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Net Change in Cash (USD, thousands)

44ccb3defa77dbb13ed6d9e57b73b2352aa7a68eb00d8421e5fe6b6a5a9d4a2f

Total Revenue (USD, thousands)

Cost of Goods Sold (COGS) (USD, thousands)

Selling, General, and Administrative Expenses (SG&A) (USD, thousands)

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3c071dacf9579797299742bb6cd35bd6de373a28f5a511009c231bfa90af8124

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669b9d0f55475009c925147fb900e02db3cae10ef30ce5e7d0f77ffb507c5628

1. "With the recent **consolidation in the fleet management industry**, including **GPS Track's acquisition of Sonar Systems**, **Trimble's divestment of its telematics business**, and **Power Fleet's acquisition of Fleet Complete**, how do you anticipate these developments will impact **competitive dynamics**, and how is **Samsara** positioned to **capture additional market share** amidst potential competitor distractions from integration?  **[IOT_3410975_19]** "

2. "Given the increasing importance of **data security and privacy** due to expanding threat vectors from more connected devices and heightened compliance requirements, how is **Samsara leveraging its security certifications** to differentiate itself from competitors, and are you planning further investments in this area to meet evolving customer demands?  **[IOT_3410975_25]** "

3. "As you focus on **go-to-market investments** next year, can you provide details on the planned mix of **sales representative hiring between domestic and international markets**, especially considering the **traction in international growth**, and how you plan to optimize these investments for global expansion?  **[IOT_3410975_23]** "

4. "With the launch of **Samsara Intelligence** and **Samsara Assistant** in beta, do you intend to develop a **stand-alone monetization model** for these AI-driven solutions, or are they primarily aimed at enhancing the platform without additional revenue, and how will this impact your product strategy moving forward?  **[IOT_3410975_9]** "

5. "Considering the **exceptional growth** at your current scale, how are you approaching opportunities for **operational improvement and leverage**, particularly as you begin to **lap initial renewal cohorts** from expanding customers, and what impact do you expect this to have on your **financial performance**?  **[IOT_3410975_17]** "

0f6de264d73860e8f4d98919ef6cf185f54b4f7ba31e2f4e7e29e60df38d1b01

United States

Other

Total Revenue

bff398689acf0c98755d2d9b8ce8b4da684c4ee11d717534d69e8f69ccc72818

7ee60a757d667e8283f5285c2a84d72386263c5512ae39fb6bf7a7360abf9261

Samsara Inc. (ticker: **IOT**) is a company dedicated to enhancing the safety, efficiency, and sustainability of operations that drive the global economy. It has developed the **Connected Operations Cloud**, a platform that allows businesses reliant on physical operations to utilize Internet of Things (IoT) data for actionable insights and operational improvements. Samsara primarily offers subscription-based services that integrate IoT devices and data to provide real-time operational visibility and insights.

1. **Subscription Revenue** - Dominates the company's revenue stream by providing access to the Connected Operations Cloud, which consolidates data from IoT devices and connected assets to deliver actionable insights.
   - **Video-Based Safety** - Enhances operational safety through video monitoring and analytics.
   - **Vehicle Telematics** - Monitors and tracks vehicle performance for improved fleet management.
   - **Mobile Apps and Workflows** - Streamlines workforce operations through mobile solutions.
   - **Equipment Monitoring** - Tracks the status and performance of physical assets.
   - **Site Visibility** - Offers insights into distributed sites for better operational oversight.

2. **Other Revenue** - Represents a smaller portion of the company's total revenue, encompassing additional services and offerings beyond the primary subscription model.

950c8ce71e6ac91c8367a779cd5059b2731a1b5b9d981964fdc3f973f90594da

Customers in ARR > $100,000

18ad18d435d834edd3416e83eb7b8783f1eaa02c349da91a13770f1f801e8cd2

### **1. Q3 2025 Earnings Call**
- **Issued Period**: Q3 2025  
- **Guided Period**: Q4 2025 and FY 2025  

#### **Guidance**:
- **Q4 2025**:  
  - **Revenue**: $334 million to $336 million (unchanged from prior guidance).  **[IOT_3410975_5]**   

- **FY 2025**:  
  - **Revenue**: $1.237 billion to $1.239 billion (35% year-over-year adjusted growth).  **[IOT_3410975_5]**   
  - **Non-GAAP Operating Margin**: Approximately 7%.  **[IOT_3410975_5]**   
  - **Non-GAAP EPS**: $0.22 to $0.23.  **[IOT_3410975_5]**   

### **2. Q2 2025 Earnings Call**
- **Issued Period**: Q2 2025  
- **Guided Period**: Q3 2025 and FY 2025  

#### **Guidance**:
- **Q3 2025**:  
  - **Revenue**: $309 million to $311 million (30%-31% year-over-year growth).  **[IOT_3401084_5]**   
  - **Non-GAAP Operating Margin**: Approximately 4%.  **[IOT_3401084_5]**   
  - **Non-GAAP EPS**: $0.03 to $0.04.  **[IOT_3401084_5]**   

- **FY 2025**:  
  - **Revenue**: $1.224 billion to $1.228 billion (33%-34% year-over-year adjusted growth).  **[IOT_3401084_5]**   
  - **Non-GAAP Operating Margin**: Approximately 5%.  **[IOT_3401084_5]**   
  - **Non-GAAP EPS**: $0.16 to $0.18.  **[IOT_3401084_5]**   

### **3. Q1 2025 Earnings Call**
- **Issued Period**: Q1 2025  
- **Guided Period**: Q2 2025 and FY 2025  

#### **Guidance**:
- **Q2 2025**:  
  - **Revenue**: $288 million to $290 million (31%-32% year-over-year growth).  **[IOT_3391908_4]**   
  - **Non-GAAP Operating Margin**: Approximately negative 2%.  **[IOT_3391908_4]**   
  - **Non-GAAP EPS**: $0.00 to $0.01.  **[IOT_3391908_4]**   

- **FY 2025**:  
  - **Revenue**: $1.205 billion to $1.213 billion (31%-32% year-over-year adjusted growth).  **[IOT_3391908_4]**   
  - **Non-GAAP Operating Margin**: Approximately 3%.  **[IOT_3391908_4]**   
  - **Non-GAAP EPS**: $0.13 to $0.15.  **[IOT_3391908_4]**   

### **4. Q4 2024 Earnings Call**
- **Issued Period**: Q4 2024  
- **Guided Period**: Q1 2025 and FY 2025  

#### **Guidance**:
- **Q1 2025**:  
  - **Revenue**: $271 million to $273 million (33%-34% year-over-year growth).  **[IOT_3377527_5]**   
  - **Non-GAAP Operating Margin**: Approximately negative 3%.  **[IOT_3377527_5]**   
  - **Non-GAAP EPS**: $0.00 to $0.01.  **[IOT_3377527_5]**   

- **FY 2025**:  
  - **Revenue**: $1.186 billion to $1.196 billion (27%-28% year-over-year growth, or 29%-30% adjusted for the extra week in Q4 FY 2024).  **[IOT_3377527_5]**   
  - **Non-GAAP Operating Margin**: Approximately 2%.  **[IOT_3377527_5]**   
  - **Non-GAAP EPS**: $0.11 to $0.13.  **[IOT_3377527_5]**   

cd2a361211547be33f0b183dd1fed922566b24343bcef7f09bc4a37ecd407538

Subscription Revenue

Other Revenue

ef64ab57ac29ccb9850638c4ec519554057bb804731da16c89bbff99c1831a5a

- The company is facing potential legal risks due to a **patent infringement lawsuit** filed against its competitor, Motive, which could result in costly litigation and divert management attention.  **[IOT_3377527_17]**
- **Macroeconomic uncertainty** may impact the company's ability to achieve its projected ARR growth, as they are monitoring sales rep productivity and the potential effects of worsening economic conditions.  **[IOT_3377527_8]**
- The company's **international expansion** is limited to existing geographies, potentially restricting future growth opportunities compared to competitors expanding into new markets.  **[IOT_3377527_18]**

c99f3347e63bd33c7e8b5c8d5ca8b37b2483652f18081465d84bd3eb02fe9301

- **Uncertainty in providing guidance for the next fiscal year**: The company is not in a position to give formal guidance for next year, as their FY26 plan will be heavily influenced by what happens over the next couple of months, indicating uncertainty in their outlook.  **[IOT_3410975_4]** **[IOT_3410975_11]** **[IOT_3410975_10]** **[IOT_3410975_23]**
- **Delayed customer purchase decisions**: Some customers delayed purchase decisions until after the election results, which, although not material in Q3, could impact future sales and signal potential demand softness.  **[IOT_3410975_10]**
- **Uncertainty due to potential policy changes**: The company is unsure how potential policies from the new administration, including tariffs, will impact their operations and supply chain, posing risks to their future performance.  **[IOT_3410975_13]**

9dbd5bf65adc24e5bc636c1c6eacdfdcfcfd38e0f1dac04f092e5d96c64c83a4

- While the company reported a record non-GAAP gross margin of **77%** in Q1, **Dominic Phillips** indicated that this figure includes some timing differences in payments and costs. He mentioned that they expect gross margins to stay closer to last year's levels in the near term, suggesting that the current high gross margins may not be sustainable.  **[IOT_3391908_19]**
- **59%** of net new ACV in Q1 came from expansions with existing customers, while only **41%** came from new logos. This reliance on existing customers for growth could be a concern if expansion opportunities diminish, potentially indicating challenges in acquiring new customers.  **[IOT_3391908_12]** ,  **[IOT_3391908_15]**
- The company has indicated that revenue beats will be smaller going forward. In Q1, they delivered about a **3%** revenue beat, and **Dominic Phillips** noted that guidance is less conservative this year than in prior periods. This could imply that future earnings may not significantly exceed expectations as they have before, potentially signaling slowing growth momentum.  **[IOT_3391908_6]**

ab5eef291c1375487214c6971bd726d559e640b2a1e956c304fb459cd78a4c4e

1. **Next Year's Guidance**  
   **Q:** Any initial thoughts on guidance for next year?  
   **A:** We're not ready to provide formal guidance yet but feel good about current consensus estimates. We need to get through Q4, our largest quarter, before finalizing our FY '26 plan. Based on our current outlook, we don't think consensus numbers need to change, and we'll offer more formal guidance on the next earnings call **[IOT_3410975_10]**.

2. **Impact of New Administration**  
   **Q:** Are there any anticipated impacts from the new administration, such as tariffs?  
   **A:** Things are still unclear, and we're working through strategies based on different scenarios. We have significant experience dealing with such situations and an excellent supply chain team to navigate them. We'll see what policies the new administration implements and factor that into our outlook provided in three months **[IOT_3410975_13]**.

3. **Sales Mix and Net Retention**  
   **Q:** What's the current mix between upsells and net new business, and are there changes in your distribution model?  
   **A:** This quarter was balanced but tilted slightly more toward expansion. We've seen this trend over the last few quarters. As we move upmarket into larger enterprise deals, customers tend to purchase over time. In Q3, **16 of our top 25 customers expanded** their relationships with us, driving growth. Our go-to-market model hasn't changed; sales reps manage accounts for life, focusing on both new logos and expansions **[IOT_3410975_8]**.

4. **Operational Leverage from Renewals**  
   **Q:** How are you thinking about operational improvements as renewals come up?  
   **A:** We're balancing high growth with driving operating leverage and believe we can do both. Our largest investment is in go-to-market, where we expect leverage since the cost of sale on renewals is lower than initial sales. Many customers haven't had their first renewal yet, as we're a **9-year-old company** with **3- to 5-year contracts**. As renewals happen, we'll see more natural leverage in go-to-market **[IOT_3410975_17]**.

5. **Renewal Rates and Pricing**  
   **Q:** Can you discuss current renewal rates and your pricing power during renewals?  
   **A:** Renewal rates are very strong, reflected in net retention rates of **115% to 120%** for our core large customers. This has been consistent. Customers often expand throughout the contract life and at renewal, providing opportunities for broader discussions. We've seen a lot of success with this approach **[IOT_3410975_24]**.

6. **ARR Scale and Growth Potential**  
   **Q:** How does your current product set address ARR scale, and what about new growth opportunities?  
   **A:** There's significant opportunity within our core products. Over **50%** of commercial vehicles in the U.S. aren't using technology, and **90%** aren't using video-based safety solutions. We have non-vehicle products generating over **$150 million** in ARR and growing quickly. We feel good about our product set and are innovating rapidly with new offerings like Asset Tag and AI announcements **[IOT_3410975_13]**.

7. **AI Product Monetization**  
   **Q:** Will new AI products like Samsara Intelligence and Assistant be monetized separately?  
   **A:** These products are in beta, and we're using this phase to determine pricing and packaging. We're also investing in AI across our core platform. It's a dual strategy: enhancing the platform and potentially monetizing new offerings. We'll update once we've finalized pricing **[IOT_3410975_8]**.

8. **International Expansion Steps**  
   **Q:** What operational steps are needed to drive further international growth?  
   **A:** We'll continue investing in go-to-market teams, customer success, and support. On the product side, we incorporate customer feedback and build features relevant to international markets, like Low Bridge Strikes and EBPMS. Spending time with customers in these markets is crucial, though it takes time **[IOT_3410975_7]**.

9. **Industry Consolidation Impact**  
   **Q:** How does industry consolidation affect competitive dynamics, and can you capture additional share?  
   **A:** The market is large with many players, and consolidation is consistent with past trends. Our position is unchanged; customers rapidly adopt our platform because it's a comprehensive system of record. We're focused on delivering clear ROI and will continue to prioritize our customers rather than alter our strategy due to market moves **[IOT_3410975_19]**.

10. **Demand Environment and Sales Cycle**  
    **Q:** Have you seen any shifts in the sales cycle or demand environment?  
    **A:** The quarter was consistent with previous ones. We're engaging in more enterprise and larger deals, which tend to be back-weighted in the year. Some customers delayed purchases until after the election, but this wasn't material and we've already closed many of those deals in Q4 **[IOT_3410975_10]**.

11. **Go-To-Market Investments**  
    **Q:** How should we think about sales rep hiring domestically versus internationally?  
    **A:** Our capital allocation will focus primarily on go-to-market and R&D. We'll hire more salespeople in the U.S. because it's a larger part of our business. However, year-over-year growth may be higher internationally due to the significant opportunity there. We'll finalize our plans after Q4 **[IOT_3410975_22]**.

12. **Public Sector Strength**  
    **Q:** What's driving the strong performance in the public sector this quarter?  
    **A:** It's been an area of focus and continued investment, and these deals can take time to land. In Q3, we had a record **16 deals over $100,000** and the highest net ACV mix in the public sector in the last **four years**, resulting in a strong quarter **[IOT_3410975_27]**.

13. **Video Safety Adoption**  
    **Q:** Is there increased market acceptance of driver-facing cameras, aiding sales?  
    **A:** Drivers are accustomed to dash cameras, mainly for exoneration. Inward-facing cameras focus on safety, which both fleets and drivers value. There's increased awareness and adoption. With AI, it's not someone watching videos but a model providing real-time alerts. Drivers understand the technology better, increasing comfort levels **[IOT_3410975_20]**.

14. **Connected Workflows Uptake**  
    **Q:** What uptake are you seeing for connected workflows and forms products?  
    **A:** Uptake has been good for these relatively new products. Customers aim to digitize pen-and-paper processes. New features like Visual Intelligence allow automatic identification of form fields from photos, filling out workflows, and understanding risks in job site photos. Beta testers are thrilled with these functionalities **[IOT_3410975_26]**.

15. **Data Security Differentiation**  
    **Q:** Are data security and privacy important in customer discussions, and is this a differentiator for you?  
    **A:** Absolutely. We invest significantly in R&D and have a large security team focused on risk factors and attacks. Our enterprise customers value this, and we hold certifications like **ISO 27001** and others relevant to government sectors. We'll continue investing as it's crucial for critical infrastructure customers who are targets for attacks. We've been effective in keeping them safe **[IOT_3410975_25]**.

16. **Application Marketplace**  
    **Q:** What monetization opportunities are you seeing in the application marketplace?  
    **A:** We have over **300** technology integrations and handle more than **85 billion** API calls a year, highlighting significant usage. Currently, it's a technology integration hub vital for enterprise deals. In the longer term, we may explore monetizing data or applications but not in the near term **[IOT_3410975_21]**.

17. **Asset Tag Use Cases**  
    **Q:** What are the main use cases for the Asset Tag product, and is there customer diversity?  
    **A:** The use cases are broad and not limited to construction. Adoption is strong in field services and transportation logistics as well. Three core use cases are finding lost or stolen assets, helping frontline workers locate assets faster, and improving asset utilization. These applications are consistent across industries **[IOT_3410975_22]**.

18. **Product Release Pace**  
    **Q:** Is your product release cadence accelerating, and will this continue?  
    **A:** We aim to deliver new features rapidly and don't wait for our annual customer conference. **Samsara Intelligence** is a suite of products we're excited to release. You can expect us to continue a rapid pace of innovation as we invest in R&D and scale our engineering team **[IOT_3410975_18]**.

19. **International Growth Drivers**  
    **Q:** What's driving international growth—ROI, brand awareness, or referenceable customers?  
    **A:** Growth is accelerating but still early, with international market share in low single digits. There's growing awareness and more reference customers. We have product features unique to these markets, like low bridge strikes. We have a great pathway for continued growth **[IOT_3410975_16]**.

20. **Leap Year Impact**  
    **Q:** Should we expect any seasonality impact due to the leap year last year?  
    **A:** No, one day doesn't have a material impact on our business. We encounter weekends and holidays in various quarters, and we don't expect any significant effect from the leap year **[IOT_3410975_15]**.

6d5c5388f198ea9f60b4ff530073c85106f5e790b498b5b07e7b7f0aab80171d

- Samsara has a **large addressable market** with significant growth opportunities in core and new products; for example, **over 50% of commercial vehicles in the U.S. still aren't using technology**, and their **non-vehicle based products are generating more than $150 million in ARR and still growing quickly**.  **[IOT_3410975_12]**
- Samsara has **strong customer retention and expansion**, with renewal rates embedded in net retention rates of **115% for core customers** and **120% for large customers**, leading to operational leverage as more customers renew.  **[IOT_3410975_24]**
- Samsara's **international expansion is showing strong growth**, with still **low single-digit market share**, and they see a pathway to continue growing for a while.  **[IOT_3410975_16]**

4f5866abd882a5a9abced5a92d663eb04fe7aa33b213d95f85256f53b164554d

- **Samsara is experiencing significant momentum with large customers**, adding a **record 185 customers** into the **$100K+ ARR cohort**, representing their fastest-growing customer group. They also added **11 customers into the $1 million+ ARR cohort**, including their largest net new ACV deal ever with **USIC**.  **[IOT_3377527_7]** **[IOT_3377527_9]**
- **Substantial expansion opportunities exist within existing large customers**. For example, their largest overall customer has done **20 expansions since 2018**, and many **$1 million+ customers can be many multiples the size they are today** through cross-selling new products and phased rollouts.  **[IOT_3377527_15]** **[IOT_3377527_9]**
- **Samsara is expanding its multi-product platform** with new products and planning to leverage **AI and generative AI capabilities**, which can drive further growth and create more value for customers. Notably, all **top 10 new customers were multi-product transactions** in the quarter.  **[IOT_3377527_9]**

0666851fb26975ab53c52a86b3c52792ac766fde35e3075ec66288a3ec63c37f

- The company's **net new ARR growth was 20% year-over-year**, which is lower than the overall ending ARR growth of **36%**, indicating a potential slowdown in the addition of new annual recurring revenue.  **[IOT_3401084_5]**
- The company is **embedding macroeconomic worsening in its ARR outlook** due to uncertainties, including an upcoming election year, which could impact future performance.  **[IOT_3401084_16]**
- Management acknowledges the **inherent uncertainty** in the macroeconomic environment and is **watching out for potential impacts on customer demand**, suggesting that demand may weaken in the future.  **[IOT_3401084_16]**

945c4e4845956b271d1a775dc6e3cfb0a253a63cb3ec22de1898df07161cc7bd

- **Strong adoption of new products like the Asset Tag**, with significant orders and positive customer feedback, indicating successful product innovation leading to growth.  **[IOT_3401084_19]** ,  **[IOT_3401084_6]**
- **Continued heavy investment in R&D and product development** to create more products, opening up opportunities for deeper customer engagement and expansion, especially with large enterprise customers.  **[IOT_3401084_24]** ,  **[IOT_3401084_27]** ,  **[IOT_3401084_6]** ,  **[IOT_3401084_22]**
- **Robust customer demand and growth in large customers**, including adding a quarterly record of **14 customers with more than $1 million in ARR**, driving ARR growth and fueling durable growth at scale.  **[IOT_3401084_27]** ,  **[IOT_3401084_20]** ,  **[IOT_3401084_16]** ,  **[IOT_3401084_26]** ,  **[IOT_3401084_15]** ,  **[IOT_3401084_22]**

763d664e400cb44ddfc083f90068a1431ac167f22e409e9a1d374623b9fa795f

Samsara Inc (IOT)

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Business Description

Key Metrics

Questions to Ask Management