How to resell BT Business Broadband

The telecommunications landscape in the United Kingdom is undergoing a significant shift as legacy copper networks are deactivated in favour of full-fibre infrastructure. Managed Service Providers (MSPs) and IT consultants can capitalise on this transition by reselling BT Business connectivity products to the Small and Medium Enterprise (SME) market. This guide provides the technical and commercial framework required to establish a successful partnership within the BT ecosystem.

What does it mean to resell BT Business Broadband?

Reselling BT Business Broadband involves acting as an authorised intermediary that connects UK businesses with BT connectivity solutions. The reseller identifies customer requirements and facilitates the sale of services such as SoGEA and FTTP while leveraging the trusted BT brand identity.

In the standard agency model, the reseller focuses on lead generation and closing sales, whereas BT assumes responsibility for physical network delivery. The end customer enters into a direct contract with BT, ensuring that the reseller avoids the complexities of billing and technical maintenance.

What is the difference between a BT reseller and BT partner?

The distinction between a BT reseller (Authorised Supplier) and a BT Authorised Partner centres on the scale of operation and directness of the relationship with BT. Partners maintain direct contracts with BT and must meet aggressive quarterly sales targets, whereas resellers operate under a Principal Partner to access the same products with lower barriers to entry.

BT Reseller	Metric	BT Authorised Partner
Indirect Relationship Managed via Distributor	Structure	Direct Relationship Contracted to BT
Flexible No fixed quotas	Sales Targets	High Mandatory Quarterly audits
Fast Access Weeks to onboard	Onboarding	Rigorous Months-long vetting
Distributor Support Admin & Ops handled	Management	Self-Administered In-house compliance

What products can I resell?

Resellers have access to the full BT Business portfolio, which is essential for businesses preparing for the All-IP switch-off occurring within the UK. This portfolio covers both broadband connectivity and digital voice solutions.

• SoGEA (Single Order Generic Ethernet Access): A broadband solution that operates without an analogue phone line.
• FTTP (Fibre to the Premises): Full-fibre broadband delivering speeds up to 1Gbps directly to business premises.
• BTnet Leased Lines: Dedicated internet access providing symmetrical speeds and 100% availability SLAs.
• Cloud Voice & Cloud Voice Express: Hosted VoIP services that replace legacy PSTN systems for UK SMEs.

Do I need to manage billing and support?

In the agency reseller model, you do not manage billing or technical support for the end customer. BT Business assumes responsibility for invoicing the client and providing 24/7 technical assistance through UK-based support centres.

This allows the reseller to focus exclusively on customer acquisition and solution design. If a business wishes to handle billing and support, that business must instead apply to become a BT Wholesale customer.

How do commissions work?

Commissions are paid as a percentage of the Sales Order Value (SOV), which is determined by the monthly rental price and the contract term length. Payments are usually split into upfront acquisition fees and subsequent renewal bonuses.

• Acquisition Commission: Paid once the broadband or leased line service is successfully installed and active.
• Renewal Commission: Earned when a reseller successfully re-signs a customer for a new term.
• SME Focus: High-volume sales to SMEs often provide the most consistent revenue stream for new resellers.

What are the eligibility requirements?

BT requires all resellers to meet specific business and compliance standards to protect the integrity of the brand. Applicants must be registered as a Limited Company in the UK and undergo a compliance audit.

• Companies House Registration: A valid UK company registration number is mandatory.
• Branding Compliance: Resellers must complete training on the correct use of BT and EE logos.
• Operational Audit: Vetting includes a review of business plans and existing sales processes.

What is a BT ORCA code?

An ORCA code is a unique identification number assigned to every authorised BT reseller and partner. This code is essential for submitting orders through the BT Partner Gateway and ensures that commissions are correctly attributed to your business.

The code identifies the originating reseller for every transaction, from initial broadband orders to subsequent service upgrades. Access to internal ordering systems such as ICON is only granted once an ORCA code has been officially issued following compliance training.

How long does onboarding take?

Onboarding as a reseller typically takes between two and four weeks when facilitated through a Principal Partner. This timeline is significantly shorter than the direct partner route, which can take several months.

1. Initial Application: Registering interest with a distributor such as Network Union.
2. BT Nomination: Formally submitting business details to BT for approval.
3. Compliance Training: Completing mandatory modules on brand standards and anti-bribery policies.
4. ID Issuance: Receiving the ORCA code and gaining system access.

Is reselling BT Business Broadband profitable?

Reselling BT services is profitable because the model requires zero upfront capital investment in network hardware or maintenance. With the UK PSTN switch-off occurring by 2026, the demand for SoGEA and Cloud Voice solutions remains consistent.

Revenue grows as the reseller builds a base of customers on 36-month or 60-month contracts. Commissions for high-value services like BTnet leased lines provide significant one-off payments that can exceed several thousand pounds per sale.

Can I white-label BT broadband?

The BT Reseller and Partner programmes do not allow for white-labelling; all services are sold under the BT Business brand. Resellers must use the authorised supplier logo to signify their official status.

Businesses that require a white-label solution must move to the BT Wholesale model. This requires the business to possess a billing system and provide first-line technical support to end-users.

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Frequently Asked Questions

How much does it cost to join the BT Reseller Programme?
Joining the programme through a Principal Partner is generally free, though businesses must cover their own marketing and sales costs.

Can I sell EE mobile as a BT reseller?
Yes, the converged BT and EE portfolio allows resellers to offer 5G mobile SIMs and handsets alongside fixed-line broadband.

Do I need an office to be a reseller?
BT requires evidence of a professional working environment, which can include a registered office or a dedicated business premises.

What is the commission rate for BT Business?
Commission rates vary but are typically based on a percentage of the total contract value, often reaching up to 21% for 3 or 5-year terms.

What happens if a customer cancels?
Commissions may be subject to a clawback period if a customer cancels their contract shortly after installation.

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Becoming an authorised BT reseller is an efficient way to enter the UK telecoms market. The process through a Principal Partner ensures your business is supported with technical training and compliance management.