Samsara Inc. · NYSE:IOT
Samsara — Q4 FY2023 Earnings Presentation
25 slides from Samsara's earnings presentation, Mar 2, 2023
Slide 1: Q4 FY 2023 Investor Presentation
Q4 FY 2023 Investor Presentation March 2, 2023
Slide 2: Disclaimer and Statement Regarding Use of Non-GAAP Measures
2 Disclaimer and Statement Regarding Use of Non-GAAP Measures © Samsara Inc. This presentation contains forward-looking statements within the meaning of Section 27A of the Securities Act of 1933 and The trademarks included herein are the property of the owners thereof and are used for reference purp
Slide 3: Q4 FY23 Business Highlights
Q4 FY23 Business Highlights © Samsara Inc. Confidential Material
Slide 4: Samsara—The Connected Operations Cloud
$795M Q4 FY23 ARR1 42% YoY Growth Samsara—The Connected Operations Cloud 1,237 $100K+ CUSTOMERS 53% YoY Growth OUR MISSION To increase the safety, efficiency, and sustainability of the operations that (3%) Q4 FY23 ADJ FCF MARGIN power the global economy 90%+ YoY Improvement Fiscal year ends on the Sat
Slide 5: Our customers span diverse industries across physical operations
5 Our customers span diverse industries © Samsara Inc. across physical operations Manufacturing Construction Government Utilities & Energy Transportation Wholesale & Retail Field Services Other Telecommunications Fleet Rental
Slide 6: Top Agricultural Services Provider
6 © Samsara Inc. Top 10 Agricultural Services Provider Enhancing Safety Workflows To Save Lives Real-time driver feedback Safety-coaching Safer Operations Event analysis 25K Employees 75K Assets
Slide 7: Top Transportation Carrier
7 © Samsara Inc. Top 10 Transportation Carrier Optimizing Operations And Increasing Visibility Anticipated annual savings $1M+ from automating manual tasks1 Anticipated annual savings $2-$3M from reduction in idling2 22K Employees 37K Trailers 1 9,600 Tractors 270 Terminals Assuming 5 minutes of tim
Slide 8: First State Government with $1MM in ARR
8 © Samsara Inc. First State Government with $1MM in ARR Data-Driven Decision Making Vehicle tracking Fuel reporting Improved Utilization 40 Agencies Maintenance prioritization 11K Assets
Slide 9: System of Record for Physical Operations
System of Record for Physical Operations VOLUME AND BREADTH NORTH AMERICA OF SAMSARA DATA ~6T Data points processed 50B+ EUROPE API calls 110M+ AI-based safety events detected 40B+ miles driven Stats for FY23
Slide 10: IoT Data Unlocking Physical Operations
IoT Data Unlocking Physical Operations Reducing Insurance Premiums Managing Fuel Costs Extending Asset Life
Slide 11: Innovation in concentric circles
BUILDING FOR THE LONG-TERM Innovation in concentric circles Transforming the Worker Experience with Digital Workflows ➔ Customizable digital workflows ➔ Strong traction in amount of workflows through our system: ● 110M+ DVIR logged, ~70% YoY increase ● 23M+ documents digitized, ~60% YoY increase
Slide 12: Thank you for a fantastic FY23!
Thank you for a fantastic FY23!
Slide 13: Q4 FY23 Financial Highlights
Q4 FY23 Financial Highlights © Samsara Inc. Confidential Material
Slide 14: Rapid growth at scale
14 Rapid growth at scale © Samsara Inc. ARR ($M) GAAP REVENUE ($M) 42% 52% 48% FY21 FY22 FY23 FY22 FY23 Q4 FY22 Q4 FY23 Fiscal year ends on the Saturday closest to February 1
Slide 15: Large customer momentum
15 Large customer momentum © Samsara Inc. $100K+ ARR $1M+ ARR ARR MIX CUSTOMERS CUSTOMERS 53% 65% $100K+ ARR Customers CORE CUSTOMERS $5K–$100K ARR Customers <$5K ARR Customers Fiscal year ends on the Saturday closest to February 1
Slide 16: Multi-product adoption driving multiple growth vectors
16 Multi-product adoption © Samsara Inc. driving multiple growth vectors Multi-product adoption1 Multiple products at scale3 70%+ 90%+ Core Customers2 $100K+ ARR customers Video-based Safety $300M+ of ARR Apps & Driver Workflows, Safety Telematics Monitoring Equipment, Sites 10%+ of ARR Site Visibili
Slide 17: Improving operating efficiency
17 72% © Samsara Inc. Improving operating efficiency NON-GAAP GROSS MARGIN NON-GAAP OPERATING MARGIN ADJUSTED FREE CASH FLOW MARGIN FY22 FY23 Q4 FY22 Q4 FY23 FY22 FY23 Q4 FY22 Q4 FY23 FY22 FY23 Q4 FY22 Q4 FY23 Fiscal year ends on the Saturday closest to February 1 See Appendix for reconciliation to GA
Slide 18: Financial guidance
18 © Samsara Inc. Financial guidance Q1 FY24 FY24 Total Revenue $190 million - $192 million $838 million - $848 million Y/Y Growth 33% - 35% growth 28% - 30% growth Non-GAAP Operating Margin %1 (15%) (7%) Non-GAAP EPS1 ($0.05) - ($0.06) ($0.05) - ($0.07) Fiscal year ends on the Saturday closest to F
Slide 19: Q&A
Q&A © Samsara Inc. Confidential Material
Slide 20: Appendix
Appendix © Samsara Inc. Confidential Material
Slide 21: GAAP to Non-GAAP Reconciliations
21 Note: Figures (other than %’s) in $000’s GAAP to Non-GAAP Reconciliations © Samsara Inc. FY21 FY22 FY23 4Q22 4Q23 GAAP S&M expense $202,262 $291,209 $370,098 $124,640 $96,751 Less: Stock-based compensation ($6,947) ($62,548) ($54,072) ($62,167) ($12,313) expense-related charges1 Non-GAAP S&M expe
Slide 22: GAAP to Non-GAAP Reconciliations
22 Note: Figures (other than %’s) in $000’s GAAP to Non-GAAP Reconciliations © Samsara Inc. FY21 FY22 FY23 4Q22 4Q23 GAAP G&A expense $75,223 $159,843 $170,785 $87,686 $43,687 Less: Stock-based compensation ($4,821) ($66,497) ($53,702) ($63,450) ($12,698) expense-related charges1 Non-GAAP G&A expens
Slide 23: GAAP to Non-GAAP Reconciliations
23 Note: Figures (other than %’s) in $000’s GAAP to Non-GAAP Reconciliations © Samsara Inc. FY21 FY22 FY23 4Q22 4Q23 GAAP operating loss ($209,479) ($353,848) ($259,455) ($251,737) ($59,992) GAAP operating margin (84%) (83%) (40%) (200%) (32%) Add: Stock-based compensation $25,564 $238,238 $181,424
Slide 24: Definitions / Methodology
24 © Samsara Inc. Definitions / Methodology Annual Contract Value (ACV) Customer We define ACV as the annualized value of a customer's We define a customer as an entity which has an ARR of total contract value for Samsara products as of the greater than $1,000 at the end of a reporting period. measurem
Slide 25: samsara
samsara