Samsara Inc. · NYSE:IOT
Samsara — Investor Day (June 2025)
75 slides from Samsara's investor day presentation, Jun 24, 2025
Slide 1: Samsara Investor Day 2025, June 24, 2025
June 24, 2025 • San Diego, CA
Slide 2: Disclaimer and Statement Regarding Use of Non-GAAP Measures
Disclaimer and Statement Regarding Use of Non-GAAP Measures 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 purposes only. Such u
Slide 3: Agenda
Agenda Agenda 2:30 – 2:35 Opening Remarks and Key Dates Mike Chang - VP, Corporate Development & Investor Relations 2:35 – 3:00 Unleashing AI for Physical Operations Sanjit Biswas - Chief Executive Officer & Co-Founder 3:00 – 3:25 Power of the Platform Kiren Sekar - Chief Product Officer 3:25 – 3:40
Slide 4: Unleashing AI for Physical Operations
Unleashing AI for Physical Operations Sanjit Biswas Chief Executive Officer & Co-Founder
Slide 5: Our Mission
Our Mission To increase the safety, efficiency, and sustainability of the operations that power the global economy
Slide 6: Physical operations are the backbone of the world economy
Physical operations are the backbone of 6 of Top-10 6 of Top-10 the world economy Waste Management Building Materials ~150M Commercial Vehicles1 ~2B Frontline Workers2 6 of Top-10 Chemical Carriers 6 of Top-10 Transportation - LTL 40%+ of Global GDP3 © Samsara Inc. See Appendix for methodology. 7 of
Slide 7: The best run companies need a single system of record
Which assets need What equipment is How should we plan maintenance and repair? underutilized? our customer routes? The best run companies need a single system of record © Samsara Inc. Confidential. Who needs to be trained How do we reduce What should we transition for our upcoming job? our risk prof
Slide 8: Building the system of record for operations
Building the system of record for operations IT HCM CRM CREATIVE CONNECTED OPERATIONS PLATFORM Information Technology Operational Technology © Samsara Inc. Finance | Sales | Marketing | Legal | IT Frontline
Slide 9: The Connected Operations Platform
The Connected Operations Platform ECOSYSTEM OPERATIONS - DRIVERS - SAFETY - COMPLIANCE - FACILITIES - SUPPORT UNIFIED USER EXPERIENCE Safety Telematics Samsara Apps Connected Site Visibility Equipment THE SAMSARA PLATFORM Developer Workflows Privacy & Security Access & Tools AI/ML Analytics Data Enr
Slide 10: Building one of the world's largest operational datasets
Speeding Summary Top Drivers Building one of the world’s largest operational datasets EV Suitability 14T+ Data Points 50%+ Y/Y GROWTH Emissions 120B+ API Calls 50%+ Y/Y GROWTH Safety Score 99% OF MAJOR U.S. ROADS COVERED © Samsara Inc. Asset Utilization Represents FY25 stats.
Slide 11: Samsara Intelligence
Samsara Intelligence Samsara Assistant Intelligent Experiences Embedded AI-driven insights, Instant answers to complex recommendations, and actions operational questions throughout the Samsara platform Connected Safety Telematics Equipment Operational Specialist Samsara Insights Guidance Knowledge W
Slide 12: Rasmussen Group
Rasmussen Group 1K+ 11 100+ employees holding years in companies operation Equipment Heavy highway construction • concrete and asphalt plants and machinery • paving • heavy hauling • specialized trailers for oversized loads Holding Companies © Samsara Inc.
Slide 13: Product Demo
Product Demo
Slide 14: Samsara Assistant
Product Demo Samsara Assistant Safe Speed Fuel Friendly
Slide 15: Asset Maintenance
Product Demo New Product Asset Maintenance How do you fix fault code P204F? 1. Check for additional codes: Before focusing solely on P204F, check if there are any other diagnostic trouble codes (DTCs) present with a scan tool. Addressing all codes simultaneously can help pinpoint the underlying issu
Slide 16: Intelligent Experiences
Product Demo Intelligent Experiences Mobile Usage Jan 27, 2025 3:33 PM CST E ELIZABETH DRAKE
Slide 17: Evergreen problems in operations
Evergreen problems in operations Safety Efficiency Sustainability Identify risk, automate training More effective labor with automated Identify wasted energy and coaching workflows, chatbots, and copilots and materials
Slide 18: Power of the Platform
Power of the Platform Kiren Sekar Chief Product Officer
Slide 19: Our first decade: from telematics application to an operations platform
Our first decade: from telematics application to an operations platform Future of Connected Operations Workforce Equipment Safety Telematics © Samsara Inc.
Slide 20: Our Connected Operations flywheel
Our Connected Operations flywheel Products Data Customers
Slide 21: Flywheel is accelerating
Flywheel is accelerating Customers 2x+ $10K+ ARR customers Products 3x+ Data Data points Data Customers 5 Products New products in ~3 years
Slide 22: New products enabled by data
New products enabled by data 600 feet tT Towards Creek Ln G a 45 Front left headlight is out. High beams are working but low beam isn't. @ ry la Service Tasks @ Engine @ Tires and Wheels 8 min @ Brake System ails ead Qo © BD) $20 You received a Reward! 86 49 Efficiency 95 Safety 98 West Miffl
Slide 23: Route Planning
New Product Route Planning ● Advanced planning ● Data-driven optimization ● Dispatch, monitoring and analysis © Samsara Inc.
Slide 24: Commercial Navigation
New Product Commercial Navigation ● Vehicle-specific routing ● Routing integration ● Live traffic and weather hazards © Samsara Inc.
Slide 25: Commercial Navigation restrictions
Vehicle width restrictions Vehicle height restrictions Trucks prohibited Hazardous materials © Samsara Inc.
Slide 26: Power of Samsara's network
Power of Samsara’s network Samsara’s network density in one hour North America Europe
Slide 27: Fast start for Asset Tags in Year 1
Fast start for Asset Tags in Year 1 $10M+ Asset Tag ARR in Year 1 100,000+ Asset Tags deployed
Slide 28: Tank Monitoring
New Product Tank Monitoring ● Fill level ● Location © Samsara Inc.
Slide 29: 10
10 11
Slide 30: Weather Intelligence
New Feature Weather Intelligence ● National Weather Service alerts ● Community network views ● In-cab alerts © Samsara Inc.
Slide 31: Worker Safety
New Product Worker Safety ● SOS button ● Location, audio, fall detection ● Emergency response orchestration © Samsara Inc.
Slide 32: Enterprise Momentum
Enterprise Momentum Amit Vyas Chief Revenue Officer
Slide 33: Samsara sales evolution
Samsara sales evolution $1.5B+ 2,000+ ARR $100K+ ARR customers 100+ $1B+ $1M+ ARR ARR customers $100M+ $500M+ 1,000+ ARR $100K+ ARR ARR customers 100+ $10M+ $100K+ ARR ARR customers 10+ 10+ Strategic sales $100K+ ARR $1M+ ARR launch customers customers Public sector First international sales launch
Slide 34: Partnering with the world's largest operators
Partnering with the world’s largest operators Fortune 500 Second largest provider of waste Global leader in human and animal World's largest home disposal services in US nutrition improvement retailer Largest global Global provider of water, hygiene, Leading US less-than-truckload food distributor a
Slide 35: Selling through ROI
Selling through ROI 65% reduction $2.5M saved in $3M saved in $10M in underutilized auto liability claims maintenance cost fuel costs assets sold © Samsara Inc. Statistics reported by customers.
Slide 36: Go-to-market strategy
Go-to-market strategy By Cohort By Geography SALES Strategics CYCLE1 ➔ Highest touch EUROPE ➔ Most complex CANADA ➔ Longest sales cycles MEXICO Enterprise UNITED ➔ High-touch STATES ➔ More complex ➔ Longer sales cycles Mid-Market ➔ Medium-touch 82% 18% of Q1 FY26 of Q1 FY26 © Samsara Inc. ➔ More tra
Slide 37: How our customers buy
How our customers buy Illustrative Customer Example ➔ Upselling more subscription of existing products ➔ Cross-selling new Initial customer products purchase in a specific Upselling more geography and/or subscriptions of subsidiary existing products ➔ Payback in months ➔ No professional Product / Vo
Slide 38: Utilizing a single platform for digital transformation
Utilizing a single platform for digital transformation 25%↓ reduction in severe speeding 92%↓ reduction in mobile phone usage 72%↑ improvement in driver safety scores FY21 FY22 FY23 FY24 FY25 FY26 + + + + 4K+ 4K+ + Safety + Telematics + Safety + Telematics + Equipment Monitoring + Equipment Monitori
Slide 39: Why we win
Why we win Single pane Enterprise Ease of glass grade of use Customer Continuous success innovation & support © Samsara Inc.
Slide 40: Customer Fireside Chat
AMERICAN AIRLINES & UNFI Customer Fireside Chat Amit Vyas Chief Revenue Officer
Slide 41: Our guest speakers
Our guest speakers Antonello Davi Nick Selders Ground Support Equipment, Sr. Specialist Vice President, Transportation - Outbound © Samsara Inc.
Slide 42: Fueling the Next Decade of Durable and Efficient Growth
Fueling the Next Decade of Durable and Efficient Growth Dominic Phillips Chief Financial Officer
Slide 43: $1.5B+ ARR in our first decade
$1.5B+ ARR in our first decade ($M) $1,535 $1,458 $1,349 $1,264 $1,176 $1,102 $1,003 $930 $856 $795 $724 $663 $607 $558 $493 $437 $382 $341 $293 $222 $253 © Samsara Inc. Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 FY21 FY22 FY23 FY24 FY25 FY26 See Appendix for definition of ARR.
Slide 44: Less than 1% of software companies ever achieve this scale
Less than 1% of software companies ever achieve this scale… 10,000+ Software companies 57 US-listed software companies with $1.5B+ ARR © Samsara Inc. See Appendix for methodology.
Slide 45: We're one of the fastest to reach $1.5B ARR
…and we’re one of the fastest to do it… Years to $1.5B ARR © Samsara Inc. See Appendix for methodology. Labels represent number of years to reach $1.5 billion of ARR, using annualized quarterly revenue for companies other than Samsara.
Slide 46: Delivering significant operating leverage
…while delivering significant operating leverage Non-GAAP Operating Margin Adj. FCF Margin FY22 FY23 FY24 FY25 FY22 FY23 FY24 FY25 +36 pp +51 pp © Samsara Inc. See Appendix for reconciliation to GAAP financial measures.
Slide 47: Samsara is operating in rarified air
~300 Samsara is operating in rarified air ~60 2 US-listed software companies with: ➔ $1.5B+ ARR ➔ 30%+ ARR growth ➔ LTM free cash flow positive US-listed $1.5B+ ARR 30%+ growth software companies & FCF positive © Samsara Inc. See Appendix for methodology.
Slide 48: Key drivers of durable growth
Key drivers of durable growth 01 02 03 04 Early innings of Highly predictable Large, fast-growing, Large TAM connected fleet subscription business model diverse end markets digitization 05 06 07 08 Operations budget – Large and less-discretionary Clear and fast ROI Enterprise momentum Multi-product
Slide 49: Highly predictable subscription business model
01 Highly predictable subscription business model → 98%+ recurring revenue → Typically 3 - 5 year contracts → Priced per application per month → Applications typically priced by operating asset (e.g., vehicle, trailer, jackhammer) © Samsara Inc. → Revenue recognized ratably over the term of the cont
Slide 50: Our platform addresses a large market opportunity
02 2024 EST. MARKET SIZE Our platform addresses a $137 Billion Connected Operations large market opportunity Equipment Monitoring Site Visibility Workforce Apps Worker Safety Maintenance $51 Billion Connected Fleet Safety Telematics Maintenance Commercial Route Navigation Planning See Appendix for m
Slide 51: Early innings of digitizing connected fleet
03 Early innings of digitizing connected fleet… North America Vehicle Telematics Video-Based Safety 35+ ~10 Other Other Competitors Competitors ~50% Penetrated ~10% Penetrated © Samsara Inc. Samsara Other competitors No solution today >35M Commercial Vehicles See Appendix for methodology.
Slide 52: With a long runway internationally
03 …with a long runway internationally Europe Vehicle Telematics Video-Based Safety 40+ ~10 Other Other Competitors Competitors ~30% Penetrated <5% Penetrated © Samsara Inc. Samsara Other competitors No solution today >45M Commercial Vehicles See Appendix for methodology.
Slide 53: Physical operations end markets are growing faster than the broader economy
04 Physical operations end markets are growing faster than the broader economy over last decade Gross value added (GVA) as % of 2014 GVA High Inflation & COVID Low Growth © Samsara Inc. Source: Bureau of Economic Analysis - Gross Value Added by Industry 2014-2023 (indexed to 2014 gross value added).
Slide 54: Diversity of end markets provides stable demand
04 Diversity of end markets provides stable demand Q1 FY23 Q1 FY26 Δ Transportation 23% 19% (4%) Construction 16% 19% 3% Wholesale & Retail 17% 16% (1%) Field Services 13% 13% 1% Logistics 12% 11% (1%) Manufacturing 6% 6% 1% Utilities & Energy 5% 6% 0% Government, Healthcare, Education 5% 6% 1% Food
Slide 55: Operations budgets are typically large and less discretionary
05 Operations budgets are typically large and less discretionary Top 10 Public Samsara Customers1 Expenses Operations Budget Required to deliver revenue and run the business ➔ Labor ➔ Equipment & assets ➔ Maintenance & repair ➔ Fuel 79% Operations ➔ Insurance COGS Budget ➔ Materials ➔ Depreciation &
Slide 56: Samsara Delivers Clear + Fast ROI
06 Samsara Delivers Clear + Fast ROI Universal ROI + Fuel savings (routing & idling) + Lower insurance premiums + Reduce onroad and workplace accidents + Lower maintenance costs + Improve asset utilization 8x+ Return on Investment + Improved worker hiring and retention Quick payback period, typicall
Slide 57: Large customers are our fastest growing cohort
07 Large customers are our fastest growing cohort… $100K+ ARR Customers ARR Mix Avg. ARR per $100K+ 1 ARR customer ($K) $100K+ ARR x Customers Number of $100K+ 2 ARR customers CORE CUSTOMERS $10K–$100K ARR Customers = $100K+ ARR ($M) $447 $657 $893 Total Samsara ÷ $856 $1,176 $1,535 <$10K ARR ($M) C
Slide 58: Large customers grow with us over time
07 …and large customers grow with us over time ARR for largest customers ($M) 10th Largest Customer 25th Largest Customer 100th Largest Customer 4.3x 4.9x 6.1x 5-Year Growth 5-Year Growth 5-Year Growth © Samsara Inc.
Slide 59: Multi-product adoption continues to grow
08 Multi-product adoption continues to grow… % of customers with % of customers with % of customers with 2+ products 3+ products 4+ products 95% 66% 13% 94% 94% 61% 58% 11% 84% 84% 85% 8% 38% 34% 35% 3% 2% 2% Q1 FY24 Q1 FY25 Q1 FY26 Q1 FY24 Q1 FY25 Q1 FY26 Q1 FY24 Q1 FY25 Q1 FY26 © Samsara Inc. Core
Slide 60: Multiple products growing fast at scale
08 …leading to multiple products growing fast at scale % of customers using Equipment Monitoring & Other Video-Based Safety ~50% $700M+ ARR of Core Customers 30%+ y/y growth ($10K+ ARR) ~70% of Large Customers ($100K+ ARR) Vehicle Telematics $600M+ ARR 25%+ y/y growth © Samsara Inc. Equipment Monito
Slide 61: Key drivers of efficient growth
Key drivers of efficient growth 01 02 03 Subscription business Operational leverage at Effectively managing model produces strong scale dilution unit economics © Samsara Inc.
Slide 62: Subscription business model produces strong unit economics
01 Subscription business model produces strong unit economics Lifetime Value Customer Breakeven Acquisition (CAC payback) LTV:CAC >8x Customer Acquisition Cost (CAC) Customer Lifetime © Samsara Inc. See Appendix for full definition and methodology.
Slide 63: Profitability is improving with scale
02 Profitability is improving with scale Near-term leverage Non-GAAP Operating Margin Adjusted Free Cash Flow Margin (% of revenue) Q1 Q1 Q1 Q1 Optimization of COGS FY23 FY24 FY25 FY23 FY24 FY25 FY25 FY26 FY25 FY26 hardware, cloud, cellular, and support costs 14% 12% 9% 9% Increasing renewal S&M 7%
Slide 64: Effectively managing equity dilution
03 Effectively managing equity dilution Compensation Equity Dilution Philosophy Total Compensation 4.4% = 2.7% Salary 1.0% + FY23 FY24 FY25 Variable Cash SBC % of Rev 27% 25% 22% + POTENTIAL LEVERS TO MANAGE DILUTION + Compensation mix (cash vs. equity) Equity + Headcount (hiring amount, location, l
Slide 65: Key investor highlights
Key investor highlights 01 Large, fast-growing, diverse end markets + Operations budget 02 Clear ROI + fast payback 03 Large TAM + early innings of digitization 04 Large customer momentum 05 Multiple products growing fast at scale © Samsara Inc. 06 Operating leverage with increasing scale
Slide 66: Q&A
Q&A
Slide 67: samsarda
samsarda
Slide 68: Appendix
Appendix
Slide 69: GAAP to Non-GAAP Reconciliations
Note: Figures (other than %’s) in $000’s GAAP to Non-GAAP Reconciliations © Samsara Inc. Fiscal year ends on the Saturday closest to February 1
Slide 70: GAAP to Non-GAAP Reconciliations
GAAP to Non-GAAP Reconciliations Note: Figures (other than %’s) in $000’s © Samsara Inc. Fiscal year ends on the Saturday closest to February 1
Slide 71: GAAP to Non-GAAP Reconciliations
GAAP to Non-GAAP Reconciliations Note: Figures (other than %’s) in $000’s © Samsara Inc. Fiscal year ends on the Saturday closest to February 1
Slide 72: Definitions / Methodology
Definitions / Methodology Annual Contract Value (ACV) Constant Currency (CC) (Cont’d) We define ACV as the annualized value of a customer's total contract value for For ARR, customer contracts denominated in currencies other than U.S. dollars are Samsara products as of the measurement date. translat
Slide 73: Definitions / Methodology (Cont'd)
Definitions / Methodology (Cont’d) Customer Payback Period Equity Dilution We calculate a customer's payback period based on estimated annual dollar We calculate equity dilution as 1 – (prior period Fully Diluted Shares Outstanding / savings amounts. We define payback period as the customer's annual
Slide 74: Definitions / Methodology (Cont'd)
Definitions / Methodology (Cont’d) “Less than 1% of software companies ever achieve this scale…” Slide “Our platform addresses a large market opportunity” Slide Methodology: Methodology We define total estimated market size as the combined opportunity of Samsara’s Analysis uses CapIQ data as of Apri
Slide 75: Definitions / Methodology (Cont'd)
Definitions / Methodology (Cont’d) “Diversity of end markets provides stable demand” Slide Methodology ARR by industry uses industry data available for Samsara customers comprising ~80% of ARR. Analysis assumes that the remaining customers track the same breakdown by industry as the customers for wh