Samsara Inc. · NYSE:IOT

Samsara — Q4 FY2022 Earnings Presentation

32 slides from Samsara's earnings presentation, Mar 2, 2022

  1. Slide 1: Q4 FY 2022 Investor Presentation

    Q4 FY 2022 Investor Presentation March 2, 2022

  2. Slide 2: Disclaimer and Statement Regarding Use of Non-GAAP Measures

    2 Disclaimer and Statement Regarding Use of Non-GAAP Measures © Samsara Inc. Confidential. This presentation contains forward-looking statements within the meaning of Section 27A of the Securities Act of The trademarks included herein are the property of the owners thereof and are used for reference

  3. Slide 3: Samsara—The Connected Operations Cloud

    $558M FY22 Q4 ARR1 64% Samsara—The Connected YoY ARR Growth Operations Cloud 800+ Customers with OUR MISSION $100K+ ARR To increase the safety, efficiency, 78% and sustainability of the operations that YoY ARR Growth power the global economy Fiscal year ends on the Saturday closest to February 1 1 See

  4. Slide 4: Digital Transformation Has Reshaped Entire Industries

    Digital Transformation Has Reshaped Entire Industries >40% of Global GDP2 ● Transportation ● Wholesale and Retail Trade ● Construction ● Field Services ● Logistics ● Utilities and Energy ● Government ~$2 Trillion ~$1 Trillion >$8 Trillion ● Healthcare and Education US Retail US Entertainment US Phys

  5. Slide 5: Technology Tailwinds

    Technology Tailwinds More Efficient to Process More IoT Assets High Bandwidth Better Camera and and Store Growing Connected to the Cellular Network Sensor Technology Volume of Data Internet Lowered Compute and 39 Billion Connected IoT Devices Real-Time HD Video Streaming Smaller, Lower Cost, Storage C

  6. Slide 6: Began with Connected Fleets, the Backbone of Physical Operations

    Began with Connected Fleets, the Backbone of Physical Operations 01 Widespread reliance 02 Continued pressure 03 High accident rates, on antiquated, legacy to reduce costs and inefficient fuel consumption, technologies improve services compliance burden

  7. Slide 7: Expanding Into Applications Across Operations

    7 Expanding Into Applications Across Operations © Samsara Inc. Confidential. BUILDING ON Connected Connected Connected Fleets Equipment Sites

  8. Slide 8: Samsara Applications and Data Platform

    @samsara SAMSARA APPLICATIONS © Video-Based | 2 Vehicle Apps & Driver Safety Telematics ™ Workflows SAMSARA DATA PLATFORM Al & Machine Workflows: Learning e & Analytics OP | Alerts: Connected Operations Cloud Equipment @ Site Monitoring Visibility Developer Privacy sd APIs ne & Security We i He mr i

  9. Slide 9: Our Applications and Business Model

    9 © Samsara Inc. Confidential. EASY TO IMPLEMENT + ADOPT + USE Our Applications and Business Model Video-Based Vehicle Apps & Driver Equipment Site Visibility Safety Telematics Workflows Monitoring • Real-time AI detection • Real-time GPS tracking • Electronic documents • Location & theft monitoring •

  10. Slide 10: Leading IoT Data Advantage

    Leading IoT Data Advantage 4.6 Trillion+ 33 Billion+ 85 Billion+ 2.4 Billion+ DATA POINTS IN FY22 API CALLS IN FY22 MINUTES OF VIDEO FOOTAGE / YR AI-BASED DETECTIONS IN FY22 Video-Based Safety Vehicle Telematics Apps & Driver Workflows Equipment Monitoring Site Visibility ➔ Real-time HD In-Cab ➔ GPS

  11. Slide 11: A Horizontal Platform Built to Serve a Wide Variety of Industries

    11 A Horizontal Platform Built to © Samsara Inc. Confidential. Featured Customers Serve a Wide Variety of Industries Retail Business Services ~14,500 Core Customers1 | 800+ customers with ARR > $100K ARR BY INDUSTRY2 Wholesale & Retail Figures as of Q4 FY22 1 We define core customer as an entity which

  12. Slide 12: In the Early Innings of a Long-Term Opportunity

    12 In the Early Innings of a 2024 EST. MARKET SIZE © Samsara Inc. Confidential. Long-Term Opportunity $97 Billion1 2 3 (‘21-’24 Overall CAGR: 21%) 2021 EST. MARKET SIZE Connected Fleet + Connected Equipment + $55 Billion1 2 3 Connected Sites Connected Fleet + Connected Equipment + Connected Sites $64

  13. Slide 13: Our Differentiated Culture Drives Success

    13 Our Differentiated © Samsara Inc. Confidential. Culture Drives Success Focus on customer success Build for the long term Adopt a growth mindset Be inclusive Win as a team Forbes AI 50 Financial Times Recent Forbes Cloud 100 One of America's Most, America’s Fastest Growing Accolades Top 20, 2021 Pr

  14. Slide 14: Q4 FY22 Business Highlights

    Q4 FY22 Business Highlights © Samsara Inc. Confidential Material

  15. Slide 15: Milestone Quarter for Customer Momentum

    15 Milestone Quarter for Customer Momentum © Samsara Inc. Confidential. NEW X NEW X EXPANSION X EXPANSION X Fortune 500 One of North America’s Fortune 500 World’s Largest Peer-to-peer Largest Office Retailers Distributor Logistics Company Car-sharing Service Using Samsara video-based Using Samsara to r

  16. Slide 16: Multi-Product Adoption

    16 © Samsara Inc. Confidential. Multi-Product Adoption Video-Based Safety Vehicle Telematics Equipment Monitoring Site Visibility

  17. Slide 17: Investing for the Long Term

    Investing for the Long Term Partnership Ecosystem Customer-Centric Innovation Expanding Our Employee Base 155+ partner integrations 200+ features released in FY22 Differentiated culture and shared mission 4+ integrations used by customers Released camera connector in Q4 with large deployments, on av

  18. Slide 18: Financial Highlights

    Financial Highlights © Samsara Inc. Confidential Material

  19. Slide 19: 98% Subscription Business Model

    19 Samsara Licenses © Samsara Inc. Confidential. 98% Subscription Typically 3 – 5 year subscriptions Application pricing per asset Business Model1 Video-Based Apps & Driver Vehicle Telematics Safety Workflows ➔ Data collection Equipment Monitoring Site Visibility (Samsara devices or API integrations)

  20. Slide 20: Core Customers Drive the Majority of ARR

    20 Core Customers © Samsara Inc. Confidential. Drive the Majority of ARR TOTAL CUSTOMER MIX TOTAL ARR MIX $100K+ ARR Customers 806 CORE 45% $5K – $100K ARR Customers ~13,500 CORE <$5K ARR 48% Customers ~14,000 7% Figures as of Q4 FY22

  21. Slide 21: Rapid Growth at Scale

    21 © Samsara Inc. Confidential. Rapid Growth at Scale ARR ($M)1 GAAP revenue ($M) 64% 71% 66% Fiscal year ends on the Saturday closest to February 1 1 See Appendix for definition

  22. Slide 22: Increased Focus on Large Customer Opportunities

    22 Increased Focus on Large © Samsara Inc. Confidential. Customer Opportunities Number of $100K+ ARR customers $100K+ ARR customers1 78% 45% percentage of ARR 125%+ dollar-based net retention rate2 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 FY20 FY21 FY22 Fiscal year ends on the Saturday closest to February

  23. Slide 23: Multi-product Adoption Driving Multiple Growth Vectors

    23 Multi-product Adoption © Samsara Inc. Confidential. Driving Multiple Growth Vectors Multi-product adoption1 Multiple products at scale2 70%+ 90% Vehicle Telematics $200MM+ of ARR Core Customers $100K+ customers Apps & Driver Workflows, Equipment, Sites 10%+ of ARR Safety Telematics Monitoring Video

  24. Slide 24: Improving Operating Efficiency

    24 72% © Samsara Inc. Confidential. Improving Operating Efficiency Non-GAAP gross margin1 Non-GAAP operating margin1 Adjusted free cash flow margin1 FY21 FY22 Q4 FY21 Q4 FY22 FY21 FY22 Q4 FY21 Q4 FY22 FY21 FY22 Q4 FY21 Q4 FY22 Biggest differences in Q4 FY22: ➔ Employer taxes for equity that vested upon

  25. Slide 25: Hiring Engine Reignited

    25 © Samsara Inc. Confidential. Hiring Engine Reignited Ending Headcount

  26. Slide 26: Financial Guidance

    26 © Samsara Inc. Confidential. Financial Guidance Q1 FY23 FY23 Total Revenue $130 million - $132 million $568 million - $578 million Y/Y Growth 48% - 50% growth 33% - 35% growth Non-GAAP (25%) (22%) Operating Margin %1 Non-GAAP EPS1 ($0.07) - ($0.08) ($0.25) - ($0.27) Fiscal year ends on the Saturda

  27. Slide 27: samsara

    samsara

  28. Slide 28: Appendix

    Appendix © Samsara Inc. Confidential Material

  29. Slide 29: GAAP to Non-GAAP Reconciliations

    29 Note: Figures (other than %’s) in $000’s GAAP to Non-GAAP Reconciliations © Samsara Inc. Confidential. FY20 FY21 FY22 4Q21 4Q22 GAAP S&M expense $181,556 $202,262 $291,209 $45,913 $124,640 Less: Stock-based compensation ($1,064) ($6,947) ($62,548) ($253) ($62,167) expense-related charges Less: Com

  30. Slide 30: GAAP to Non-GAAP Reconciliations

    30 Note: Figures (other than %’s) in $000’s GAAP to Non-GAAP Reconciliations © Samsara Inc. Confidential. FY20 FY21 FY22 4Q21 4Q22 GAAP G&A expense $47,339 $75,223 $159,843 $23,925 $87,686 Less: Stock-based compensation ($980) ($4,821) ($66,497) ($3,373) ($63,450) expense-related charges Less: Compen

  31. Slide 31: GAAP to Non-GAAP Reconciliations

    31 Note: Figures (other than %’s) in $000’s GAAP to Non-GAAP Reconciliations © Samsara Inc. Confidential. FY20 FY21 FY22 4Q21 4Q22 GAAP operating loss ($227,818) ($209,479) ($353,848) ($35,290) ($251,737) Add: Stock-based compensation $2,868 $25,564 $238,238 $3,808 $234,250 expense-related charges Ad

  32. Slide 32: Definitions / Methodology

    32 © Samsara Inc. Confidential. Definitions / Methodology Annual Recurring Revenue Net Retention Rate We define ARR as the annualized value of subscription contracts that We calculate our dollar-based net retention rate as of a period end by starting with the ARR from have commenced revenue recognition

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