Okta, Inc. (OKTA): Modelo de negócios Canvas [Jan-2025 Atualizado]

No cenário em rápida evolução da segurança digital, a Okta, Inc. é uma força transformadora, revolucionando como as organizações gerenciam a identidade e o acesso em ecossistemas tecnológicos complexos. Ao integrar perfeitamente soluções avançadas de autenticação baseadas em nuvem, a Okta capacita as empresas a navegar pelos intrincados desafios da segurança cibernética moderna com facilidade e sofisticação sem precedentes. Esse mergulho profundo na Canvas de modelo de negócios da Okta revela o plano estratégico por trás de sua abordagem inovadora para o gerenciamento de identidade, oferecendo informações sobre como elas se tornaram um facilitador crítico da transformação digital segura para empresas em todo o mundo.

Okta, Inc. (OKTA) - Modelo de Negócios: Principais Parcerias

Provedores de infraestrutura em nuvem

Okta mantém parcerias estratégicas com os principais provedores de infraestrutura em nuvem:

Provedor	Detalhes da parceria	Nível de integração
Amazon Web Services (AWS)	Parceiro de tecnologia avançada	Integração de gerenciamento de identidade profunda
Microsoft Azure	Competência da plataforma em nuvem de ouro	Solução de identidade abrangente
Plataforma do Google Cloud	Parceiro em nuvem	Gerenciamento de acesso unificado

Fornecedores de software corporativo e ecossistema de gerenciamento de identidade

Okta colabora com vários fornecedores de software corporativo:

• Salesforce
• ServiceNow
• Dia de trabalho
• SEIVA
• Oráculo

Integradores de sistemas e empresas de consultoria

Principais parcerias de integração do sistema incluem:

Parceiro	Tipo de parceria	Presença global
Deloitte	Parceiro estratégico global	Suporte de implementação mundial
Accenture	Integrador de sistemas globais	Implantação no nível da empresa
Pwc	Parceiro de consultoria de tecnologia	Serviços de transformação de identidade

Fornecedores de software independentes (ISVs)

Okta mantém extensas integrações de ISV em várias categorias:

• Aplicações de produtividade
• Gerenciamento de relacionamento com o cliente
• Gerenciamento de capital humano
• Plataformas de colaboração

Revendedores e distribuidores de tecnologia global

A rede de distribuição global inclui:

Distribuidor	Cobertura geográfica	Escopo de distribuição
Ingram Micro	Global	Distribuição de tecnologia mundial
Dados técnicos	Internacional	Canais empresariais e intermediários
Arrow Electronics	Multi-continental	Soluções de tecnologia complexas

Okta, Inc. (Okta) - Modelo de Negócios: Atividades -chave

Desenvolvimento de plataforma de gerenciamento de identidade e acesso

Okta investiu US $ 724,3 milhões em pesquisa e desenvolvimento no ano fiscal de 2023, com foco no aprimoramento e inovação da plataforma.

Métrica de Desenvolvimento	Valor
Despesas de P&D (FY 2023)	US $ 724,3 milhões
Total de engenheiros de software	1,600+
Frequência de atualização da plataforma	Trimestral

Inovação contínua de produtos de segurança

• Ciclos anuais de liberação de produtos
• Integração contínua de tecnologias avançadas de autenticação
• Recursos de segurança aprimorados pelo aprendizado de máquina

Suporte ao cliente e serviços profissionais

Okta mantém uma infraestrutura abrangente de suporte com alcance global.

Métrica de suporte	Valor
Centros de Suporte Global	5
Tempo médio de resposta	Menos de 1 hora
Taxa de satisfação do cliente	94%

Soluções de autenticação e autorização baseadas em nuvem

A plataforma em nuvem de Okta processou mais de 50 bilhões de eventos de autenticação em 2023.

• Implantação de autenticação multifatorial
• Recursos de logon único
• Estruturas de autenticação orientadas por API

Pesquisa de segurança cibernética e detecção de ameaças

O OKTA opera uma equipe de pesquisa de segurança dedicada com monitoramento contínuo de ameaças.

Métrica de pesquisa em segurança cibernética	Valor
Pesquisadores de segurança	120+
Relatórios de inteligência de ameaças (anual)	12
Tempo médio de resposta de vulnerabilidade	48 horas

Okta, Inc. (Okta) - Modelo de Negócios: Recursos -Principais

Tecnologia avançada de gerenciamento de identidade baseada em nuvem

A infraestrutura tecnológica principal de Okta inclui:

• Plataforma de nuvem de identidade da força de trabalho com mais de 7.000 integrações pré-construídas
• Identidade do cliente Cloud suporta 1 bilhão de autenticações mensais

Métrica de tecnologia	Valor quantitativo
Total de chamadas da API por dia	45 bilhões
Tempo de atividade média	99.999%
Terminais de segurança protegidos	Mais de 20.000 clientes corporativos

Propriedade intelectual e patentes de software

O portfólio de propriedade intelectual de Okta inclui:

• 238 concedidas patentes a partir de 2023
• 127 pedidos de patente pendente

Engenharia qualificada e talento de segurança cibernética

Métrica de talento	Valor quantitativo
Total de funcionários	4.900 (Q4 2023)
Funcionários de P&D	1.450 engenheiros
Experiência média de engenharia	8,3 anos

Infraestrutura em nuvem robusta e data centers

• 6 regiões globais de data center
• 99.999% Disponibilidade de serviço
• Infraestrutura de redundância de várias regiões

Forte reputação da marca

Métrica de reconhecimento de marca	Valor quantitativo
Gartner Magic Quadrant Ranking	Líder em gerenciamento de acesso
Base de clientes corporativos	Mais de 20.000 organizações
Receita anual	US $ 1,87 bilhão (ano fiscal de 2023)

Okta, Inc. (Okta) - Modelo de Negócios: Proposições de Valor

Gerenciamento de acesso digital simplificado e seguro

Okta fornece soluções de gerenciamento de identidade para empresas com as seguintes métricas principais:

Métrica	Valor
Total de clientes	18.050 em 31 de janeiro de 2023
Clientes corporativos	7.550 em 31 de janeiro de 2023

Significamento único em vários aplicativos e plataformas

A plataforma de Okta suporta:

• Mais de 7.000 aplicativos pré-integrados
• Recursos de integração nativa em ambientes em nuvem e no local

Arquitetura de segurança Zero Trust

Os recursos de segurança incluem:

Recurso de segurança	Cobertura
Clientes de identidade da força de trabalho	14.050 em 31 de janeiro de 2023
Receita recorrente anual de identidade do cliente	US $ 365 milhões em 31 de janeiro de 2023

Autenticação de multifator adaptável

Recursos de autenticação:

• 99.99% garantia de tempo de atividade
• Suporte para vários métodos de autenticação
• Protocolos de autenticação baseados em risco

Gerenciamento abrangente do ciclo de vida da identidade

Indicadores de desempenho financeiro:

Métrica financeira	Valor
Receita total (ano fiscal de 2023)	US $ 1,87 bilhão
Receita de assinatura	US $ 1,81 bilhão

Okta, Inc. (Okta) - Modelo de Negócios: Relacionamentos do Cliente

Plataforma online de autoatendimento

Okta fornece uma plataforma on -line abrangente com 99,99% de tempo de atividade. A partir do quarto trimestre 2023, a plataforma suporta:

Recurso da plataforma	Métrica
Total de clientes ativos	18,050
Usuários de gerenciamento de identidade	Mais de 7.000 clientes corporativos
Pedidos de autenticação por dia	Aproximadamente 1 bilhão

Equipes de sucesso do cliente dedicados

A estratégia de sucesso do cliente de Okta inclui:

• Programas de integração personalizados
• Revisões de negócios trimestrais
• Suporte de implementação personalizado

Métrica de sucesso do cliente	Valor
Taxa de retenção líquida	123% (Q4 2023)
Pontuação de satisfação do cliente	4.5/5

Suporte técnico e consultoria profissional

Okta oferece estruturas de suporte com várias camadas:

Nível de suporte	Tempo de resposta	Cobertura
Suporte básico	24 horas	Solução de problemas padrão
Suporte premium	4 horas	Recursos técnicos dedicados
Suporte corporativo	1 hora	Assistência abrangente 24/7

Fóruns da comunidade e base de conhecimento

Okta mantém extensos recursos de suporte digital:

• Comunidade de desenvolvedores on -line com mais de 150.000 membros registrados
• Mais de 400 artigos de documentação técnica
• Webinars semanais da comunidade

Treinamento regular de produtos e seminários on -line

Treinando métricas de engajamento:

Categoria de treinamento	Freqüência	Participantes
Webinars mensais	12 por ano	Mais de 5.000 participantes
Programas de certificação online	Contínuo	3.500 profissionais certificados

Okta, Inc. (Okta) - Modelo de Negócios: Canais

Equipe de vendas da empresa direta

A partir do terceiro trimestre de 2023, a Okta relatou 2.420 clientes corporativos. A equipe de vendas direta se concentra nos segmentos intermediários e corporativos, com um valor médio de contrato anual de US $ 126.000.

Segmento da equipe de vendas	Número de representantes	Valor médio do contrato
Vendas corporativas	350	$126,000
Vendas no meio do mercado	250	$75,000

Site online e marketing digital

Os canais digitais da Okta geram aproximadamente 40% do total de aquisições de clientes. A empresa investiu US $ 214 milhões em despesas de vendas e marketing no ano fiscal de 2023.

• Tráfego do site: 1,2 milhão de visitantes únicos mensais
• Taxa de conversão de marketing digital: 3,7%
• Solicitações de demonstração de produtos on -line: 18.500 por trimestre

Conferências de Tecnologia e Eventos da Indústria

Okta participa de 45 principais conferências de tecnologia anualmente, gerando cerca de 22% dos novos leads de clientes.

Tipo de evento	Número de eventos	Geração de chumbo
Principais conferências de tecnologia	45	22% dos novos leads
Webinars da indústria	120	15% dos novos leads

Rede de parceiros e programas de referência

Okta mantém 7.500 parceiros de tecnologia ativa, gerando 35% da receita total através de canais de vendas indiretos.

• Parceiros de tecnologia: 7.500
• Receita do parceiro de referência: US $ 280 milhões em 2023
• Taxa de crescimento do programa de parceiros: 28% ano a ano

Plataformas de mercado em nuvem

Okta se integra aos principais mercados em nuvem, gerando US $ 95 milhões em receita de origem no mercado no ano fiscal de 2023.

Marketplace em nuvem	Contribuição da receita	Número de integrações
AWS Marketplace	US $ 42 milhões	850 integrações
Microsoft Azure	US $ 35 milhões	720 integrações
Plataforma do Google Cloud	US $ 18 milhões	450 integrações

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

Grandes organizações empresariais

A partir do quarto trimestre de 2023, a Okta atende 18.750 clientes corporativos globalmente. O valor médio do contrato para grandes empresas é de US $ 112.000 anualmente.

Métricas do segmento corporativo	2023 dados
Total de clientes corporativos	18,750
Valor médio anual do contrato	$112,000
Taxa de retenção de clientes corporativos	95%

Negócios no meio do mercado

A Okta tem 42.300 clientes de mercado intermediário com um valor médio anual de contrato de US $ 35.000.

• Total de clientes do mercado intermediário: 42.300
• Valor médio anual do contrato: US $ 35.000
• Taxa de crescimento do cliente no meio do mercado: 22% A / A

Entidades do governo e do setor público

A Okta atende 1.250 organizações do governo e do setor público com soluções especializadas de conformidade de segurança.

Detalhes do segmento do governo	2023 Estatísticas
Total de clientes do governo	1,250
Clientes do governo federal	475
Clientes do governo estadual/local	775

Empresas de tecnologia e software

A Okta possui 7.600 clientes de empresas de tecnologia e software, representando 31% de sua base total de clientes.

• Total de Tecnologia Clientes: 7.600
• Porcentagem da base total de clientes: 31%
• Valor médio do contrato do cliente de tecnologia: US $ 65.000

Indústrias de saúde e serviços financeiros

A OKTA suporta 5.900 clientes em serviços de saúde e serviços financeiros com soluções de gerenciamento de identidade específicas do setor.

Segmento da indústria	Contagem de clientes	Valor médio do contrato
Clientes de saúde	3,400	$48,000
Clientes de serviços financeiros	2,500	$92,000

Okta, Inc. (OKTA) - Modelo de negócios: estrutura de custos

Despesas de pesquisa e desenvolvimento

Para o ano fiscal de 2024, a OKTA registrou despesas de pesquisa e desenvolvimento de US $ 769,7 milhões, representando 47,9% da receita total.

Ano fiscal	Despesas de P&D	Porcentagem de receita
2024	US $ 769,7 milhões	47.9%

Investimentos de vendas e marketing

As despesas de vendas e marketing da Okta para o ano fiscal de 2024 totalizaram US $ 1,05 bilhão, representando 65,5% da receita total.

Ano fiscal	Vendas & Despesas de marketing	Porcentagem de receita
2024	US $ 1,05 bilhão	65.5%

Manutenção da infraestrutura em nuvem

A infraestrutura em nuvem e os custos de hospedagem para OKTA em 2024 foram de aproximadamente US $ 215,6 milhões.

• Amazon Web Services (AWS) Provedor de infraestrutura em nuvem primária
• Estratégia de várias nuvens com provedores de nuvem adicionais

Compensação e benefícios dos funcionários

A remuneração total dos funcionários e os benefícios para o ano fiscal de 2024 atingiu US $ 872,3 milhões.

Categoria de compensação	Quantia
Salários da base	US $ 512,4 milhões
Remuneração baseada em ações	US $ 259,9 milhões
Benefícios e outras compensações	US $ 100 milhões

Infraestrutura de tecnologia e segurança

Infraestrutura de tecnologia e investimentos em segurança cibernética para 2024 foram de US $ 187,5 milhões.

• Software e ferramentas de segurança: US $ 92,3 milhões
• Infraestrutura de rede: US $ 65,2 milhões
• Conformidade e gerenciamento de riscos: US $ 30 milhões

Okta, Inc. (OKTA) - Modelo de negócios: fluxos de receita

Modelo SaaS baseado em assinatura

O fluxo de receita principal da Okta é sua plataforma de gerenciamento de identidade baseada em nuvem. A partir do terceiro trimestre de 2023, Okta relatou US $ 510,2 milhões em receita trimestral de assinatura. A receita recorrente anual da empresa (ARR) alcançou US $ 2,05 bilhões no mesmo período.

Categoria de receita	Valor (Q3 2023)
Receita de assinatura	US $ 510,2 milhões
Receita recorrente anual (ARR)	US $ 2,05 bilhões

Taxas de licenciamento por usuário

Okta cobra por taxas de licenciamento por usuário com modelos de preços em camadas. As faixas de preços incluem:

• Gerenciamento básico de identidade: US $ 2 a US $ 6 por usuário/mês
• Recursos de segurança avançada: US $ 8- $ 15 por usuário/mês
• Soluções de nível corporativo: US $ 18 a US $ 25 por usuário/mês

Serviços profissionais e consultoria

Serviços profissionais contribuíram US $ 44,3 milhões em receita Para o terceiro trimestre de 2023. Esses serviços incluem:

• Suporte de implementação
• Configuração personalizada
• Assistência à migração

Atualizações avançadas de recursos de segurança

Recursos de segurança adicionais geram receita suplementar. As principais atualizações incluem:

Recurso de segurança	Custo mensal adicional
Autenticação multifatorial	$ 3- $ 5 por usuário
Proteção avançada de ameaças	$ 6- $ 10 por usuário
Aprimoramentos de sinal único (SSO)	$ 2- $ 4 por usuário

Renovações de contratos no nível da empresa

Os contratos corporativos mostram uma taxa de renovação consistente de 95%. O valor médio do contrato para os clientes corporativos é aproximadamente US $ 100.000 anualmente. Os contratos de grandes empresas contribuem significativamente para o modelo de receita estável da 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.