Network provider Thus has signed up 50 new comms resellers for its revamped partner programme following a six-month implementation period.
The new strategy has involved a significant restructuring of the division and the creation of separate units for three key channel areas: volume, business and solution, the company said.
The Thus channel proposition includes a range of voice, data, video and internet services over its UK optical fibre network, which covers 24 metropolitan areas with 100 points of presence.
"A 'one-size-fits-all' approach to the channel simply won't work," said Duncan Wilkinson, director of channel partners at Thus.
"Our new strategy is based on a solid understanding of how our channel partners want to work with us, and will enable us to deliver specialist support effectively."
The Volume Partner Unit manages the provider's relationships with switchless resellers who buy its wholesale products and brand them as their own, generating annual revenues of £1bn.
Channel partners with which Thus has a 'sell through' relationship now form its Business Partner Unit. Large accounts are managed directly, while smaller accounts are managed by resellers.
Finally, the firm's Solution Partner Unit includes systems integrators and value-added resellers, with whom Thus as the network services channel partner.
Thus had been hopeful its revised approach would land it the 'best network operator' award at this month's Comms Channel awards, but it lost out to BT Indirect Channels.
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