Q4 2026 Okta Inc Earnings Call

March 4, 2026

Speaker #1: There are people who see the world a bit differently. Those who see security not as a limiter, but a launchpad. Who believe trust isn't just earned—it's built intentionally.

[Company Representative] (Okta): There are people who see the world a bit differently. Those who see security not as a limiter, but a launchpad. Who believe trust isn't just earned, it's built intentionally. That identity isn't a checkbox, but the foundation, that everyone should be free to safely use any technology. They're the people of Okta. We are the visionaries who see what's coming and build what's needed before it arrives. We're writing the future of identity security day by day, feature by feature, from every handshake to every line of code. At Okta, we empower our customers to dream bigger and sleep soundly, because when innovation accelerates, trust can't hesitate. Okta secures AI.

[Video Narrator]: There are people who see the world a bit differently. Those who see security not as a limiter, but a launchpad. Who believe trust isn't just earned, it's built intentionally. That identity isn't a checkbox, but the foundation, that everyone should be free to safely use any technology. They're the people of Okta. We are the visionaries who see what's coming and build what's needed before it arrives. We're writing the future of identity security day by day, feature by feature, from every handshake to every line of code. At Okta, we empower our customers to dream bigger and sleep soundly, because when innovation accelerates, trust can't hesitate. Okta secures AI.

Speaker #1: That identity isn't a checkbox, but the foundation. And that everyone should be free to safely use any technology. They're the people of Okta. We are the visionaries who see what's coming and build what's needed before it arrives.

Speaker #1: And we're writing the future of identity security day by day, feature by feature, from every handshake to every line of code. At Okta, we empower our customers to dream bigger, and sleep soundly.

Speaker #1: Because when innovation accelerates, trust can't hesitate. Okta Secures AI.

Speaker #2: Hi, everyone. Welcome to Okta's fourth quarter of fiscal 2026 earnings webcast. I'm Dave Gennarelli, Senior Vice President of Investor Relations at Okta. Presenting in today's meeting will be Todd McKinnon, our Chief Executive Officer and co-founder, and Brett Tighe, our Chief Financial Officer.

Dave Gennarelli: Hi, everyone. Welcome to Okta's Q4 fiscal 2026 earnings webcast. I'm Dave Gennarelli, Senior Vice President of Investor Relations at Okta. Presenting in today's meeting will be Todd McKinnon, our Chief Executive Officer and Co-founder, and Brett Tighe, our Chief Financial Officer. Eric Kelleher, our President and Chief Operating Officer, will join the Q&A portion of the meeting. At around the same time that the earnings press release hit the wire, we posted supplemental commentary to the IR website. Today's meeting will include forward-looking statements pursuant to the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995, including but not limited to, statements regarding our financial outlook and market positioning. Forward-looking statements involve known and unknown risks and uncertainties that may cause our actual results, performance, or achievements to be materially different from those expressed or implied by the forward-looking statements.

Speaker #2: Eric Kelleher, our President and Chief Operating Officer, will join the Q&A portion of the meeting. At around the same time that the earnings press release hit the wire, we posted supplemental commentary to the IR website.

Speaker #2: Today's meeting will include, forward-looking statements, pursuant to the Safe Harbor provisions of the Private Securities Litigation Reform Act of 1995, including but not limited to statements regarding our financial outlook and market positioning.

Speaker #2: Forward-looking statements involve known and unknown risks, and uncertainties that may cause our actual results, performance, or achievements to be materially different from those expressed or implied by the forward-looking statements.

Speaker #2: Forward-looking statements represent our management's beliefs and assumptions only as of the date made. Information on factors that could affect our financial results is included in our filings with the SEC from time to time, including the section titled Risk Factors and our previously filed Form 10Q.

Dave Gennarelli: Forward-looking statements represent our management's beliefs and assumptions only as of the day made. Information on factors that could affect our financial results is included in our filings with the SEC from time to time, including the section titled Risk Factors in our previously filed form 10-Q. In addition, during today's meeting, we will discuss non-GAAP financial measures. Though we may not state it explicitly during the meeting, all references to profitability are non-GAAP. These non-GAAP financial measures are in addition to and not a substitute for or superior to measures of financial performance prepared in accordance with GAAP. A reconciliation between GAAP and non-GAAP financial measures and a discussion of the limitations of using non-GAAP measures versus their closest GAAP equivalents are available in our earnings release.

Speaker #2: In addition, during today's meeting, we'll discuss non-gap financial measures, though we may not state it explicitly during the meeting, all references to profitability are non-gap.

Speaker #2: These non-gap financial measures are in addition to and not a substitute for or superior to measures of financial performance prepared in accordance with GAAP.

Speaker #2: A reconciliation between GAAP and non-gap financial measures and a discussion of the limitations of using non-gap measures versus their closest GAAP equivalents are available in our earnings release.

Speaker #2: You can also find more detailed information in our supplemental financial materials which include trended financial statements and key metrics posted on our Investor Relations website.

Dave Gennarelli: You can also find more detailed information in our supplemental financial materials, which include trended financial statements and key metrics posted on our investor relations website. In today's meeting, we will quote a number of numeric or growth changes as we discuss our financial performance, and unless otherwise noted, each such reference represents a year-over-year comparison. Now I'd like to turn the meeting over to Todd McKinnon. Todd?

Speaker #2: In today's meeting, we'll quote a number of numeric or growth changes as we discuss our financial performance and unless otherwise noted, each such reference represents a year-over-year comparison.

Speaker #2: And now, I'd like to turn the meeting over to Todd McKinnon. Todd?

Speaker #3: Thanks, Dave. And thank you, everyone, for joining us this afternoon. We're pleased with the strong finish to FY26, which was highlighted by continued strength with large enterprises, partner engagement, and contribution from our newer products.

Todd McKinnon: Thanks, Dave, thank you everyone for joining us this afternoon. We're pleased with the strong finish to FY 26, which was highlighted by continued strength with large enterprises, partner engagement, and contribution from our newer products. Identity is fast becoming the most important aspect of security, with AI acting as a catalyst. In today's call, I'll cover the success we're having with our new products, how Okta secures AI, including some early success we're having in that new market, and close with our top priorities for FY 27. We continue to see strong performance from our portfolio of new products. This group consists of Okta Identity Governance, Okta Privileged Access, Identity Security Posture Management, Identity Threat Protection, Okta Device Access, and Fine Grained Authorization. New to this group are our products Auth0 for AI Agents and Okta for AI Agents.

Speaker #3: Identity is fast becoming the most important aspect of security, with AI acting as a catalyst. In today's call, I'll cover the success we're having with our new products, how Okta secures AI, including some early success we're having in that new market, and close with our top priorities for FY27.

Speaker #3: We continue to see strong performance from our portfolio of new products. This group consists of Okta Identity Governance, Okta Privilege Access, Identity Security Posture Management, Identity Threat Protection, Okta Device Access, and fine-grained authorization.

Speaker #3: And new to this group are our products, Auth0 for AI agents and Okta for AI agents. The value of a unified identity system with a single control plane is resonating with customers.

Todd McKinnon: The value of a unified identity system with a single control plane is resonating with customers. In aggregate, these new products represented approximately 30% of Q4 bookings, which is a meaningful increase from prior quarters. When these new products are included in a deal, the average contract uplift is approximately 40%. Okta Identity Governance continues to be the biggest of these new products and is building on its early success. OIG now has over 2,000 customers. That's remarkable progress in just over 3 years, and it underscores the market demand for a modern governance solution. Customers are choosing OIG because it's a full IGA cloud-native solution built into our unified platform, not a siloed point solution. I mentioned that our portfolio of new products now includes our AI products, Auth0 for AI Agents and Okta for AI Agents.

Speaker #3: In aggregate, these new products represented approximately 30% of Q4 bookings, which is a meaningful increase from prior quarters. And when these new products are included in a deal, the average contract uplift is approximately 40%.

Speaker #3: Okta Identity Governance continues to be the biggest of these new products, and is building on its early success. OIG now has over 2,000 customers, that's remarkable progress in just over three years.

Speaker #3: And it underscores the market demand for a modern governance solution. Customers are choosing OIG because it's a full IGA cloud-native solution built into our unified platform, not a siloed point solution.

Speaker #3: I mentioned that our portfolio of new products now includes our AI products, Auth0 for AI agents, and Okta for AI agents. It's still early for this developing market, but as the leading modern identity solution for workforce and customer identity, Okta is uniquely positioned to help organizations combat the growing security threat that AI agents represent.

Todd McKinnon: It's still early for this developing market, as the leading modern identity solution for workforce and customer identity, Okta is uniquely positioned to help organizations combat the growing security threat that AI agents represent. The reality is that the AI revolution has moved faster than today's security frameworks. According to Okta's AI at Work report, 91% of surveyed organizations are already using AI agents, but only 10% have a governance strategy in place. In meetings that I've had with customers and prospects over the past 6 months, the vast majority of the conversations revolve around their AI initiatives and how Okta can help them build and manage agents securely. As AI becomes embedded in more workflows and automations, the growing number of exploitable entry points from non-human identities to unsecured integrations expand the attack service for threat actors.

Speaker #3: The reality is that the AI revolution has moved faster than today's security frameworks. According to Okta's AI at Work report, 91% of surveyed organizations are already using AI agents, but only 10% have a governance strategy in place.

Speaker #3: In meetings that I've had with customers and prospects over the past six months, the vast majority of the conversations revolve around their AI initiatives and how Okta can help them build and manage agents securely.

Speaker #3: As AI becomes embedded in more workflows and automations, the growing number of exploitable entry points from non-human identities to unsecured integrations expand the attack surface for threat actors.

Speaker #3: It's clear that in order to get AI right, you have to get identity right. Okta was built to meet this challenge. Identity isn't just a feature for us, it's our foundation.

Todd McKinnon: It's clear that in order to get AI right, you have to get identity right. Okta was built to meet this challenge. Identity isn't just a feature for us, it's our foundation. AI agents are simply a new identity type, and protecting them is a natural extension of what we do best. Okta's neutral and independent identity solution is uniquely positioned to secure and govern the entire agentic life cycle and gives customers the freedom to deploy on any agent platform without ecosystem lock-in, all while strengthening their security posture. Our two-pronged solution with Auth0 and Okta for AI Agents treats AI agents with the same importance as humans and gives customers everything they need to secure this powerful new technology.

Speaker #3: AI agents are simply a new identity type and protecting them as a natural extension of what we do best. Okta's neutral and independent identity solution is uniquely positioned to secure and govern the entire agentic lifecycle, and gives customers the freedom to deploy on any agent platform without ecosystem lock-in, all while strengthening their security posture.

Speaker #3: Our two-pronged solution with Auth0 and Okta for AI agents treats AI agents with the same importance as humans, and gives customers everything they need to secure this powerful new technology.

Speaker #3: We're still in the early stages, but we believe that in a few years, agents and agentic systems won't be the exception to how enterprise software is built and operated.

Todd McKinnon: We're still in the early stages, but we believe that in a few years, agents and agentic systems won't be the exception to how enterprise software is built and operated. They'll be the rule. We believe that AI agents represent nothing less than the future of software. That's why AI security is identity security. I'd like to highlight a couple of AI deals we closed in Q4 that illustrate how we're addressing the AI market. An existing Auth0 customer is building AI agents as part of their leading financial services platform. These agents will help the firm's advisors make better and faster decisions, but to do so, the agents need access to sensitive customer information, which must be least privileged. They need to work with existing systems and third-party services inside the financial institution.

Speaker #3: They'll be the rule. We believe that AI agents represent nothing less than the future of software. That's why AI security is identity security. I'd like to highlight a couple of AI deals we closed in Q4 that illustrate how we're addressing the AI market.

Speaker #3: An existing Auth0 customer is building AI agents as part of their leading financial services platform. These agents will help the firm's advisors make better and faster decisions, but to do so, the agents need access to sensitive customer information.

Speaker #3: Which must be leased, privileged. And they need to work with existing systems and third-party services inside the financial institution. The customer picked Auth0 for AI agents as it met their stringent requirements for a secure, extensible platform to build and deploy agentic systems.

Todd McKinnon: The customer picked Auth0 for AI Agents as it met their stringent requirements for a secure, extensible platform to build and deploy agentic systems. They needed a solution that offered enterprise-grade identity for humans and agents while providing secure access to third-party MCP servers, all while acting as a single source of truth. Another notable deal that included Okta for AI Agents, which became available in early access in January, was with a top global business and technology services provider. They chose Okta for AI Agents to help them discover, control, and govern identities for their growing sprawl of agents. Rolling out AI Agents across multiple agent platforms is key to their ongoing transformation, centralizing agentic identities in an independent agent agnostic platform like Okta will strengthen their cybersecurity posture. This is the very beginning of the AI opportunity.

Speaker #3: They needed a solution that offered enterprise-grade identity for humans and agents while providing secure access to third-party MCP servers, all while acting as a single source of truth.

Speaker #3: Another notable deal that included Okta for AI agents which became available in early access in January was with a top global business and technology services provider.

Speaker #3: They chose Okta for AI agents to help them discover, control, and govern identities for their growing, sprawl of agents. Rolling out AI agents across multiple agent platforms is key to their ongoing transformation, and centralizing agentic identities in an independent agent-agnostic platform like Okta will strengthen their cybersecurity posture.

Speaker #3: This is the very beginning of the AI opportunity. Building and protecting AI agents is inherent to Okta's position as the world's system of record for identity management.

Todd McKinnon: Building and protecting AI agents is inherent to Okta's position as the world's system of record for identity management. With our solutions, developers, administrators, and IT teams can ensure that the entire lifecycle of an AI agent, from initial design through active deployment, is observable, governable, and secure. For more information on how Okta secures AI, be sure to register and join our showcase event on 16 March. In this live-streamed event, you'll hear from myself as well as our AI product leaders as we unveil our latest innovations for AI agents. Finally, I always like to take time on the Q4 call to share our priorities for the new fiscal year. It shouldn't be surprising that all of these priorities are focused on driving growth.

Speaker #3: With our solutions, developers, administrators, and IT teams can ensure that the entire lifecycle of an AI agent, from initial design through active deployment, is observable, governable, and secure.

Speaker #3: For more information on how Okta secures AI, be sure to register and join our showcase event on March 16th. In this live-streamed event, you'll hear from myself as well as our AI product leaders as we unveil our latest innovations for AI agents.

Speaker #3: And finally, I always like to take time on the Q4 call to share our priorities for the new fiscal year. It shouldn't be surprising that all of these priorities are focused on driving growth.

Speaker #3: The first priority is Okta secures AI, which is all about how we win, grow, and become the standard for securing agentic AI. By building on our early success with Okta and Auth0 for AI agents, we will further our vision of freeing everyone to safely use any technology.

Todd McKinnon: The first priority is Okta secures AI, which is all about how we win, grow, and become the standard for securing agentic AI. By building on our early success with Okta and Auth0 for AI agents, we will further our vision of freeing everyone to safely use any technology. The second priority is increasing our focus on landing bigger and growing faster with large customers. We want these organizations to think of Okta first when it comes to identity security and securing AI. This is a global effort across both the Okta and Auth0 platforms. Our third priority is becoming the default identity security solution for the US federal vertical and highly regulated industries. The public sector has been one of our fastest-growing verticals over the past couple of years, but we've only begun to scratch the surface of the overall opportunity.

Speaker #3: The second priority is increasing our focus on landing bigger and growing faster with large customers. We want these organizations to think of Okta first when it comes to identity security and securing AI.

Speaker #3: This is a global effort across both the Okta and Auth0 platforms. And our third priority is becoming the default identity security solution for the US federal vertical, and highly regulated industries.

Speaker #3: The public sector has been one of our fastest-growing verticals over the past couple of years. But we've only begun to scratch the surface of the overall opportunity.

Speaker #3: To wrap things up, we're pleased with the strong finish to FY26. We're excited about the momentum we've built. For the year ahead, as we look to surpass $3 billion in revenue on our way to $5 and then $10 billion.

Todd McKinnon: To wrap things up, we're pleased with the strong finish to FY 26. We're excited about the momentum we've built for the year ahead as we look to surpass $3 billion in revenue on our way to $5 and then $10 billion. Identity is security. We're building on our position as the leading modern identity solution to win the emerging market for securing AI. It's an exciting opportunity. We're going after it aggressively. I want to thank the entire Okta team for their tireless effort and also thank our loyal customers and partners who put their trust in us every day. Now here's Brett to cover the financial commentary.

Speaker #3: Identity is security, and we're building on our position as the leading modern identity solution to win the emerging market for securing AI. It's an exciting opportunity, and we're going after it aggressively.

Speaker #3: I want to thank the entire Okta team for their tireless effort, and also thank our loyal customers and partners who put their trust in us every day.

Speaker #3: And now here's Brett to cover the financial commentary.

Speaker #2: Thanks, Todd. And thank you, everyone, for joining us today. We're pleased to close out another fiscal year achieving Rule of 40. Which we've done every year since going public.

Brett Tighe: Thanks, Todd, thank you everyone for joining us today. We're pleased to close out another fiscal year achieving Rule of Forty, which we've done every year since going public. It's also satisfying to see our investments to drive growth paying off. These focus areas include new product innovation, go-to-market specialization, large customers, and our partner network. My commentary will provide insights into our Q4 performance and then move into our outlook for Q1 and FY 2027. The increased go-to-market specialization that we implemented at the beginning of the fiscal year continues to make progress. Strong execution has led to positive go-to-market KPI improvements, including sales productivity. Our focus on large customers and large deals continues to drive our financial results. In Q4, we closed a record amount of total contract value of nearly $1.3 billion.

Speaker #2: It's also satisfying to see our investments to drive growth paying off. These focus areas include new product innovation, go-to-market specialization, large customers, and our partner network.

Speaker #2: I commentary will provide insights into our Q4 performance and then move into our outlook for Q1 and FY27. The increased go-to-market specialization that we implemented at the beginning of the fiscal year continues to make progress.

Speaker #2: Strong execution has led to positive go-to-market KPI improvements including sales productivity. Our focus on large customers and large deals continues to drive our financial results.

Speaker #2: In Q4, we closed a record amount of total contract value of nearly $1.3 billion. We also surpassed a major milestone of $3 billion in annual contract value.

Brett Tighe: We also surpassed a major milestone of $3 billion in annual contract value. Another key aspect of our go-to-market motion is our channel partners. When our partners are involved, the average deal size is bigger, and the close rates improve. Channel partners were engaged in 18 of our top 20 deals in Q4. Total contract value generated through our strategic go-to-market channel, AWS Marketplace, grew over 45% in FY 2026 to approximately $750 million. Moving on to our balance sheet and capital allocation. We had another strong quarter of cash flow in Q4 and ended the quarter with a very healthy balance sheet consisting of over $2.5 billion in cash equivalents, and short-term investments. We continue to regularly evaluate Okta's capital allocation priorities to ensure we're well-positioned to deliver sustainable long-term value to shareholders.

Speaker #2: Another key aspect of our go-to-market motion is our channel partners. When our partners are involved, the average deal size is bigger and the close rates improve.

Speaker #2: Channel partners were engaged in 18 of our top 20 deals in Q4. Total contract value generated through our strategic go-to-market channel AWS Marketplace grew over 45% in FY26 to approximately $750 million.

Speaker #2: Moving on to our balance sheet and capital allocation. We had another strong quarter of cash flow in Q4 and ended the quarter with a very healthy balance sheet consisting of over $2.5 billion in cash, cash equivalents, and short-term investments.

Speaker #2: We continue to regularly evaluate Okta's capital allocation priorities to ensure we're well-positioned to deliver sustainable, long-term value to shareholders. Consistent with this focus, we announced a $1 billion share repurchase program in early January, taking advantage of what we believe to be an undervalued share price.

Brett Tighe: Consistent with this focus, we announced a $1 billion share repurchase program in early January, taking advantage of what we believe to be an undervalued share price. Over the course of the remainder of January, we repurchased and retired over 875,000 shares for a total cost of $79 million. We're proud to return value to our shareholders and are focused on capturing the clear opportunity in front of us. The investments Okta has been making to derive growth acceleration span all areas of our business. These disciplined areas remain: investing in our go-to-market teams, relentless product innovation, further leveraging our channel partners, and keeping Okta one of the most secure companies in the world.

Speaker #2: Over the course of the remainder of January, we repurchased and retired over 875,000 shares for a total cost of $79 million. We're proud to return value to our shareholders and our focus on capturing the clear opportunity in front of us.

Speaker #2: The investments Okta has been making to drive growth acceleration span all areas of our business. These disciplined areas remain: investing in our go-to-market teams, relentless product innovation, further leveraging our channel partners, and keeping Okta one of the most secure companies in the world.

Speaker #2: Our improved go-to-market execution, coupled with a healthy demand environment, led us to begin adding quota-carrying sales capacity starting in Q2, and we continued to do so through the fourth quarter and now into the current Q1.

Brett Tighe: Our improved go-to-market execution, coupled with a healthy demand environment, led us to begin adding quota-carrying sales capacity starting in Q2, and we continue to do so through the Q4 and now into the current Q1. Let's turn to our business outlook. Our guidance philosophy is unchanged as we continue to take a prudent approach to forward guidance that factors in current market conditions. For the Q1 of FY 2027, we expect total revenue growth of 9%, current RPO growth of 10%, non-GAAP operating margin of 23% to 24%, and free cash flow margin of 33% to 35%. For the full year FY 2027, we expect total revenue growth of 9%, non-GAAP operating margin of 25% to 26%, and a free cash flow margin of 27% to 28%.

Speaker #2: Now let's turn to our business outlook. Our guidance philosophy is unchanged as we continue to take a prudent approach to forward guidance that factors in current market conditions.

Speaker #2: For the first quarter of FY27, we expect total revenue growth of 9%, current RPO growth of 10%, non-GAAP operating margin of 23% to 24%, and free cash flow margin of 33% to 35%.

Speaker #2: For the full year FY27, we expect total revenue growth of 9%, non-gap operating margin of 25% to 26%, and a free cash flow margin of 27% to 28%.

Speaker #2: I want to call out three important points pertaining to this guidance. First, reflected in the 9% FY27 revenue guidance is about a $1.00 impact related to a decision we made to shift more of our professional services business to our partners.

Brett Tighe: I want to call out 3 important points pertaining to this guidance. First, reflected in the 9% FY 2027 revenue guidance is about a 1-point impact related to a decision we made to shift more of our professional services business to our partners, specifically Global System Integrators. This change will result in lower professional services revenue. We believe this will lead to greater long-term benefits to fuel top-line growth by deepening the relationship with these important partners and increasing our business with large enterprises. The second point is that the FY 2027 free cash flow margin guidance reflects about a 1-point headwind related to lower interest income relative to the combined impact from the stock repurchase program, our intent to settle the remainder of the 2026 notes in cash and the interest rate environment.

Speaker #2: Specifically, global system integrators. This change will result in lower professional services revenue. We believe this will lead to greater long-term benefits to fuel top-line growth by deepening the relationship with these important partners and increasing our business with large enterprises.

Speaker #2: The second point is that the FY27 free cash flow margin guidance reflects about a $1.00 headwind related to lower interest income relative to the combined impact from the stock repurchase program, our intent to settle the remainder of the 2026 notes in cash, and the interest rate environment.

Speaker #2: And finally, we've updated our non-GAAP tax rate assumption for Q1 and FY27 to 21% from 26% based on the recent changes to the federal tax laws.

Brett Tighe: Finally, we've updated our non-GAAP tax rate assumption for Q1 and FY 2027 to 21% from 26% based on the recent changes to the federal tax laws. To wrap things up, we're pleased with what we accomplished in FY 2026 and are enthusiastic about the trends we're seeing in our business. The investments we're making are paying off and position Okta to extend its leadership in identity security. We've demonstrated exceptional leverage in our model and are positioned to deliver profitable growth for years to come. With that, I'll turn it back to Dave for Q&A. Dave?

Speaker #2: To wrap things up, we're pleased with what we accomplished in FY26 and are enthusiastic about the trends we're seeing in our business. The investments we're making are paying off and position Okta to extend its leadership in identity security.

Speaker #2: We've demonstrated exceptional leverage in our model and our position to deliver profitable growth for years to come. With that, I'll turn it back to Dave for Q&A.

Speaker #2: Dave?

Speaker #3: Thanks, Brett. I see there are already quite a few hands raised, and I'll take them in the order from the top of the hour.

Todd McKinnon: Thanks, Brett. I see there are already quite a few hands raised, and I'll take them in the order through the top of the hour. In the interest of time, please limit yourself to one question. With that, we're going to go to Joseph Gallo at Jefferies.

Dave Gennarelli: Thanks, Brett. I see there are already quite a few hands raised, and I'll take them in the order through the top of the hour. In the interest of time, please limit yourself to one question. With that, we're going to go to Joseph Gallo at Jefferies.

Speaker #3: Through the top of the hour, and in the interest of time, please limit yourself to one question. And with that, we're going to go to Joe Gallo at Jefferies.

Speaker #4: Thanks, Dave, and thanks, guys, for the question. It was great to see the AI agent and customer wins. Can you just talk more about pricing there?

Joseph Gallo: Thanks, Dave, and thanks guys for the question. It was great to see the AI Agent customer wins. Can you just talk more about pricing there? I wasn't sure if the 40% was referring to Agentic. Just any sense of when Agentic will become meaningful to growth. You know, Brett, I know you're really pragmatic. You know, how should we think about what's reflected from Agentic in your top-line guide? Thank you.

Speaker #4: I wasn't sure if the 40% was referring to Agentic. And then just any sense of when Agentic will become meaningful to growth, Brett, I know you're really pragmatic.

Speaker #4: How should we think about what's reflected from Agentic in your top-line guide? Thank you.

Speaker #3: It's really, yeah, the Agentic products are really, really important to us. I'm not breaking any news there. Everyone knows this. But in the Q4, it was really a story of all of our new products.

Todd McKinnon: Yeah, the Agentic products are really, really important to us. I'm not breaking any news there. Everyone knows this. In the Q4, it was really a story of all of our new products. The 30% of our new bookings were from new products. That's a very important strategic bucket of products we've been investing in for a long time. The Agentic products are the newest bit of that, and they had an absolutely incredible quarter, considering Okta for AI Agents is not even generally available yet, and Auth0 for AI Agents is just was generally available at the beginning of the quarter. It's off to a huge start.

Speaker #3: The 30% of our new bookings were from new products. That's a very important strategic bucket of products we've been investing in for a long time.

Speaker #3: And then the Agentic products are the newest bit of that. And they had an absolutely incredible quarter considering Okta for AI agents is not even generally available yet.

Speaker #3: And Auth0 for AI agents is just was generally available at the beginning of the quarter. So it's off to a huge start now. The relative number is small compared to our $3 billion revenue run rate.

Todd McKinnon: Now, the relative number is small compared to our $3 billion revenue run rate, but looking forward to next year, we're very, very excited about the potential of these products. What's happening is that every company is figuring out how they're gonna absorb all this AI innovation and how they're gonna build things themselves, how they're gonna adopt SaaS innovation with Agentic built in, how they're gonna adopt all this change. What you're seeing is the identity is becoming a critical infrastructural foundation for that. They have to have a system that can basically keep track of where all the agents are and who has agents and what can the agents do and what can they connect to. That's what they're looking toward our products to do.

Speaker #3: But looking forward to next year, we're very, very excited about the potential of these products. What's happening is that every company is figuring out how they're going to absorb all this AI innovation and how they're going to build things themselves, how they're going to adopt SaaS innovation with agentic built in, how they're going to adopt all this change.

Speaker #3: And what you're seeing is the identity is becoming a critical infrastructural foundation for that. They have to have a system that can basically keep track of where all the agents are and who has agents and what kind of what can the agents do and what can they connect to and that's what they're looking toward our products to do.

Speaker #3: So it's incredibly exciting. But it's also the success of Governance over 2,000 customers, and our other new products set us up for a lot of, I think, success ahead in terms of guidance.

Todd McKinnon: It's incredibly exciting, but it's also the success of governance, over 2,000 customers and our other new products set us up for a lot of, I think, success ahead. In terms of guidance, I'll let Brett talk about the specifics, because the Agentic products are so new, it's tough to pour too much into our assumptions about growth in terms of guidance. I think those things could be a huge source of upside over and above the guidance in the years ahead.

Speaker #3: I'll let Brett talk about the specifics. But because the Agentic products are so new, it's tough to pour too much into our assumptions about growth in terms of guidance.

Speaker #3: But I think those things could be a huge source of upside over and above the guidance in the years ahead.

Speaker #5: Yeah, Joe, I mean, Todd nailed it right there, which is it's still fairly small at this point, but we are excited given the amount of demand that we're seeing.

Brett Tighe: Joe, I mean, Todd nailed it right there, which is it's still fairly small at this point, but we are excited given the amount of demand that we're seeing. It's not just the amount of bookings that we did in Q4. It's also the pipeline we see that is out there for FY 2027. Like Todd said, you know, look, it's a $3 billion business. Takes a lot to move the needle in there. We're not thinking about this as an opportunity just for FY 2027. This is an opportunity to be accretive to growth for FY 2028, 2029. And we'll see the results, as you guys know, in current RPO first before we see it in revenue.

Speaker #5: It's not just the amount of bookings that we did in Q4. It was all it's also the pipeline we see that is out there for FY27.

Speaker #5: And like Todd said, you know, look, it's a $3 billion business. Takes a lot to move the needle in there. But we're not thinking about this as an opportunity just for FY27.

Speaker #5: This is an opportunity to be a creative growth for FY28, '29. And we'll see the results as you guys know in current RPO first before we see it in revenue.

Brett Tighe: We are excited about it and think it's a big opportunity for us, and you'll probably hear our bullish tone about it over the course of this call because of what we're seeing inside the business at this point.

Speaker #5: So we are excited about it and think it's a big opportunity for us. And you'll probably hear our bullish tone about it over the course of this call because of what we're seeing inside the business at this point.

Speaker #6: Looking forward to it. Thank you.

Joseph Gallo: Looking forward to it. Thank you.

Speaker #3: Next up, we'll go to Adam Borg at Stifel.

Todd McKinnon: Next up, we'll go to Adam Borg at Stifel.

Dave Gennarelli: Next up, we'll go to Adam Borg at Stifel.

Speaker #7: Awesome, thanks so much for taking the question. Todd, maybe talk a little bit more about the go-to-market changes you're doing this year, what you're seeing there, and also on the international front, what the opportunity is to drive growth higher there, since that still lags domestically.

Adam Borg: Awesome. Thanks so much for taking the question. Todd, maybe talk a little bit more about the go-to-market changes you're doing this year, what you're seeing there, also on the international front, what's the opportunity to drive growth higher there that still lags domestically? Thanks so much.

Speaker #7: Thanks so much.

Speaker #3: Yeah, I think the headline about go-to-market changes in Q4 and coming into Q1 is they're very limited. We have our go-to-market structure in place.

Todd McKinnon: Yeah. I think the headline about go-to-market changes in Q4 and coming into Q1 is they're very limited. We have our go-to-market structure in place. We're very confident and comfortable with it. We're seeing productivity ramping, we're seeing attrition low, we're adding capacity. If you just look at the plan for this year, we don't have the usual assumption about cost of change in the early quarters of this year, which is very exciting. We have a team that's psyched up and ready to go, and they're armed with these new products, and they're organized by specialist domains across Auth0 and Okta and Hunter and Farmer, and they're ready to roll. They're coming off a huge Q4, and they're excited.

Speaker #3: We're very confident and comfortable with it. It's we're seeing productivity ramping. We're seeing attrition low. We're adding capacity. And if you just look at the plan for this year, we don't have the usual assumption about cost of change in the early quarters of this year, which is very exciting.

Speaker #3: We have a team that's psyched up and ready to go, and they're armed with these new products, and they're organized by specialist domains across Auth0 and Okta and Hunter and Farmer.

Speaker #3: And they're ready to roll. And they're coming off a huge Q4, and they're excited. And it's in and this part is more qualitative, which is the what we can provide to the market and to customers is this infrastructural foundation for this Agentic enterprise.

Todd McKinnon: This part is more qualitative, which is that what we can provide to the market and to customers is this infrastructural foundation for this Agentic enterprise. When a group of salespeople or salesperson goes out there and has that conversation with a customer, and the customer clearly reflects back to them that this is a pressing, urgent problem that they need help with, and they see Okta as the entitled company to actually deliver that value, that's powerful. It's got everyone super excited, and now we just have to go out and deliver on it. You know, you don't get any points for conversations. You got to put wins on the board, and that's what we're focused on doing.

Speaker #3: And that's when a sales group of salespeople or salesperson goes out there and has that conversation with a customer, and the customer clearly reflects back to them that this is a pressing, urgent problem that they need help with, and they see Okta as the entitled company to actually deliver that value, that's powerful.

Speaker #3: It's got everyone super excited, and now we just have to go out and deliver on it. You don't get any points for conversations. You got to put wins on the board, and that's what we're focused on doing.

Speaker #5: Yeah, I think the transition coming into Q1 and this year—and we had our annual sales kickoff last year—our real focus is, we delivered a strong year last year.

Eric Kelleher: Yeah. I think the transition coming into Q1 and this year, and we had our annual sales kickoff last year, our real focus is we delivered a strong year last year. We feel very strong about the results from Q4. We talked all throughout last year about how we were building specialization as the new lever. As Todd mentioned, our productivity has increased, our repetition has decreased. Coming into this year, we are committed to that model, and we're not injecting significant change. With one area in particular, I do want to note, in addition to Todd's commentary, which is the note Brett shared about our investments specifically in our channel and specifically in our relationships with Global System Integrators.

Speaker #5: We feel very strong about the results from Q4. We talked all throughout last year about how we were building specialization as the new lever.

Speaker #5: As Todd mentioned, our productivity has increased. Our repetition has decreased. So coming into this year, we are committed to that model, and we're not injecting significant change.

Speaker #5: With one area in particular, I do want to note, in addition to Todd's commentary, which is the note Brett shared about our investment specifically in our channel.

Speaker #5: And specifically in our relationships with global systems integrators. So the one significant change we have there is we very consciously chosen to better leverage our relationships with the global systems integrators because our customers need them more than ever for the change management associated with the transition to Agentic, for the increase in cyber and the importance of securing identity for human, non-human, and Agentic.

Eric Kelleher: The one significant change we have there is we've very consciously chosen to better leverage our relationships with the Global System Integrators because our customers need them more than ever for the change management associated with the transition to agentic, for the increase in cyber and the importance of securing identity for human, non-human, and agentic. We're embracing that partnership. Those partnerships have been very successful for us with some of our largest customers, and we're excited to be leaning into that this year as well, and you see that reflected in the guide.

Speaker #5: And so we're embracing that partnership. Those partnerships have been very successful for us with some of our largest customers. And we're excited to be leaning into that this year as well.

Speaker #5: And you see that reflected in the guide.

Speaker #3: Yeah, this is really exciting. And I'll just take a minute here to comment on this. What's happening in the market, there's some market forces going on, which is, you know, every customer obviously is interested in AI and Agentic AI.

Todd McKinnon: Yeah. This is really exciting, and I'll just take a minute here to comment on this. What's happening in the market, there's some market forces going on, which is, you know, every customer obviously is interested in AI and agentic AI, and they're going to these GSIs and asking them about how to invest in the foundational elements and the security. Just like customers are coming to us, they're going to these GSIs, and the GSIs see that we are the answer. We can help customers power this agentic enterprise and be the source of truth for identity and connections between agents and systems. The GSIs see that as foundational as well. The GSIs look at the identity market, and they see us as the clear, independent, and neutral leader. No one else has the scale.

Speaker #3: And they're going to these GSIs and asking them about how to invest in the foundational elements and the security. And just like customers are coming to us, they're going to these GSIs, and the GSIs see that we are the answer.

Speaker #3: We can help customers power this agentic enterprise, and be the source of truth for identity and connections between agents and systems. And the GSIs see that as foundational as well.

Speaker #3: So the GSIs look at the identity market, and they see us as the clear independent and neutral leader. No one else has the scale.

Speaker #3: No one else has the capabilities. The other big identity companies are also trying to sell you a platform, or to sell you a development kit, or sell you other cyber tools.

Todd McKinnon: No one else has the capabilities. The other big identity companies are also trying to sell you a platform or to sell you a development kit or sell you other cyber tools. They're seeing we're the winner, they're coming to us, and you're seeing a product suite that is more capable than ever, that needs GSIs to help install it correctly and scale out at customers. The GSIs can couple with the leader. They can help customers transition into this agentic future. It's a win-win all around. What's left for us to do is really double down our investment by saying, Hey, we're gonna give up the professional services dollar as an investment to make this whole ecosystem bigger and empower our long-term subscription growth. It's, it's very exciting.

Speaker #3: So they're seeing we're the winner. So they're coming to us and you're seeing a product suite that is more capable than ever, that needs GSIs to help install it correctly and scale it out at customers.

Speaker #3: So the GSIs can couple with the leader. They can help customers transition into this agentic future. So it's a win-win all around. What's left for us to do is really double down our investment by saying, "Hey, we're going to give up the professional services dollar as an investment to make this whole ecosystem bigger and power our long-term subscription growth." It's very exciting.

Todd McKinnon: I feel like we've been working on years and years to get here, and we're here, and it's incredibly exciting to me and the entire team.

Speaker #3: I feel like we've been working on years and years to get here, and we're here. And it's incredibly exciting to me and the entire team.

Todd McKinnon: I feel like we've been working on years and years to get here, and we're here, and it's incredibly exciting to me and the entire team.

Speaker #5: Yeah, we're really fired up. And just as one more indicator of the strength of that channel, I mentioned we had our sales kickoff last week.

Eric Kelleher: Yeah. We're really fired up. Just as one more indicator of the strength of that channel, I mentioned we had our sales kickoff last week. We had our GSIs in attendance at our sales kickoff for the first time. Our partners are really becoming part of our go-to-market engine, their engagement was really high off the charts. We're very excited about how this helps us reach more customers faster with the broader Okta platform solution.

Speaker #5: We had our GSIs in attendance at our sales kickoff for the first time, and so our partners are really becoming part of our go-to-market engine.

Speaker #5: And their engagement was really high off the charts. So we're very excited about how this helps us reach more customers faster with the broader Okta platform solution.

Speaker #7: Awesome. Thanks again.

John DiFucci: Awesome. Thanks again.

Adam Borg: Awesome. Thanks again.

Speaker #6: Okay, we'll go to John DeFucci at Guggenheim.

Peter Levine: Okay. We'll go to John DiFucci at Guggenheim.

Dave Gennarelli: Okay. We'll go to John DiFucci at Guggenheim.

Speaker #8: Thanks, Steve. I think this question is for Todd and Eric. Again, listen, identity remains a high priority no matter who we speak to, right?

John DiFucci: Thanks, Dave. I think this question's for Todd and Eric. Again, listen, identity remains a high priority no matter who we speak to, right? IT purchasers, partners, so much so that others seem to be encroaching in the market, even as Microsoft seems to have faded a little bit in conversations when you talk to people in the field. You have names not usually associated with identity, like CrowdStrike and Rubrik, talking about it, or even names like 1Password taking a different approach. I guess these names might not necessarily be competing with you directly. Is it causing confusion in the market, or are more traditional names like Ping having a greater effect? Listen, you guys beat numbers, it's always good to see that, it wasn't quite what we thought it would be.

Speaker #8: IT purchasers, partners, so much so that others seem to be encroaching in the market. Even as Microsoft seems to fade it a little bit in conversations when you talk to people in the field.

Speaker #8: But you have names not usually associated with identity, like CrowdStrike and Rubrik, talking about it. Or even names like 1Password taking a different approach.

Speaker #8: I guess those names might not necessarily be competing with you directly. Is it causing confusion in the market? Or are more traditional names like Ping having a greater effect?

Speaker #8: Because, listen, you guys beat numbers, and it's always good to see that. But it wasn't quite what we thought it would be. And CRPO aside, the guide was a bit below where we thought you'd start.

John DiFucci: CRPO aside, the guide was a bit below where we thought you'd start and obviously where the street thought. Thanks.

Speaker #8: And obviously, we're the street thought. Thanks.

Speaker #5: I think it is. I mean, identity is at the center of traditionally in legacy technology. It was always at the center. And in this Agentic world going forward, John, it's becoming clear to everyone.

Todd McKinnon: I think it is. I mean, the identity is at the center of, traditionally in legacy technology, it was always at the center. In this agentic world going forward, John, it's becoming clear to everyone it's even a bigger deal than it was before. Being at the center, there is some confusion about who's doing what. I think the biggest confusion people have is the distinction between identity infrastructure and identity security. They hear the word identity, and they think if you're sitting on top of identity and detecting threats and blocking threats, you're also identity infrastructure. That's one of the big confusions. When you look at the agentic market, they're both really important. It's the identity security, making sure the agents are monitored and checked that they can't go out of bounds.

Speaker #5: It's even a bigger deal than it was before. But being at the center, there is some confusion about who's doing what. I think the biggest confusion people have is the distinction between identity infrastructure and identity security.

Speaker #5: And they hear the word identity, and they think if you're sitting on top of identity and detecting threats and blocking threats, you're also identity infrastructure.

Speaker #5: So that's one of the big confusions. And when you look at the Agentic market, they're both really important. It's the identity security, making sure the agents are monitored and checked that they can't go out of bounds.

Speaker #5: But just the infrastructure, just the ability for the agents to connect, and just for tracking and visibility—that's an infrastructure play. And we're the only company that really does both.

Todd McKinnon: Just the infrastructure, just the ability for the agents to connect and for tracking and visibility, that's an infrastructure play. We're the only company that really does both. It's at the security layer and the infrastructure layer. I think that is a, maybe a little bit of a confusion and something that, we're working hard to make sure everyone understands the advantage of that position as well.

Speaker #5: It's at the security layer and the infrastructure layer. So I think that is maybe a little bit of a confusion and something that we're working hard to make sure everyone understands the advantage of that position as well.

Speaker #3: Yeah, and I would add, I think the examples you just described, they point to the fact that the world is understanding that identity security, and particularly Agentic identity security, is fundamental to the future.

Eric Kelleher: Yeah. I would add, I think the examples you just described, they point to the fact that the world is understanding that identity security, in particular agentic identity security, is fundamental to the future. People are looking at how to invest there. From an Okta standpoint, we're not seeing any material change in the competitive behavior in our transactions yet. Of course, we're keeping our eye on the landscape. Also, remember we've been in this business for a really long time, and we have over 20,000 customers that count on us to protect their identity and over 7,000 integrations off the shelf. We believe that neutrality and ability to integrate with everything is what our customers need. That's what we hear from our customers as well.

Speaker #3: And so people are looking at how to invest there. But from an Okta standpoint, we're not seeing any material change in the competitive behavior in our transactions yet.

Speaker #3: Of course, we're keeping our eye on the landscape. And also, remember, we've been in this business for a really long time. And we have over 20,000 customers that count on us to protect their identity.

Speaker #3: And over 7,000 integrations off the shelf. And we believe that neutrality and ability to integrate with everything is what our customers need. That's what we hear from our customers as well.

Speaker #3: We think that positions us very well for the future. And the other note is, Agentic Identity for us isn't a new product—it's an extension of the products we already have.

Eric Kelleher: We think that positions us very well for the future. The other note is agentic identity for us isn't a new product. It's an extension of the products we already have. We've already had human identities and non-human identities, now we are simply expanding to also include agentic identities into our product stack. For us, we think we're very well-positioned in this. We manage today over 45 billion authentication events a month, over 8 billion threats a month as well. Those statistics are really meaningful to our customers who know that we're the leader in this space.

Speaker #3: We've already had human identities and non-human identities. And now we are simply expanding to also include Agentic identities into our product stack. So for us, we think we're very well positioned in this.

Speaker #3: We manage today over 45 billion authentication events a month, and we block over 8 billion threats a month as well. And those statistics are really meaningful to our customers, who know that we're the leader in the space.

Speaker #5: One other comment for you, John. We'll try to keep them shorter on the next questions. I just want to make sure we're all on the same page around the mechanics of the revenue guide, which is: it is a 10-point subscription revenue guide, and a 9-point total revenue guide.

Brett Tighe: One other comment for you, John. We're, you know, we'll try to keep them shorter on the next questions. I just wanna make sure we're all on the same page around the mechanics of the revenue guide, which is it is a 10-point subscription revenue guide and a 9-point total revenue guide. Effectively, we're taking, you know, another way to think about it is, you know, professional services in FY 2026 is roughly about 2% of total revenue, and FY 2027 is gonna be about 1 point of revenue. Just keep that in mind because the subscription revenue is growing faster, and we talked about the investment and why we're doing that earlier.

Speaker #5: So, effectively, another way to think about it is professional services in FY26 is roughly about 2% of total revenue. In FY27, it's going to be about 1 point of revenue.

Speaker #5: So just keep that in mind because the subscription revenue is growing faster. And we talked about the investment—why we're doing that—earlier. I just want to make sure we're all crystal clear that subscription revenue is growing faster than total revenue.

Brett Tighe: Just wanna make sure we're all crystal clear that subs revenue is growing faster than total revenue, as a result of the good results we had in FY 2026 and what we expect to produce in 2027.

Speaker #5: As a result of the good results we had in '27.

Speaker #3: Yeah, we don't want to disappoint anyone. We're going to make sure we work hard to exceed or meet or exceed the guidance. That's our mantra.

Todd McKinnon: Yeah. We don't wanna disappoint anyone. We're gonna make sure we work hard to exceed or meet or exceed the guidance. That's our mantra.

Speaker #8: Thanks, guys. That's all very helpful. Thank you.

Brett Tighe: Thanks, guys. That's all very helpful. Thank you.

Speaker #6: Okay, next, we'll go to Josh Tilton at Wolf.

Dave Gennarelli: Okay. Next, we'll go to Josh Tilton at Wolfe.

Joshua Tilton: Thank you. Brett, you kinda stole my question right from me. It was gonna be on that subscription guide. Maybe can you just... You know, I know you gave some of the puts and takes on the conservatism in the guide, but maybe just help us think about how conservative this guidance is versus the guidance you gave last year. The reason I'm asking is 'cause some quick math kinda suggests that this could be the year that subscription revenue growth accelerates. Maybe just, you know, walk us through some of the puts and takes there. Thank you.

Speaker #9: Thank you. Brett, you kind of stole my question right from me. It was going to be on that subscription guide. So maybe, can you just—I know you gave some of the puts and takes on the conservatism in the guide.

Speaker #9: But maybe just help us think about how conservative this guidance is versus the guidance you gave last year. And the reason I'm asking is because some quick math kind of suggests that this could be the year that subscription revenue growth accelerates.

Speaker #9: So maybe just walk us through some of the puts and takes there. Thank you.

Todd McKinnon: Yeah. I mean, it's real simple this year. We're not gonna get into the, you know, details of this, that or the other. It's just we're taking into account market conditions, what we think we can produce. Guidance philosophy remains the same as what we've done the last few quarters. It's real simple. Nothing too complicated.

Speaker #3: Yeah, I mean, it's real simple this year. We're not going to get into the details of this, that, or the other. It's just we're taking into account market conditions, what we think we can produce.

Speaker #3: So guidance philosophy remains the same as what we've done the last few quarters. So it's real simple. Nothing too complicated. No problem.

Joshua Tilton: Makes sense. Thank you.

Todd McKinnon: No problem.

Speaker #6: Next, we'll go to Roger Boyd at UBS.

Dave Gennarelli: Next, we'll go to Roger Boyd at UBS.

Speaker #10: Great, thanks, David. Thanks for the question. I wanted to come back to Agentic, and it's great to see the continued early traction there. I know it's early, but I wonder if you could provide any updated thoughts on how you're thinking about pricing in those products.

Roger Boyd: Great. Thanks, Dave, and thanks for the question. I wanted to come back to agentic and great to see the continued early traction there. I know it's early, but wondering if you could provide any updated thoughts on how you're thinking about pricing in those products. I think in the past you've talked about a per agent pricing model. How is that resonating with some of these early customers who are buying these offerings, considering the open-ended and rapid growth they could potentially see with agents? Thanks.

Speaker #10: I think in the past, you've talked about a per-agent pricing model. How is that resonating with some of these early customers who are buying these offerings, considering the potentially open-ended and rapid growth that you could potentially see with agents?

Speaker #10: Thanks.

Speaker #3: It's that topic that comes up all the time. And one of our advantages is we have these conversations with our 20,000 customers. We get really rapid feedback on how we can capture value, what would be most valuable for them, and easy for them to consume.

Todd McKinnon: It's that topic comes up all the time. One of our advantages is, was we have these conversations with our 20,000 customers. We get really rapid feedback on how we can capture value, what would be most valuable for them, easy for them to consume. It's really a strategic advantage. We have this feedback loop. We've actually structured the go-to-market team for AI Agents to capture that feedback rapidly and feed it right back into the product teams. What we're seeing is that there's really two ways that we charge for agents. One is, as a, like, a multiplier on a person.

Speaker #3: So it's really a strategic advantage. We have this feedback loop, and we've actually structured the go-to-market team for AI agents to capture that feedback rapidly and feed it right back into the product teams.

Speaker #3: And what we're seeing is that there's really two ways that we charge for agents. One is as a multiplier on a person. So in the model where a human identity uses a number of agents to augment their work, there's a multiplier on that agent or on that what they pay for a person toward the what they pay for agents.

Todd McKinnon: In the model where a human identity uses a number of agents to augment their work, there's a multiplier on that, on that agent or on that, what they pay for a person toward the, what they pay for agents. Also, if the agent is not coupled to a person, we sell it based on the number of connections the agent makes, because that's really the value. They wanna secure those connections and filter on fine grain access to all the back-end systems, the SaaS applications, the custom applications, then data warehouses the agent connects to. As they get more, the agent is more valuable as it has more fine grain access to different things, and it's more secure, so there's a multiple based on that.

Speaker #3: And then also, if the agent is not coupled to a person, we sell it based on the number of connections the agent makes, because that's really the value.

Speaker #3: They want to secure those connections and filter on fine-grain access to all the back-end systems, and the SaaS applications, and the custom applications, and the data warehouses the agent connects to. As they get more, the agent is more valuable as it has more fine-grain access to different things, and it's more secure.

Speaker #3: So there's a multiple based on that. The pricing we're working with these customers on is pretty early, so it's a nice step up.

Todd McKinnon: The pricing we're working with these customers on is pretty early. We're, you know, it's a nice step up. I mentioned earlier, by the way, we mentioned earlier, the 40% uplift. That was the uplift. That specific number was the uplift on a specific deal that has new products in it. It wasn't broken out specifically for agents. We'll talk more about the actual specifics of agentic pricing in the quarters ahead. We're not announcing that and talking about specific uplift or multiplier on human identities just as of yet. We want to settle down and get a little more consistent before we go broad and communicate that.

Speaker #3: I mentioned earlier, by the way, we mentioned earlier the 40% uplift. That was the uplift that specifically number was the uplift on a specific deal that has new products in it.

Speaker #3: It wasn't broken out specifically for agents. We'll talk more about the actual specifics of Agentic pricing in the quarters ahead. But we're not announcing that and talking about specific uplift or multiplier on human identities just as of yet.

Speaker #3: We want to settle down and get a little more consistent before we go broad and communicate that.

Speaker #10: Makes sense. Thanks, Todd.

Roger Boyd: Makes sense. Thanks, Todd.

Dave Gennarelli: Okay. Next up, Matt Hedberg at RBC.

Speaker #6: Okay, next up, Matt Hedberg at RBC.

Speaker #11: Thanks, Dave. Hey, Todd. A question for you. I think we've all seen the highlights on competition from LLM vendors or vibe coding. And I think a lot of us on this call agree that it's easier said than done.

Matt Hedberg: Thanks, Dave. Hey, Todd, a question for you. I think we've all seen the highlights on, you know, competition from LLM vendors or vibe coding. You know, I think a lot of us on this call agree that, like, it-it's easier said than done. I guess from your perspective, when you look at what you've built over the years and the data that you're sitting on, can you talk about sort of the structural advantages that you see over maybe some upstarts or some vibe co-coding alternatives?

Speaker #11: I guess from your perspective, when you look at what you've built over the years and the data that you're sitting on, can you talk about sort of the structural advantages that you see over maybe some upstarts or some 'vibe coding' alternatives?

Todd McKinnon: For sure, yeah. Something we the whole industry is thinking about. I think what I've I can think about it hypothetically, and then I can tell you what customers talk about in my hundreds of conversations with customers. I'll just start with the hypothetical. I think if you wanna, if you wanna build what any SaaS company has done or what Okta has done, it's years and years of hardening and making sure there's no vulnerabilities and making sure it scales and it's reliable. It's, you know, if you I don't know what the inference cost to build that would be, but it would be pretty significant inference cost. Then if you flip it around, you just think about you know, what's the price of getting it wrong?

Speaker #12: For sure. Yeah, it's something the whole industry is thinking about. And I think I can think about it hypothetically, and then I can tell you what customers talk about in my hundreds of conversations with customers.

Speaker #12: I'll just start with the hypothetical. I think if you want to build what any SaaS company has done, or what Okta has done, it's years and years of hardening and making sure there's no vulnerabilities, and making sure it scales and it's reliable.

Speaker #12: And it's if you I don't know what the inference costs to build that would be, but it would be pretty significant inference cost. And then if you flip it around, you just think about what's the price of getting it wrong?

Speaker #12: And it's getting it wrong. It's hard to validate. It's hard to prove you have it right. And if it's wrong, you have a major security breach or you're down and none of your agents or none of your people can access systems.

Todd McKinnon: If getting it wrong, it's hard to validate, it's hard to prove you have it right. If it's wrong, you have a major security breach or you're down and none of your agents or none of your people can access systems. The cost of getting it wrong, hypothetically, and actually just the cost to do it theoretically, if it was even possible theoretically with a, with an LLM or a tool would be pretty high. That, and that cost could change over time. We don't know. When I talk to customers, that's the hypothetical model. When you talk to customers and you, and you hear their challenges and their opportunities, they, a lot of the same things are echoed. They wanna identify key infrastructure pillars, and they wanna standardize on them.

Speaker #12: So the cost of getting it wrong hypothetically and actually just the cost to do it theoretically, if it was even possible theoretically with an LLM or a tool, would be pretty high.

Speaker #12: And that cost could change over time. We don't know. But when I talk to customers, that's the hypothetical model. But when you talk to customers and you hear their challenges and their opportunities, a lot of the same things are echoed.

Speaker #12: They want to identify key infrastructure pillars. And they want to standardize on them. And they see that as the unlock to hundreds of other decisions and hundreds of other build versus buy, decisions they have to make.

Todd McKinnon: They see that as the unlock to hundreds of other decisions and hundreds of other build versus buy decisions they have to make. They're putting foundational security, foundational identity in this bucket of things that they want to partner with a leader and trust it and go on top of that and figure everything else out. That's what they're telling me, and it kind of matches up with what I would think about hypothetically. Now that all being said, we are paranoid, and we're making sure that we are using all the latest technologies, LLMs, and coding tools to make sure we have not only something that's resilient and secure, but has the best features and the best capabilities and has. We're making sure that we build things internally as fast as anyone could build them, because we make no mistakes.

Speaker #12: And they're putting foundational security, foundational identity, in this bucket of things that they want to partner with a leader on, and trust it, and go on top of that and figure everything else out.

Speaker #12: That's what they're telling me. And it kind of matches up with what I would think about, hypothetically. Now, that all being said, we are paranoid.

Speaker #12: And we're making sure that we are using all the latest technologies, LLMs, coding tools to make sure we have not only something that's resilient and secure but has the best features and the best capabilities and so we're making sure that we build things internally as fast as anyone could build them because we make no mistakes.

Speaker #12: The prize here that the whole industry is going after, which is this agentic future where digital labor is part of the TAM, is a massive prize.

Todd McKinnon: The prize here that the whole industry is going after, which is this agentic future where digital labor is part of the TAM, is a massive prize. Everyone is, at some level, big picture, is gonna be going after this prize. It's exciting because it's greatly expanded the TAM of what Okta could be. Think about identity and what it's been in the past. It's roughly $20 billion TAM right now in terms of what people spend on the vendor data. You know, we talk about an $80 billion TAM. I mean, this could be bigger than this could be the biggest part of cyber in a few years, for sure. It could be even bigger than that if you really think about the infrastructure that stitches together the entire agentic enterprise and is the plumbing that makes it run.

Speaker #12: And everyone is, at some level, big picture, going to be going after this prize. And it's exciting because it's greatly expanded the TAM of what Okta could be.

Speaker #12: I think about identity and what it's been in the past. It's roughly $20 billion TAM right now in terms of what people spend on the vended data.

Speaker #12: We talk about an $80 billion TAM. I mean, this could be bigger than this could be the biggest part of cyber in a few years for sure.

Speaker #12: And it could be even bigger than that if you really think about the infrastructure that stitches together the entire Agentic enterprise and is the plumbing that makes it run.

Todd McKinnon: We're investing, we're paranoid, and we're working hard to make sure we capture that because the benefit to our customers, the benefit to our shareholders, and the benefit to everyone involved is massive. That's what's firing us up. We're working harder and we're more excited than ever because that's what's at stake.

Speaker #12: So we're investing, and we're paranoid, and we're working hard to make sure we capture that, because the benefit to our customers and the benefit to our shareholders, and the benefit to everyone involved, is massive.

Speaker #12: And that's what's firing us up. We're working harder and we're more excited than ever because that's what's at stake.

Speaker #6: Next up is Todd Weller at Stevens.

Brett Tighe: Great answer. Thanks.

Matt Hedberg: Great answer. Thanks.

Dave Gennarelli: Next up is Todd Weller at Stephens.

Speaker #13: Thanks, Dave, and thanks for the question. A question on Auth0. It looks like growth decelerated a bit from 2Q when that was last disclosed.

Todd Weller: Thanks, Dave, and thanks for the question. A question on Auth0. It looks like growth decelerated a bit from Q2 when that was last disclosed. The question is: how do we think about the durable growth profile of that business relative to workforce? It would seem that AI could be a significant catalyst to accelerate that shift from the homegrown solutions to out-of-the-box like Auth0. Any thoughts there would be great.

Speaker #13: So the question is, how do we think about the durable growth profile of that business relative to workforce? And then it would seem that AI could be a significant catalyst to accelerate that shift.

Speaker #13: From the homegrown solutions to out-of-the-box, like Auth0. So any thoughts there would be great.

Speaker #11: I think that it's we're very excited about Auth0. I think the deceleration a little bit is a tough compare. There's also we changed the go-to-market mix last year, as you know, to focus more on that.

Todd McKinnon: I think that we're very excited about Auth0. I think the deceleration a little bit is a tough compare. There's also, we changed the go-to-market mix last year, as you know, to focus more on that, and there's probably some cost of change in that number as well. Those are maybe a little bit of puts and takes on it. I think we're bullish on it. I think the big picture thing is what's happening in the CIAM market. The CIAM market is transitioning to be not just a platform for logging in and doing authentication authorization, but it's a platform for customers building agentic interfaces to their customers and to agents coming into their systems. Auth0 for AI Agents, that's what it is. It's a Token Vault.

Speaker #11: And there's probably some costs of change in that number as well, and those are maybe a little bit of puts and takes on it.

Speaker #11: I think we're bullish on it. I think the big picture thing is what's happening in the CIM market. The CIM market is transitioning to be not just a platform for logging in and doing authentication and authorization, but it's a platform for customers building agentic interfaces to their customers and to agents coming into their systems.

Speaker #11: So Auth0 for AI agents, that's what it is. It's a token vault. It helps Agentic login. It helps customers hook other AI tools up to their customer login.

Todd McKinnon: It helps agentic login, and it helps customers hook other AI tools up to their customer login. I think over time, that market is evolving into something that's hugely impactful and value delivering for our customers. I mentioned in my prepared remarks on the financial services firm that's using Auth0 for AI Agents really to help deliver agents to their customers. Then you'll see those tools being used to deliver agent interfaces and. Yeah, 'cause like, I think we talk about agentic, and I talked about agentic a lot of times on this call, but everything is gonna be agentic.

Speaker #11: And so I think over time, that market is evolving into something that's hugely impactful in value, delivering for our customers. I mentioned in my prepared remarks the financial services firm that's using Auth0 for AI agents, really to help deliver agents to their customers.

Speaker #11: And then you'll see those tools being used to deliver agent interfaces and because I think we talk about Agentic, and I talked about Agentic a lot of times on this call, but everything is going to be Agentic.

Speaker #11: So the capability of software to do more things autonomously and seek goals, and to do more unsupervised tasks, is going to pervade into every layer of software—whether it's customer-facing, whether it's employee-facing, whether it's what an existing SaaS app does, or whether it's the next generation of applications.

Todd McKinnon: The capability of software to do more things autonomously and seek goals and to do more unsupervised tasks is gonna pervade into every layer of software, whether it's customer-facing, whether it's employee-facing, whether it's what an existing SaaS app does, whether it's the next generation of applications. It's all gonna be agentic, and it all needs identity, and we're positioned to play in all of that, which is why it's so exciting.

Speaker #11: It's all going to be Agentic. And it all needs identity. And we're positioned to play in all of that, which is why it's so exciting.

Speaker #6: And one thing just to add on, around the tough compare that Todd was talking about, if you remember Q4 of last year, Auth0 had a record quarter.

Brett Tighe: One thing just to add on, around the tough compare that Todd was talking about. If you remember Q4 of last year, Auth0 had a record quarter, and you guys know, it was a really great quarters in general, but that's what's creating the tough compare is that Auth0 just had a fantastic Q4 last Q4, so.

Speaker #6: And you guys know it was a really great quarter just in general. But that's what's creating the tough compare — is that Auth0 just had a fantastic Q4 last Q4.

Speaker #6: So.

Speaker #13: Thanks, Brett. Appreciate it.

Todd Weller: Thanks, Brett. Appreciate it.

Speaker #6: No problem.

Brett Tighe: No problem.

Speaker #11: Next up, we'll go to Brian Essex at JPMorgan.

Dave Gennarelli: Next up, we'll go to Brian Essex at J.P. Morgan.

Speaker #12: Great. Thanks for taking the question. Maybe to follow up on that topic, just you've got Auth0, Todd, for AI agents, and Okta for AI agents.

Brian Essex: Great. Thanks for taking the question. Maybe to follow up on that topic, just, you know, you've got Auth0, Todd, for AI Agents and Okta for AI Agents. It seems like, you know, you've got a real competitive advantage on the Auth0 side. Could you maybe compare and contrast initial takes for sales cycles, competitive dynamics, and velocity of each? I know it's still early stages, but, you know, is Okta for AI Agents in a more competitive market or, you know, would love to just get your take on, you know, what kind of velocity you're seeing in each of those product segments?

Speaker #12: And it seems like you've got a real competitive advantage on the Auth0 side. Could you maybe compare and contrast initial takes for sales cycles, competitive dynamics, and velocity of each?

Speaker #12: I know it's still early stages, but is Okta for AI agents in a more competitive market, or would love to just get your take on what kind of velocity you're seeing in each of those product segments?

Speaker #11: Yeah. I think it's maybe flipped. I think Okta for AI agents is more unique and more differentiated than maybe we would have expected. I think Auth0 for AI agents is unique and differentiated as well.

Todd McKinnon: Yeah. I think it's, I think it's maybe flipped. I think Okta for AI agents is more unique and more differentiated than maybe we would have expected. I think Auth0 for AI agents is unique and differentiated as well. I think maybe the sentiment you're expressing is it's different than what we're seeing. Customers need a solution that's pre-integrated to all these agentic systems. I mean, there's no good way for customers to even understand what all these vendors are doing in agentic. There's no catalog of systems that says, Salesforce is doing this, ServiceNow is doing this, Agentcore is this, Google is doing this, Microsoft is doing this. That's what Okta for AI agents does. On top of that, it models connections and has policy for connections.

Speaker #11: But I think maybe the sentiment you're expressing is different than what we're seeing. Customers need a solution that's pre-integrated to all these agentic systems.

Speaker #11: I mean, there's no good there's no good way for customers to even understand what all these vendors are doing in Agentic. There's no catalog of systems that says, "Salesforce is doing this.

Speaker #11: ServiceNow is doing this. AgentCore is this. Google is doing this. Microsoft is doing this. And that's what Okta for AI agents does. And then, on top of that, it models connections and has policy for connections.

Speaker #11: It connects users to different agents and agents to systems, so the reception of it is very positive. And now we have to turn that into the continued momentum that we saw in Q4.

Todd McKinnon: It connects users to different agents and agents to systems. It's the reception of it is very positive, and now we have to turn that into continued momentum that we saw in Q4.

Speaker #12: Yeah. My customer conversations, I'm hearing urgency on both. But I would agree with Todd's comment that we feel maybe slightly more urgency on the Okta for AI agent side.

Eric Kelleher: Yeah, my customer conversations, I'm hearing urgency on both, but I would agree with Todd's comment that we feel maybe slightly more urgency on the Okta for AI Agents side. If you think about that, the Okta for AI Agents platform is the platform that helps customers find where they have rogue agents deployed. That is often the top of mind for a corporate buyer, for a CIO or a CISO, is they know that employees are activating agents, and they need a way to discover those agents and then to secure them, to manage them, to govern them, to vault their credentials, and the Okta for AI Agents platform solves that problem first.

Speaker #12: And if you think about that, the Okta for AI agents platform is the platform that helps customers find where they have rogue agents deployed.

Speaker #12: And that is often the top of mind—the top of mind for a corporate buyer, for a CIO or a CISO—is they know that employees are activating agents, and they need a way to discover those agents and then to secure them, to manage them, to govern them, to vault their credentials.

Speaker #12: And the Okta for AI agents platform solves that problem first. But really, in parallel, we've talked to a number of customers who are building agents and know that they need to build agents that can be discovered, that can be integrated, that can be authorized.

Eric Kelleher: Really, in parallel, we're talked to a number of customers who are building agents and know that they need to build agents that can be discovered, that can be integrated, that can be authorized, and the Auth0 for AI Agents platform is what allows them to do that. We've said in the prior call and today as well, we are having a huge interest in both of these platforms across our customer base and with our prospective customers as well.

Speaker #12: And the Auth0 for AI agents platform is what allows them to do that. So we've sat in the prior call, and today as well, we are having a huge interest in both of these platforms across our customer base and with our prospective customers as well.

Speaker #12: Very helpful caller. Thank you.

Brian Essex: Very helpful color. Thank you.

Speaker #11: Go to Eric Keybank.

Todd McKinnon: Go to Eric Heath at KeyBank.

Dave Gennarelli: Go to Eric Heath at KeyBank.

Speaker #13: Awesome. Thanks, David. And thanks for taking the question. Maybe just extending on Brian's question with one follow-up, a clarification if I may. So, just on these AI agent deals that you are closing at this point—are customers evaluating alternatives at this stage, or are they solely just looking at Okta and choosing Okta?

Eric Heath: Awesome. Thanks, Dave, and thanks for taking the question. Maybe just extending on Brian's question and one follow-up question, clarification, if I may. On these AI agent deals that you are closing at this point, are customers evaluating alternatives at this point, or are they solely just looking at Okta and choosing Okta? Just a clarifying question for you, Brett. The uplift of 40% for the entirety of the emerging product portfolio, I believe previously we were talking about OIG and OPA each being about a 33% uplift. Just a little surprised that the entirety of the portfolio on the emerging side is 40%. Any clarifying comments you could have there is great. Thanks.

Speaker #13: And then just to clarify and question for you, Brett, the uplift of 40% for the entirety of the emerging product portfolio, I believe previously, we were talking about OIG and OPA each being about a 33% uplift.

Speaker #13: So just a little surprise at the entirety of the portfolio in the emerging side is 40%. So any clarifying comments you could have there is great.

Speaker #13: Thanks.

Speaker #14: Yeah. Before we break down the 40% on your first question, these are early adopters. But these are people that are thinking about Okta for AI agents specifically. These are people that have seen the future of agentic, and they're thinking about how they can get their foundational house in order.

Todd McKinnon: Yeah. Before we break down the 40%, on your first question, these are early adopters. These are people that are thinking about for Okta for AI agents specifically. These are people that have seen the future of agentic, and they're thinking about how they can get their foundational house in order. They're early adopters, so they look at everything. They, you know, they've scoured every startup, every big platform, and they're seeing a couple things. One is that the vision of what we're delivering, the vision what we have delivered so far, even though it's an early access product and our vision of where it could be, is very compelling.

Speaker #14: So they're early adopters. So they look at everything. They've scoured every startup, every big platform. And they're seeing a couple of things. One is that the vision of what we're delivering what we have delivered so far, even though it's an early access product, and our vision of where it could be is very compelling.

Speaker #14: Two, they're seeing that they don't want to be—they're reticent to trust a startup with this critical piece of foundation because they know there's going to be M&A, and they know there's going to be startups going away.

Todd McKinnon: Two, they're seeing that they're reticent to trust a startup with this critical piece of foundation because they know there's going to be M&A, and they know there's going to be startups going away. There's so many startups playing in this space that there's bound to be a lot of failure, and they don't wanna build their whole foundation around something and have it be pulled out from under them. The other factor that is in their minds is that they don't wanna be locked in. Think about what's happening in agentic and what's happening in this world, these foundational models are moving incredibly fast. It's Anthropic's foundational model that has the leap ahead, and then it's OpenAI, and then it's an open source model, and then it's...

Speaker #14: There's so many startups playing in this space that there's bound to be a lot of failure. And they don't want to build their whole foundation around something and have it be pulled out from under them.

Speaker #14: And the other factor that is in their minds is

Speaker #1: Is that they don't want to be locked in . Think about what's happening . Agentic and what's happening in this world . These foundational models are moving incredibly fast , and it's anthropic foundational model that has the leap ahead .

Speaker #1: And then it's OpenAI and then it's an open source model , and then it's and that's going to continue for many years . And they don't want to be locked into a certain stack and a certain set of tools .

Todd McKinnon: That's gonna continue for many years. They don't wanna be locked into a certain stack and a certain set of tools. They're reticent to trust their foundational security with one provider, one platform. They want flexibility. Back to the startups, they know that a bunch of these startups are gonna get bought by the big players. They're thinking, Even if I go with a startup now, it's gonna get sold, and then we'd be locked into Microsoft, and they don't really want that. Yeah, it's our positioning is very compelling and the exciting thing about Q4, I talked about last call, I said, you know, we had Oktane, and everyone was super interested, and I've never seen interest in my life, in my career in a new product like this.

Speaker #1: So they're reticent to to trust their foundational security with one provider , one platform . They want flexibility . And back to the startups .

Speaker #1: They know that a bunch of these startups are going to get bought by the big players . So they're thinking , even if I go with a startup now , it's going to get sold , and then we'd be locked into Microsoft and they don't really want that .

Speaker #1: So yeah , it's our positioning is very compelling and the exciting thing about Q4 , I talked about last Call , I said , you know , we had octane and everyone was super interested .

Speaker #1: And I've never seen interest in my life, in my career, in a new product like this. The great thing about Q4 is it actually translated into real dollars and real bookings.

Todd McKinnon: The great thing about Q4 is it actually translated into real dollars and real bookings. It's still small relative to our overall run rate, and it's up to us to continue that momentum through this year, and so it can really start driving the number on the top line and growth, et cetera. We're on track, and it's like I said many times on this call, it's incredibly energizing.

Speaker #1: Now it's still small relative to our overall run rate , and it's up to us to continue that momentum through this year . And so it can really start driving the the number on the top line and growth , etc.

Speaker #1: . But we're on we're on track and it's like I said many times on this call , it's incredibly energizing .

Speaker #2: Yeah . And I would just add one thing to your comment , Todd , which is the the deal size for these deals have been good sized deals .

Eric Kelleher: Yeah. I would just add one thing to your comment, Todd, which is the deal size for these deals have been good-sized deals. They've been, you know, which is really nice to see because it has been more tilted toward larger companies.

Brett Tighe: Yeah. I would just add one thing to your comment, Todd, which is the deal size for these deals have been good-sized deals. They've been, you know, which is really nice to see because it has been more tilted toward larger companies.

Speaker #2: They've been , you know , which is really nice to see because it has been more tilted toward larger companies . I think that's a general theme that we've seen , at least in Q4 .

Todd McKinnon: I think that's a general theme that we've seen, at least in Q4, and we're seeing a little bit in the pipeline going forward. Going to your question, Eric, around the you know, the 40% versus the 33, I just want to be very clear. Previously, we said there was a 50% uplift on governance of a workforce contract alone. The 40% is over the entire contract. Previous, yeah, the number was higher for 50, but it was only a part of the business, the 59% of the business. If you take all 100%, it's a 40% uplift on the entire thing, which really shows that these new products are adding a tremendous amount of value to the top line for us, and that's why we're so excited about it.

Brett Tighe: I think that's a general theme that we've seen, at least in Q4, and we're seeing a little bit in the pipeline going forward. Going to your question, Eric, around the you know, the 40% versus the 33, I just want to be very clear. Previously, we said there was a 50% uplift on governance of a workforce contract alone. The 40% is over the entire contract. Previous, yeah, the number was higher for 50, but it was only a part of the business, the 59% of the business. If you take all 100%, it's a 40% uplift on the entire thing, which really shows that these new products are adding a tremendous amount of value to the top line for us, and that's why we're so excited about it.

Speaker #2: And we're seeing a little bit in in the pipeline going forward . So going to your your question , Eric , around the 50 , you know , the 40% versus a 33 ish will be very clear .

Speaker #2: Previously , we said there was a 50% uplift on governance of a workforce contract alone . The 40% is over the entire contract .

Speaker #2: So previous yeah , the number was higher for 50 , but it was only a part of the business . The 59% of the business , if you take all 100% , it's a 40% uplift on the entire thing , which really shows that these new products are adding a tremendous amount of value to the top line for us .

Speaker #2: And that's why we're so excited about it Okay . Next we'll go to at Baird .

Dave Gennarelli: Okay. Next, we'll go to Shrenik Kothari at Baird.

[Analyst] (Baird): Great. Staying on topic of agentic, Carl, you mentioned non-human identities could ultimately rival, today you mentioned can exceed. Just from pricing standpoint, I agree it's still early to size, but incidents like the Salesloft Drift breach or those compromised OAuth tokens enable lateral access across SaaS. Can you tell us a little bit about like how... Does this expand the non-human identity TAM beyond your early estimates and just overall strengthens your strategic positioning to lead this agentic category specifically?

Shrenik Kothari: Great. Staying on topic of agentic, Carl, you mentioned non-human identities could ultimately rival, today you mentioned can exceed. Just from pricing standpoint, I agree it's still early to size, but incidents like the Salesloft Drift breach or those compromised OAuth tokens enable lateral access across SaaS. Can you tell us a little bit about like how... Does this expand the non-human identity TAM beyond your early estimates and just overall strengthens your strategic positioning to lead this agentic category specifically?

Speaker #3: Great, so staying on the topic of Atlantic, and you mentioned non-human identities could ultimately rival today. You mentioned they can exceed, and just from a pricing standpoint I agree it's still early to size.

Speaker #3: But but incidents like the sales of breach or those compromised or tokens enable lateral access across SaaS . Can you can you tell us a little bit about like how does this expand the non-human identity term beyond your early estimates ?

Speaker #3: And just overall strengthens your strategic lead this genetic category ? Thanks

Todd McKinnon: I think when I talk about agentic and being the identity foundation for the agentic enterprise, that really is a superset of what people call non-human. Non-human is like service accounts and sometimes they mean tracking machines. What I'm talking about is much bigger. It's a superset of all that stuff. It's really... It's the backbone of the agentic enterprise. It's incredibly valuable and mission-critical for customers, and it's a massive TAM. Anytime you're adding that much value to customers, you're gonna be able to monetize it some way, whether that's just unique count of agents or that's agent connections, which is kinda how we're doing it now, or whether that's that'll evolve as we go forward.

Speaker #1: I think when I talk about Agentic and being the identity foundation for the Agentic enterprise, that really is a superset of what people call non-human.

Speaker #1: Non-human is like service accounts and sometimes they mean tracking machines . What I'm talking about is much bigger . It's a superset of of all that stuff , and it's really it's , it's it's the backbone of , of the agentic enterprise .

Speaker #1: It's incredibly valuable . And mission critical for customers . And it's it's a massive Tam . Anytime you're adding that much value to customers , you're going to be able to monetize it some way , whether that's just unique count of agents or that's agent connections , which is kind of how we're doing it now , or whether that's that'll evolve as we go forward .

Todd McKinnon: We'll figure that out, but it's the value we're potentially could generate or could provide to customers is, it's I think greatly increasing the TAM.

Speaker #1: We'll figure that out. But it's the value we potentially could generate or could provide to customers—it's, I think, greatly increasing the TAM.

Dave Gennarelli: Great. Next, we'll go to Gray Powell at BTIG.

Speaker #2: Great. Next, we'll go to Gray Powell at BTIG.

Gray Powell: Great. Thanks for. Can you hear me okay?

Speaker #4: Great . Thanks for thanks for taking . Can you hear me okay .

Todd McKinnon: Yeah, loud and clear, Gray.

Gray Powell: Okay. Thanks for taking the question, and congratulations on the results.

Speaker #1: Yeah. Loud and clear.

Speaker #4: Great . Great . Thanks for taking the question . And congratulations on the on the results . Yeah . So I wanted to clarify .

Todd McKinnon: Yeah, thanks.

Gray Powell: I wanted to clarify an earlier question. This is the third consecutive quarter where all the main KPIs have been clean, and then the forward revenue outlook, as far as I can tell, it was above the street, not below. I guess if you just, if you had to point to one or two things that have been the biggest driver of your consistency, what would that be?

Speaker #4: An earlier question . So so this is the third consecutive quarter where all the main KPIs have been cleaned . And then the forward revenue outlook , as far as I can tell , it was above street , not below .

Speaker #4: So I guess if you just if you had to point to 1 or 2 things that have been the biggest driver of your consistency , what would that be ?

Todd McKinnon: Large, large deals, large customers.

Speaker #4: And then .

Speaker #1: Large , large deals , large customers , okay .

Gray Powell: Okay. The follow-up would just be, like, how do you feel about your visibility on demand today versus 6 to 12 months ago?

Speaker #4: And then and then the follow up would just be like , how do you feel about your visibility on demand today versus 6 to 12 months ago ?

Todd McKinnon: The answer, like I said, large deals, large customers, people buying more of the products, more of the platform. I feel more confident in it than I was a year ago. I was pretty confident a year ago. You know, we had a lot of change in specialization. I think there was some cost of change there. We had that in our guidance. Now that's not there anymore. I'm more confident now.

Speaker #1: The answer , like I said , large , large deals , large customers , people buying more of the products , more of the platform .

Speaker #1: And I feel more confident in it than I was a year ago . I was pretty confident a year ago , but I , you know , we had a lot of change in specialization .

Speaker #1: And I think there was some cost of change there . And we had that in our guidance . And now that's not there anymore .

Speaker #1: So I'm more confident now .

Brett Tighe: Yeah. I would just add, just, look, we've been focusing on a few things for a while now, which is becoming one of the world's most secure companies, doing good job there. New product introduction, you've seen the results there. Partners, you've heard us talk about it today and also in the remarks earlier. Then specialization. All those things have been in this effort to continue to deliver consistent results and ultimately with the goal of growing faster than what we're doing today. That's our goal. I think it's, we've stated, you know, many times that we are not pleased with the growth levels at this level. We wanna be able to grow faster, and that's why we're doing all these things and why we're excited, you know, about the opportunity.

Speaker #2: Yeah, I would just add, I would add, just look, we've been focusing on a few things for a while now, which is becoming one of the world's most secure companies doing a good job.

Speaker #2: Their new product introduction . You've seen the results there . Partners . You've heard us talk about it today . And also in the in the remarks earlier .

Speaker #2: And then specialization and all those things have been in this effort to continue to deliver consistent results, and ultimately with the goal of growing faster than what we're doing today.

Speaker #2: That's that's our goal . I think it's we've stated it many , many times that we are not pleased with the growth levels at this level .

Speaker #2: We want to be able to grow faster, and that's why we're doing all these things and why we're excited. You about the opportunity, because we see all of the fruits of our labor starting to pile up and produce solid results.

Brett Tighe: 'Cause we see all of the fruits of our labor starting to pile up and produce solid results, and we think that's just gonna parlay into better results going forward.

Speaker #2: And we think that's just going to parlay into better results going forward.

Gray Powell: Understood. Thank you very much.

Speaker #4: Understood. Thank you very much.

Dave Gennarelli: Okay. Next up is Kingsley Crane at Canaccord.

Speaker #1: Okay . Next up is Kingsley Crean , a Canaccord

Kingsley Crane: Thanks for taking the question. On agentic again, I don't think it's controversial to say that OAuth and OIDC weren't originally designed for agentic. Cross App Access is a huge step, but it seems like.

Speaker #5: Thanks for taking the question On Agentic . Again . I don't think it's controversial to say that OAuth and Oidc weren't originally designed for Agentic cross app access is a huge step , but you .

Todd McKinnon: You know what they were designed for, right? You know what they were designed for, right? It was like, you know, sharing your, you know, Twitter feeds, getting a third-party Twitter client access to your Twitter.

Speaker #1: Know what ? They were designed for , right ? You know what they were designed for , right ? It was like , you know , sharing your Twitter feed , getting getting a third party Twitter client , access to your Twitter .

Kingsley Crane: Right. Yeah, I mean, people-centric. I mean, it seems like you're fighting a standards war as much as you are fighting a product war. Do you think that's fair? How critical is it for you to win that war? Is the market sufficiently large where that doesn't matter?

Speaker #5: Right . So yeah , I mean , people centric . But so I mean , it seems like you're fighting a standards war as much as you are fighting a product .

Speaker #5: Where do you think that's fair ? And then how critical is it for you to win that war ? Or is the market sufficiently large where that doesn't matter ?

Todd McKinnon: I think standards are very important. I don't I'm not sure that our standard has to win. I think what we There really is nothing like Cross App Access out there. I think in terms of like the ability for one agent to, instead of asking a person to manually connect other services to that agent, to delegate that to an enterprise IdP and let the IdP ahead of time set up that thing for as per enterprise policy, there's nothing else like it. It's like very universally accepted as a positive goal. I think the gate on how fast that will be adopted is every SaaS company and every technology vendor, they have, believe me, they're reading the headlines.

Speaker #1: I think I think standards are very important . I don't I'm not sure that our , our standard has to win . I think what we there really is nothing like cross up access out there .

Speaker #1: So I think in terms of, like, the ability for one agent to, instead of asking a person to manually connect other services to that agent, to delegate that to an enterprise IDP and let the IDP, ahead of time, set up that thing per enterprise policy, there's nothing else like it. And it's, it's, like, very universally accepted as a positive goal.

Speaker #1: I think the , the , the the gate on how fast that will be adopted is , is every , every SaaS company and every technology vendor , they have , believe me , they're reading the headlines .

Todd McKinnon: They understand that they need to innovate in their products, and they're thinking about where supporting Cross App Access is on their roadmap of priorities. That's, you know, they're all trying to do a ton of things and make their services more agentic and more compelling, and security and the ability to have them be more enterprise-ready is on their list, but we have to convince them to get it higher on their list. It's not like a competing standard as like a prioritization thing. Remember, we wanna provide this identity infrastructure and make sure that we give people this solid foundation to build upon. That's gonna require standardization just because it's not gonna...

Speaker #1: They understand that they need to innovate in their products, and they're thinking about where supporting cross-app access is on their roadmap of priorities.

Speaker #1: So that's , you know , they're all trying to do a ton of things and make their services more authentic and more compelling .

Speaker #1: And , and security and the ability to have them be more enterprise ready is on their list . But we have to convince them to get it higher on their list .

Speaker #1: So it's not like a competing standard is is like a prioritization thing . But remember , we are we want to provide this identity infrastructure and make sure that we give people this solid foundation to build upon .

Speaker #1: And that's going to require standardization . Just because it's not going to you can't use a standard piece of foundation if everyone's doing their own things in a different way , which is why we're working with standards bodies in general .

Todd McKinnon: You can't use a standard piece of foundation if everyone's doing their own things in a different way, which is why we're working with standards bodies in general. It's not just CrossOut Baxos, but it's an important part of the equation. I wouldn't say, like, the whole war rests on one specific standards body or standards battle. I think it'll be a evolutionary thing over the next several years.

Speaker #1: It's not just cross-app access, but it's an important part of the equation. But I wouldn't say, like, the whole war rests on one specific standards body or standards battle.

Speaker #1: I think it'll be a evolutionary thing over the next several years .

Mike Cikos: Thank you.

Kingsley Crane: Thank you.

Speaker #5: Thank you .

Dave Gennarelli: Great. Next up is Mike Cikos at Needham.

Speaker #2: Great . Next up is Mike .

Speaker #1: Cikos Needham

Mike Cikos: Great. Thanks, guys. Congrats on the strong finish and consistent execution here. On the Okta and Auth0 for AI agents, if I could just turn it on its head for a second, but do you receive pushback from organizations or what are some of the friction points you hear to adopt? Secondly, I know you guys are obviously focused on this and investing aggressively, but what are current gating factors to driving faster success from an Okta operations standpoint?

Speaker #2: Great . Thanks , guys .

Speaker #5: And congrats on the strong finish and consistent execution here . On the Okta . And also for AI agents . If I could just turn it on its head for a second .

Speaker #5: But do you receive pushback from organizations or what are some of the the friction points you hear to adopt ? And then secondly , I know you guys are obviously focused on this and investing aggressively , but what are our current gating factors to driving faster success from an Okta operation standpoint ?

Todd McKinnon: I think it's specifically on agentic, I think it's really how fast companies are gonna adopt AI, how fast they're gonna. I mean, most people are, you know, have chatbots now and copilots or things like that. I think the next wave is actually the autonomous goal-seeking agents. There's some of those in the packaged applications. Agentforce and ServiceNow have some of them. Many companies are building their own internal platform to build these themselves. Some of them are using Google's builder platform, Microsoft's, or AgentCore from Amazon. I think the.

Speaker #2: I think .

Speaker #1: It's a—specifically on Agentic. I think it's really about how fast companies are going to adopt AI, how fast they're going to...

Speaker #1: And most people are , you know , have chatbots now and Copilots or things like that . I think the next wave is actually the autonomous goal seeking agents .

Speaker #1: And there's some of those in the packaged applications. AgentForce and ServiceNow has some of them. Many companies are building their own internal platform to build these themselves.

Speaker #1: Some of them are using Google's Builder platform , Microsoft's or Agent Core from Amazon , but I think so the the I think the pace of adoption here , particularly on the foundational layer we're building , is how fast they adopt Agentic .

Todd McKinnon: I think the pace of adoption here, particularly on the foundational layer we're building, is how fast they adopt agentic, and then specifically how much that means putting the cross-platform plumbing in that is required when you want to take an agent from one platform and have it work across platforms. I think it's, you know, they have a lot coming at them. They're trying to absorb innovation in different products. They're trying to figure out what they build. They're trying to figure out what they buy. I think our job is to make sure that they understand the foundational elements of what we do and how well it integrates and how seamless it is and how it gives them choice and flexibility.

Speaker #1: And then, specifically, how much that means putting in the cross-platform plumbing that is required when you want to take an agent from one platform and have it work across platforms.

Speaker #1: So I think it's , you know , it's a lot they have a lot coming at them . They're they're trying to absorb innovation in different products .

Speaker #1: They're trying to figure out what they build . They're trying to figure out what they buy . And so I think our job is to is to make sure that they understand the foundational elements of what we do and how well it integrates and how seamless it is and how it gives them choice and flexibility .

Todd McKinnon: The success we've had is followed that playbook. That's really a something we'll keep doing so we catalyze a lot more momentum going forward.

Speaker #1: And the success we've had has followed that playbook . And so that's really a something we'll keep doing . So we catalyze a lot more momentum going forward .

Mike Cikos: Very helpful. Thank you.

Speaker #2: And helpful. Thank you.

Todd McKinnon: There's no, like, sorry, I'm being a little rambly in my answer, but we still don't have the reference architecture. There's no, you know, a million years ago, it was like you had a database, relational database, and you had client server, and then it went to there's a reference architecture. You had cloud infrastructure, and you had web middleware. That still hasn't been established for the agentic enterprise, but it will happen quickly. It's like you use this flexible LLM model, you use this identity layer, you use this, you know, maybe workflow layer. Once that happens, everyone will kind of agree on that, and then you'll see it really start to crank.

Speaker #1: There's no there's no like a better I'm sorry I'm being a little rambly in my answer . But there's no we still don't have the reference architecture .

Speaker #1: There's no , you know , a million years ago it was like you had a database relational database , and you had client server , and then it went to there's reference architecture .

Speaker #1: You you had cloud infrastructure and you had web middleware . There . That still hasn't been established for the Agentic enterprise , but it will happen quickly .

Speaker #1: It's like you use this flexible LLM model . You use this identity layer , you use this , you know , maybe workflow layer .

Speaker #1: And so once that happens , everyone will kind of agree on that . And then you'll see it really start to crank . And that's why the stakes are so high to to to to win this identity layer .

Todd McKinnon: That's why the stakes are so high to win this identity layer now which could turn into the biggest market for us ever.

Speaker #1: Now which could turn into the biggest market for us ever .

Mike Cikos: Appreciate it.

Speaker #5: I appreciate it

Dave Gennarelli: All right, next up we'll go to Rob Owens at Piper.

Speaker #2: All right . Next up we'll go to Rob Owens at Piper .

Rob Owens: Thanks, Dave. Good afternoon, everybody. Would love to unpack the growth algorithm a little bit and focus on DBNRR. It's been flat all year, and I guess it's a little surprising. You know, we think that you're through the headwinds of COVID, as those have kind of anniversaried on a multi-year cycle. The last couple of years have been really strong from a new product standpoint. Now, I realize that retention rates are typically an output, not an input to a degree, and you're landing larger, and that's all great. As we've seen growth continually tick down, we just haven't seen improvement in this metric. Just curious why that's the case and when that might change. Thanks.

Speaker #6: Thanks , Dave . And good afternoon , everybody . We'd love to unpack the growth algorithm a little bit and focus on DB ner .

Speaker #6: It's been flat all year , and I guess it's a little surprising . You know , we think that you're through the headwinds of Covid as those have kind of anniversary on a multiyear cycle .

Speaker #6: And the last couple of years have been really strong from a new product standpoint . I realized that retention rates are typically an output , not an input to a degree .

Speaker #6: And you're landing larger . And that's all great . But as we've seen , growth continually tick down , we just haven't seen an improvement in this metric .

Speaker #6: And just curious why that's the case . And when that might change . Thanks .

Todd McKinnon: Yeah, I can take that one, and Eric, if you wanna add a little color. One of the things that has been consistent has been that gross retention. You know, Rob, it's the most important factor in there. That has been consistent and been a just a pillar or a foundation to that number for some time now, actually several years. You know, it's just the upsell rate that we haven't seen as much to really keep it higher, right? We think for the balance of FY 2027, we do travel in this range, you know, plus or minus a little bit. What it's gonna boil down to is how much new business do we do in the year and how much upsell do we do in the year?

Speaker #2: Yeah , I can take that one . And Eric , if you want to add a little color . So one of the things that has been consistent has been that that gross retention , you know , Rob , it's the most important factor in there that has been consistent in just a bit of just a pillar or a foundation to that number for for some time now , actually several , several years , you know , it's just the upsell rate that we haven't that we haven't seen as much to really keep it higher .

Speaker #2: Right . And we think for the balance of FY 27 , we do travel in this range , you know , plus or minus a little bit .

Speaker #2: And what it's going to boil down to is how much new business we do in the year, and how much upsell we do in the year.

Todd McKinnon: Because we've got confidence that pillar of strength, that gross retention will continue to be very healthy. It really boils down to how much upsell versus new business we can generate in FY 2027. That's one of the reasons why we have added this capacity into the system because regardless if you're looking at net retention, ultimately what we really care about is that top-line revenue growth number or really current RPO growth in front of that. In any given year, there's really only two variables that we can play with. One is the productivity per rep, which you've heard us talk about over the last several quarters is getting better and better. Actually, we talked about it in FY 2025 as well. Good productivity improvement in 2025.

Speaker #2: Because we've got confidence that that , that pillar of strength , that gross retention will continue to be very healthy . So really boils down to how much upsell versus new business we can .

Speaker #2: We can generate in FY 27 . And that's one of the reasons why we have added this capacity into the system , because regardless if you're looking at net retention , ultimately what we really care about is that top line revenue growth number or really current RPO growth in front of that in any given year , there's really only two variables that we can play with .

Speaker #2: One is the productivity per rep , which which you've heard us talk about over the last several quarters of getting better and better , actually , we talked about it in FY 25 as well .

Speaker #2: Good productivity improvement in 2526 was a good improvement , enough to say , hey , let's add some more reps into the into the formula .

Brett Tighe: 2026 was a good improvement, enough to say, Hey, let's add some more reps into the formula. That's the second piece of the formula, right? There's productivity per rep, how many reps do you have in there? We've added a meaningful amount of reps into the system. You can see that in the sales and marketing expense line. I'd invite you to look at the year-over-year growth of Q2, Q3, Q4. That is going to lead to growth, or at least we expect to lead that to growth in the future. It's, it's all part of a bigger plan there, Rob, to try to be able to accelerate top line growth, not just NRR.

Todd McKinnon: 2026 was a good improvement, enough to say, Hey, let's add some more reps into the formula. That's the second piece of the formula, right? There's productivity per rep, how many reps do you have in there? We've added a meaningful amount of reps into the system. You can see that in the sales and marketing expense line. I'd invite you to look at the year-over-year growth of Q2, Q3, Q4. That is going to lead to growth, or at least we expect to lead that to growth in the future. It's, it's all part of a bigger plan there, Rob, to try to be able to accelerate top line growth, not just NRR.

Speaker #2: So then that's the second piece of the formula right ? There's productivity per rep . And then and then how many reps do you have in there .

Speaker #2: And we've added a meaningful amount of reps into the system . You can see that in the sales and marketing expense line . I'd invite you to look at the year , year over year growth of Q2 , Q3 , Q4 .

Speaker #2: That is going to lead to growth , or at least our expect . We expect to lead that to growth in the future .

Speaker #2: So it's it's all part of a bigger plan there , Rob , to try to to be able accelerate top line growth , not just in or are I mean , we can talk about it , but it's not as exciting as really that top line current RPO growth that we're really targeting to go faster .

Brett Tighe: I mean, we can talk about NRR, but it's not as exciting as really that top line current RPO growth that we're really targeting to go faster, you know, in the medium term. That's something we've talked to you guys about. We wanna be faster than where we are.

Todd McKinnon: I mean, we can talk about NRR, but it's not as exciting as really that top line current RPO growth that we're really targeting to go faster, you know, in the medium term. That's something we've talked to you guys about. We wanna be faster than where we are.

Speaker #2: You know , in the medium term , that's something we talked to you guys about . We want to be faster than where we are .

Todd McKinnon: Yeah. The last thing I'll say on this is for better understanding, Rob, is the RPO is growing faster than the CRPO, which means term lengths are getting longer, which means, there's less to renew every year at an at-bat basis, relatively speaking, which is another positive thing that's gonna drive potential upsider.

Eric Kelleher: Yeah. The last thing I'll say on this is for better understanding, Rob, is the RPO is growing faster than the CRPO, which means term lengths are getting longer, which means, there's less to renew every year at an at-bat basis, relatively speaking, which is another positive thing that's gonna drive potential upsider.

Speaker #1: The other the last thing I'll say on this is for better understanding . Rob is the the RPO is growing faster than the Crpo , which means term lengths are getting longer , which means there's less to renew every year at an at bat basis .

Speaker #1: Relatively speaking, which is another positive thing, that's going to drive potential upside here.

Dave Gennarelli: Thank you. Okay, we've got about 3 minutes left, so let's try to get through as many as possible. Next up, we have Peter Levine at Evercore.

Speaker #6: Thank you .

Speaker #1: Okay , we've got about about three minutes left . So let's try to get through as many as possible . Next up we have Peter Levine at Evercore .

Peter Levine: Thanks. Thanks, Dave. I'll just keep it quick. Most of my questions have been answered. For Brett, the linearity around professional services, maybe just from a modeling perspective, help us understand how that plays out throughout the year. Is it more of an impact in the second half as partners ramp up on this new program? Just help us understand how we should model that out. Thank you.

Speaker #6: Thanks .

Speaker #5: Thanks , Dave .

Speaker #1: I'll just keep it quick .

Speaker #5: Most of the answered my questions have been answered . Brett . The linearity around professional services , maybe just from a modeling perspective , help us understand how that plays out throughout the year .

Speaker #5: Is it more of an impact in the second half as partners ramp up on this new program? Just help us understand how we should model that out.

Brett Tighe: It should be a little bit more impact as the year goes on. That is correct, yes. That's about right.

Speaker #5: Thank you .

Speaker #2: Should be a little bit more impact as the year goes on . That is correct . Yes . That's that's about right .

Peter Levine: Thanks.

Speaker #7: Thanks .

Dave Gennarelli: Okay. We'll go to Patrick Colville at Scotiabank.

Speaker #1: Okay. We'll go to Patrick Colville at Scotiabank.

Patrick Colville: All right. Thank you for taking my question. I guess my one's for both Brett and Todd, please. In the prepared remarks, you talked of, you know, fiscal 2027, the focus is on prioritizing growth. If I look at the fiscal 2027 op margin guide, it's 25%, you know, which is a great number. It's the same as the guide provided this time last year. I guess just between the prepared remark comments and that guide, should the read be for, you know, us and investors that staying disciplined on cost, but it's all about pouring kerosene on the fire and capturing that TAM?

Speaker #8: All right . Thank you for taking my question . I guess my ones for both . Brett and Todd , please . In the prepared remarks , talked of , you know , fiscal 27 , the focus is on prioritizing growth .

Speaker #8: If I look at the fiscal 27 up margin guide , it's 25% . You know , which is a great number . It's the same as the guide provided this time last year .

Speaker #8: So I guess just between the prepared remarks , comments and that guide , should the read be for , you know , us and investors that staying disciplined on cost but it's all about pouring kerosene on the fire and capturing that Tam .

Brett Tighe: It is the latter of the two. We wanna be disciplined, and we feel the margins are very healthy at this point. We've made tremendous progress over the last three years, and we've been able to reinvest into growth-oriented activities. Just take a look at the results in 26, what I just said a couple of minutes ago, which is look at the growth in sales and marketing line in Q2, Q3, and Q4, and compare it to some of the other lines like G&A. We're trying to basically take money from one place and put it in another place so we can grow faster, whether it be in R&D or sales and marketing. That's ultimately our goal, while still producing very healthy margins, but the goal is to grow faster. Like, we think the opportunity is there.

Speaker #2: It is it is the latter of the two . So we want to be disciplined and we feel the margins are very healthy at this point .

Speaker #2: We've made tremendous progress over the last three years, and we've been able to reinvest into growth-oriented activities. Just take a look at the results in '26.

Speaker #2: What I just said a couple of minutes ago, which is, look at the growth in the sales and marketing line in Q2, Q3, and Q4, and compare it to some of the other lines, like G&A.

Speaker #2: We're trying to basically take money from one place and put it in another place so we can grow faster , whether it be in R&D or sales and marketing , that's ultimately our goal while still producing very healthy margins .

Speaker #2: But the goal is to grow faster , like we think the opportunity is there . You've heard it from us as a group today , and that's and that's what we're going to continue to do , but also be keeping in mind we have very healthy margins and we want to take a balanced approach .

Brett Tighe: You've heard it, from us as a group today, and that's what we're gonna continue to do. Also be keeping in mind, we have very healthy margins and we wanted to take a balanced approach.

Todd McKinnon: You've heard it, from us as a group today, and that's what we're gonna continue to do. Also be keeping in mind, we have very healthy margins and we wanted to take a balanced approach.

Todd McKinnon: Yeah. It's a structurally more efficient and capable company than it was three years ago. I think you'll see that going forward, where we can balance things in a very strategic way.

Eric Kelleher: Yeah. It's a structurally more efficient and capable company than it was three years ago. I think you'll see that going forward, where we can balance things in a very strategic way.

Speaker #1: Yeah , it's structurally it's a structurally more efficient and capable company than it was three years ago . So I think you'll see that going forward where we can balance things in a very strategic way that companies , both those goals .

Brett Tighe: Yeah.

Todd McKinnon: Yeah.

Todd McKinnon: Accomplishes both those goals.

Eric Kelleher: Accomplishes both those goals.

Brett Tighe: Yeah. We're fortunate to have the flexibility to be able to make these. We have a very good business model. That's something we're quite proud of, frankly.

Speaker #2: Yeah , we're fortunate to have the flexibility to be able to make these . We have a very good business model . That's something we're quite proud of , frankly .

Dave Gennarelli: Okay. We'll take our last question from Junaid at Truist.

Speaker #1: Okay . We'll take our last question from Jeanette Truist .

Junaid Siddiqui: Great. Thanks, Dave. The suite-based pricing that you introduced over the past year, how's the reception been from customers? Is that contributing to these large deal sizes you were alluding to and helping drive broader platform adoption?

Speaker #9: Great . Thanks , Dave . The suite based pricing that you introduced over the past year . How's the reception been from customers , and is that contributing to these large deal sizes ?

Speaker #9: You're alluding to? And helping drive broader platform adoption?

Brett Tighe: Yeah. Overall-

Eric Kelleher: Yeah. Overall-

Dave Gennarelli: Patrick?

Todd McKinnon: Patrick?

Brett Tighe: The suite-based pricing continues to resonate with customers. It does, in particular, help with larger transactions and larger customers. The other thing it does is it helps us close those deals faster because customers can sign up and then determine where to allocate individual licenses over time. Yeah, it continues to resonate. It's still a relatively early offer for us, so it's not yet a significant contributor to the run rate as we talked about earlier. But customers have been very pleased with the offering and our field has as well. We expect to continue success there this year.

Speaker #1: Yeah . Overall .

Eric Kelleher: The suite-based pricing continues to resonate with customers. It does, in particular, help with larger transactions and larger customers. The other thing it does is it helps us close those deals faster because customers can sign up and then determine where to allocate individual licenses over time. Yeah, it continues to resonate. It's still a relatively early offer for us, so it's not yet a significant contributor to the run rate as we talked about earlier. But customers have been very pleased with the offering and our field has as well. We expect to continue success there this year.

Speaker #4: The suite suite based pricing continues to resonate with customers . It does in particular help with larger transactions and larger customers . And the other thing it does is it helps us close those deals faster because customers can sign up and then determine where to allocate individual licenses over time .

Speaker #4: So so it continues to to resonate . It's still relatively early offer for us . So it's not not yet a significant contributor to to the run rate .

Speaker #4: As we talked about earlier, customers have been very pleased with the offering, and our field has as well. So we expect to continue success there this year.

Dave Gennarelli: All right. Appreciate that, guys. Apologies to those we didn't get to. Before you go, just wanna let you know that in addition to both on-site and virtual bus tours this Q, we'll be attending the Morgan Stanley Conference in San Francisco tomorrow and also the Wells Fargo Software Symposium in Menlo Park on 9 April. We hope to see you at one of those events. Thanks.

Todd McKinnon: All right. Appreciate that, guys. Apologies to those we didn't get to. Before you go, just wanna let you know that in addition to both on-site and virtual bus tours this Q, we'll be attending the Morgan Stanley Conference in San Francisco tomorrow and also the Wells Fargo Software Symposium in Menlo Park on 9 April. We hope to see you at one of those events. Thanks.

Speaker #1: All right. Appreciate that, guys. Apologies to those we didn't get to. And before you go, just want to let you know that in addition to both onsite and virtual bus tours this quarter, we'll be attending the Morgan Stanley Conference in San Francisco tomorrow.

Speaker #1: And also the Wells Fargo Software Symposium in Menlo Park on April 9th . And we hope to see you at one of those events .

Speaker #1: Thanks .

Brett Tighe: Thanks, everyone.

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