Why cyber security wins or loses the deal
As recent high-profile cyber-attacks have illustrated, cyber security is a critical business issue; it’s the cornerstone of trust between companies, partners and customers. Both ITDMs and resellers recognise that security and transparency sit at the heart of network value.
Crucially, network security is now a deal maker, not just a checkbox. Across both audiences, it has become a defining factor in partner and customer relationships.
How ITDMs view cyber security
How resellers view cyber security
For ITDMs, sovereignty now extends far beyond data residency and is much more than a matter of compliance or risk management.
It increasingly reflects operational resilience and control, ensuring that critical systems are not dependent on foreign providers who could compromise or disable them. Crucially, network security is now a deal maker, not just a checkbox. Across both audiences, it has become a defining factor in partner and customer relationships. These findings highlight that cyber security is now a competitive differentiator. This shift means vendors must go beyond delivering secure infrastructure; they must act as trusted advisors who proactively communicate risk and resilience in business terms. In turn, partners who lead with it in customer conversations can turn reassurance into revenue, using BT Wholesale’s scale, visibility and credentials as proof of strength.
“Trust is something you earn over time by delivering consistently what you’ve promised. Once built, trust is not easily broken.”
Thea Sztejka,
Managing Director, BT Wholesale
Security is crucial to trust
BT Wholesale’s partners recognise that the network itself is a critical line of defence – and therefore trust. As Richard at Digital Space puts it, “I don’t think we have many conversations about networking without security.”
Darren at O2 Daisy emphasises this: “You’re only as strong as your weakest link.” That’s why BT Wholesale is committed to building trust by embedding protection into every layer of its network – from architecture to operations – and backing it with continuous improvement and transparency.
With multiple global Security Operation Centres (SOCs), BT Wholesale brings scale, visibility and expertise that few can match. Its networks identify over 2,000 signals of potential cyber attacks every second, enabling a proactive, 24/7 approach that transforms security from a static safeguard into a living, strategic capability.
BT Wholesale security scale
14,000
phishing emails intercepted every month.
800
malicious domains taken down per month.
3,600
security professionals across UK SOCs.
Partner actions
Build trust through proactive protection
1. Lead with security as a differentiator
Make security central to your pitch. Use BT Wholesale’s trusted network resilience – from global SOCs to DDoS defence – to demonstrate the scale and credibility customers can rely on.
2. Build customer confidence through education
Translate risk into business terms. For example, show how outages threaten revenue, reputation and continuity, and share proactive updates on uptime and protection measures. Openness and clarity build trust and strengthen long-term relationships.
3. Turn security into a growth lever
Show how secure networks protect productivity, continuity and customer loyalty. Use BT Wholesale’s support to position resilience as a driver of both confidence and performance, not just protection.
