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Okta Product

To enable any organization to securely use any technology by becoming the world's identity platform

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To enable any organization to securely use any technology by becoming the world's identity platform

Strengths

  • PLATFORM: Industry-leading identity cloud with 7,000+ integrations
  • CUSTOMERS: Strong base of 18,400+ enterprise customers across sectors
  • RETENTION: Net retention rate of 115%, indicating customer satisfaction
  • REVENUE: $2.3B annual run rate with 21% YoY subscription growth
  • EXPERTISE: Deep identity security knowledge and dedicated R&D teams

Weaknesses

  • INTEGRATION: Complex deployment cycles for large enterprise customers
  • COMPETITION: Price pressure from Microsoft Entra and other competitors
  • ACQUISITION: Auth0 integration still creating product overlap issues
  • UPSELL: Customer identity cross-sell motion needs improvement
  • GROWTH: Slower growth rate (21%) compared to previous years (>30%)

Opportunities

  • AI: Identity-powered AI security solutions with governance capabilities
  • WORKFORCE: Remote/hybrid work trends driving zero trust adoption
  • CIAMB: Customer identity market growing at 32% CAGR to $53.8B by 2030
  • PLATFORM: Expand Identity Governance to tap $13.2B market by 2028
  • EXPANSION: International market penetration in EMEA and APAC regions

Threats

  • COMPETITION: Microsoft bundling identity with broader security suite
  • COMMODITIZATION: Basic identity features becoming table stakes
  • ECONOMY: Enterprise spending pullback during economic uncertainty
  • SECURITY: Breach risks with increasing sophistication of attacks
  • TALENT: Challenging market for specialized identity security talent

Key Priorities

  • CIAMB: Accelerate customer identity market growth strategy
  • PLATFORM: Enhance platform integration and deployment experience
  • AI: Develop AI-powered identity security capabilities as differentiator
  • COMPETITION: Strengthen positioning against Microsoft Entra bundling
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To enable any organization to securely use any technology by becoming the world's identity platform

CIAMB DOMINANCE

Lead the customer identity market with unmatched offerings

  • GROWTH: Increase CIAMB ARR growth rate from 35% to 45% through targeted mid-market expansion
  • EXPANSION: Drive existing customer CIAMB adoption from 22% to 35% through cross-sell programs
  • PARTNERS: Launch 5 new CIAMB-specialized partner enablement programs with 50+ certified partners
  • PRODUCT: Release CIAMB SDK 2.0 with embedded AI authentication flows and 30% faster implementation
PLATFORM PERFECTION

Create the most integrated, scalable identity platform

  • INTEGRATION: Reduce enterprise deployment time by 40% with new Quick Start implementation tools
  • UNIFICATION: Complete Auth0 + Okta unification with single admin console for 100% of capabilities
  • API: Increase API-first coverage to 95% of platform capabilities to enhance developer experience
  • RELIABILITY: Achieve 99.99% platform uptime and reduce P0/P1 incidents by 50% through architecture
AI INNOVATION

Lead identity industry with AI-powered capabilities

  • SECURITY: Launch AI-powered identity threat detection that reduces attack surface by 65%
  • ASSISTANT: Release Okta AI Assistant for admins that automates 40% of routine configuration tasks
  • AUTOMATION: Deploy AI-powered lifecycle workflows that reduce manual operations by 75%
  • GOVERNANCE: Introduce AI compliance engine that automates 60% of access certification reviews
COMPETITIVE EDGE

Win against bundled offerings with superior value

  • POSITIONING: Increase win rate against Microsoft Entra from 62% to 75% with enhanced value messaging
  • ECOSYSTEM: Expand integration marketplace from 7,000 to 9,000 pre-built connectors
  • BUNDLE: Launch Okta Identity Suite with 25% cost advantage over comparable Microsoft offering
  • CONVERSION: Implement new competitive displacement program converting 150+ competitive customers
METRICS
  • Customer Identity ARR Growth: 45% by end of FY2025
  • Net Retention Rate: 120% across all customer segments
  • Customer Satisfaction (CSAT): 95% for implementation and support
VALUES
  • Love our customers
  • Never stop innovating
  • Act with integrity
  • Be transparent
  • Empower our people
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Align the learnings

Okta Product Retrospective

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To enable any organization to securely use any technology by becoming the world's identity platform

What Went Well

  • REVENUE: $768M quarterly revenue achieved, up 21% year-over-year growth
  • CUSTOMERS: Added 300+ new customers, now totaling over 18,400 globally
  • RETENTION: Maintained strong net retention rate at 115% despite market
  • CIAMB: Customer identity growth outpacing workforce identity at 35% YoY
  • CASH: Strong cash position with $2.69B in cash and marketable securities

Not So Well

  • GROWTH: Overall growth rate continued to decelerate from 25% to 21% YoY
  • MARGINS: Non-GAAP operating margin of 19% fell short of 20% target goal
  • COMPETITION: Lost some deals to Microsoft in workforce identity segment
  • GUIDANCE: Conservative forward guidance disappointed some investors
  • INTEGRATION: Auth0 synergies still not fully realized after acquisition

Learnings

  • FOCUS: Customer identity showing strongest growth potential vs workforce
  • SEGMENT: Mid-market showing higher growth rate (27%) than enterprise (18%)
  • SALES: More prescriptive solution selling performs better than platform
  • PRICING: Value-based pricing model more effective than identity seat model
  • EXPANSION: International markets growing faster (26%) than domestic (19%)

Action Items

  • CIAMB: Accelerate go-to-market motions for customer identity products
  • PLATFORM: Simplify product portfolio and consolidate overlapping features
  • AI: Launch AI-driven identity security offerings by Q3 to stay competitive
  • INTEGRATION: Complete Auth0 integration with unified developer experience
  • PARTNERS: Expand channel program to increase deal flow through partners
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To enable any organization to securely use any technology by becoming the world's identity platform

Strengths

  • DATA: Rich identity data across 18,400+ customers to train AI models
  • EXPERTISE: Strong security foundation to build responsible AI solutions
  • ACQUISITION: AI talent from recent acquisitions like Spera and Anonybit
  • PLATFORM: API-first approach enables AI integration across ecosystem
  • INVESTMENT: $100M+ in R&D with increasing focus on AI capabilities

Weaknesses

  • TALENT: Limited specialized AI talent compared to tech giants
  • ARCHITECTURE: Legacy systems needing modernization for AI scale
  • STRATEGY: Nascent AI roadmap compared to security-focused competitors
  • BUDGET: R&D spend (13% of revenue) lower than tech giants (18-20%)
  • COORDINATION: Siloed AI initiatives across product teams

Opportunities

  • SECURITY: AI-powered threat detection for identity-based attacks
  • AUTOMATION: Reduce manual identity lifecycle management by 80%
  • GOVERNANCE: AI-powered identity governance reduces compliance costs
  • EXPERIENCE: Personalized authentication journeys increasing conversion
  • INTEGRATION: AI assistants to simplify complex identity deployments

Threats

  • COMPETITION: Microsoft leveraging GPT-4 across Entra identity suite
  • COMPLEXITY: Ensuring AI models maintain compliance with regulations
  • GIANTS: Google, AWS expanding identity offerings with native AI
  • SECURITY: AI-powered attacks becoming more sophisticated
  • STARTUPS: Nimble AI-native identity startups gaining funding momentum

Key Priorities

  • SECURITY: Develop AI-powered identity threat detection capabilities
  • EXPERIENCE: Create AI assistants for customer and admin experiences
  • AUTOMATION: Build AI automation for identity lifecycle management
  • GOVERNANCE: Enhance identity governance with AI compliance tools