BT WHOLESALE
Inside the channel’s growth paradox
Gavin Jones, Director, Wholesale Partners, BT Wholesale, shares how partners can design smarter to drive revenue.
From shifting buying intentions to new customer demands, the channel landscape is evolving at a rapid pace. At the same time, continued economic pressures push channel partners to do more for less. However, underneath this challenging picture sits an interesting paradox: data usage is skyrocketing – with businesses and consumers streaming, collaborating, and relying on connectivity more than ever – but this is not yet translating to revenue growth for the channel. This gap signals a clear opportunity to rethink commercial models. By 2030, connectivity investments could unlock £179bn in additional economic value (2025–2030) and support 243,000 jobs each year. The question for channel partners is how to compete smarter and turn this rising demand into revenue. Broadband momentum: why FTTP is a safe bet At first glance, traditional connectivity
markets appear to be stagnating. Ethernet growth has slowed. However, upon closer look, a more positive picture emerges. Business spending on connectivity solutions is shifting, not disappearing, and data points to multiple pathways to growth for the channel. Ethernet access is increasingly evolving into more specialised, high-value use cases, while many organisations are adopting full fibre broadband alongside Ethernet, as FTTP rollout accelerates across the UK, including BT Group’s own £15bn investment. This positions FTTP-based broadband firmly at the centre of future networking solutions. FTTP connectivity offers the performance, scalability, and reliability organisations need to support cloud adoption, hybrid working, and modern communication. For partners, the key is positioning broadband not simply as a connection, but as the digital foundation that enables modern work. The growing UCaaS opportunity A similar transition is reshaping the communications market. Traditional voice calling continues to decline, but the spending behind it is not disappearing. Instead, it is moving into unified communications platforms that bring calling, messaging, video, and other collaboration solutions into a single environment. Microsoft Teams sits at the centre of this shift. Now used by 360 million
Gavin Jones Director, Wholesale Partners
btwholesale.com
Business spending on connectivity solutions is shifting, not disappearing...
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