BT Indirect Channels (BTIC) has outlined its commitment to data resellers, following criticism that its channel sales model was inconsistent.
The indirect selling arm of BT reaffirmed its position after coming under fire for launching a rival reseller to its own partners and increasing its already close relationship with Nortel.
BTIC has accepted that it needs more data resellers if it is to successfully expand this side of its business, and has set its sights on medium-sized systems integrators and specialist resellers.
It is keen to work with partners that are prepared take part in training and develop creative business ideas.
Chris Jagusz, head of business development at BTIC, said: "We are looking for medium sized systems integrators and resellers that specialise in the government sector and storage area networking."
George Sanger, sales director at BT reseller Xpert Systems, backed the decision.
"BT needs data resellers because it will get most of its revenues from data networking and it does not currently have the skills sets to sell data networks in high volumes," he explained.
The channel was angered last month when BT's Business Information Systems sales arm increased its penetration of the convergence market, and the telco decided to launch software reseller Open Orchard.
BTIC has now said that the two strategies will be reviewed. "I am looking at a role for resellers in the BT and Nortel relationship and we will be looking at bringing Open Orchard into BTIC," said Jagusz.
Manny Pinon, sales and marketing director at distributor Norwood Adam, suggested that BT's continued encroachment into the channel is indicative of its need to increase its touch in SME and corporate environments.
"BT recognises in the indirect channel that it has an easy route to market. It has a higher cost of entry, but the ongoing return increases significantly against static running costs," he said.
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