Plusnet is hoping its credentials as a dedicated broadband specialist will help attract resellers struggling with the expense of running their own network.
The ISP, which is owned by BT, is eager to ramp up its B2B operations and add to its 250-strong UK partner base. Plusnet is offering VARs white-label broadband services on a "pay-as-you-grow" model, explained Nick Silverwood, the company's head of business.
"We do not have minimum volume requirements," he said. "We will work with someone who needs 50 lines, right through to someone who needs 5,000 or 10,000. A lot of resellers with their own private networks do not want the CapEx investment of moving to the next level, [and technologies such as] fibre-to-the-cabinet and fibre-to-the-premise."
Plusnet's status as a singularly focused broadband provider sets it apart from its rivals, claimed Silverwood (pictured). Its commitment to not expanding into new areas ensures that it will never step on its partners' toes, he explained.
"We are not diversifying into VPN management, Ethernet or mobile, we are focusing on our core proposition," he added.
"We do not want to dilute what we do. Certainly in the reseller space we do not feel as though we are losing out by not offering other services, because of the benefits we can bring [in terms of] a high level of service on broadband. Often, the partners specialise in adding the value."
John Carter, managing director of Plusnet distributor DMSL, claimed the ISP gives its parent company a stronger play in the small business arena.
"If a reseller wants to market a product and offer all the support, Plusnet is by far the better route to go down," he explained.
CRN's Nima Green caught up with Chris Labrey for a quick Q&A at CRN's recent European Channel Leadership Forum
We caught up with the Atea chief exec at CRN's European Channel Leadership Forum in London
Andy Gillett has been appointed GM for the UK and Ireland
UK is one of two countries to see rollout of vendor's newest subscription service