With up to 70% commission share

Join the 2017
BT Reseller Programme

Join BT Partner of the Year for Fixed Services

Become a BT Reseller in partnership with The Network Union. One of a select few Premier Partners of BT. We're fast becoming a go-to option for companies looking to open up additional telecoms revenue streams from the BT Business channel.

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Start selling the full BT Business portfolio including Broadband & Lines, BT Mobile, BT Cloud Voice, BTNet Leased Lines, Managed Services including MPLS, VPLS and SD-WAN.

The Network Union is a Premier Partner of BT, one of only a select few Partners recognised for our ability to successfully offer value to BT clients.

We're also the go-to resource for companies considering adding the BT Business portfolio with the intent of creating a new or additional revenue stream.

We're currently offering up to 70% commission share for the right applicants.

And, you're safe in the knowledge that we're a good option for your business.

  • BT Partner of the Year 16/17
  • BT Premier Partner
  • Most Innovative Partner
  • Best new Partner (Back in the day)

Start your BT Reseller application?

Complete our application form with as much information as possible.

We'll get back to you and arrange an initial call.

What you need to know? Remember that we are business to business only. BT own the customer contract, they support and bill the client.

If you're looking for a white label channel relationship, let us know and will advise on the best route.

Get started

About our Programme

How to become a BT Reseller, the video.

How to join the BT Reseller Programme?

1

More detail about our Reseller Programme.

We'll discuss the options surrounding how to begin selling the BT Business portfolio of products and services. At a high level, businesses have the choice to apply for a full BT relationship (we are such a partner) or become a sub-partner. BT refer to sub-partners as Authorised Resellers. * Note, as of mid-2017, BT Resellers are now called Authorised Suppliers.

If you’re interested in becoming a telecoms reseller via The Network Union, complete an application, or read on to learn more.

Discussing the options, how to sell BT services?

At a high level, there are a number of choices for businesses considering selling the BT portfolio.

The most commonly known entry points are either BT Wholesale (BTW) or BT Local Business (BTLB), both of which present significant challenges to the applicant.

Wholesale requires a reasonably large turnover together with your own support and delivery staff. What's more, you will also require network infrastructure to aggregate wholesale services.

This isn't the case for all BTW services, but any serious applicant to wholesale will need to consider whether wholesale products will be suitable vs your capability.

BT Local Business owners are franchisees with access to the brand and product set. All billing and support services are provided by BT directly with the LB (Local Business) paid a commission depending on the product. The LB proposition may, at this point, appear attractive but readers should note that BT will require your business to demonstrate good cash flow (approx £100K or more balance, don't quote us on that) with your employees ready and able to support the business moving forward.

Also, a firm strategy and route to market must be demonstrated. The LB is not owned, and the licence is returned to BT once the relationship ends.

The above two options may sound a little too onerous; there are further options, Partner or Reseller.

BT also allow organisations to apply for Authorised status either as a full partner or reseller. The term reseller is a little misleading (in our opinion) since BT resellers do not contract with the end client or add fees or margins which are typically associated with a reseller business. The title of 'partner' or 'reseller' is assigned depending on your engagement requirements.

The programme we are offering will allow you to become an Authorised Reseller of BT.  

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The Network Union is a full BT Partner.

  • Each year, BT authorise a number of partners based on their ability to add value to the BT Business product set from lines and broadband through to data services such as MPLS and VPLS.
  • A full partnership requires focus and a solid route to market as BT set targets on new business which are reviewed on an annual basis.
  • Also, BT will conduct due diligence on your overall business to check suitability both from a governance perspective but also whether or not they feel any targets are achievable.
  • With this in mind, obtaining a full partnership is only advisable if your organisation can provide real focus across the entire BT telecoms portfolio. As an example, if you are a telemarketing agency focused on lines and broadband, a full partnership is probably not the right choice.

Join the BT Reseller Programme as a sub-partner of Network Union.

An alternative to the demands of a full partnership is to subcontract with an existing partner. 

As a sub-partner or, using the correct BT terminology, Authorised Reseller, your organisation will be able to leverage the BT Reseller brand and associated products. The Reseller programme is ideal for companies looking to focus on a few core products without the need to hit fairly significant targets.

Network Union will support you on BT systems and products including more complex data services should they be of interest at any point.

Whether you decide to process a Local Business, Partner or Reseller application, the commissions are the same.

There are three reasons why the BT telecoms reseller programme may be of interest.

  1. Telecoms is not your core business, but there are opportunities to introduce services to your clients for additional revenue
  2. You are experienced in telecoms sales but lack the technical expertise to close more complex solutions
  3. You have a focus on a few products and do not wish to be subjected to a full targeted partnership directly with BT, e.g. telemarketing
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The products, technologies and available products.

  • BT Voice products including ISDN and SIP-based services. BT's traditional ISDN services are in decline across both ISDN-2 and ISDN-30. There is no doubt that the marketplace is changing - BT are meeting this decline head on with SIP products which provide both hosted (BT Cloud Voice), gateway (Q1 2018) and simple conversion.
  • BT Broadband. The BT fibre network is extensive with both standard ADSL and FTTC fibre based products the norm. We have a tool available to check locations vs product capabilities in any given area.
  • BT Business Lines. Value, Standard and Critical care lines are all within portfolio.
  • BT EFM, fibre leased lines. Over and above broadband, 100Gbps and 1000Gbps Ethernet leased lines are widely available together with Ethernet First Mile providing symmetrical bandwidth and Ethernet handoff.
  • BT Data Services. Short Haul fibre (SHDS) and optical services all form part of the portfolio. MPLS, VPLS & SD-WAN connectivity with full sales support, design and pricing from Network Union offers a way up move from the more commodity based services.

We provide full training on the portfolio.

The most successful BT Resellers and Partners gain a thorough understanding of the business product set. BT is viewed as a premium product which means selling on price alone is not a wise strategy.

The entire portfolio is available but we strongly recommend you begin with some core products of interest and build your sales expertise over time.

Business Broadband, Business Lines and Business Mobile are all staple products within the portfolio.

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Some aspects of becoming a telecoms reseller vs. the BT agency model?

  • Setting up as a telecoms reseller (where you contract with the customer) is often a risky and challenging business.
  • Not just for a new business but also for those companies that are successful in their chosen niche. As with any new business, there's a risk for both yourself and the client.
  • Telecoms reselling is the typical approach where you buy from a provider, add margin and sell those services to your customer.
  • The issue is that your client will no doubt require a track record and a stable company to contract with and, when you are a new business, this level of stability was difficult to demonstrate.

An existing IT company looking to earn revenue from BT products.

This is a typical scenario - most IT companies providing a service, whether software or hardware, will have some dependence on telecoms. So, why not become a telecoms reseller and take advantage of additional revenues?

Firstly, telecoms is not your core business so your staff will either require some training or you will need to invest in new employees. Sure, this is probably not the case if you are only selling BT reseller broadband packages - perhaps - but becoming involved in the more lucrative MPLS WAN reseller space or reselling SIP will require expertise and time.

So, in short, becoming a telecoms reseller in the true sense of the word is not an ideal fit for everybody. As we alluded to earlier, there is another option. BT Business Partner sales. It is important to state that BT is not the only company offering organisations the opportunities to sell products in this way but they are the only provider we know of with such a mature setup.

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Conclusion. Reseller vs. Partner.

  • A BT Authorised Reseller does not carry any targets, and there is no expectation in terms of achieving revenue other than a basic discussion on the numbers which are achievable.
  • The only disadvantage of becoming a subpartner is the commission share. This is why working with the right partner is important - the master partner should provide you with the expertise required to sell successfully. 

Final thoughts.

If you’re aligned with the right partner, you will not require the expertise to sell complex solutions such as MPLS or Cloud Voice since the master partner will provide the presales knowledge on your behalf.

This means their resource will be available to qualify opportunities, attend meetings and help close and architect any designs which are required. Selecting the right master partner is important - some BT Business Partners only possess expertise within certain areas of telecoms, for example, voice or broadband.

Our expertise revolves around the entire connectivity space. As an example, one organisation we work with is a commercial estate agent.

The BT subpartner setup works perfectly for them since BT would not take on an estate agency for full partnership because their core business capabilities do not align to the typical telecom reseller outline. Another subpartner we work with is actually within the cloud computing arena.

Their reason for becoming a subpartner is because they really don’t have the expertise within the connectivity side of telecoms but also because they did not want to take on a full BT target.

The BT master partner should be available to answer questions, provide you with training and, as mentioned previously, attend meetings and complete designs.

Although Network Union are known for our skill set and capabilities across MPLS and VPLS for Enterprise WAN customers, the last three years has seen the development of a two tier model with a push on both data services and Business broadband, PSTN lines and Call packages. Our partnerships offers:

  • Training on BT ordering systems and all products
  • Access to more complex services
  • Resources for face to face meetings on larger opportunities
  • Regular half day workshops to review performance and opportunities

Note: your customer will contract directly with BT but you will receive commissions for the sale. Although you get to own the client relationship, the risk of supporting, billing and delivering services is negated.

Lastly, if successful, you could be driving a van like this one. Complete an application to join the programme now.

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THE COMPLETE LIST OF BT BUSINESS SERVICES

IP COMMS

WAN / SIP / TRADITIONAL TELEPHONY / LAN / WIRELESS / CALL RECORDING / MERAKI

INFRASTRUCTURE

DATA CENTRE / SERVERS / VIRTUALISATION / STORAGE / DATA MIGRATION / BACKUP / CONTENT FILTERING / SECURITY AND PCI COMPLIANCE

CLOUD SERVICES

BT COMPUTE IAAS / PRIVATE CLOUD IAAS / OFFICE 365 INTEGRATION / DESKTOP VIRTUALISATION / MICROSOFT AZURE

MANAGED SERVICES

MPLS / VPLS / ETHERFLOW ETHERNET / BTNET LEASED LINE / CLOUD / SECURITY

THE FACTS

24/7 SERVICE DESK / TECHNICAL EXPERTS / ITIL3 PROCESSES / ISO27001 SECURITY / ISO20000 ITSM / EVENT MANAGEMENT / IL3 / GPG13 SERVICES / 3RD PARTY MANAGEMENT

THANKS FOR READING

BT Partner of the Year

BT Partner of the Year 16/17. The Network Union Limited.

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