Maximizing Comp Plan
In the AE comp plan, what is the add on commission for prof services?
2% * booking value
If an account falls within our PBST definition as listed in the FY25 Sales Handbook, but is not currently part of your accounts what do you do?
Inform your ASD. ASD reaches out to their AMER counterpart to request the account to be moved, ops on copy. Once the approval is in writing, Ops will make the necessary changes.
What stage(s) is linked to the Forecast Category - Best Case?
Stage 6
What is the Okta target for forecast accuracy
+/- 5
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Katy Mann
What is the current CIAM incentive bonus?
CIAM ARR Amount * Incentive Multiplier (20%) * Base Commission Rate
How do you request a teaming split?
Deal Support case > GTM Commission > Teaming Agreement
What order documents are required in order for a deal to move to stage 9?
Fully-Executed Order Form / Valid Partner PO (if partner deal), Fully-Executed SOW for PS Order (except SmartStart), Proof of Sell Through - Partner deal above 250K ARR (or confirmation partner has completed)
What are the two non-standard deal types?
Cancellation & Restructure (C&R), Early Renewal w/Upsell (ERwU)
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Andy Price
If your ASD/VP assigns you an account/opportunity to cover as part of our interim coverage policy, where in SFDC will it reflect the credit you will retire?
Opportunity Splits
When a Churn and Upsell event occurs in the same account hierarchy and geography, how many calendar days does Okta have the right to reduce ARR bookings credit and provide relief against churn or net ARR targets?
Within +/- 90 days
What is the target acceptance range for ST1 → ST2 deals?
70-90%
At the beginning of a quarter, how many fields do you need to submit to get a green checkmark in the Forecast and Forecast by Product?
7 - Forecast - M1, M2 M3, High, Forecast | Forecast by Product - WIC, CIAM
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Brittany Wood
How is the Stub Period ARR Bookings Credit calculated
(Deal Term Length in Months) * (Annualized 1st Year ARR Bookings / 12)
The close date is allowed to be ____ from the POP date. Eg. If the start date of the subscription is delayed more than ____ from the end of the close period, the close date will be changed.
1 calendar month
Okta’s MAPs (Mutual Action Plan) is composed of two main process components. What are they?
Technical Validation Process & Business Justification Process
How much can we discount the government high cell
None
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Nicole Anderson
In the AE comp plan, what is the multiplier between 100-150%?
2.97 x Base Rate
Fees paid by the customer which are non-recurring and non-renewable will not count toward ARR Bookings credit. What is one example of a one-time fee?
Global Services Fees, Other Non-Recurring Fees (Paid Training Courses, Paid Oktane Tickets)
Prior to any outreach to the customer, an internal meeting should occur across key stakeholders to strategize on the plan and approach fro the upcoming renewal. What is the suggested timing of when that meeting should occur for an At-Bat ARR of $100k+?
120 Days
What is the discount threshold for New Business Partner deals where it goes to Jon Addison?
NB Partner is 55%+
This individual was once a backup dancer for Indian/Bollywood popstars.
Ralph Figueiredo