Slide 1: Q3 FY2024 Investor Presentation
Q3 FY2024 Investor Presentation November 30th, 2023
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: Q3 FY24 Business Highlights
Q3 FY24 Business Highlights © Samsara Inc.
Slide 4: Samsara—The Connected Operations Cloud
$1,003M Q3 FY24 ARR1 39% Y/Y ARR Growth Samsara—The Connected $9M Adj. Free Cash Flow Operations Cloud 1,663 Customers with OUR MISSION $100K+ ARR To increase the safety, efficiency, 49% and sustainability of the operations that Y/Y $100K+ ARR Customer Growth power the global economy Figures as of Q3
Slide 5: Driving Clear and Fast ROI
Driving Clear and Fast ROI World’s largest low-cost One of the largest U.S. specialty carrier increases efficiency contracting companies expands with Samsara with a $1M+ safety deal $15M+ 79%↓ 50%↓ 50%↓ estimated annual savings in mobile less in safety events from utilization, fuel efficiency, usage spe
Slide 6: Samsara is Operating in Rarified Air
~300 Samsara is Operating in Rarified Air ~60 7 US-listed software companies with CY23 Q3 reported results of: ➔ $1B+ ARR ➔ 30%+ growth US-listed $1B+ ARR 30%+ growth ➔ Free cash flow positive software companies & FCF positive Source: CapIQ data as of November 29, 2023 based on reported results for US
Slide 7: Foundation for Durable & Efficient Growth
Foundation for Durable & Efficient Growth 01 – Digitizing Massive Market 02 – Only System of Record 03 – Multi-Application Platform Connected Operations Cloud 5 of Top-10 6 of Top-10 Vehicle Video-Based Waste Management Construction Applications Telematics Safety Video-Based Safety • Vehicle Telematic
Slide 8: Building the Next Billion and Beyond
Building the Increasing Operational ~6T 55B+ ~1.5x↑ Next Billion Data Data Points API Calls Increase in API Calls Year/Year and Beyond Platform Delivering Workflows Developer Access & Tools Privacy & Security Increasing AI-powered DATA AI/ML ANALYTICS Operational Data Insights ENRICHMENT Data from Sa
Slide 9: Q3 FY24 Financial Highlights
Q3 FY24 Financial Highlights © Samsara Inc.
Slide 10: Rapid Growth at Scale
Rapid Growth at Scale ARR ($M) GAAP REVENUE ($M) © Samsara Inc. Fiscal year ends on the Saturday closest to February 1 Y/Y Growth
Slide 11: Large Customer Momentum
Large Customer Momentum $100K+ ARR $1M+ ARR ARR MIX Customers Customers 49% 54% 1,663 71 $100K+ ARR Customers 1,113 CORE 46 CUSTOMERS $5K–$100K ARR Customers <$5K ARR Customers Q3 FY23 Q3 FY24 Q3 FY23 Q3 FY24 © Samsara Inc. Y/Y Growth Fiscal year ends on the Saturday closest to February 1
Slide 12: Multi-Product Adoption at Scale
Multi-Product Adoption at Scale Multi-product customers using Smart Equipment & Other VIDEO-BASED SAFETY $400M+ ARR 30%+ y/y growth ~1/2 of Core Customers ($5K+ ARR) VEHICLE TELEMATICS ~2/3 $400M+ ARR of Large Customers 30%+ y/y growth ($100K+ ARR) © Samsara Inc. SMART EQUIPMENT & OTHER $100M+ ARR F
Slide 13: Continued Success in New Frontiers
Continued Success in New Frontiers International Momentum End Market Diversity Emerging Products new smart equipment graphic 17% 87% $1M of Q3 net new ACV from of Q3 net new ACV from of Mobile Experience Management international geographies non-transportation verticals ARR in first full selling quart
Slide 14: Improving Operating Efficiency
72% Improving Operating Efficiency NON-GAAP GROSS MARGIN NON-GAAP OPERATING MARGIN ADJ. FREE CASH FLOW MARGIN Q3 FY23 Q4 FY23 Q1 FY24 Q2 FY24 Q3 FY24 Q3 FY23 Q4 FY23 Q1 FY24 Q2 FY24 Q3 FY24 +2 pp +12 pp +15 pp Q3 FY23 Q4 FY23 Q1 FY24 Q2 FY24 Q3 FY24 RULE OF 40 © Samsara Inc. 40% 45% 42% 45% 43% Fiscal
Slide 15: Financial Guidance
Financial Guidance Q4 FY24 FY24 Total Revenue $257 million - $259 million $918 million - $920 million Y/Y Growth 38% - 39% growth 41% growth Non-GAAP Operating Margin %1 2% (1%) Non-GAAP EPS1 $0.02 - $0.03 $0.05 - $0.06 © Samsara Inc. Fiscal year ends on the Saturday closest to February 1 1 See Disc
Slide 16: Q&A
© Samsara Inc. Q&A
Slide 17: Appendix
© Samsara Inc. Appendix
Slide 18: Comparison to Previously Issued Guidance
Comparison to Previously Issued Guidance Q3 FY24 FY24 $7 $14 $14 Revenue ($M) $919 $224 $238 $898 Current Prev. Guidance Q3 Actual Prev. Guidance Q3 Guidance Guidance Midpoint1 Performance Results Midpoint1 Performance Change Midpoint Growth Y/Y 32% 40% 38% 41% © Samsara Inc. Fiscal year ends on the
Slide 19: GAAP to Non-GAAP Reconciliations
Note: Figures (other than %’s) in $000’s GAAP to Non-GAAP Reconciliations FY21 FY22 FY23 Q3 FY23 Q3 FY24 GAAP gross profit $174,512 $303,861 $469,889 $122,547 $175,949 GAAP gross margin 70% 71% 72% 72% 74% Add: Stock-based compensation $13 $6,344 $9,466 $2,685 $3,100 expense-related charges Non-GAAP
Slide 20: GAAP to Non-GAAP Reconciliations
GAAP to Non-GAAP Reconciliations Note: Figures (other than %’s) in $000’s FY21 FY22 FY23 Q3 FY23 Q3 FY24 GAAP S&M expense $202,262 $291,209 $370,098 $94,056 $116,780 GAAP S&M margin (% of total revenue) 81% 68% 57% 55% 49% Less: Stock-based compensation ($6,947) ($62,548) ($54,072) ($12,701) ($20,21
Slide 21: GAAP to Non-GAAP Reconciliations
GAAP to Non-GAAP Reconciliations Note: Figures (other than %’s) in $000’s FY21 FY22 FY23 Q3 FY23 Q3 FY24 GAAP operating loss ($209,479) ($353,848) ($259,455) ($63,476) ($54,767) GAAP operating margin (84%) (83%) (40%) (37%) (23%) Add: Stock-based compensation $25,564 $238,238 $181,424 $46,869 $62,71
Slide 22: Definitions / Methodology
Definitions / Methodology Annual Contract Value (ACV) Customer We define ACV as the annualized value of a customer's total contract value for We define a customer as an entity that has an ARR of greater than $1,000 at the Samsara products as of the measurement date. end of a reporting period. Net New A
Slide 23: Samsara
@ samsara