Following BT's announcement that its BIS sales arm is to attack the huge convergence market, BT Indirect Channels (BTIC) has met with BIS to discuss a role for resellers.
Resellers were concerned that BT's huge installed voice base was ripe for convergence sales, but that they could be disadvantaged by the relationship between BIS and Nortel.
John Thornhill, general manager at BTIC, moved to reassure reseller. "BTIC will consult with some of its partners about the possibility of them selling the BT and Nortel convergence offering. There is a view that where possible they want to engage BTIC partners."
George Sanger, sales director at BT reseller Xpert Systems, said any move to involve resellers would be good: "This is excellent news and I welcome any dialogue that discusses opportunities to the channel."
Thornhill said there would be no formal decision about the channel's role until January.
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