BT Indirect Channels (BTIC) transferred 250 small and medium size enterprise (SME) BT Direct customers to its indirect sales arm last month, as it continues to push the advantages of indirect sales and support.
The move follows a similar decision just weeks earlier, when it migrated 44 corporate customers from BT direct to BTIC.
The 250 customers were previously supplied and managed directly by BT, but the company has emphasised the advantage of the indirect model going forward.
"We have found that partners are an extremely effective way of managing accounts because they offer local contacts and the solutions customers want," said Chris Jagusz, head of business development at BTIC.
Smart Connections and distributor Rocom are two of the companies set to receive the customers.
Keith Humphreys, analyst at EuroLAN Research, said this was a good move for BT, with positive repercussions for the channel.
"This is a good business decision for BT because customers get to see a reseller in person rather than just a name that you cannot always get through to. For resellers if they are the first person called by the customer they can get into deals early," he said.
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