ROUNDTAble
explain why reinforces the value of having a knowledgeable connectivity partner. Right now, there are three official Starlink resellers in the UK. Comms365, which was acquired by Wireless Logic, an existing Starlink reseller, in February, is one. Unless channel partners purchase from one of those three authorised resellers, any Starlink services bought on a customer’s behalf and then rebilled would be disconnected, once discovered. However, there is still a route to revenue for resellers. Comms365’s Continuum Constellation software can wrap around Starlink terminals that customers already own. It is essentially a managed service layer that delivers authorities, chemical plants, and offshore operators, made it clear these are primary connections, not failover conversations for his customers. is consistent to such an extent that staff have started going to site to work because the connection beats what they have at home. It’s an important distinction for the channel. This isn’t simply about replacing one connection with another or offering faster speeds. Reliable connectivity in previously underserved locations can enable entirely new applications and ways of working. For partners, that opens up conversations about the wider technology their customers could deploy, from cloud applications and connected devices to real-time monitoring and site automation. The partners in the room recognised the pattern from different angles. One partner, whose business is built on 4G and 5G as secondary connectivity, said satellite extends the same logic to places with no mast and no landline. Another, which provides lone worker and critical alarm systems to water
Service Options at a Glance Starlink — 11,000+ satellites, ~20ms latency, consumer origin. Priority tiers buy precedence, not a guarantee. Standard dish ~£300, performance dish ~£2,000. T&Cs permit processing and sharing of personal data—no channel resale. OneWeb (Eutelsat) — 654 satellites, higher orbit, 30–70ms. Business only. Fixed IP, Layer 2, full data sovereignty, committed information rates. ~15 antenna types. Available to the channel with no restrictions. Amazon Leo — under 300 satellites against a 6,000–7,000 target. Routed via AWS, so no fixed IP without AWS. Best-effort SLAs. No reseller strategy confirmed. GEO — 36,000km, ~500 ms.
Will Kennedy, CRO, Comms 365
Surveyors could move large drawings with ease. The firm could fly drones over sites and push high-resolution imagery back to base. Site teams could use tablets and a cloud forms platform for daily reporting, facial recognition for clocking in and out, all on the same switch. Everything hangs off the connection and performance
Irrelevant for interactive traffic, ideal for telemetry and alarms. Cheaper antennas and cheaper bulk data than cellular.
Whether they’re adding managed services around an existing Starlink connection or introducing OneWeb as part of a broader connectivity solution, there are opportunities to create recurring revenue while retaining ownership of the customer relationship.
The Channel Play For channel partners, there’s an
opportunity to get involved while the market is still developing and establish themselves as trusted advisers on a technology that’s attracting growing interest. Customers will increasingly want to understand where satellite fits within their connectivity strategy, whether it’s suitable for their business and how it compares with existing options. That creates an opportunity for partners to lead the conversation, demonstrate that they’re considering every available solution and introduce a technology that customers may not yet have considered. Even where satellite isn’t the right answer, being able to
The Comms365 proposition in three layers Sat365. The portfolio itself, deliberately named after no
satellite network. Providing either Starlink or OneWeb. Amazon Leo is in discussion, and no doubt more will follow.
The SD-WAN edge device. A pioneer in the space for
18 years, it started as a product line whose original job was bonding 2G to connect petrol stations. It takes whatever connectivity exists at a site, bonds it, and provides a connection layer with a fixed IP that belongs to the device rather than to any individual circuit.
a fixed IP, 5G failover and bonding, with SD-WAN.
The second service option
is OneWeb, which has no reselling restrictions, and Comms365 can amortize antenna capex over three
years, the same way Ethernet CPE has always been handled. Importantly, these options give partners practical routes into the market without having to build their own satellite infrastructure or develop specialist capabilities from scratch.
Continuum Constellation.
Software that wraps a Starlink terminal the customer already owns, adding a fixed IP, a management layer, and per-device usage visibility that Starlink’s own portal doesn’t provide.
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