With PSTN switch-off getting ever closer, FTTP adoption is expected to surge, unlocking speed and savings, but challenging margins. How can the channel find smart, profitable ways to navigate the latest change?
As we edge ever closer to the PSTN switch-off, the shift towards FTTP is accelerating. And with it, optimism, opportunities and concerns amongst the channel community.
On the one hand, AltNets and connectivity wholesalers see a huge opportunity. Fibre after all offers a far better value proposition than copper; greater speed, reliability and long-term efficiency. It’s both cheaper to operate and better suited to modern digital demands. Win win.
The combination of the PSTN switch off and the government and private investment we’ve seen makes full-fibre not just advantageous but necessary for future connectivity. That brings plenty of opportunity for new installations and revenue.
Resellers, on the other hand, are worried. While acknowledging the opportunity, they’re understandably concerned about the impact of this shift on existing leased line customers (and the healthy margins they provide). Can they afford for a significant volume of their leased line customers to move to the less margin-rich FTTP?
This is exactly where the channel needs a middle-ground approach. One that doesn’t force a binary choice between protecting leased line revenue and embracing the opportunity of FTTP. There’s a clear disconnect between the optimism surrounding full fibre and the anxiety around eroded margins. Bridging that gap is where we come in.
We can help partners defend their leased line base and grow profitable FTTP sales.
On the leased line side, we focus on elevating the customer experience. Better SLAs, faster response times, proactive monitoring and a more premium service layer can all help resellers justify new leased line sales and retain existing customers - when they feel the difference, they’re far less likely to downgrade.
On the FTTP side, we can support in turning this lower-margin access product into a healthier revenue stream. By bundling bolt-ons such as failover connectivity, managed firewall, enhanced support, security layers and on-site hardware, partners can rebuild the margin stack. Instead of selling ‘just FTTP’, they sell a full, resilient connectivity package, and customers get far more value as a result.
Backup and firewall in particular could be big opportunities for 2026.
Backup connectivity is increasingly key to business continuity. And it’s only going to increase in importance. We don’t want to scaremonger, but with AI entering the mainstream, there’s more chance that downtime halts critical operations like predictive maintenance. (Not to mention the revenue and reputational impact of an outage anyway.) There have been a number of high-profile attacks in 2025, so security and continuity are on customers’ radars. Now might be a good time to reintroduce those conversations.
Speaking of security, we’ve seen a lot of uptake and margin-enhancement amongst our partner base through our Managed Firewall offer. It provides a quick and easy margin gain as an add on to connectivity, and we’ll do all the work behind the scenes to get both installed for partners’ customers.
Let’s talk
The shift to FTTP doesn’t have to mean choosing between profitability and progress. With the right strategy and the right partner, the channel can protect its high-value accounts while still capturing the upside of full fibre.
Wherever you fit into the channel ecosystem, I’m sure we can help you pursue the promise of FTTP while protecting the margins on your leased lines. Get in touch and let’s see how we can help.
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