To adapt and advance Rainbow’s solutions portfolio to address new markets while protecting its customer base through empowering them with mobile, web-based comms, developing services and flexible working.
Rainbow were already delivering an excellent service to their customer base, but they knew they needed to do more. In a competitive environment, Rainbow needed to adapt to address new markets, attract new customers, and fight off competition. That’s where BT Wholesale came in.
Meeting customer needs
Rainbow’s customers wanted mobile, web-based comms, as well as developing services and flexible working. With a large customer base, Rainbow knew it needed to improve so it could help move its customers forward.
David Beatty, Rainbow’s director of technical sales, told us: “Our customers are relying on us to advise them on the best technologies and they trust BT Wholesale to advise us to get it right. Our customers have confidence that their technology is being run by a global operator, who can look ahead for them and evolve and adapt as new technologies are developed. They don’t need to worry because they know they’re in safe hands.”
Why BT Wholesale
Though we already had a strong relationship with Rainbow, it did consider other providers to deliver the solutions. But our reputation and reliability, combined with our world-renowned technology, meant that we were the obvious choice to satisfy Rainbow’s end customers, as David Beatty explains.
“Confidence in BT Wholesale’s ability was key. Our customers need to be reassured that the underlying supplier is going to be there for the long haul. BT Wholesale has a long standing in the industry and that absolutely reassures customers,” he said.
Revenue growth was an obvious key indicator of success, but the sales team also saw an immediate appetite from customers for hosted over legacy technologies.
Now subscriptions are on the up and the company is focused on its cloud strategy.
David Beatty believes the success was due to the “true partnership” between us and Rainbow. He said: “they invest time in our business. This in turn has kept the energy and motivation levels high across our teams.”
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