Clari
Type of Content
Customer Case
Title
OKTA: FORECASTING AND PIPELINE MANAGEMENT
Synopsis
By using a solution from Clari, Okta is able to fuel their pipeline management with insights that allow sales management to focus on corrective actions where they are needed. This case is therefore classified as a Sales Coach that helps with Opportunity Management (managing the funnel in particular). It helps Okta to manage their sales funnel much more effectively.
Description
Okta is using AI to run a rigorous forecasting and pipeline management process by allowing sales reps to update their deal status in real time and show everyone in the company what is being forecasted and why. This process drives better alignment on the pipeline and provides a framework for understanding and discussing pipeline issues, generating continual conversations, driving meaningful actions, and surfacing overlooked sales opportunities. The company is now able to proactively manage and improve its early-pipeline development.
Commercial Excellence Focus
| Marketing Excellence | √ |
| Sales Excellence | – |
| Services Excellence | – |
| M&S Technology | √ |
Industry Focus
Regional Focus
SE-PTO Classification
AM4
SE-CE Value Tree Classification
AI for Sales Classification
Sales Coach
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