Case Study: Okta drives higher win rates and $140M in deal engagement with Mediafly Value
Key results
The challenge
Okta, an identity and access management company, struggled to demonstrate the value of its products to both sales reps and customers. Sellers lacked access to accurate, up-to-date content and could not engage buyers with value early in the sales cycle, contributing to lower revenue and fewer closed deals.
The solution
Okta implemented Mediafly Value to support real-time, data-driven business-case creation. Sellers could present marketing-approved content dynamically, engage buyers earlier with quantified value, deliver materials online and offline, and analyze performance metrics.
“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”
ZRZach RickenbachBusiness Value Analyst, Okta
The results, in context
Okta reported a 30 percent increase in win rate and more than $140 million influenced in deal engagement. The company connected stronger business-value engagement to both higher win rates and higher ARR.