Paty Hanna, Okta’s VP of Field Strategy and Operations, calls Clari’s AI and predictive capabilities a “game-changer,” for its ability to enable the organization to identify risks and unlock areas of opportunity. Clari is so embedded in Okta’s DNA that, according to Paty, “It’s hard to imagine what life was like before having Clari.” Clari is front and center in every forecast conversation: “All of Okta’s top-level executives, including the CEO, are constantly checking Clari’s AI to predict where we’re going to land for the quarter,” Paty says.
Okta uses Clari’s AI-powered Revenue Orchestration Platform daily to:
- Calibrate their forecast early using real-time trends and historical signals.
- Spot risks fast before deals fall through the cracks.
- Capitalize on momentum by surfacing patterns in buyer engagement.
The world’s fastest-growing enterprises use Clari’s AI across the entire customer lifecycle to act quickly, win more, and forecast every quarter with confidence. For Okta, Clari makes that possible.
Revenue is a Team Sport
As a revenue operations leader, one of the most important parts of Paty’s job is making sure there’s clarity and visibility across her entire organization. Being aligned and on the same page about what’s happening in the business and having that data surfaced quickly and easily is key. Clari provides the level of visibility, predictability, and tooling Okta needs for its sales team to be successful, quarter after quarter.
Clari’s structured revenue process gives Okta the power to see where they’re going to land in future quarters as well. Clari’s forecasting provides the right level of visibility that extends across the organization, so that finance, field, and executive teams have a view of how the business is performing.
Having a single, consolidated view of opportunities, accounts, forecasts, analytics, and trends is invaluable to Okta. Without it, sellers would be clicking around across multiple tools and systems, trying to piece all of their revenue data together.
Revenue Doesn’t Wait — And Neither Does Okta
“Last quarter, we started to notice that we were getting a lot of momentum with our customers — that our message was really resonating with the market,” Paty says. “We were able to identify that using Clari and ride that momentum into making sure we had a really fantastic quarter.”
What made the difference? Hannah says Clari’s AI-Powered Opportunity Scoring, which leverages conversation data, has been invaluable in identifying where her sales team needs to focus its attention. By providing greater visibility into the health of its pipeline, Okta can move fast to close deals.
According to Paty, Clari is saving Okta’s sales teams multiple hours every week, by allowing them to quickly understand what’s changed week-over-week, where things are moving, where any of the risks are, and how they are moving our opportunities along. It also allows Okta to identify it needs to swarm and jump in more as a cross-functional team.
When a high-stakes deal started to slip at Okta, revenue leaders knew quickly, thanks to Clari’s AI. They spotted the risk, looped in an exec, and had a team member on a plane that same day to meet the customer face-to-face. By close of business, the deal was back on track with a firm end-of-quarter commit.
That’s the power of running revenue in real time.
Reliable Data is Foundational
For Okta, reliable data is the foundation for running revenue processes accurately. Okta uses Clari to ensure that opportunities are in the correct stage and reflecting the right close date based on what’s happening at any given point in time.
Okta relies on Clari’s analytics modules to drive accuracy during challenging times by inspecting and looking at what’s happening as opportunities move through the sales process. Paty and her team are able to drill down and discover precisely where they’ll land.
In Paty’s view, Clari’s impact on Okta’s revenue process “has been transformational,” and has helped Okta improve how it manages all parts of its revenue process, including:
- Pipeline generation
- Pipeline velocity
- Forecasting
- Bookings close process
A Game-Changer for Revenue Teams
Paty says the best part about Clari is that it’s a platform Okta’s teams love to use. “The usability of it, the visibility, the transparency, and ease of use is a game changer for our field teams.”
When AI runs across your entire revenue engine, and your team’s all-in, speed and alignment become the new operating procedure.
This is the success story at Okta. And it’s the blueprint for high-growth revenue teams.
