CIAM Immersion Flashcards
(51 cards)
Current CIAM Market - Competitor Types
Open Source Software (KeyCloak, Identity Server, WSO2, Gluu)
On-Premise Solutions (PingIdentity, ForgeRock, Fushion Auth)
Platform Solutions (Microsoft AzureAD (B2C), Amazon (AWS Cognito)
Other IDaaS (Cloud based CIAM) PingOne, OneLogin
PCI - DSS
Payment Card Industry Data Security Standard is a security standard for the payment card industry.
FIDO
Fast Identity Online
Universal 2nd Factor (U2F) authentication standard.
Home Realm Discovery
Home Realm Discovery (HRD) is the process that allows Azure AD to determine which identity provider (“IdP”) a user needs to authenticate with at sign-in time. … The home tenant of the user (might be the same tenant as the resource that the user is attempting to access).
Key Competitive Takeaways vs MSFT
1) MSFT ultimately has a higher TCO than Okta because of how much extra engineering and support cost is created through a significantly inferior engineering experience and having to cobble together multiple solutions.
2) Minimal extensibility and limited capabilities end with companies providing an inferior user experience, negatively impacting adoption, conversion, time to market, innovation and ultimately revenue.
Key Competitive Takeaways vs AWS
1) AWS, just like MSFT, ultimately has a higher TCO than Okta because of how much extra engineering and support cost is created through a significantly inferior engineering experience and having to cobble together multiple solutions
2) Very limited capabilities and the requirement to utilize extensibility for many common scenarios, end with companies providing an inferior user experience, negatively impacting adoption, conversion, time to market, innovation and ultimately revenue
The below 6 items are the key elements that determine how an Auth0 deal is priced. We’ll walk through each item in detail on the following pages.
of Monthly Active Users
of Enterprise Connections
of Machine to Machine tokens
Subscription Plan
Support
Deployment Model
of Monthly Active Users
MAUs are defined as the number of unique users that authenticate during a calendar month, per account. A user can log in 1 time or 1 million times in a month, and they count as 1 user.
To price an Auth0 deal, you identify the maximum number of MAUs a customer expects within a month and that is what you include as their usage count to quote them on.
For example if a prospect believes that they will have a maximum of 100,000 active users in any given month, then you would quote them for 100,000 MAU.
Monthly Active Users vs Annual Monthly Active Users
The difference is for Auth0, you don’t add up the total amount of estimated MAUs for the year, you simply identify the maximum MAUs for any given month and quote on that number.
What about customers with extreme usage spikes?
If you have a prospect with extreme usage swings based on some type of cyclical nature, for instance a retail company that averages 100,000 MAUs, but knows that every November/December they will spike to 500,000 MAUs, and using the maximum MAU approach above is stalling your deal, reach out to the Deal Strategy team, as it may be possible to offer an average Monthly Active user approach.
of Enterprise Connections
One of the most complex and valuable types of authentication Auth0 simplifies for our customers is Enterprise Federation. As we’ve discussed within our Business SaaS Use Case session and course, when companies have to implement their own Enterprise Federations with customers, this can be incredibly costly (time consuming, extra risk, impact to sales cycle, impact to POC impressions and massive maintenance cost etc.)
Based on the complexity and value of the Enterprise Connections Auth0 provides, we charge a premium for Enterprise Connections.
Typically only Business SaaS scenarios require this (External Collaboration as well, however land guidance is for Okta CIAM Platform for that use case)
Counting Enterprise Connections:
Each Enterprise Federation = 1 Enterprise Connection
Each Enterprise Connection typically represents 1 customer for our Business SaaS customer
However if our customer is setting up Enterprise Connections within dev/test accounts, these will be counted as well.
Machine to Machine Tokens
In addition to our core use case, which is authentication/authorization of end users into apps/sites/devices etc, Auth0 also supports API Authorization.
When customers wish to use Auth0 for Machine to Machine (M2M) Authorization (when APIs interact without being driven by an end user’s actions) we provide pricing based on the number of access tokens issues by Auth0 to call and Authorize those APIs.
The number of tokens included in a Plan will also be a factor in overall cost.
Auth0 Subscription Plan Type
Auth0 offers 4 Subscription Plans, which we break into 3 categories.
We’ll look at these categories briefly below, and then on the next page, we’ll discuss how to position the Enterprise Plan if a customer is considering a self-service plan.
Plan Types
Starter (Free)
Self-Service (Plan 1 and Plan 2)
Enterprise
Enterprise Plan
Auth0’s Enterprise Plan is designed for the vast majority of customers who require authentication on applications, websites, devices etc. that are commercially viable, meaning they drive or are related to driving significant revenue and require commensurate security.
This is the only type of plan that Auth0’s pre-sales team focuses on and the only plan where customers can have a customized contract with Auth0.
Enterprise Plans are the life-blood of the Auth0 business and the vast majority of our sales & marketing efforts are focused on signing new Enterprise Plan customers.
Note that Auth0 Trial customers get access to the Enterprise Plan during their trial, which lasts for 22 days, unless an extension is granted.
Deployment packages
Public Cloud
Private Cloud
- Basic
- Performance
- Performance Plus
Public Cloud
Standard authentication, personalization, user management and security features.
Multi-tenancy
100 RPS
Private Cloud Basic
- Single-tenancy
- Data Residency
- PCI add-on
- 100 RPS
- Health check/arch workshop
Private Cloud Performance
- Basic +
- 500 RPS
- Upgrade Flexibility
- Non-prod env add-on
- Geo-HA add-on
- Go Live/Load Test Support x1
Private Cloud - Performance Plus
Performance +
- 1,500 RPS
- Go Live Load Test Support x2
What is Auth0 SLA?
99.99% for Enterprise plan
How are MAUs sold?
MAUs are sold in blocks and always round up.
For example, we have a block price for 10K MAU and 20K MAU. If you quote for 15K MAU the price will be rounded up to the 20K MAU block price
What is the default contract term for Auth0?
Default contract term is 1 year.
Multi-Year agreements are available as well. You can offer up to 3-year deals without approval.
What are the default payment terms?
Offering anything longer than 30 days will require approval and an attempt should be made to negotiate down to Net 30 + billed annually
