PSTN switch-off: why the channel needs to act now
With less than one year until the PSTN switch-off, channel partners need to understand the risks, costs and opportunities linked to legacy service migration.
In a recent article published by Comms Dealer, Dale Parkinson, Managing Director of Connectivity at Giacom, answered key questions on the PSTN switch-off, rising WLR costs, All-IP migration and how partners can protect customer relationships and margins.
The following Q&A was originally published in Comms Dealer, May 2026.
With less than one year until the PSTN switch-off, what’s your key message to channel partners?
Get clarity on your remaining legacy base now and act decisively. Have a clear strategy for each customer segment, identify a provider who will support you with the resources you need and engage them ahead of your competition. To date we have completed over 100 All-IP projects through our All-IP Managed Services (AIMS) team. Our data shows that base migrations take at least two months on average to complete even for smaller estates. Identifying services, contacting customers, and arranging suitable upgrades takes time, particularly where customers rely on legacy systems or critical connectivity. That time is running out.
How can partners mitigate rising WLR costs for their customers?
The steady rise in WLR pricing is already changing the economics of legacy services. Openreach has been increasing costs regularly, and by late 2026 the price of WLR will be roughly double what it was in late 2025. Providers who delay migration will have a difficult choice to make on whether to absorb those costs themselves, or pass them on to customers. The most effective way to protect margins and customer relationships is to accelerate migration to All-IP services, where pricing is more predictable and services are aligned with future network infrastructure.
What risks do partners face if they delay migrating their legacy business?
The biggest potential risk is operational bottlenecks as January’s deadline approaches. As more providers attempt to migrate their remaining services, competition for engineering and network resources will intensify. There are also continuity risks to consider. Only WLR Single Line services will be migrated to Emergency Voice Access (EVAc), while customers using legacy broadband services will face disconnection if they are not migrated in time. And it’s worth remembering that customers won’t wait indefinitely for their provider to modernise their services. If you don’t future-proof your legacy base, another provider will step in to support those customers.
Why are some suppliers setting targets for partners to migrate legacy bases ahead of the switch-off?
This ultimately comes down to risk management. As the deadline approaches demand will surge. Waiting until the final months could increase the likelihood of delays, higher costs, and customer disruption at exactly the point when providers can least afford it. The final phase of the transition will inevitably involve the most complex cases, including specialised equipment, legacy systems and services supporting critical operations. Getting the majority of standard services migrated early clears the path to focus on those tougher scenarios properly. It also reduces exposure to rising WLR costs and sends a clear message to customers that their provider is in control of the transition, not reacting to it. We’re encouraging our partners to have the bulk of their legacy base moved onto All-IP by September 2026 to keep costs down and ensure breathing space to resolve the difficult cases safely and methodically.
How can suppliers help partners address complex migration cases?
Edge cases require a different approach from standard broadband and voice migrations. These services often support safety-critical functions, so reliability and careful planning are vital. The key is recognising that these cases will take longer to resolve, so allocating the right resource early is essential. If you don’t have the necessary technical expertise in-house, find a partner who understands these environments and can ensure effective upgrade and transformation.
How can partners protect margins following the switch-off?
The biggest risk is falling into a race to the bottom on price. Broadband on its own is becoming easier to compare and switch, and providers who rely only on connectivity margins will find it harder to grow and retain customers. Our market insight tells us that SMB end users are looking for a trusted advisor who can provide them with all of their technology needs from connectivity through compute, storage and automation. The providers who are protecting their margins are those building more value around the connection as part of a wider technology managed service. That means adding services such as security and resilience which increase revenue and profit per customer. But just as importantly, they make your offer comprehensive and harder to replace.
How do security and resilience solutions strengthen a partner’s connectivity proposition?
Every connection needs to be secured, so it makes sense to bundle security and resilience alongside connectivity from the start rather than bolt it on later. Providers that do this in the right way will meet customer expectations, differentiate from the competition, and position themselves as a provider customers can turn to for both IT and telecoms support.
For many providers, firewalls and SD-WAN are the natural place to begin because they sit comfortably alongside a connectivity portfolio and deliver immediate value. Security and resilience are no longer niche add-ons, they’re increasingly viewed as essential and the demand is already there. SMBs are increasingly prioritising network security and resilience. This represents a market worth around £900 million, and it continues to grow. Providers who make these services easy to buy and simple to understand can strengthen customer relationships while opening up new revenue streams.
What’s driving adoption of network security and resilience services?
The rise of AI in cybercrime is making attacks more frequent and more convincing, with AI-powered phishing, supply chain compromise, and ransomware now among the biggest risks facing businesses. SMBs are being targeted more than ever, and many are the least prepared to deal with it. Most smaller businesses do not have in-house security expertise, which creates a huge opportunity for providers to fill that gap with practical, managed solutions.
At the same time, resilience is becoming just as important as security. In 2023 alone, network outages cost UK businesses an estimated £3.7 billion – that figure continues to grow. Backup connectivity and Fixed Wireless Access are proven ways to reduce that risk, yet around 30 per cent of SMBs are still operating without them.
How is the network security market evolving?
The market is shifting, and many providers are already moving from traditional resale towards managed service models that include security, resilience and other value added services. Bundled propositions give providers a practical way to increase recurring revenue per customer while strengthening their position. They also help build longer-term relationships, where customers rely on their provider for support rather than treating connectivity as a one-off purchase.
The reality is that the full fibre landscape will reward those who are willing to adapt. Providers who invest in new skills and broaden their portfolio will put themselves in a stronger position for the years ahead, while those who stand still risk being left behind.
Preparing for the PSTN switch-off
The PSTN switch-off is not simply a technical migration. It is a commercial and operational deadline that will affect customer relationships, legacy estates, service continuity and partner profitability.
By acting early, channel partners can reduce risk, protect margins and create a stronger foundation for future connectivity, security and resilience services.
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