Caterpillar’s Integrated Sales Approach for Digital Solutions

We previously introduced Simon-Kucher’s Sales Benchmarking Analysis for Digital Solutions, which studied the sales approach for 16 digital products and services. In our final article of this 4-part series, Grigori Bokeria and Daniel Bornemann deep dive into the case of a company that has anchored digital products and services into its conventional sales approach. Read here about how heavy equipment manufacturer Caterpillar sells its digital solutions!

Caterpillar is an established global heavy equipment manufacturer based in the US, targeting B2B customers from construction, marine, and resource industries. Its digital solutions focus on equipment management and maintenance, solving a major customer challenge in process efficiency and transparency. Caterpillar’s digital fleet operation services are particularly attractive for customers, as maintenance is mostly manual and reactive. Caterpillar…