Caterpillar Equipment Investment Analysis Challenge

Caterpillar wanted to update one of their sales tools that was developed in the early 1990’s to give it a more up-to-date look and add some additional functionality. This tool allows dealer sales personnel to create a mathematical model which compares Caterpillar equipment to competitor equipment in key areas such as production, availability/utilization, as well as operating and acquisition costs. Caterpillar recognized that it was important to update the tool’s graphical user interface to more favorably represent the Caterpillar brand to potential customers.

How Iona Helped

The Iona Group first worked with Caterpillar and key dealer representatives to understand how the tool was being used by sales personnel. Iona learned that there was a wide range of user sophistication with those using the tool. Because of this, one of the key requirements for the updated version was that it be both easy for the inexperienced user while efficient for advanced users. In addition, it was important that additional sales assets be easily accessible from within the tool to substantiate the mathematical model.

Connection Made

Both Caterpillar and dealer personnel have been thrilled with the results of the final product. The modern, industrial interface supports the Caterpillar brand while a completely new navigation structure supports the sales process. In addition, the new application allows dealers to custom create their own library of sales support documentation that can be accessed directly from within the application. This functionality allows sales personnel to easily deliver a sales presentation that is customized and specific to a particular audience.