Okta Increases Engagement with Mediafly ValueStory®
30%
Increase in
win rate
140M+
Increase in sales
engineers
Technology
San Francisco | 3,056 employees
Build vs. Buy TCO Tool
Value Discovery Tool
The Challenge
Okta struggled to prove the value of their product to reps and customers alike, resulting in lower revenue and a reduction in closed deals. With more and more companies implementing value acceleration tools, Okta sought to change the conversation by:
• Engaging buyers in value-led discussions earlier in the sales cycle
• Enabling field sellers to prove the value of products in real-time
• Giving sellers and customers the data and tools to understand Okta’s value
The Solution
Okta deployed Mediafly ValueStory to:
Enable sellers to prove the value of Okta solutions in real-time
Add value for buyers earlier in the sales cycle
Improve customer engagement with value-led sales conversations
When business value is engaged, we see a better win rate and a higher ARR. Using Mediafly’s toolset, we can confidently arm our sellers in the field to report on these metrics and prove the value of our product in real-time.
Zach Rickenbach, Business Value Analyst at Okta
The Results
Okta saw impressive results using Mediafly ValueStory including:
Increased tool driven
engagements
A 30% increase in
win rate
Fully enabled
value engineers
Awards & Accolades
