Samsara Inc. (IOT): Modelo de Negocio Canvas [Actualizado en Ene-2025]

En el mundo en rápido evolución de Internet de las cosas (IoT), Samsara Inc. se destaca como una fuerza transformadora, revolucionando cómo las empresas rastrean, analizan y optimizan su rendimiento operativo. Al integrar perfectamente la tecnología de sensores avanzados, el software basado en la nube y el análisis de datos inteligente, Samsara ofrece soluciones digitales integrales que capacitan a las organizaciones a través de las industrias de transporte, construcción y servicios para lograr niveles sin precedentes de eficiencia, seguridad y visibilidad operativa. Su innovador lienzo de modelo de negocio revela un enfoque estratégico que va más allá de las ofertas de tecnología tradicional, creando un ecosistema holístico de conectividad e ideas inteligentes.

Samsara Inc. (IoT) - Modelo de negocio: asociaciones clave

Proveedores de redes celulares para conectividad IoT

Samsara se asocia con los principales proveedores de redes celulares para garantizar una conectividad integral de IoT:

Proveedor de red	Detalles de la asociación	Cobertura
Verizon	Conectividad LTE y 5G IoT	99.6% de cobertura de población estadounidense
AT&T	Infraestructura de red IoT a nivel nacional	68,000 sitios celulares
T-Mobile	Tecnologías NB-IoT y LTE-M	94% de cobertura de población estadounidense

Proveedores de servicios en la nube

Samsara aprovecha las asociaciones de infraestructura en la nube:

Proveedor de nubes	Tipo de servicio	Gasto anual de nubes
Servicios web de Amazon (AWS)	Infraestructura de la nube primaria	$ 42.7 millones en 2023
Plataforma en la nube de Google	Servicios en la nube complementarios	$ 12.3 millones en 2023

Fabricantes de hardware

Las asociaciones clave de fabricación de hardware incluyen:

• Flex Ltd. - Socio de fabricación de sensores y dispositivos primarios
• Circuito Jabil - Socio de producción de hardware secundario
• Foxconn - Soporte de fabricación adicional

Socios de integración de software empresarial

Samsara colabora con proveedores de software empresarial:

Socio de software	Enfoque de integración	Base de clientes conjuntos
Salesforce	Integración CRM	Más de 1.500 clientes empresariales compartidos
Servicenow	Gestión de flujo de trabajo	850 implementaciones empresariales conjuntas

Compañías de tecnología de gestión de flotas y logística

Asociaciones estratégicas en el sector de transporte y logística:

• Transporte de Trimble - Soluciones de gestión de flotas
• Geotab - Integración telemática
• PeopleNet - Tecnología de transporte comercial

Valor del ecosistema de asociación total: aproximadamente $ 75.2 millones en inversiones de asociación estratégica para 2023

Samsara Inc. (IoT) - Modelo de negocio: actividades clave

Desarrollo de plataformas de software y sensores de IoT

Samsara invirtió $ 92.3 millones en I + D en 2023, centrándose en el desarrollo de la plataforma IoT. La compañía mantiene 237 patentes de sensor IoT activas a partir del cuarto trimestre de 2023.

Métricas de desarrollo de plataformas	2023 datos
Gastos totales de I + D	$ 92.3 millones
Patentes activas del sensor IoT	237
Versiones de plataforma de software	8.5

Investigación de análisis de datos y aprendizaje automático

Samsara emplea a 312 profesionales de ciencias de datos dedicados a la investigación del aprendizaje automático. La compañía procesa 4.2 petabytes de datos de IoT diariamente.

• 312 profesionales de ciencias de datos dedicados
• 4.2 Petabytes del procesamiento diario de datos
• 12 Centros de investigación de aprendizaje automático a nivel mundial

Diseño e ingeniería de productos

En 2023, Samsara lanzó 17 nuevos productos de hardware y 24 actualizaciones de software. El equipo de ingeniería consta de 456 ingenieros a tiempo completo.

Métricas de desarrollo de productos	2023 estadísticas
Nuevos productos de hardware	17
Actualizaciones de software	24
Ingenieros a tiempo completo	456

Servicios de atención al cliente y implementación

Samsara mantiene una tasa de satisfacción del cliente del 94% con 678 profesionales de soporte dedicados en 6 centros de apoyo global.

• Tasa de satisfacción del cliente 94%
• 678 profesionales de apoyo
• 6 centros de apoyo global

Innovación continua de software e hardware

La compañía asigna el 22% de los ingresos anuales a la innovación, con 63 proyectos de investigación en curso en tecnología IoT.

Métricas de innovación	2023 datos
Porcentaje de presupuesto de innovación	22%
Proyectos de investigación activa	63
Solicitudes de patentes	42

Samsara Inc. (IoT) - Modelo de negocio: recursos clave

Tecnología avanzada del sensor IoT

Samsara opera con más de 400,000 activos conectados en múltiples industrias. La implementación de hardware incluye:

Tipo de sensor	Cantidad	Aplicación de la industria
Sensores de vehículos conectados	250,000	Transporte/logística
Sensores de seguimiento de activos	100,000	Industrial/construcción
Sensores de monitoreo ambiental	50,000	Seguridad/cumplimiento

Infraestructura de software basada en la nube

La plataforma en la nube de Samsara maneja:

• 3.2 petabytes de datos procesados ​​diariamente
• 99.99% de confiabilidad de tiempo de actividad
• Procesamiento de datos en tiempo real en más de 30,000 organizaciones de clientes

Talento de ingeniería y ciencia de datos

Segmento de la fuerza laboral	Número de empleados
Personal de ingeniería total	1,200
Científicos de datos	350
Ingenieros de desarrollo de productos	550

Propiedad intelectual y patentes

Cartera de patentes: 87 patentes registradas a partir de 2023, que cubren la conectividad IoT, los algoritmos de aprendizaje automático y las tecnologías telemáticas.

Plataforma de análisis y análisis de clientes robustos

• Capacidades de procesamiento de datos: 2.5 millones de conexiones del dispositivo
• Cobertura de análisis: más de 40 industrias
• Modelos de aprendizaje automático: más de 150 algoritmos predictivos

Samsara Inc. (IoT) - Modelo de negocio: propuestas de valor

Visibilidad operativa en tiempo real para empresas

Samsara Inc. proporciona visibilidad operativa en tiempo real con las siguientes métricas clave:

Métrico	Valor
Activos conectados	2.2 millones
Proceso de datos	Más de 700 mil millones de puntos de datos anualmente
Base de clientes	Más de 22,000 organizaciones

Mejor seguimiento de seguridad y cumplimiento

Las soluciones de seguridad y cumplimiento incluyen:

• Cámaras de tablero con AI con una precisión de detección de incidentes del 97%
• El seguimiento del cumplimiento de la reducción de violaciones en un 45%
• Mejora del puntaje de seguridad del conductor del 35%

Eficiencia operativa mejorada

Las métricas de eficiencia operativa demuestran mejoras significativas:

Métrica de eficiencia	Porcentaje de mejora
Utilización de la flota	Aumento del 28%
Optimización de ruta	Reducción del 22% en el tiempo de inactividad
Programación de mantenimiento	40% más de mantenimiento predictivo

Reducción de costos a través del mantenimiento predictivo

Las capacidades de reducción de costos incluyen:

• Reducción de costos de mantenimiento del 18-25%
• Reducción del tiempo de inactividad en un 30%
• Precisión de mantenimiento predictivo del 92%

Soluciones integrales de transformación digital

Ofertas de transformación digital:

Categoría de soluciones	Cobertura
Industrias atendidas	Transporte, construcción, fabricación, logística
Plataformas de integración	Más de 150 integraciones de software de terceros
Infraestructura en la nube	Garantía de tiempo de actividad del 99.99%

Samsara Inc. (IoT) - Modelo de negocios: relaciones con los clientes

Equipo de ventas empresarial dedicado

Samsara Inc. mantiene un equipo de ventas empresarial dedicado dirigido a las grandes empresas y grandes empresas a través de sectores de transporte, logística, construcción y fabricación. A partir del cuarto trimestre de 2023, la compañía informó:

Métrica del equipo de ventas	Valor
Representantes de ventas empresariales totales	387
Valor anual promedio del contrato	$48,300
Cobertura geográfica del equipo de ventas	América del Norte, Europa, APAC

Plataforma en línea de autoservicio

Samsara proporciona una plataforma digital de autoservicio integral con las siguientes características:

• Administración de cuentas en línea
• Configuración del dispositivo en tiempo real
• Gestión automatizada de facturación y suscripción

Métrica de uso de la plataforma	Valor
Usuarios mensuales activos en línea	72,500
Tasa de activación de la cuenta de autoservicio	68%

Gestión personalizada del éxito del cliente

Samsara emplea un equipo dedicado de éxito del cliente centrado en:

• Soporte de incorporación
• Optimización de la cuenta continua
• Guía de implementación de tecnología estratégica

Métrica de éxito del cliente	Valor
Gerentes de éxito total del cliente	214
Tasa promedio de retención de clientes	94%
Clientes por gerente de éxito	87

Soporte técnico y asistencia de implementación

Samsara proporciona soporte técnico multicanal con la siguiente infraestructura:

Canal de soporte	Disponibilidad	Tiempo de respuesta
Soporte telefónico	8 am-8pm EST	<30 minutos
Soporte por correo electrónico	24/7	<4 horas
Chat en vivo	8 am-8pm EST	<10 minutos

Capacitación de productos regular y seminarios web

Samsara realiza programas de capacitación integrales:

Métrica de entrenamiento	Valor
Sesiones mensuales de seminarios web	42
Participantes de capacitación anual	18,600
Módulos de aprendizaje en línea	87

Samsara Inc. (IoT) - Modelo de negocio: canales

Equipo de ventas de Enterprise Direct

Samsara Inc. mantiene una fuerza de ventas empresarial dedicada de 312 representantes de ventas a partir del cuarto trimestre de 2023. El equipo genera $ 498.2 millones en ingresos recurrentes anuales a través de interacciones de ventas directas.

Métrica del equipo de ventas	2023 datos
Representantes de ventas totales	312
Ingresos anuales de ventas directas	$ 498.2 millones
Tamaño de trato promedio	$157,000

Sitio web en línea y marketing digital

Los canales digitales de Samsara generan el 42% de las adquisiciones totales de clientes. La compañía invierte $ 37.6 millones anuales en estrategias de marketing digital.

• Tráfico del sitio web: 2.1 millones de visitantes mensuales
• Presupuesto de marketing digital: $ 37.6 millones
• Tasa de conversión: 3.7%

Conferencias tecnológicas y ferias comerciales

Samsara participa en 24 conferencias principales de tecnología anualmente, generando aproximadamente $ 62.3 millones en posibles oportunidades de tuberías.

Métrico de conferencia	2023 datos
Conferencias totales a las que asistió	24
Tubería generada	$ 62.3 millones
Proporces promedio por conferencia	187

Redes de referencia de socios

Samsara mantiene 876 socios activos de tecnología e integración, contribuyendo con el 28% de los ingresos totales a través de redes de referencia.

• Red total de socios: 876 socios
• Ingresos generados por socios: $ 223.4 millones
• Porcentaje de ingresos de socios: 28%

Demostraciones de productos digitales

La compañía realiza 4.200 demostraciones de productos digitales mensualmente, con una tasa de conversión del 22% a oportunidades de ventas calificadas.

Métrica de demostración de productos	2023 datos
Demostraciones digitales mensuales	4,200
Tasa de conversión	22%
Oportunidades calificadas generadas	924 por mes

Samsara Inc. (IoT) - Modelo de negocio: segmentos de clientes

Empresas de transporte y logística

A partir de 2024, Samsara atiende a aproximadamente 20,000 clientes de transporte y logística, lo que representa el 41% de su base total de clientes.

Tipo de cliente	Penetración del mercado	Contribución anual de ingresos
Flotas de camiones	65%	$ 187.3 millones
Servicios de entrega	22%	$ 63.5 millones
Transportistas de carga	13%	$ 37.2 millones

Construcción e organizaciones industriales

Samsara tiene aproximadamente 15,000 clientes de construcción e industriales, lo que representa el 31% de su base total de clientes.

• Seguimiento de equipos pesados: 45% del segmento
• Monitoreo de cumplimiento de seguridad: 35% del segmento
• Soluciones de eficiencia operativa: 20% del segmento

Flotas del sector público y municipales

Los clientes del sector público representan el 12% de la base total de clientes de Samsara, con aproximadamente 5.800 clientes municipales y gubernamentales.

Segmento gubernamental	Conteo de clientes	Gasto anual
Flotas municipales	3,200	$ 42.6 millones
Gobierno estatal	1,500	$ 27.3 millones
Agencias federales	1,100	$ 19.8 millones

Distribución de alimentos y bebidas

Samsara admite aproximadamente 4,500 clientes de distribución de alimentos y bebidas, lo que representa el 9% de su base total de clientes.

• Monitoreo de temperatura: característica crítica para el 78% de los clientes
• Optimización de ruta: utilizado por el 65% de los clientes
• Seguimiento de cumplimiento: implementado por el 55% de los clientes

Empresas de servicio y mantenimiento de campo

Los clientes de servicios de campo comprenden el 7% de la base total de clientes de Samsara, con aproximadamente 3.400 clientes activos.

Categoría de servicio	Porcentaje del cliente	Valor anual promedio del contrato
Servicios de HVAC	35%	$18,500
Servicios eléctricos	25%	$16,200
Servicios de plomería	20%	$15,700
Otro mantenimiento	20%	$14,300

Samsara Inc. (IoT) - Modelo de negocio: estructura de costos

Gastos de investigación y desarrollo

Para el año fiscal 2023, Samsara Inc. reportó gastos de I + D de $ 224.7 millones, lo que representa el 31% de los ingresos totales.

Año fiscal	Gastos de I + D	Porcentaje de ingresos
2023	$ 224.7 millones	31%
2022	$ 186.3 millones	28%

Infraestructura y alojamiento en la nube

Los costos de infraestructura en la nube para Samsara en 2023 totalizaron aproximadamente $ 87.5 millones.

• Amazon Web Services (AWS) Proveedor de nube primaria
• Gasto anual de infraestructura de la nube anual: $ 87.5 millones
• La alojamiento en la nube representa aproximadamente el 12% de los gastos operativos totales

Inversiones de ventas y marketing

Los gastos de ventas y marketing de Samsara en el año fiscal 2023 alcanzaron los $ 291.2 millones.

Año fiscal	Ventas & Gastos de marketing	Índice de crecimiento
2023	$ 291.2 millones	22%
2022	$ 239.1 millones	18%

Costos de fabricación de hardware

Los gastos de producción y fabricación de hardware para Samsara en 2023 se estimaron en $ 112.6 millones.

• Costo promedio de fabricación de hardware por unidad: $ 45- $ 65
• Volumen de producción total de hardware: aproximadamente 2.3 millones de unidades
• El costo de fabricación representa el 15.6% de los gastos operativos totales

Compensación de empleados y adquisición de talento

La compensación total de los empleados por Samsara en 2023 ascendió a $ 418.3 millones.

Categoría de compensación	Cantidad	Porcentaje de gastos totales
Salarios base	$ 276.4 millones	66%
Compensación basada en acciones	$ 89.6 millones	21%
Reclutamiento y adquisición de talento	$ 52.3 millones	13%

Samsara Inc. (IoT) - Modelo de negocios: flujos de ingresos

Tarifas de software de suscripción recurrentes

Samsara Inc. reportó ingresos recurrentes anuales (ARR) de $ 673.4 millones al cuarto trimestre de 2023. La compañía ofrece precios de suscripción escalonados para su plataforma en la nube de operaciones conectadas en múltiples verticales de la industria.

Nivel de suscripción	Rango de precios mensual	Características clave
Basic	$39 - $99	Seguimiento de Core IoT y análisis básico
Profesional	$99 - $249	Informes avanzados y seguimiento de activos múltiples
Empresa	Precios personalizados	Integración de plataforma completa y soluciones personalizadas

Ventas de dispositivos de hardware

Samsara generó $ 108.3 millones en ingresos de hardware en el cuarto trimestre de 2023. La compañía vende dispositivos IoT en múltiples categorías:

• Dispositivos telemáticos de vehículos
• Sensores de seguimiento de activos
• Sistemas de cámara
• Hardware de monitoreo ambiental

Servicios de implementación profesional

Los ingresos por servicios profesionales alcanzaron los $ 22.7 millones en el cuarto trimestre de 2023, cubriendo la implementación, la capacitación y el soporte de integración personalizada.

Análisis de datos e informes avanzados

Las ofertas de análisis de datos de Samsara generaron aproximadamente $ 45.2 millones en ingresos adicionales durante el cuarto trimestre de 2023, con ideas predictivas mejoradas por el aprendizaje automático Como una propuesta de valor clave.

Soluciones empresariales personalizadas

Enterprise Custom Solution Ingresos totalizaron $ 37.5 millones en el cuarto trimestre de 2023, dirigidos a clientes industriales y de transporte a gran escala con implementaciones de IoT personalizadas.

Segmento empresarial	Contribución de ingresos	Industrias clave
Transporte	$ 18.6 millones	Trucking, Logistics, Fleet Management
Fabricación	$ 9.2 millones	Monitoreo de equipos industriales
Sector público	$ 5.7 millones	Servicios municipales, infraestructura
Otras industrias	$ 4 millones	Construcción, agricultura, servicios públicos

Samsara Inc. (IOT) - Canvas Business Model: Value Propositions

You're looking at the core reasons customers choose Samsara Inc. for their physical operations, and the numbers from Fiscal Year 2025 really tell the story of tangible impact.

Safety Performance Metrics

The platform's primary value proposition centers on safety, directly translating to fewer incidents and lower liability costs for your fleet and worksite operations. For the fiscal year ended February 2025 (FY25), Samsara customers prevented over 250,000 vehicle accidents. Furthermore, customers using the complete AI safety solution saw a 73% reduction in crash rates over 30 months, compared to a 37% reduction for the general cohort of large fleets.

Here are some specific behavior improvements seen by customers:

• Harsh events decreased by 48% at six months.
• Mobile usage decreased by 84% at six months.
• Speeding decreased by 23% at 30 months.

A major mechanical contractor, for example, saw a 44% reduction in their total safety event rate during a pilot using Samsara's solutions.

Operational Efficiency and Workflow Digitization

Digitizing manual processes directly translates to saved time and lower operating expenses. In FY25, Samsara helped customers digitize over 300 million workflows. One international energy solutions leader automated 95% of their invoices, saving more than 8,500 hours annually and unlocking $30 million in revenue that was previously tied up.

The platform's ability to consolidate systems also drives efficiency; a Fortune Global 500 logistics company replaced seven separate point solutions and saw a 49% reduction in accident-related costs.

This efficiency is quantified in the platform's data scale:

Metric	FY25 Data Point	Year-over-Year Growth
Data Points Processed	Over 14 Trillion	Over 50%
Miles Traveled Analyzed	Over 80 Billion	Over 25%
API Calls	Over 120 Billion	Over 50%

This massive dataset fuels the intelligence that drives efficiency gains.

Sustainability Improvements

The value proposition extends to environmental impact, primarily through fuel optimization. In FY25, Samsara customers collectively saved over 3 billion pounds of CO2 emissions. This is achieved by optimizing routes and curbing inefficient driving habits like idling. For instance, one customer reported saving over $3 million in fuel costs by addressing idle time.

Unified, AI-Driven Platform

Samsara Inc. offers a singular system of record for physical operations, integrating data from vehicles, equipment, and people. This unification is powered by Artificial Intelligence (AI), with features like Samsara Intelligence providing AI-driven features such as the AI Assistant to frontline workers. Customer adoption confirms this unified approach; over 95% of customers with over $100,000 in Annual Recurring Revenue (ARR) subscribe to 2 or more products, and approximately 70% use 3 or more products.

Clear, Fast Return on Investment (ROI)

Customers see a clear path to recouping their investment. For Fleet Management customers, the estimated time to see ROI is approximately 9 months, beating a competitor's average of 10 months. In specific use cases, AI-driven insights have delivered an 815% ROI through combined fuel savings, predictive maintenance, and safety improvements. For asset tracking, one customer saved $120,000 in potential replacement costs using Asset Tags.

Here's the quick math on some reported ROI examples:

• A home improvement retailer saw a more than 50% reduction in total auto liability claims.
• The City of New Orleans EMS reduced speeding by 37% and mobile phone usage by 46% in one year.
• Asset Tags ARR grew more than 400% year-over-year in Q3 FY25.

What this estimate hides is that ROI timelines vary based on product adoption depth; you defintely see faster returns with multi-product deployments. Finance: draft 13-week cash view by Friday.

Samsara Inc. (IOT) - Canvas Business Model: Customer Relationships

You're looking at how Samsara Inc. keeps its high-value customers locked in and growing their spend-it's all about high-touch service and deep product integration. This relationship strategy is key to their impressive retention figures.

Dedicated Account Management and Enterprise Focus

Samsara Inc. clearly prioritizes its largest customers, which is where the bulk of the recurring revenue comes from. This focus is evident in the growth of their high-value cohort. For instance, as of the third quarter of fiscal year 2026, Samsara Inc. added a record 219 customers with more than $100,000 in Annual Recurring Revenue (ARR) in that single quarter, bringing the total to 2,990 such customers, representing year-over-year growth of 36% for this group. Furthermore, 17 new customers crossed the $1 million ARR threshold in that quarter, making for 164 customers at that level, which accounted for more than 20% of total ARR.

This level of customer success necessitates dedicated support structures, which Samsara Inc. provides through dedicated account management for these enterprise clients. The success of this approach is reflected in the financial outcomes:

• Net Retention Rate (NRR) achieved the 115% target in Q3 FY2026.
• Net Revenue Retention Rate was reported at 116.5% in Q2 FY2026.
• The average ARR per Large Customer grew to $318,000 in Q3 FY2025, up from $307,000 a year prior.

Long-Term Commitment via Contract Structure

While I can't state the exact typical non-cancelable term, Samsara Inc. drives long-term commitment through its contract consolidation, or co-terming, policy. When customers add new products or licenses, those additions assume the existing contract terms and expiration date of the contract with the furthest out expiration. When a co-termed contract renews, all licenses consolidate and renew together for a full new term, simplifying the renewal process but locking in the entire suite of services.

This structure is designed to create high switching costs by embedding the platform deeply into operations. Here's a look at the stickiness driven by multi-product use, which naturally extends the perceived contract value:

Metric	Data Point (Q3 FY2026)
$100K+ ARR Customers using 2+ Products	Over 95%
$100K+ ARR Customers using 3+ Products	About 70%
Top 10 Net New ACV Deals including 3+ Products	9 out of 10

High-Touch Engagement via the Customer Advisory Board

Samsara Inc. maintains a high-touch feedback loop, most formally through its Customer Advisory Board (CAB). The 2025 North America Customer Advisory Board, announced in June 2025, included leaders from over 30 major organizations. These members are at the forefront of complex physical operations and their input directly shapes the product roadmap. For example, insights from the CAB influenced innovations like Recognition and the Asset Tag.

The CAB is part of a broader set of forums designed for deep engagement:

• Customer Advisory Board: Direct shaping of the product roadmap.
• Samsara User Groups: Industry connection and challenge exchange.
• Samsara Beyond: Premier event for operational leaders.
• Samsara Professional Credentials: Validation of individual expertise via the Academy.

Focus on Multi-Product Adoption

The drive for multi-product adoption is a core relationship strategy, as it increases the platform's utility and the customer's reliance on Samsara Inc. The data shows this is working well, directly supporting the strong NRR.

The contribution from newer offerings is significant, showing customers are adopting the expanded portfolio. As of Q3 FY2026, 20% of net new Annual Contract Value (ACV) came from products launched since the previous year, up from 8% the quarter before. This expansion is clearly fueled by the existing large customer base:

If onboarding takes 14+ days, churn risk rises, so speed to value on new modules is critical.

Samsara Inc. (IOT) - Canvas Business Model: Channels

Direct Sales Force (primary channel for large and mid-market)

Samsara Inc. relies heavily on its direct sales force to capture the largest accounts. This team targets fleet management, logistics, and industrial sectors with complex needs. As of the fourth quarter of fiscal year 2023, the company reported having 723 direct enterprise sales representatives globally. The focus on larger customers is clear from the results: as of the third quarter ended November 1, 2025, the base of customers with over $100,000 in Annual Recurring Revenue (ARR) stood at 2,990, an increase of 219 in that quarter alone. This cohort of large customers now represents over $1 billion in ARR, showing a year-over-year growth of 36%.

The complexity of the solution often necessitates this direct, high-touch approach, as sales can require substantial effort and resources from either Samsara Inc. or its channel partners.

Customer Segment (ARR)	Count (Q3 FY2026)	ARR Contribution (Q3 FY2026)	Y/Y ARR Growth (Cohort)
Over $100,000	2,990 customers	Over $1 billion	36%
Over $1,000,000	164 customers	Over 20% of total ARR	Not specified

Resellers and channel partners for expanded market reach

To increase revenue, Samsara Inc. expects to continue developing channel partners alongside building its direct sales capacity. The company's platform supports sales coverage across North America with 100% coverage and in Europe with 85% coverage across 17 countries as of late 2023. The strategy involves developing channel partners who require training, support, and integration into the sales process to effectively address new markets and use cases.

Samsara App Marketplace for third-party integrations

The platform's open nature supports integrations, with Samsara Inc. offering integration with over 70+ third-party systems. This ecosystem depth drives platform stickiness, as evidenced by multiproduct adoption: over 95% of customers with over $100,000 in ARR subscribe to two or more Samsara Inc. products. Furthermore, new product launches, which often leverage this integration capability, accounted for 20% of net new Annual Contract Value (ACV) in the third quarter of fiscal year 2026.

The platform's success in driving value is reflected in user adoption rates, with 85% overall adoption reported in the Summer 2025 G2 Report.

Low-touch inbound sales for smaller customers

While specific metrics for low-touch inbound sales are not detailed, the overall customer base is substantial, with total cloud platform customers reaching 31,200 as of the data point from early 2025. The average monthly subscription value across the platform was $2,150 at that time. The company's Q3 FY2026 results show strong growth in the enterprise segment, suggesting that while low-touch channels serve smaller customers, the primary growth engine is the high-touch enterprise sales motion.

• Total cloud platform customers (early 2025): 31,200.
• Average monthly subscription (early 2025): $2,150.
• Ending Annual Recurring Revenue (ARR) as of Q3 FY2026: $1.745 billion.

Samsara Inc. (IOT) - Canvas Business Model: Customer Segments

You're looking at the core of Samsara Inc.'s growth engine, which is clearly focused on the world's largest and most complex physical operations organizations. This segment focus is what drives their high-value, sticky revenue streams.

The customer base is heavily weighted toward large enterprises, which are the primary source of their recurring revenue base. As of the end of Q3 FY26, Samsara Inc. had 2,990 customers with Annual Recurring Revenue (ARR) exceeding $100,000. This is a significant cohort, representing a milestone quarter for large customer additions.

These large customers are not just numerous; they are increasingly valuable. The ARR from this segment alone surpassed $1 billion and grew 36% year-over-year in Q3 FY26. Furthermore, the average ARR per $100K+ ARR customer reached $350K in Q3 FY26, up from $336K in Q3 FY25. The stickiness is evident: over 95% of these $100K+ ARR customers subscribe to two or more Samsara products, and approximately 70% use three or more products.

Samsara Inc. targets specific, asset-heavy industries where operational visibility and safety improvements translate directly to clear Return on Investment (ROI).

• Transportation, which includes fleet management and logistics operations.
• Construction, which has been a top contributor to net new Annual Contract Value (ACV) mix for eight consecutive quarters as of Q2 FY26.
• Field Services, covering complex mobile workforces.
• Logistics and supply chain operations.
• Also serving Manufacturing, Utilities and Energy, and Wholesale and Retail Trade.

The Public Sector represents a growing area of focus, with net new ACV from this segment growing approximately 100% year-over-year in Q3 FY26. A concrete example of success in this segment includes securing a deployment with the State of New York in Q3 FY26. Other notable large wins in the quarter included a global oil field services provider and one of the largest mechanical contractors in the U.S..

Here's a quick look at the key metrics for the enterprise segment:

Metric	Value (as of Q3 FY26 End)	Year-over-Year Growth
Customers with $100K+ ARR	2,990	Increase of 219 in Q3 (Quarterly Record)
Total ARR from $100K+ Customers	Exceeded $1 billion	36%
Average ARR per $100K+ Customer	$350K	Up from $336K in Q3 FY25
Customers with $1M+ ARR	164 (Tied Quarterly Record)	Increase of 17 in Q3

International expansion is also a measurable component of the customer acquisition strategy. For Q3 FY26, international markets contributed 16% of net new ACV. Europe, specifically, saw its year-over-year net new ACV growth accelerate for the second consecutive quarter, achieving its highest growth rate in the last seven quarters. This shows Samsara Inc. is successfully moving beyond its core North American base.

Samsara Inc. (IOT) - Canvas Business Model: Cost Structure

You're looking at the cost side of Samsara Inc. (IOT) to see where the money goes to fuel that high growth in the Connected Operations Platform space. Honestly, for a company blending hardware and software, the cost structure is naturally complex, split between building the tech, selling the tech, and servicing the customers. Here's the quick math based on the latest available full-year and recent period data.

High Research and Development (R&D) for AI innovation.

Samsara Inc. consistently pours resources into R&D to keep its AI models sharp and the platform evolving. For the six months ended August 2, 2025, R&D expenses totaled $168.9 million, representing a 13% increase year-over-year for that period. This spending fuels the development of features like drowsiness detection and proactive maintenance alerts, which are key to maintaining the value proposition.

Sales and Marketing (S&M) costs for the direct sales team.

Scaling the customer base, especially landing those large enterprise deals, requires a significant S&M investment. For the same six-month period ending August 2, 2025, Sales and Marketing expenses were $339.5 million, up 14% year-over-year. This is a larger component of the operating spend than R&D, showing the focus on market share capture.

Cost of Revenue (COGS) for hardware and cellular connectivity.

This is where the physical IoT devices and the ongoing cellular data costs hit the books. For the full fiscal year 2025 (ended February 1, 2025), Samsara Inc. reported a GAAP Gross Margin of 77% on total revenue of approximately $1.249 billion. This implies that the Cost of Revenue (COGS), which covers the hardware, connectivity, and direct support costs, was roughly $287.3 million for the full year ($1,249.2 million revenue minus $961.9 million GAAP Gross Profit, based on the reported GAAP Gross Profit of $950.9 million and revenue of $1,249.2 million from Q4 FY2025 filings, though the exact full-year COGS is derived from the margin). The Non-GAAP Gross Margin for the full fiscal year 2025 was 78% in the fourth quarter alone, suggesting the software portion carries a much higher margin.

Cloud infrastructure and data processing costs.

These costs are embedded within COGS and operating expenses, particularly R&D and S&M, as the platform processes a massive dataset-reportedly 14 trillion data points flowing through annually as of early 2025. While a specific dollar amount for cloud infrastructure isn't broken out separately, the high gross margin improvement (e.g., Q4 FY2025 Non-GAAP Gross Margin at 78%) suggests that the variable cost of processing that data on a per-customer basis is being managed efficiently as scale increases.

General and administrative expenses to support scale.

G&A covers the overhead needed to run a company growing this fast, including finance, legal, and HR functions. For the full fiscal year 2025, Samsara Inc.'s total operating expenses were $1.439 billion. To give you a sense of the scale of overhead, for the six months ended August 2, 2025, R&D ($168.9 million) and S&M ($339.5 million) totaled $508.4 million. The remaining portion of the total operating expenses would encompass G&A and any other unallocated overhead. The company reported a GAAP Operating Loss of $(323.3) million for the full fiscal year 2025, which is the result of these combined costs against the gross profit.

Here is a summary of the key financial figures that define the cost structure, using the most recent full-year and period data available:

Cost Category / Metric	Amount (USD)	Period / Context
Total Revenue	$1.25 billion	Fiscal Year 2025 (FY2025)
Total Operating Expenses	$1.439 billion	Fiscal Year 2025 (FY2025)
GAAP Gross Margin	77%	Fiscal Year 2025 (FY2025)
GAAP Operating Loss	$(323.3) million	Fiscal Year 2025 (FY2025)
Research & Development (R&D) Expense	$168.9 million	Six Months Ended August 2, 2025 (H1 FY2026)
Sales & Marketing (S&M) Expense	$339.5 million	Six Months Ended August 2, 2025 (H1 FY2026)
Non-GAAP Operating Margin	16%	Q4 FY2025
Data Points Processed Annually	14 trillion	As of Q2 FY2025

The shift to positive non-GAAP operating income, reaching 16% in Q4 FY2025, shows that while the absolute dollar costs for R&D and S&M are high, the revenue growth is outpacing the growth of these expenses, which is defintely what you want to see.

You're seeing a classic high-growth SaaS/IoT cost profile: heavy upfront investment in S&M to acquire customers and R&D to build the moat, with COGS being relatively low due to the high-margin software component.

Finance: draft 13-week cash view by Friday.

Samsara Inc. (IOT) - Canvas Business Model: Revenue Streams

You're looking at the engine room of Samsara Inc. (IOT), and honestly, the story here is all about the sticky, predictable nature of their recurring revenue. The business model is clearly built to maximize the value of the platform through long-term contracts, not one-off sales.

Subscription Revenue (primary source, recurring, ratably recognized)

The core of Samsara Inc. (IOT)'s financial structure is its subscription revenue. This is the high-margin, ratably recognized income from customers using the Connected Operations Platform. To give you a sense of the dominance, looking back at the full fiscal year 2025, Subscription Revenue was reported at $1.23 billion out of total revenue of $1.25 billion. That means the recurring software component made up roughly 98.4% of the total revenue base in FY2025. The hardware component, which includes initial device purchases like vehicle gateways or cameras, serves mainly as the on-ramp to secure that much more valuable, long-term subscription agreement.

Annual Recurring Revenue (ARR) of $1.75 billion (Q3 FY26)

The key metric reflecting the health of this stream is the Annual Recurring Revenue (ARR). As of the third quarter of fiscal year 2026, Samsara Inc. (IOT) ended the period with $1.75 billion in ARR. This figure represented a 29% year-over-year growth rate. Furthermore, the company added $105 million in Net New ARR during that quarter, which was the highest net new ARR growth rate in seven quarters.

Expansion revenue from multi-product adoption (over 95% of large customers)

The real value unlock comes from expansion within the existing customer base, driven by the multi-product platform strategy. This is where you see the stickiness in action. For the large enterprise customers-those with $100,000-plus in ARR-the adoption rate is phenomenal: over 95% of them subscribe to two or more products. To be fair, about 70% of this group are using three or more offerings. This platform effect is translating directly into new deal value, evidenced by the fact that 9 of the top 10 net new Annual Contract Value (ACV) deals in the quarter included three or more products.

Here's a quick look at the scale of the enterprise segment driving this expansion:

Metric	Value (Q3 FY26)	Year-over-Year Growth
Total Customers with $100K+ ARR	2,990	Added 219 in Q3 (Quarterly Record)
Total ARR from $100K+ Customers	Over $1 billion	36%
$100K+ Customer ARR as % of Total ARR	60%	Up from 57% one year ago

Hardware Revenue (initial device purchase, lower margin)

While the search results focus heavily on the high-margin subscription side, the hardware revenue stream is the necessary initial transaction. It's the physical component that captures the asset and begins feeding data into the cloud platform, which then generates the recurring subscription fee. The margin profile is inherently lower here compared to the software component, which is why the business model prioritizes the subscription renewal and expansion.

Achieved first-ever quarter of GAAP profitability in Q3 FY26

This quarter marked a major financial milestone: Samsara Inc. (IOT) achieved its first-ever quarter of GAAP profitability. This signals a structural shift toward a mature, efficient business model, not just one that manages non-GAAP metrics. For Q3 FY26, the company reported a net income of $7.8 million, a significant swing from a loss of $37.8 million in the same period last year. GAAP EPS was $0.01 for the quarter. This operational leverage is also seen in the non-GAAP operating margin hitting a record 19%.

Here's a summary of the key Q3 FY26 financial performance points:

• Ending ARR reached $1.745 billion.
• Total Q3 Revenue was $416.0 million, growing 29% year-over-year.
• Non-GAAP Gross Margin was 78%.
• Free Cash Flow Margin was 13%.

Finance: draft 13-week cash view by Friday.