Okta (OKTA) investor relations material

Customer challenges and solutions

• Enterprises face confusion and volatility in the technology and security landscape, especially regarding agentic identities.

• A published blueprint guides customers to address agent discovery, connectivity, and authorization.

• Okta's product suite, including Okta for AI Agents, directly maps to these needs, offering discovery, governance, and auditability.

• Agentic identities are now managed as first-class citizens in the identity directory, with features like Agent SSO and just-in-time provisioning.

• All governance and security fabric capabilities for humans now extend to agents.

Product innovation and roadmap

• The product portfolio has broadened to address all identity use cases, including access management, governance, and privileged access.

• Recent acquisitions, such as Permiso, accelerate the roadmap for identity threat protection.

• Cross App Access, an open standard proposed by Okta, enables secure agent integration and is gaining industry adoption.

• Auth0 for AI Agents supports secure agent deployment and fine-grained authorization.

• Upcoming announcements at Oktane will focus on agentic identity and new partnerships.

Go-to-market strategy and sales evolution

• Sales force specialization by buyer persona (CIO/CISO vs. developer) has improved productivity and cross-sell opportunities.

• New product portfolio contributed 30% of bookings, reflecting successful specialization.

• Sales capacity planning is granular, based on market data and segmented targets.

• Pricing for agentic identity is currently a simple uplift on per-user pricing, with plans to evolve as usage data matures.

• Early transactions are mostly one-year, allowing flexibility as both customers and Okta learn more about agentic identity needs.