Case Study: Caterpillar Marine achieves 16% performance improvement with Totara

Caterpillar Marine Boosts Performance by 16% With a Blended Learning Solution

Caterpillar Marine, a global provider of marine engines, generators and combustion systems with around 400 sales staff and external dealers, needed a culture shift from technical selling to a consultative approach. The business required a standardized, engaging training program that worked offline and appealed to external dealerships (only 15% of the salesforce are internal), to upskill salespeople on end-to-end services and customer-focused selling.

Kineo built the Cat Marine Capability Hub on a Totara LMS with bite-sized Adapt content, an Anders Pink curation plugin, in-house podcasts, quizzes, leaderboards and an offline app to ensure broad access and social learning. The centralized platform increased engagement—281 users to date, 105 course completions, 137 forum posts and 50+ podcast completions—helped identify knowledge gaps across dealers, and delivered a measured 16% performance improvement during an Asia sales conference.

Caterpillar Marine