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January 5, 2004

BT Indirect Channels enhances its voice channel

BT Indirect Channels (BTIC) continues to demonstrate its commitment to the voice channel with the recent recruitment of six directly-contracted voice partners and a dozen resellers.  BTIC will be working with these new partners to maximise voice opportunities by selling products such as BT Business Plan. When introduced earlier in the year, BT Business Plan was heralded as a step change in BTIC's approach to the voice market.

Neil Watson, general manager specialist sales and new partner programmes, BT Indirect Channels, comments: "BT's commitment to its core business is as strong as ever, and we continue to look for new partners to enhance our voice channel.  We have a strong product proposition - endorsed by the results of our recent Partner Perception Survey which enables our partners to generate new opportunities.

BT Business Plan is a key part of BTIC's product proposition.  The customers for this are predominantly SMEs, who depend on a reliable phone service, but need to control their communications costs.  Being able to solve this problem helps BTIC's partners to encourage loyalty and allows them to sell a wider portfolio of products and services on the back of successful BT Business Plan sales.

ME Consultancy Ltd, a new communications company, has recently partnered with BT through DMSL, BT Indirect Channels' largest distributor of Broadband solutions. Mark Evans, one of the founding Directors, explains the rationale: "ME Consultancy started trading earlier this year, and exclusively goes to market with BT.  Our customers want a premium level of service at competitive prices.  Over the last few months we have been able to demonstrate that BT has products and services that meet our customers' communications needs.  BT Indirect Channels has a wealth of experience in developing propositions through partners; their commitment and experience is an essential ingredient when addressing the 3.9m SME's."

BTIC's focus on recruiting value-added resellers with skills and experience of the voice market and a strong, proactive sales force will continue until March 2004.

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