Okta, Inc. (OKTA): Canvas du modèle d'entreprise [Jan-2025 MISE À JOUR]

Dans le paysage rapide de la sécurité numérique, Okta, Inc. est une force transformatrice, révolutionnant la façon dont les organisations gèrent l'identité et l'accès à des écosystèmes technologiques complexes. En intégrant de manière transparente les solutions d'authentification avancées basées sur le cloud, Okta permet aux entreprises de naviguer dans les défis complexes de la cybersécurité moderne avec une facilité et une sophistication sans précédent. Cette plongée profonde dans la toile du modèle commercial d'Okta révèle le plan stratégique derrière leur approche innovante de la gestion de l'identité, offrant des informations sur la façon dont ils sont devenus un catalyseur critique de transformation numérique sécurisée pour les entreprises du monde entier.

Okta, Inc. (Okta) - Modèle commercial: partenariats clés

Fournisseurs d'infrastructures cloud

Okta maintient des partenariats stratégiques avec les principaux fournisseurs d'infrastructures cloud:

Fournisseur	Détails du partenariat	Niveau d'intégration
Amazon Web Services (AWS)	Partenaire technologique avancé	Intégration de gestion de l'identité profonde
Microsoft Azure	Compétence de plate-forme Gold Cloud	Solution d'identité complète
Google Cloud Platform	Partenaire de cloud	Gestion de l'accès unifié

Écosystème de gestion des logiciels d'entreprise et de gestion de l'identité

OKTA collabore avec plusieurs fournisseurs de logiciels d'entreprise:

• Salesforce
• Serviron
• Jour de travail
• SÈVE
• Oracle

Intégrateurs de systèmes et sociétés de conseil

Les partenariats clés d'intégration du système comprennent:

Partenaire	Type de partenariat	Présence mondiale
Deloitte	Partenaire stratégique mondial	Support de mise en œuvre mondial
Accentuation	Intégrateur de systèmes mondiaux	Déploiement de niveau d'entreprise
Pwc	Partenaire de conseil en technologie	Services de transformation d'identité

Fournisseurs de logiciels indépendants (ISV)

Okta maintient des intégrations ISV approfondies dans plusieurs catégories:

• Applications de productivité
• Gestion de la relation client
• Gestion du capital humain
• Plateformes de collaboration

Revendeurs et distributeurs de technologies mondiales

Le réseau de distribution mondial comprend:

Distributeur	Couverture géographique	Champ de distribution
Ingram Micro	Mondial	Distribution technologique mondiale
Données technologiques	International	Canaux d'entreprise et du marché intermédiaire
Électronique flèche	Multi-continental	Solutions technologiques complexes

Okta, Inc. (Okta) - Modèle d'entreprise: activités clés

Développement de la plate-forme de gestion de l'identité et de l'accès

Okta a investi 724,3 millions de dollars dans la recherche et le développement au cours de l'exercice 2023, en se concentrant sur l'amélioration des plateformes et l'innovation.

Métrique de développement	Valeur
Dépenses de R&D (FY 2023)	724,3 millions de dollars
Ingénieurs logiciels totaux	1,600+
Fréquence de mise à jour de la plate-forme	Trimestriel

Innovation continue des produits de sécurité

• Cycles annuels de libération des produits
• Intégration continue des technologies d'authentification avancées
• Caractéristiques de sécurité améliorées par l'apprentissage automatique

Support client et services professionnels

Okta maintient une infrastructure de soutien complète avec Global Reach.

Métrique de soutien	Valeur
Centres de soutien mondiaux	5
Temps de réponse moyen	Moins de 1 heure
Taux de satisfaction client	94%

Solutions d'authentification et d'autorisation basées sur le cloud

La plate-forme cloud d'Okta a traité plus de 50 milliards d'événements d'authentification en 2023.

• Déploiement d'authentification multi-facteurs
• Capacités de connexion unique
• Cadres d'authentification dirigés par API

Recherche de cybersécurité et détection des menaces

Okta exploite une équipe de recherche en sécurité dédiée avec une surveillance continue des menaces.

Métrique de recherche en cybersécurité	Valeur
Chercheurs en sécurité	120+
Rapports de renseignement sur la menace (annuelle)	12
Temps de réponse de la vulnérabilité moyenne	48 heures

Okta, Inc. (Okta) - Modèle d'entreprise: Ressources clés

Technologie avancée de gestion des identités basée sur le cloud

L'infrastructure technologique principale d'Okta comprend:

• Plate-forme cloud d'identité de main-d'œuvre avec plus de 7 000 intégrations prédéfinies
• CLOUD Identité client soutenant 1 milliard d'authentifications mensuelles

Métrique technologique	Valeur quantitative
Appels API totaux par jour	45 milliards
Time de disponibilité moyen	99.999%
Points de terminaison de sécurité protégés	Plus de 20 000 clients d'entreprise

Propriété intellectuelle et brevets logiciels

Le portefeuille de propriété intellectuelle d'Okta comprend:

• 238 Brevets accordés à partir de 2023
• 127 demandes de brevet en instance

Talent d'ingénierie et de cybersécurité qualifiés

Métrique de talent	Valeur quantitative
Total des employés	4 900 (Q4 2023)
Employés de R&D	1 450 ingénieurs
Expérience d'ingénierie moyenne	8,3 ans

Infrastructure cloud robuste et centres de données

• 6 régions du centre de données mondiales
• 99,999% Disponibilité du service
• Infrastructure de redondance multi-régions

Grande réputation de marque

Métrique de reconnaissance de la marque	Valeur quantitative
Gartner Magic Quadrant Classement	Leader de la gestion de l'accès
Clientèle d'entreprise	Plus de 20 000 organisations
Revenus annuels	1,87 milliard de dollars (FY 2023)

Okta, Inc. (Okta) - Modèle d'entreprise: propositions de valeur

Gestion d'accès numérique simplifié et sécurisé

OKTA fournit des solutions de gestion d'identité pour les entreprises avec les mesures clés suivantes:

Métrique	Valeur
Total des clients	18 050 au 31 janvier 2023
Entreprenants	7 550 au 31 janvier 2023

Connexion unique sur plusieurs applications et plateformes

Prise en charge de la plate-forme d'Okta:

• Plus de 7 000 applications pré-intégrées
• Capacités d'intégration native dans les environnements cloud et sur site

Architecture de sécurité zéro fiducie

Les capacités de sécurité comprennent:

Caractéristique de sécurité	Couverture
Clients cloud d'identité de la main-d'œuvre	14 050 au 31 janvier 2023
Identité du client Cloud Cloud Recurling Revenue	365 millions de dollars au 31 janvier 2023

Authentification multi-facteurs adaptative

Capacités d'authentification:

• 99.99% garantie de disponibilité
• Prise en charge de plusieurs méthodes d'authentification
• Protocoles d'authentification basés sur les risques

Gestion complète du cycle de vie de l'identité

Indicateurs de performance financière:

Métrique financière	Valeur
Revenu total (exercice 2023)	1,87 milliard de dollars
Revenus d'abonnement	1,81 milliard de dollars

Okta, Inc. (Okta) - Modèle d'entreprise: relations avec les clients

Plateforme en ligne en libre-service

Okta fournit une plate-forme en ligne complète avec une disponibilité de 99,99%. Depuis le quatrième trimestre 2023, la plate-forme prend en charge:

Fonctionnalité de plate-forme	Métrique
Clients actifs totaux	18,050
Utilisateurs de gestion de l'identité	Plus de 7 000 clients d'entreprise
Demandes d'authentification par jour	Environ 1 milliard

Équipes de réussite client dédiées

La stratégie de réussite client d'Okta comprend:

• Programmes d'intégration personnalisés
• Avis sur les entreprises trimestrielles
• Prise en charge de l'implémentation personnalisée

Métrique de réussite du client	Valeur
Taux de rétention net	123% (Q4 2023)
Score de satisfaction du client	4.5/5

Support technique et conseil professionnel

Okta propose des structures de support à plusieurs niveaux:

Niveau de soutien	Temps de réponse	Couverture
Soutien de base	24 heures	Dépannage standard
Support premium	4 heures	Ressources techniques dédiées
Assistance d'entreprise	1 heure	Assistance complète 24/7

Forums et base de connaissances communautaires

Okta maintient les vastes ressources de support numérique:

• Communauté des développeurs en ligne avec plus de 150 000 membres enregistrés
• 400+ articles de documentation technique
• Webinaires de la communauté hebdomadaire

Formation régulière des produits et webinaires

Métriques d'engagement de la formation:

Catégorie de formation	Fréquence	Participants
Webinaires mensuels	12 par an	Plus de 5 000 participants
Programmes de certification en ligne	Continu	3 500 professionnels certifiés

Okta, Inc. (Okta) - Modèle d'entreprise: canaux

Équipe de vente directe d'entreprise

Au troisième rang 2023, Okta a rapporté 2 420 clients d'entreprise. L'équipe de vente directe se concentre sur les segments du marché moyen et des entreprises avec une valeur de contrat annuelle moyenne de 126 000 $.

Segment de l'équipe de vente	Nombre de représentants	Valeur du contrat moyen
Ventes d'entreprise	350	$126,000
Ventes à mi-parcours	250	$75,000

Site Web en ligne et marketing numérique

Les canaux numériques d'Okta génèrent environ 40% des acquisitions totales de clients. La société a investi 214 millions de dollars dans les frais de vente et de marketing au cours de l'exercice 2023.

• Trafic de site Web: 1,2 million de visiteurs uniques mensuels
• Taux de conversion du marketing numérique: 3,7%
• Demandes de démonstration de produits en ligne: 18 500 par trimestre

Conférences de technologie et événements de l'industrie

Okta participe à 45 principales conférences technologiques par an, générant environ 22% des nouveaux chefs de file des clients.

Type d'événement	Nombre d'événements	Génération de leads
Conférences technologiques majeures	45	22% des nouvelles pistes
Webinaires de l'industrie	120	15% des nouvelles pistes

Programmes de réseau partenaire et de référence

Okta maintient 7 500 partenaires technologiques actifs, générant 35% du total des revenus grâce à des canaux de vente indirects.

• Partenaires technologiques: 7 500
• Revenu du partenaire de référence: 280 millions de dollars en 2023
• Taux de croissance du programme partenaire: 28% en glissement annuel

Plates-formes de marché cloud

Okta s'intègre aux principaux marchés du cloud, générant 95 millions de dollars de revenus provenant du marché au cours de l'exercice 2023.

Marché du cloud	Contribution des revenus	Nombre d'intégrations
AWS Marketplace	42 millions de dollars	850 intégrations
Microsoft Azure	35 millions de dollars	720 intégrations
Google Cloud Platform	18 millions de dollars	450 intégrations

Okta, Inc. (Okta) - Modèle d'entreprise: segments de clientèle

Grandes organisations d'entreprise

Au quatrième trimestre 2023, Okta dessert 18 750 clients d'entreprise dans le monde. La valeur du contrat moyen des grandes entreprises est de 112 000 $ par an.

Métriques du segment d'entreprise	2023 données
Total des clients d'entreprise	18,750
Valeur du contrat annuel moyen	$112,000
Taux de rétention de la clientèle d'entreprise	95%

Entreprises intermédiaires

Okta compte 42 300 clients du marché intermédiaire avec une valeur de contrat annuelle moyenne de 35 000 $.

• Total des clients du marché intermédiaire: 42 300
• Valeur du contrat annuel moyen: 35 000 $
• Taux de croissance du client à mi-parcours: 22% en glissement annuel

Entités du gouvernement et du secteur public

Okta dessert 1 250 organisations du gouvernement et du secteur public avec des solutions spécialisées de conformité de sécurité.

Détails du segment du gouvernement	2023 statistiques
Clients gouvernementaux totaux	1,250
Clients du gouvernement fédéral	475
Clients du gouvernement d'État / locaux	775

Technologie et sociétés de logiciels

Okta compte 7 600 clients de la technologie et des sociétés de logiciels, représentant 31% de sa clientèle totale.

• Total des clients de la technologie: 7,600
• Pourcentage de la clientèle totale: 31%
• Valeur du contrat client de la technologie moyenne: 65 000 $

Industries de la santé et des services financiers

Okta soutient 5 900 clients dans les services de santé et financiers avec des solutions de gestion des identités spécifiques à l'industrie.

Segment de l'industrie	Nombre de clients	Valeur du contrat moyen
Clients de la santé	3,400	$48,000
Clients des services financiers	2,500	$92,000

Okta, Inc. (Okta) - Modèle d'entreprise: Structure des coûts

Frais de recherche et de développement

Pour l'exercice 2024, Okta a déclaré des frais de recherche et de développement de 769,7 millions de dollars, ce qui représente 47,9% des revenus totaux.

Exercice fiscal	Dépenses de R&D	Pourcentage de revenus
2024	769,7 millions de dollars	47.9%

Investissements de vente et de marketing

Les frais de vente et de marketing d'Okta pour l'exercice 2024 ont totalisé 1,05 milliard de dollars, représentant 65,5% des revenus totaux.

Exercice fiscal	Ventes & Frais de marketing	Pourcentage de revenus
2024	1,05 milliard de dollars	65.5%

Maintenance des infrastructures cloud

Les infrastructures cloud et les coûts d'hébergement pour Okta en 2024 étaient d'environ 215,6 millions de dollars.

• Amazon Web Services (AWS) Fournisseur d'infrastructures cloud primaire
• Stratégie multi-cloud avec des fournisseurs de cloud supplémentaires

Compensation et avantages sociaux des employés

La rémunération totale des employés et les avantages sociaux pour l'exercice 2024 ont atteint 872,3 millions de dollars.

Catégorie de compensation	Montant
Salaires de base	512,4 millions de dollars
Compensation en stock	259,9 millions de dollars
Avantages et autres rémunérations	100 millions de dollars

Infrastructure technologique et sécurité

L'infrastructure technologique et les investissements en cybersécurité pour 2024 étaient de 187,5 millions de dollars.

• Logiciel et outils de sécurité: 92,3 millions de dollars
• Infrastructure réseau: 65,2 millions de dollars
• Compliance et gestion des risques: 30 millions de dollars

Okta, Inc. (Okta) - Modèle commercial: Strots de revenus

Modèle SaaS basé sur l'abonnement

La principale source de revenus d'Okta est sa plate-forme de gestion des identités basée sur le cloud. Au troisième trimestre 2023, Okta a rapporté 510,2 millions de dollars en revenus d'abonnement trimestriels. Les revenus récurrents annuels de la société (ARR) ont atteint 2,05 milliards de dollars dans la même période.

Catégorie de revenus	Montant (Q3 2023)
Revenus d'abonnement	510,2 millions de dollars
Revenus récurrents annuels (ARR)	2,05 milliards de dollars

Frais de licence par utilisateur

Okta facture des frais de licence par utilisateur avec des modèles de tarification à plusieurs niveaux. Les gammes de prix comprennent:

• Gestion de base de l'identité: 2 à 6 $ par utilisateur / mois
• Caractéristiques de sécurité avancées: 8 $ à 15 $ par utilisateur / mois
• Solutions au niveau de l'entreprise: 18 $ à 25 $ par utilisateur / mois

Services professionnels et conseil

Les services professionnels ont contribué 44,3 millions de dollars de revenus pour le troisième trimestre 2023. Ces services comprennent:

• Assistance de la mise en œuvre
• Configuration personnalisée
• Aide à la migration

Mises à niveau des fonctionnalités de sécurité avancées

Les fonctionnalités de sécurité supplémentaires génèrent des revenus supplémentaires. Les mises à niveau clés comprennent:

Caractéristique de sécurité	Coût mensuel supplémentaire
Authentification multi-facteurs	3 $ à 5 $ par utilisateur
Protection avancée des menaces	6 $ à 10 $ par utilisateur
Améliorations de connexion unique (SSO)	2 à 4 $ par utilisateur

Renouveaux de contrat au niveau de l'entreprise

Les contrats d'entreprise montrent un taux de renouvellement cohérent de 95%. La valeur du contrat moyen pour les clients d'entreprise est approximativement 100 000 $ par an. Les grands contrats d'entreprise contribuent considérablement au modèle de revenus stable d'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.