Case Study

Okta Forecasting and
Pipeline Management

Download this case study to learn a three-step process for how to formalize and mature your own sales forecasting process.

To support its aggressive growth plans and impending IPO, Okta needed to establish a rigorous forecasting and pipeline management process.

TOPO, the leading research firm for high-growth sales and marketing teams, studied the challenges Okta was facing and how its Business Operations team overcame them by aligning its go-to-market teams and other key stakeholders while devising a repeatable, scalable process supported by the right framework and technology.

Download this case study to learn:

  • Okta’s “balanced pipeline” approach for achieving quota in current and future quarters.
  • What key metrics and meeting cadence they use to drive equal priority and visibility for forecast management and pipeline generation.
  • How Okta uses Clari to automate and scale their newly designed sales process.
Read the Case Study

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