BTNet hooks up to the reseller channel

British Telecom subsidiary BTNet is making its first in-roads into the channel after appointing three distributors to set a reseller programme.

The internet access service has appointed Techex Communications, Anixter Distribution and DTN to cope with the growing demand from users. Previously BT had been handling sales direct.

John Swingewood, director of internet and multimedia services at BT, said: 'There is so much demand in the market for this type of high-speed, dedicated internet access service that it was a case of when we moved into the channel, not if.'

He said the appointment of the distributors was designed to serve the needs of resellers which would be supplying internet systems incorporating BTNet. By moving into the reseller channel, BT hopes to appeal to a wider audience.

Helena Wand, MD of Techex Communications, said: 'We are keen to join forces with Vars specialising in the delivery of technologies that enable the BTNet service to be bundled as a total system.

'In our experience, customers prefer a single supplier.'

Swingewood added: 'We will develop our relationships with these valued distributors, providing product marketing support, advice, training and tailored systems.'