BT and DMSL ready to push convergence
Telco giant to boost convergence opportunities for resellers
BT and distributor DMSL are keen to increase reseller ranks and push convergence benefits to the channel.
The telco giant hosted a VAR day last week for 80 DMSL channel partners to highlight the immediate convergence opportunity in the channel.
Mark Cornell, head of BT Partner Management, told CRN: “BT has been in the indirect channel for over 10 years, and we have been putting increased awareness into the channel. We have thousands of VARs and are seeing more and more resellers being active. We have also brought 80 specialists on board to assist resellers.”
Cornell added that BT is investing in marketing support for the channel, and advising VARs on creating new revenue opportunities as traditional streams erode.
John Carter, managing director of BT distributor DMSL, said: “There is a huge opportunity in the channel for convergence and BT has the strong brand VARs need. The overall view is that IT resellers are taking ownership of the convergence market. IT
VARs have been selling the equipment for many years and are already skilled up.
“We are on a big recruitment drive for resellers. DMSL has 600 VARs, and BT could get 5,000 active resellers onboard in total.”
Carter added that broadband and voice over broadband are two major areas for resellers to expose and create additional margin.
Rob Bamforth, principal analyst at research house Quocirca, said: “The opportunity as everything converges is that costs are being driven down and more services are created for the channel.
“I think 5,000 resellers is a good figure, providing this is a mix of small regional specialists and larger firms with more weight behind them.”