Virgin Media O2 Business overhauls its approach to partner development
The company is constructing a dedicated team focused on partner success, by supporting them through their entire order lifecycle


Virgin Media O2 Business Wholesale has revealed a new partner success operating model as part of a range of business changes aimed at improving partner experience and helping them grow.
The model aims to fundamentally reorganise the company’s resources across the wholesale business, which will lead to the introduction of a dedicated team focused on partner success.
RELATED RESOURCE
Virgin Media O2 Business hopes the new team will build-in changes to the partner experience across the full customer journey, from pre-sales support to end-of-service. The team will support partners through the onboarding process, quoting, and ordering. It will also look beyond the point-of-sale and provide closer guidance through service delivery and helping with in-life changes and renewals.
The company said that work to integrate the new partner success process is underway, with the new team expected to be fully operational by 2023.
“The way the wholesale connectivity channel does business is becoming less transactional and more consultative, and partners across the industry are facing more bespoke requests from their customer base,” said Aaron Briant, head of Wholesale Operations at Virgin Media O2 Business. “They need greater support from their suppliers to meet their individual needs. Our new dedicated partner success team is here to challenge our partner relationships throughout the entire lifecycle, ensuring we create the right environment and support model to foster mutual growth and success.”
The move is in addition to other initiatives introduced by the company over the last 18 months to support the growth of fixed wholesale partners. These include commercial rebound offers to support businesses during the pandemic, investment in high bandwidth capability, and a number of price reductions for new and existing services.
In July last year, the firm also launched UltimateFlex, a new contracting model for wholesale services. The setup offers customers anytime cancellation as standard for managed ethernet, internet access, and high-capacity services. The firm also removed installation charges on wholesale products as part of the model, as well as excess construction charges.
ChannelPro Newsletter
Stay up to date with the latest Channel industry news and analysis with our twice-weekly newsletter
Zach Marzouk is a former ITPro, CloudPro, and ChannelPro staff writer, covering topics like security, privacy, worker rights, and startups, primarily in the Asia Pacific and the US regions. Zach joined ITPro in 2017 where he was introduced to the world of B2B technology as a junior staff writer, before he returned to Argentina in 2018, working in communications and as a copywriter. In 2021, he made his way back to ITPro as a staff writer during the pandemic, before joining the world of freelance in 2022.
-
The IT industry’s shift to circular, low-carbon solutions
Maximize your hardware investment and reach your sustainability goals with HP’s Renew Solutions
-
Lenovo ThinkPad X9 14 Aura Edition review
Reviews This thin and light ultraportable will draw you in with its vibrant screen – but it isn't as powerful as some of its competitors
-
Cisco names Oliver Tuszik as global sales chief
News Cisco has announced the appointment of Oliver Tuszik as its new executive vice president of global sales, who replaces Gary Steele.
-
Katun targets accelerated growth, greater collaboration with new partner portal
News Printing and imaging specialist Katun has announced the launch of its new Katalyst Partner Portal, designed specifically to drive channel collaboration.
-
‘Here in the European market, I think we are in a good position’: DocuWare CEO Dr Michael Berger on the company’s rapid growth
News ChannelPro sat down with DocuWare CEO Michael Berger to discuss the company's rapid growth and channel strategy.
-
Group-IB launches partner program as channel-first strategy kicks off in Europe
News The vendor said the initiative reflects its commitment to building a resilient cyber security ecosystem across Europe
-
Datatonic eyes fresh growth drive with new CEO appointment
News Datatonic has announced the appointment of Scott Eivers as its new CEO as the enterprise data and AI solutions provider looks to its next phase of growth.
-
Marketing talent brain drain could stunt channel partner success
News Valuable partner marketing skills are at risk of being lost as the structure of channel marketing teams continues to shift, according to new research.
-
LevelBlue launches new partner program that’s “built for the future”
News The new partner initiative features a flexible, consumption-based model to help partners drive revenue
-
SonicWall pins ‘transformational year’ on strong partner growth
News The vendor’s channel-first strategy has fueled a 42% year-over-year increase in overall partner growth