Technology Exchange Case Studies Mediafly case study

Okta - Evolving from Spreadsheets to Interactive Sales Tools

Sponsor Name: Mediafly

Speakers: Stephen Champion, Senior Business Value Manager, Okta; Tom Pisello, CEO, Alinean

Many organizations have developed spreadsheet-based tools to help sellers financially justify solutions to frugal buyers. These discovery, assessment, ROI and TCO spreadsheets are meeting a need, but can be difficult to manage and use. Version control, validation, maintenance, security, adoption and tracking are all a challenge.
Okta, a leading provider of identity management and enterprise security, had provided its sellers with a spreadsheet-based ROI tool but struggled with adoption and many of these same issues.

During this session, Stephen Champion, Senior Business Value Manager at Okta, will be interviewed by the ROI Guy Tom Pisello, to reveal how Okta evolved from spreadsheets to interactive sales tools.

In this session, you will learn how Okta easily:

  • Converted their complex spreadsheet-based tool into a compelling interactive application
  • Integrated the tool into their CRM, seller workflow and sales enablement technology stack to promote usage, gather customer intelligence and drive better selling outcomes
  • Leveraged the tool with direct and indirect sellers to advance from “pitch to purpose” and deliver business-value in every sales conversation to close more deals
All attendees will receive:
  • A free signed copy Tom Pisello’s book: Frugalnomics Survival Guide - How to Use Your Unique Value to Market Better, Stand Out and Sell More
  • A Sales Leader’s All-Inclusive Guide to Sales Enablement