Case Study: Okta achieves 2x higher MQL-to-SQL conversion with Salesloft

Okta harnesses the power of drift’s innovation to scale for growth

Okta, a leader in identity and access management, needed a way to scale its sales and marketing processes, capture buyer intent more effectively, and accelerate lead handoff to sales as its website and global audience grew. The company turned to Salesloft, using Drift’s conversational engagement platform to better align marketing and sales while improving the experience for high-intent prospects.

Salesloft implemented Drift across Okta’s websites, email, video, and events, and expanded it internationally with support for multiple languages and teams. The result was faster funnel movement and stronger revenue impact: Okta saw a 30% quarter-over-quarter increase in pipeline influenced in the first six quarters, a 2x higher MQL-to-SQL conversion rate with AI, and Drift became its #1 fastest channel to convert MQLs to pipeline.

Okta

David Wellwood

Senior Director Web Marketing