B2B Wholesale

What B2B Wholesale does

B2B Wholesale Pty Ltd (trading as BTB Australia) is a wholesale telecommunications enabler headquartered in Southbank, Melbourne. Founded in 2006 and still founder-led under Managing Director Brendon Brackin, BTB enables partner businesses — including telco dealers, IT managed service providers, phone system installers, copier companies, and established consumer brands — to launch and operate their own telecommunications, ISP, data, and cloud brands without building backend infrastructure. BTB powers nearly 100 partner brands in Australia, with Boost Mobile as a flagship customer. The company is one of only four NBN-recommended enablers in the country.

The company's core technology stack comprises its own globally connected Layer 2 Next Generation Network (the most peered network in Australia with 2,750 global peers), a proprietary in-house billing system called CINDY developed over 10+ years, a customised Salesforce CRM, and a Genesys-powered contact centre with triple redundancy. These systems are delivered as a fully white-label platform, allowing partners to operate end-to-end customer lifecycles — signup, provisioning, billing, compliance, and self-service — under their own branding. BTB holds direct integration with Tier 1 carriers including Optus (exclusive wholesale partnership covering all 121 NBN POIs), Telstra, Vocus, and AAPT, with infrastructure hosted across 23 data centres via NextDC and Equinix. The company is SOC 2 Type II certified and PCI-DSS compliant.

BTB earns revenue through three streams: a one-off partner setup fee, a small flat monthly management fee per partner (waived in months where nothing is billed), and the wholesale spread between what partners charge end-customers and what carriers charge BTB. Partners retain full ownership of their customer base, which BTB positions as a sellable asset valued at 1.5–7x annualised profits. The company operates an Australian-only go-to-market with no disclosed external funding, and supplements its ~50 Melbourne headcount with 40 full-time staff in Manila via the Acquire BPO partnership.

Name

B2B Wholesale

Legal name

B2B Wholesale Pty Ltd

Website

https://btbaustralia.com.au

Company type

Private

Founded year

2006

Operating status

Operating

Headcount range

1–10 employees

Short description

B2B Wholesale (BTB Australia) is a wholesale telecommunications enabler that provides a white-label platform — billing, CRM, network, and 200+ telco support staff — allowing Australian partner brands to launch and operate their own telco, ISP, and cloud offerings without building backend infrastructure.

Ownership category

akta.pro rank

Product category

Wholesale Telecommunications Enablement (MVNE)

NAICS

Telecommunications Resellers and Agents for Wireless Telecommunication Services (51712)

SIC

Wholesale-Professional & Commercial Equipment & Supplies (5040)

akta.pro primary industry

B2B Marketplaces & Wholesale Platforms (BPAMAGAD)

Keywords

• Wholesale telecommunications enablement
• MVNE services
• NBN wholesale platform
• White-label telco platform
• Managed network services

Headquarters

HQ city

South Melbourne

HQ country

Australia

HQ region

Oceania

Offices1 record

Markets served

GTM type

B2B

Offering type

Software

Cost components

Personnel, Operations, Technology or R&D, Infrastructure, Marketing or Sales

Revenue model

1. Partner Monthly Management Fee: BTB charges partners a small flat monthly management fee covering all backend services: customer service, provisioning, debt collection, billing, and payments. If a partner bills nothing in a month, BTB does not charge. This is the core recurring revenue stream.
2. Once-off Setup Fee: A one-time setup fee applies to new partners, covering onboarding costs including billing system setup, merchant facilities, call centre setup, paperwork, terms and conditions, business planning, go-to-market strategy, pricing, and comprehensive training.
3. Recurring Revenue from Partner Customer Base: Partners own their customer base and bill at their own rates. Partners receive ongoing recurring revenue at margins they set, month after month for as long as they retain customers. BTB earns from the wholesale cost difference between what partners charge customers and what carriers charge BTB.

Pricing tiers

Go-to-market motion2 records

Distribution channels3 records

Marketing channels7 records

Core offering

B2B Wholesale (BTB Australia) operates as a wholesale telecommunications enabler, providing a white-label software and service platform that lets partners launch and operate their own telco, ISP, data and cloud brands in 6-8 weeks. The platform bundles BTB's proprietary NGN (Next Generation Network), CINDY billing system, Salesforce CRM and Genesys call centre with direct Tier 1 carrier integrations (Telstra, Optus, Vocus, AAPT, nbn) to deliver fully branded signup, provisioning, billing, compliance and customer service to nearly 100 partner brands across Australia.

Product overview

BTB Australia operates as a wholesale telecommunications enabler providing a comprehensive platform for partners to become telco, ISP, data and cloud providers. The portfolio includes NBN services (via Optus partnership at all 121 POIs), ADSL, symmetrical data (SHDSL/Ethernet/EFM), MPLS networks, and Fixed Wireless Ethernet for data and internet connectivity. Cloud offerings encompass Infrastructure as a Service (IaaS), cloud managed firewalls, and colocation/VPS hosting in Tier III data centres. Voice solutions span traditional PBX systems, Cloud Phone Systems (Cloud PBX), SIP Trunking (including proprietary BTB Private SIP), ISDN services, and inbound calling numbers (13/1300/1800). Mobility services operate on the Optus 4G Plus network. The technology stack includes the proprietary CINDY billing system, Salesforce CRM integration, Genesys call centre software, and the company's NGN network backbone — the most peered network in Australia.

Differentiator

Problem solved

Functional benefit

Products and services

• nbn™ Services
• ADSL
• Symmetrical Data (SHDSL/Ethernet/EFM)
• MPLS Networks
• Fixed Wireless Ethernet
• Infrastructure as a Service (IaaS)
• Cloud Managed Firewalls
• Colocation and Virtual Private Servers (VPS)
• Traditional Voice Services (PBX/PABX)
• Cloud Phone Systems (Cloud PBX)
• SIP Trunking
• ISDN Services
• Inbound Calling (13/1300/1800 Numbers)
• Mobility (4G Plus Mobile Service)
• NGN (Next Generation Network) Wholesales Backbone
• White-Label Software Stack (CINDY Billing + Salesforce CRM + Genesys Call Centre)
• Boost Broadband (NBN Service) - Partner-Launched Product

Quantifiable outcome

• Partners can launch a telco brand in 6–8 weeks vs 12 months building independently
• +6 more outcomes

Named customers2 records

Segments5 records

Ideal customer profiles5 records

Technology focussed Yes

API detail

Has API

No

API docs

API detail

Core technology

AI maturity

App detail

Integration3 records

AI capability2 records

Feature7 records

Partnerships

Eleven partnerships are on record, tiered core, major and supporting.

• Boost MobilecoreChannel Partner/ Reseller/ Distributor · 22 March 2024Boost Mobile, the world's largest youth-focused telco brand with nearly 1 million Australian prepaid mobile customers, partnered with BTB to launch 'Boost Broadband' — NBN and NBN+ services. This was Boost Mobile's first expansion beyond mobility in its 24-year history. BTB provided the wholesale NBN delivery platform and white-label infrastructure enabling Boost to become an ISP. Peter Adderton, Founder of Boost Mobile, described this as a 'shared commitment to delivering Australians more choice.'
• Optus WholesalecoreStrategic or Co-development PartnerBTB has an exclusive partnership with Optus Wholesale for nbn™ services across Australia. With Layer 2 access directly to all 121 Points of Interconnection (POIs), BTB offers wholesale access at every nbn™-enabled household and business. BTB's private NGN links directly into Optus' network ensuring superior nbn™ experience. This is a flagship differentiator enabling partners to offer NBN anywhere in Australia.
• Telstra WholesalemajorTechnology or IntegrationBTB has direct relationships with Telstra Wholesale as one of its Tier 1 carrier partners. Telstra is one of the carriers integrated into BTB's platform, enabling partners to offer Telstra services under their own brand.
• VocusmajorTechnology or IntegrationBTB has direct relationships with Vocus as a Tier 1 carrier partner. Vocus services are integrated into BTB's platform, enabling partners to offer Vocus products.
• AAPTmajorTechnology or IntegrationBTB has direct relationships with AAPT as a Tier 1 carrier partner. AAPT services are integrated into BTB's platform.
• Amazon Web Services (AWS)majorTechnology or IntegrationBTB's production platform is hosted on AWS in Australia. AWS provides key infrastructure and hosting services for BTB's platform, enabling cloud-based telco enablement capabilities.
• NextDCmajorTechnology or IntegrationBTB's infrastructure is hosted in NextDC data centres — Australia's premier certified data centre provider. NextDC provides 100% SLA on power and cooling with 24x7 onsite engineering support.
• EquinixmajorTechnology or IntegrationBTB's infrastructure is also hosted in Equinix data centres — one of the world's leading data centre providers. Equinix provides 24x7 onsite engineering support, complementing the NextDC partnership and giving BTB access to 23 data centres across Australia.
• Acquire BPOsupportingImplementation/ SI/ Consulting PartnerBTB partnered with Acquire BPO — an Australian-founded BPO company established in 2005 — to access a global talent pool of level 1 telco customer experience agents. Starting with 8 back-of-house staff in Manila in 2017, the partnership expanded to 40 full-time employees across 5 lines of business. This dramatically improved BTB's SLAs: service qualification from 1 business day to 1 hour, quality assurance from 3 days to 1 day, and order submission from 3 days to 1 day. 99% staff retention achieved.
• SalesforcecoreTechnology or IntegrationBTB uses Salesforce as its CRM platform, integrated with its CINDY billing system. Salesforce provides case management, opportunity management, knowledge base, and full transparency of customer data for BTB and its partners.
• Genesys (Interactive Intelligence)coreTechnology or IntegrationBTB integrated the Interactive Intelligence platform by Genesys into its Customer Care Centre. Genesys is the market leader in call centre software. BTB is also an authorised reseller of Interactive Intelligence. The platform enables triple redundancy, 100% call recording, live QA monitoring, proactive customer retention via voice analytics, queue prioritisation, and automatic call-back features.

Scale indicators10 records

Recent moves6 records

Expansion highlights5 records

Broad incumbents

• Telstra Wholesale: Telstra Wholesale is the wholesale arm of Australia's largest carrier, providing the carrier services BTB integrates and resells under partner brands. Broad incumbent that sits upstream in the same telecom wholesale stack but offers overlapping capabilities.
• Optus Wholesale: Optus Wholesale is the Tier 1 carrier providing the exclusive NBN partnership that underpins BTB's 121 POI access. Broad incumbent operating across the same B2B wholesale telecom stack and providing similar services at greater scale.

Direct peers

• Pivotel: Pivotel is an Australian wholesale satellite and mobile telco providing managed services to remote and IoT customers. Comparable wholesale enabler operating niche telecom infrastructure for partners and enterprise across Australia.
• Vonex (United Networks): Vonex is an Australian cloud PBX and telco provider built largely on partner-dealer distribution, overlapping with BTB's voice, mobile, and NBN product mix. Comparable operating and distribution model targeting SME telco resellers.
• MNF Group / Pennytel: MNF Group operates wholesale voice, CPaaS, and MVNE/UCaaS platforms in Australia and globally. Directly comparable as an aggregator/wholesale enabler for telco services and partner brands.
• Symbio (Aussie Broadband): Symbio is one of Australia's other recommended NBN enablers and operates a similar MVNE/UCaaS platform enabling telco brands to white-label voice and connectivity. Directly comparable MVNE peer with overlapping carrier integrations and white-label enablement model.

Others

• NextDC: NextDC is an Australian Tier III data centre provider hosting a portion of BTB's infrastructure alongside Equinix. Adjacent infrastructure provider rather than direct competitor, but materially relevant to BTB's network footprint and SLA.

Emerging players

• Engin (Aussie Broadband): Engin (now part of Aussie Broadband, the parent of Symbio) provides VoIP and NBN services. Comparable as a wholesale/partner-distributed consumer and SMB telco, partially overlapping with BTB's voice product set.
• Accordance / ComTel Networks: Smaller Australian MVNO/wholesale telco enabler serving SMBs and channel partners. Emerging player with partial overlap on wholesale enablement and partner-led telco distribution.
• Swoop (formerly Spirit): Swoop is a smaller Australian wholesale broadband and telco provider serving SMBs and channel partners with a comparable partner-led broadband model. Emerging wholesale telco player in adjacent segments of the same market.

Market position

Strengths5 records

Weaknesses5 records

Competitive moat6 records

Key risks6 records

Key highlights7 records

Customer concentration

Compliance4 records

Revenue estimate

Valuation estimate

Number of profiles

Profiles10 records

Funding overview

Funding rounds

Investors

Funding detail is available on the Subscription and Enterprise plan.Contact sales →

M&A

Investments

M&A and investment is available on the Subscription and Enterprise plan.Contact sales →

Frequently asked questions about B2B Wholesale