Okta

“Q two last quarter. Only by a smidge, mind you, only by a smidge, but they're highest quarter of new bookings on record, okay? Highest quarter of new bookings on record.”

“Venture capital is a niche, niche, niche asset class only designed for outliers. It is, the job is to find an outlier. It is to find a GitLab. It is to find an Okta. It is to find a Stripe. It is to find an Algolia. That is the job. The job is not to find a te…”

“The ironic thing is that when you're going through the tough parts of that process, the natural reaction is to try to, if that's a word, undifferentiate yourself by shifting into something else that someone else owns. Oh, we're really like, yeah, exactly. We'r…”

“I remember the first customer we had was, there were two apps. There was Salesforce and Google.”

“The first 50 customers, the first hundred customers, I probably at some level personally sold a lot of them, right?”

“And last year we were like way up in the leader position. And this year we came down a little bit and the other competitors got, got around us and caught us a little bit in the quadrant and it was, everyone's bummed out when that happens.”

“It turns out that like a lot of companies, Salesforce is more into selling their own product than your product. So it did end up being a, it did not end up being that helpful to have that relationship, but like a lot of things, you gotta do it on your own and …”

“And this was when the company was a hundred percent employee identity. Now it's about 25% customer identity.”

“Getting our product that was getting our product a plus to work perfectly for the developer was something if I had to do the last 10 years over and I would have done much sooner.”

“The bet for us was that there's really two parts of it, kind of. One was that it would be a big enough problem in the future to build a large independent company because previous generation, a lot of the vendors were near sure they got picked up by bigger comp…”

“It's much deeper than just having APIs or just having a good website. It's cause you think about developers is they're smart. Once they get past the website and the API, they realize the core of the architecture, how it's built.”

“The learning for me was that if you stick with your vision and you power through that, it's It feels really bad in the moment, but it's good because once it flips and once you prove that it is big enough, you by de facto own the category, right? You're the per…”

“I remember we spent seven or eight months just engineering the fact that we didn't have to take it down for maintenance. And before I came from Salesforce and we had to take the service down for four hours every three months for maintenance to upgrade it. And …”

“If you don't get one A plus, if you don't get one big bet, you're probably gonna struggle. So that could be comforting because you'll have to get one right. Or it could be stressful because you're not sure. And then beyond that, I think you can, you do have, y…”

“I've probably done, I don't know how many of them I've probably done in the last five years, I've probably done 500 of them. I did veto one person.”

“If it's a relevant question and if it's a relevant issue, the people that it matters to are gonna know about it. Like for us, the people that look at the magic quadrant have already looked at it. They're not gonna go look at it and see our position went down a…”