The company just reported a stellar year: $5.25B ARR (+24% YoY) and record net new ARR of ~$331M (+47% YoY).

But the marketplace + partnerships story was the real highlight.

1️⃣ AWS Marketplace is still accelerating at $1B+ scale

“This past year alone, we did nearly $1.5 billion of total contract value on the AWS Marketplace, growing nearly 50% year over year.” - George Kurtz, CEO

Cloud marketplaces can stay a high-growth route to market… even at >$1B/year scale.

This milestone makes CrowdStrike one of two ISVs that reached this scale (Snowflake crossed $2B/year on AWS MP).

2️⃣ Microsoft Marketplace + MACC eligibility = a real distribution unlock

“Satya Nadella and I spoke to CrowdStrike’s go-to-market team together.

We are now open for business on the Microsoft marketplace, and customers can use their Microsoft Azure consumption commitment dollars on Falcon.

This is a watershed moment…”

3 takeaways:

1. Executive alignment is explicit (Satya + George with the GTM team).

2. Marketplace is positioned as the default path to burn committed cloud spend.

3. For a company that used to directly compete with Microsoft in security, this is a striking co-opetition move

Context: After mastering AWS Marketplace, CrowdStrike went from 0→$150M on Google Cloud Marketplace in its first year (FY25). Now they’re bringing that playbook to Azure to capture MACCs.

3️⃣ MSSPs are becoming the second growth engine alongside marketplaces

“In just over three years, we have gone from a sub-$100 million MSSP business to more than $1.3 billion…”

• Marketplaces + services partners reinforce each other:

• Commits drive faster buys. MSSPs drive faster outcomes.

That growth spans partners like Kroll, Pax8, and NinjaOne — and shows how quickly a services-led route to market can scale.

4️⃣ The best answer to “AI and hyperscalers will compete with you”

“Over the years, as cloud was maturing… I heard a lot about the hyperscalers actually providing all the security services.

Well, that did not happen… we transact billions through these platforms, and they are a great partner… So we see the same thing happening with what I call AI hyperscalers.”

The CEO framing is unambiguous:

“In summary, we did not just have a great partner year, we built an ecosystem to win the next decade.”

Lessons for Cloud GTM leaders:

• Marketplace compounds even at scale. $1.5B and still ~50% YoY. Plan for it as a key channel, not a side bet.

• Co-opetition is the new normal. CrowdStrike competes with Microsoft in security and sells through their marketplace.

• Pair marketplace motion with partners who can deliver outcomes fast.

• Multi-cloud marketplace expertise transfers: master one hyperscaler, then replicate fast on others.

How is your Cloud GTM strategy changing your sales conversations?