it with the services and applications on top."
John Carter, managing director of BTIC distributor DMSL, said broadband take-up is quite low. "VARs have a big opportunity because all businesses should have broadband. The money for resellers comes from broadband-enabled products," he said.
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