Join The Network Union’s Reseller Programme of BT Business Services

Resell BT Business with The Network Union: Authorised Supplier & Partner Guide

In this market guide, Robert Sturt (Managing Director for The Network Union) outlines the options for businesses and organisations wanting to become a Partner or Authorised Supplier of BT. This is available by applying to The Network Union’s Supplier Programme for BT Business products and services, or by engaging with an alternative BT Partner.

Robert Sturt has worked as the Managing Director of The Network Union since 2012, bringing significant experience across working as an Authorised Partner of BT. The Network Union have won several awards including Partner of the Year, Most Brilliant Partner, Innovation Partner of the Year, and recently, Cloud Voice Partner of the Year 2024.

After reading this Network Union market guide, you will understand the following:

• How to resell BT Business products via The Network Union
• How to become an Authorised Supplier of BT
• Understanding BT’s Partner and Supplier Programmes

What is a BT Supplier?

Authorised Suppliers of BT market and resell BT Business products and services through an existing Partner or Distributor of BT—such as The Network Union. Becoming an Authorised Supplier via The Network Union is the most accessible route to reselling, as there are typically no targets or commercial commitments to begin. The application process is simpler compared to becoming a BT Partner or Local Business, usually taking just 2–3 weeks.

What is the eligibility and application process to become an Authorised Supplier of BT?

• All interested parties will require a Limited company, business email address, and website.
• Register your interest by completing an initial application form here.
• The Network Union will perform due diligence on your company and any listed directors.
• You will be required to complete a BT nomination form, please download a copy here.
• You will be required to complete compliance onboarding, covering BT brand guidelines.
• The Network Union will provide product and process training.
• BT will provide you with a unique Reseller ID known as an ORCA code.

What are the roles and responsibilities of your contracted BT Partner?

Your chosen partner is there to manage your relationship with the BT Business Partner channel. While your relationship is contractually with the partner/distributor, you will also have interactions and receive sales support from BT Sales Specialists, which includes Partner Manager, Cloud Voice, and data product support.

Your contracted Partner is also responsible for all aspects of administration, including order placement and sales reporting. In addition to sales, the partner is responsible for ensuring compliance (including anti-bribery and corruption), and BT brand guidelines are upheld and to standard.

What is a BT Partner, and why do you need to engage with one?

An Authorised BT Partner holds a direct relationship with the BT Partner Channel. This is in contrast to Authorised Suppliers which contract with an existing BT Partner. Becoming an Authorised Partner of BT requires significant trading history with higher turnover vs resellers, good route to market, sales and compliance infrastructure with strong processes, including compliance. The application process typically takes a number of months and follows a strict process.

What are the roles and responsibilities of a BT Supplier?

We mentioned that the partner is responsible for compliance. However, all BT suppliers must ensure they adhere to their own compliance process. The BT guidelines document outlines how to use the BT brand; failure to follow this guide will result in the removal of your BT Supplier status.

BT suppliers are responsible for ensuring adequate product and brand guidelines are instilled within their organisation. Working with BT presents an excellent opportunity, but access to the brand is not without limitations.

Should you apply to become a BT Supplier or BT Partner?

The answer does not just depend on eligibility. Starting a direct partnership with BT Business requires significant commitment to sales targets and associated compliance. The partnership option may detract from your own business, resulting in a negative outcome.

Becoming an Authorised Supplier means you can maintain a focus on your core business with the support from an existing BT Partner. There are no targets, and your business is supported by the partner across compliance, admin, and product training.

• Consider whether your business would be eligible to join the direct BT Partner Programme.
• Consider whether your business is capable of assigning resources to compliance and processes.
• Understand that to become a BT Partner, your business will require a high turnover with a solid route to market.
• Beginning your BT relationship as a Supplier is a much more straightforward application process.
• All BT Suppliers are supported by the Distributor across onboarding, training, compliance, and day-to-day sales.

What BT products and services can The Network Union resellers access?

1. Broadband Product Types

2. Service Tiers (Applicable to All Broadband Products)

3. Additional BT Business Services