Case Study:
Telstra Enterprise

Business Technology Consulting Capability Uplift • Bringing Industry Best Practice in Business Development to Universities

Executive Summary

From 2022 to 2025, Remarkable Results partnered with Telstra Enterprise to lead a wide-scale organisational capability uplift in consulting skills for Business Technology Consulting (BTC) professionals. This initiative was designed to enhance the consulting, business development (BD), and relationship management capabilities of engineers, technicians, and senior relationship managers, ensuring they could better engage with customers, identify opportunities, and drive complex solution sales.  

Through custom training, hands-on workshops, and an embedded consulting skills framework, we helped Telstra Enterprise professionals transition from a technical mindset to a commercial, strategic consulting approach, strengthening their ability to articulate value, influence decision-making, and close high-value deals.  

Our work with Telstra Enterprise demonstrates our deep understanding of industry best practices in business development, sales enablement, and capability building. This real-world industry expertise directly informs our consulting engagements with universities, ensuring that our approach to BD in higher education aligns with the latest commercial methodologies, structured BD frameworks, and sales strategies used in top-tier industries.

Background

Telstra Enterprise is Australia’s leading provider of enterprise telecommunications and technology solutions, operating in a highly competitive B2B technology market. To differentiate itself and drive revenue growth, the company recognised the need to equip its business technology consultants with world-class consulting and business development skills.  

BTC professionals at Telstra Enterprise were highly skilled in technology, network infrastructure, and digital transformation solutions, but they required further capability uplift in business consulting, strategic selling, and commercial engagement to better support clients in navigating complex technology decisions.  

From 2022 to 2025, Telstra Enterprise engaged Remarkable Results to design and deliver a structured consulting skills framework, empowering its BTC professionals to think, act, and engage as high-level industry consultants.  

Challenges

Telstra Enterprise faced several key challenges that required a structured capability uplift in consulting and BD skills:  

  • Technical vs. Strategic Mindset:  BTC professionals were highly technical, but lacked structured frameworks to engage in consultative, business-focused conversations 

  • Sales & Business Development Gaps:  While BTC professionals played a critical role in the sales process, they needed better skills in opportunity qualification, stakeholder engagement, and value articulation

  • Lack of Consistent Consulting Frameworks:  There was no standardised approach to consulting engagements, leading to inconsistent BD and customer conversations

  • Skills Gaps in Influencing & Commercial Engagement:  BTC professionals required stronger skills in commercial storytelling, strategic questioning, and navigating complex buying processes

  • Embedding & Reinforcing Learning at Scale:  Telstra needed a scalable learning model that would not only train professionals but also embed new behaviours and mindsets.  

The Business Technology Consulting Capability Uplift Solution  

Our solution was built around the BTC Capability Framework, integrating structured consulting methodologies, BD skills training, and hands-on application workshops.  

1. Consulting & BD Capability Uplift Training  

  • Structured Consulting Methodology:  Designed and implemented a step-by-step consulting framework to help BTC professionals structure their client engagements, stakeholder interactions, and solution recommendations

  • BD & Opportunity Qualification Training:  Provided training on identifying and qualifying business opportunities, ensuring that BTC professionals could engage earlier in the sales process and influence deal outcomes

  • Strategic Questioning & Stakeholder Engagement:  Developed high-impact questioning techniques to help BTC professionals uncover customer challenges, align solutions to business priorities, and build trust.  

2. Industry-Focused Hands-On Learning  

  • Live ‘Real-Play’ Simulations:  Integrated live role-playing exercises to help BTC professionals apply consulting techniques in real-world BD scenarios

  • Custom BD Playbook for Business Technology Consultants:  Developed a tailored BTC consulting playbook, ensuring that professionals had a reference guide for structuring client conversations, articulating value, and driving sales alignment.  

3. Embedding Learning & Long-Term Capability Development  

  • Reinforcement & Ongoing Coaching:  Designed an embedding and reinforcement framework to ensure BTC professionals applied new consulting techniques in live customer engagements

  • Manager Enablement & BD Leadership Coaching:  Provided training for BD managers and sales leaders, ensuring that the new consulting capabilities were embedded into daily operations and performance management

  • Integrated KPI Tracking & Success Metrics:  Developed key performance indicators (KPIs) to track improvements in consulting effectiveness, BD success rates, and opportunity progression.  

Implementation Timeline

Phase 1: Consulting Framework Design & Stakeholder Alignment (2022–2023)  

  • Mapped the consulting skills gaps and BD training needs

  • Designed the BTC consulting skills playbook & BD framework

  • Engaged Telstra Enterprise stakeholders to align learning objectives with business priorities.  

Phase 2: Training Delivery & Capability Uplift (2023–2024)  

  • Conducted interactive consulting skills workshops

  • Delivered structured BD capability training for BTC professionals

  • Ran real-world BD simulations and live deal coaching sessions.  

Phase 3: Embedding & Reinforcement (2024–2025)  

  • Provided ongoing coaching for BTC teams & BD managers

  • Implemented performance tracking & KPI measurement

  • Ensured long-term adoption of consulting skills across the organisation.  

Outcomes & Impact

The BTC Capability Uplift Programme delivered significant improvements in BD, consulting effectiveness, and industry engagement, including:

  • Stronger Consulting Capabilities Across BTC Teams:  

  • Professionals developed a more strategic, business-focused approach to customer conversations  

  • Improved ability to structure consulting engagements and articulate commercial value.  

  • Increased BD Effectiveness & Revenue Impact:  

  • BTC professionals were able to engage earlier in sales processes, improving opportunity qualification and win rates

  • More strategic conversations with senior stakeholders led to higher-value deals.  

  • Standardised Consulting Approach for Industry Engagement:  

  • A consistent consulting methodology was embedded across BTC teams, improving customer experience and BD effectiveness.  

  • Successful Integration of Learning & KPI Measurement:  

  • Long-term reinforcement strategies ensured that consulting skills were sustained beyond initial training

  • Measurable improvements in deal progression, sales velocity, and customer relationship strength.  

Why This Matters for Universities

At Remarkable Results, our work with leading commercial organisations like Telstra Enterprise ensures we remain at the cutting edge of BD best practices.  

This industry expertise directly informs our approach to BD transformation in the university sector, ensuring that higher education institutions benefit from the same methodologies, processes, and strategic frameworks used by the world’s most competitive industries.  

Key Takeaways for Universities:  

  • Universities must adopt structured BD and industry engagement models to build sustainable partnerships

  • BD capability uplift is critical for enabling university teams to engage strategically with industry

  • Performance tracking, structured BD playbooks, and CRM adoption are essential to industry engagement success  

  • Learning from industry leaders like Telstra Enterprise ensures universities stay competitive in BD and strategic partnerships.  

Conclusion

Our BTC Capability Uplift with Telstra Enterprise (2022–2025) is a prime example of how we apply world-class BD strategies to commercial organisations and then translate these insights into university sector engagements.  

For universities looking to strengthen their BD and industry engagement strategies, our industry-first approach ensures best-practice consulting, sales capability, and long-term success.