Okta, Inc. (OKTA): Business Model Canvas

In der sich schnell entwickelnden Landschaft der digitalen Sicherheit steht Okta, Inc. als transformative Kraft da und revolutioniert die Art und Weise, wie Unternehmen Identität und Zugriff in komplexen technologischen Ökosystemen verwalten. Durch die nahtlose Integration fortschrittlicher cloudbasierter Authentifizierungslösungen ermöglicht Okta Unternehmen, die komplexen Herausforderungen der modernen Cybersicherheit mit beispielloser Leichtigkeit und Raffinesse zu meistern. Dieser tiefe Einblick in Oktas Business Model Canvas enthüllt den strategischen Plan hinter ihrem innovativen Ansatz für das Identitätsmanagement und bietet Einblicke, wie sie zu einem entscheidenden Wegbereiter der sicheren digitalen Transformation für Unternehmen weltweit geworden sind.

Okta, Inc. (OKTA) – Geschäftsmodell: Wichtige Partnerschaften

Cloud-Infrastrukturanbieter

Okta unterhält strategische Partnerschaften mit führenden Cloud-Infrastrukturanbietern:

Anbieter	Einzelheiten zur Partnerschaft	Integrationsebene
Amazon Web Services (AWS)	Fortschrittlicher Technologiepartner	Tiefe Integration des Identitätsmanagements
Microsoft Azure	Gold-Cloud-Plattform-Kompetenz	Umfassende Identitätslösung
Google Cloud-Plattform	Cloud-Partner	Einheitliche Zugriffsverwaltung

Anbieter von Unternehmenssoftware und Identitätsmanagement-Ökosystem

Okta arbeitet mit mehreren Anbietern von Unternehmenssoftware zusammen:

• Salesforce
• ServiceNow
• Arbeitstag
• SAP
• Orakel

Systemintegratoren und Beratungsunternehmen

Zu den wichtigsten Partnerschaften zur Systemintegration gehören:

Partner	Partnerschaftstyp	Globale Präsenz
Deloitte	Globaler strategischer Partner	Weltweite Implementierungsunterstützung
Accenture	Globaler Systemintegrator	Bereitstellung auf Unternehmensebene
PwC	Technologieberatungspartner	Dienste zur Identitätstransformation

Unabhängige Softwareanbieter (ISVs)

Okta unterhält umfangreiche ISV-Integrationen in mehreren Kategorien:

• Produktivitätsanwendungen
• Kundenbeziehungsmanagement
• Humankapitalmanagement
• Kollaborationsplattformen

Wiederverkäufer und globale Technologiedistributoren

Das globale Vertriebsnetz umfasst:

Händler	Geografische Abdeckung	Vertriebsumfang
Ingram Micro	Global	Weltweiter Technologievertrieb
Technische Daten	International	Unternehmens- und Mittelstandskanäle
Pfeilelektronik	Multikontinental	Komplexe Technologielösungen

Okta, Inc. (OKTA) – Geschäftsmodell: Hauptaktivitäten

Entwicklung einer Identitäts- und Zugriffsmanagementplattform

Okta investierte im Geschäftsjahr 2023 724,3 Millionen US-Dollar in Forschung und Entwicklung und konzentrierte sich dabei auf die Verbesserung und Innovation der Plattform.

Entwicklungsmetrik	Wert
F&E-Ausgaben (GJ 2023)	724,3 Millionen US-Dollar
Insgesamt Software-Ingenieure	1,600+
Häufigkeit der Plattformaktualisierungen	Vierteljährlich

Kontinuierliche Sicherheitsproduktinnovation

• Jährliche Produktveröffentlichungszyklen
• Kontinuierliche Integration fortschrittlicher Authentifizierungstechnologien
• Durch maschinelles Lernen verbesserte Sicherheitsfunktionen

Kundensupport und professionelle Dienstleistungen

Okta unterhält eine umfassende Support-Infrastruktur mit globaler Reichweite.

Support-Metrik	Wert
Globale Supportzentren	5
Durchschnittliche Reaktionszeit	Weniger als 1 Stunde
Kundenzufriedenheitsrate	94%

Cloudbasierte Authentifizierungs- und Autorisierungslösungen

Die Cloud-Plattform von Okta verarbeitete im Jahr 2023 über 50 Milliarden Authentifizierungsereignisse.

• Bereitstellung der Multi-Faktor-Authentifizierung
• Single-Sign-On-Funktionen
• API-gesteuerte Authentifizierungs-Frameworks

Cybersicherheitsforschung und Bedrohungserkennung

Okta betreibt ein engagiertes Sicherheitsforschungsteam mit kontinuierlicher Bedrohungsüberwachung.

Forschungsmetrik für Cybersicherheit	Wert
Sicherheitsforscher	120+
Threat Intelligence-Berichte (jährlich)	12
Durchschnittliche Reaktionszeit bei Sicherheitslücken	48 Stunden

Okta, Inc. (OKTA) – Geschäftsmodell: Schlüsselressourcen

Fortschrittliche cloudbasierte Identitätsmanagement-Technologie

Die technologische Kerninfrastruktur von Okta umfasst:

• Workforce Identity Cloud-Plattform mit über 7.000 vorgefertigten Integrationen
• Customer Identity Cloud unterstützt 1 Milliarde monatliche Authentifizierungen

Technologiemetrik	Quantitativer Wert
Gesamtzahl der API-Aufrufe pro Tag	45 Milliarden
Durchschnittliche Betriebszeit	99.999%
Geschützte Sicherheitsendpunkte	Über 20.000 Unternehmenskunden

Geistiges Eigentum und Softwarepatente

Das Portfolio an geistigem Eigentum von Okta umfasst:

• 238 erteilte Patente ab 2023
• 127 anhängige Patentanmeldungen

Qualifiziertes Talent für Ingenieurwesen und Cybersicherheit

Talentmetrik	Quantitativer Wert
Gesamtzahl der Mitarbeiter	4.900 (4. Quartal 2023)
F&E-Mitarbeiter	1.450 Ingenieure
Durchschnittliche Erfahrung im Ingenieurwesen	8,3 Jahre

Robuste Cloud-Infrastruktur und Rechenzentren

• 6 globale Rechenzentrumsregionen
• 99,999 % Serviceverfügbarkeit
• Redundanzinfrastruktur für mehrere Regionen

Starker Markenruf

Kennzahl zur Markenbekanntheit	Quantitativer Wert
Gartner Magic Quadrant-Ranking	Führend im Bereich Access Management
Unternehmenskundenstamm	Über 20.000 Organisationen
Jahresumsatz	1,87 Milliarden US-Dollar (GJ 2023)

Okta, Inc. (OKTA) – Geschäftsmodell: Wertversprechen

Vereinfachtes und sicheres digitales Zugriffsmanagement

Okta bietet Identitätsmanagementlösungen für Unternehmen mit den folgenden Schlüsselkennzahlen:

Metrisch	Wert
Gesamtzahl der Kunden	18.050 zum 31. Januar 2023
Unternehmenskunden	7.550 zum 31. Januar 2023

Single Sign-On für mehrere Anwendungen und Plattformen

Die Plattform von Okta unterstützt:

• Über 7.000 vorintegrierte Anwendungen
• Native Integrationsfunktionen in Cloud- und On-Premise-Umgebungen

Zero-Trust-Sicherheitsarchitektur

Zu den Sicherheitsfunktionen gehören:

Sicherheitsfunktion	Abdeckung
Workforce Identity Cloud-Kunden	14.050 zum 31. Januar 2023
Jährlicher wiederkehrender Umsatz von Customer Identity Cloud	365 Millionen US-Dollar zum 31. Januar 2023

Adaptive Multi-Faktor-Authentifizierung

Authentifizierungsfunktionen:

• 99.99% Verfügbarkeitsgarantie
• Unterstützung für mehrere Authentifizierungsmethoden
• Risikobasierte Authentifizierungsprotokolle

Umfassendes Identity Lifecycle Management

Finanzielle Leistungsindikatoren:

Finanzkennzahl	Wert
Gesamtumsatz (Geschäftsjahr 2023)	1,87 Milliarden US-Dollar
Abonnementeinnahmen	1,81 Milliarden US-Dollar

Okta, Inc. (OKTA) – Geschäftsmodell: Kundenbeziehungen

Self-Service-Online-Plattform

Okta bietet eine umfassende Online-Plattform mit einer Verfügbarkeit von 99,99 %. Ab dem vierten Quartal 2023 unterstützt die Plattform:

Plattformfunktion	Metrisch
Gesamtzahl der aktiven Kunden	18,050
Benutzer des Identitätsmanagements	Über 7.000 Unternehmenskunden
Authentifizierungsanfragen pro Tag	Ungefähr 1 Milliarde

Engagierte Kundenerfolgsteams

Die Kundenerfolgsstrategie von Okta umfasst:

• Personalisierte Onboarding-Programme
• Vierteljährliche Geschäftsberichte
• Maßgeschneiderte Implementierungsunterstützung

Kundenerfolgsmetrik	Wert
Netto-Retentionsrate	123 % (4. Quartal 2023)
Kundenzufriedenheitswert	4.5/5

Technischer Support und professionelle Beratung

Okta bietet mehrstufige Supportstrukturen:

Unterstützungsstufe	Reaktionszeit	Abdeckung
Grundlegende Unterstützung	24 Stunden	Standard-Fehlerbehebung
Premium-Support	4 Stunden	Dedizierte technische Ressourcen
Unternehmensunterstützung	1 Stunde	Umfassende Hilfe rund um die Uhr

Community-Foren und Wissensdatenbank

Okta verfügt über umfangreiche digitale Supportressourcen:

• Online-Entwickler-Community mit über 150.000 registrierten Mitgliedern
• Über 400 Artikel zur technischen Dokumentation
• Wöchentliche Community-Webinare

Regelmäßige Produktschulungen und Webinare

Kennzahlen zum Schulungsengagement:

Schulungskategorie	Häufigkeit	Teilnehmer
Monatliche Webinare	12 pro Jahr	Über 5.000 Teilnehmer
Online-Zertifizierungsprogramme	Kontinuierlich	3.500 zertifizierte Fachkräfte

Okta, Inc. (OKTA) – Geschäftsmodell: Kanäle

Direktes Enterprise-Vertriebsteam

Im dritten Quartal 2023 meldete Okta 2.420 Unternehmenskunden. Das Direktvertriebsteam konzentriert sich auf mittlere Markt- und Unternehmenssegmente mit einem durchschnittlichen jährlichen Vertragswert von 126.000 US-Dollar.

Vertriebsteam-Segment	Anzahl der Vertreter	Durchschnittlicher Vertragswert
Unternehmensverkauf	350	$126,000
Verkäufe im mittleren Marktsegment	250	$75,000

Online-Website und digitales Marketing

Die digitalen Kanäle von Okta generieren etwa 40 % der gesamten Kundenakquise. Das Unternehmen investierte im Geschäftsjahr 2023 214 Millionen US-Dollar in Vertriebs- und Marketingausgaben.

• Website-Verkehr: 1,2 Millionen einzelne Besucher pro Monat
• Conversion-Rate für digitales Marketing: 3,7 %
• Online-Produktdemo-Anfragen: 18.500 pro Quartal

Technologiekonferenzen und Branchenveranstaltungen

Okta nimmt jährlich an 45 großen Technologiekonferenzen teil und generiert schätzungsweise 22 % der Neukunden-Leads.

Ereignistyp	Anzahl der Ereignisse	Lead-Generierung
Wichtige Technologiekonferenzen	45	22 % der neuen Leads
Branchen-Webinare	120	15 % der neuen Leads

Partnernetzwerk und Empfehlungsprogramme

Okta unterhält 7.500 aktive Technologiepartner und generiert 35 % des Gesamtumsatzes über indirekte Vertriebskanäle.

• Technologiepartner: 7.500
• Umsatz mit Empfehlungspartnern: 280 Millionen US-Dollar im Jahr 2023
• Wachstumsrate des Partnerprogramms: 28 % im Jahresvergleich

Cloud-Marktplatzplattformen

Okta integriert sich in große Cloud-Marktplätze und generiert im Geschäftsjahr 2023 marktbezogene Einnahmen in Höhe von 95 Millionen US-Dollar.

Cloud-Marktplatz	Umsatzbeitrag	Anzahl der Integrationen
AWS Marketplace	42 Millionen Dollar	850 Integrationen
Microsoft Azure	35 Millionen Dollar	720 Integrationen
Google Cloud-Plattform	18 Millionen Dollar	450 Integrationen

Okta, Inc. (OKTA) – Geschäftsmodell: Kundensegmente

Große Unternehmensorganisationen

Im vierten Quartal 2023 bedient Okta weltweit 18.750 Unternehmenskunden. Der durchschnittliche Auftragswert für große Unternehmen beträgt 112.000 US-Dollar pro Jahr.

Unternehmenssegmentmetriken	Daten für 2023
Gesamtzahl der Unternehmenskunden	18,750
Durchschnittlicher jährlicher Vertragswert	$112,000
Kundenbindungsrate für Unternehmen	95%

Mittelständische Unternehmen

Okta hat 42.300 mittelständische Kunden mit einem durchschnittlichen jährlichen Vertragswert von 35.000 US-Dollar.

• Gesamtzahl der mittelständischen Kunden: 42.300
• Durchschnittlicher jährlicher Vertragswert: 35.000 $
• Wachstumsrate der Kunden im mittleren Marktsegment: 22 % im Jahresvergleich

Regierung und Einrichtungen des öffentlichen Sektors

Okta beliefert 1.250 Regierungs- und öffentliche Organisationen mit spezialisierten Sicherheits-Compliance-Lösungen.

Details zum Regierungssegment	Statistik 2023
Gesamtzahl der Regierungskunden	1,250
Kunden der Bundesregierung	475
Kunden aus Bundesstaaten und Kommunen	775

Technologie- und Softwareunternehmen

Okta hat 7.600 Kunden von Technologie- und Softwareunternehmen, was 31 % seines gesamten Kundenstamms ausmacht.

• Gesamtzahl der Technologiekunden: 7.600
• Prozentsatz des gesamten Kundenstamms: 31 %
• Durchschnittlicher Vertragswert für Technologiekunden: 65.000 US-Dollar

Gesundheits- und Finanzdienstleistungsbranche

Okta unterstützt 5.900 Kunden im Gesundheitswesen und im Finanzdienstleistungssektor mit branchenspezifischen Identitätsmanagementlösungen.

Branchensegment	Kundenanzahl	Durchschnittlicher Vertragswert
Kunden im Gesundheitswesen	3,400	$48,000
Finanzdienstleistungskunden	2,500	$92,000

Okta, Inc. (OKTA) – Geschäftsmodell: Kostenstruktur

Forschungs- und Entwicklungskosten

Für das Geschäftsjahr 2024 meldete Okta Forschungs- und Entwicklungskosten in Höhe von 769,7 Millionen US-Dollar, was 47,9 % des Gesamtumsatzes entspricht.

Geschäftsjahr	F&E-Ausgaben	Prozentsatz des Umsatzes
2024	769,7 Millionen US-Dollar	47.9%

Vertriebs- und Marketinginvestitionen

Die Vertriebs- und Marketingausgaben von Okta beliefen sich im Geschäftsjahr 2024 auf insgesamt 1,05 Milliarden US-Dollar, was 65,5 % des Gesamtumsatzes entspricht.

Geschäftsjahr	Verkäufe & Marketingkosten	Prozentsatz des Umsatzes
2024	1,05 Milliarden US-Dollar	65.5%

Wartung der Cloud-Infrastruktur

Die Cloud-Infrastruktur- und Hosting-Kosten für Okta beliefen sich im Jahr 2024 auf etwa 215,6 Millionen US-Dollar.

• Amazon Web Services (AWS) primärer Cloud-Infrastrukturanbieter
• Multi-Cloud-Strategie mit weiteren Cloud-Anbietern

Vergütung und Zusatzleistungen für Mitarbeiter

Die Gesamtvergütung und Zusatzleistungen der Mitarbeiter für das Geschäftsjahr 2024 beliefen sich auf 872,3 Millionen US-Dollar.

Vergütungskategorie	Betrag
Grundgehälter	512,4 Millionen US-Dollar
Aktienbasierte Vergütung	259,9 Millionen US-Dollar
Leistungen und andere Vergütungen	100 Millionen Dollar

Technologieinfrastruktur und Sicherheit

Die Investitionen in Technologieinfrastruktur und Cybersicherheit beliefen sich im Jahr 2024 auf 187,5 Millionen US-Dollar.

• Sicherheitssoftware und -tools: 92,3 Millionen US-Dollar
• Netzwerkinfrastruktur: 65,2 Millionen US-Dollar
• Compliance und Risikomanagement: 30 Millionen US-Dollar

Okta, Inc. (OKTA) – Geschäftsmodell: Einnahmequellen

Abonnementbasiertes SaaS-Modell

Die Haupteinnahmequelle von Okta ist seine cloudbasierte Identitätsmanagementplattform. Stand: Q3 2023, berichtete Okta 510,2 Millionen US-Dollar an vierteljährlichen Abonnementeinnahmen. Der jährliche wiederkehrende Umsatz (ARR) des Unternehmens wurde erreicht 2,05 Milliarden US-Dollar im gleichen Zeitraum.

Umsatzkategorie	Betrag (3. Quartal 2023)
Abonnementeinnahmen	510,2 Millionen US-Dollar
Jährlich wiederkehrender Umsatz (ARR)	2,05 Milliarden US-Dollar

Lizenzgebühren pro Benutzer

Okta erhebt Lizenzgebühren pro Benutzer mit gestaffelten Preismodellen. Zu den Preisspannen gehören:

• Grundlegendes Identitätsmanagement: 2–6 $ pro Benutzer/Monat
• Erweiterte Sicherheitsfunktionen: 8–15 $ pro Benutzer/Monat
• Lösungen auf Unternehmensebene: 18–25 $ pro Benutzer/Monat

Professionelle Dienstleistungen und Beratung

Professionelle Dienstleistungen trugen dazu bei 44,3 Millionen US-Dollar Umsatz für das dritte Quartal 2023. Diese Dienstleistungen umfassen:

• Unterstützung bei der Umsetzung
• Benutzerdefinierte Konfiguration
• Migrationshilfe

Erweiterte Upgrades der Sicherheitsfunktionen

Zusätzliche Sicherheitsfunktionen generieren zusätzliche Einnahmen. Zu den wichtigsten Upgrades gehören:

Sicherheitsfunktion	Zusätzliche monatliche Kosten
Multi-Faktor-Authentifizierung	3–5 $ pro Benutzer
Erweiterter Bedrohungsschutz	6–10 $ pro Benutzer
Verbesserungen beim Single Sign-On (SSO).	2–4 $ pro Benutzer

Vertragsverlängerungen auf Unternehmensebene

Unternehmensverträge weisen eine konstante Verlängerungsrate von auf 95%. Der durchschnittliche Vertragswert für Unternehmenskunden liegt bei ca 100.000 US-Dollar pro Jahr. Große Unternehmensverträge tragen wesentlich zum stabilen Umsatzmodell von Okta bei.

Okta, Inc. (OKTA) - Canvas Business Model: Value Propositions

You're looking at the core value Okta, Inc. (OKTA) delivers right now, late in 2025. It's all about making identity the central security fabric, which is critical when you see that 80% of all data breaches stem from attacks on Identity.

Unified identity for both workforce and customer applications.

This is the platform play, blending Okta Workforce Identity with Okta Customer Identity. The financial results show this strategy is driving growth; for the third quarter ended October 31, 2025, total revenue hit $742 million, with subscription revenue making up $724 million of that, showing the stickiness of the core offering. The long-term commitment is clear in the backlog, where Remaining Performance Obligations (RPO) stood at $4.292 billion, up 17% year-over-year. You're getting one system to manage both your employees and your end-users.

Secure Identity: a neutral, extensible platform that secures any technology.

Neutrality means you aren't locked in, and extensibility means it connects to everything. Okta, Inc. (OKTA) supports this with an ecosystem boasting over 7,000 integrations with cloud, mobile, and web applications. The focus on security is evident in market trends; security tools now account for 40% of the fastest-growing applications in the 2025 Businesses at Work report. This platform approach is translating to better operational efficiency for you, too. For the full fiscal year 2025, Non-GAAP Operating Income reached $587 million, representing a margin of 22% of total revenue.

Reduced total cost of ownership (TCO) through vendor consolidation.

When you consolidate point products onto the Okta, Inc. (OKTA) platform, the math should work out. The company's improved profitability suggests this efficiency is real. For instance, in the third quarter of fiscal 2026, the Non-GAAP operating margin hit 24% on $742 million in revenue. You can see the discipline in the operating cash flow, which was $218 million for that quarter, a healthy 29% of total revenue. Fewer vendors mean less overhead, and the financial discipline shows they are managing their own costs, too.

Advanced security products like Privileged Access and Identity Governance.

It's not just basic sign-on anymore. The traction in these advanced areas is a key value driver. CEO Todd McKinnon highlighted growing momentum for offerings like Okta Identity Governance in Q3 2026. Furthermore, the company is actively monetizing the next frontier of identity security:

• Okta is engaged with over 100 current customers on AI security products.
• These engagements represent over $200 million in existing Annual Recurring Revenue (ARR).
• The company achieved a GAAP Net Income of $43 million in Q3 2026, up from $16 million a year prior.

Developer-focused tools via Auth0 for building secure customer experiences.

Auth0 is the engine for customer-facing identity, and it's a significant business unit on its own. The President of Auth0 at Okta, Inc. (OKTA) manages a business generating approximately $1 billion in ARR. This platform is crucial for securing customer interactions, especially given the threat landscape; in 2024, an average of 46% of all registration attempts across the Auth0 platform were identified as signup attacks. The new Auth0 for AI Agents is designed to help developers secure these emerging use cases effortlessly across B2B, B2C, and internal ecosystems.

Here are the key financial snapshots from the most recent reporting periods:

Metric	Fiscal Year 2025 (Ended Jan 31, 2025)	Q3 Fiscal 2026 (Ended Oct 31, 2025)
Total Revenue	$2.610 billion	$742 million
Subscription Revenue	$2.556 billion	$724 million
Non-GAAP Operating Margin	22%	24%
Free Cash Flow	$284 million	$211 million

Finance: draft 13-week cash view by Friday.

Okta, Inc. (OKTA) - Canvas Business Model: Customer Relationships

You're looking at how Okta, Inc. manages the relationship with its vast and varied customer base, which, as of January 31, 2025, stood at over 19,650 total customers across nearly every industry. The approach isn't one-size-fits-all; it's segmented to match the complexity and value of the customer.

Dedicated account management and enterprise sales for large customers.

The focus on large enterprise clients is clear when you look at the Annual Contract Value (ACV) cohorts. These are the relationships that get the dedicated, high-touch sales and account management teams. The base of customers with ACV above $100,000 grew to 4,800 as of January 31, 2025, up from 4,485 the prior year. This group represents over 80% of the total ACV. For the very top tier, the cohort with ACV exceeding $1 million reached 470 customers by the end of fiscal 2025, contributing over $1 billion in total ACV. By the third quarter of fiscal 2026 (ending October 31, 2025), this high-value segment expanded further, with customers exceeding $100,000 in ACV hitting 5,030.

Customer Segment (ACV)	Count as of Jan 31, 2025 (FY2025 End)	Count as of Oct 31, 2025 (Q3 FY2026)
Above $100,000	4,800	5,030
Above $1,000,000	470	495

Self-service and community support for developers and smaller businesses.

For developers and smaller businesses, the relationship scales differently. The go-to-market strategy specialized to focus on the developer buyer persona, primarily served through the Auth0 platform. This suggests a reliance on lower-touch, digital engagement models. Okta, Inc. has a Digital Acceleration team that reveals how they built and scaled digital success plans to drive customer engagement at scale, using digital touchpoints to serve customers from SMB via self-service. This model helps manage a huge customer base efficiently.

Professional services (e.g., Secure Identity Assessment) for complex deployments.

When deployments get complex, professional services step in, though the company has been intentionally shifting focus away from this area toward scalable subscription revenue. Professional services and other revenues were $54 million for the full fiscal year 2025. This marked a decrease from $58 million in fiscal 2024. This slight but steady decline tracks with Okta, Inc.'s stated focus on more scalable, self-service solutions, meaning high-touch services are becoming a smaller part of the overall revenue mix, which was 98% subscription revenue in fiscal 2025.

High-touch engagement for upsells of new products like Identity Governance.

Upselling new, higher-value products into the existing base is a key relationship driver, especially for enterprise customers. Okta Identity Governance (OIG) is a prime example of this land-and-expand motion. As of the end of fiscal 2025, OIG ended the year with over 1,300 customers. Furthermore, these OIG customers generated more than $100 million in Annual Contract Revenue (ACR) for the full fiscal year 2025. This indicates a successful, high-touch engagement strategy to drive adoption of adjacent, high-margin Identity Governance and Administration (IGA) products within the established customer base.

The dollar-based net retention rate for the trailing 12 months ending July 31, 2025, was 106%.

• The overall average contract term length is approximately 2.5 years.
• Current Remaining Performance Obligations (cRPO), which is backlog expected in the next 12 months, grew 15% to $2.248 billion as of January 31, 2025.
• Total Remaining Performance Obligations (RPO) grew 25% year-over-year to $4.215 billion as of January 31, 2025.

Finance: draft 13-week cash view by Friday.

Okta, Inc. (OKTA) - Canvas Business Model: Channels

You're looking at how Okta, Inc. gets its identity solutions into the hands of customers and developers as of late 2025. The strategy clearly splits between high-touch enterprise sales and broad, self-service adoption, with partners acting as a major force multiplier.

The investment in the direct sales force is reflected in the operating expenses. For the fiscal year ended January 31, 2025, Okta, Inc. reported sales and marketing expenses of US$965 million. This spend represented 37% of total revenue for that fiscal year, a notable efficiency improvement from the 46% seen in fiscal year 2024. This indicates a more specialized, perhaps more productive, direct sales force structure supporting the enterprise segment.

The channel ecosystem is a significant component of Okta, Inc.'s reach. As of September 2025, the partner ecosystem was comprised of 2,800 global system integrators, MSPs, technology partners, and cloud and solutions providers. This network is crucial for localized expertise and reaching segments like the mid-market, especially in regions like EMEA.

The cloud marketplaces are a proven, high-velocity channel for procurement, particularly within the largest hyperscalers. Okta, Inc. has reported surpassing USD $1 billion in sales through the AWS Marketplace. This milestone was achieved following the introduction of services to the AWS Marketplace in December 2020.

For the developer-focused Auth0 platform, self-service adoption through online platforms and developer portals remains key. While specific developer sign-up numbers aren't available, adoption metrics for related automation tools show traction. Data from the 2025 Businesses at Work Report indicated that Okta Workflows adoption saw a 34% year-over-year increase in both Japan and France, with Israel showing 26% growth. Furthermore, new AI security offerings, including those leveraging Auth0 for AI Agents, have engaged over 100 current customers, generating more than $200 million in annual recurring revenue (ARR) as of the third quarter of fiscal year 2026.

Here's a quick look at the scale of the different channel components based on the latest available figures:

Channel Component	Metric / Data Point	Period / Context
Direct Sales Investment	US$965 million in Sales & Marketing Expenses	Fiscal Year ended January 31, 2025
Direct Sales Efficiency	37% of Total Revenue	Fiscal Year ended January 31, 2025
Global Partner Network Size	2,800 global system integrators, MSPs, and technology partners	September 2025
Cloud Marketplace Success	Exceeded USD $1 billion in sales	Through AWS Marketplace (as of March 2025)
Auth0/Workflows Adoption (Select Regions)	34% year-over-year increase in Workflows adoption	Japan and France (2025 data)
New Product/AI Adoption	Over 100 customers engaged, representing over $200 million in ARR	Q3 Fiscal Year 2026

The company is clearly pushing its specialized direct sales force alongside the channel to drive adoption of its expanded portfolio, including Okta Identity Governance and AI security solutions.

The reliance on partners for deal execution is also evident in historical data, where partners were involved in POCs and technical wins for what was previously cited as about 50% of all partner-contributed revenue. The overall revenue for the fiscal year ending January 31, 2025, was $2.610 billion, with subscription revenue making up approximately 98% of that total.

You should track the Sales and Marketing spend as a percentage of revenue going forward; a sustained level near 37% suggests disciplined scaling of the direct sales motion relative to the overall revenue growth of 15.33% seen in FY2025.

• The direct sales force is increasingly specialized by product, supporting upsells in areas like Okta Identity Governance.
• The global network of channel partners is actively driving large deals, often involving system integrators.
• Cloud marketplaces serve as a critical procurement path, evidenced by the $1 billion milestone with AWS.
• Online platforms and developer portals are the primary entry point for Auth0, with strong workflow adoption growth in key international markets.

Finance: draft 13-week cash view by Friday.

Okta, Inc. (OKTA) - Canvas Business Model: Customer Segments

You're looking at how Okta, Inc. segments its buyers to drive that identity security revenue. It's not one-size-fits-all; they clearly focus on the big spenders while still nurturing the developer community that powers much of their customer identity business. The strategy shows a clear push upmarket, which is definitely reflected in the contract values.

For Large Enterprises, this is where the big Annual Contract Value (ACV) dollars are. Okta, Inc. reported having 5,030 customers with an ACV exceeding $100,000 as of October 31, 2025. This cohort is the engine for their top-line growth, representing a significant portion of the total ACV base. To give you a sense of scale, the Customer Identity ACV-which includes Auth0-accounted for 41% of the total ACV, while Workforce Identity was 59%, with each segment individually surpassing $1 billion in ACV for the full fiscal year 2025.

The Developers segment is primarily served through the Auth0 platform, which is critical for embedding identity into applications. The President of Auth0 at Okta, Inc. oversees a business unit generating approximately $1 billion in Annual Recurring Revenue (ARR). This segment faces intense security challenges; for instance, in 2024, an average of 46% of all registration attempts across the Auth0 platform were flagged as signup attacks. Okta, Inc. is now actively targeting this group with specialized offerings like Auth0 for AI agents.

The Public Sector and Government organizations represent a key area for security tool adoption. Data from Okta, Inc.'s 2025 Businesses at Work Report indicated that government organizations specifically boosted their adoption of security applications by 12% year-over-year in the period leading up to that report. You see this translate into wins, like a U.S. government customer purchasing a unified platform to replace a nonfunctional lifecycle management system.

The Mid-Market and Small-to-Medium Businesses (SMBs) make up the bulk of the total customer count, though they contribute less to the overall ACV compared to the top tier. At the end of the fourth quarter of fiscal 2025, Okta, Inc. reported a total customer base of 19,650. Subtracting the 5,030 large enterprise customers leaves a substantial base of smaller and mid-sized organizations that are crucial for volume and future expansion opportunities.

Here's a quick look at the key customer metrics we have for this period:

Customer Segment Descriptor	Metric/Value	Date/Period Reference
Customers with ACV over $100,000	5,030	October 31, 2025
Customers with ACV over $1 Million	470	Q4 Fiscal 2025 (as of March 3, 2025)
Total Customer Base	19,650	End of Q4 Fiscal 2025
Auth0 Business Unit ARR	$1 billion	As of 2025
Auth0 Platform Signup Attacks (Average)	46% of registration attempts	2024
Government Security App Adoption Growth	12% Year-over-Year	2025 Businesses at Work Report

You should note that the focus on the top tier is intentional; those large enterprise deals drive the majority of the revenue mix. Still, the developer segment, via Auth0, is a major revenue stream in its own right, and the public sector shows strong engagement with security tooling.

Finance: draft 13-week cash view by Friday.

Okta, Inc. (OKTA) - Canvas Business Model: Cost Structure

You're looking at the core expenditures Okta, Inc. made to run and grow its identity platform for the fiscal year ended January 31, 2025. These numbers show where the money went to support their subscription-heavy model.

The largest single bucket of operating expense was dedicated to reaching new customers and supporting existing ones. Sales & Marketing expenses totaled $965 million in FY2025. To put that in perspective, that was 37% of the total revenue for the year, showing a move toward efficiency compared to the prior year's 46%.

Innovation doesn't come cheap, and Okta, Inc. continued to invest heavily in its technology stack. Research & Development (R&D) investment for FY2025 was $642 million. This investment was slightly less than the prior year, but it represented a more efficient spend relative to revenue, coming in at 25% of revenue in 2025 versus 29% in 2024.

The direct cost of delivering the service, the Cost of Revenue, was $618 million for the full fiscal year 2025. This cost is dominated by the subscription side of the business, which is the core of Okta, Inc.'s recurring revenue engine.

Here is a breakdown of the major components of the Cost of Revenue for FY2025:

Cost Component	FY2025 Amount (in millions)
Total Cost of Revenue	$618 million
Subscription Cost of Revenue	$549 million
Professional Services and Other Cost of Revenue	$69 million

The platform's global reach requires significant underlying technology investment. A key part of the Cost of Revenue, which is not explicitly broken out in the figures above, involves the cloud infrastructure and hosting costs necessary to run the identity platform for its global customer base. These third-party hosting costs are a primary use of cash from operating activities.

When you look at the total operating expenses for the period, you see the scale of the cost base Okta, Inc. managed:

• Sales and marketing expenses: $965 million.
• Research and development expenses: $642 million.
• General and administrative expenses: $448 million.
• Total Operating Expenses (GAAP): $2,066 million.

Finance: draft 13-week cash view by Friday.

Okta, Inc. (OKTA) - Canvas Business Model: Revenue Streams

You're looking at the core engine of Okta, Inc.'s financial structure as of late 2025. The model is overwhelmingly built on predictable, recurring income, which is exactly what investors want to see in a Software-as-a-Service (SaaS) business.

For the full fiscal year 2025, Okta, Inc. reported total revenue of $2.610 billion. This figure represents a 15% increase year-over-year. The vast majority of this top line is sticky, subscription-based revenue.

Subscription revenue was $2.556 billion for fiscal year 2025, which means it accounted for approximately 98% of the total revenue. This dominance confirms the strength of the recurring revenue model. The remaining portion comes from professional services and other non-subscription activities.

Professional services revenue was reported at $54 million in FY2025. This segment saw a slight decline from prior years, which often signals a successful shift toward more scalable, self-service adoption of the core platform.

The recurring revenue is cleanly segmented across the two primary product pillars, Workforce Identity and Customer Identity, which includes the Auth0 platform. These two segments drive the Annual Contract Value (ACV) growth, and both have achieved significant scale.

Revenue Segment	FY2025 ACV Growth (YoY)	FY2025 Share of Total ACV	FY2025 ACV Value
Workforce Identity	11%	59%	Over $1 billion
Customer Identity (Auth0 + Okta CIAM)	16%	41%	Over $1 billion

The growth rates show that the Customer Identity segment, bolstered by Auth0, is expanding faster, though both are substantial revenue drivers. The company has also been expanding its offerings into adjacent, high-value areas.

This recurring revenue base is further supported by expansion within the existing customer base, which is where upsell revenue comes into play. The strategy includes driving adoption of newer, higher-tier products to increase the value of each customer relationship. These upsell opportunities are concentrated in areas like Identity Governance and Privileged Access solutions, which expand the total addressable market Okta, Inc. can capture from its current users.

Here's a quick look at the key components driving that recurring revenue:

• Recurring revenue from Workforce Identity securing employee access.
• Recurring revenue from Customer Identity (Auth0) securing external user access.
• Upsell revenue from new product adoption, such as Identity Governance.
• Upsell revenue from adoption of Privileged Access management tools.

The dollar-based net retention rate for the trailing 12-month period was 107%, showing that even with some pressure, existing customers are still expanding their spend slightly year-over-year. Finance: draft 13-week cash view by Friday.