Kerrest: Okta restrained sales spending with a mandatory payback governor
Frederic Kerrest · 20VC: Okta Founder Frederic Kerrest on Why You Want To Be A Monopolist In A Small Market, The Biggest Challenges in Scaling Okta To IPO and Being a16z's First Ever Fund Check · May 3, 2019 · at 20:52
Frederic Kerrest, co-founder and COO of identity platform Okta, discusses how the company balanced aggressive growth with capital efficiency prior to and after going public.
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“In our case, it was always about how fast can we grow, but we want to have a certain amount of payback on the investment that we made in sales marketing. So we kind of had a governor on how long it was going to take to get paid back for a dollar invested and go to market.”
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