January 5, 2004
BT Indirect Channels enhances its voice channel
BT Indirect Channels (BTIC) continues to demonstrate
its commitment to the voice channel
with the recent recruitment of six
directly-contracted voice partners
and a dozen resellers. BTIC
will be working with these new partners
to maximise voice opportunities by
selling products such as BT Business
Plan. When introduced earlier in the
year, BT Business Plan was heralded
as a step change in BTIC's approach
to the voice market.
Neil Watson, general manager specialist sales and new
partner programmes, BT Indirect Channels, comments:
"BT's commitment to its core business is as strong as
ever, and we continue to look for new partners to
enhance our voice channel. We have a strong
product proposition - endorsed by the results of our
recent Partner Perception Survey which enables our
partners to generate new opportunities.
BT Business Plan is a key part of BTIC's product
proposition. The customers for this are
predominantly SMEs, who depend on a reliable phone
service, but need to control their communications
costs. Being able to solve this problem helps
BTIC's partners to encourage loyalty and allows them to
sell a wider portfolio of products and services on the
back of successful BT Business Plan sales.
ME Consultancy Ltd,
a new communications company, has
recently partnered with BT through
DMSL, BT Indirect Channels' largest
distributor of Broadband solutions.
Mark Evans, one of
the founding Directors, explains the
rationale: "ME Consultancy
started trading earlier this year,
and exclusively goes to market with
BT. Our customers want a premium
level of service at competitive prices.
Over the last few months we have been
able to demonstrate that BT has products
and services that meet our customers'
communications needs. BT Indirect
Channels has a wealth of experience
in developing propositions through
partners; their commitment and experience
is an essential ingredient when addressing
the 3.9m SME's."
BTIC's focus on recruiting value-added resellers with
skills and experience of the voice market and a strong,
proactive sales force will continue until March
2004.
