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

En el mundo de alto riesgo de la ciberseguridad, Sentinelone surge como una fuerza revolucionaria, transformando cómo las organizaciones se defienden contra amenazas digitales cada vez más sofisticadas. Aprovechando las tecnologías de inteligencia artificial y respuesta autónoma de vanguardia, esta empresa innovadora está redefiniendo la seguridad de los puntos finales con un enfoque integral y proactivo que va más allá de las estrategias defensivas tradicionales. Al integrar los algoritmos avanzados de aprendizaje automático con la detección de amenazas en tiempo real, Sentinelone ofrece a las empresas un poderoso escudo contra el panorama de riesgos cibernéticos en constante evolución, lo que hace que la gestión de seguridad compleja sea perfecta e inteligente.

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

Microsoft Azure y proveedores de servicios en la nube

Sentinelone tiene una asociación estratégica con Microsoft Azure, aprovechando la infraestructura en la nube para soluciones de seguridad cibernética escalable. A partir del cuarto trimestre de 2023, la plataforma nativa de Sentinelone es compatible con Microsoft Azure con integraciones directas.

Pareja	Detalles de la asociación	Nivel de integración
Microsoft Azure	Infraestructura en la nube	Integración técnica profunda
Servicios web de Amazon	Servicios de seguridad en la nube	Compatibilidad de la plataforma
Plataforma en la nube de Google	Soluciones de nubes híbridas	Integración de nivel API

Socios de integración de tecnología

Sentinelone colabora con los principales socios de tecnología de ciberseguridad para mejorar las capacidades de detección de amenazas.

• Crowdstrike: intercambio de inteligencia de amenazas
• Splunk: Información de información de seguridad y gestión de eventos (SIEM)
• Palo Alto Networks: colaboración de detección y respuesta extendida (XDR)

Proveedores de servicios y revendedores administrados

Sentinelone ha establecido una red integral de su socios de canal para expandir el alcance del mercado.

Categoría de socio	Número de socios	Contribución de ingresos
Proveedores de servicios administrados	387	24% de los ingresos totales
Revendedores de valor agregado	612	18% de los ingresos totales

Integradores de sistemas y empresas de consultoría

Sentinelone se asocia con los principales integradores de sistemas globales para ofrecer soluciones integrales de ciberseguridad.

• Accenture: Transformación de seguridad empresarial
• Deloitte: consultoría de ciberseguridad
• IBM: Soluciones de seguridad integradas

Redes estratégicas de alianza de ciberseguridad

Sentinelone participa en múltiples redes de alianza de seguridad cibernética para mejorar la inteligencia de amenazas y las estrategias de defensa colaborativa.

Red de alianza	Área de enfoque	Estado de membresía
MITOR ATT & CK	Tácticas y técnicas de amenaza	Colaborador activo
Alianza de seguridad en la nube	Normas de seguridad en la nube	Miembro del platino

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

Desarrollo de seguridad de punto final con inteligencia artificial

Sentinelone invirtió $ 185.7 millones en gastos de I + D en el año fiscal 2023, centrándose en tecnologías de seguridad impulsadas por la IA.

Inversión tecnológica de IA	Cantidad
Gastos de I + D	$ 185.7 millones
Patentes de seguridad de IA	37 patentes activas

Detección continua de amenazas y respuesta autónoma

La plataforma de singularidad de Sentinelone procesa más de 2.5 billones de eventos de seguridad diariamente con capacidades de respuesta autónoma con IA.

• Cobertura de detección de amenazas en tiempo real en más de 25 vectores de ataque
• Modelos de aprendizaje automático capacitado en más de 15 petabytes de datos de amenazas
• 99.8% Tasa de resolución de amenazas autónomas

Mejora del algoritmo de aprendizaje automático

Métricas de algoritmo ML	Actuación
Precisión de detección de amenazas	95.3%
Tasa de falsos positivos	0.7%
Frecuencia de actualización del modelo ML	Semanalmente

Innovación de plataforma de seguridad nativa de nube

Sentinelone admite más de 20,000 clientes empresariales en entornos en la nube, híbridos y locales.

• Protección de carga de trabajo en la nube para AWS, Azure y Google Cloud
• Soporte para más de 15 plataformas de infraestructura en la nube
• Tasa de protección de vulnerabilidad de día cero: 99.5%

Investigación de amenazas y análisis de vulnerabilidad

Métricas de investigación de amenazas	Estadística
Tamaño del equipo de inteligencia de amenazas	87 investigadores
Vulnerabilidades identificadas anualmente	456 amenazas únicas
Monitoreo de amenazas globales	Cobertura 24/7

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

Aprendizaje automático avanzado y tecnologías de IA

Sentinelone invirtió $ 171.8 millones en investigación y desarrollo en el año fiscal 2023. La plataforma impulsada por la IA de la compañía procesa más de 35 mil millones de eventos por segundo utilizando algoritmos de aprendizaje automático.

Categoría de tecnología	Capacidades específicas	Métrico de rendimiento
Detección de amenazas de IA	Modelos de aprendizaje profundo	99.2% Tasa de prevención autónoma
Análisis de comportamiento	Identificación de amenazas en tiempo real	Tiempo de respuesta de menos de 20 milisegundos

Algoritmos de detección de amenazas de ciberseguridad de ciberseguridad

Sentinelone tiene 147 patentes registradas a partir del cuarto trimestre de 2023, que cubre metodologías de detección de amenazas avanzadas.

• Arquitectura de plataforma de singularidad patentada
• Algoritmos de detección conductual con IA
• Técnicas de remediación de amenazas autónomas

Equipos de investigación e ingeniería de ciberseguridad altamente calificadas

A diciembre de 2023, Sentinelone emplea 1.342 profesionales de investigación e ingeniería a nivel mundial.

Composición del equipo	Número de profesionales
IA Investigación científicos	187
Investigadores de seguridad	246
Ingenieros de software	909

Base de datos de inteligencia de amenazas extensas

El repositorio de inteligencia de amenazas de Sentinelone contiene más de 2.5 petabytes de datos de ciberseguridad anonimizados a partir de 2024.

• Cobertura de amenazas globales: Más de 190 países
• Actualizaciones de firma de amenaza en tiempo real
• Correlación de amenaza mejorada por aprendizaje automático

Infraestructura de seguridad nativa de nube

Sentinelone opera una infraestructura global en la nube con 12 centros de datos en las regiones de América del Norte, Europa y Asia-Pacífico.

Componente de infraestructura	Especificación
Centros de datos totales	12
Inversión anual de infraestructura en la nube	$ 47.3 millones
Tiempo de actividad promedio	99.99%

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

Protección de punto final autónomo impulsado por la IA

La plataforma de singularidad de Sentinelone ofrece protección de punto final con IA con las siguientes métricas clave:

Métrico	Valor
Precisión de detección de IA	99.2%
Modelos de aprendizaje automático	Más de 3 millones de modelos entrenados
Velocidad de detección de amenazas en tiempo real	Menos de 10 milisegundos

Prevención y remediación de amenazas en tiempo real

Sentinelone proporciona capacidades integrales de gestión de amenazas:

• Contención de amenazas automatizada dentro de 1 segundo de la detección
• Análisis de causa raíz con una precisión del 95%
• Capacidades completas de recuperación de punto final

Seguridad integral en múltiples plataformas

Cobertura de la plataforma	Estado de soporte
Windows	Soporte completo
macosa	Soporte completo
Linux	Soporte completo
Cargas de trabajo en la nube	Soporte completo
Contenedores	Soporte completo

Reducción de la complejidad operativa para la gestión de ciberseguridad

Métricas de eficiencia operativa:

• 90% de reducción en el tiempo de investigación manual
• Disminución del 80% en la fatiga alerta
• Remediación automatizada para el 75% de los incidentes de seguridad

Defensa proactiva contra sofisticadas amenazas cibernéticas

Capacidad de defensa de amenazas	Métrico de rendimiento
Detección de amenazas de día cero	Tasa de prevención del 99.7%
Protección de ransomware	Garantía de prevención de ransomware 100%
Caza de amenazas de IA conductual	Identificación de amenaza predictiva dentro de los milisegundos

Sentinelone, Inc. (S) - Modelo de negocio: relaciones con los clientes

Plataforma en línea de autoservicio

Sentinelone proporciona una plataforma en línea completa con las siguientes características:

Característica de la plataforma	Disponibilidad
Acceso al portal del cliente	24/7
Gestión de licencias	En tiempo real
Configuración de implementación	Automatizado

Soporte técnico y equipos de éxito del cliente

La infraestructura de soporte de Sentinelone incluye:

• Centros de soporte global que operan en múltiples zonas horarias
• Gerentes de éxito de clientes dedicados para clientes empresariales
• Soporte multicanal que incluye teléfono, correo electrónico y chat.

Actualizaciones de seguridad regulares y intercambio de inteligencia de amenazas

Métricas de actualización de seguridad:

Actualización de frecuencia	Tiempo de respuesta promedio
Firmas de amenazas actualizadas	Cada 5 minutos
Actualizaciones de detección de amenazas impulsadas por la IA	Continuo

Servicios personalizados de incorporación e implementación

Detalles de soporte de implementación:

• Estrategias de implementación personalizadas
• Especialistas de implementación dedicados
• Programas de capacitación a medida

Colaboración de investigación de amenazas impulsadas por la comunidad

Métrica de investigación colaborativa	Punto de datos
Colaboradores de investigación de amenazas	500+ profesionales de ciberseguridad
Inteligencia de amenazas compartida anualmente	Más de 50,000 indicadores de amenazas únicos

Sentinelone, Inc. (S) - Modelo de negocio: canales

Equipo de ventas de Enterprise Direct

El equipo de ventas empresariales directas de Sentinelone consta de aproximadamente 500 profesionales de ventas a partir del cuarto trimestre de 2023. El equipo genera $ 521.7 millones en ingresos recurrentes anuales (ARR) a través de interacciones de ventas directas.

Métrica del equipo de ventas	2023 datos
Representantes de ventas totales	500
Cobertura de ventas anual	$ 521.7 millones ARR
Tamaño de trato promedio	$125,000

Plataformas de marketing digital en línea

Sentinelone invierte $ 42.3 millones anuales en canales de marketing digital, apuntando a los tomadores de decisiones de ciberseguridad empresariales y del mercado medio.

• Gasto en anuncios de Google: $ 15.6 millones
• Publicidad de LinkedIn: $ 9.2 millones
• Publicidad digital programática: $ 17.5 millones

Red de socios y canales de revendedor

Sentinelone mantiene una red global de socios de 350 socios de tecnología y revendedores, generando $ 187.4 millones en ingresos de origen socio.

Métricas de canales de socios	2023 estadísticas
Total Socios	350
Ingresos de origen pareja	$ 187.4 millones
Tamaño promedio de la oferta de socios	$85,000

Conferencias tecnológicas y eventos de ciberseguridad

Sentinelone participa en 45 principales conferencias de ciberseguridad anualmente, con un presupuesto de marketing de eventos de $ 6.8 millones.

• Patrocinio de la Conferencia RSA
• Participación de Black Hat USA
• Gartner Security & Cumbre de gestión de riesgos

Demostraciones de productos basadas en la web

Sentinelone realiza 2.400 demostraciones mensuales de productos basados ​​en la web, con una inversión de plataforma de demostración digital de $ 3.2 millones en 2023.

Métricas de demostración web	2023 datos
Demostraciones web mensuales	2,400
Inversión de plataforma de demostración digital	$ 3.2 millones
Tasa de conversión de demostración promedio	22%

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

Organizaciones de nivel empresarial

Sentinelone se dirige a grandes empresas con ingresos anuales que generalmente superan los $ 500 millones. A partir del cuarto trimestre de 2023, la compañía reportó el 43% de sus ingresos totales de los clientes empresariales.

Características del segmento de clientes	Tasa de penetración
Global 2000 Companies	37%
Organizaciones Fortune 500	29%

Negocios de mercado medio

Sentinelone se centra en las empresas del mercado medio con 500-5,000 empleados, lo que representa el 35% de su base de clientes en 2023.

• Valor anual del contrato: $ 75,000 - $ 250,000
• Vertical de la industria: tecnología, atención médica, fabricación

Instituciones gubernamentales y del sector público

Sentinelone obtuvo $ 47.3 millones en contratos de ciberseguridad del gobierno en 2023.

Segmento gubernamental	Valor de contrato
Agencias federales	$ 32.1 millones
Gobiernos estatales/locales	$ 15.2 millones

Proveedores de servicios administrados

El segmento MSP representaba el 12% de los ingresos de Sentinelone en 2023, con 672 socios activos de MSP.

• Ingresos promedio de socios: $ 180,000 anuales
• Tasa de crecimiento de la pareja: 22% año tras año

Empresas de tecnología y servicios financieros

Sentinelone reportó $ 163.4 millones de ingresos de sectores de tecnología y servicios financieros en 2023.

Sector	Conteo de clientes	Ingresos anuales
Empresas tecnológicas	1,247	$ 98.6 millones
Servicios financieros	836	$ 64.8 millones

Sentinelone, Inc. (S) - Modelo de negocio: Estructura de costos

Inversiones de investigación y desarrollo

Sentinelone reportó gastos de I + D de $ 364.5 millones para el año fiscal 2023, lo que representa el 54.5% de los ingresos totales.

Año fiscal	Gastos de I + D	Porcentaje de ingresos
2023	$ 364.5 millones	54.5%
2022	$ 326.1 millones	58.2%

Gastos de ventas y marketing

Los gastos de ventas y marketing para Sentinelone en el año fiscal 2023 fueron de $ 380.2 millones, lo que representa el 56.9% de los ingresos totales.

• Personal del equipo de ventas: aproximadamente 850 empleados
• Asignación de presupuesto de marketing: centrado en la publicidad digital y las conferencias de la industria

Mantenimiento de la infraestructura en la nube

Los costos de infraestructura en la nube para Sentinelona en 2023 se estimaron en $ 42.6 millones, lo que representa el 6.4% de los ingresos totales.

Proveedor de servicios en la nube	Costo anual estimado	Porcentaje de presupuesto de infraestructura
Servicios web de Amazon (AWS)	$ 35.1 millones	82.4%
Microsoft Azure	$ 7.5 millones	17.6%

Adquisición y retención de talentos

Los gastos totales de recursos humanos para Sentinelone en 2023 fueron de $ 276.8 millones, incluidos salarios, beneficios y costos de reclutamiento.

• Compensación promedio de empleados: $ 185,000 por año
• Presupuesto de reclutamiento anual: $ 18.5 millones
• Capacitación y desarrollo de empleados: $ 12.3 millones

Innovación tecnológica continua

Las inversiones de innovación tecnológica totalizaron $ 98.7 millones en el año fiscal 2023, dedicado a desarrollar capacidades avanzadas de IA y aprendizaje automático.

Categoría de innovación	Monto de la inversión	Enfoque principal
Investigación de IA	$ 45.2 millones	Algoritmos de aprendizaje automático
Tecnología de ciberseguridad	$ 53.5 millones	Sistemas de detección de amenazas

Sentinelone, Inc. (S) - Modelo de negocio: flujos de ingresos

Licencias de software de seguridad basados ​​en suscripción

Para el año fiscal 2024, Sentinelone reportó ingresos recurrentes anuales (ARR) de $ 591.8 millones, con un crecimiento anual del 33%. El modelo de licencia basado en suscripción de la compañía genera ingresos a través de estructuras de precios escalonadas para su plataforma de seguridad cibernética con IA.

Nivel de suscripción	Precio anual promedio	Características clave
Núcleo de singularidad	$ 54.99 por punto final/año	Protección básica de punto final de IA
Singularidad completa	$ 89.99 por punto final/año	Detección y respuesta de amenazas avanzadas
Identidad de singularidad	$ 129.99 por punto final/año	Protección de identidad integral

Contratos de plataforma de seguridad de nivel empresarial

Los contratos empresariales representaron el 65% de los ingresos totales de Sentinelone en 2024, con un valor de contrato promedio de $ 285,000 para organizaciones grandes.

Servicios de detección y respuesta administrados

Los servicios MDR de Sentinelone generaron $ 127.4 millones en ingresos para 2024, lo que representa un aumento del 42% respecto al año anterior.

Nivel de servicio MDR	Costo anual	Cobertura
MDR básico	$ 24,000/año	Monitoreo de amenazas 24/7
MDR avanzado	$ 48,000/año	Caza de amenazas integral
MDR premium	$ 96,000/año	Respuesta de incidente completa

Servicios profesionales y consultoría

Los ingresos por servicios profesionales alcanzaron $ 42.6 millones en 2024, ofreciendo apoyo especializado de consultoría e implementación de ciberseguridad.

• Servicios de evaluación de seguridad
• Consultoría de seguridad de migración en la nube
• Inteligencia de amenazas personalizadas
• Entrenamiento de respuesta a incidentes

Complementos adicionales de solución de ciberseguridad

Add-on Solutions contribuyó con $ 37.2 millones a los ingresos de Sentinelone, incluidos módulos de seguridad especializados y herramientas de integración.

Solución complementaria	Precio anual	Funcionalidad
Protección de carga de trabajo en la nube	$ 15,000/año	Contenedor y seguridad en la nube
Detección de amenazas de identidad	$ 12,000/año	Protección de Active Directory
Detección y respuesta extendidas	$ 18,000/año	Correlación de amenaza multiplataforma

SentinelOne, Inc. (S) - Canvas Business Model: Value Propositions

You're looking at the core reasons customers choose SentinelOne over other options in the crowded security space. It boils down to speed, consolidation, and automation that directly impacts the bottom line and the stress level of your security team.

Autonomous security: Real-time threat response without human intervention.

SentinelOne's value proposition here is built on its patented AI models that act instantly. This is critical when you consider the threat landscape; for example, ransomware accounted for 35% of all attacks, an increase of 84% over the previous year in one reported period leading up to 2025. The platform's core design is to fight machine with machine, providing autonomous prevention, detection, and response across endpoints, cloud workloads, and identity systems. The proof of concept for this capability is strong, as SentinelOne achieved a 100% score in the Detection category in the 2024 MITRE ATT&K Evaluations: Enterprise. Furthermore, the AI-powered Purple AI, which acts as an AI security analyst, has been cited as reducing incident response times by up to 60%.

Unified XDR platform: Consolidates endpoint, cloud, and identity security.

The market is moving away from tool sprawl, and SentinelOne's unified architecture is a key selling point. The Singularity platform merges native endpoint, cloud, and identity security, along with SIEM capabilities, all enhanced by AI. This consolidation is translating directly into customer purchasing decisions. Roughly 50 percent of SentinelOne's bookings during its latest reported quarter came from emerging products outside of core endpoint security, showing major adoption of the broader platform. The AI SIEM and data analytics business alone surpassed $100 million in Annualized Recurring Revenue (ARR) in Q1 2025. The platform's XDR capabilities are recognized, as SentinelOne was named a Leader in the 2025 IDC MarketScape for Worldwide Extended Detection and Response (XDR) Software, and a 2025 Customers' Choice in the Gartner Peer Insights 'Voice of the Customer' for XDR report, based on reviews from 144 users.

Here's a quick look at the platform's growing footprint as of late 2025:

Metric	Value (Latest Reported Period)
Annualized Recurring Revenue (ARR)	$1,055.3 million (as of October 2025)
Customers with ARR $\ge$ $100,000	1,572 (as of October 2025)
Purple AI Attach Rate (Q2 FY2026)	30% of all licenses sold
FY2025 GAAP Gross Margin	75%

Operational efficiency: Reduces security operations center (SOC) workload with AI.

The focus here is on making the existing security team more effective, which is vital given the reported cybersecurity skills gap. The AI-driven tools are designed to handle the high volume of alerts. For instance, the Purple AI agentic SOC analyst capability speeds up threat hunting, triage, and reporting. This directly addresses the need for efficiency, as the platform's overall design helps reduce the signal-to-noise ratio in alerts. The company's non-GAAP operating margin improved significantly to 7% in Q3 FY2026, up from negative 5% in the prior year period, suggesting internal operational leverage is being realized alongside customer efficiency gains.

Cost optimization: Observo AI integration helps reduce security data costs.

The financial benefit extends beyond just preventing breaches; it involves managing the massive data volumes inherent in modern security. SentinelOne is positioning its Data Lake and AI SIEM to integrate with third-party data lakes without forcing a full migration, a feature that helped a Fortune 500 retailer replace Splunk, citing cost reduction. While specific cost savings figures tied directly to the Observo AI integration aren't public, the broader impact of AI automation is quantified: organizations extensively using security AI and automation can save an average of $2.22 million on data breach costs. Considering the average cost of a data breach in 2025 was reported at $4.8 million, that potential saving is a concrete value driver. The company's Free Cash Flow turned positive at $15.9 million in Q3 CY2025, showing a tangible shift toward financial discipline.

• Non-GAAP Gross Margin reached 79% in the latest reported quarter.
• Non-GAAP Operating Margin improved to 7% in Q3 FY2026.
• The company reported $1.1 billion in cash, cash equivalents, and investments as of January 31, 2025.

Finance: draft 13-week cash view by Friday.

SentinelOne, Inc. (S) - Canvas Business Model: Customer Relationships

You're looking at how SentinelOne, Inc. keeps its customers engaged and growing their spend, which is key for any subscription business. The relationship strategy blends direct, high-touch engagement for the biggest accounts with a massive partner network for scale and service delivery.

Dedicated enterprise sales teams for high-touch, large-account management.

SentinelOne, Inc. uses direct sales teams to engage directly with enterprise clients, offering customized solutions. This segment is structured to handle complex sales cycles, evidenced by job roles like Enterprise Sales Representative and Director of Sales, which focus on running a sophisticated sales process from prospecting to closure in strategic accounts. This direct approach is designed for rapid prospect engagement and building lasting relationships with large organizations.

• Direct sales efforts are segmented by customer size for efficiency.
• Enterprise Account Executives are tasked with building strategic partnerships with VARs and MSPs to drive pipeline.
• The company is focused on securing an increasing number of businesses of all sizes, including large enterprises and federal agencies.

Partner-led service delivery and support through the PartnerOne ecosystem.

Service delivery is heavily reliant on the PartnerOne ecosystem, which SentinelOne, Inc. launched its Global PartnerOne Program for in April 2025. This ecosystem is built on a partner-first philosophy, recognizing that strong partnerships drive customer value. The program is structured around four specialized tracks to meet partners where they are, ensuring service delivery is consistent and scalable.

The key tracks supporting service delivery include:

• Manage: Designed for MSPs, MSSPs, and MDRs to integrate SentinelOne, Inc.'s technology into their offerings for scaled, automated customer protection.
• Deliver: For system integrators and service providers who offer hands-on security expertise.

Partners are instrumental in delivering the power of SentinelOne, Inc.'s technology to customers globally.

Subscription-based model with high dollar-based net retention (110% in FY2025).

The subscription nature of the business is validated by strong metrics showing existing customers expand their usage. While the goal for fiscal year 2025 was cited as 110%, the latest confirmed real-life figure for Dollar-Based Net Retention Rate (NRR) from the prior fiscal year (FY2024) was approximately 115%. This metric, which measures the percentage change in Annual Recurring Revenue (ARR) from the existing customer base, indicates that customers are not only staying but significantly increasing their spending year-over-year. The growth in high-value customers supports this expansion story.

Here's a look at the growth in the high-value customer segment:

Metric	As of January 31, 2025 (FY2025 End)	As of October 31, 2025 (Q3 FY2026)
Customers with ARR of $100,000 or more	1,411	1,572
Year-over-Year Growth Rate for this Segment	25%	20%

Also, the total Annualized Recurring Revenue (ARR) reached $1,055.3 million as of October 31, 2025, showing continued subscription momentum.

Continuous product innovation influenced by customer feedback.

SentinelOne, Inc. maintains customer relationships by continuously evolving its platform, which is driven by the need to match the advanced threat landscape. The company is pioneering fully autonomous, agentic AI workflows, which is a direct response to the market's need for automated defense. This innovation cycle is supported by the ecosystem, as seen in the launch of the Global PartnerOne Program, which is designed to empower partners to bring new capabilities and services to market faster. The platform's ability to ingest data and leverage patented AI models is central to delivering autonomous protection that customers rely on.

SentinelOne, Inc. (S) - Canvas Business Model: Channels

You're looking at how SentinelOne gets its platform into the hands of customers, which is a mix of deep partner relationships and direct enterprise selling. The strategy is clearly leaning into making partners the primary engine for scale, especially as the platform expands beyond just endpoint detection and response (EDR).

Indirect Sales via a Global Network of Resellers and MSSPs

SentinelOne is heavily focused on expanding its Managed Security Service Provider (MSSP) ecosystem. The company views agentic AI as a massive opportunity for these partners, suggesting that MSSPs can now manage the entire enterprise security stack, not just EDR, representing a potential 10X opportunity for each provider. SentinelOne is actively investing in enablement for its MSSP partners on technologies like CNAP and Purple AI. This channel is critical for reaching the mid-market and SMB segments, while also supporting enterprise penetration.

The commitment to the channel is evident in partner recognition events, such as the 2025 APJ PartnerOne Summit Awards, which honored specific MSSP and IR (Incident Response) partners across various regions. The company is making its partner program, the Flex program, more lucrative for channel partners to encourage selling the full platform, which now boasts about 30 different capabilities.

• Partnerships include major players like Pax8 and ConnectWise for service delivery and procurement.
• The company is pushing partners to sell the full platform solution instead of just the core EDR.
• International revenue represented 38% of total revenue in Q1 Fiscal Year 2026.

Cloud Marketplaces like AWS Marketplace for Simplified Procurement

Leveraging hyperscaler marketplaces simplifies procurement and directly taps into cloud and AI security budgets. SentinelOne has significantly deepened its collaboration with Amazon Web Services (AWS), earning the AWS Generative AI Competency designation. This makes it easier for customers to consume SentinelOne's expanding suite of offerings.

The availability of key products on the AWS Marketplace is a strategic move to align with cloud budget spending. For example, the Prompt Security tools are now available there, helping customers safely implement generative AI. Furthermore, the recently acquired Observo AI data pipeline is now offered on the AWS GenAI Marketplace, which uses AI/ML models to help customers reduce security and observability costs by 50% or more.

• Prompt Security tools are available on AWS Marketplace.
• Singularity Hyperautomation for AWS Security Incident Response provides no-code automated workflows for AWS security events.
• The Purple AI MCP Server is also on AWS Marketplace for secure integration with any AI framework.

Direct Sales Force for Closing Large, Complex Enterprise Deals

While the channel is scaling, the direct sales force remains essential for securing the largest, most strategic enterprise accounts. SentinelOne is actively managing a transition from a product-led sales motion to a platform-first engagement model, which naturally involves more complex, direct sales cycles. You should note that large deal cycles remain extended, especially within federal and global accounts, which can create variability in the timing of revenue recognition.

To be fair, the direct sales team is focused on driving platform adoption across the entire Singularity portfolio. This is reflected in the growth of high-value customers. The company saw a significant uplift in platform adoption, with roughly 50 percent of SentinelOne's bookings in the third quarter of fiscal year 2026 coming from emerging products outside of EDR, which often involves direct negotiation for platform consolidation.

Online Resources and Technical Documentation for Self-Service

The self-service and documentation channels support both the direct sales motion and the partner ecosystem by providing necessary technical depth. The platform's modularity and ease of use, as highlighted by the Singularity Flex licensing model, are designed to accelerate adoption and scale usage once the initial contract is signed. The focus on AI-native solutions, like Purple AI, which saw a 40-percent attach rate when licenses were sold in Q1 Fiscal Year 2026, suggests that technical documentation and resources must be robust to support the integration of these advanced capabilities.

The platform itself is designed to be intelligent, with features like Purple AI's Auto Triage enabling automated investigation and response within seconds, which reduces the manual workload on Security Operations Centers (SOCs) that rely on SentinelOne's documentation and APIs for integration.

Here's a quick look at the customer base growth that these channels support:

Metric	Value as of Jan 31, 2025 (FY2025 End)	Value as of Oct 31, 2025 (Q3 FY2026)
Customers with ARR of $100k+	1,411	1,572
Annual Recurring Revenue (ARR)	$920.1 million	$1.06 billion
Full Year Revenue (vs. Prior Year Growth)	$821.5 million (Up 32%)	N/A

What this estimate hides is the exact revenue contribution from the self-service/documentation path versus the direct sales force, as the company reports channel sales through overall revenue figures, but the push for platform sales suggests higher-touch engagement for larger deals.

Finance: draft 13-week cash view by Friday.

SentinelOne, Inc. (S) - Canvas Business Model: Customer Segments

You're looking at the core customer base for SentinelOne, Inc. (S) as of late 2025. This segment is all about landing and expanding within the largest, most security-conscious organizations. Honestly, the numbers show a clear focus on high-value enterprise accounts.

The company's strategy heavily leans on driving platform adoption across its enterprise base. For instance, as of January 31, 2025, SentinelOne, Inc. (S) reported having 1,411 customers with Annual Recurring Revenue (ARR) exceeding $100,000. This figure represented a 25% year-over-year growth in that high-ARR cohort as of the end of fiscal year 2025. To put that in perspective against the total business size at that time, the total ARR was $920.1 million.

SentinelOne, Inc. (S) is definitely targeting specific verticals where the risk and compliance burden are highest. You see this focus in their success within:

• Finance: A Fortune 500 financial services firm recently consolidated several security vendors onto the Singularity Platform.
• Federal Government: The company has achieved FedRAMP High authorization for key products, making it trusted by government and critical infrastructure entities.
• Healthcare: This sector, like Finance, demands stringent compliance, making SentinelOne, Inc. (S)'s unified platform attractive for risk reduction.

The platform's global reach is also a significant component of its customer segment strategy. International markets are not just an afterthought; they are a substantial part of the revenue base. For the quarter ending April 30, 2025, revenue from international markets grew 27% year-over-year and represented 38% of the total quarterly revenue. This global footprint helps diversify risk and capture worldwide demand for AI-native security.

Here's a quick snapshot of the key enterprise metrics as of the end of FY2025 (January 31, 2025) and the most recent reported international mix:

Metric	Value	Date/Period Reference
Customers with over $100k ARR	1,411	As of January 31, 2025 (End of FY2025)
Total Annual Recurring Revenue (ARR)	$920.1 million	As of January 31, 2025 (End of FY2025)
Annual Revenue (FY2025)	$821.46M	Fiscal Year Ending January 31, 2025
International Revenue Share	38%	Q1 FY2026 (Latest Reported Mix)

Finally, you see a clear push toward mid-market companies that are tired of managing a patchwork of different security tools. These organizations are looking to consolidate vendors, often replacing legacy Security Information and Event Management (SIEM) systems with SentinelOne, Inc. (S)'s AI-powered Singularity Platform for operational simplicity and cost savings. For example, one major retailer consolidated its legacy SIEM for an annual cost savings of $1 million. That's the kind of tangible outcome that drives consolidation decisions in the mid-market, and defintely helps sales cycles.

SentinelOne, Inc. (S) - Canvas Business Model: Cost Structure

You're managing a high-growth, AI-focused cybersecurity platform, so your cost structure is naturally weighted toward engineering talent and market penetration. The primary cost drivers for SentinelOne, Inc. (S) reflect this focus on innovation and aggressive customer acquisition.

High Research and Development (R&D) costs for AI and platform innovation remain a significant investment area. This spending fuels the continuous evolution of the Singularity Platform, especially around autonomous capabilities and securing new vectors like cloud and identity. For context, in the third quarter of fiscal year 2025 (ended October 31, 2024), Research and Development expenses were $70 million. This is compared to $58 million in the first quarter of fiscal year 2025 (ended April 30, 2024).

Sales and Marketing (S&M) expenses are substantial, necessary to drive new logo acquisition and expand within existing accounts. This is typically the largest operating expense category for SentinelOne, Inc. (S). To give you a sense of the scale, in Q1 FY2025, S&M as a percentage of revenue was reported at 47.2%. The company is focused on improving efficiency here; this ratio represented a decrease of 3.5 percentage points year-over-year in that quarter.

Cost of Revenue (CoR) is managed well, though it includes the necessary costs for delivering the service. SentinelOne, Inc. (S) maintains high gross margins, indicating efficient scaling of the cloud infrastructure and support functions. For the third quarter of fiscal year 2026 (ended October 31, 2025), the Non-GAAP gross margin was 79%. This compares to a GAAP gross margin of 74% in the same period. For the full fiscal year 2025, the Non-GAAP gross margin was 79%, up from 77% the prior year.

General and Administrative (G&A) overhead reflects the costs of operating as a rapidly scaling public company. This includes finance, legal, HR, and executive functions needed for compliance and scale. In Q1 FY2025, G&A as a percentage of revenue was 11.9%. This ratio improved by 0.9 percentage points year-over-year in that quarter. The total operating expenses for Q3 FY2025 were $247 million (GAAP), which was an increase of 22% year-over-year. Non-GAAP operating expenses for that same quarter were $178 million, representing 85% of revenue.

Here is a breakdown illustrating the relative weight of these cost components based on the most granular data available, using Q1 FY2025 as the basis for expense ratios and Q3 FY2025 for the most recent total operating expense dollar figure for context:

Cost Component	Q1 FY2025 Expense (GAAP, $ millions)	Q1 FY2025 Expense as % of Revenue (Non-GAAP Context)	Q3 FY2025 Total Operating Expenses ($ millions)
Research and Development (R&D)	$58 million	21.9%	$70 million (GAAP R&D in Q3 FY25)
Sales and Marketing (S&M)	Not explicitly provided as GAAP dollar amount	47.2%	Not explicitly provided
General and Administrative (G&A)	Not explicitly provided as GAAP dollar amount	11.9%	Not explicitly provided
Total Operating Expenses	$217 million (GAAP Total)	85% (Non-GAAP Total in Q3 FY25)	$247 million (GAAP Total in Q3 FY25)

The trend shows a deliberate effort to maintain high R&D investment while driving operating leverage, as evidenced by the Non-GAAP operating margin moving to 7% in Q3 FY2026 from (5)% in Q3 FY2025.

Finance: draft 13-week cash view by Friday.

SentinelOne, Inc. (S) - Canvas Business Model: Revenue Streams

You're looking at how SentinelOne, Inc. (S) converts its platform adoption into actual dollars, which is almost entirely through recurring revenue models, a key indicator for software companies. The core of the business is built around subscription licensing for the Singularity Platform, which is the foundation for their Annual Recurring Revenue (ARR).

The financial performance for the last completed fiscal year shows this clearly. SentinelOne, Inc. (S) reported that its Total revenue for fiscal year 2025 was $821.5 million. This revenue base is underpinned by the subscription commitment from its customer base.

The subscription metric that really matters is the ARR. As of the end of that fiscal year, Annual Recurring Revenue (ARR) reached $920.1 million as of Jan 31, 2025. By the end of the third quarter of fiscal year 2026 (October 31, 2025), this figure had climbed further to $1.06 billion or $1,055.3 million, showing continued momentum in securing future revenue.

The revenue streams aren't just about the initial endpoint protection sale; they are heavily focused on expansion within the existing customer base. This is where upselling new modules (e.g., Purple AI, Cloud Security) to existing customers becomes a major driver. The success here is quite pronounced, as roughly 50 percent of SentinelOne's bookings during its latest reported quarter came from these emerging products outside of the core endpoint security offering.

Here's a quick look at the key revenue-driving metrics as of late 2025:

Metric	Value	Date/Period
Total Revenue	$821.5 million	Fiscal Year 2025 (ended Jan 31, 2025)
Annual Recurring Revenue (ARR)	$920.1 million	As of Jan 31, 2025
Annual Recurring Revenue (ARR)	$1.06 billion	As of Oct 31, 2025 (Q3 FY2026)
Customers with ARR >= $100k	1,411	As of Jan 31, 2025
Customers with ARR >= $100k	1,572	As of Oct 31, 2025 (Q3 FY2026)

The expansion revenue is fueled by specific platform add-ons. For instance, the AI-powered security operations tools are gaining traction:

• Purple AI attach rate reached 40-percent when licenses were sold in SentinelOne's fiscal third quarter.
• Growth in the data segment, which includes AI SIEM (security information and event management), saw triple-digit growth year-over-year during the same quarter.
• The adoption of solutions like Singularity Cloud Security and Singularity Hyperautomation is also contributing to this expansion revenue.

Beyond the core platform subscriptions and module upselling, SentinelOne, Inc. (S) also generates revenue from its professional services, notably Managed Detection and Response (MDR) services revenue. While specific MDR revenue figures aren't broken out in the latest reports, the overall platform momentum suggests strong uptake in these managed offerings, complementing the do-it-yourself subscription model. The company is clearly pushing its entire Singularity platform, which includes AI, Data, Cloud, and Endpoint capabilities, as a unified revenue generator.

Finance: review Q4 FY2026 guidance against the $1.001 billion full-year revenue forecast by next Tuesday.