Table of Contents
In this market guide, Robert Sturt (Managing Director for Netify) will outline the options for businesses and organisations wanting to become a Partner or Reseller for BT. This can be completed by applying to Netify (via our Distribution Programme) or engaging with an alternative BT Partner.
Robert Sturt has worked as the Managing Director of Netify (formerly The Network Union) since 2012, bringing significant experience across working as an Authorised Partner of BT. Netify have won several awards including Partner of the Year, Most Brilliant Partner, Innovation Partner of the Year, and recently, Cloud Voice Partner of the Year 2024.
After reading this Netify market guide, you will understand the following:
- How to become an Authorised Reseller of BT
- How to become an Authorised Partner of BT
- Understanding BT’s Partner and Reseller Programmes
What is a BT Reseller?
An Authorised BT Reseller enables companies to access BT Business products and services via an existing Partner or Distributor for BT (example, Netify). Becoming an Authorised BT Reseller is the simplest way to get started as there are typically no targets or commitments required to begin reselling. The application process is much simpler when compared to becoming a Partner or BT Local Business, typically only taking 2 or 3 weeks.
What is the eligibility and application process to become an Authorised BT Reseller?
- All interested parties will require a Limited company, business email address, and website.
- Register your interest by completing an initial application form here.
- Netify will perform due diligence on your company and any listed directors.
- You will be required to complete a BT nomination form, please download a copy here.
- You will be required to complete compliance onboarding, covering BT brand guidelines.
- Netify will provide product and process training.
- BT will provide you with a unique Reseller ID known as an ORCA code.
What are the roles and responsibilities of your contracted BT Partner?
Your chosen partner is there to manage your relationship with the BT Business Partner channel. While your relationship is contractually with the partner/distributor, you will also have interactions and receive sales support from BT Sales Specialists, which includes Partner Manager, Cloud Voice, and data product support.
Your contracted Partner is also responsible for all aspects of administration, including order placement and sales reporting. In addition to sales, the partner is responsible for ensuring compliance (including anti-bribery and corruption), and BT brand guidelines are upheld and to standard.
What is a BT Partner, and why do you need to engage with one?
An Authorised BT Partner holds a direct relationship with the BT Partner Channel. This is in contrast to Authorised Resellers which contract with an existing BT Partner. Becoming an Authorised Partner for BT requires significant trading history with higher turnover vs Resellers, good route to market, sales and compliance infrastructure with strong processes, including compliance. The application process typically takes a number of months and follows a strict process.
What are the roles and responsibilities of a BT Reseller?
We mentioned that the partner is responsible for compliance. However, all BT Resellers must ensure they adhere to their own compliance process. The BT guidelines document outlines how to use the BT brand; failure to follow this guide will result in the removal of your BT Reseller status.
BT Resellers are responsible for ensuring adequate product and brand guidelines are instilled within their organisation. Working with BT presents an excellent opportunity, but access to the brand is not without limitations.
Should you apply to become a BT Reseller or BT Partner?
The answer does not just depend on eligibility. Starting a direct partnership with BT Business requires significant commitment to sales targets and associated compliance. The partnership option may detract from your own business, resulting in a negative outcome.
Becoming an Authorised Reseller means you can maintain a focus on your core business with the support from an existing BT Partner. There are no targets, and your business is supported by the partner across compliance, admin, and product training.
- Consider whether your business would be eligible to join the direct BT Partner Programme.
- Consider whether your business is capable of assigning resources to compliance and processes.
- Understand that to become a BT Partner, your business will require a high turnover with a solid route to market.
- Beginning your BT relationship as a Reseller is a much more straightforward application process.
- All BT Resellers are supported by the Distributor across onboarding, training, compliance, and day-to-day sales.
What BT products and services are available to resellers?
| Product Type | Technology | Speed Tier |
|---|---|---|
| Solo Broadband provides internet only. No telephony services or telephone numbers are provided. All BT services are fully digital. | SOGEA | Up to 76 Mbps |
| FTTP | 150 Mbps | |
| FTTP | 300 Mbps | |
| FTTP | 500 Mbps | |
| FTTP | 900 Mbps | |
| Broadband + Cloud Voice Express is provisioned with number porting from an existing provider or a new number. Includes a digital handset with optional unlimited UK calling. | SOGEA | Up to 76 Mbps |
| FTTP | 150 Mbps | |
| FTTP | 300 Mbps | |
| FTTP | 500 Mbps | |
| FTTP | 900 Mbps |
- SOGEA offers speeds up to 76Mbps
- FTTP (Fibre to the Premises) offers speeds up to 900Mbps
Resources
Use the following resources to help with your BT Reseller research. If you would like to discuss further, please reach out to Netify.
