SentineLone, Inc. (S): Modelo de Negócios Canvas [Jan-2025 Atualizado]

No mundo da segurança cibernética, a Sentinelone surge como uma força revolucionária, transformando como as organizações se defendem contra ameaças digitais cada vez mais sofisticadas. Aproveitando a inteligência artificial de ponta e as tecnologias de resposta autônoma, esta empresa inovadora está redefinindo a segurança do endpoint com uma abordagem abrangente e proativa que vai além das estratégias defensivas tradicionais. Ao integrar algoritmos avançados de aprendizado de máquina à detecção de ameaças em tempo real, a SentineLone oferece às empresas um poderoso escudo contra o cenário em constante evolução dos riscos cibernéticos, tornando o gerenciamento de segurança complexo e inteligente.

SentineLone, Inc. (S) - Modelo de Negócios: Principais Parcerias

Provedores de serviços do Microsoft Azure e Cloud

A SentineLone tem uma parceria estratégica com o Microsoft Azure, alavancando a infraestrutura em nuvem para soluções escaláveis ​​de segurança cibernética. A partir do quarto trimestre 2023, a plataforma nativa em nuvem da SentineLone suporta o Microsoft Azure com integrações diretas.

Parceiro	Detalhes da parceria	Nível de integração
Microsoft Azure	Infraestrutura em nuvem	Profunda integração técnica
Amazon Web Services	Serviços de segurança em nuvem	Compatibilidade da plataforma
Plataforma do Google Cloud	Soluções em nuvem híbrida	Integração de nível API

Parceiros de integração de tecnologia

A SentineLone colabora com os principais parceiros de tecnologia de segurança cibernética para aprimorar os recursos de detecção de ameaças.

• Crowdstrike: compartilhamento de inteligência de ameaças
• Splunk: Integração de Informações de Segurança e Gerenciamento de Eventos (SIEM)
• Redes Palo Alto: colaboração de detecção e resposta prolongada (XDR)

Provedores de serviços gerenciados e revendedores

A SentineLone estabeleceu uma rede abrangente de parceiros de canal para expandir o alcance do mercado.

Categoria de parceiro	Número de parceiros	Contribuição da receita
Provedores de serviços gerenciados	387	24% da receita total
Revendedores de valor agregado	612	18% da receita total

Integradores de sistemas globais e empresas de consultoria

A SentineLone faz parceria com os principais integradores globais de sistemas para fornecer soluções abrangentes de segurança cibernética.

• Accenture: transformação de segurança corporativa
• Deloitte: Consultoria em segurança cibernética
• IBM: soluções de segurança integradas

Redes estratégicas de aliança de segurança cibernética

A SentineLone participa de várias redes de aliança de segurança cibernética para aprimorar a inteligência de ameaças e estratégias de defesa colaborativa.

Rede de Aliança	Área de foco	Status de associação
MITRE ATT & CK	Táticas e técnicas de ameaças	Colaborador ativo
Aliança de segurança em nuvem	Padrões de segurança em nuvem	Membro da platina

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

Desenvolvimento de Segurança de Endpons de Inteligência Artificial

A SentineLone investiu US $ 185,7 milhões em despesas de P&D no ano fiscal de 2023, concentrando-se nas tecnologias de segurança orientadas pela IA.

Investimento em tecnologia da IA	Quantia
Gastos em P&D	US $ 185,7 milhões
Patentes de segurança da IA	37 patentes ativas

Detecção contínua de ameaças e resposta autônoma

A plataforma de singularidade da SentineLone processa mais de 2,5 trilhões de eventos de segurança diariamente com recursos de resposta autônomos movidos a IA.

• Cobertura de detecção de ameaças em tempo real em mais de 25 vetores de ataque
• Modelos de aprendizado de máquina treinados em mais de 15 petabytes de dados de ameaças
• 99,8% de taxa de resolução de ameaça autônoma

Maccha Learning Algorithm Aperfeiçoamento

Métricas de algoritmo ML	Desempenho
Precisão da detecção de ameaças	95.3%
Taxa positiva falsa	0.7%
Frequência de atualização do modelo ML	Semanalmente

Inovação da plataforma de segurança nativa em nuvem

A SentineLone suporta mais de 20.000 clientes corporativos em ambientes em nuvem, híbrido e local.

• Proteção de carga de trabalho em nuvem para AWS, Azure e Google Cloud
• Suporte para mais de 15 plataformas de infraestrutura em nuvem
• Taxa de proteção de vulnerabilidade de dia zero: 99,5%

Pesquisa de ameaças e análise de vulnerabilidade

Métricas de pesquisa de ameaças	Estatística
Tamanho da equipe de inteligência de ameaças	87 pesquisadores
Vulnerabilidades identificadas anualmente	456 ameaças únicas
Monitoramento global de ameaças	Cobertura 24/7

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

Aprendizado de máquina avançado e tecnologias de IA

A SentineLone investiu US $ 171,8 milhões em pesquisa e desenvolvimento no ano fiscal de 2023. A plataforma orientada pela AI da empresa processa mais de 35 bilhões de eventos por segundo usando algoritmos de aprendizado de máquina.

Categoria de tecnologia	Recursos específicos	Métrica de desempenho
Detecção de ameaças de IA	Modelos de aprendizado profundo	99,2% da taxa de prevenção autônoma
Análise comportamental	Identificação de ameaça em tempo real	Tempo de resposta sub-20 milissegundos

Algoritmos proprietários de detecção de ameaça de segurança cibernética

A SentineLone possui 147 patentes registradas a partir do quarto trimestre 2023, cobrindo metodologias avançadas de detecção de ameaças.

• Arquitetura de plataforma de singularidade patenteada
• Algoritmos de detecção comportamental movidos a IA
• Técnicas de remediação de ameaças autônomas

Equipes de pesquisa e engenharia altamente qualificadas de segurança cibernética

Em dezembro de 2023, a SentineLone emprega 1.342 profissionais de pesquisa e engenharia em todo o mundo.

Composição da equipe	Número de profissionais
Cientistas de pesquisa da IA	187
Pesquisadores de segurança	246
Engenheiros de software	909

Extenso banco de dados de inteligência de ameaças

O repositório de inteligência de ameaças da SentineLone contém mais de 2,5 petabytes de dados anônimos de segurança cibernética a partir de 2024.

• Cobertura global de ameaças: 190 mais de países
• Atualizações de assinatura de ameaça em tempo real
• Correlação de ameaça aprimorada pelo aprendizado de máquina

Infraestrutura de segurança nativa em nuvem

A SentineLone opera uma infraestrutura global em nuvem com 12 data centers nas regiões da América do Norte, Europa e Ásia-Pacífico.

Componente de infraestrutura	Especificação
Total de data centers	12
Investimento anual de infraestrutura em nuvem	US $ 47,3 milhões
Tempo de atividade média	99.99%

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

Proteção autônoma de endpoint acionada pela IA

A plataforma de singularidade da SentineLone oferece proteção de terminal de IA com as seguintes métricas-chave:

Métrica	Valor
Precisão da detecção de IA	99.2%
Modelos de aprendizado de máquina	Mais de 3 milhões de modelos treinados
Velocidade de detecção de ameaças em tempo real	Menos de 10 milissegundos

Prevenção e remediação de ameaças em tempo real

O SentineLone fornece recursos abrangentes de gerenciamento de ameaças:

• Contenção de ameaças automatizada dentro de 1 segundo da detecção
• Análise de causa raiz com precisão de 95%
• Recursos completos de recuperação de terminais

Segurança abrangente em várias plataformas

Cobertura da plataforma	Status de suporte
Windows	Suporte total
macos	Suporte total
Linux	Suporte total
Cargas de trabalho em nuvem	Suporte total
Contêineres	Suporte total

Complexidade operacional reduzida para gerenciamento de segurança cibernética

Métricas de eficiência operacional:

• Redução de 90% no tempo de investigação manual
• 80% diminuição da fadiga de alerta
• Remediação automatizada para 75% dos incidentes de segurança

Defesa proativa contra ameaças cibernéticas sofisticadas

Capacidade de defesa de ameaças	Métrica de desempenho
Detecção de ameaças de dia zero	99,7% da taxa de prevenção
Proteção de ransomware	Garantia de prevenção de ransomware 100%
Caça comportamental de ameaça de IA	Identificação de ameaça preditiva em milissegundos

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

Plataforma online de autoatendimento

O SentineLone fornece uma plataforma on -line abrangente com os seguintes recursos:

Recurso da plataforma	Disponibilidade
Acesso ao portal do cliente	24/7
Gerenciamento de licença	Em tempo real
Configuração de implantação	Automatizado

Suporte técnico e equipes de sucesso do cliente

A infraestrutura de suporte da SentineLone inclui:

• Centros de suporte globais que operam em vários fusos horários
• Gerentes dedicados de sucesso do cliente para clientes corporativos
• Suporte multicanal, incluindo telefone, e-mail e bate-papo

Atualizações regulares de segurança e compartilhamento de inteligência de ameaças

Métricas de atualização de segurança:

Atualizar frequência	Tempo médio de resposta
Assinaturas de ameaças atualizadas	A cada 5 minutos
Atualizações de detecção de ameaças orientadas pela IA	Contínuo

Serviços personalizados de integração e implementação

Detalhes de suporte de implementação:

• Estratégias de implantação personalizadas
• Especialistas em implementação dedicados
• Programas de treinamento personalizados

Colaboração de pesquisa de ameaças orientada pela comunidade

Métrica de pesquisa colaborativa	Data Point
Pesquisa de ameaças colaboradores	500+ profissionais de segurança cibernética
Inteligência de ameaças compartilhadas anualmente	Mais de 50.000 indicadores de ameaça exclusivos

SentineLone, Inc. (S) - Modelo de Negócios: Canais

Equipe de vendas da empresa direta

A equipe de vendas corporativas direta da SentineLone consiste em aproximadamente 500 profissionais de vendas a partir do quarto trimestre de 2023. A equipe gera US $ 521,7 milhões em receita recorrente anual (ARR) por meio de interações de vendas diretas.

Métrica da equipe de vendas	2023 dados
Total de representantes de vendas	500
Cobertura anual de vendas	US $ 521,7 milhões arr
Tamanho médio de negócios	$125,000

Plataformas de marketing digital online

A SentineLone investe US $ 42,3 milhões anualmente em canais de marketing digital, direcionando os tomadores de decisão da empresa e da segurança cibernética do mercado intermediário.

• Gastos do Google ADS: US $ 15,6 milhões
• Publicidade do LinkedIn: US $ 9,2 milhões
• Publicidade digital programática: US $ 17,5 milhões

Canais de rede de parceiros e revendedores

A SentineLone mantém uma rede de parceiros globais de 350 parceiros de tecnologia e revendedores, gerando US $ 187,4 milhões em receita de origem parceira.

Métricas de canal de parceiros	2023 Estatísticas
Total Partners	350
Receita de origem do parceiro	US $ 187,4 milhões
Tamanho médio de negócios do parceiro	$85,000

Conferências de tecnologia e eventos de segurança cibernética

A SentineLone participa de 45 principais conferências de segurança cibernética anualmente, com um orçamento de marketing de eventos de US $ 6,8 milhões.

• Patrocínio da Conferência da RSA
• Black Hat EUA Participação
• Gartner Security & Cúpula de gerenciamento de riscos

Demonstrações de produtos baseadas na Web

A SentineLone realiza 2.400 demonstrações mensais de produtos baseadas na Web, com um investimento em plataforma de demonstração digital de US $ 3,2 milhões em 2023.

Métricas de demonstração da web	2023 dados
Demonstrações mensais da Web	2,400
Investimento de plataforma de demonstração digital	US $ 3,2 milhões
Taxa de conversão média de demonstração	22%

SentineLone, Inc. - Modelo de negócios: segmentos de clientes

Organizações em nível empresarial

A SentineLone tem como alvo grandes empresas com receita anual, normalmente superior a US $ 500 milhões. A partir do quarto trimestre de 2023, a empresa registrou 43% de sua receita total de clientes corporativos.

Características do segmento de clientes	Taxa de penetração
Empresas globais 2000	37%
Fortune 500 organizações	29%

Negócios no meio do mercado

A SentineLone concentra-se em empresas de mercado intermediário com 500 a 5.000 funcionários, representando 35% de sua base de clientes em 2023.

• Valor anual do contrato: US $ 75.000 - US $ 250.000
• Verticais da indústria: tecnologia, saúde, fabricação

Instituições do governo e do setor público

A SentineLone garantiu US $ 47,3 milhões em contratos de segurança cibernética do governo em 2023.

Segmento do governo	Valor do contrato
Agências federais	US $ 32,1 milhões
Governos estaduais/locais	US $ 15,2 milhões

Provedores de serviços gerenciados

O segmento MSP representou 12% da receita da SentineLone em 2023, com 672 parceiros ativos do MSP.

• Receita média de parceiro: US $ 180.000 anualmente
• Taxa de crescimento do parceiro: 22% ano a ano

Empresas de tecnologia e serviços financeiros

A SentineLone registrou receita de US $ 163,4 milhões dos setores de tecnologia e serviços financeiros em 2023.

Setor	Contagem de clientes	Receita anual
Empresas de tecnologia	1,247	US $ 98,6 milhões
Serviços financeiros	836	US $ 64,8 milhões

SentineLone, Inc. (S) - Modelo de Negócios: Estrutura de Custo

Investimentos de pesquisa e desenvolvimento

A SentineLone registrou despesas de P&D de US $ 364,5 milhões no ano fiscal de 2023, representando 54,5% da receita total.

Ano fiscal	Despesas de P&D	Porcentagem de receita
2023	US $ 364,5 milhões	54.5%
2022	US $ 326,1 milhões	58.2%

Despesas de vendas e marketing

As despesas de vendas e marketing da SentineLone no ano fiscal de 2023 foram de US $ 380,2 milhões, representando 56,9% da receita total.

• Equipe de vendas Headcount: aproximadamente 850 funcionários
• Alocação de orçamento de marketing: focado em publicidade digital e conferências do setor

Manutenção da infraestrutura em nuvem

Os custos de infraestrutura em nuvem da SentineLone em 2023 foram estimados em US $ 42,6 milhões, representando 6,4% da receita total.

Provedor de serviços em nuvem	Custo anual estimado	Porcentagem do orçamento de infraestrutura
Amazon Web Services (AWS)	US $ 35,1 milhões	82.4%
Microsoft Azure	US $ 7,5 milhões	17.6%

Aquisição e retenção de talentos

As despesas totais de recursos humanos para a SentineLone em 2023 foram de US $ 276,8 milhões, incluindo salários, benefícios e custos de recrutamento.

• Compensação média dos funcionários: US $ 185.000 por ano
• Orçamento anual de recrutamento: US $ 18,5 milhões
• Treinamento e desenvolvimento de funcionários: US $ 12,3 milhões

Inovação tecnológica contínua

Os investimentos em inovação tecnológica totalizaram US $ 98,7 milhões no ano fiscal de 2023, dedicados ao desenvolvimento de recursos avançados de IA e aprendizado de máquina.

Categoria de inovação	Valor do investimento	Foco primário
Pesquisa de IA	US $ 45,2 milhões	Algoritmos de aprendizado de máquina
Tecnologia de segurança cibernética	US $ 53,5 milhões	Sistemas de detecção de ameaças

SentineLone, Inc. - Modelo de negócios: fluxos de receita

Licenciamento de software de segurança baseado em assinatura

Para o ano fiscal de 2024, a SentineLone registrou receita anual recorrente (ARR) de US $ 591,8 milhões, com um crescimento de 33% ano a ano. O modelo de licenciamento baseado em assinatura da empresa gera receita por meio de estruturas de preços em camadas para sua plataforma de segurança cibernética movida a IA.

Camada de assinatura	Preço médio anual	Principais recursos
Núcleo de singularidade	US $ 54,99 por terminal/ano	Proteção básica de terminal de IA
Singularidade completa	US $ 89,99 por endpoint/ano	Detecção avançada de ameaças e resposta
Identidade de singularidade	US $ 129,99 por endpoint/ano	Proteção abrangente de identidade

Contratos de plataforma de segurança corporativa-camada

Os contratos corporativos representaram 65% da receita total da SentineLone em 2024, com um valor médio de contrato de US $ 285.000 para grandes organizações.

Serviços de detecção e resposta gerenciados

Os serviços de MDR da SentineLone geraram US $ 127,4 milhões em receita para 2024, representando um aumento de 42% em relação ao ano anterior.

Nível de serviço MDR	Custo anual	Cobertura
Mdr	US $ 24.000/ano	Monitoramento de ameaças 24/7
MDR avançado	US $ 48.000/ano	Caça abrangente de ameaças
MDR premium	US $ 96.000/ano	Resposta completa de incidentes

Serviços profissionais e consultoria

A receita de serviços profissionais atingiu US $ 42,6 milhões em 2024, oferecendo suporte especializado em consultoria de segurança cibernética e implementação.

• Serviços de avaliação de segurança
• Consultoria de segurança de migração em nuvem
• Inteligência de ameaças personalizadas
• Treinamento de resposta a incidentes

Adicionar complementos de solução de segurança cibernética adicionais

A ADD-On Solutions contribuiu com US $ 37,2 milhões para a receita da SentineLone, incluindo módulos de segurança especializados e ferramentas de integração.

Solução complementar	Preço anual	Funcionalidade
Proteção da carga de trabalho em nuvem	US $ 15.000/ano	Contêiner e segurança em nuvem
Detecção de ameaças de identidade	US $ 12.000/ano	Proteção do Active Directory
Detecção e resposta estendidas	US $ 18.000/ano	Correlação de ameaça cruzada

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.