BT to offer business call rates through VARs

Telco attempts to build bridges with disgruntled partners

Following unrest among its partners last year, BT is attempting to build bridges by offering capped business call rates through the channel and giving VARs added commission.

In November 2001 the telco upset its VARs by launching its own reseller, Open Orchard, and signing a deal with Nortel, potentially creating channel conflict.

BT is now offering business customers a 10p maximum charge for national calls, and will pay resellers commission for signing up customers to the service equal to the one it already pays for new and re-acquired lines.

Resellers will also be paid an ongoing commission.

The package, BT Business Plan, offers cost management, reduced international rates and cost-analysis tools. BT has claimed no other UK telco offers the service, which is also available from BT direct and will be backed up by marketing.

"Our partners stand to win substantial business as this price plan draws customers back to BT," said Nick Thomas, BT Indirect Channels' head of channel sales.

"Our research has shown the package we have put together is very attractive, not just to existing BT customers but to businesses across the board."

Craig McCalley, sales director at VAR Mitech, said the scheme sounded interesting. "I'm going to have a look into it, but the first question would be whether BT bans data calls between two business numbers," he said.

Business customers will be able to make calls of up to one hour to UK land lines for a maximum of 10p. Firms that use the service will have to spend at least £500 a year.

The charges do not cover calls to premium rate lines, internet service providers or mobile phones.