Good day, and welcome to the Acta Third Quarter Fiscal 2020 Earnings Call. Today's conference is being recorded. At this time, I would like to turn the conference over to Dave Generale, Head of Investor Relations at Okta. Please go ahead, sir.
Good afternoon, and thank you for joining us on today's conference call to discuss the financial results of Okta's third quarter of fiscal 2020. With me on today's call are Todd McKinnon, Okta's Co Founder and Chief Executive Officer Bill Lache, the company's Chief Financial Officer and Frederick Carris, the company's Co Founder and Chief Brading Officer. Today's call 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. 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 In addition, during today's call, we will discuss non GAAP financial measures. 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 discussion of limitations of using non GAAP measures versus their closest GAAP equivalents is available on our earnings release. 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. On today's call, 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 on year comparison.
And now I'd like to turn the call over to Todd Mckinnon. Todd?
Thanks, Dave, and thanks, everyone, for joining us today. Our 3rd quarter results reflect another strong quarter of execution and financial performance. Total revenue grew 45%, subscription revenue grew 48%, and remaining performance obligations, 100 new customers in the quarter, bringing as demonstrated by the addition of 103 customers with annual contract value greater than $100,000. And once again, over half of these additions were from new customers. The total number of 100,000 plus customers is now over 1300 and increased over 40% year over year and over 90% since the beginning of last fiscal year.
That's great progress as we continue to focus on broadening our enterprise business with the investments we're making in our customer facing teams and deepening our relationships with Global Systems integrators. For a while now, we've talked about the 3 massive secular market tailwinds that help drive our business. First, organizations are moving to the cloud 2nd, they are going through a digital transformation and the 3rd market tailwind is that businesses are embracing 0 trust security environments. We're still in the very early stages of each of these trends, so they are going to be around for many years to come. Importantly, Okta is in a unique position to capitalize on these trends because of our ability to address the broadest set of use cases across complex IT environments.
One of my favorite parts of these earnings calls is being able to share customer stories because they help drive home, how our cloud based solutions for identity and access management are being adopted by some of the biggest and most innovative organizations in the world. The cloud has forced every company to become a technology company, and the security perimeter has forever changed as companies build applications and websites to more effectively engage with their customers and partners. 1st, is a new workforce identity win with Barry Global, a Fortune 500 manufacturing and packaging company with tens of thousands of employees. This is a great example of a large traditional company founded over 50 years ago that has turned to Okta as its identity provider. The company needed to protect itself from modern security threats, and looked for an identity solution to secure its workforce.
Okta will improve the sign on experience for employees, reduce help desk requests by enabling self-service password resets and enhance security with multi factor authentication. Next, a Fortune Fifty Telecommunication company was a new customer identity win. The company needed to improve the experience for its business customers when they securely access key business services. It selected Okta customer identity over Microsoft, in order to decrease maintenance and infrastructure costs and provide faster time to value. Dentsu Group, a Global 2000 advertising and marketing services group headquartered in Japan was a noteworthy upsell in the quarter.
I'm excited about this upsell because it illustrates pattern we've seen many times before, demonstrating our value and ROI. After the initial success in an international division of Dentsu, the company decided to broaden its deployment of Okta to its global workforce of over 60,000 employees. Okta will be a critical part of its technology strategy to unify the entire company increased collaboration and enhanced security. Lastly, a Fortune 500 Financial Services company originally purchased Okta to help modernize and easily onboarded secure cloud applications. Most recently, they purchased Okta Access Gateway to unify access to both cloud and on premise applications and enhance security for its over 10,000 employees.
This expanded deployment demonstrates how we continue to build customer Those are great wins with very large organizations. Increasing our business with the world's largest organizations is an important part of our overall growth strategy and helps increase the network effects of the Okta Identity Cloud. These large enterprise customers are turning to Okta because of our neutrality, extensive catalog of integrations and breadth of products. This in turn generates more and more data insights that can be harnessed to build better products that make our customers more Earlier this year, we opened up the platform into customizable blocks that enable unlimited use cases with the Okta Identity Engine, and increased functionality and extensibility with Okta Hooks. We are transitioning our offerings from products to a componentized customizable platform to create the preeminent solution to help customers connect to any technology.
We've made further progress on this with the recent announcement of product and feature innovations from our inaugural Okta showcase event in October, which I'll now spend a few minutes highlighting We were happy percent of access management challenges as organizations look to modernize their technology stacks. Many organizations rely on cobbled together legacy access management solution to provide access to their on premise apps. This makes it difficult for administrators to manage and for users to access the applications needed to do their jobs. Okta Access Gateway delivers a single point of management for administrators and one place to go for end users to access their applications across both cloud and legacy apps. All without the drawbacks of middleware, databases, and servers required by legacy identity management systems.
We're pleased with the We also launched Okta Security Insights at Showcase. Organizations have employees, contractors, and partners accessing information from everywhere. That complexity has historically been a problem, but security insights gives organizations a chance to leverage their size to create greater security with a family of product innovations that help our customers with personalized security detection and remediation capabilities at the end user admin and customer network levels. This includes health insight for customized dynamic security best practice recommendations for administrators, and user insight for suspicious activity reporting for end users, brought together with Threat Insight, which detects and automatically responds to attacks, such as brute force and password spraying, Okta customers are now better prepared to combat today's threat landscape. And finally, we launched OktaDynamics Scale at Showcase, a high capacity customer identity offering enables transformative scale for the largest businesses and the most highly traffic apps and sites.
Dynamic scale can support traffic bursts and extended use of up to 500,000 authentications per minute. This meets virtually any peak or burst authentication need within the entire spectrum of identity use cases, whether it's a new product release, a viral marketing campaign or a major shopping weekend. For example, on Amazon's Prime Day, they sold 175,000,000 items in 36 hours. That's an average of just over 81,000 items per minute. Using dynamic scale, one of our customers could authenticate each and every one of these buyers in only 10 minutes.
That is the power of dynamic scale. And this is already being used in the market in a separate press release today, we announced that Athena Health will expand its use of Okta's customer identity products to include dynamic scale, which will enable it to rapidly scale to support its tens of millions of users, including patients, caregivers, providers and staff. Our customers have been very excited about the innovation at Okta, Industry analysts are noticing as well, and we've received tremendous accolades this year for our vision, strategy and ability to execute. On the heels of our incredible leadership position in the Gartner Magic Quadrant. Last month, the Forrester Wave for 0 Trust recognized Okta as a leader in the 0 trust security market.
Okta is the only identity company included in the report, which recognized Okta as having the highest possible score across half of the evaluation criteria. The last thing I'd like to say before I hand it over to Bill, is that we'll be releasing our 6th edition of our businesses at work report on January 28, using data from the Okta integration network this report takes an in-depth look into how organizations and people work today, exploring workforces and customers and the applications and services they use to be productive. I know investors and analysts love this report because it's been great at revealing trends, and the fastest growing apps in several industries well before they've become more commonplace. So I'll summarize by saying it was a very strong quarter for driven by continued execution in market momentum. We are seeing great traction on all fronts and remain focused on capturing the massive opportunity in front of us.
Again for your time. And now I'd like to turn the call over to Bill to walk through our financial results. Bill?
Thanks, Todd, and thanks again to everyone for joining us. Before I get started on the results, I want to call out that we developed a new earnings presentation that is available on our IR website and contains our detailed financial results. I think you'll find it to be a useful summary. And as such, I will only cover a few of the notable highlights in my commentary this afternoon, leaving more time for Q And A. As Todd mentioned, we maintained the strong momentum we built in the first half of the year and experienced strength across the board, including key metrics such as revenue, RPO, billings and free cash flow.
Total revenues increased 45%, driven by a 48% increase in subscription revenue, Subscription revenue represents 94% of our total revenue. Total RPO or backlog which for us is contracted subscription revenue, both billed and unbilled, that has not yet been recognized, grew 68% to just over $1,000,000,000. This marks a milestone as total RPO crossed the $1,000,000,000 mark for the first time. The exceptional growth in total RPO reflects success we've been experiencing with large enterprise customers where the contracts tend to be much larger in value and longer in length. As we continue to see success with winning the world's largest organizations, we expect the average contract size and terminally to continue to trend upwards over time.
Current RPO, which represents subscription revenue we expect to recognize over the next 12 months, also experienced strong growth of 52%. As you know, RPO should be viewed as an additional metric to gauge our performance in the quarter. Year over year growth in current RPO is the more meaningful metric when viewed along with subscription revenue and billings growth. Total calculated billings grew 42% and current calculated billings increased 41%. The strength in billings continues to be driven by both new and existing customers across all our markets.
Turning to retention, our dollar based net retention rate for the trailing 12 month period was 117%, a 1 point decrease from Q2. The slight decrease is, as expected, driven by the larger initial deal sizes we're achieving with large enterprise customers. As we mentioned, the net retention rate may fluctuate a bit from quarter to quarter. We expect it to remain very healthy as we continue to experience growth in initial deal sizes, as we grow our business with the world's largest organizations. Before turning to expense items and profitability, like to point out that I will be discussing non GAAP results going forward.
Now looking at operating expenses. Total operating expenses for more of our large addressable market. Our strategic investment priorities continue to be, driving business with the world's largest store organizations, strengthening the network effects of our platform, expanding our presence with customer identity, investing in security and expanding geographically. As usual, the biggest component to the spend increase is related to scaling headcount to support these strategic initiatives. We've been successful in attracting and retaining great talent, total headcount grew 44% and acceleration over the first half of the year, led by growth in our sales, marketing and customer success teams.
We continue to invest in our business as we scale for durable growth. Our better than expected top line growth contributed to better than expected operating loss, operating margin, loss per share and cash flow. We ended the 3rd quarter with $1,370,000,000 in cash cash equivalents and short term investments, a net increase of $809,000,000 sequentially. The increase was driven primarily by the issuance approximately $1,000,000,000 of convertible senior notes, partially offset by the $224,000,000 repurchase of a portion of our existing convertible senior notes. Moving on to and based on our strong third quarter results, we are raising our full year outlook.
Consistent with our approach throughout this year, our bias is to reinvest upside in investments to continue innovation of our platform, fuel growth and further enhance our competitive positioning. But we will only do so with opportunities that we believe will having meaningful return. We expect to be free cash flow positive again in for and for the full year. Going forward, we expect to see continued variability in cash flow margins due to ongoing fluctuations in working capital the growth in our enterprise business and seasonal factors. For the fourth quarter of fiscal 2020, we expect total revenue of $155,000,000 to $156,000,000, representing a growth rate of 34% to 35% year over year.
Non GAAP operating loss of assuming weighted shares outstanding of approximately $122,000,000. For the full year of fiscal 2020, we now expect total revenue of $574,000,000 to $575,000,000, representing a growth rate of 44% year over year. Non GAAP operating loss of $53,100,000 to $52,100,000. Non GAAP net loss per share of $0.35 to $0.34 assuming weighted shares outstanding of approximately $117,000,000. Although we are in the early phases of financial planning, would like to provide a preliminary view of our revenue outlook for next year.
For fiscal year 2021, we currently estimate revenue in the range of 750 $760,000,000, which assumes no change to the healthy global demand environment we're experiencing. Summary, we had another strong quarter, and we look forward to building on our progress as we close out the year. We remain uniquely positioned to capitalize on the market tailwinds and extend our leadership in the market. We have a powerful financial model and expect to benefit from substantial operating leverage over time. We are encouraged by the progress we've achieved and look forward to capitalizing on the tremendous market opportunity in front of us.
With that, Todd Frederick and I will take your questions.
Thank We'll take our first question from Melissa Franchi with Morgan Stanley. Please go ahead.
Hi guys. This is Hamza Farwala and for Melissa Frankie. Thanks for taking my question. Really nice results. I just wanted to dig in on the internet revenue growth.
This might be a question for Bill. It was up 37% in Q3. That was slower from 45% in Q2 and 60% in Q1. So I'm just wondering, is there anything that you're seeing from a macro standpoint or longer sales cycles that might be driving the slowdown in growth? And I just have one more follow-up.
Hey, Hamzah. Thanks for the question and thanks for the comments. The demand environment is very, very healthy, in every segment, every geography. And it's really that the, we talked about it a bunch, but it's these secular massive trends of digital transformation cloud and every company needing to be secure. So, I think that's, that's very clear in the results, particularly strong was, from the prepared comments pretty clear was the enterprise segment.
And we're continuing to invest to take advantage of these trends across the board. I think they'll probably have some follow ups on the international piece specifically though.
Yes, I would say that, to Todd's point, the trends that we're seeing here, we're certainly seeing outside of the U. S. Internationally. We think that there is big out long term opportunities there. We're continuing to invest there.
And we feel like the, the demand for our products is very strong outside the U. S. So feeling very good about that.
Got it. And then just on the current RPO versus billings growth. So current RPO was up 52%. If we look at it from a sort of a bookings perspective, just taking the revenue plus change in sequential change in current RPO. I'm getting to about 18% growth.
One, is that a metric that you guys look at? And 2, is there any reason for the big variance between the billings growth that you're seeing versus the current RPO bookings growth because, it seems to be the variance seems to be widening and there's wondering if there was any sort of duration impact there, any changes in linearity that we should be mindful of going into Q4 and 2021?
Yes, I mean, I think if
you look at both billings and RPO, so current RPO growth, you know, as we talked about on the call, it's very strong 52% year over year. The billings growth also very strong, 41% year over year. I think what you're seeing is current RPO, we believe is a strong metric, that you should look in conjunction with billings and subscription revenue. But the reason current RPO, we think, gives a probably a clear picture let's say, of the strength of the business is the fact that with billings, you can have situations like invoice, duration, invoice timing dynamics the current IPO really does eliminate. And so that's why we've introduced that as a pretty strong metric and both of them are growing very very well.
You know, RPO for us, we've now reported 7 quarters of it. So it's fairly early. You also with RPO, you're going to have some dynamics as far as renewals and timing of renewals. But we think looking at billings and RPO, especially current RPO together is the best way to evaluate, the strength of the business, which as as we said, based on our results in Q3 and prior quarters has been very strong.
And we'll take our next question from Heather Bellini with Goldman Sachs. Please go ahead.
Great. Thank you. Hey, Todd, I had a question for you just following up on your comments about Access Gateway. And I was just obviously, it remains this huge priority to replace the legacy systems. But I'm wondering if you have a sense as to what the typical life cycle of an access management deployment might be?
Like where are we in the aging of the installed base that you're going to replace? And just wondering if there's a tipping point coming in terms of end of life for some of the legacy products or anything like that that could help drive the migration more of a modern offering even faster than what you're seeing. Thanks.
Yes. I think that there's a couple of things to consider there. One is, just the speed and flexibility that's required by people wanting to do new digital transformation initiatives and people wanting to adopt cloud tools in general. And that's really putting pressure on these legacy tools that are static. A lot of times companies have these big deployments.
The people that know how to work them and know how to upgrade them don't even work there anymore. And they go to a big, a big SI and to even change it a little bit as a huge bill and a lot of times just on that, you know, something like Okta is justified on an ROI basis. That's one big trend. The other big trend is specific things that are going on in the industry. I mean, with, you know, like with computer associates in the transaction with Broadcom there, they've shifted away from that in terms of a go forward perspective.
Even Oracle is investing less in their identity management solution And even Microsoft has a legacy identity management set of products that they've kind of and because they've realized like everyone else that, cloud is the way to do identity management going forward. So vendor specific is helping us as well. Where we are overall in the life cycle, it's hard for me to say. All I know is that in our business, we're seeing every organization, especially large enterprises, they have, of course, myriad technologies and a big part of it is on premise and we're making sure our products are built to make those easy to use and with as much agility as those cloud products and Okta Access Gateway is a big part of that.
Great. Thank you very much. And Bill, yeah, I really like the slide deck for that you put out. So thanks for that and thanks Steve.
Yes. Thank you, Heather.
And we'll take our next question from Rob Owens from Piper Jaffray. Please go ahead.
Yes, good afternoon guys. I want to touch on just the competitive landscape and a lot of the competitive rhetoric we're hearing from some of the large players are talking about identity being a focus for them even though they've been in the category for some time. So as you move up market, which is evidenced by the numbers today, are you seeing Microsoft more you seeing them more aggressive at this point? And anything you can do to add color would be helpful. Thanks.
It's been very consistent. I mean, I think you see companies that are smaller than us that are either, newer companies or companies that have been around longer, just never got to scale. And we have very, very clear differentiation against them as we do all the competitors. It's either scale, breadth, amount of resources we can put on the problem And then you have companies like Microsoft, which obviously have a big platform and a big wide array of technologies And the differentiation there, it's some of the legacy platform companies like an Oracle don't have a good cloud story. But some of the or all of the platform companies, the differentiation for us is that we're very focused on allowing customers choice and giving them the flexibility to deploy tools and do access management, everything from their customer websites, things they've built themselves, then products and technologies from any vendor.
And it really matters. And it really resonates with the market. You can see, for example, Everyone wants to move to this security model, the 0 trust security model, which basically means 0 trust basically means don't trust anything because it's on a particular network, make sure you know who the user is. I mean, to do that, a couple of things are very important. First of all, is you have to have an identity company that is at the center of it.
If you want to verify and log every user in, you have to know who the users are and what they can access. And so identity is at the core of that. And secondly, it's implicitly, multi platform because even the biggest platform companies can't give you every device, every network, every firewall, every piece developer tooling, every piece of infrastructure and on and on. So it's implicitly a best of breed hybrid world And those two things mean that we're clearly differentiated from the big platform companies, which I think you're especially large enterprise, right? Because every large enterprise has probably at least a few things from every large platform company.
And we're able to have this success despite, despite those companies in our of finally realizing this is important and making noise about it while not being able to deliver the results we can deliver.
Great. Appreciate the color. And then second for Bill, is there anything that informs your your fourth quarter guidance that maybe not as apparent to us. And if I look at the sequential change, it kind of goes back to a level when you were one sixth the size you were, where you saw $2,000,000 to $3,000,000 sequentially. So is there a renewal that's not happening?
Was there any pull forward, I guess, in the third quarter, or is this
I think that,
we're obviously pleased with the performance
in third quarter. And based on that, we felt very good about raising our guidance as we went into the 4th quarter And for the full fiscal year 'twenty, we're raising our guidance, $12,000,000 versus what we forecasted back in August and full year is at 44% year over year growth, which is very strong. I do think the one thing to note is because it is the 4th quarter, the fourth quarter tends to be a little bit back end loaded as far as bookings. So the amount of revenue we would derive in quarter or derive from in quarter bookings is not going to be as much as you might normally see. So that, that's really what you're seeing there.
But demand is strong. We're feeling very good about our product demand. And so there's no other things I would point out.
Thank you.
And we'll take our next question from Walter Pichard from Citi. Please go ahead.
Thanks. I guess, question for Todd to start out on next year as you think about the drivers specifically with enterprise becoming a bigger part of the business, how do you think about things like access gateway and And just the sales cycles and enterprise being swing factors on the guide next year. And if you compare it to sort of how you guided last year going into the year and this year, how how much sort of an envelope is around those numbers given some of the new drivers this year?
I think enterprises is it's very important to us and it's a big driver of our business overall. And I think that, we're very very optimistic about it, but I think the reality is that, the success there is still fairly early considering the size of that market. Even when you look at our adds to customers over $100,000 in recurring revenue, what 4 or 5 years ago would have been significant deals for us sizes for us at Okta Now these are big deals relative to what we did in the past, but they're actually very small considering the overall problems we can solve for these customers. So we're very excited about the enterprise, but we think that the upside there is massive. And that's why we're really focused on from everything, from how we build out the go to market, how we continue to double down on customer success, how we build the products, address those use cases, how we make sure we do what we've always been incredibly strong at, which is building this extensible platform and this this platform that can connect to anything in their environment, whether it's on premise or cloud.
And that's why we're oriented the way we are.
Walt, this is Fredrick. I would just add a couple of things. The first one is when we go into these large organizations, I think one thing that the executive at our prospects. Really appreciate it. We're not walking in with a forklift upgrade story telling them that they're not going to see any value for a long time.
We're walking in with a land and expand story where we're going to earn their business and their trust and deliver results and then grow that opportunity over time for ourselves. So that's one thing that I think plays out in our favor when you talk about swing and kind of our resiliency to having a lot of those big swing challenges that large enterprise companies have additionally have on premises. The second thing is, I would just add to Heather's question earlier and to your commentary on Okta Access Gateway. From my perspective and talking with, large organizations and CIOs at Fortune Five Hundred Companies, it's a great opportunity for us to unlock more value and more potential for Okta inside these organizations. We've always been very good at the cloud migration We've always been very, very good at the digital transformation when they're trying to create new websites or new applications, but now they're really seeing the potential for us to be the end to end identity platform for them to And I think that hybrid IT story that OAG unlocks, you're going to see a lot of value and power out of that in the quarters ahead.
Great. Thank you.
And we'll take our next question from Andrew Nowinski with D. A. Davidson. Please go ahead.
That's great. Thank you very much and congrats on a nice quarter. First question, maybe for Todd. Kind of piggybacking off the last question. If you look at where you are now versus a year ago in terms of the key drivers of demand, you have more integrations, you have a much larger installed base and you have many new use cases that you support.
So it's and it seems that your current RPO growth is reflective of those trends. I'm just wondering if you could give us your views on how you think the company is positioned now versus where we were a year ago?
I think, I would say the biggest change is there's been a
lot of changes and a
lot of positive evolution. I think, I would say that the headline would be, the recognition in the market that identity is central to all these things. If you look at how people traditionally thought about technology, it was, it was firewall centric or it was, maybe platform centric, but it's different now. People are seeing that with these trends where they have to be more more flexible, build these digital transformation projects and initiatives. They have to keep it all secure in a way that also allows seamless access for anywhere from anywhere.
What is different now is that they see identity as being central to those trends, which is the most positive change or positive evolution for Okton last year. That's kind of in the, in the, on the market side. On the product side, I think we've made a ton of progress making the platform more scalable. We talked about dynamic scale and our success there in terms of that capability and wrapping that into a product offering, we've released a capability called Okta Hooks, which is really an extensibility play. Talked about identity engine, which is really serving up Okta as a set of componentized building blocks.
It helps customers use it in a much more flexible way. Of course have the integration catalog that continues to be far and away the most, the premier integration catalog in terms of breadth and depth industry. It's really unrivaled. And we've made progress along those dimensions. So, and that's important to addressing this this market that's coming to the realization that not a lot of these macro these massive, secular trends, but also identity being central to those.
Great. Thank you. And then maybe just a follow-up for Bill. I certainly appreciate the outlook for fiscal 2021. But when we look at your current RPO has been growing in the 50% range all year, your billings have been in the 40% to 50% range all year.
Given the growth of those metrics, I guess, why would you only expect 31.5% growth in revenue for fiscal 2021?
Well, Andy, as I said in my prepared remarks, we're still early in our financial planning and the other comment I would make is, we're still yet to close Q4, which is our seasonally strongest quarter. So this really is a preliminary view for next year. We are very confident in our positioning and but we remain measured in our approach to guidance because You're right. As evidenced by the strong RPO, strong business, we are seeing strong momentum with our enterprise customers. But those engagements typically have longer sales cycles.
So that does result in less near term visibility. I think we're just being prudent this early in our financial planning process.
Thank you.
We'll take our next question from Jonathan Ho with William Blair. Please go ahead.
Hi, good afternoon. I just wanted to maybe start with some of the newer use cases around maybe contextual access 0 Trust. And maybe can you give us a sense of how this has maybe impacted deal sizes, number of products? And maybe are you seeing any customers coalesce around certain product families?
I think the contextual access and 0 trust, it's I think that's doing a couple of things for us. One is it's, it's helping drive new business because it increases the urgency to adopt a modern access management framework, especially if you have a legacy access management framework, whether it's firewall based or whether it's active on premise active directory based, When you realize that you're that's not going to get
you where you need to
be in terms of a flexible access model, you have to get a modern solution. So something Okta, which has dynamic capabilities around, adaptive multi factor authentication, contextual management and not to mention the all of the security insight capabilities, we talked about, at our showcase event, it really raises the urgency and customers to buy a modern solution, but it also helps us on the upsell side where we can up our adaptive multi factor authentication product, we can upsell, adaptive SSO, which includes the security insight capabilities, So it helps us on both dimensions. Another big part of that too is, is it's still 0 trust is very much an integration story. You can't, you're not going to get, you don't want 0 trust just for one application or one scenario. You want it for everything.
And if you want to support every device and every network and every, partners and different business applications that need to be accessed in various ways, you have to have integration to everything. And that's come back to that foundation for which is broad breadth and depth of the integration catalog.
Got it. And then just as a quick follow-up, you talked a little bit about the the scale bursting capabilities? And specifically, does this put you ahead of the competition or open up new use cases? Just want to understand the opportunity around that as you go forward? Thank you.
Yes, dynamic scale, which is the capability, which if you basically by dynamic scale and you get up to 500,000 authentications per minute, which puts us ahead of all the competition in terms of the capability that that supports. Even the biggest burstiest websites in the world, We don't know their exact numbers. They don't disclose their exact numbers, but we gave the example of Amazon Prime in the prepared comments. But, this is what our customers need in Given our cloud native approach, we built Okta as a cloud service from the day we started writing code. It was possible for us to add this capability and package it up and something customers could take advantage very rapidly, right?
It doesn't require like if you're running Oracle identity, it would require you would ask a big SI to come in and spend a bunch of 1,000,000 to dollars in a year to get this going. And we were able to add it and offer to our customers relatively rapidly.
And Jonathan, I would just add that if look, we put out a press release as an example today of Athenahealth, an existing customer of ours. They've been using our customer identity and access management capability for some time. And they purchased dynamic scale as a leading provider in health care IT services. They had to think about how they support tens of millions of users And that's both, all their doctors, all their providers, and millions of patients that access these portals. And obviously, they want to make sure that when you're trying to access that kind of is something you can always do.
You can do it reliably. You can do it scalably in a secure manner. And I think that's a very good example of brand new product innovation being introduce and immediately adopted by customers at scale.
And we'll take our next question from Jonathan Rucker with Baird. Please go ahead.
Hi, good afternoon. I'm curious
if you could just talk
a little bit about traction with SIs, just the impact that channel is having on the business, what gives you confidence that the investments you've made there can support an enduring opportunity?
Yes, thanks for the question. We're seeing the investments that we've been making over the years in partner channel payoff. Certainly in terms of global reach and scale, we think that's going to be a big opportunity. And then specifically when it comes to the global system integrators, All of the big ones out there that work on these transformative IT projects, Accenture, Deloitte, PwC, they're all getting more and more of their consultant certified trained. We're seeing them do more and more critical deployments for us.
So we think that's a big opportunity. It's also very early days. As you can imagine, as we're just getting into the world's largest organizations, just starting to get them up and running and successful on their first deployments and part of the Okta Identity Cloud, there's a lot more opportunity ahead I think that's something that the global system integrator see and certainly are coming and more and more interested in what we're doing. I would also add that new products like Okta Access Gateway are huge because they allow us to really unlock that potential of the hybrid IT ecosystem, which in a large organization, They might be looking to do more cloud internally. They might be looking at digital transformation, but the reality of it is they've made investments in legacy on premises infrastructure for decades and they need to take advantage of those investments.
So with Octax's gateway, it really allows us to tie in the end to end story from the cloud all the way back to the deepest on premises legacy infrastructure. And those kinds of deployments and integrations are obviously something that is very that are very appealing to the global some integrators.
And we'll take our next question from Taz Kupalje with Guggenheim Partners. Please go ahead.
Hey guys, thanks for taking my question. I had a question about the new customer adds. The new customer adds, I think, were flat. Year over year last quarter. And I think for this quarter, they've gone down year over year, which is, I think, the first time ever that you've seen that Anything to call out there?
And what are you guys expecting
in terms of new customer adds going forward?
Yes, thanks for the question. We're very excited about the results that we've shown. I think for the past number of quarters, the net customer of ads have always been in between 5500 and we're right there in the middle again at 400. I would point out a few things though. First of all, if you look at the $100,000 and above customers, If you look at the ACV growth year over year, it's at about 50% compared to last year, which is great.
We added 103 of those larger customers which is the 2nd best number that we've had in a quarter all the time. And over 50% of those plus 103 net new customers are new logos to us, which is really exciting. I would also point to the Q3, a top 25 contracts that we had, the TCV for those was all over $1,000,000, which is the first time ever. And obviously, you see the results in the total RPO of 68% year over year growth So what you're really seeing is we're getting into larger organizations. We're doing larger engagements, larger purchases.
And it's really the quality of the customers is really going up and we're very, very excited about that and very bullish on that that the investments we're making in the world's largest organization are really starting to bear fruit and we're very bullish on that in the quarters ahead.
We'll take our next question from Keith Bachman with BMO. Please go ahead.
Hi, thank you very much. I wanted to ask two questions if I could. To follow-up from a previous question, as we think about next year, I wanted to see if you could specifically comment on net retention rate. The net retention rate has been ticking down over the last number of quarters. But if you think about Access Gateway and some of the other products that you mentioned, do you think that stabilizes?
Yes, I mean, I think, as we talked about, the net retention rate, the point drop that we saw quarter, is really because we're doing more and more larger initial deals with our large enterprise customers, which is evidenced by the RPO growth of 68%. And landing bigger and longer term deals like that are really healthy indicators for the business. And it really is a testament to the strategic value that Okta plays for these large enterprises. So we do think there's significant opportunity for expansion in those accounts over time. I think as you look at it, we have said before, we think there will be or maybe fluctuations a bit up or down, maybe a receipt a bit further.
We've talked about a range of 115% to 120%. We still think that's a reasonable range to be thinking about for net retention rate.
We'll take our next question from Nick Yacow with Cowen and Company. Please go ahead.
Great. Thanks for taking my questions. I wanted to ask about your standing in the developer community. And if you've seen any noticeable change in terms of developers' willingness to with the company since launching the Identity Engine and Hooks earlier this year? And then maybe how important is buy in from that community to the go forward strategy?
It's important. Something we're investing a lot in. And if you think about a typical customer identity management project. There's, of course, there's a lot of stake, these are such strategic projects for these companies. There's lots of stakeholders around the company are interested from the technology team, the, the marketing team, the customer service team, and of course, the developers, right?
And we've been very, very strong, traditionally with the technology team or the IT team or the, the security team, But in that equation, especially on the customer identity side, the developers are very important. So part of it is, part of it is just making sure you have the, clearly communicate what your product does from a documentation perspective, and not only the basic functionality, but is documenting design patterns and ideas and how to use it and what are the best practices and so forth and we're seeing our investments there over the last few years payoff in terms of engagement on our developer. Okta.com. And just the overall traffic in the energy around that community. And then I would say that the other big part of it is that the the product, whether it's how the APIs work and how the core platform is compostable and how you can use parts of it and choose exactly what you need and what's relevant and order it and set it up in exactly what you need it.
And that's about that's identity engine, right. I think identity engine is critical, but it's also, it's also relatively early. It's in beta right now. It's being used and we're getting great feedback from the beta customers. And it's we're learning as we expected that it's incredibly incredibly valuable to these companies.
It's, it makes things that were not possible before possible at the Okta platform, which is exactly why we invested in it. And you'll see us continue to invest in that and roll that capability out to broader and broader audiences in the quarters ahead.
We'll take our next question from Pat Walravens with JMP Securities. Please go ahead.
Hi, this is Joey on for Pat. Congrats on the quarter and thank you for taking my questions. I was just wondering if you could provide an update on your target model for FY 2024? Thank you.
So, as we've talked about we're early in our fiscal year 2021 planning for next year. We gave some preliminary guidance on revenues, which we thought would be helpful for you as you start to update your models. I think on profitability, again, we're going through that planning process. And so it's still early. That being said, I mean, I think that you should think about the fact that as we've said before, we've demonstrated strong leverage in the model.
We're in the early stages of growing and what we think are very large opportunities in 2 really big markets, both workforce and customer identity. And so we're going to invest and continue to invest in go to market and innovation to optimize growth. But these investments are consistent with our model. And, we're still feeling that we're on track for the model that we shared back in Analyst Day last October or October last year.
And we'll take our next question from Sterling Auty with JP Morgan. Please go ahead.
Hey, guys. This is Sahil on for Sterling. Thank you for taking my questions. So, how is the traction in advanced server access into the existing customer base? And how should we see the new infrastructure identity opportunity ramp?
Thank you.
Advanced Server Access is, it's early. Just became or it was generally available back at Oktane, back in April. And we're seeing a solid uptake on customers that want to take their, you know, what traditionally Okta has done and apply it to their servers and their infrastructure. So single sign on to apps now can also be single sign on to servers and access control for servers, which is very powerful, especially if you think about companies that trying to become technology companies and trying to build more websites to launch new products or enhance existing products. And largely they're doing that with cloud and cloud environments, they're very dynamic environments.
They have thousands of servers that burst up and down. And They're not the traditional IT environments that are more static and you put up 6 servers in Iraq and kind of that that's the access management challenge. These are, you might have 10 servers today and 1000 tomorrow. And the access management challenges on that become even a more of a pressing issue in terms of security. So, the success there is, it's still relatively early.
Like I said, it just launched GA back in April. But we're excited about that being a big big driver for us going forward.
We'll be next from Roger Boyd with Needham And Company. Please go ahead.
Great. Thank you. I'm on for Alex Henderson. I wonder if you can get your thoughts on the hiring environment. Nice to see headcount growth accelerate 44%.
Is this where you expected it to be or would you like to be done a little bit more?
Yes, the 44%
as we talked about an acceleration of our headcount growth, over the first half of the year, which is also very strong at 40% growth. And so we're on target for our hiring, we feel really good about our ability to hire, develop and retain talent. So we're feeling like, we're on target in all the areas we're hiring across the board. And, are pretty pleased with our success as far as, bringing folks and retaining folks in the company.
Our closing remarks.
Thanks, operator. We'll be hosting a number of bus tours over the next several weeks as well as attending the Needham Growth Conference in New York. On January 15th. So we hope to see you at one of those events. And thank you for your time this afternoon.
Once again, that concludes today's conference. Thank you for your participation. You may now disconnect your phone lines.