BT BUSINESS PARTNER SALES.

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1 BT BUSINESS PARTNER SALES. INTERESTED IN BECOMING A BT BUSINESS PARTNER? PARTNER SALES PROPOSITION 2014/15. ADDING VALUE EXTENDING REACH. Look at this great proposition.

2 CONTENTS. 1. BT BUSINESS PARTNER SALES VALUE PROPOSITION BT BUSINESS PARTNER SALES GROWTH STRATEGY COMMERCIALS CONTRACTS, COMMISSIONS, AND INCENTIVES PORTFOLIO SALES, SPECIALIST AND SERVICE SUPPORT TRAINING AND DEVELOPMENT MARKETING AND COMMUNICATIONS. 10 2

3 1. BT BUSINESS PARTNER SALES VALUE PROPOSITION. BT Business Partner Sales is a sales channel working with companies who sell to business customers. This is how the BT Business referral model works: Partners 1 sell solutions from a set range of products and services in the BT Business network portfolio, on which they can earn revenue on a paid commission basis. The orders are referred to BT through a dedicated partner portal, processed, installed and then billed by BT. The benefits are straightforward. You can add products from BT s voice and data portfolio to complement your solutions, and increase the overall value and margin of the sale Add value to your sales, at low cost, by including BT s network. We ll then work with you to install the customers products The financial risk is low there s no capital outlay or debt risk with our sales referral model, BT bill the customer directly We re a market leading brand BT PLC is a FTSE top 100 company with a local, national, and international presence. In summary. The BT Business Partner programme offers everything you d expect from BT: Commission package, paid monthly Account management and specialist technical support (field and desk) 2 Dedicated partner service support Use of BT brand and supporting sales collateral 2 Product and pricing information tools Partner online ordering systems Order progress updates Online product training No registration or set up fees. INTERESTED? There are two contract options: Indirect Partner Sales Agreement (IPSA), where the order is placed in the name of the end customer Indirect Sales Distribution Contract (ISDC), where a partner chooses to take the services in their own name and next bill. 2 Whichever you choose, BT s reputation as one of the world s most successful communications suppliers offers reassurance to both you and your customers. Partner status. As a BT Business contracted partner, we d expect you to achieve an agreed value of sales for BT. In return, you ll have access to: A fixed-term contract Partner account management and specialist support BT Business converged solutions portfolio Service management Commission model for contracted partner (available following application). Interested? Please contact us on Martin Clarke General Manager BT Business Partner Sales 1. BT BUSINESS PARTNER SALES VALUE PROPOSITION. C 3

4 2. BT BUSINESS PARTNER SALES GROWTH STRATEGY. Our strategy is simple; to grow new and profitable business through existing partners, develop and expand our partner sales through selected recruitment, and provide excellent customer service. Giving you the tools to grow. These are undoubtedly challenging times. However, working with BT gives you the reach, portfolio, brand and capability to help small, medium and global businesses develop and grow. In safe hands. Thanks to BT s experience and know-how, there s no better company to partner with when it comes to providing businesses with the services they need. Market leaders for service. We re committed to putting the customer first. We understand that first-class customer service is critical to your business as well as ours. In 2014/15, we ll make additional improvements to make sure we can help you support your customers. Partnerships that deliver growth. Part of our success is down to our ability to work together. The knowledge and experience of our partners, together with the expertise of the BT team, deliver mutually profitable business. Our customers need us adding value. The economic climate and advancing technology continue to drive an increasingly competitive market. Customers need to work with organisations that will provide them with the latest technological solutions that will help them compete. You can do this by partnering with BT. Partnerships that drive results extending reach. Working together, we can extend our customers reach into the marketplace. We believe there s no better collaborative team to take on this challenge because, jointly, we ve got the ability to give customers the confidence of a complete solution and choice of how they do business. Interested? Please contact us on BT BUSINESS PARTNER SALES GROWTH STRATEGY. C 4

5 3. TO HELP YOU DELIVER COMMERCIALS CONTRACTS, COMMISSIONS, AND INCENTIVES. 3.1 Contracts. BT Business Partner Sales offers a standard channel referral sales agreement (IPSA). Subject to status, we also have the Indirect Sales Distribution Contract (ISDC). This is specifically for partners who provide a converged managed solution to their customers and want to keep the end-to-end management but also offer BT Business services as part of the overall solution. This increased flexibility gives partners a choice of how they work with BT. 3.2 Commissions. The partner commission team operates as a dedicated resource to our partners. The team provides simplified commission reporting. BT Business Partner Sales operates a transparent commercial scheme, which clearly states the rewards on offer. 3.3 Channel incentives. Our proposition for 2014/15 has many attractive incentives. This year we ll be launching a range of strategic and tactical incentive programmes that will help partners and their teams to earn additional income. We re committed to rewarding achievement that goes above and beyond. We aim to develop a wide range of bespoke, flexible and innovative incentive programmes. 3. TO HELP YOU DELIVER COMMERCIALS CONTRACTS, COMMISSIONS, AND INCENTIVES 5 C

6 4. PORTFOLIO. Our 21st century network is an open, global software-driven IP platform that s helping us meet customers evolving communication needs. Together with products and services, this infrastructure gives customers high-speed access, converged communications, and content services. We ll build the best technological and competitive solutions to win more new business. Below is a summary of what the BT Business portfolio has to offer you: 4.1 Dedicated internet access. BTnet is a highly reliable, flexible and uncontended leased line internet service. We re the number one provider in the UK 3 and have unparalleled experience in supporting customers needs. Customers now rely on successful and fault-free internet, especially those who run business-critical applications. We continue to deliver the highest quality service availability, data transfer and internet security. As a partner, you have access to competitively priced packages for dedicated BTnet Ethernet Fibre bandwidths from 2Mbit/s all the way up to 10Gbit/s. In addition, we also offer BTnet Ethernet in the First Mile (EFM) and BTnet Generic Ethernet Access (GEA) as options for low cost, uncontended, symmetrical bandwidth with fast fix times. 4.2 BT SIP trunk over BTnet and MPLS. BT SIP (Session Initiation Protocol) is a Voice over IP (VoIP) service that allows calls to be made via the internet rather than a traditional voice network. BT SIP takes IP Voice calls to a new level and is delivered over a dedicated BTnet giving more bandwidth, higher speeds and greater reliability, providing the capacity to support voice and data on a single infrastructure. 4.3 Data VPN/WAN. One of the main reason partners work with us is their confidence in our ability to deliver whatever a customer demands through our WAN portfolio. From flexible working to managing local, national or global sites more effectively, we have a solution. Whatever the size, scope or complexity of your customers data networking requirements, our portfolio covers everything from MPLS, Ethernet, wires only or fully managed to International and Point-to-Point services. PORTFOLIO DATA NETWORKS. In 2013/14, we increased our market share in internet connectivity through BTnet, and we re still the market leader. 4.4 Broadband. BT Business is investing 2.5 billion in a new fibre network to bring superfast broadband to businesses across the UK. 99% of businesses in the UK have access to first generation (ADSL) broadband from BT providing businesses with speeds of up to 20Mbps. Our Superfast broadband, which is delivered over fibre-optic cables and delivered as Fibre to the Cabinet (FTTC) providing download speeds of up to 80Mbps and upload speeds of up to 20Mbps and Fibre to the Premises (FTTP) providing download speeds of up to 300Mbps and upload speeds of up to 30Mbps. Both of which come with unlimited wi-fi and are all supported by our aim to fix any faults by the end of next working day. 4.5 Calls & lines. Our flagship range of competitive and flexible call plan options suit all customer needs. Our strategy and the value add for increased commissions, is linkage to sell calls, lines, broadband and mobile within a single package. 4.6 Mobile. Our Mobile Virtual Network Operator (MVNO) partner has changed and we are now using EE s mobile network. This means we now offer all our customers 4G network access as standard, at no extra cost. 4 Every mobile customer has free access to over 5 million BT Wi-fi hotspots (before, it was only those with Android devices or BT Broadband). A SIM Only plan is now available, which is separate from Solo and there s more choice of Mobile Extras, like our new short-term roaming options and larger data options. In the volume market, our proposition is refreshed every quarter with new offers and a choice of the latest handsets. For larger deals, we can offer bespoke contracts. 4. PORTFOLIO. 6 C

7 It s an exciting time ahead with BT Mobile, with more to offer than ever before and there s even more to come to further enhance our portfolio and to capitalise on the trends of the enterprise market moving towards mobility, Cloud-based solutions and smart devices. The launch of OnePhone this year allows workforces to increase productivity and competitiveness with a turn-key, Fixed Mobile Converged (FMC) solution. 4.7 IP Voice. The landscape is changing as technology migrates from traditional to IP, and our new IP Voice solution launching this year will provide the answer to your customers needs. Voice services are no longer fixed to a physical location, providing one number in the office, on the move or at home. It will also offer flexible geographic number allocation which makes it easier to relocate or consolidate numbers. This future proofed technology means you never need miss a call again. CONVERGENCE SOLUTIONS. Unified Communications and Fixed Mobile Convergence will continue to be the central focus as market demand for these services is increasing rapidly. At the same time, customers take up of IP is growing significantly, and the introduction of SIP opens up a massive opportunity in the Converged Solutions area. 4. PORTFOLIO. 7 C

8 5. SALES, SPECIALIST AND SERVICE SUPPORT. To help you with your sales activity, a dedicated channel partner manager and a highly skilled specialist team will support you. In the fast moving marketplace of communications, we understand how important it is that you have access to, and have knowledge of new products and offers. Your partner manager and specialists will work with you and your sales team on projects and sales opportunities. Together, we ll build the best technological and competitive solutions to win more new business. Whatever the size, scope or complexity of your customers data networking requirements, our dedicated partner data specialists are on hand to help you win business. From designing a technical solution through to the customer proposal, you ll have the support of a team that has a wealth of both product and technical knowledge combined with extensive channel experience. Your Broadband Specialist is on hand to work with your sales teams in this dynamic marketplace to ensure you have the right offering at the right time to win new business. Your Calls and Lines Specialist has access to an array of competitive packages. Their experience of the marketplace and understanding of customers requirements enables them to manage the commercials. Your Mobile Specialist will work with you to review the options that are right for you and your customer, for those larger deals, we can also offer bespoke contracts to ensure that you can propose a truly competitive bid to your customer. BT Business provides a full end-to-end service support for our customers: Business Service Provision is a dedicated team who offer provision management expertise to customers of BT Business. Customers moving premises are given the works and a dedicated managed service (known as the Business Movers Team) to help them while they re relocating. ICT Provision & Repair is made up of the teams that support products and services, such as complex network delivery and multi-site installations. Customer Repair Management delivers what matters to business customers who ve had a problem, fault or issue and offers more support. The BT Business Customer Experience Team manage the end-to-end service delivery. This includes order entry, installation and supporting repair issues. As our partner, you ll not only have access to service teams across BT but also the dedicated partner Customer Experience Team who are trained to support partner requirements. Each partner is aligned to a named Service Manager who will also support our partners as a Single Point of Escalation to improve the service proposition we deliver. In addition to all this, the Pre-Sales Support Team will help on all pre-sales queries. 5. SALES, SPECIALIST AND SERVICE SUPPORT 8 C

9 6. TRAINING AND DEVELOPMENT. 6.1 BT Partner learning and development. We know that having the right people with the right skills is key to a successful business. That s why we ve got a Learning and Development Team who are committed to supporting the development of you as a partner. We provide our partners access to a single portal for learning and development and sales enablement material called Academy Point. This provides an online portal for product sales training and knowledge guides. Partners also have access to online business and selling skills courses. In addition to the online courses, where required we can also supplement learning with webinars and F2F training. We will work with you to assess your training requirements to support the delivery of the sales plan. 6. TRAINING AND DEVELOPMENT. 9 C

10 7. MARKETING AND COMMUNICATIONS. 7.1 Marketing. BT Business extends market reach through promoting and marketing their products and services. Branded sales collateral, product guides and key sales messages are all available to our partners. You ll also have access to a dedicated portal that holds a library of sales material. Partners can use the BT brand on their own promotion material and websites to support the sale of BT Business products and services. As a partner, you ll be able to use the Authorised Partner of BT endorsement alongside the BT mark. 7.2 Communications. We re always on hand and will communicate regularly with you through briefings specially tailored for our partner community. These updates will give you all the relevant information you need to perform efficiently and successfully. We understand you re busy, so we aim to keep our communications to a minimum but with maximum impact. 1. The meaning of the word partner or partnership in this communication is governed solely by the terms of the commercial agreement(s) and/or arrangements in place between BT and its partners. It does not give rise to a partnership in the Partnership Act 1890 and any such meaning is expressly rejected by BT and its partners. The BT Business Partner proposition and all materials produced in connection with it may contain statements regarding the business relationship between BT and its partners. Partners are reminded that the legal relationship between partners and BT is exclusively governed by the Indirect Partner Sales Agreement (IPSA). Nothing in the Proposition or materials produced in connection with it may be read as either taking precedence over, or as an alteration to, the IPSA. 2. Dependent on status. 3. Source: Netcraft March 2012 leased line Internet access analysis. 4. As long as they have a 4G-ready handset, and are in a 4G enabled area. Offices Worldwide The services described in this publication are subject to availability and may be modified from time to time. Services and equipment are provided subject to British Telecommunications plc s respective standard conditions of contract. Nothing in this publication forms any part of any contract. British Telecommunications plc Registered office: 81 Newgate Street, London EC1A 7AJ. Registered in England No Find out more at: #BTBPARTNERS and 7. MARKETING AND COMMUNICATIONS.

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