Overview
Optus is a leading Australian telecommunications provider, offering advanced communications, IT, and entertainment services. Its Enterprise division supports Australian businesses, government agencies, and organisations with cutting-edge technology, including its 5G network.

Challenge
With sales teams distributed across product divisions nationwide, Optus faced several issues: inconsistent messaging, limited access to internal information, outdated collateral, and disjointed customer experiences. To unify the employee experience for Enterprise sales, Optus engaged an agency to review its internal digital Hub and recommend how to transform five PDF-based playbooks—Mobility, Secure WAN, IoT, Customer Experience (CX), and Employee Experience (EX)—into a streamlined, interactive online learning solution.

Solution
Strategy
The project began with strategic workshops involving Optus Enterprise stakeholders and The Being Group. These sessions helped identify major sales challenges and technical requirements for the updated platform. It was found that the existing content did not follow a clear sales journey structure. To address this, each playbook was restructured around four key stages: understanding the product, understanding the market, pitching, and closing.

Playbook Development
The redesigned playbooks were built within Optus’s chosen sales enablement platform, using responsive layouts and modular “scenes” for smooth navigation—similar to a dynamic PowerPoint presentation. This allowed for real-time updates, interactive features, and integration with the Optus Hub. Animation and navigation were customised through both coding and built-in platform functionality.

Once built, the playbooks were tested internally and with selected product managers through staged soft launches. Feedback was quickly actioned before the full launch. Later, the content was adapted into a more linear learning format via a new knowledge management platform, featuring added functionality such as quizzes and search tools.

Marketing Support
Alongside the playbooks, The Being Group also supported Optus’s marketing team by producing animated launch videos for the annual sales kick-off, as well as promotional materials for Strategic Accounts and Enterprise and Government teams. Recommendations were also made for improved sales collateral and buyer-facing materials.