Professional Services App
Okta creates an app to expedite pricing and packaging of professional services.
Estimator App
The new app improves collaboration between professional services (PS) and sales, leading to increased involvement of PS in sales opportunities.
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The Estimator app ensures better alignment among PS, sales, legal, operations, and finance.
The Business Challenge
For Okta, which provides cloud software solutions that help customers secure their enterprise, professional services (PS) is an important component of the revenue stream. However, the PS team has found it increasingly difficult to collaborate with the sales team due to its own slow, spreadsheet-based process for pricing and packaging core service offerings. And as the volume of customers increased, this manual process became a significant issue that negatively impacted sales opportunities for professional services.
The App Solution
To enable greater collaboration between sales and professional services, Okta built an app on the Salesforce Platform with a custom object called Estimator. The app uses low-code tools to automate the previously manual process and pull in whichever products and services the PS team scopes. The app makes it easier for the PS team to create and update SOWs while aligning pricing and packaging with legal, operations, and finance. As a result of better coordination, the number of deals that include professional services has jumped to 20%.
“Since the introduction of the Estimator tool, the number of deals touched per Services Engagement Manager has increased by 40%.”
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