How to Resell BT Business Services: Requirements, Commission, and Setup
Verified against: Official BT Business Partner Sales (BPS) Brand Guidelines, Ofcom General Conditions (C1.6/C5.16), and live operational data from the Network Union Partner Portal.
Summary: Reselling BT Business services through Network Union allows MSPs, IT consultants, and telemarketing agencies to offer BT's enterprise portfolio to their clients. It provides upfront and ongoing commissions without the strict quarterly sales targets of the direct BT Partner channel. The primary constraint to entry is passing BT's strict physical workspace and marketing compliance audits.
To become an authorised supplier of BT Business, joining the Network Union Reseller Programme allows MSPs, IT consultants, telecom providers, telemarketing agencies, POS (Point of Sale) companies, and energy brokers to build a high-margin revenue stream. As a Principal Partner, Network Union provides the mandatory framework, training, and compliance checks required to secure your official Authorised Supplier ID (ORCA Code) and start selling BT's enterprise portfolio.
Why is Network Union able to release this data?
The Network Union has been an Authorised Partner of BT since 2012. We are the winner of numerous awards and have been featured as a reference on the BT Business website.
Quick Facts: Reselling BT Business Services Overview
| Requirement / Metric | Details |
|---|---|
| Business Entity Required | UK Registered Limited Company |
| Ideal Business Profile | MSPs, IT Consultants, Telecom Providers, Telemarketing Agencies, POS Companies & Energy Brokers |
| Route Options | Authorised Supplier via Network Union or Direct BT Partner |
| Billing & Support | BT owns the contract, bills, and supports the client (Supplier model) |
| Target Commitments | Zero minimum targets for Authorised Suppliers |
Step-by-Step Process to Resell BT Services
- Understand Eligibility Requirements: Your business must currently hold a registered Limited Company status, a business email address, an active company website, and established compliance processes.
- Register Your Interest: Submit an initial application to Network Union. We will review your company details, listed directors, and your overall route to market.
- Complete the BT Nomination Form: Submit formal business details, including your registration number and address. You must provide photos of your working environment to meet strict compliance standards.
- Attend BT Compliance & Branding Onboarding: Complete mandatory onboarding covering regulatory and anti-corruption policies. You will be trained on the Ofcom GC C1.6/C5.16 rules regarding mandatory Contract Summaries for SME/Not-for-profit clients. You will also learn BT's strict branding rules (e.g., the BT logo must be 50% the size of your company logo).
- Receive Training From Network Union: Complete onboarding training that covers the BT product portfolio, quoting using the BT Sales Toolkit, ordering operations, and how to submit customer opportunities.
- Receive Your ORCA Code and System Access: Once approved, BT will issue your unique Authorised Supplier ID (ORCA Code). You will use this code to register for the ICON portal (setup takes ~24 hours). You will also gain access to Academy Point for product knowledge and The Club for verified marketing assets.
The Application Process to Resell BT Services Explained
Watch our comprehensive guide on navigating the application, meeting compliance, and getting your ORCA code without delays.
What's in this video?
Learn a practical, end-to-end workflow for becoming a Network Union reseller of BT products and services. We walk you through the portal, how to prepare your compliance documentation, and what the BT partner team looks for during the approval stage.
What you'll learn
Deep Dive: The BT Business Portfolio
As an authorised supplier, you gain access to the complete suite of BT Business connectivity and voice products. Below are key technical specifications and upsell options available in the Sales Toolkit:
Connectivity & BTnet
- BT Business Broadband: Features the Smart Hub 2/3. Essentials bundles include Guest Wi-Fi capabilities for retail/hospitality clients.
- BTnet Leased Lines: Offers a 100% uptime SLA with compensation for downtime. Delivered with Cisco Meraki equipment.
- BTnet Express: A faster-to-install leased line alternative running over existing cabling, featuring built-in optional BTnet Security.
BT Cloud Voice & EE Mobile
- Cloud Voice Licences: Available in Basic, Connect, and Collaborate tiers (includes video conferencing and presence).
- Chargeable Add-ons: Increase order value with add-ons like Receptionist Console, Small Business Receptionist, and Shared Call Appearance.
- EE Mobile: The UK's No.1 5G network for 11 years. Includes small business plans, data SIMs, and connected devices.
Cyber Security & Cloud Edge
- Managed Endpoint Security (CrowdStrike): Enterprise-grade security with raw, uncompressed EDR log file extraction available for complete telemetry archival (approx 30-300MB per machine/day).
- Cloud Connect Direct (CCD): Pre-built interconnections between BT's core MPLS network and cloud service providers requiring no CPE or physical circuit installations.
Commission Structure for Reselling BT Services
| Order Type | What It Rewards | Commission Structure | When Commission Is Paid |
|---|---|---|---|
| New Business | Winning net-new customers or adding new eligible services | Initial Commission on qualifying order value + On-going Payment Commission | After the order is accepted, installed, and first billed |
| Upgrades | Growing an existing customer's solution (e.g., higher bandwidth) | Initial Commission on incremental value + adjusted On-going Payment | Once the upgraded service is live and first billed |
| Re-signs | Retaining customers and extending contract terms | Initial Commission on qualifying re-signs + continued On-going Payment | After the re-sign is accepted and the renewed term is active |
Note: Products like Broadband and Cloud Voice typically pay initial commission upfront, while BTnet Leased Lines pay a percentage of the annual revenue.
Ongoing Support and Partner Enablement
As part of the programme, you are equipped with enterprise-grade tools to secure deals and remain compliant:
- Bid Support & Bid-in-a-Box: For large, complex opportunities, authorised suppliers can request joint pursuit support, receiving templates for customer value propositions and win themes.
- Partner Gateway & API: Access to the Partner Gateway for generating quotes. Developers can also utilise the BT API Developer Portal for advanced product integrations.
- Academy Point: A dedicated Learning Management System (LMS) providing video tutorials, product knowledge guides, and procedures for pre- and post-sale support.
The Reality Check: Edge Cases, Rejections, & Timelines
Becoming a Network Union reseller of BT products and services is highly lucrative, but applications are frequently delayed or rejected due to easily avoidable compliance oversights. Here is the reality of the onboarding process:
Network Union Insights
- Why Applications Get Rejected: The most common hurdle is failing the physical workspace compliance audit or breaching marketing rules. You must provide clear photographic evidence of your working environment. Sourcing unapproved BT imagery from Google instead of 'The Club' will result in immediate rejection or removal of your status.
- Time-to-Approval Realities: While standard setup takes 2 to 4 weeks, incomplete director guarantees or failing to promptly schedule the calling facility audit can delay your ORCA code issuance by upwards of two months.
- Hidden Constraints (Ofcom Rules): There are no upfront financial fees to join. However, you must invest time to train your staff on strict Ofcom GC C1.6/C5.16 regulations, ensuring mandatory Contract Summaries are generated and agreed upon before any sale is concluded with an SME or Not-for-Profit.
Key Terms & Acronyms Defined
ORCA Code
The unique identifier issued by BT that allows an Authorised Supplier to officially transact, submit orders, and claim commissions.
BT BPS
Stands for BT Business Partner Sales. This is the overarching division managing the indirect channel, guidelines, and product portfolios for partners.
ICON Portal
The central quoting and ordering gateway used by Network Union suppliers to configure solutions and generate formal quotes for clients.
The Club
The exclusive BT portal where Authorised Suppliers must source all verified brand assets, marketing collateral, and official logos to remain compliant.
Frequently Asked Questions (FAQ)
Can a sole trader become an authorised supplier of BT services?
No. To apply for the programme, your business must be a registered UK Limited company with an active website and a business email address.
Do I have to handle customer billing and support?
If you choose the Authorised Supplier route via Network Union, BT owns the contract, bills the client, and provides all customer support. If you choose the BT Wholesale route, you must white-label the service and handle all support and billing yourself.
What are the BT BPS brand guidelines for partners?
You must only source assets from 'The Club' portal. When using the BT endorsement logo alongside your own, the BT logo must be half the size of your company logo. A mandatory legal disclaimer must also be included in all partnership communications.
Why apply to resell BT Business services through Network Union?
Applying through an Authorised Partner such as Network Union allows you to become an 'Authorised Supplier' without the strict quarterly sales targets of a Direct Partner. Network Union handles the complex compliance onboarding, provides dedicated bid support, and pays out competitive initial and ongoing commissions.
Next Steps: Launch Your Telecom Offering
Ready to structure your business to resell BT Business services? Get in touch with our Partner Team today to discuss your eligibility and start the process.