HomeCase StudiesPartner

Channel collaborations boost solutions and drive revenue.

At Vapour, we don’t hide the fact that we work with other organisations throughout the channel – we shout about it! By teaming up with different tech businesses, we’re able to deliver even more robust solutions for clients – sometimes solutions they didn’t even think were possible. We’re also able to strengthen our customer portfolio, whilst boosting revenues for our partners too.

Here, we speak to the pure technology group (PTG) about the work we did together with bookmaking giant Betfred, and why we think it is a collaboration worth shouting about…

Describe your organisation in a nutshell

We supply IT solutions and services to SME and mid-market organisations throughout the UK, including cloud, PaaS and managed services, plus IT procurement fulfilment to FTSE 250 organisations.  We currently have over 1,500 customers and counting, across sectors ranging from retail to healthcare.

We have many accreditations, including ISO9001, ISO27001 and the IIP Gold standard, which we’re particularly proud of.  Our values are simple – three things matter most: our people, customers and technology.

How did the relationship with Vapour first come about?

We sought a connectivity and communications partner to strengthen the solutions we deliver to customers.  We recognised that Vapour’s connectivity and voice communication capabilities complemented our existing service catalogue so it was a logical partnership.  We share similar values on customer care, a mutual passion for emerging technology and a desire to succeed.  The partnership began in October 2016 and has proven to be very successful with multiple examples of reciprocal business and some particularly niche project completions under our belts.

How does the partnership benefit clients?

Two heads are better than one, as the age-old saying goes.  By pooling our ideas and innovations, we’re able to provide incredibly powerful, cost-effective solutions to our customers – even when the project requirements are particularly complex.  We wrap everything up into one commercially-sound package and work as a single, close-knit team.  This means the customer benefits from streamlined communications, project efficiencies, and consistent quality.  They don’t have to start their market research from scratch and embark on a risky journey with a supplier they don’t know.

How does the partnership benefit PTG?

We have worked hard to specialise in certain areas of technology and so have Vapour. By coordinating our knowledge we can satisfy customer needs without diluting our own expertise and without that organisation need to look elsewhere.  This keeps customers happy and protects the relationships we’ve worked hard to cultivate.

The partnership has strengthened our bottom line too – since we started working with Vapour, the partnership has boosted our turnover by at least £2m.

Explain what happened with Betfred

Receiving an average of 50,000 calls per month, Betfred needed to overhaul its contact centre technology to ensure adherence to evolving industry legislation and gain efficiencies. They sought a solution that would enable them to take secure card payments, over the phone, to guarantee PCI DSS Level 1 compliance.

PTG is a long-standing supplier to this customer, so we were familiar with the project brief and worked alongside Vapour to tender for the work.

Our proposal was chosen due to the omnichannel solution presented – Höllr. Betfred realised that not only could Vapour fulfil their secure payment gateway for PCI compliance – they could also deliver content via recordable voice, video, social media, email and SMS dialogue too, enabling them to report across all comms from a single platform.

It transforms their business communications.

What does the future hold for PTG?

2018 is set to be our biggest year yet, by far.  We’re currently preparing for PT18 – the largest partner-led tech expo in the North of the UK – and have some exciting new services to reveal at the event.

And a final word from Vapour’s CEO Tim Mercer…

“In an incredibly competitive marketplace, the channel can be renowned for suppliers battling for business. But often this hunger for contracts can result in a tech solution which isn’t actually fit for purpose for the client. It isn’t future-proofed, cracks start to appear and, ultimately, it holds the organisation back, limiting their likely return on investment. Our work with PTG – particularly the Betfred project – hopefully illustrates the benefits of collaborative working for all concerned.”

Posted by Tim Mercer
on May 11, 2018

Become a partner