ENTERPRISE TECHNOLOGY
O
kta is the leading independent
provider of identity for the
enterprise. The Okta Identity Cloud
enables organisations to securely connect
the right people to the right technologies at
the right time.
With over 6,000 pre-built integrations
to applications and infrastructure providers,
Okta customers can easily and securely use
the best technologies for their business.
Over 7,000 organisations, including
20th Century Fox, JetBlue, Nordstrom,
Slack, Teach for America and Twilio, trust
Okta to help protect the identities of their
workforces and customers.
ITC talked to Justin Doo, Territory
Manager for Middle East, Turkey and Africa
for Okta, about the importance of channel
partnerships to the company.
INTELLIGENT TECH CHANNELS
INTELLIGENT
TECH CHANNELS
Issue 24
Could you outline how your company
works with channel partners?
I look after Middle East, Turkey and Africa
and we are a 100% channel focused
organisation in this region. All of our
business is executed with channel partners.
That is a mixture of larger organisations,
the big four, some large corporate reseller
organisations, and the more niche players
who have specific verticals or skill sets that
they execute within.
We've therefore got very good coverage
and in terms of reach, and how we work with
them, it really does depend on the partner’s
skillset. If a partner has enabled themselves
on the Okta solutions by going through the
certification process, they’re comfortable
with positioning the value proposition
and technical perspective and able to run
n
Do
With Okta being a 100% channel focussed business in
the Middle East, Turkey and Africa, partnerships have
been key to its success. Justin Doo, Okta’s Territory
Manager for the region, tells us how channel partners
help the company satisfy its customers.
Okta identifies channel
as key to success
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through critical concepts, then they tend to
be very independent.
Then you have the partners who have a
great relationship base, but don't necessarily
have the skills in the early part of their
engagement. In that case, we would do a lot
of the selling with them and work with their
pre-sales and sales teams to help position
the Okta value set.
So there are different levels
of partnership?
Yes. What we consistently do regardless of
the level of partnership, is make sure we
focus on adding value to the customer and
sell with the partner.
If the customer has no preference in
terms of their partners, then we would bring
in a partner who we know wants to skill up.
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