Samsara Investor Day Presentation Deck
June 2022, 72 slides
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the connected operations cloud investor day june | Samsara
disclaimer and statement regarding use of non measures | Samsara
agenda june pst opening remarks and key dates mike chang corporate development leading the digital transformation of physical operations founder the heart of digital transformation access analyze act chief product customer momentum chief revenue break customer fireside chat with logistics and chief revenue driving durable and growth a | Samsara
leading the digital transformation of physical operations founder | Samsara
walking in the shoes of our customers | Samsara
sites vehicles operating companies mission provide the foundation to connect our communities today and build a better tomorrow vision be the most socially responsible integrated construction materials solution provider on the market differentiator leading the market by a being a single source provider for construction materials and related downstream products through vertical integration products ready mix concrete products asphalt services paving materials aggregates materials cement | Samsara
physical operations are the infrastructure that keeps our planet running of global | Samsara
existing building blocks accelerate the transformation of physical operations consumer digital transformation years enterprise digital transformation years physical operations digital transformation years today future mobile cloud | Samsara
building the system of record for physical operations it creative connected operations cloud | Samsara
evolving operations to be and more today future routing and mapping discovering optimal routes to maximize fuel routing and mapping field service routes optimized for employee skill sets fuel weather and on time arrival yaw | Samsara
transforming how employees work today future smart safety programs augmented reality work preventative strategies and to reduce occupational safety injuries and deaths work for technicians to repair physical assets | Samsara
business today future beyond physical operations smart factories connecting real time operations data with systems increasing asset utilization and reducing employee costs | Samsara
journey to the cloud open platform integrate with party systems mobility collaboration security flexibility insights data accessibility from back to the front line streaming collaboration highly secured scalable infrastructure breaking down data silos and delivering insights | Samsara
samsara is in the early innings of a long term opportunity market size billion connected fleet connected equipment connected sites billion connected fleet market size billion overall connected fleet connected equipment connected sites billion connected fleet | Samsara
samsara unique differentiation intuitive integrated innovative | Samsara
connected operations cloud | Samsara
product platform momentum a released features launched site visibility application launched video based safety application launched driver work and compliance application launched equipment monitoring launched launched vehicle application founded in san | Samsara
building for the long term year founded revenue years from founding years years years years products decade revenue today | Samsara
summit materials a partnership in mission critical digital transformation initial interest vehicle first expansion vehicle video based safety complete solution vehicle video based safety equipment monitoring site visibility | Samsara
our samsara values drive our success focus on customer success build for the long term adopt a growth be inclusive win as a team recent accolades financial times growing companies ranked cloud top fast company and data world changing ideas breakthrough analytics company of the year business intelligence group intelligence excellence awards | Samsara
our mission to increase the safety and of the operations that power the global economy | Samsara
the heart of digital transformation access analyze act chief product officer | Samsara
has transformed our lives access digitizing customer purchase data access digitizing enterprise data analyze top performing product rates act recommending products analyze pipeline and forecast management opportunity and lead management act the right accounts scale best practices collaborate intelligence access act analyze | Samsara
how customers digitally transform with samsara improving fuel reducing insurance claims streamlining worker productivity used samsara to reduce idling by saving an estimated gallons of fuel estimates a reduction in liabilities because of samsara technology industries estimates they saved annually in operational and administrative costs by going with samsara | Samsara
pioneering the connected operations cloud safety energy utilization location work compliance maintenance samsara connected operations cloud | Samsara
samsara transforms operations data into actionable insights access multiple data sources data integration platform analyze platform services products act single pane of glass sensor data based detections location video digital documents integrations across teams i a | Samsara
devices accelerate digital transformation assets send data to samsara through our devices connect the rest cost design accelerates adoption provided with subscription design commodity components manufacturing plug and play data capture for assets brings wireless connectivity sensors data connectors | Samsara
leading data advantage trillion data points billion calls billion minutes of video footage billion based detections video based safety vehicle driver work equipment monitoring site visibility real time in cab video stream real time road facing video stream camera systems detections speed and tra insurance data harsh turns gyroscope harsh braking accelerometer ignition status vehicle idle time mileage tire pressure engine pedal position air rate engine coolant temperature electronic documents party data via integrations messaging routing delivery compliance hos tachograph driver vehicle inspection report vehicle equipment inspection vibration temperature water level codes barometric pressure generator data refrigerant data camera stream motion detection person detection vehicle detection floor plans person vehicle attribute search risk adjusted insurance premiums predictive maintenance fleet model training lot | Samsara
differentiated product suite multiple applications in an integrated easy to use solution video based safety vehicle driver work equipment monitoring control site visibility | Samsara
product | Samsara
connected operations data ecosystem integrations average integrations used by large customer calls | Samsara
powering an ecosystem of applications cloud to cloud data it data it data insurance vertical international ford mack featured partners nationwide progressive canal slack sage | Samsara
customer momentum chief revenue officer | Samsara
who we sell to connected operations across industries construction field services government education logistics manufacturing transportation utilities energy wholesale retail other | Samsara
key areas operators care most about safety efficiency safety litigation violations thefts incidents insurance premiums compliance risks and violations operational waste fuel products food produce repairs labor common tasks job allocation routes emissions reducing carbon cations pollutants | Samsara
select customer wins new logos expansions | Samsara
how we go to market a enterprise mid market united states canada enterprise more complex deal structures longer sales cycles mid market more transactional shorter sales cycles | Samsara
how we sell see try buy generate interest identify challenges trial process adoption expansion up sell | Samsara
every department is an entry point maintenance procurement it technology logistics department customer service safety department quality control | Samsara
product platform approach product adoption core customers customers pic | Samsara
duke leading north electricity and gas provider us food distributor vehicles assets customer locations distribution centers evolution evolution initial adoption of vehicle expanded scope beyond tracking vehicles to include equipment monitoring with goal of reducing annual spend for lost or stolen assets one platform for video based safety and site visibility provides visibility across operations enabling greater safety and security insights include equipment monitoring to track and monitor temperature of trailers | Samsara
break | Samsara
customer fireside chat chief revenue officer | Samsara
introducing our guest speakers tony graham president west division logistics troy of health safety environment | Samsara
driving durable and growth chief financial officer efficient | Samsara
rapid growth at scale | Samsara
top combination of growth and scale growth a | Samsara
of run rate revenue in years zoom snow ake slack as | Samsara
why we expect growth will be durable horizontal platform serving a set of industries massive tam growing quickly with many expansion opportunities strong momentum with large customers product adoption driving opportunities for platform expansion expansions create a foundation for long term growth | Samsara
a horizontal platform serving industries by industry diversified | Samsara
our products address a large fast growing market opportunity market size billion connected fleet connected equipment connected sites billion connected fleet market size billion overall connected fleet connected equipment connected sites billion connected fleet | Samsara
bottoms up analysis implies a opportunity today billion connected fleet of commercial vehicles of enterprise mid market vehicles of enterprise mid market vehicles connected fleet total north million million million million million million average list price market opportunity billion billon billion | Samsara
large customer momentum customers customers | Samsara
mix shifting to large customers core customers mix shifting to customers customer mix of by customers customers core customers customers of from core customers | Samsara
product customers are expanding platform breadth of core customers of customers with products with products product products products | Samsara
product adoption at scale multiple products at scale product customers using non core customers customers vehicle of video based safety of driver work equipment sites of | Samsara
expansions create foundation for durable growth core customers dollar based net retention rate customers dollar based net retention rate target | Samsara
why we expect growth will be subscription business model unit economics drive long term roi gross margin provides foundation for pro continued operating leverage and working capital improvements with scale efficient | Samsara
strong subscription unit economics customer acquisition point lifetime value customer acquisition cost customer lifetime | Samsara
stabilizing gross margin non gross margins potential drivers of expansion cost cellular and cloud hosting economies of scale supply chain normalization connected device optimization improved monetization opportunities for only new products tiered pricing increase asps | Samsara
improving operating leverage with scale non operating margin adjusted free cash margin difference between adjusted and non operating margin expected to shrink as supply chain normalizes | Samsara
supply chain disruption causing additional working capital investments of revenue non operating margin to adjusted free cash flow margin bridge non operating margin change in deferred revenue connected devices inventory buffer net other adjustments adjusted | Samsara
balancing growth and operating leverage revenue growth non operating margin median | Samsara
key investor questions addressed end markets no vertical of tam is large with many opportunities to expand further video based safety is our and growing product non penetration rate is high across core and large customer segments non operating margin is a leading indicator of and adjusted will converge more as supply chain improves | Samsara
a | Samsara
thank you | Samsara
| Samsara
appendix | Samsara
target model long term targets commentary gross margin sales marketing of total revenue research development of total revenue general administrative of total revenue operating margin opportunities for only optimized cloud and cellular usage more i lower commission rate through renewals leverage from existing products and focus on the highest roi products leverage from scale technology strong of leveraging economies of scale adjusted free cash flow margin lower hardware spend | Samsara
to non reconciliations figures other than in expense less stock based compensation expense related charges less compensation expense in connection with tender offer non expense non margin of total revenue expense less stock based compensation expense related charges less compensation expense in connection with tender offer non expense non margin of total revenue a expense less stock based compensation expense related charges less compensation expense in connection with tender offer non a expense non a margin of total revenue | Samsara
to non reconciliations figures other than in gross pro add stock based compensation expense related charges non gross pro non gross margin operating loss add stock based compensation expense related charges add compensation expense in connection with tender offer add lease cation impairment and related charges add a related charges non operating loss non operating margin net cash used in operating activities add purchase of property and equipment less purchase of property and equipment for build out of corporate facilities adjusted free cash adjusted free cash margin | Samsara
methodology annual recurring revenue we as the value of subscription contracts that have commenced revenue recognition as of the measurement date customer we a customer as an entity which has an of greater than at the end of a reporting period core customer we a core customer as an entity which has an of greater than at the end of a reporting period large customer we a large customer as an entity which has an of greater than at the end of a reporting period net retention rate we calculate our dollar based net retention rate as of a period end by starting with the from the cohort of customers as of months prior to such period end or the prior period we then calculate the from these same customers as of the current period end or the current period current period includes any expansion and is net of contraction or attrition over the last months but excludes from new customers in the current period as well as any associated with paid trials we then divide the total current period by the total prior period to arrive at the point in time dollar based net retention rate we then calculate the weighted average of the trailing month point in time dollar based net retention rates to arrive at the dollar based net retention rate in calculating the dollar based net retention rate for core customers and for customers we look at the cohort of customers with a prior period greater than who have exceeded in the case of core customers or in the case of customers during their lifetime as a samsara customer by industry chart methodology listed industry data is available for samsara customers comprising of our analysis assumes that the remaining customers track the same breakdown by industry as the customers for which data is available methodology current period prior period trailing twelve month non gross margin weighted average for trailing four quarters of that did not renew trailing twelve month non sales and marketing expense definitions | Samsara
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