Discovery
A prospect is attempting to achieve this and you want to know what it is
What is a goal?
Identified multiple use cases, aligned goals with business drivers, established a mutual action plan, brought in multiple stakeholders
What are characteristics of a successful evaluation?
This deck can be used to convince decision-makers, summarize the 3 whys, and convey value to your prospects.
What is the champions deck?
The impact of Okta on a company or the realization of a company's goals
What is value?
Prospects will typically first ask for pricing in this stage and we need to answer with a variation of " In order to get a precise answer I need to get a better understanding of your use case"
What is Discovery?
Provide an example of a Technology Discovery Question
Any Tech Question
Wayne Enterprises is a property management company about to launch an application that will allow tenants to pay their rent via credit, debit, or app. Their long term goal is to expand this from their tenants to other property management companies. Is an example of this important piece of information.
What is a compelling event/information to know before a call?
What is a Mutual Action Plan?
This material can take a variety of forms and is used to to reinforce our why okta argument. Provide an example for bonus points
What is evidence?
These can be measured in dollars, time, projects completed or a number of other ways and are how we track value
What are metrics?
Okta wins when our pricing is focused around this, defined as the outcome of Okta's impact on a company or how Okta will help a company meet their goals.
What is value?
This tool is used to keep leadership in the loop on your deal before connecting them with a HVT at your prospect
Executive briefing doc
This type of question uncovers high level business goals and helps to identify how Okta will impact the prospect. For double points, provide an example.
What is a business discovery question?
This is how long it will take to complete an evaluation process and to go live, it's very helpful for forecasting your deal
What is a time line?
A Champions deck should have these 4 components.
What are Summary, Solution, Evidence, Next, Steps?
This is a tool that creates defendable numbers based on non biased formulas we can use to show hard data on the value of Okta.
What is the Okta Value Discovery tool?
Pricing is a lot easier to negotiate when presented in this colorfully titled style
What is black boxing?
Give an example of a prospect Goal and how Okta can help them meet it
Give Example
This trio of questions helps us to summarize a deal early on and understand if there is a real oppurtunity, name all 3.
Why Change?
Why Now?
Why Okta?
A successful map will display these 3 items from both sides
What are Personnel, Dates/Time, Resources?
Poor user experience due to the lack of an SSO solution leads to loss in productivity causing Wayne Enterprises to potentially miss a quarterly revenue goal
Would be an example of this specific element we call out on summary slide, that defines what isn't working for a customer.
What is a challenge?
John is a sys admin focused on identifying a solution that will allow him to offload the manual SSO integrations he currently has to build and maintain. He says he just needs a demo and doesn't have time to be part of an OVD call.
This is an example of this type of person you may deal with while selling.
What is a person less likely to care about value?
What are discount levers? Number of SKUs, Number of Users, Number of years, Sign Date
Give an example of an Ask you would make of a prospect if they want a lower price
give example