Starlink Sales Playbook | M-Tech Sales Playbooks

/ The pitch in brief

Sell the site that works on day one, not the dish.

Plenty of sites cannot get a decent fixed line, or cannot wait months for one. Starlink gets them online in days. The dish is the easy part. What the client pays M-Tech for is a surveyed position, a clean install, a network behind it that we already run, and one number to ring when it matters.

Lead with sites that hurt today. A rural office, a building site, an estate, a venue with a launch date. Then offer Starlink as a second line to clients whose broadband has already let them down.

Why we win. We are not the cheapest way to get a dish. A client can order one online. We win on the survey, the installation, the UniFi integration, one support team and a fast replacement if a kit fails.

What never to say. Never promise a speed, a latency or an uptime figure as a guarantee. Quote only what Starlink publishes, and say it is typical. Never call a Business plan unlimited. Priority data runs out.

Kit BRDY cost plus marginInstall day rate £950Managed service per site, monthly

/ How it works

A dish, a router and a data plan, run as a service

Starlink uses thousands of small satellites in low earth orbit, much closer than older satellite internet. That is why delay is low enough for video calls and cloud apps. The client buys a business plan with a block of priority data each month. If they use it all, the connection carries on at a much lower speed until the month resets.

Starlink dishOn a roof, pole or wall with a clear view of the sky.
Starlink routerSet to pass traffic straight through where possible.
UniFi gatewayOur standard. Firewall, failover and monitoring.
Switches and access pointsThe client's own network, or one we build.
M/agnet, optionalBranded guest Wi-Fi for venues and events.

What the client seesA flat white dish outside, and a connection that works. Wi-Fi and cabled ports behave like any other broadband.

What it runs onStarlink satellites. Business plans include a public IP address, which matters for VPNs, CCTV and remote access.

Where it livesThe plan is bought through BRDY under M-Tech's account. We monitor it in UniFi and handle faults through HaloPSA.

/ Client problems

Start with what the client says

Each card shows what is going on, what to lead with, and where the honest answer stops.

No fixed line

There is no fibre here, and the leased line quote is huge.

What is going on: Remote sites wait months for a fixed line, or face build costs that dwarf the monthly fee.
Lead with: Live in days after a survey, no groundworks, and a monthly plan they can change as usage becomes clear.
Where it stops: Delay is around 40 milliseconds, not 5. Fine for Teams and cloud apps. Not for real time control or trading.

Resilience

Our broadband keeps dropping and it stops the whole office.

What is going on: One line, one provider, one point of failure. A road dug up or an exchange fault takes everyone offline.
Lead with: Starlink as a second line on a UniFi gateway. Traffic moves over automatically. A different path, so one fault cannot take both.
Where it stops: The data plan still counts when it is the live line. Size it for a bad day, and set what is allowed to use it.

Temporary sites

We need internet on a building site for a few months.

What is going on: Site cabins, CCTV, plant tracking and site teams need a connection long before any cable arrives.
Lead with: One dish per site, our network behind it, and the kit moves to the next job when this one finishes.
Where it stops: The dish needs power, around 75 to 100 watts, and a clear sky. Cabins in a cutting or under a crane may not work.

High end homes

The house is in the middle of nowhere and the signal is awful.

What is going on: Estates and country homes run security, AV, home offices and streaming over poor connections.
Lead with: A quiet, properly mounted install, on a network we design and support. Discreet, with one team that already knows the house.
Where it stops: Mature trees, listed buildings and planning rules can limit where a dish can go. Survey first.

Events

We are running a pop up or an event and need the Wi-Fi live by Friday.

What is going on: Field events, markets and launches have no network, and card payments, tills and ticketing need one.
Lead with: Starlink backhaul with UniFi Wi-Fi, and M/agnet for a branded guest login that also collects consent.
Where it stops: One dish does not carry a crowd of thousands. Size by device count and activity, and add dishes if needed.

Rescue

We bought a Starlink ourselves and it is flaky.

What is going on: Usually a poor position, a tree in the way, a household plan being used for business, or a router that does not play well with the network.
Lead with: A site health check: obstructions, position, router mode and plan. Often fixed by moving the dish and moving them to a business plan.
Where it stops: We cannot fix a dish that has no view of the sky. Be honest if the answer is a different position.

/ Who to sell to

Start with clients who already trust us with the network

First Existing clients with a weak or single line The easiest yes. We already run their UniFi, so Starlink slots in as a second line.

Multi-site groups with one awkward site
Offices that have had a recent outage
Hospitality sites with tills that cannot go offline

Second Construction and temporary sites A short job, a hard deadline and no cable. Speed of install wins.

Main contractors and developers
Design and build firms with several live sites

Third Rural estates, farms and high end homes Poor connectivity and money to fix it. Our security and tech work for high net worth clients opens the door.

Estates with several buildings
Country homes with security and AV
Introductions through talent and family offices

Fourth Events and pop ups Short, one off, and a good way to show M/agnet and UniFi together.

Festivals, markets and launches
Venues adding outdoor space

Not a fit today: sites that already have reliable fibre and no resilience worry, anything that needs a guaranteed latency under about 20 milliseconds, sites with no view of the sky, and crowds of thousands without a capacity plan.

/ Why Starlink

What the client gets, and why it is worth having from us

Why Starlink

Live in days. No trenching, no wayleaves, no waiting for a provider to build. Survey, install, test.
Fast enough for real work. Typical UK downloads are around 100 megabits a second, with the best connections nearly double. Enough for Teams, cloud apps and several people at once.
Low delay. Roughly 40 milliseconds in independent UK testing. Older satellite internet is more than ten times that.
A separate path. It shares no cable, duct or exchange with a fixed line. That is what makes it a proper second line.
A public IP address. Business plans include one, so site to site VPNs, CCTV and remote access work as expected.
Built for the weather. The dish is sealed against rain and dust and clears light snow. Heavy rain can still dip performance.
Scales and moves. Add dishes for more capacity. Move the kit when a project ends.

Why M-Tech, not buying direct

We survey first. Position, view of the sky, cable route and power are checked before anything is ordered. Most bad Starlink installs are bad positions.
We install it properly. Mounted, weatherproofed, cable managed and labelled. Starlink does not offer installation in the UK.
It plugs into UniFi. One dashboard for the dish, the failover and the Wi-Fi, in the system we already monitor.
One call when it matters. Faults go to our service desk in HaloPSA, not to a support form for a company the client has never spoken to.
Kit replacement. If a dish fails, we organise the swap. Confirm the turnaround with BRDY before promising a time.
Right plan, right size. We size the data block from how the site is used, and review it at 30 days.
ISO 27001, ISO 9001 and Cyber Essentials Plus. Helpful for clients with a procurement process.

/ Pricing

Quote it in four parts

Kit and plan costs come from the BRDY portal at the time of the quote, because Starlink changes them often. Sell prices are set in Zomentum. Always show the client four clear lines, and never bundle them into one number.

One off Starlink kit Per site Zomentum

Standard 4X dish and router, supplied through BRDY. Add the right mount, extra cable and a surge protected power supply if the run is long.

One off Survey and install £950 per day

Our day rate. A single dish on an easy mount is usually a day. Add time for roof access, long cable runs or pole work.

Monthly Starlink plan Per site BRDY portal

Business plan with a block of priority data, chosen with the data planner below. Add a block for headroom rather than risk running dry.

Monthly M-Tech managed service Per site Zomentum

Monitoring in UniFi, service desk support, fault handling with BRDY and kit replacement. The default line on every quote. This is what separates us from buying direct.

Starlink has told business customers that from 1 December 2026 the Local Priority plan is renamed Business, and Global Priority becomes Global Business. Local plans are for use in one country. Check the plan name on the BRDY portal before quoting.

/ Data planner

Pick the right block of priority data

A rough planning tool for the discovery call. The figures are typical, not measured, so treat the answer as a starting point and review usage after 30 days.

Estimated use0 GB

A month, before headroom.

Suggested block50 GB

If it runs out1 Mbps

Typical reduced speed after priority data is used. Confirm current terms.

Assumes about 0.1, 0.3 or 0.8 GB per person per hour, averaged across the working day, and about 100 GB a month per camera recording on motion. Continuous recording to the cloud uses far more. A second line used only for failover needs far less.

/ Alternatives

Where Starlink fits, and where it does not

Figures checked November 2026. Reconfirm before quoting anything to a client.

Option	Where it is stronger	Where we win
Buying direct from StarlinkOnline order	No middleman, a published price and an instant order.	No survey or install, so position problems are theirs. No UniFi integration, no service desk, no fast swap. Support is by online form.
Other satellite resellersSpecialist installers	Satellite is all they do. Some offer bonding and maritime kit.	We already run the client's network, so one team owns the whole path from dish to desk.
Fibre and leased linesFixed	Lower delay, steadier speeds and often cheaper at volume.	Weeks, not months, and no build cost. As a second line, it keeps working when the fixed line does not.
4G and 5G routersMobile	Cheap, fast to deploy and lower delay where signal is strong.	Starlink does not depend on local mast coverage or congestion. Often the best design uses both.
Older satellite internetGeostationary	Long established for some remote and maritime use.	Delay of about 40 milliseconds against roughly 600. Video calls and cloud apps become usable.

/ Discovery

Ask these before you quote

Is there a clear view of the sky where a dish could go?This is the gate. If not, a survey may find another spot, but do not quote until it has.
Is Starlink the main line, a second line or a temporary one?Decides the design, the plan size and how we position it.
How many people, doing what, for how many hours?Feeds the data planner. Video calls and cloud CCTV are the big users.
How long do they need it?A few months points to a mobile install and kit that moves. Years point to a fixed mount.
What network is there today, and is it UniFi?If it is ours, this is a quick add. If not, we may need to build a network behind it.
Do they need remote access, a VPN, VoIP or CCTV?All need a public IP and a sensible design. Check upload needs for cameras.
Is there power at the dish position, and who owns the roof?The dish draws about 75 to 100 watts. Landlord, planning and listed building rules can slow things down.
What does an outage cost them?A tills or payroll answer justifies a second line and the managed service.
When do they need it, and who decides?Starlink is quick, but a survey and an order still take days. Set expectations early.

Objections

"I can buy a Starlink online for a lot less."

You can buy the dish. It is only part of a working site. We survey the position, install it, put it behind a firewall and failover, monitor it, and swap it fast if it fails. Do not argue the price. Ask what a bad install or a long outage would cost them.

"Is it fast enough for Teams and our cloud systems?"

Yes for most offices. Typical UK downloads are around 100 megabits a second with delay around 40 milliseconds. Say typical, not guaranteed. Size the plan with the data planner and review after 30 days.

"What happens when we run out of data?"

Priority data is the faster, prioritised allowance. After it is used, the connection carries on at a much lower speed until the month resets, and you can add more data. We size it with headroom and watch usage, so it should not surprise them.

"Does bad weather knock it out?"

The dish is sealed and handles rain and light snow. Very heavy rain or snow on the dish can briefly reduce speed. For a business critical site we suggest a second line, which is also a good reason to keep both.

"Can we rely on it as our only line?"

For many offices and remote sites, yes. For anything where an outage is costly, we recommend a second path, such as a fixed line or 5G, with automatic failover. Starlink publishes a high availability commitment for business plans. Check the exact wording with BRDY before quoting it.

"We would rather not depend on one supplier."

That is a fair design principle, and we can build for it. Starlink with a fixed line or 5G behind a UniFi gateway removes the single point of failure. Keep the answer factual and focused on resilience.

"Will our data be safe?"

Traffic still passes through the client's own firewall and our standard UniFi configuration, with the same monitoring as any other site. The satellite link is simply the carrier. We hold ISO 27001 and Cyber Essentials Plus.

"How long is the contract?"

Confirm the current term on the BRDY portal before answering. Do not quote a term from memory.

/ Quote to live

Nine steps from first call to go live

Log the lead
Add it in HubSpot with Starlink as the product interest.
Sales
Discovery call
Use the questions above. Run the data planner with the client.
Sales
Check the sky view
Use satellite imagery and the client's photos, then book a survey for anything doubtful.
Sales with delivery
Quote in Zomentum
Four lines: kit, install, plan and managed service. Take costs from the BRDY portal on the day.
Sales
Order through BRDY
Standard orders, provisioning and plan changes go through the BRDY portal. For 10 or more devices, speak to Magda Mergen at BRDY.
Sales or ops
Hand over
Raise a HaloPSA onboarding ticket for delivery, with the survey notes.
Sales to delivery
Install and test
Mount, cable, router mode, UniFi failover test, and a recorded speed and delay check.
Delivery
Handover
Show the client what normal looks like, who to call, and how to see their data use.
Delivery
Follow up at 30 days
Compare data used with the block. Adjust the plan. Ask about other sites and for a reference.
Sales

/ Sales training

Talking about it with clients

The terms that come up, and a few scenarios to test yourself against.

Jargon buster

Low earth orbit: Satellites a few hundred kilometres up, not tens of thousands. Closer means less delay.
Latency: The delay before data starts to move, in milliseconds. It decides how a video call feels.
Priority data: The monthly block of faster, prioritised data on a business plan. After it is used, speed drops until the month resets.
Local Priority and Business: The plan for use in one country. Starlink is renaming it Business from 1 December 2026.
Global Priority: The plan for use anywhere, including at sea. Much more expensive. Renamed Global Business.
Terminal access charge: A monthly charge for each dish on the plan, separate from any data block. Check how BRDY bills it.
Public IP address: An address that can be reached from the internet. Needed for VPNs, remote access and some CCTV.
Failover: Moving traffic to a second line automatically when the first one fails.
Obstruction: Anything blocking the dish's view of the sky, such as trees, roofs and cranes. The most common cause of poor performance.
Bypass mode: Using the Starlink router only to pass traffic through, so our own firewall controls the network.

Test yourself

A client has fibre at their office but lost it for two days last month. They ask whether Starlink could replace it. What do you suggest?

A site manager says he will order the dish himself from Starlink's website because it is cheaper. What is the best reply?

A trading firm asks for a guaranteed delay of under 5 milliseconds on their main line. What do you say?

A site of 20 people uses Teams all day. A colleague suggests choosing the 50 GB block to keep the bill low. What is the right approach?

A country house client's survey photo shows a large oak directly in front of the only roof position. What do you do?

You need to order eight Starlink kits for a client's sites. Where do you go?

/ Please confirm before quoting

Plan names, data block sizes, terminal access charges and kit prices are checked on the BRDY portal today. Starlink changes them often.
There is a clear view of the sky, confirmed by survey or a reliable photo. Never quote a site you have not checked.
No speed, delay or uptime figure is described as a guarantee. Use "typical" and quote only what is published.
The data block is sized with the planner and has headroom. The client knows what happens when priority data runs out.
The quote has four lines: kit, install, plan and managed service. Sell prices are the ones set in Zomentum.
BRDY terms are confirmed for contract length, hardware returns, replacement turnaround and how M-Tech may describe the relationship on client material.
Power, mounting permission and any planning or landlord consent are agreed with the client.