Okta, Inc. (OKTA): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el panorama de seguridad digital en rápida evolución, Okta, Inc. se erige como una fuerza transformadora, revolucionando cómo las organizaciones administran la identidad y el acceso a través de ecosistemas tecnológicos complejos. Al integrar a la perfección soluciones de autenticación avanzadas basadas en la nube, Okta faculta a las empresas para navegar por los intrincados desafíos de la ciberseguridad moderna con una facilidad sin precedentes y sofisticación. Esta profunda inmersión en el modelo de modelo de negocio de Okta revela el plan estratégico detrás de su enfoque innovador para la gestión de identidad, ofreciendo información sobre cómo se han convertido en un facilitador crítico de transformación digital segura para las empresas de todo el mundo.

OKTA, Inc. (OKTA) - Modelo de negocio: asociaciones clave

Proveedores de infraestructura en la nube

OKTA mantiene asociaciones estratégicas con proveedores líderes de infraestructura en la nube:

Proveedor	Detalles de la asociación	Nivel de integración
Servicios web de Amazon (AWS)	Socio de tecnología avanzada	Integración de gestión de identidad profunda
Microsoft Azure	Competencia de la plataforma de nube de oro	Solución de identidad integral
Plataforma en la nube de Google	Socio de la nube	Gestión de acceso unificado

Proveedores de software empresarial y ecosistema de gestión de identidad

OKTA colabora con múltiples proveedores de software empresarial:

• Salesforce
• Servicenow
• Jornada laboral
• SAVIA
• Oráculo

Integradores de sistemas y empresas de consultoría

Las asociaciones de integración del sistema clave incluyen:

Pareja	Tipo de asociación	Presencia global
Deloitte	Socio estratégico global	Soporte de implementación mundial
Acentuar	Integrador de sistemas globales	Implementación de nivel empresarial
PWC	Socio de consultoría de tecnología	Servicios de transformación de identidad

Proveedores de software independientes (ISV)

OKTA mantiene integraciones extensas de ISV en múltiples categorías:

• Aplicaciones de productividad
• Gestión de la relación con el cliente
• Gestión de capital humano
• Plataformas de colaboración

Revendedores y distribuidores de tecnología global

La red de distribución global incluye:

Distribuidor	Cobertura geográfica	Alcance de distribución
Ingram micro	Global	Distribución de tecnología en todo el mundo
Datos tecnológicos	Internacional	Canales empresariales y de mercado medio
Electrónica de flecha	Multi-continental	Soluciones tecnológicas complejas

OKTA, Inc. (OKTA) - Modelo de negocio: actividades clave

Desarrollo de la plataforma de gestión de identidad y acceso

Okta invirtió $ 724.3 millones en investigación y desarrollo en el año fiscal 2023, centrándose en la mejora de la plataforma e innovación.

Métrico de desarrollo	Valor
Gasto de I + D (para el año fiscal 2023)	$ 724.3 millones
Ingenieros de software totales	1,600+
Frecuencia de actualización de la plataforma	Trimestral

Innovación continua de productos de seguridad

• Ciclos anuales de liberación de productos
• Integración continua de tecnologías de autenticación avanzadas
• Características de seguridad mejoradas por el aprendizaje automático

Atención al cliente y servicios profesionales

Okta mantiene una infraestructura de soporte integral con Global Reach.

Métrico de soporte	Valor
Centros de apoyo global	5
Tiempo de respuesta promedio	Menos de 1 hora
Tasa de satisfacción del cliente	94%

Soluciones de autenticación y autorización basadas en la nube

La plataforma en la nube de Okta procesó más de 50 mil millones de eventos de autenticación en 2023.

• Implementación de autenticación multifactor
• Capacidades de inicio de sesión único
• Marcos de autenticación impulsados ​​por la API

Investigación de ciberseguridad y detección de amenazas

Okta opera un equipo de investigación de seguridad dedicado con monitoreo continuo de amenazas.

Métrica de investigación de ciberseguridad	Valor
Investigadores de seguridad	120+
Informes de inteligencia de amenazas (anual)	12
Tiempo de respuesta a vulnerabilidad promedio	48 horas

OKTA, Inc. (OKTA) - Modelo de negocio: recursos clave

Tecnología avanzada de gestión de identidad basada en la nube

La infraestructura tecnológica central de Okta incluye:

• Plataforma en la nube de identidad de la fuerza laboral con más de 7,000 integraciones preconstruidas
• Cloud de identidad del cliente que respalda mil millones de autenticaciones mensuales

Métrica de tecnología	Valor cuantitativo
Llamadas totales de API por día	45 mil millones
Tiempo de actividad promedio	99.999%
Puntos finales de seguridad protegidos	Más de 20,000 clientes empresariales

Propiedad intelectual y patentes de software

La cartera de propiedades intelectuales de Okta incluye:

• 238 patentes otorgadas a partir de 2023
• 127 Pensas de patentes pendientes

Talento de ingeniería y ciberseguridad calificada

Talento métrico	Valor cuantitativo
Total de empleados	4,900 (cuarto trimestre 2023)
Empleados de I + D	1.450 ingenieros
Experiencia de ingeniería promedio	8.3 años

Infraestructura de nube robusta y centros de datos

• 6 regiones de centros de datos globales
• 99.999% Disponibilidad de servicio
• Infraestructura de redundancia de múltiples regiones

Reputación de marca fuerte

Métrica de reconocimiento de marca	Valor cuantitativo
Ranking de cuadrante mágico de Gartner	Líder en gestión de acceso
Base de clientes empresariales	Más de 20,000 organizaciones
Ingresos anuales	$ 1.87 mil millones (el año fiscal 2023)

OKTA, Inc. (OKTA) - Modelo de negocio: propuestas de valor

Gestión de acceso digital simplificado y seguro

OKTA proporciona soluciones de gestión de identidad para empresas con las siguientes métricas clave:

Métrico	Valor
Total de clientes	18.050 al 31 de enero de 2023
Clientes empresariales	7,550 al 31 de enero de 2023

Inicio único en múltiples aplicaciones y plataformas

La plataforma de Okta es compatible con:

• Más de 7,000 aplicaciones preintegradas
• Capacidades de integración nativa en los entornos de la nube y las instalaciones

Arquitectura de seguridad de fideicomiso cero

Las capacidades de seguridad incluyen:

Característica de seguridad	Cobertura
Clientes de la nube de identidad de la fuerza laboral	14.050 al 31 de enero de 2023
Ingresos recurrentes anuales de identidad de identidad del cliente	$ 365 millones al 31 de enero de 2023

Autenticación adaptativa multifactor

Capacidades de autenticación:

• 99.99% garantía de tiempo de actividad
• Soporte para múltiples métodos de autenticación
• Protocolos de autenticación basados ​​en el riesgo

Gestión integral del ciclo de vida de identidad

Indicadores de desempeño financiero:

Métrica financiera	Valor
Ingresos totales (año fiscal 2023)	$ 1.87 mil millones
Ingresos por suscripción	$ 1.81 mil millones

Okta, Inc. (OKTA) - Modelo de negocio: relaciones con los clientes

Plataforma en línea de autoservicio

Okta ofrece una plataforma en línea integral con un tiempo de actividad del 99.99%. A partir del cuarto trimestre de 2023, la plataforma admite:

Característica de la plataforma	Métrico
Total de clientes activos	18,050
Usuarios de gestión de identidad	Más de 7,000 clientes empresariales
Solicitudes de autenticación por día	Aproximadamente 1 mil millones

Equipos dedicados de éxito del cliente

La estrategia de éxito del cliente de Okta incluye:

• Programas de incorporación personalizados
• Revisiones comerciales trimestrales
• Soporte de implementación personalizado

Métrica de éxito del cliente	Valor
Tasa de retención neta	123% (cuarto trimestre 2023)
Puntuación de satisfacción del cliente	4.5/5

Soporte técnico y consultoría profesional

OKTA ofrece estructuras de soporte de múltiples niveles:

Nivel de soporte	Tiempo de respuesta	Cobertura
Soporte básico	24 horas	Solución de problemas estándar
Soporte premium	4 horas	Recursos técnicos dedicados
Soporte empresarial	1 hora	Asistencia integral 24/7

Foros de la comunidad y base de conocimiento

OKTA mantiene amplios recursos de soporte digital:

• Comunidad de desarrolladores en línea con más de 150,000 miembros registrados
• 400+ artículos de documentación técnica
• Seminarios web semanales comunitarios

Capacitación de productos regular y seminarios web

Métricas de compromiso de capacitación:

Categoría de entrenamiento	Frecuencia	Participantes
Seminarios web mensuales	12 por año	Más de 5,000 asistentes
Programas de certificación en línea	Continuo	3.500 profesionales certificados

OKTA, Inc. (OKTA) - Modelo de negocio: canales

Equipo de ventas de Enterprise Direct

A partir del tercer trimestre de 2023, OKTA reportó 2,420 clientes empresariales. El equipo de ventas directas se centra en segmentos de la empresa y el mercado medio con un valor de contrato anual promedio de $ 126,000.

Segmento del equipo de ventas	Número de representantes	Valor de contrato promedio
Ventas empresariales	350	$126,000
Ventas de mercado medio	250	$75,000

Sitio web en línea y marketing digital

Los canales digitales de Okta generan aproximadamente el 40% de las adquisiciones totales de clientes. La compañía invirtió $ 214 millones en gastos de ventas y marketing en el año fiscal 2023.

• Tráfico del sitio web: 1.2 millones de visitantes únicos mensuales
• Tasa de conversión de marketing digital: 3.7%
• Solicitudes de demostración de productos en línea: 18,500 por trimestre

Conferencias tecnológicas y eventos de la industria

OKTA participa en 45 conferencias tecnológicas principales anualmente, generando aproximadamente el 22% de los nuevos clientes potenciales de los clientes.

Tipo de evento	Número de eventos	Generación de leads
Principales conferencias tecnológicas	45	22% de los nuevos clientes potenciales
Seminarios web de la industria	120	15% de los nuevos clientes potenciales

Red de socios y programas de referencia

OKTA mantiene 7,500 socios de tecnología activa, generando el 35% de los ingresos totales a través de canales de ventas indirectos.

• Socios tecnológicos: 7,500
• Ingresos del socio de referencia: $ 280 millones en 2023
• Tasa de crecimiento del programa asociado: 28% año tras año

Plataformas de mercado en la nube

OKTA se integra con los principales mercados de la nube, generando $ 95 millones en ingresos de origen en el mercado en el año fiscal 2023.

Mercado de la nube	Contribución de ingresos	Número de integraciones
AWS Marketplace	$ 42 millones	850 integraciones
Microsoft Azure	$ 35 millones	720 integraciones
Plataforma en la nube de Google	$ 18 millones	450 integraciones

OKTA, Inc. (OKTA) - Modelo de negocio: segmentos de clientes

Grandes organizaciones empresariales

A partir del cuarto trimestre de 2023, OKTA atiende a 18.750 clientes empresariales a nivel mundial. El valor promedio del contrato para grandes empresas es de $ 112,000 anuales.

Métricas de segmento empresarial	2023 datos
Total de clientes empresariales	18,750
Valor anual promedio del contrato	$112,000
Tasa de retención de clientes empresariales	95%

Negocios de mercado medio

Okta tiene 42,300 clientes del mercado medio con un valor de contrato anual promedio de $ 35,000.

• Total de clientes del mercado medio: 42,300
• Valor promedio del contrato anual: $ 35,000
• Tasa de crecimiento del cliente del mercado medio: 22% interanual

Entidades gubernamentales y del sector público

OKTA atiende a 1.250 organizaciones gubernamentales y del sector público con soluciones especializadas de cumplimiento de seguridad.

Detalles del segmento gubernamental	2023 estadísticas
Total de clientes gubernamentales	1,250
Clientes del gobierno federal	475
Clientes del gobierno estatal/local	775

Compañías de tecnología y software

OKTA tiene 7,600 clientes de la compañía de tecnología y software, que representan el 31% de su base total de clientes.

• Total Technology Clients: 7,600
• Porcentaje de la base total de clientes: 31%
• Tecnología promedio Valor del contrato del cliente: $ 65,000

Industrias de servicios de salud y servicios financieros

OKTA apoya a 5.900 clientes en servicios de salud y servicios financieros con soluciones de gestión de identidad específicas de la industria.

Segmento de la industria	Conteo de clientes	Valor de contrato promedio
Clientes de atención médica	3,400	$48,000
Clientes de servicios financieros	2,500	$92,000

Okta, Inc. (OKTA) - Modelo de negocio: Estructura de costos

Gastos de investigación y desarrollo

Para el año fiscal 2024, OKTA reportó gastos de investigación y desarrollo de $ 769.7 millones, lo que representa el 47.9% de los ingresos totales.

Año fiscal	Gastos de I + D	Porcentaje de ingresos
2024	$ 769.7 millones	47.9%

Inversiones de ventas y marketing

Los gastos de ventas y marketing de Okta para el año fiscal 2024 totalizaron $ 1.05 mil millones, representando el 65.5% de los ingresos totales.

Año fiscal	Ventas & Gastos de marketing	Porcentaje de ingresos
2024	$ 1.05 mil millones	65.5%

Mantenimiento de la infraestructura en la nube

La infraestructura de la nube y los costos de alojamiento para OKTA en 2024 fueron de aproximadamente $ 215.6 millones.

• Amazon Web Services (AWS) Proveedor primario de infraestructura en la nube
• Estrategia múltiple con proveedores de nubes adicionales

Compensación y beneficios de los empleados

Compensación total de empleados y beneficios para el año fiscal 2024 alcanzó los $ 872.3 millones.

Categoría de compensación	Cantidad
Salarios base	$ 512.4 millones
Compensación basada en acciones	$ 259.9 millones
Beneficios y otra compensación	$ 100 millones

Infraestructura y seguridad tecnológica

Las inversiones en infraestructura tecnológica y ciberseguridad para 2024 fueron de $ 187.5 millones.

• Software y herramientas de seguridad: $ 92.3 millones
• Infraestructura de red: $ 65.2 millones
• Cumplimiento y gestión de riesgos: $ 30 millones

OKTA, Inc. (OKTA) - Modelo de negocios: flujos de ingresos

Modelo SaaS basado en suscripción

El principal flujo de ingresos de Okta es su plataforma de gestión de identidad basada en la nube. A partir del tercer trimestre de 2023, Okta informó $ 510.2 millones en ingresos de suscripción trimestrales. Los ingresos recurrentes anuales (ARR) de la compañía alcanzaron $ 2.05 mil millones en el mismo período.

Categoría de ingresos	Cantidad (tercer trimestre 2023)
Ingresos por suscripción	$ 510.2 millones
Ingresos recurrentes anuales (ARR)	$ 2.05 mil millones

Tarifas de licencia por usuario

OKTA cobra tarifas de licencia por usuario con modelos de precios escalonados. Los rangos de precios incluyen:

• Gestión de identidad básica: $ 2- $ 6 por usuario/mes
• Características de seguridad avanzadas: $ 8- $ 15 por usuario/mes
• Soluciones de nivel empresarial: $ 18- $ 25 por usuario/mes

Servicios profesionales y consultoría

Servicios profesionales aportados $ 44.3 millones en ingresos para el tercer trimestre 2023. Estos servicios incluyen:

• Soporte de implementación
• Configuración personalizada
• Asistencia migratoria

Actualizaciones de funciones de seguridad avanzadas

Las características de seguridad adicionales generan ingresos suplementarios. Las actualizaciones clave incluyen:

Característica de seguridad	Costo mensual adicional
Autenticación multifactor	$ 3- $ 5 por usuario
Protección avanzada de amenazas	$ 6- $ 10 por usuario
Mejoras de inicio de sesión único (SSO)	$ 2- $ 4 por usuario

Renovaciones de contrato de nivel empresarial

Los contratos empresariales muestran una tasa de renovación consistente de 95%. El valor promedio del contrato para los clientes empresariales es aproximadamente $ 100,000 anualmente. Los grandes contratos empresariales contribuyen significativamente al modelo de ingresos estables de Okta.

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.