Resellers 'can get satisfaction' from BTIC
BT's indirect selling arm claims increase in reseller satisfaction
BT Indirect Channels (BTIC) is claiming a marked improvement in reseller satisfaction and said it will develop strategy through channel consultation.
The telco's indirect selling arm released its annual survey of partner satisfaction, revealing a 75.5 per cent satisfaction level. This figure signals a small rise from 74.8 per cent a year ago.
Rakesh Mahajan, general manager of strategy and business development at BTIC, said: "When you get to satisfaction levels of over 70 per cent you cannot expect [the figure] to rise much because some partners always have reservations. As with any working relationship, there are always issues to address."
BTIC has had problems navigating its mixed sales model in the channel but has claimed its interaction with partners is improving.
Mahajan said running direct and indirect sales together leads to conflict, but the indirect channel is now playing a more significant role.
"Now that customers are requesting more complex [roll-outs], our direct sales are looking at partnering with the channel where it does not have the skills," he said.
Mahajan also described the importance of regular communication with the channel. "We can sit in our ivory tower and say this is what our strategy is, but we are going out to partners and asking them what they want," he said.
Maurice Lee, managing director of reseller Premises, agreed that BTIC had improved over the past year.
"Mark Hollister has brought more channel experience with him and this has worked," he said. "There is more talk between us, and our BTIC account manager keeps our sales team up to date through regular contact."