How to Turn the nbn Enterprise Ethernet Incentive into Better Client Conversations

For MSPs and channel partners, connectivity conversations are rarely straightforward. New clients weigh up cost versus risk. Existing ones default to rolling over what they already have. Neither outcome is great if the service no longer fits what the business actually needs.

Until 31 December 2026, eligible partners can claim an nbn wholesale credit of up to $1,000 on nbn Enterprise Ethernet for business fibre connections and contract extensions on a 3-year term. That window gives you a genuine reason to start conversations you might otherwise leave until later.

Here’s how to approach both scenarios without it feeling like a pitch.

Who is nbn Enterprise Ethernet for?

Get this wrong and the conversation falls flat before it starts.

nbn Enterprise Ethernet for business suits sites where connectivity directly affects how work gets done. Think about clients running cloud-based applications across a whole team, businesses on regular video calls with clients or interstate offices, or anyone in a sector where downtime carries a real cost.

Professional services, healthcare, finance, logistics — if their internet goes down, something stops.

Key features include:

• $0 fibre install on 36-month terms *Subject to site qualification and applicable terms.
• Dedicated fibre connectivity direct to the customer site
• Guaranteed performance SLAs for business-critical workloads *High CoS only
• Speeds up to 1Gbps to support growth and heavy cloud usage
• Built for business sites relying on voice, video, and cloud applications

New connections: lead with the risk, not the product

When a client is setting up a new site or coming off a standard broadband service, they’re usually comparing costs on a spreadsheet. Enterprise Ethernet rarely wins that comparison at face value.

The better angle is to shift the conversation from cost to fit. Ask a few questions before you go anywhere near pricing:

• “How much of your team’s day runs through cloud tools or video calls?”
• “If your connection dropped for an hour, what would actually stop?”
• “Are you expecting to grow headcount or take on heavier workloads in the next few years?”

Those questions do two things. They help you work out whether Enterprise Ethernet is genuinely right for this client. And if it is, they give the client a way to understand the value before they see the price.

Once that’s established, the incentive earns its place in the conversation. The wholesale credit reduces your cost on the deal, the $0 install removes a common objection, and the 3-year term becomes a straightforward ask rather than a sticking point.

Renewals: treat it as a review, not an admin task

Most contract renewals get handled passively. A reminder goes out, the client signs, nothing changes. That’s a missed opportunity on both sides.

A renewal is the right time to ask whether the service still matches how the business operates now, not how it operated three years ago. Headcount changes, new software, more staff working remotely, heavier cloud usage — any of these could mean the current bandwidth tier is no longer the right fit.

Open the conversation differently than you normally would:

• “Before we just roll this over, let’s check it still makes sense for where your business is now.”
• “Have there been any changes to how your team works since you took this on?”

If the service is still right for them, extending to a new 3-year term locks in the SLA protections they already rely on. Right now it also comes with up to $1,000 in wholesale credit. If their usage has grown and an upgrade makes sense, the incentive applies to that too.

Clients tend to respond well when their MSP flags something before they have to ask. This is a practical way to do that.

How to use the credit

The wholesale credit lands on your invoice, so how you apply it is your call. Some partners use it to protect margin on competitive deals. Others put it toward onboarding or migration costs for new sites. Some use it to offer additional value to a client they want to deepen the relationship with.

None of those approaches is wrong. The credit is most useful when the deal has already been won on the right reasons — fit, performance, timing. Don’t lead with it.

Next steps

The promotion covers:

• New nbn Enterprise Ethernet connections on a 3-year term
• Extensions of existing nbn Enterprise Ethernet services to a 3-year term

It runs until 31 December 2026. If you have clients with new business fibre connections coming up, nbn contracts due for renewal, or services that haven’t been looked at in a while, register your interest to confirm eligibility and get the details on next steps.