{"id":78151,"date":"2026-07-07T10:27:09","date_gmt":"2026-07-07T10:27:09","guid":{"rendered":"https:\/\/totara.com\/customer-stories\/transforming-sales-enablement-through-gamified-learning\/"},"modified":"2026-07-07T10:56:47","modified_gmt":"2026-07-07T10:56:47","slug":"transforming-sales-enablement-through-gamified-learning","status":"publish","type":"customer-story","link":"https:\/\/totara.com\/us\/customer-stories\/transforming-sales-enablement-through-gamified-learning\/","title":{"rendered":"Transforming sales enablement through gamified learning"},"content":{"rendered":"\n
\n

Mastercard<\/a><\/strong> sought to enhance the knowledge and engagement of its globally dispersed sales teams regarding its product portfolio. In collaboration with Deloitte<\/a><\/strong>, the organization implemented a Totara-based learning platform featuring gamification and multi\u2011tenant capabilities. Since its March 2024 launch, the platform has reached over 12,000 users, with strong completion and certification outcomes.<\/p>\n

\"\"<\/p>\n

The Challenge<\/h2>\n

The sales teams operate across multiple regions, business units, and customer segments, each requiring tailored product knowledge. The organization faced three interconnected challenges:<\/p>\n

    \n
  1. Knowledge Fragmentation:\u202f<\/strong> Sales representatives needed to understand an extensive portfolio of Mastercard products and services, but traditional training methods failed to keep pace with product updates and regional variations.<\/li>\n
  2. Engagement & Retention:<\/strong>\u202fConventional e-learning platforms resulted in low completion rates and minimal knowledge retention. Sales teams lacked motivation to complete training, particularly when competing priorities demanded their attention.<\/li>\n
  3. Scalability & Customization:\u202f<\/strong>With 5,000+ users across different business units, Mastercard required a learning platform that could:<\/li>\n<\/ol>\n
      \n
    • \n
        \n
      • Support\u202fmulti-tenant architecture\u202fwith independent configurations per business unit<\/li>\n
      • Deliver smart self-registration flows\u202ftailored to different user roles and regions<\/li>\n
      • Provide\u202fadvanced reporting dashboards\u202fenabling leadership to track engagement and performance by tenant<\/li>\n
      • Reflect Mastercard’s corporate brand identity while maintaining flexibility for regional customization<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n

        \"\"<\/p>\n

         <\/p>\n

        The Solution<\/h2>\n

        Deloitte designed and implemented a\u202ftier-1 Totara learning platform\u202fpurpose-built for Mastercard’s financial services environment. The solution leverages three core pillars:<\/p>\n

        Gamification-Driven Engagement<\/strong><\/p>\n

        The platform incorporates sophisticated gamification mechanics to transform learning into an engaging, competitive experience:<\/p>\n

          \n
        • Badges & Achievement System:\u202fUsers earn badges upon completing courses and milestones, creating a sense of accomplishment<\/li>\n
        • Competitive Mini-Duels (Quizzes):\u202fSales teams engage in friendly competitive quizzes, fostering peer-to-peer learning and healthy competition<\/li>\n
        • Leaderboards & Ranking System:\u202fReal-time leaderboards display top performers, motivating continuous participation and knowledge advancement<\/li>\n
        • Points & Rewards:\u202fEvery completed module and challenge earns points, contributing to an engaging hub-ranking system<\/li>\n<\/ul>\n

          \"\"<\/p>\n

           <\/p>\n

          Multi-tenant architecture with the flexibility to adapt to the needs of the target audience<\/strong><\/p>\n

          Recognizing Mastercard’s complex organizational structure, the platform features:<\/p>\n

            \n
          • Independent Tenant Configurations: \u202fEach business unit or region operates with its own customized learning environment, registration flows, and branding<\/li>\n
          • Smart Registration Flows:\u202fTailored onboarding processes guide users based on their role, region, and business unit<\/li>\n
          • Flexible Theming: \u202fCorporate design elements (black, white, grey) are adaptable per tenant, ensuring brand consistency while allowing regional personalization<\/li>\n<\/ul>\n

            Advanced Analytics & Executive Reporting<\/strong><\/p>\n

            Leadership gains comprehensive visibility through:<\/p>\n

              \n
            • Executive Dashboard:\u202fReal-time analytics on engagement, course completion, and user activity<\/li>\n
            • Tenant-Level Filtering:\u202fDrill-down capabilities enable leaders to analyze performance by individual business units, regions, or customer segments<\/li>\n
            • Actionable Insights:\u202fDetailed reporting on module ratings, completion rates, and learner progression supports data-driven decision-making<\/li>\n<\/ul>\n

              The Result<\/h2>\n

              Since going live in\u202fMarch 2024, the Mastercard Totara platform has delivered strong, measurable impact:<\/p>\n

              Metric & Result<\/strong><\/p>\n

                \n
              • Total Modules Completed = 9,290<\/li>\n
              • Average Module Rating = 87%<\/li>\n
              • Users Completing Full Programs = 1,186 (completing 5+ courses)<\/li>\n
              • Implementation Timeline = 7 months<\/li>\n
              • Total User Base = 5,000+<\/li>\n<\/ul>\n

                Key Achievements:<\/strong><\/p>\n

                  \n
                • High Engagement:\u202f9,290 modules completed demonstrates strong platform adoption and learner participation across the organization<\/li>\n
                • Exceptional Learning Experience:\u202fAn 87% average module rating reflects a well-designed, relevant learning experience that resonates with sales teams<\/li>\n
                • Program Completion:\u202f1,186 users completing full certification programs (5+ courses) indicates sustained engagement and commitment to continuous learning\u2014a critical success factor for sales enablement<\/li>\n
                • Qualitative and robust deployment:\u202f7-month implementation timeline delivered a complex, multi-tenant platform without disrupting business operations<\/li>\n<\/ul>\n

                  \"\"<\/p>\n<\/div>\n <\/div>\n\n\n

                  \n
                  Our partnership with Deloitte and Totara has enabled Mastercard to evolve our DATH (Digital Acquisition Training Hub) into a robust, scalable learning platform that supports sales acceleration and staff engagement across multiple regions. Totara\u2019s flexibility and white\u2011labelling capabilities have allowed us to deliver tailored client experiences while maintaining a consistent global foundation. This collaboration has helped us build a future\u2011ready learning capability that supports both internal teams and our financial institution clients.\n<\/blockquote>\n
                  \n
                  \n May Lalloo,<\/strong>\n
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