BT partners wary of indirect rejig

BT has confirmed it may eject a number of resellers from its indirect partner arm in a process that some sceptics have insisted will amount to a partner cull.
CRN understands the review could impact a number of the carrier’s Gold partners operating in the mid-market, such as Logicalis, Azzurri, Calyx and 2e2. It is believed BT may be looking to transfer them from its Retail to its Wholesale arm.
The shake-up is part of a comprehensive review of BT’s reseller strategy by the operator’s head of indirect partner sales, Ricky Ricketts.
Ricketts told CRN in a statement: “We need to ensure that each partner fits with our strategy as it evolves, [and gauge if there is] another part of BT better suited to their needs, and if there are new partners available to work with us.
“We’ve been speaking to a number of our partners about this recently, and will be able to provide full details of all changes in due course.”
One anonymous Gold partner interpreted the move as BT canning its mid-market resellers in the wake of its recent acquisitions of VARs Lynx and Basilica.
However, Martin St Quinton, chief executive of integrator Azzurri, said shifting from the indirect partner arm in BT Retail to a unit such as BT Wholesale could suit his firm.
“As business models change for both BT and larger partners, it is appropriate to examine the way we do business together every now and then,” St Quinton said.
One channel insider, speaking anonymously, said: “Many Gold partners have seen they are not going to grow their BT business and have taken proactive steps by starting relationships with other carriers.”
BT partners fearful of mid-market domination

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