Distributor Azlan has added BT Indirect Channels' (BTIC's) services to its portfolio to boost margin opportunities for data VARs.
Initially, the distributor signed with BTIC in January to sell data products, and took on its voice products in May.
The latest deal reflects the firm's recognition of the margin opportunities offered by BT's services. These include its Business Plan call packages, VPN products, broadband services and other service packages such as BT Openzone.
Alan Reeve, European business development manager for voice at Azlan, said BT's growing presence in the channel was a key factor in sealing the deal.
"With corporates and SMEs looking to reduce costs and get more value from both their voice and data, there is a major opportunity for VARs with BT services," he said.
Chris Jagusz, chapter manager at BTIC, said Azlan will expose the firm's services to many more resellers with a data background, as well as those active in the convergence space.
Mark Evans, managing director of BTIC reseller ME Consulting, said BT needs to reach more data VARs with its services.
"BT needs to do everything it can to stave off the increasing competition and it wants to win more business through data resellers," he said.
Resellers can add the services to their own portfolios easily, according to John Carter, managing director at BTIC distributor DMSL. "This will drive business for everyone. Data VARs should be selling the services as well as the hardware because they must offer customers a one-stop shop," he said.
Carter added that it is a low-risk extension to a VAR's portfolio. "It is all commission-based so BT is taking the credit risk," he said.
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