BT sales director sets sights on SME sector
Telecoms giant to focus on SME broadband market
BT will concentrate its efforts on the SME broadband market, according to its recently appointed sales director.
Phil Purssey joined the firm as sales director for indirect channels six weeks ago. He told CRN the channel will play an essential role in winning the SME broadband battle.
“Our focus is about getting broadband spot on,” he said. “We can see the benefits to SMEs and they are at the forefront of the equation. There is no one not talking about the benefits of broadband and how it leads to convergence.”
Purssey added that BT is offering more support to resellers looking to concentrate on broadband, and both voice and data resellers are looking towards convergence.
“We are developing specialist teams to support the channel, and are looking to identify and work with more partners,” he said.
John Carter, managing director at distributor DMSL, said the success of BT in the broadband market is critical to the telco.
“With the rise of voice over IP and broadband TV, BT needs the pipe to make the money,” he said. “Without broadband, BT hasn’t got a business. BT needs local resellers to make broadband connections in the SME market.”
Carter added that DMSL works with both voice and data resellers, but data VARs have established a strong position because of the reliance of IP in networks.
“We want more resellers. We have 600, but want 1,000 VARs by Christmas,” Carter said.
Clive Longbottom, service director at analyst Quocirca, said BT was in a good position.
“BT manages the last mile [of a broadband pipe] so broadband is always on a BT-leased line,” he said. “BT also owns all the endpoints, equipment and exchanges and has a much greater capability than its competitors. It just has to get its act together in knowing what SMEs need.”