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.

The solution

From the outset we worked hard to understand Rainbow’s needs and the requirements of its customers. From providing the technologies to help it move to the cloud, to giving staff the training and tools they needed to succeed, we were there every step of the way. 

Move to the cloud

Rainbow wanted to diversify and understood the need to move to the cloud. IP Voice Services (IPVS) empowered the initial shift along with signing up for Wholesale Centrex (WHC). We were also able to share our knowledge when it came to moving away from legacy technologies. 

We helped Rainbow to switch off legacy customer portals and replace them with in-house portals, as well as developing a specific script that took a snapshot of systems to reduce downtime between the platforms over the transition. 

Training and support

In the six weeks it took to establish the service, we trained the sales teams and gave them the tools they really needed. We also trained the wider team about the packages and affiliate tools: from configuring site features to integration with third party applications such as Salesforce and Skype for Business.

And it’s not just staff training and education, with BT helping across other initiatives, as David Beatty says: “They’ve helped us with events in Belfast to educate customers which in turn helped emphasize the message with the sales team. This support made our sales team feel more comfortable and confident. But it wasn’t just in sales. Our engineering team was supported by the BT technical team as we moved from traditional technologies to the cloud.”

With them every step

Throughout the process, the strength of the relationship between BT and Rainbow has been obvious. We worked closely with Rainbow at every step, offering reassurance, support and expertise. It’s this partnership and the ability to work together, amplified by the services we provided and how we communicate the next steps in the process, that have helped Rainbow experience success. 

BT Wholesale helped us to understand the new technologies and gave us the insight into where we needed to be in the future. They gave us a roadmap to look ahead and to be in the right place at the right time

David Beatty, Director of technical sales, Rainbow

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The results

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.” 

BT Wholesale is also realistic. They don’t over-sell or push technologies but are always cementing what is right for us and for our customers. They’ve lived this experience with us, we’ve learned from each other and we’ve both developed throughout.

David Beatty, Director of technical sales, Rainbow Communications

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