Workday (NASDAQ:WDAY) outlined an AI-focused product, monetization and go-to-market strategy at its 2026 Analyst Day, with executives emphasizing that the company intends to expand beyond traditional subscription software into agent-based, platform and consumption-oriented revenue streams.
Co-founder, CEO and Chair Aneel Bhusri said the company is in a “re-refounding” moment driven by artificial intelligence. He described Workday’s single data model, security model and version of its software as advantages for deploying AI across HR and finance workflows. Bhusri said the company has data related to 80 million employees and 11,500 customers, along with customer agreements allowing it to train models using aggregated and anonymized data.
AI products and monetization
Workday said it has reduced its agent portfolio from 50 agents to 20, including 17 in production and three more planned. Bhusri said the company is prioritizing agents that can be used at scale across its core HR and finance products rather than niche offerings.
The company identified five ways to monetize its platform:
- AI agents sold through Flex Credits;
- APIs for access to Workday capabilities from third-party applications;
- Workday Data Cloud for analytics and combining Workday data with other datasets;
- Workday Extend AI for custom applications and agents; and
- Core application subscriptions.
Chief Financial Officer Zane Rowe said Workday is approaching $600 million in annual recurring revenue from its AI agents and AI portfolio, more than three times the level discussed a year earlier. Three areas—Sana, Extend AI, HiredScore and Paradox—were described as exceeding $100 million in revenue, while Sana is approaching that threshold.
As of the second quarter, Rowe said 300 customers had signed up for Flex Credits, while more than 5,500 customers were using Workday’s organic AI agents. He added that nearly 900 customers purchased at least one agent over the trailing 12 months, generating roughly a 12% uplift from that subset of customers.
Workday expects AI to account for more than half of incremental customer-base annual recurring revenue this year and about 70% of its selling motion next year, Rowe said. The company also maintained its expectation for 11% subscription revenue growth entering fiscal 2028, while noting potential upside from customer adoption of agents and other AI offerings.
Broader market opportunity and identity
Rowe said Workday estimates its total addressable market at $276 billion, including approximately $176 billion across HCM and financial-management markets and a $100 billion opportunity in AI and platform offerings. The company said the estimate excludes potential opportunities in IT service management and identity.
Executives highlighted the company’s announced C1 acquisition as a way to extend Workday into identity governance and security. Bhusri said HR systems are the source of employee identity data, while C1’s task-based identity and permissioning capabilities could help govern both human users and AI agents.
President of Product and Technology Gerrit Kazmaier said AI agents require real-time permissions and controls that traditional identity approaches were not designed to provide. He said Workday expects AI agents eventually to outnumber human identities and views identity governance as a new growth opportunity.
Platform and product updates
Chief Technology Officer Gabe Monroy said Workday’s Agent-Ready Tools and Workday Data Cloud are generally available. The company’s platform is designed to give customers headless access to Workday data and workflows while preserving permissioning and approval processes.
Monroy contrasted that approach with exporting Workday data into external data lakes or custom systems, which he said can separate data from the security rules and business processes that govern it. Workday said its Agent Harness, also generally available, provides a runtime with memory, guardrails, routing and visibility into AI reasoning and context.
Workday is also expanding access for developers. Monroy said developers can now create a free account at developer.workday.com and obtain a developer tenant. Since June, 125 customers have built 500 agents and 6,000 forms-based applications using Workday’s Developer Agent, according to Monroy.
Commercial execution and financial framework
President and Chief Commercial Officer Rob Enslin said Workday is focusing commercial investments on customer expansion, specialized centers of excellence, medium-enterprise customers and international markets. In the medium-enterprise segment, he said net-new deal sizes rose nearly 20% year over year, while Workday GO volume increased more than fivefold in the second quarter from the first quarter.
Enslin said 25% of Workday’s core customer base has adopted one or more AI products, representing $600 million of ARR, compared with just over 10% a year earlier. Workday has also signed 18 companies for its Sana Enterprise Lighthouse program, under which customers will co-innovate with the company and serve as references in exchange for one year of waived licensing.
On profitability, Rowe said Workday continues to target non-GAAP operating margin above 33% and expects stock-based compensation to be about 15% of revenue next year. The company expects free cash flow per share of $13 this year and $15 in fiscal 2028. Workday also said it has $4 billion remaining under an open-ended share repurchase authorization after completing its previously announced $5 billion buyback sooner than expected.
About Workday (NASDAQ:WDAY)
Workday, Inc develops cloud-based enterprise software for managing an organization’s people, finances and operations. Its platform is primarily used by businesses, government agencies and educational institutions to support human resources, finance, planning, analytics and related administrative processes.
The company’s offerings include Workday Human Capital Management, Financial Management, Adaptive Planning, Spend Management, payroll, recruiting, talent management, learning and workforce analytics.
