Top 10 Learnings from Todd McKinnon, CEO of Okta on Scaling To The First $30m ARR (Updated) | SaaStr

Todd McKinnon, CEO of Okta, a ways back joined us for the first time joined us at our first big digital event, SaaStr Scale.  It was a great deep dive on what it’s really like scaling an emerging leader in a category everyone previously thought was small.  Through the magic of AI, we edited down the session a bit to the best parts 🙂

My Top 10 Learnings Below:

1. Okta didn’t win (in the early days) on features — it won on being “the most enterprise”.

We’ve talked a lot about how to carve out “the most enterprise vendor” segment in a competitive space in the earlier days but I didn’t really know quite how successfully Okta had executed on it.  It wasn’t the most feature-rich vendor in the early days, but (1) it was the more secure, and never went down — a huge deal if you are managing log-ins and are a security vendor, and (2) the used a large, aggressive enterprise sales force to penetrate…