BTIC redirects SMEs to resellers

BT Indirect Channels continues to push advantages of indirect sales and support

BT Indirect Channels (BTIC) has transferred 250 of its SME customers from its direct to its indirect sales division as it continues to push the advantages of indirect sales and support.

This follows a similar move last year when it migrated 44 corporate customers from BT direct to BTIC.

The 250 customers were previously supplied and managed directly by BT, but the company spent the end of last year attempting to build bridges and advocating the benefits of the channel (CRN, 16 December).

"We have transferred these customers because we have found that partners are an extremely effective way of managing accounts. They offer the local contacts and the solutions that customers want," said Chris Jagucz, head of business development at BTIC.

Smart Connections and distributor Rocom are two of the companies set to receive business from the SME customers.

Keith Humphreys, an analyst at EuroLAN Research, said this is a good move for BT and it has positive repercussions for the channel.

"This is a good business decision for BT because customers get to see a reseller in person rather than just a name that you cannot always get through to," he said.

"For resellers, if they are the first contact the customer calls then they can get into deals early."

Clive Longbottom, service director at Quocirca, agreed. "SMEs are too expensive for BT to look after directly in this market and it does not understand them," he said.

Longbottom added that BT is better off going indirect and giving the relationship to the channel.

"This lets the channel deal with often angry customers while allowing BT to keep its ostrich act going," he said. "If I were in the channel I'd be knocking hard on BTIC's door trying to get a slice of the action."