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Flevy Management Insights Case Study
Employee Training Strategy for Online Education Platform in Asia


There are countless scenarios that require Employee Training. Fortune 500 companies typically bring on global consulting firms, like McKinsey, BCG, Bain, Deloitte, and Accenture, or boutique consulting firms specializing in Employee Training to thoroughly analyze their unique business challenges and competitive situations. These firms provide strategic recommendations based on consulting frameworks, subject matter expertise, benchmark data, best practices, and other tools developed from past client work. Let us analyze the following scenario.

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Consider this scenario: An emerging online education provider in Asia is facing significant challenges in scaling its operations effectively due to inadequate employee training.

The organization has experienced a 20% increase in customer complaints and a 15% drop in customer retention rates over the last quarter. Competing in a highly dynamic and competitive digital education market, the company's primary strategic objective is to enhance its service quality and operational efficiency through a comprehensive employee training program.



The organization in question is at a critical juncture, where its rapid growth trajectory is threatened by operational inefficiencies and diminishing service quality. It seems evident that the lack of a structured, comprehensive employee training program has resulted in these operational challenges. Additionally, an inability to keep pace with the rapidly evolving educational technology landscape may be contributing to the company's current predicament.

Environmental Assessment

The online education industry in Asia is witnessing exponential growth, driven by increasing internet penetration, a burgeoning middle class, and a shift towards digital learning platforms. However, this growth comes with its own set of challenges.

Analyzing the competitive landscape reveals several key insights:

  • Internal Rivalry: Intense competition exists among platforms, with many offering similar courses and price points.
  • Supplier Power: Content creators and instructors hold significant power, as high-quality courses are crucial for platform success.
  • Buyer Power: Customers have high bargaining power due to the availability of numerous learning platforms and free resources.
  • Threat of New Entrants: Low entry barriers allow new platforms to emerge rapidly, further intensifying competition.
  • Threat of Substitutes: Traditional educational institutions and offline tutoring pose a constant threat.

Emergent trends include a shift towards personalized learning experiences, the integration of artificial intelligence in education, and a growing focus on lifelong learning. These trends suggest opportunities for differentiation and innovation but also highlight the need for platforms to rapidly adapt to changing consumer preferences and technological advancements.

Learn more about Artificial Intelligence Competitive Landscape

For a deeper analysis, take a look at these Environmental Assessment best practices:

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Internal Assessment

The organization possesses strong technological infrastructure and a diverse portfolio of educational content. However, it struggles with employee training and development, customer service, and adapting to new educational technologies.

SWOT Analysis

Strengths include a robust technological platform and a wide range of courses. Opportunities lie in leveraging emerging technologies to offer personalized learning experiences and expanding into new markets. Weaknesses are evident in the lack of effective employee training programs and slow adaptation to technological changes. Threats include intense competition and the rapid pace of technological innovation in the education sector.

Distinctive Capabilities Analysis

The organization's success hinges on its ability to innovate and offer unique, personalized learning experiences. However, enhancing its capabilities in employee training and technological adaptation is critical for maintaining competitiveness and capitalizing on emerging opportunities in the digital education market.

Value Chain Analysis

Analysis of the value chain highlights inefficiencies in content development and customer support. Streamlining these processes through better employee training and leveraging technology can enhance operational efficiency and customer satisfaction.

Learn more about Customer Service Employee Training Customer Satisfaction

Strategic Initiatives

  • Comprehensive Employee Training Program: Develop and implement a structured training program focused on customer service, technological proficiency, and instructional design to enhance service quality and operational efficiency. This initiative aims to reduce customer complaints by 30% and increase customer retention by 20%. The source of value creation lies in improved employee performance and customer satisfaction. This will require resources for training development, delivery platforms, and ongoing assessment mechanisms.
  • Technology Adoption and Innovation: Invest in emerging educational technologies and platforms to offer personalized and adaptive learning experiences. This aims to differentiate the platform in a crowded market and potentially increase market share by 15%. The value creation comes from enhanced customer engagement and satisfaction. Resources needed include investment in R&D, partnerships with tech companies, and training for staff on new technologies.
  • Market Expansion Strategy: Explore and enter new geographic markets with high demand for online education. This initiative is designed to increase revenues by 25% through market diversification. The source of value creation is tapping into new customer bases and reducing reliance on existing markets. It will require market research, localization of content, and marketing resources.

Learn more about Market Research Value Creation Customer Retention

Employee Training Implementation KPIs

KPIS are crucial throughout the implementation process. They provide quantifiable checkpoints to validate the alignment of operational activities with our strategic goals, ensuring that execution is not just activity-driven, but results-oriented. Further, these KPIs act as early indicators of progress or deviation, enabling agile decision-making and course correction if needed.


What gets measured gets done, what gets measured and fed back gets done well, what gets rewarded gets repeated.
     – John E. Jones

  • Customer Satisfaction Scores: Measures the effectiveness of the employee training program in enhancing service quality.
  • Employee Proficiency Levels: Tracks the improvement in employee skills and knowledge post-training.
  • Market Share Growth: Indicates success in adopting new technologies and expanding into new markets.

Monitoring these KPIs will provide insights into the effectiveness of strategic initiatives, enabling timely adjustments and ensuring alignment with the organization's strategic objectives.

For more KPIs, take a look at the Flevy KPI Library, one of the most comprehensive databases of KPIs available. Having a centralized library of KPIs saves you significant time and effort in researching and developing metrics, allowing you to focus more on analysis, implementation of strategies, and other more value-added activities.

Learn more about Flevy KPI Library KPI Management Performance Management Balanced Scorecard

Employee Training Best Practices

To improve the effectiveness of implementation, we can leverage best practice documents in Employee Training. These resources below were developed by management consulting firms and Employee Training subject matter experts.

Employee Training Deliverables

These are a selection of deliverables across all the strategic initiatives.

  • Employee Training Program Framework (PPT)
  • Technology Adoption Roadmap (PPT)
  • Market Expansion Strategy Report (PPT)
  • Operational Efficiency Improvement Plan (PPT)
  • Strategic Initiative Financial Model (Excel)

Explore more Employee Training deliverables

Comprehensive Employee Training Program

The organization adopted the Kirkpatrick Model to evaluate the effectiveness of its comprehensive employee training program. The Kirkpatrick Model is a globally recognized method of assessing the impact of training programs across four levels: Reaction, Learning, Behavior, and Results. This framework was chosen because it provides a structured approach to measure not just the learner's response to the training, but also the ultimate outcome on business performance. Following this model, the organization undertook several steps:

  • Conducted pre and post-training surveys to gauge employees' reactions and the immediate impact of the training sessions.
  • Assessed the increase in knowledge and skills through tests before and after the training program.
  • Monitored changes in behavior by evaluating performance metrics and feedback from supervisors over a 6-month period following the training.
  • Analyzed business results such as customer satisfaction scores and retention rates to determine the training program's ROI.

Additionally, the organization implemented the 70-20-10 Model for Learning and Development, which posits that 70% of learning comes from job-related experiences, 20% from interactions with others, and 10% from formal educational events. This framework guided the design of the training program to include on-the-job training and mentorship, alongside traditional learning modules. The process involved:

  • Integrating real-life tasks and challenges into the training curriculum to provide hands-on experience.
  • Establishing a mentorship program where experienced employees could guide newer team members.
  • Developing formal courses and workshops that address identified skill gaps.

The combination of the Kirkpatrick Model and the 70-20-10 Model for Learning and Development significantly enhanced the effectiveness of the employee training program. Employees reported higher satisfaction with the training, demonstrated improved performance metrics, and the organization observed a notable increase in customer satisfaction scores and retention rates.

Learn more about Job Training

Technology Adoption and Innovation

To navigate the challenges of technology adoption and innovation, the organization employed the Diffusion of Innovations Theory. This theory, developed by Everett Rogers, explains how, why, and at what rate new ideas and technology spread. It was particularly relevant to this strategic initiative as it offered insights into the factors influencing the adoption of new technologies within the organization. The team implemented the theory as follows:

  • Identified opinion leaders and innovators within the organization to champion the adoption of new technologies.
  • Utilized these champions to demonstrate the relative advantage of new technologies over existing processes.
  • Conducted pilot projects in select departments to showcase the technology's effectiveness and ease of use.

Concurrently, the organization applied the Resource-Based View (RBV) to assess its internal capabilities and determine how best to leverage its resources for technology adoption. This strategic management framework emphasizes the importance of valuable, rare, inimitable, and non-substitutable resources. The application process included:

  • Conducting an internal audit to identify unique resources that could be utilized in the adoption of new technology.
  • Developing strategies to protect and enhance these resources to sustain competitive advantage.
  • Aligning technology adoption initiatives with the organization's strategic resources.

The application of the Diffusion of Innovations Theory and the Resource-Based View enabled the organization to successfully implement new educational technologies. This led to the development of more personalized and adaptive learning experiences, resulting in increased customer engagement and market share growth.

Learn more about Competitive Advantage

Market Expansion Strategy

For its market expansion strategy, the organization turned to the Geert Hofstede's Cultural Dimensions Theory to understand the cultural differences in new markets. This framework analyzes cultures along six dimensions, such as Individualism versus Collectivism and Uncertainty Avoidance. Understanding these cultural nuances was critical for localizing the platform's content and marketing strategies effectively. The team proceeded by:

  • Conducting cultural assessments of potential new markets to identify key differences and similarities.
  • Adapting marketing messages and course content to align with local cultural norms and values.
  • Training local teams on cultural sensitivities to ensure effective customer interactions.

Simultaneously, the organization employed the Market Development Strategy framework from Igor Ansoff's Product-Market Growth Matrix. This strategy focuses on entering new markets with existing products. The practical steps taken included:

  • Identifying markets with the highest potential for online education based on demographic and internet usage data.
  • Partnering with local educational institutions and influencers to build brand awareness.
  • Customizing the platform's user interface and experience to meet the specific preferences of the new market segments.

By applying Hofstede's Cultural Dimensions Theory and the Market Development Strategy framework, the organization effectively expanded into new geographic markets. This resulted in a significant increase in user base and revenue, demonstrating the value of cultural understanding and strategic market development in global expansion efforts.

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Key Findings and Results

Here is a summary of the key results of this case study:

  • Implemented a comprehensive employee training program, leading to a 25% increase in customer satisfaction scores.
  • Adopted new educational technologies, resulting in a 10% increase in market share.
  • Expanded into new geographic markets, achieving a 20% increase in revenues.
  • Employee proficiency levels improved significantly, with a 40% increase in post-training test scores.
  • Customer retention rates improved by 15%, falling short of the 20% target.
  • Operational efficiency enhancements led to a 5% reduction in customer complaint resolution times.

The strategic initiatives undertaken by the organization have yielded significant positive results, notably in customer satisfaction, market share expansion, and revenue growth. The successful implementation of a comprehensive employee training program has directly contributed to these outcomes, as evidenced by the substantial increase in customer satisfaction scores and employee proficiency levels. The adoption of new technologies and expansion into new markets have further solidified the company's competitive position in the online education sector. However, the initiative fell short in achieving the targeted 20% increase in customer retention rates, indicating room for improvement in customer loyalty strategies. Additionally, while operational efficiencies were enhanced, the reduction in customer complaint resolution times was modest, suggesting that further process optimizations could yield better results. Alternative strategies, such as more targeted customer engagement programs and advanced analytics for identifying and addressing operational bottlenecks, could have potentially enhanced these outcomes.

Based on the analysis, the recommended next steps include focusing on deepening customer relationships through personalized engagement strategies to improve retention rates further. Investing in advanced data analytics tools and technologies could provide deeper insights into customer behavior and operational inefficiencies, enabling more targeted improvements. Additionally, continuous investment in employee training, with an emphasis on customer service excellence and technological proficiency, should remain a priority to sustain the gains achieved and drive further improvements in service quality and operational efficiency.

Source: Employee Training Strategy for Online Education Platform in Asia, Flevy Management Insights, 2024

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