Case Study: Caterpillar Marine achieves a 16% sales performance improvement with Kineo's blended learning solution

Cat Marine created a seamlessly blended solution that was accessible to all salespeople

Caterpillar Marine (CAT Marine), a global leader in marine engines, generators and propulsion systems with around 400 sales staff and external dealerships, needed a culture shift from technical selling to a consultative approach. The business required a standardised, engaging training program that worked for both internal and external reps, supported offline access, and would upskill teams to sell end-to-end services by understanding customers’ needs.

Kineo delivered a blended learning solution: bite-sized, responsive eLearning built in Adapt, delivered and tracked via Totara SaaS with Anders Pink content curation, social learning features, quizzes and an offline app. Adoption has been strong — 281 users engaged, 105 course completions, 137 forum posts and 50+ podcast completions — the platform identified knowledge gaps and drove a 16% performance improvement in testing, earning two LearnX 2018 Platinum awards.

Caterpillar