5 Lessons from Scaling 6 Products to $100M+ with Samsara's Chief Strategy Officer and Founding Chief Product Officer
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5 Lessons from Scaling 6 Products to $100M+ with Samsara's Chief Strategy Officer and Founding Chief Product Officer
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5 Lessons from Scaling 6 Products to $100M+ with Samsara's Chief Strategy Officer and Founding Chief Product Officer
- 3. About Me
- 4. 1 Cisco’s Investor Conference (12/05/2018); 2 Based on Q2 FY20 ARR; 3 Based on Q1 FY21 ARR, 4 Based on Q2 FY22 ARR, 5 See Appendix for definition *CY23 consensus estimates as of June 16 2023 Enterprise WiFi Network Security Switching Acquired by Cisco for $1.2B 2021 2015 2016 2017 2018 2019 2023 2009 2011 2012
- 5. 1 Cisco’s Investor Conference (12/05/2018); 2 Based on Q2 FY20 ARR; 3 Based on Q1 FY21 ARR, 4 Based on Q2 FY22 ARR, 5 See Appendix for definition *CY23 consensus estimates as of June 16 2023 Enterprise WiFi Network Security Switching Acquired by Cisco for $1.2B 2021 2015 2016 2017 2018 2019 2023 2009 2011 2012 Samsara Founded 2015
- 6. To increase the safety, efficiency, and sustainability of the operations that power the global economy OUR MISSION
- 7. • • •
- 8. 1 Cisco’s Investor Conference (12/05/2018); 2 Based on Q2 FY20 ARR; 3 Based on Q1 FY21 ARR, 4 Based on Q2 FY22 ARR, 5 See Appendix for definition *CY23 consensus estimates as of June 16 2023 Enterprise WiFi Network Security Switching Acquired by Cisco for $1.2B 2021 2015 2016 2017 2018 2019 2023 2009 2011 2012 Samsara Founded 2015 2016 2017 Vehicle Telematics Connected Equipment + Video-Based Safety
- 9. 1 Cisco’s Investor Conference (12/05/2018); 2 Based on Q2 FY20 ARR; 3 Based on Q1 FY21 ARR, 4 Based on Q2 FY22 ARR, 5 See Appendix for definition *CY23 consensus estimates as of June 16 2023 Enterprise WiFi Network Security Switching Acquired by Cisco for $1.2B 2021 2015 2016 2017 2018 2019 2023 2009 2011 2012 Samsara Founded 2015 2016 2017 Vehicle Telematics Connected Equipment + Video-Based Safety 2019 2021 $100M ARR Samsara IPO
- 10. 1 Cisco’s Investor Conference (12/05/2018); 2 Based on Q2 FY20 ARR; 3 Based on Q1 FY21 ARR, 4 Based on Q2 FY22 ARR, 5 See Appendix for definition *CY23 consensus estimates as of June 16 2023 Enterprise WiFi Network Security Switching Acquired by Cisco for $1.2B 2021 2015 2016 2017 2018 2019 2023 2009 2011 2012 Samsara founded 2015 2016 2017 Vehicle telematics Connected Equipment + Video-Based Safety 2019 2021 $100M ARR Samsara IPO $1B ARR* (Consensus estimates) 2023
- 11. Magic of compounding product bets 18,000 Customer Networks
- 12. Magic of compounding product bets 18,000 Customer Networks 4,000,000 Customer Networks
- 13. Source: CapIQ and FactSet data as of June 16 2023 based on CY23 consensus estimates for publicly listed Application Software, System Software and Internet Services and Infrastructure companies. For companies other than Samsara, Q4 CY23 Revenue multiplied by four used as a proxy for ARR. • • • *CY23 consensus estimates as of June 16 2023
- 15. Lesson 1: Magic “scale or pivot” metric
- 16. CAC payback: The magical metric Lifetime Value
- 17. CAC payback: The magical metric Lifetime Value
- 18. CAC payback: The magical metric Inform “scale vs pivot” with a single metric: • Market demand • Lead generation efficiency • Sales productivity • Ease if use • Gross margins Lifetime Value
- 19. Lesson 2: Discover the entire market
- 20. Discover the entire market
- 21. Discover the entire market • • • • • • • • •
- 22. Discover the entire market • • • • • • • • •
- 23. Figures as of Q1 FY24. Percentages may not add up to 100% due to rounding. Top-10 benchmarking pulled from Transport Topics https://www.ttnews.com/logistics/rankings/2022 which highlights top companies by fleet size. 5 of Top-10 Waste Management 6 of Top-10 Construction 5 of Top-10 Transportation - LTL 5 of Top-10 Chemical Carriers 4 of Top-10 Groceries 3 of Top-10 Wholesale & Retail
- 24. Lesson 3: Embrace the mid-market
- 25. Embrace the Mid Market
- 26. Lesson 4: Build feedback into product DNA
- 27. Build feedback into product DNA
- 28. Build feedback into product DNA
- 29. Build feedback into product DNA
- 32. Lesson 5: Go multi-product early
- 34. Samsara today
- 36. Interested in connecting? WE’RE HIRING careers@samsara.com WE’RE INVESTING ventures@samsara.com
- 37. Thank You