Case Study: Okta improves forecasting and territory planning with fullcast.io

Okta - Customer Case Study

Okta, a publicly traded identity management company, was scaling its sales organization quickly but lacked the operational resources to build the Salesforce processes, standards, and policies needed to support growth. As a result, forecasting was unclear, data quality suffered, and sales reps struggled to enter and track information accurately. Fullcast.io helped Okta address these challenges with its Motion Module and data governance support.

Fullcast.io implemented account hierarchies in Okta’s Salesforce instance, cleaned and assigned account families, and put policies in place for clean data and account creation. This gave sales managers better visibility into account planning and territory coverage, improved forecasting confidence, and reduced data errors through real-time flagging and review processes. While no hard metrics were provided, the impact was clearer territory planning, more reasonable quota assignment, and a stronger go-to-market motion.

Okta

Amy Lin

Sales Operations