Sales ops ·
Okta builds a balanced pipeline and shared forecasting source of truth with Clari
The problem
Okta's sales forecasting was undermined by rep subjectivity and lacked a consistent management cadence, making it difficult to roll up accurate forecasts or ensure sufficient pipeline coverage across quarters.
Workflow diagram · grounded in source
1
Balanced pipeline initiative launched
trigger
“Okta introduced a new sales management concept — balanced pipeline — to the entire go-to-market team to address these issues”
2
Weekly forecast and pipeline cadence
human_review
“The Okta team established a regular cadence for weekly meetings — forecast one week, pipeline the next. Forecast meetings to determine the steps necessary to close deals while ensuring accurate close dates. Pipeline meetings to hone in o…”
3
Forecast submission via Clari
integration
“All sales leaders and reps submit their forecasts through Clari, and they can update deal status at any time, even from their mobile devices”
4
Pipeline and forecast dashboard
output
“Through the dashboard, everyone in the company can see the following: What is being forecasted and why, The status of every deal, Changes to opportunities, Week-over-week pipeline against forecast, Pipeline generation against targets, Pi…”
5
Early coverage issue detection
validation
“Okta uses a view (see below) to discover coverage and forecast issues early, enabling stakeholders to take action”
Reported outcome
Clari became Okta's shared source of truth for pipeline and forecast data, giving the entire GTM organization visibility into coverage metrics and enabling better predictability and performance.
Reported metrics
Sales predictability and performancebetter predictability and performance
Reported stack
Clari
Frequently asked questions
What did this team achieve with this AI workflow?
Clari became Okta's shared source of truth for pipeline and forecast data, giving the entire GTM organization visibility into coverage metrics and enabling better predictability and performance.
What tools did this team use?
Clari.
What results were reported?
Sales predictability and performance: better predictability and performance (source-reported, not independently verified).
How is this sales ops AI workflow structured?
Balanced pipeline initiative launched → Weekly forecast and pipeline cadence → Forecast submission via Clari → Pipeline and forecast dashboard → Early coverage issue detection.