In this article, we are discussing becoming a telecoms reseller with BT Business. We’ll walk you through the opportunity and how you can quickly realise a brand new revenue stream from one of the UK’s most recognisable telecoms brands. The opportunity revolves arounds the telecoms agency sales model which means your business is essentially selling on behalf of BT across their Broadband, Cloud Voice and BTnet leased line products.
The Business Model of Telecoms Reselling for BT Business
How BT telecoms resellers earn revenue
The BT telecoms model is agency based which means your business is paid a commission for making the sale. While this model is detrimental to building your own product and service wrap, your route to revenue is much faster and generally more profitable in the short term.
Commissions are paid at the end of each month, calculated on the last day of the previous month based on closed orders.
Here’s an overview of BT’s commission rates:
| Commission Type | Description |
|---|---|
| 20% Commission for new business sales | BT pay 20% of the TCV (Total contract value) across your Cloud Voice sale, paid up front once the order is complete. In order to boost your commissions, add BT Broadband or BTnet leased lines. |
| 13% for Resigning existing BT Cloud Voice customers | One of the main opportunities for BT Cloud Voice surrounds upgrading existing BT customers or resigning your own business sales at the end of contract. |
| Add SOGEA, FTTP or BTnet Leased Lines | Further increase your commission payment by adding SOGEA, FTTP Broadband or BTnet leased lines. Earn a further 20% of the Broadband TCV or 33% of the first year BTnet leased line TCV. |
In 2023, BT are actively encouraging resellers to resign and upgrade their existing customers. With the advent of SOGEA and FTTP with, Cloud Voice and Cloud Voice Express hosted VoIP services, the upgrade path for customers adds both speeds and features.
The relationship between BT and your clients
Your business is responsible for managing the customer relationship in respect of sales and customer service. However, BT provide support and billing to your client which in turn makes it very easy to operate your BT Reseller business.
In addition, BT also offer specialists to support your business in constructing the sale. We work closely with our assigned BT Partner Manager, Cloud Voice Specialist and Data Specialist – this team is available to your business in order to help close business.
In short, your customer benefits from a direct contractual relationship with BT Business and you are paid for helping the customer transact the sale via a portal provided by Netify. Customer information is kept to a minimum with no requirement to collect financial data such as bank account information.
The opportunity is now – 2025 switch off of PSTN and ISDN
The UK is undergoing a significant technological shift with the planned switch-off of the Public Switched Telephone Network (PSTN) and Integrated Services Digital Network (ISDN) by the end of 2025.
This transition is part of the Openreach All IP Programme aims to replace the existing analogue network with digital technology. The newer Broadband services bundled with Cloud VoIP are designed to be more in-line with the Cloud based services we all consume today. Unlike traditional telephony, VoIP is more scalable, offers more features and is the enabler to staying in contact with customers and colleagues.
The switch-off will impact all devices currently connected to analogue telephone services. As a result of the switch-off, there is a significant business opportunity to assist customers in transitioning to digital technology via the BT Reseller Programme.
SOGEA (Single Order Generic Ethernet Access), FTTP (Fibre to the Premises) and BTnet Leased Lines with Cloud VoIP (Voice over Internet Protocol) are the main solutions driving the digital transformation across BT.
SOGEA allows for broadband connectivity without a traditional phone line which therefore requires some form of Cloud VoIP to port the existing number and make calls. FTTP provides customers with end to end fibre connectivity without the need for a digital phone line and therefore again requires Cloud VoIP to make calls. SOGEA and FTTP with Cloud Voice offers a comprehensive digital solution for customers transitioning from PSTN and ISDN.
How remote working, Cloud & Cybersecurity is changing the telecoms reseller landscape
The rise of remote working, and the increasing reliance on cloud-based services, are reshaping the telecoms reseller landscape. As businesses have adapted to these changes, the demand for reliable, high-speed and secure internet connectivity has surged. BT is well-positioned to meet these evolving needs.
BT’s digital solutions – SOGEA, FTTP, BTnet leased lines, and Cloud Voice – are enabling remote users to access the cloud which is providing an excellent opportunity for reseller to capitalise on this growth and transformation. These solutions not only meet the immediate needs of remote workers but also combine with EE Mobile and SIM only sales to offer a future proofed capability.
In the rapidly evolving digital landscape, cybersecurity has emerged as a significant opportunity across the telecoms reseller market. Web filtering, endpoint protection and cloud security present significant opportunities for resellers in this space. Web filtering is a component of Broadband and BTnet (with Meraki) which helps your customers mitigate risks by controlling access to potentially harmful websites and content. Endpoint protection focuses on securing endpoints or entry points of end-user devices such as your customers computers and mobile devices.
By offering comprehensive cybersecurity solutions that address web filtering, endpoint protection and cloud security, resellers can not only tap into a lucrative market but also contribute to a safer and more secure digital telecom landscape.
The shift from landlines to mobile phones
The integration of mobile technology from EE has become a crucial part of the telecoms reseller offering from BT. The addition of 4G and 5G, which adds high-speed data transfer with low latency, has transformed the telecoms market with IoT (Internet of Things), SaaS application access and Voice and Video is reshaping the telecom landscape.
EE 5G technology enables new features that are designed to connect virtually everyone and everything together including machines, objects and devices. This technology is not just about making the Internet faster, it’s more about enabling every device from the tiny sensors that blanket our cities and roads to the thousands of cameras that monitor our airports operate efficiently and reliably.
For telecoms resellers, adding EE represents a huge opportunity across the latest Apple and Samsung handsets through to SIM only. There is also a cross-over between BT and EE products which offers the capability make use of EE 4G failover for Broadband.
The roll-out of 5G networks is set to accelerate the use of mobile applications which will further drive the demand for telecom reseller services. The increased capacity of 5G networks will also enable a higher number of connected devices and will again transform the market by supporting the creation of future products which require high bandwidth.
Regardless of whether your customer transitions to Cloud VoIP services, their mobile remains a key component of the solution. The capability make calls from mobile devices which originate from your digital landline number means the business is effectively mobile. In addition, the availability of EE via the BT Reseller Programme positions your business to offer 5G via various plans which include unlimited data, texts and calls.
The Future of the Telecoms Reseller Industry
Current performance and industry outlook
The future of the telecoms reseller industry is shaped by several key factors. Firstly, the current performance and industry outlook are promising with the telecom services market expected to grow at a CAGR of 5.4% from 2021 to 2028 – driven by increasing demand for high-speed data services and the proliferation of smart devices.
Key external drivers and trends affecting the industry
The ongoing digital transformation across various sectors, the rise of remote working and the increasing adoption of cloud-based services are reshaping the telecom landscape. The 2025 switch-off of PSTN and ISDN networks in the UK is a significant driver which is pushing businesses towards digital solutions like SOGEA, FTTP, BTnet leased lines and Cloud VoIP.
The potential for growth in the telecommunications supply chain
There is substantial potential for growth in the telecommunications supply chain. The advent of 5G and the Internet of Things (IoT) opens up new opportunities for telecom resellers, from providing enhanced mobile broadband to facilitating massive machine-type communications.
And, there is the shift towards more flexible and scalable network infrastructures which includes SD WAN (Software WAN) with SASE (Secure Access Service Edge) Cybersecurity with Network Function Virtualization (NFV) which are transforming the way business telecom services are delivered and consumed.
In conclusion, the telecoms reseller industry is at a pivotal point, with numerous opportunities for growth and innovation. The key to success lies in understanding these trends and drivers, and leveraging them to deliver superior value to customers.
What is the process for setting up as a BT telecoms reseller?
The first step is to complete an initial application here. Once Netify receives your application, the team will review and invite you to a first call over Microsoft Teams. If there’s a reason to talk further, you will be invited to an onboarding session to learn more about order process, reporting and the available products across the BT Reseller Programme. With onboarding complete, your business is assigned an office BT reseller ID which allows you to place orders and track commissions.
What products and value added services are available to resell?
BT Business Broadband
With FTTP speeds reaching up to 900Mbps and BT’s ‘Always Fast Guarantee’, BT Business Broadband is a good option for your customers. The reliability of BT Broadband is further reinforced by Hybrid Backup which uses EE 4G failover in the event of an issue.
Support is offered on a 24/7 basis via BT’s Broadband team which ensures that any technical difficulties are promptly addressed.
Although most customer use 4G and 5G, BT also offer unlimited access to over five million BT Wi-Fi hotspots across the country. The BT Business Smart Hub further enhances this flexibility by offering free Guest Wi-Fi – your customers can extend their Broadband connectivity to benefit their clients.
Finally, Web Protect and Content Controls provides features which proactively warn users about potential malware and harmful websites and your customers are able to define their own website policies.
BT Broadband products include ADSL, FTTC, SOGEA and FTTP and is currently available to the following benefits and value added services:
- Smart Hub 2
- Guest Wi-Fi
- Unlimited broadband data
- Access to over 5 million wi-fi hotspots
- Dynamic IP Address
- Content Controls and Web Protect
- Hybrid Speed Boost Broadband Broadband (ADSL) Only
- Digital line + handset
- Digital broadband upgrade to premium care – Acquisition only
- Cloud Voice Express app – take calls anywhere – digital line only
- Static IP address – cost per month
- Hybrid Backup – per month
- Next day connectivity
- Complete Wi-Fi – per month
- Enhanced IT Support – per month
- Expert setup – one off charge
- Secure Business Backup – per month
- Standard line upgrade – cost per month – not available on FTTP
- Anytime calls
BT Cloud Voice and Cloud Voice Express
BT Cloud Voice integrates seamlessly with BT Broadband or BTnet Leased Lines and offers businesses a single unified network solution. The Cloud Voice Express variant is a simplified offering which replaces your customers traditional phone line with a new digital handset and a set of features including an app, call diversion, voicemail, cll waiting, caller display and three-way calling.
One of the standout features of BT Cloud Voice surrounds cloud-based updates – automatic updates ensure that businesses always have access to the latest features, improvements and security patches.
BT Cloud Voice, with seamless integration with BT Broadband or Leased Lines, cloud-based updates and operation over a single network solution offers an ideal solution for resellers and their customer base,
BT Cloud Voice includes the following features as standard: (other optional features are available)
- Cisco Webex Teams – schedule meetings, call in audio, personal meeting room (PMR) for up to 100 participants Cisco Webex Teams – voice and video conferencing with up to 100 participants, with collaboration and
- integration to MS Teams
- Call Director – keep your BT line ID even when calling from somewhere else
- Voicemail – voicemail messages can be sent straight to your inbox
- Hunt Group – lets multiple phones ring when a number is called
- Online Portal – stay in control of call management features wherever you are
- Automatic call routing – automatically send calls to another phone
- Call transfer – transfer calls internally or externally – even to a mobile
- Three way calling – add a third person to join an existing conversation
- Call Recording – record calls and store for up to seven years, ensures quality and compliance Call Analytics – understand what’s driving your business and where to make changes
BTnet Leased Lines
Resellers can offer bandwidth from 100Mbps through to 10Gbps, with the ability to create resilient solutions or load balance using two circuits.
The integration of Meraki’s WiFi capability allows businesses to extend their network coverage throughout the office with excellent reporting to understand weak areas of coverage.
BTnet leased line features:
- Free standard connection for 3 or 5 year contracts
- Same upload and download speeds (symmetrical) Contention ratio
- Online bandwidth utilisation and reporting (free)
- 100% Availability SLA
- Integrated Wi-Fi, Guest Wi-Fi and Simple LAN (Cisco Meraki equipment only)
- BTnet Security package with Cisco Meraki
- Optimised for voice and applications
Frequently Asked Questions
What are telecoms distributers?
A telecommunications distributor manages the distribution of a wide variety of Information and Communications Technology (ICT) products. In the context of Netify, we handle the full distribution chain from onboarding and training through to provide a dedicated order portal. Netify also distribute SIM cards and mobile via our relationship with EE.
What are master agents?
A master agent in the telecom reseller sector holds a contract with a carrier or solution provider with the aim of extending this contract to a network of subagents or partners. Master Agents serve as a single point of contact across telecom contracting service needs by providing necessary information and coordination to accomplish all telecom requirements. They also perform back-office duties for their subagents – including tasks such as order tracking.
What are white label businesses?
White label businesses refer to products or services purchased from one company but sold by another. Your white label company rebrands the product or service as your own which builds brand awareness. With white label products, the resellers adds markup to the product or service and offers support and billing to end clients.
