Become a Microsoft Teams reseller with Netify
To become a Microsoft Teams reseller in the UK with Netify, you sell Microsoft 365 and Teams licences plus Teams Phone calling to business customers through an unnamed partner, which contracts with and bills the customer whilst you own the relationship and earn commission through the Netify Reseller Programme.
How would you resell Microsoft Teams through Netify?
Netify is preparing a commission-based Microsoft Teams offer. The proposed arrangement would let you resell Microsoft Teams through an unnamed partner, which supplies the Microsoft 365 and Teams licences and the Teams Phone calling (Operator Connect, Teams Phone Mobile and Direct Routing where needed), alongside the wider BT range (Cloud Voice, Cloud Voice Express, broadband, BTnet leased lines, SD-WAN and SASE), whilst you introduce and manage the customer and earn commission through Netify, with no Microsoft enrolment, no distributor and no carrier contract for you to hold, as well as not taking on the telecoms obligations that come with billing calls yourself.
What can a Microsoft Teams reseller sell through Netify?
When selling via Netify’s reseller programme, you can sell the unnamed partner’s full Microsoft Teams Phone range, being Operator Connect, Teams Phone Mobile and Direct Routing, the Microsoft licences that go with it, as well as BT products range (Cloud Voice, Cloud Voice Express, broadband, BTnet leased lines, SD-WAN and SASE) all through the Netify Reseller Programme.
What Teams products can I resell?
We’ve covered all of the different Teams products you can resell in the table below.
For base licences, you can resell from Teams Essentials and the Microsoft 365 Business plans (Basic, Standard and Premium, which suit customers up to 300 users), all the way up to the enterprise offerings such as Microsoft 365 E3 or E5 sold without Teams plus a separate Teams Enterprise licence. Teams Phone Standard adds the hosted phone system features (cloud voicemail, call forwarding and transfer, auto attendants, call queues and caller ID).
You can resell four calling options, those being Calling Plans, Operator Connect numbers, Teams Phone Mobile and Direct Routing (we’ve compared all four in the calling options section below). Communication Credits cover customers who use up the minutes included with Calling Plans or Audio Conferencing. On top of that, you can resell add-ons such as Teams Premium (meeting protection, AI meeting recaps, branding and the Queues app), Audio Conferencing (meeting dial-in), Teams Rooms Basic and Pro (meeting rooms) and Teams Shared Space (common-area phones, panels and bookable desks). You can quote all of this through the unnamed partner, with the licences, the Operator Connect calling and the handsets coming from a single supplier on a single contract for the customer.
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How does the Netify Microsoft Teams reseller model work?
The Netify Microsoft Teams reseller model has four parties, those being Netify, the unnamed partner, you and the customer. The customer contracts with and is billed by the unnamed partner, whilst you earn commission through Netify. For those familiar with the Netify Reseller Programme, or already sell BT through Netify, the Microsoft Teams offering follows the same processes. Netify runs the programme and pays your commission, whilst the unnamed partner contracts with the customer, bills them, provisions the licences, calling and numbers and ports the numbers. You introduce and manage the customer and submit orders through the Netify portal, and the customer enables the operator in its own Teams Admin Center and gives authority to port its numbers.
Who does what
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Steps (from registration to first commission)
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Which Microsoft Teams licence should you sell to which customer?
To sell Teams Phone, the customer first needs a base Teams licence. That covers Teams Essentials, the Microsoft 365 Business plans, the Microsoft 365 or Office 365 Enterprise suites sold without Teams (plus a Teams Enterprise licence), the Frontline plans and Teams Enterprise on its own.
Microsoft has stopped selling its Enterprise suites with Teams bundled in to new customers - since 1 April 2024, a new Enterprise customer who wants Teams needs a Microsoft 365 or Office 365 E1, E3 or E5 suite without Teams plus a standalone Teams Enterprise licence. Customers who already have a suite with Teams can keep, renew and upgrade it, and the Business and Frontline suites are still sold both with and without Teams.
Almost every base licence supports Teams Phone with a Calling Plan as well as Teams Phone with a separate PSTN option such as Operator Connect or Direct Routing. The E5 suites sold without Teams are the exception, as they only support the separate option, so an E5 customer needs Operator Connect, Teams Phone Mobile or Direct Routing. Frontline customers need a Frontline licence on the tenant too, and anyone given an Operator Connect or Teams Phone Mobile number has to be in Teams Only mode, which is why we’d always check the customer’s tenant before quoting.
Some things have changed this year as well, since 1 April 2026, Places and the advanced town hall and webinar features moved into Teams core, so customers no longer need Teams Premium for them. Premium still covers advanced meeting protection, intelligent meeting features, branding, bookings and the Queues app for Teams Phone, and anyone who bought it before that date keeps what they had until their licences expire. Teams Shared Devices is now Teams Shared Space and is licensed per space, whilst core attendee limits are now 3,000 interactive and 10,000 view-only, with attendee packs available for bigger events.
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How do Calling Plans, Operator Connect, Teams Phone Mobile and Direct Routing compare for resellers?
Microsoft Teams has four calling options, those being Calling Plans (Microsoft is the carrier), Operator Connect (a certified operator is), Teams Phone Mobile (a mobile network is) and Direct Routing (the customer or its provider runs a certified Session Border Controller).
With Calling Plans, Microsoft provides the PSTN access, the numbers and the support, so there’s nothing to install. The downside is that the customer’s calling sits with Microsoft and not a provider you can build a relationship around. Operator Connect puts a certified operator in that seat. The operator provides the numbers and the PSTN connection, runs the voice network and looks after provisioning, porting and PSTN troubleshooting whilst Microsoft looks after Teams itself, and the only setup is the customer enabling the operator in its Teams Admin Center.
Teams Phone Mobile puts the Teams number on the user’s mobile SIM, so one number works across mobile and Teams. It only supports user numbers (no Audio Conferencing or voice application numbers), so it sits alongside another option for auto attendants and call queues. BT Wholesale launched it for the channel on the EE network in April 2025 and Vodafone Business offers it to indirect partners as well. Direct Routing is the flexible one. The customer, its integrator or a Direct Routing as a Service provider runs a Microsoft-certified Session Border Controller with PSTN trunks behind it, which means more to manage but lets the customer keep its own carrier or cover routing that Operator Connect can’t.
All four can run side by side in one tenant, so a customer might use Operator Connect for office staff, Teams Phone Mobile for mobile workers and Direct Routing for a contact centre or legacy PBX. Whichever option you sell, emergency addresses need setting for every user, with the operator either assigning them and letting the customer change them, leaving the customer to assign them, or assigning them and locking them. Porting differs too, as the customer’s admin ports Calling Plans through Microsoft (who acknowledge requests within 72 business hours) whilst the operator ports Operator Connect.
The unnamed partner delivers Operator Connect, Teams Phone Mobile and Direct Routing where needed. In our view Operator Connect is the one to lead with for most UK business customers, as one operator owns the service end to end and there’s nothing to install. We’d add Teams Phone Mobile for mobile workers and keep Direct Routing for customers with their own carrier or equipment. The Fit column in the table sets that out for each option.
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What does Microsoft require to become a CSP indirect reseller?
To become a Microsoft CSP indirect reseller you need a vetted Microsoft AI Cloud Partner Program legal profile, an accepted Microsoft Partner Agreement, a security contact, multifactor authentication on every admin, minimum billed revenue and an active distributor relationship.
The enrolment itself needs an active Microsoft AI Cloud Partner Program membership with a vetted legal entity profile, a business email address (personal and role-based ones like info@ aren’t accepted), authority to sign for the company and a Global Admin to accept the Microsoft Partner Agreement. Nobody else can accept it for you, including Microsoft support and your distributor. Enrolment only goes live once it’s accepted, and you can’t order, bill or provision anything until a distributor has sent a partnership request in Partner Center and you’ve accepted it.
On top of that sit the FY26 conditions, those being a security contact on your Partner Center legal profile, multifactor authentication for every administrative user in the CSP tenant and a minimum level of billed CSP revenue over the trailing twelve months, checked each year against your onboarding anniversary. Fall short and Microsoft sends reminders at 90, 60 and 30 days, then gives you 30 days after the anniversary to fix it before deauthorisation begins. Earning Microsoft incentives is a separate bar that needs a Solutions Partner designation or points, an incentives enrolment and a higher level of revenue. Microsoft sets and updates all the thresholds, so check the current figures on Microsoft Learn (learn.microsoft.com/en-us/partner-center/enroll/enroll-as-indirect-reseller).
Doing it yourself gives you the licence relationship and the billing, but you’d still need a separate agreement with an Operator Connect operator or Direct Routing provider to sell calling on top. Selling through Netify means none of these requirements sit with you, as the unnamed partner already holds the authorisation and you earn commission and not licence margin. If you already run a Microsoft 365 business on your own billing, the CSP route can make sense. If Teams is an addition to what you sell, we’d recommend the Netify route, since it gets you selling without the compliance load.
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Which Microsoft partner designations matter to a Teams reseller?
When reselling via Netify, no Microsoft partner designation is needed to resell Teams, which is a key benefit of our programme. Alternatively, if you’re selling via other routes then you will likely need this:
Solutions Partner for Modern Work is Microsoft’s baseline. It’s scored from data already in Partner Center across performance (growth in qualifying customer tenants), skilling (people holding intermediate and advanced certifications) and customer success (usage growth and deployments), and you need at least a point in every metric as well as a good enough total. The Teams specialisations sit on top of it, being Calling for Microsoft Teams, Meetings and Meeting Rooms for Microsoft Teams, Secure AI Productivity (formerly Teamwork Deployment) and Custom Solutions for Microsoft Teams. Each needs the aligned Solutions Partner designation, performance and skilling requirements and customer references that Microsoft approves once you’ve qualified.
Calling for Microsoft Teams is the one that tells a customer you can deploy Teams Phone properly, and Meetings and Meeting Rooms does the same for meetings and room systems. Both take a fair bit of effort given the certifications and references involved. Enrolment lasts a year, with the qualification requirements revalidated every year and the references every other year. Adoption and Change Management has been retired with no replacement, as Microsoft now judges adoption capability inside product-aligned specialisations such as Copilot.
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Who is the communications provider under UK Teams calling regulation?
The regulated communications provider is the party that supplies the calling service, which under the Netify model is the unnamed partner as the Operator Connect operator, and you only take on those duties if you bill calls yourself.
In each calling model the party is different. Under Operator Connect it’s the operator, under Direct Routing it’s the Direct Routing provider, under Teams Phone Mobile it’s the mobile operator and under Calling Plans Microsoft is the carrier. That’s why your choice of route matters, as a wholesale route that has you billing calls moves those duties on to you, whilst a commission route like Netify’s leaves them with the unnamed partner.
Selling through Netify, you’ve still got three jobs, those being giving accurate sales information, passing on the unnamed partner’s 999 and power-cut advice and collecting the customer’s authority to port. Ofcom’s guidance says providers should have at least one solution giving customers access to the emergency organisations for at least an hour of a power cut. That’s aimed at customers who depend on the line and applies to business customers proportionately, so a large enterprise is unlikely to be at risk whilst a small office with no mobile signal might be. Teams calling needs power and an internet connection, so we’d tell the customer that emergency access can stop in a power cut or internet failure and suggest they keep a charged mobile to hand.
Emergency location is the other one to watch. Ofcom’s June 2026 letter to providers is clear that emergency addresses must be kept up to date when people or sites move, as caller location goes to the emergency organisations when they answer, so we’d collect the right address for every site at order stage and remind the customer to update it when anything changes. On porting, the receiving provider leads the process, the current provider keeps the service running until the new one is live and loss of service shouldn’t run past one working day. Recording calls is the customer’s decision and legal responsibility, which needs a lawful basis, a retention period and notice to callers and staff.
The date behind all of it is the PSTN switch-off on 31 January 2027, which Openreach has confirmed hasn’t moved, with new analogue and ISDN orders on stop-sell since September 2023. Customers still on those lines have to move voice somewhere, which is why Teams calling conversations are landing now.
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Can you sell Microsoft Teams alongside BT connectivity?
If you sell BT connectivity through the Netify Reseller Programme as well as Teams, you win the whole order, being the Teams licences and calling plus the broadband, business internet, leased lines or SASE (with SD-WAN as a component) that the calls run over.
Teams calling is only as good as the connection under it, so a customer moving voice off analogue or ISDN ahead of the 31 January 2027 switch-off is usually buying connectivity at the same time. The BT products in the programme are BT Business Broadband, BTnet leased lines, BT hosted Cloud Voice, Cloud Voice Express, BT Endpoint Threat Protect and BT managed SASE (with SD-WAN as a component) on Meraki or Fortinet, and as Teams sits in the same programme, one reseller relationship covers the lot.
The table walks through four customer shapes. A single-site SME pairs Microsoft 365 Business and Operator Connect numbers with BT Business Broadband, whilst a multi-site business pairs Teams Phone with BTnet business internet at each site. An enterprise on leased lines pairs Microsoft 365 E3 or E5 without Teams plus Teams Enterprise with BT managed SASE (SD-WAN being a component), and a frontline or mobile-first workforce leans on Microsoft 365 F1 or F3 and Teams Phone Mobile.
BT Cloud Voice is the better answer where the customer wants a hosted phone system without Teams, whilst Teams Phone is the better answer where staff already work in Teams all day, so we’d ask which one the customer lives in before quoting either. The unnamed partner provisions the licences, calling and mobile whilst BT provisions the connectivity and Cloud Voice, and commission follows on each part.
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Frequently Asked Questions
How do I become a Microsoft Teams reseller?
The easiest way to become a Microsoft Teams reseller is to apply to the Netify Reseller Programme, then (once Netify approves you) you’ll get portal access and can quote Teams straight away without having to enrol as a Microsoft Cloud Solution Provider or hold a carrier contract.
What can I sell through the Netify Reseller Programme?
You can sell the unnamed partner’s full Microsoft Teams Phone range, being Operator Connect, Teams Phone Mobile and Direct Routing, along with the Microsoft licences that go with it. You can also sell the wider BT range (Cloud Voice, Cloud Voice Express, broadband, BTnet leased lines, SD-WAN and SASE), all through the Netify Reseller Programme.
Can I resell Microsoft Teams without becoming a Microsoft CSP?
Yes, you can resell Microsoft Teams without becoming a Microsoft Cloud Solution Provider. The unnamed partner supplies the Microsoft licences and the Operator Connect calling, so the licences and calling are supplied, contracted and billed by the unnamed partner and you earn commission through Netify.
How do Microsoft Teams resellers make money?
For resellers that utilise Netify’s programme for reselling Microsoft Teams, earn money selling licences (on the same basis as BT products). Resellers who become a Cloud Solution Provider themselves earn on licence resale, whilst carrier programmes pay according to their own model (wholesale margin, commission or referral).
Do I need a Microsoft partner designation?
No - a Solutions Partner designation or a Teams specialisation isn’t required to resell Teams through Netify. This is only required if you deliver Teams projects yourself and want to showcase your capabilities to customers as part of your sales marketing and proof of concepts.
Who owns the customer?
You own the relationship, introducing and managing the customer, whilst the unnamed partner holds the contract and bills the customer. For resellers that already operate under the Netify Reseller Programme, this will be familiar as that’s the same split as with reselling BT products.
Can I sell Teams to customers who already buy Microsoft 365 elsewhere?
Yes you can sell Teams to customers already buying Microsoft 365 from other providers. This comes in the form of for calling, as Operator Connect, Teams Phone Mobile and Direct Routing, which all sit on top of the customer’s Teams Phone licences.
What does a customer need before I can sell them Teams Phone?
A base Teams licence that supports it, such as Teams Essentials, a Microsoft 365 Business plan or an Enterprise suite plus Teams Enterprise. The exception is the E5 suites sold without Teams, which only work with Operator Connect, Teams Phone Mobile or Direct Routing, so we’d always check the customer’s tenant before quoting.
Which calling option should I lead with?
Operator Connect, in our view, as the unnamed partner runs the service end to end and there’s nothing for the customer to install. We’d add Teams Phone Mobile for mobile workers and keep Direct Routing for customers with their own carrier or equipment.
Can I move a customer from another Teams calling provider?
Yes, by porting their numbers to the unnamed partner – for example, the unnamed partner leads the port as the gaining provider, the current provider keeps the service running until the new one is live.
Is it white label?
No, you’re not able to white label Microsoft Teams. The customer contracts with and is billed by the unnamed partner, and you earn commission from them.
Is it UK only?
Yes, as of current the model only covers UK business customers and UK numbers.
Do I take on any telecoms regulation?
No, as long as you don’t bill calls yourself. The unnamed partner is the regulated communications provider, so your three jobs are giving accurate sales information, passing on the unnamed partner’s 999 and power-cut advice and collecting the customer’s authority to port.
Can I sell Teams alongside other BT products?
Yes. Teams sits in the same programme as BT broadband, BTnet leased lines, Cloud Voice, Cloud Voice Express, SD-WAN and SASE, so one reseller relationship covers the whole order. We’d always quote the connectivity alongside Teams, as the calls are only as good as the line underneath.
Why are customers moving to Teams calling now?
The PSTN switch-off on 31 January 2027. Customers still on analogue or ISDN lines have to move voice somewhere, and Teams calling is the natural fit for anyone already working in Teams all day.
What is the minimum commitment?
The minimum commitment is {for Robert to confirm}.
What support does the reseller get?
Netify supports you through the programme and the portal to ensure you have everything you need to resell Microsoft Teams effectively.
Apply to resell Microsoft Teams with Netify
Apply to resell Microsoft Teams with Netify today.
Netify aims to give a first reply by the end of the next working day. If you’d like to see how the wider programme works first, make sure to check out the Netify Reseller Programme {/resell/bt-business-services/}
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