Okta, a cloud-based identity management company, faced challenges with sales forecasting and pipeline management as it prepared for an IPO. Initially, the company relied on a "bottoms-up" approach where sales reps provided estimates of their expected achievements, which managers then consolidated into company-wide forecasts. This system was subjective and not scalable as Okta grew. To support its aggressive growth and IPO plans, Okta's Business Operations team implemented a more rigorous, repeatable forecasting and pipeline management process, aligning go-to-market teams and key stakeholders to ensure long-term success and visibility into the business trajectory.

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