From 0 to 500 Million ARR in 6 years: Learnings from Innovating in Underserved Markets with Samsara's CPO
1. From 0 to $500M ARR in 6 Years
Learnings from innovating in underserved markets with Samsara’s CPO
Kiren Sekar
Chief Product Officer
Samsara
@Samsara
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
3. 1. Customer feedback loops guide through unfamiliar markets
2. A little hardware can unlock massive software
3. Multi-product, through adjacencies, as early as possible
4. Industry transformation takes decades - think long term!
The Building Blocks to $500 Million
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
4. Samsara
The Connected Operations Cloud
To increase the safety, efficiency,
and sustainability of the operations that
power the global economy
OUR MISSION
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
5. Samsara at a Glance
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
1 ARR is defined as the annualized value of subscription contracts that have commenced revenue recognition
as of the measurement date
2015
Samsara Founded
Founding leadership
from Meraki
2021
Initial Public Offering
NYSE: IOT
$558M
FY23 Q1 ARR1
64%
YoY ARR growth
~14,500
Core customers
74%
FY22 Q4 gross margin
5
Key Applications
Fast Company
AI and Data World
Changing Ideas
2020
The Software
Report
Top SaaS CEOs,
2020
Forbes
Cloud 100
Top 20,
2021
Financial Times
America’s Fastest
Growing Companies
Ranked #2, 2021
LinkedIn
Top Startups
Top 15,
2021
Recent
Accolades
6. Case Study: Food Express Inc.
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
Food and beverage distribution
Combining Samsara’s full suite of solutions
to provide next level customer service
Video-Based
Safety
SOLUTIONS
Equipment
Monitoring
Vehicle
Telematics
Apps &
Workflows
Site
Visibility
7. Learnings
from Meraki
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
8. Case study: WiFi over the long term
0.01M devices
Desktop PCs
1991
1M devices
Laptops surfing the web
2001
100M devices
Smart devices
streaming video
2011
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
9. 1,000,000x Growth
Meraki 2011 2021: 10B WiFi Clients
Everything has WiFi,
even garage door openers Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
10. Samsara inspired by Meraki learnings
10
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
2012 2015
Acquired by
Cisco for $1.2B
2018 2019
Founded 2 million
active
networks
$2B sales
LESSONS
LEARNED
Customer
Feedback
Company
Culture
Growth
Mindset
11. Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
Operations are 40% of GDP,
rely on antiquated technologies
12. Lowered Compute and
Storage Costs
More Efficient to
Process and Store
Growing Volume of Data
Technology Tailwinds
High Bandwidth
Cellular Network
More IoT Assets
Connected to the
Internet
39 Billion Connected IoT
Devices by 20241
Better Camera and
Sensor Technology
1 IDC Worldwide IoT Device and Data
Forecast, July 2020
Real-Time HD Video
Streaming
Smaller, Lower Cost,
and Better Quality
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
13. Founded
Samsara in 2015
VISION
Easy to use, internet-connected
sensor data systems for operations
APPLIED MERAKI LEARNINGS
Customer feedback, culture,
growth mindset
13
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
14. On-site with customers,
testing prototypes in first ~100 days
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
16. From temperature to trucks
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
17. Discovered Connected Fleets,
the Backbone of Physical Operations
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
18. Running our Customer Feedback Loop
Make sure
customers
win
Introduce Connected
Operations
Discover new
use cases
Add products
& features to
our cloud
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
19. Saved $600K annually
on operational and
administrative costs
by going paperless
The Samsara Effect: Smarter Operations
150,000 gallons of fuel
(1,400 tons of CO₂)
saved resulting in
$500K saved annually
76% increase in dispatch
productivity over one
year and improving
customer service and
their bottom line
Decreased driver
accidents by 43% with
video-based coaching
and alerts
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
20. What’s Next for
Samsara
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
22. Risk-adjusted Insurance Premiums | Predictive Maintenance
Fleet Benchmarking | Workflow Automation
New Opportunities with Data
85 Billion+
MINUTES OF VIDEO FOOTAGE / YR
4.6 Trillion+
DATA POINTS IN FY22
2.4 Billion+
AI-BASED DETECTIONS IN FY22
33 Billion+
API CALLS IN FY22
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
Video-Based
Safety
Equipment
Monitoring
Vehicle
Telematics
Apps &
Workflows
Site
Visibility
24. 1. Customer feedback loops guide through unfamiliar markets
2. A little hardware can unlock massive software
3. Multi-product, through adjacencies, as early as possible
4. Industry transformation takes decades - think long term!
Top Takeaways
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
25. Build a safer,
more efficient, and
sustainable world
samsara.com/careers
25
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
26. Thank you!
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.