An extra £40m of previously direct BT Retail accounts will be taken over by resellers in the next year, following the success of a new partner model.
Around 4,000 BT business customers and 80 major accounts, together worth around £50m, will be managed by resellers.
Last year £10m of BT accounts were transferred via the telco's Managing Accounts Through Partners (MATP) model, which has been piloted over the past 18 months.
The move follows the success of BT Indirect Channel (BTIC) in moving the telco into new areas, such as data networking products, through resellers.
The revenues on the selected accounts will go through resellers rather than BT's direct sales force.
Resellers that can take advantage are BT's Solution Partners, which work alongside BT on accounts.
BTIC's new director, Mark Hollister, explained that the large increase in business migrating to the channel has been made possible by sorting out the rules of engagement for MATP.
"It has taken a long time to get the rules right, but we now have a clear process in place," he said.
Altering how BT's own sales force is rewarded was key to getting the rules right, according to Hollister.
"We have changed how internal staff are paid so that it does not discourage them from pushing sales through the channel," he said.
The channel cautiously welcomed the announcement. Manny Pinon, sales and marketing director at distributor Norwood Adam, suggested that MATP needs to be broadened to include more than the current three resellers.
"We have not seen any of the business because only a few resellers received it," he stated. "We'll believe it when we see it."
Hollister maintained that the number of resellers in the Solution Partner category will increase to 17 this year.
The strategy's endorsement comes from the top, according to Hollister, who said that he would not have joined BTIC unless the operation had the full backing of the mainstream BT business.
"If you look at where end users want to buy their technology it is always from the channel because it has multiple skills and can wrap products and services around sales," he said.
Earlier this year BT migrated 250 SME customers in its ongoing strategy to take advantage of local skills and support as well as niche technical capabilities.
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