Okta
$9,996–$207,511per year
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Okta
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Median buyer pays
$42,557
Based on data from 1,371 purchases, with buyers saving 14% on average.per year
Median: $42,557
$9,996$207,511
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About Okta
Okta Overview
Okta provides secure identity management and single sign-on to any application, whether in the cloud, on-premises or on a mobile device for your employees, partners and customers.
Okta's 3 Products
Start building with powerful and extensible out-of-the-box features, plus thousands of integrations and customizations. Our developer community is here for you.
Customer Identity and Access Management (CIAM) is how companies give end users access to their digital properties. It’s also how they govern, collect, analyse, and securely store all that user data. So if an awesome registration and login experience is currently delighting your customers, you’re likely doing Identity right. Not quite there yet? It's OK. That's why we created the Customer Identity Cloud — so you could leave authentication (and much more) to us. Okta’s Customer Identity Cloud helps you build strong digital relationships, keep users’ clicks safe, and free up developers’ time for other projects.
Okta Workforce Identity Cloud provides secure identity-powered security for employees, contractors, and business partners, empowering agile workforces and high-performing IT teams. It offers single sign-on, adaptive multi-factor authentication, lifecycle management, and identity governance.
Compare prices for similar companies
| Supplier | Okta | CyberArk |
|---|---|---|
| Median Contract Value | $42,557 | $30,563 |
| Deals handled | 932 | 16 |
| Unique Purchasers | 462 | 8 |
| Avg Savings | 13.96% | - |
Security and compliance
DPA available
SOC2 attestation
Annual penetration tests
Negotiation insights
Discount levers
Success pontential
RenewalsNew purchases
Low chances of successMedium chances of successHigh chances of successVendr community insights for Okta
Company with 201-1000 employeesThis month
"Our Okta rep has let us know that their is a price increase coming in 2025 but doesn't know the exact rise currently. They are pushing for early renewals as a way to get around this."Company with 201-1000 employeesThis month
"Okta are trying to push companies who spend over 20k to purchase support at renewal. In the end we were able to get this removed in return for a 2 year deal. "Company with 201-1000 employeesThis month
"Okta originally proposed ~20% increases across our agreement upon renewal. We were able to leverage our growth of 140% in some areas along with strict budget to push back on the increases. This took a lot of back and forth with Okta but after looping in our executive team and agreeing to a 36 month term we were able to secure ~$130k in savings."Company with 201-1000 employeesThis month
"Okta has changed the Advanced Lifecycle Management Sku/Advanced Sourcing products. You now purchase Lifecycle Management and Workforce Identity Workflows (if needed) separately. "Company with 201-1000 employeesThis month
"Okta's support tiers are based on total organizational software spend. For example, if Engineering has an Okta contract with the Cu$tomer Identity Cloud (Auth0 products) and IT/Security has a contract with the Workforce Identity side, both teams/contracts will be on the same support tier and have the same CSM. For this reason, it can be helpful to co-term contracts to have full visibility into support costs, because orgs are required to have Gold support when the exceed $200K in software spend. Gold is charged at 25% of software spend OR $50K minimum; if a company has multiple Okta contracts that add up to over $200K software spend, Okta requires at least one of them to have the $50K minimum applied."Company with 201-1000 employeesThis month
"Advanced Lifecycle Management is being sunset. Since Advanced Lifecycle Management included Workflows, Okta is adding Workflows as a new line item for upcoming renewals. There is typically an uplift as a result."Company with 201-1000 employeesThis month
"Okta implements a 3-8% uplift depending on the size of contract. "Company with 201-1000 employeesThis month
"Okta will offer a price break in exchange for an early signature on renewals. The signature has to be completed at least 45 days prior to the renewal date to be considered "early signature.""Company with 201-1000 employeesThis month
"Okta offers an auto renewal program where if you participate in auto renewal, they will automatically waive the uplift fee every year. You have to make any changes to your contract outside of 30 days of the renewal date.
"Company with 201-1000 employeesThis month
"If there’s intended growth in the future, you can add the users to the renewal and get discounting up front for future users."Company with 201-1000 employeesThis month
"Account reps have free reign on discounting when adding users/products. If you are not adding any new products/users upon renewal, you will work with the renewals team instead."Company with 201-1000 employeesThis month
"Our rep told us Okta has 6 Non-Negotiable Terms on the MSA:
• Termination for Convenience
• Unlimited Liability
• Changes to Security & Privacy Documentation
• Additional Indemnification Obligations
• Acceptance Period"Company with 201-1000 employeesThis month
"We negotiated a 5% reduction from the initial renewal proposal for 24 months, citing the higher-than-expected support costs and growth. "Company with 201-1000 employeesThis month
"Despite being Okta power users and increasing seats by almost 50% since the start of our prior term, we found Okta to be pretty inflexible with pricing initially. They did reduce rates but not as much as we expected based on growth, and this was cut into by a change in product (Lifecycle management). After a few rounds of negotiation and executive-level pressure we were able to secure the pricing offered for a 36 month renewal on a 24 month contract which saved us another 5%. "Company with 201-1000 employeesThis month
"The team was able to secure Net 60 payment terms and discounted pricing of 40% for the Enterprise Premium plan and the Attack Protection plan in exchange for growth of contract, bundling of contracts, and quick movement. Timing of signature important to support the kick off the Attack Protection to the account. The teams did a phenomenal job in communicating and bringing this contract to signature to get this kicked off in time. "Company with 201-1000 employeesThis quarter
"Given our long term partnership, and good relationship with our account manager, and signature in October, we were able to obtain better rates than previously on our 36 month renewal, we equated to 10% off our Total Contract Value."Company with 201-1000 employeesThis quarter
"Our request for net 60 payment terms, granted us net 45 from the original net 30"Company with 201-1000 employeesThis quarter
"Okta included in our renewal agreement that we agree to serve as a reference, participate in a case study, an earnings call, and fulfill other general branding requirements. This wasn’t part of the previous order, but we raised the issue and successfully had it removed from the renewal"Company with 201-1000 employeesThis quarter
"as part of our renewal evaluation. We requested to see the discounts available for a multi-year offer, even though we decided to remain on an annual contract. The proposed two-year contract included a 6% reduction with no annual increase."Company with 201-1000 employeesThis quarter
"We reduced our MAU rate by over 52% when we increased our commitment from 7.5K to 20K, and upped to a 24 month renewal from a 12 month. We got a good offer from Okta after we upped our volume but were able to negotiate an additional $4K in savings, citing our budget and longer term commitment. "Company with 201-1000 employeesThis quarter
"Our request for net 60-day payment terms was denied, but we were accommodated with 45-day terms instead."Company with 201-1000 employeesThis quarter
"We received a 5% discount with no increase year over year for a two-year agreement"Company with 201-1000 employeesThis quarter
"During our needs assessment, we identified that we required the Okta Silver Premium Success SKU. We successfully added it to our existing contract at a prorated charge and secured the same rate for a 12-month extension of our agreement."Company with 201-1000 employeesThis quarter
"Upon renewal referencing our budget restrictions we were able to get the SKU Platform - Light Workforce Identity Workflows (50 flows) waived completely"Company with 201-1000 employeesThis quarter
"Our initial renewal proposal from Okta positioned a 36 month term (we were coming off of a 24 month term). We were able to reduce the annual spend by ~6% while also going down to a 12 month agreement. We heavily emphasized our YoY growth and competition with Cognito "Company with 201-1000 employeesThis quarter
"Standard uplift is 3-5% - 60 day early renewal is an easy trade to get this waived"Company with 201-1000 employeesThis quarter
"Okta requires a written business justification in order to waive any uplift. They will take how effective the user is at leveraging the tool into account. For example: good usage for MFA typically means all SKUs have the same number of users. "Company with 201-1000 employeesThis quarter
"Okta incentivized us to renew early and upgrade to Adaptive MFA before end of quarter. They offered us stub pricing through the remainder of our contract. "Company with 201-1000 employeesThis quarter
"The minimum MAU quantity you can purchase on Auth0 - Enterprise is 1,000 MAU. Our usage fell quite short of this, so we were able to negotiate a slightly lower rate when we pointed out we could use Cognito for free at our volume."Company with 201-1000 employeesThis quarter
"Okta has a $100K annual spend threshold for legal redlines. They can change certain aspects outside of this like reference language and governing state. "Company with 201-1000 employeesThis year
"At this renewal, we reduced user count by about 7%, but also upgraded from MFA to Adaptive MFA. The initial proposal for a 12 month renewal reflected a 10% uplift on previous skus due to the term length (Okta considers 2 years their 'standard') and the decrease in users. We pushed back on this uplift, citing the upgrade to Adaptive MFA. This, coupled with an early renewal signature by the end of the month prior to our renewal date, resulted in the uplift being entirely removed (we had to go back a few times- at first they just reduced the uplift to 3%)."Company with 201-1000 employeesThis year
"We reduced our MAU rate for 150K from the initial renewal proposal of $0.12 to $0.09. This had huge compounding effects because the reduction in software spend allowed us to move from Gold support (charged at 25%) to Silver support (charged at 15%). We accomplished this reduction in part by bumping back up to a 36 month contract when the original quote was for 24 months. We also pushed back firmly on the new mandatory support costs and asked that our rates better account for this increase. All in all, this saved us 27% and almost $250K. "Company with 201-1000 employeesThis year
"Okta state that Workflows are mandatory with Lifecycle Management and needs to be a min. of 50. This was difficult to remove but we agreed to discount the over all total contract value and leave the SKU in."Company with 201-1000 employeesThis year
"We were able to negotiate savings of $21K on this single year renewal after remaining extremely firm with budget constraints and alluding to competition. Fantastic job in consistent messaging around budget goals and how to get this signed. "Company with 201-1000 employeesThis year
"We requested net 60 payment terms, but Okta countered with net 45 for a two-year term. Ultimately, we decided to stick with annual net 30 payment terms for a one-year agreement."Company with 201-1000 employeesThis year
"At renewal we needed to decrease user count by 75. It took many rounds of negotiation and internal escalation but we reduced Okta's uplift to 3% on most of our line items from the initial proposed 8% increase."Company with 201-1000 employeesThis year
"We upgraded mid-term from advanced lifecycle management to identity governance and also used this conversation to negotiate an early renewal. We used this as an opportunity to rightsize our other user counts and reduce users across the board. We were able to do so and maintain our existing rates because this was a net-positive revenue change for Okta. "Company with 201-1000 employeesThis year
"We successfully secured an annual payment structure for our multi-year agreement with Okta."Company with 201-1000 employeesThis year
"Coming off a multi-year agreement with Okta, we decided against committing to another long-term contract due to internal constraints. We opted for a one-year agreement to evaluate alternatives. By voicing our concerns and budget limitations, we secured the same annual pricing as if we had signed a multi-year agreement."Company with 201-1000 employeesThis year
"During our legal review, Okta informed us that they have a redline threshold of $100,000 total contract value, to entertain red lines. "Company with 201-1000 employeesThis year
"Okta is now requiring support as part of your pricing (used to be free). Starts off being 25% of your overall contract cost. They will discount success plan from 25% to 15% if you push and ask for it, will either show up as a one time discount or be factored into MAU pricing."Company with 201-1000 employeesThis year
"We were able to get our overall per user price down from $11 to under $8.50 by committing to multiple products and a quick turnaround. We also evaluated 1Password briefly, but found that Okta provided more value for our needs. July is Okta's end of quarter but they were able to pull in the EOQ promo pricing a month early if we could sign early. Our rep was great to work with but had to seek additional approval for this discount as her discount limit is 10%."Company with 201-1000 employeesThis year
"We uncovered more transparency during our renewal negotiation on how Okta prices Auth0 skus. The Auth0 Enterprise Premium value is also given by the unlimited number of Enterprise Connections that it offers, not just on the MAU consumption. Auth0 Enterprise Premium comes with a list price of $30,550 on the 2500 MAU tier."Company with 201-1000 employeesThis year
"We have been using Okta along with AWS Cognito. Cognito has typically been around $0.18 per MAU. Okta overall is a more reliable service and there can be some reliability issues with Cognito once we got to a higher MAU count. We were able to leverage the cost of Cognito to get our rate reduced by Okta from $1.7 to $0.3 per MAU. This is for Auth0. "Company with 201-1000 employeesThis year
"Initially, Okta imposed a 5% uplift for a 12 month renewal. They offered a flat renewal for a 2-year agreement. We realized our rates were a bit higher than benchmarks, so we negotiated for a 10% decrease on our previous rates in exchange for a 3-year renewal agreement."Company with 201-1000 employeesThis year
"We have been using Okta (Auth0) along with their competitor Cognito (AWS product). Our rate for Auth0 was around $1.75 for ~2K MAUs. We leveraged our rate with Cognito (which was around $0.20) to get Okta to bid for all of our MAU usage. Okta came back at $0.45 for 10K MAUs which was essentially the same price that we were originally quoted for 2K. "Company with 201-1000 employeesThis year
"Overall, we were lukewarm on the value Okta provides our organization as we have similar capabilities within our Microsoft stack. We transitioned off of WIC in favor of Microsoft and pushed back heavily on uplifts applied to our CIC renewal - especially now that the tiers Okta requires don't line up exactly with our usage. We also weren't happy that premium support is now required, as we feel it won't be used and that some of what is included as paid premium support (like self-service technical resources) should be available regardless of contract size. We were able to keep rates generally flat after a few rounds of negotiation, but we were told that Okta's MSA is not negotiable below $150,000."Company with 201-1000 employeesThis year
"During our renewal discussions with Okta, we emphasized our concerns regarding overall pricing and the longevity of our partnership. While we successfully reduced our overall user count from 205 to 180 and maintained our current rate per user, we sought additional savings and explored the possibility of a multi-year agreement. While the offer resulted in a yearly cost reduction of approximately 3%, it did not justify sacrificing our flexibility to explore and evaluate alternatives. Additionally, our request to improve payment terms from net 30 was met with pushback, as Okta does not currently offer alternative payment terms but we were told their stance on payment terms is being evaluated and could possibly change."Company with 201-1000 employeesThis year
"We purchase Okta through CDW. At renewal, we needed to reduce about 20 seats, so Okta submitted a 10% uplift on the first renewal quote. After a few attempts, CDW + Okta removed most of the uplift (with the rest covered by CDW) in exchange for a 2-year renewal, paid annually. "Company with 201-1000 employeesThis year
"4% discount on TCV given by leveraging a 2 year agreement while removing auto renew."Company with 201-1000 employeesThis year
"Opted to apply discount to Sandbox SKU opposed Support Package or software licenses. Extended 20% discount on SKU for co-terming agreements and taking a 12 month term ot an 18 month term."Company with 201-1000 employeesThis year
"Achieved a discount on SSO and Universal Directory SKUs of 15% by citing budget. "Company with 201-1000 employeesThis year
"By committing to a 24 month agreement on our renewal, we were able to secure 6.5% discount. "Company with 201-1000 employeesThis year
"During our Okta renewal process via CDW, we encountered a 10% uplift. Upon expressing our concerns regarding budget allocation and Okta's security breaches, CDW was unable to remove the uplift. Consequently, we opted to engage directly with Okta, where we voiced our concerns, leading to the uplift being removed."Company with 201-1000 employeesThis year
"At the time of our Okta renewal, as we were expanding our user base and introducing a new SKU, we pushed back on the initial proposal while staying within our budgetary constraints. As a result, we obtained an extra 20% discount off the list pricing"Company with 201-1000 employeesThis year
"We were able to get better payment terms and a price cap for our renewal through CDW"Company with 201-1000 employeesThis year
"During our renewal, we faced a significant decrease in our headcount. With our revised scope, we lost our existing discount and were obliged to pay list pricing."Company with 201-1000 employeesThis year
"During our Okta renewal, we encountered a price hike. Despite pushing back and expressing concerns about recent security breaches, there was minimal movement on price reduction. They proposed a two-year agreement to lower the increase and maintain new pricing year-over-year."Company with 201-1000 employeesThis year
"Used data benchmarking and a talk track of "we have been speaking with industry peers and realize we are overpaying for our Okta tool. Please extend a discount that reflects a fair market rate or we will churn." Achieved discount of 20%."Company with 201-1000 employeesThis year
"We had to rightsize our contract at renewal due to RIFs, and Okta moved us up to list price as a result. We pushed back on this pretty hard, but they were adamant that with the significant decrease and at our new volume (65 users) there was no discounting available. "Company with 201-1000 employeesThis year
"We were able to reduce our renewal costs by over 20% by leveraging a 24-month term and hard financial targets. Auto-renew was waived and a price lock was implemented for Y2."Company with 201-1000 employeesThis year
"We were able to save 25% on our renewal by leveraging steadfast line item anchoring, 20% YoY growth, and a 3-year commitment. We secured a price lock for all additional years to maintain cost stability for the duration of the agreement."Company with 201-1000 employeesThis year
"Okta were able to provide us with a 5 month agreement while we ironed out scope over the next few months. "Company with 201-1000 employeesThis year
"We were able to remove the auto renew on our order form "Company with 201-1000 employeesThis year
"The supplier offered us slightly discounted pricing on a multi-year term. We were also able to secure Net 45 payment terms. "Company with 201-1000 employeesThis year
"We secured a 24% discount on this new purchase (12m term), as well as Net 45 payment terms and a 5% uplift cap. We leveraged a signature before their year-end, implied competition, and opportunity for future growth/continue conversations around other products to land here. "Company with 201-1000 employeesThis year
"The initial renewal proposal included an 8% uplift, which we successfully removed through pushback on budget allocation and OKTA security concerns. Additionally, by committing to a 24-month contract, we were able to eliminate the uplift and maintain flat pricing year over year"Company with 201-1000 employeesThis year
"We were able to get a ~21% discount here by citing strict budgets, along with Net 45 payment terms and auto-renewal taken off. "Company with 201-1000 employeesThis year
"We were able to bring down the uplift by leveraging the breach and adding growth."Company with 201-1000 employeesThis year
"We were able to receive a better price for our renewal by leveraging a partner and a 3 year commitment. "Company with 201-1000 employeesThis year
"We leveraged the recent breach to bring down the uplift upon renewal "Company with 201-1000 employeesThis year
"We were able to get better billing terms upon renewal, and more favorable pricing on a multi-year term. "Company with 201-1000 employeesThis year
"We secured a flat per license cost on a 12 month renewal with Okta by leveraging growth during the previous term and EOY signature. Okta was willing provide additional discounts for upfront growth as well."Company with 201-1000 employeesThis year
"Due to the supplier's inflexibility on a 24-month proposal, we opted to reduce our proposed volume by over 90% on a 12-month term in order to meet our budgetary needs."Company with 201-1000 employeesThis year
"We were able to get Okta to agree to a 2 year agreement instead of the 3 year they said was lowest option. Multi year discount of $15K/year. "Company with 201-1000 employeesThis year
"During our renewal process, we utilized and leveraged Vendr's Okta buyer guides, which identified that the pricing quoted was higher than the figures suggested in the guides. pushing back on allocated budget, we successfully negotiated a 10% discount to bring the pricing more in line with Vendr's benchmarks."Company with 201-1000 employeesThis year
"We received a flat renewal with no increase in price. "Company with 201-1000 employeesThis year
"We pushed Okta hard on pricing, citing budget issues, using competition and withholding signature until the last day of the contract. We were able to get a 15% reduction in our costs upon renewal. "Company with 201-1000 employeesThis year
"We were able to quickly, and easily secure 5 user seats for free. "Company with 201-1000 employeesThis year
"We were able to lock in a better rate for a 24 month term"Company with 201-1000 employeesA while ago
"For a 1-year Auth0 renewal, we leaned into issues with platform limitations around FGA and Okta's EOQ to negotiate $19,701.80 (8%), which included additional 100k M2M tokens for 200k total with a reduced unit rate from $.04/token to $.02/token. "Company with 201-1000 employeesA while ago
"Okta is no longer offering 'light licenses' where users with limited usage needs were priced separately and at a discount. This is due to it being too difficult for Okta to validate 'light users' in their system. They now offer blended rates that we were able to negotiate ~12% off rates in the initial proposal. "Company with 201-1000 employeesA while ago
"Was able to negotiate lower rates for a 1 year renewal where seats were reduced from the original renewal offer, but still reflected growth from the prior year. "Company with 201-1000 employeesA while ago
"Okta/Auth0 has standardized MAU bands in order of the following: 5k, 10k, 20k, 50k & 100k. "Company with 201-1000 employeesA while ago
"We were able to negotiate a 5% discount for a 1-year renewal where Enterprise MAUs had gone slightly over 20k, requiring an upgrade to the next band of 50k. "Company with 201-1000 employeesA while ago
"For a renewal where we needed to rightsize and reduce MAUs from 5k to 2,500, Okta applied a 136% rate increase, bringing the cost to renew at half capacity to 34% above the TCV of prior year. After a few cycles of negotiating and a crafted template sent from leadership citing that Okta's unfavorable price adjustment was counterproductive to the partnership, we settled on renewing 5k MAU for a total 15% discount compared to the prior year. Overall great win!"Company with 201-1000 employeesA while ago
"We were able to get a $2000 promotional discount applied to our order and also managed to get the auto-renewal taken off."Company with 201-1000 employeesA while ago
"For contracts over $200k per year, Okta requires addition of Gold Support package priced at 20% of the ACV. This includes 24/7 mission critical support, TAM, named dedicated support contacts, among other benefits. "Company with 201-1000 employeesA while ago
"Negotiated a 13% discount ($13,700) for an Auth0 renewal leveraging budget constraints due to Okta's new requirement to add Support costs to contracts over $20k. Legacy Auth0 contracts did not require this and is being charged at 15% of ACV. "Company with 201-1000 employeesA while ago
"We were able to leverage inefficiencies of tenant compliance within Auth0 to negotiate a 13% ($6,250) discount. "Company with 201-1000 employeesA while ago
"With some pushback on the pricing we were able to get a 2000 EUR discount applied on our renewal."Company with 201-1000 employeesA while ago
"We decided to engage in a multi year agreement and purchase a higher quantity of users to account for growth to get better savings on the cost / head.
"Company with 201-1000 employeesA while ago
"Leveraged the fact that our account had consistently grown, along with the general financial climate of 2023 to eliminate 10% uplift."Company with 201-1000 employeesA while ago
"We secured $27,160 (10%) in savings for an early renewal. While the contract grew in headcount and products in the prior term, we needed to reduce headcount by 5% for the renewal. For strategy, we positioned needing a 10% reduction in seat count and cited the overall net positive investment since the last term. This waived a 6% uplift for flat rates with the exception of their Identity Governance product being considered for the renewal. From there, by offering to add 5% more users (actual requirement), we secured an additional 5% discount off the cost of Identity Governance, an overall great win!"Company with 201-1000 employeesA while ago
"Okta approved the removal of section 4 entirely from their MSA - Branding."Company with 201-1000 employeesA while ago
"We're seeing Okta getting more aggressive with uplift at renewal. Their policy is to apply 15% for 1 year renewals, 10% for 2 years, and 5% for 3 years. However can be more subjective from rep to rep and negotiable depending on the business case, sentiment, etc. "Company with 201-1000 employeesA while ago
"Where upgrades of Okta Identity Governance and Adaptive MFA were being considered for the renewal, we removed OIG due to cost and negotiated a delayed start equating to $5,126 savings. Then we revisited addition of OIG if they could offer better pricing from the original $17k. This resulted in a $5k discount for $12k total, which was very competitive for 555 OIG licenses. "Company with 201-1000 employeesA while ago
"We were working with Auth0 before they got acquired by Okta and had several outages that impacted our business. They kept our contract at a flat renewal due to the challenges we had over the last year."Company with 201-1000 employeesA while ago
"We were able to negotiate a 10% discount, Net45, and the removal of auto renewal citing budget and a recent org restructure. "Company with 201-1000 employeesA while ago
"Citing budget, future growth and a new partnership, we we able secure 10% off list price and 1 month free on a net new 12-month term. "Company with 201-1000 employeesA while ago
"For Okta renewals, product add-ons can be leveraged for discounting. Okta Identity Governance is a product which combines Lifecycle Mgmt, Workflows and Access governance tools, but is priced at a premium. If adding OIG, effective levers for negotiating total contract discounts is 1) threatening to remove it because the value cannot be justified since it hasn't been proven; and/or 2) if there's an opportunity to reduce total licenses. This approach coupled with budget constraints has been known to result in significant discounts, particularly for a multi-year contract. Be advised Okta may offer as a "one-time discount", but it's recommended to have them roll discounts into the existing SKU rates for future proofing purposes. "Company with 201-1000 employeesA while ago
"Okta was willing to waive uplift costs due to growth on contract and signing a two year contract."Company with 201-1000 employeesA while ago
"If there was a mid-contract upgrade, they will loop that into the renewal. For this deal they honored a flat renewal for both usage and rates, the only pricing difference was because the mid-contract upgrade last year was pro-rated and is now being purchased for full price. "Company with 201-1000 employeesA while ago
"This was an Auth0 renewal and the customer forecasted 50k additional MAU needed midterm. To secure better rates at the time of renewal, Okta will provide a stub period where the customer maintains the current MAU volume for 4 months (in this case) and then a discounted unit rate (15%) at the time of MAU add-on. The caveat is the customer must commit to a full 12 months under the increased volume making this a 16 months contract. "Company with 201-1000 employeesA while ago
"2 insights I think are helpful here.
1) Okta no longer rewards customers for committing to heavy growth in a multi year contract. Per their VP of sales, Okta had some difficult conversations with customers who had lofty growth expectations before the economy took a turn, and they had to restructure and walk customers out of these commitments which lost them money. One of my customers wanted to commit to 1M and 2M MAU's in years 1 and 2, and Okta said no including just the commitment of 1M in years 1 and 2. We negotiated rate tables to use as price protection which I outline below
2) Okta typically held firm on instituting rate tables to support growth. They claim that if they were to institute rate tables, they could only do 2 at a time. I am wrapping up a deal for a customer where we had rate tables inserted for 800K, 900K, 1M, 1.5M, and 2M with rates ranging from $.004-$.0028/MAU "Company with 1-200 employeesA while ago
"These were the uplifts proposed based on the contract length: 12-15% for a 1 year contract , 10% for 2 year contracts, and 5% for 3 year contracts. "Company with 1-200 employeesA while ago
"Descoping down to what we actually needed ended up reducing our discounts from 25% to 15%."Company with 1-200 employeesA while ago
"We were able negotiate a 14-month term which allowed us to reduce rates on multiple line items, including Adaptive MFA; this helped us reduce our overall contract by $38K. "Company with 1-200 employeesA while ago
"We mitigated paying any overages by signing a new contract."Company with 1-200 employeesA while ago
"Okta is trying to add new legal language to new agreements and any true ups."Company with more than 1000 employeesA while ago
"We negotiated staying on Standard support instead of upgrading to Premier, and saved ~$30k on our new contract. "Company with 1-200 employeesA while ago
"Okta will allow redlines to their contracts, but it required some persistence on our part."Company with 201-1000 employeesA while ago
"We successfully got discounts by anchoring around our budget and sharing our potential growth."Company with 1-200 employeesA while ago
"We managed to get the 10% uplift waived on our renewal. "Company with more than 1000 employeesA while ago
"We are going to cross 1000 employees next year, so Okta agreed to give us the per-user price of their 1000+ plan. They also agreed to give us the terms of their 3-year offer but on a 2 year plan."Company with 201-1000 employeesA while ago
"We engaged Okta in an early renewal discussion, and secured about $10K in savings across various line items. They also agreed to let us add users for the remainder of the year at no additional cost."Company with 1-200 employeesA while ago
"We secured lower pricing by signing at end of month and suggesting we'd consider moving to a competitor."Company with 1-200 employeesA while ago
"We got a 3% uplift removed from our 1 year contract."Company with 1-200 employeesA while ago
"Okta is more aggressive with discounts at their fiscal year end in January."Company with 1-200 employeesA while ago
"We highlighted the budget limitations coming from our Finance team and Okta was able to meet us where we needed to be."Company with 201-1000 employeesA while ago
"Okta fiscal year ends January 31, this is when they are more likely to apply better discounts."Company with 1-200 employeesA while ago
"We were able to maintain and secure strong discounts (55% off list price) by renewing 3 months early."About Vendr
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