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.