Okta has become the latest software vendor to achieve $1bn in aggregate sales via AWS Marketplace, after its fiscal 2025 tally leapt by over 80%.
Having first listed its secure identity solutions in AWS Marketplace in December 2020, the NASDAQ-listed outfit said it passed $1bn in aggregate total contract value in January 2025.
The news comes a week after CrowdStrike became the first ISV to sell $1bn via AWS Marketplace in a single year.
Canalys expects enterprise software sales via hyperscaler cloud marketplaces to hit $45bn this year, before growing to $85bn by 2028.
With Canalys expecting “well over half” of that $85bn to flow through channel partners, the likes of Computacenter, Softcat, Bytes, Trustmarque and Crayon are all accelerating plans to tap into this emerging route to market.
On a Q4 earnings call (see transcript, here), Okta CFO Brett Tighe revealed that the vendor’s AWS Marketplace revenues grew by over 80% in its fiscal year ended 31 January 2025.
Asked by an analyst whether AWS Marketplace now accounts for more than 10% of Okta’s total annual contract value, Tighe characterised it as a “greater, growing percentage”.
“It’s definitely getting big now, which is one of the reasons why we’re so excited about it,” he said.
“Blow out quarter”
Despite announcing plans to lay off a further 180 staff last month, Okta CEO Todd McKinnon (pictured, top) described Q4 as a “blow out quarter” as the vendor raised its guidance for 2026.
Okta’s total revenues for its fiscal 2025 hiked 15% to $2.61bn.
It expects fiscal 2026 revenues to rise by between 9% and 10%.
McKinnon suggested Okta is well placed to play a role in helping customers with AI and agentic workloads.
“People are trying to stitch together agentic platforms and write their own agentic systems. And what they run smack into is, ‘Wait a minute, how am I going to give these agents access to all these systems if I don’t even know what’s in these systems and I don’t even know the access permissions that are there and how to securely authenticate them’,” McKinnon said.
“So, that’s driving the business. But great quarter. We’re very bullish,” he said.
