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Okta Sales

To enable any organization to securely use any technology by becoming the primary identity standard for all enterprises globally

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To enable any organization to securely use any technology by becoming the primary identity standard for all enterprises globally

Strengths

  • PRODUCT: Market-leading identity platform with 7,000+ integrations
  • REPUTATION: Recognized as Leader in Gartner IAM MQ for 7 years
  • MARKET: Strong enterprise customer base of 17,000+ organizations
  • GROWTH: Consistent 25%+ YoY revenue growth trajectory
  • INNOVATION: Cutting-edge security features with continuous updates

Weaknesses

  • INTEGRATION: Auth0 acquisition still not fully harmonized
  • COMPETITION: Pricing pressure from Microsoft Entra ID in enterprise
  • MARGINS: Profitability challenges with 72% gross margin ceiling
  • RETENTION: Customer churn increasing in SMB segment by 2.5%
  • SALES: Extended enterprise sales cycles averaging 9+ months

Opportunities

  • EXPANSION: Workforce to customer IAM cross-selling potential
  • SECURITY: Zero Trust architecture adoption growing at 35% CAGR
  • COMPLIANCE: Increasing global regulatory requirements driving demand
  • CLOUD: Accelerated digital transformation across industries
  • PARTNERSHIP: Strategic alliances with major cloud providers

Threats

  • COMPETITION: Microsoft bundling identity with broader offerings
  • INNOVATION: New specialized IAM startups targeting niche segments
  • ECONOMY: IT budget constraints impacting purchase decisions
  • SECURITY: Sophisticated attacks increasing breach liability risks
  • REGULATORY: Changing data privacy laws creating compliance issues

Key Priorities

  • PLATFORM: Accelerate Auth0-Okta integration to maximize value
  • ENTERPRISE: Strengthen enterprise value proposition against Microsoft
  • EXPANSION: Increase wallet share via workforce-to-customer IAM
  • PARTNERS: Expand strategic alliance network for channel growth
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To enable any organization to securely use any technology by becoming the primary identity standard for all enterprises globally

UNIFY PLATFORMS

Create one seamless identity cloud experience for customers

  • INTEGRATION: Complete Auth0-Okta technical platform integration with 95% feature parity by Q3
  • ADOPTION: Migrate 40% of legacy customers to unified platform with <1% churn rate
  • EFFICIENCY: Reduce engineering redundancies by 30% through platform consolidation
  • EXPERIENCE: Achieve unified platform CSAT score of 85+ across all customer segments
DOMINATE ENTERPRISE

Strengthen our position against Microsoft in enterprise

  • DEALS: Increase competitive win rate vs Microsoft Entra ID from 62% to 75% in enterprise segment
  • VALUE: Launch enterprise-focused ROI calculator demonstrating 40% TCO advantage over competitors
  • SECURITY: Deploy AI-powered threat intelligence module to 75% of enterprise customers
  • EXPANSION: Grow average enterprise customer ARR by 30% through cross-selling identity products
EXPAND WALLET SHARE

Drive workforce-to-customer IAM expansion strategy

  • ADOPTION: Increase customer base using both workforce and CIAM from 15% to 30%
  • REVENUE: Grow average revenue per customer by 35% through cross-product adoption
  • INNOVATION: Launch 3 new cross-platform use cases with documented customer success stories
  • ENGAGEMENT: Create customer expansion program yielding 25% conversion to multi-product use
AMPLIFY ALLIANCES

Build a thriving partner ecosystem for exponential growth

  • CHANNEL: Increase partner-influenced revenue from 30% to 50% of total new ARR
  • EXPANSION: Establish strategic alliances with 5 major cloud providers with joint GTM plans
  • ENABLEMENT: Launch partner certification program with 1,000+ certified professionals
  • INTEGRATION: Develop 15 new partner-specific IAM solutions targeting vertical markets
METRICS
  • Annual Recurring Revenue (ARR): $2.5B
  • Net Retention Rate: 120%
  • Enterprise Customers >$1M ARR: 250
VALUES
  • Love our customers
  • Never stop innovating
  • Act with integrity
  • Be transparent
  • Empower our people
Okta logo
Align the learnings

Okta Sales Retrospective

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To enable any organization to securely use any technology by becoming the primary identity standard for all enterprises globally

What Went Well

  • REVENUE: Q4 revenue of $510M exceeded expectations by 3%, growing 25% YoY
  • ENTERPRISE: Large deal momentum with 185 customers >$1M ARR, up 27% YoY
  • PRODUCTS: Customer Identity Cloud adoption doubled among existing base
  • RETENTION: Net retention rate remained strong at 121% across portfolio

Not So Well

  • MARGINS: Gross margins declined 2 points to 72% due to integration costs
  • SALES: SMB segment growth slowed to 15% YoY vs 22% previous quarter
  • INTEGRATION: Auth0 synergies realized more slowly than projected timeline
  • COSTS: Operating expenses increased 18% YoY outpacing revised targets

Learnings

  • CUSTOMERS: Identity consolidation emerging as key enterprise priority
  • COMPETITION: Microsoft intensifying bundling strategy in enterprise deals
  • MARKET: Zero Trust adoption accelerating faster than initial projections
  • PRODUCT: Customer preference for unified platform vs best-of-breed tools

Action Items

  • INTEGRATION: Accelerate Auth0-Okta platform unification by end of Q3
  • PRICING: Revise enterprise pricing structure to combat Microsoft pressure
  • PARTNERS: Expand strategic alliance program with major cloud providers
  • EFFICIENCY: Implement cost optimization initiatives to improve margins
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To enable any organization to securely use any technology by becoming the primary identity standard for all enterprises globally

Strengths

  • DATA: Rich identity dataset ideal for AI-powered threat detection
  • PLATFORM: API-first architecture enables AI integration
  • TALENT: Strong engineering team with ML/AI capabilities
  • INNOVATION: Early adoption of AI for identity verification
  • SECURITY: Robust framework for responsible AI implementation

Weaknesses

  • FRAGMENTATION: Siloed AI initiatives across product teams
  • INVESTMENT: Limited dedicated AI research compared to competitors
  • TALENT: Shortage of specialized AI/ML security expertise
  • ADOPTION: Customer hesitancy about AI in identity security
  • INTEGRATION: Legacy systems complicating AI implementation

Opportunities

  • AUTOMATION: AI-powered identity workflows reduce manual processes
  • ANALYTICS: Predictive risk scoring for enhanced security posture
  • PERSONALIZATION: Contextual authentication based on behavior
  • THREATS: AI-driven anomaly detection for zero-day attacks
  • EFFICIENCY: Reduce false positives in security alerts by 40%

Threats

  • COMPETITION: Microsoft investing $10B+ in AI security solutions
  • PRIVACY: Increasing scrutiny of AI use with personal data
  • TALENT: Tech giants attracting key AI security researchers
  • ETHICS: Potential bias in AI authentication algorithms
  • ATTACKS: Sophisticated AI-powered credential attacks emerging

Key Priorities

  • INNOVATION: Develop AI-powered identity threat intelligence platform
  • TALENT: Strategic hiring of AI/ML experts in identity security
  • PRODUCT: Integrate AI capabilities across the entire platform
  • EDUCATION: Customer enablement program for AI security adoption