Brian Wilcox's questions to Okta Inc (OKTA) leadership • Q2 2025
Question
Brian Wilcox of Cleveland Research Company asked what gives management confidence that the macro environment, rather than last year's security incident, is pressuring new logo acquisition. He also asked about the current pricing environment.
Answer
CFO Brett Tighe responded that after three quarters of analysis, key indicators like win rates and pipe creation point to macro pressures, with no quantifiable evidence of impact from the security incident. He reiterated that they are still being prudent in their outlook. Regarding pricing, he stated that the environment has not changed and that the primary headwind is from lower license count upsells, not pricing pressure.