With more than 7,300 integrations and growing, identity platform Okta needs to know which tech partners to prioritize and when. For example: To work with an assigned partner person from Okta’s team, a partner must drive $10 million in influenced revenue. To get custom integration tools and joint development, a partner must drive more than $30 million to Okta. This prioritization didn’t happen overnight. Maureen Little, VP of Technology Partnerships at Okta, shares how she segmented Okta’s partners, aligned their partners with Okta’s goals and deal flow, and grew Okta’s tech ecosystem using scalable programs, people, and tools.
