British Telecom (BT), the former UK government monopoly, is a global leader in traditional telecommunications. However, being a global leader is no longer enough – BT has committed itself to playing a much larger role in e-commerce by transforming itself into an ‘Internet Telco’. As part of this business aim, BT faced the challenge of helping its people to develop new eCommerce capabilities.

Accenture, engaged to help with this transformation, developed a solution in partnership with BT. This solution was a programme known as BT eXperience - an eLearning initiative designed to be delivered via BT’s intranet to all 17,400 of their UK sales and marketing employees. The key objective of the programme was to build their understanding of the Internet rapidly, and to give them the skills and capabilities to sell Internet-enabled solutions.

Accenture has developed a number of interactive online customer simulations to help BT’s staff learn to sell these solutions to their customers. Users learn to understand the Internet needs of their customers, to match those needs to the benefits offered by BT’s solutions and finally make the sale.

Peter MacLeod (BT’s Managing Director of UK Markets) described BT eXperience as "The best approach I have ever seen to educate our sales people at speed and scale".