Samsara Inc. (IoT): Canvas du modèle commercial [Jan-2025 Mise à jour]

Dans le monde en évolution rapide de l'Internet des objets (IoT), Samsara Inc. se démarque comme une force transformatrice, révolutionnant la façon dont les entreprises suivent, analysent et optimisent leurs performances opérationnelles. En intégrant de manière transparente la technologie des capteurs avancés, les logiciels basés sur le cloud et l'analyse des données intelligents, le samsara fournit des solutions numériques complètes qui permettent aux organisations de transport, de construction et de services d'atteindre des niveaux sans précédent d'efficacité, de sécurité et de visibilité opérationnelle. Leur toile de modèle commercial innovant révèle une approche stratégique qui va au-delà des offres de technologie traditionnelles, créant un écosystème holistique de connectivité et des idées intelligentes.

Samsara Inc. (IoT) - Modèle commercial: partenariats clés

Fournisseurs de réseaux cellulaires pour la connectivité IoT

Le Samsara s'associe aux principaux fournisseurs de réseaux cellulaires pour assurer une connectivité IoT complète:

Fournisseur de réseau	Détails du partenariat	Couverture
Verizon	Connectivité IoT LTE et 5G	99,6% de couverture de population américaine
AT&T	Infrastructure de réseau IoT à l'échelle nationale	68 000 sites cellulaires
T-mobile	Technologies NB-IOT et LTE-M	94% de couverture de population américaine

Fournisseurs de services cloud

Samsara exploite les partenariats d'infrastructure cloud:

Fournisseur de cloud	Type de service	Dépenses en nuage annuelles
Amazon Web Services (AWS)	Infrastructure cloud primaire	42,7 millions de dollars en 2023
Google Cloud Platform	Services cloud supplémentaires	12,3 millions de dollars en 2023

Fabricants de matériel

Les principaux partenariats de fabrication de matériel comprennent:

• Flex Ltd. - Capteur principal et partenaire de fabrication d'appareils
• Circuit Jabil - partenaire de production de matériel secondaire
• Foxconn - Support de fabrication supplémentaire

Partenaires d'intégration de logiciels d'entreprise

Samsara collabore avec les fournisseurs de logiciels d'entreprise:

Partenaire logiciel	Focus d'intégration	Clientèle conjoint
Salesforce	Intégration CRM	Plus de 1 500 clients d'entreprise partagés
Serviron	Gestion du workflow	850 Déploiements à l'entreprise conjointe

Sociétés de technologie de gestion et de logistique des flotte

Partenariats stratégiques dans le secteur des transports et de la logistique:

• Trimble Transport - Fleet Management Solutions
• Geotab - intégration télématique
• Peoplenet - Technologie des transports commerciaux

Valeur totale de l'écosystème du partenariat: environ 75,2 millions de dollars en investissements de partenariat stratégique pour 2023

Samsara Inc. (IoT) - Modèle commercial: activités clés

Développer des capteurs IoT et des plateformes logicielles

Samsara a investi 92,3 millions de dollars en R&D en 2023, en se concentrant sur le développement de la plate-forme IoT. La société maintient 237 brevets de capteurs IoT actifs auprès du quatrième trimestre 2023.

Métriques de développement de plate-forme	2023 données
Dépenses totales de R&D	92,3 millions de dollars
Brevets de capteur IoT actif	237
Versions de plate-forme logicielle	8.5

Analyse des données et recherche d'apprentissage automatique

Le Samsara emploie 312 professionnels de la science des données dédiés à la recherche sur l'apprentissage automatique. La société traite 4.2 Petaoctets de données IoT par jour.

• 312 Professionnels dédiés aux sciences des données
• 4.2 Pétaoctets de traitement des données quotidiennes
• 12 centres de recherche sur l'apprentissage automatique dans le monde entier

Conception et ingénierie des produits

En 2023, Samsara a lancé 17 nouveaux produits matériels et 24 mises à jour logicielles. L'équipe d'ingénierie se compose de 456 ingénieurs à temps plein.

Métriques de développement de produits	2023 statistiques
Nouveaux produits matériels	17
Mises à jour logicielles	24
Ingénieurs à temps plein	456

Services de support client et de mise en œuvre

Samsara maintient un taux de satisfaction client de 94% avec 678 professionnels du soutien dédié dans 6 centres de soutien mondiaux.

• Taux de satisfaction du client à 94%
• 678 professionnels du soutien
• 6 centres de soutien mondiaux

Innovation en logiciels et matériels continus

La société alloue 22% des revenus annuels à l'innovation, avec 63 projets de recherche en cours dans la technologie IoT.

Métriques d'innovation	2023 données
Pourcentage budgétaire d'innovation	22%
Projets de recherche actifs	63
Demandes de brevet	42

Samsara Inc. (IoT) - Modèle commercial: Ressources clés

Technologie avancée du capteur IoT

Le Samsara opère avec plus de 400 000 actifs connectés dans plusieurs industries. Le déploiement matériel comprend:

Type de capteur	Quantité	Application de l'industrie
Capteurs de véhicules connectés	250,000	Transport / logistique
Capteurs de suivi des actifs	100,000	Industriel / construction
Capteurs de surveillance environnementale	50,000	Sécurité / conformité

Infrastructure logicielle basée sur le cloud

Patchates cloud de Samsara:

• 3.2 Pétaoctets de données traitées quotidiennement
• Fiabilité de disponibilité à 99,99%
• Traitement des données en temps réel dans plus de 30 000 organisations clients

Talent d'ingénierie et de science des données

Segment de la main-d'œuvre	Nombre d'employés
Personnel d'ingénierie total	1,200
Data scientifiques	350
Ingénieurs de développement de produits	550

Propriété intellectuelle et brevets

Portefeuille de brevets: 87 brevets enregistrés en 2023, couvrant la connectivité IoT, les algorithmes d'apprentissage automatique et les technologies télématiques.

Plateforme de données clients et d'analyses robustes

• Capacités de traitement des données: 2,5 millions de connexions d'appareils
• Couverture analytique: 40+ industries
• Modèles d'apprentissage automatique: 150+ algorithmes prédictifs

Samsara Inc. (IoT) - Modèle d'entreprise: propositions de valeur

Visibilité opérationnelle en temps réel pour les entreprises

Samsara Inc. offre une visibilité opérationnelle en temps réel avec les mesures clés suivantes:

Métrique	Valeur
Actifs connectés	2,2 millions
Informatique	Plus de 700 milliards de points de données par an
Clientèle	22 000+ organisations

Amélioration du suivi de la sécurité et de la conformité

Les solutions de sécurité et de conformité comprennent:

• Caméras de tableau de bord alimentées par AI avec précision de détection des incidents à 97%
• Suivi de la conformité réduisant les violations de 45%
• Amélioration du score de sécurité du conducteur de 35%

Efficacité opérationnelle améliorée

Les mesures d'efficacité opérationnelle démontrent des améliorations significatives:

Métrique d'efficacité	Pourcentage d'amélioration
Utilisation de la flotte	Augmentation de 28%
Optimisation de l'itinéraire	22% de réduction du temps inactif
Planification de la maintenance	40% de maintenance prédictive plus

Réduction des coûts grâce à l'entretien prédictif

Les capacités de réduction des coûts comprennent:

• Réduction des coûts d'entretien de 18 à 25%
• Réduction des temps d'arrêt de 30%
• Précision de maintenance prédictive de 92%

Solutions complètes de transformation numérique

Offres de transformation numérique:

Catégorie de solution	Couverture
Les industries servies	Transport, construction, fabrication, logistique
Plates-formes d'intégration	150+ intégrations logicielles tierces
Infrastructure cloud	Garantie de disponibilité de 99,99%

Samsara Inc. (IoT) - Modèle d'entreprise: relations clients

Équipe de vente d'entreprise dédiée

Samsara Inc. maintient une équipe de vente d'entreprise dédiée ciblant le milieu du marché et les grandes entreprises dans les secteurs du transport, de la logistique, de la construction et de la fabrication. Au quatrième trimestre 2023, la société a rapporté:

Métrique de l'équipe de vente	Valeur
Représentants totaux des ventes d'entreprises	387
Valeur du contrat annuel moyen	$48,300
Couverture géographique de l'équipe de vente	Amérique du Nord, Europe, APAC

Plateforme en ligne en libre-service

Le Samsara fournit une plate-forme numérique en libre-service complète avec les caractéristiques suivantes:

• Gestion de compte en ligne
• Configuration de l'appareil en temps réel
• Gestion automatisée de facturation et d'abonnement

Métrique d'utilisation de la plate-forme	Valeur
Utilisateurs mensuels en ligne actifs	72,500
Taux d'activation du compte en libre-service	68%

Gestion de réussite client personnalisée

Samsara utilise une équipe de réussite client dédiée axée sur:

• Support d'intégration
• Optimisation continue du compte
• Conseils de mise en œuvre de la technologie stratégique

Métrique de réussite du client	Valeur
Total des gestionnaires de réussite de la clientèle	214
Taux de rétention de clientèle moyen	94%
Clients par Success Manager	87

Aide technique et assistance à la mise en œuvre

Le Samsara fournit un support technique multicanal avec l'infrastructure suivante:

Canal de support	Disponibilité	Temps de réponse
Support téléphonique	8 h à 20 h HNE	<30 minutes
Assistance par e-mail	24/7	<4 heures
Chat en direct	8 h à 20 h HNE	<10 minutes

Formation régulière des produits et webinaires

Samsara mène des programmes de formation complète:

Métrique de formation	Valeur
Séances de webinaires mensuelles	42
Participants à la formation annuelle	18,600
Modules d'apprentissage en ligne	87

Samsara Inc. (IoT) - Modèle d'entreprise: canaux

Équipe de vente directe d'entreprise

Samsara Inc. maintient une force de vente d'entreprise dédiée de 312 représentants commerciaux au quatrième trimestre 2023. L'équipe génère 498,2 millions de dollars de revenus récurrents annuels grâce aux interactions directes des ventes.

Métrique de l'équipe de vente	2023 données
Représentants des ventes totales	312
Revenus de ventes directes annuelles	498,2 millions de dollars
Taille moyenne de l'accord	$157,000

Site Web en ligne et marketing numérique

Les canaux numériques de Samsara génèrent 42% des acquisitions totales de clients. La société investit 37,6 millions de dollars par an dans des stratégies de marketing numérique.

• Trafic de site Web: 2,1 millions de visiteurs mensuels
• Budget de marketing numérique: 37,6 millions de dollars
• Taux de conversion: 3,7%

Conférences de technologie et salons professionnels

Samsara participe à 24 grandes conférences de technologie chaque année, générant environ 62,3 millions de dollars de possibilités potentielles de pipeline.

Métrique de la conférence	2023 données
Les conférences totales ont assisté	24
Pipeline généré	62,3 millions de dollars
Leads moyens par conférence	187

Réseaux de référence partenaires

Samsara maintient 876 partenaires de technologie active et d'intégration, contribuant 28% des revenus totaux par le biais de réseaux de référence.

• Réseau total des partenaires: 876 partenaires
• Revenus générés par des partenaires: 223,4 millions de dollars
• Pourcentage de revenus des partenaires: 28%

Démonstrations de produits numériques

La société procède à 4 200 démonstrations de produits numériques mensuellement, avec un taux de conversion de 22% en opportunités de vente qualifiées.

Métrique de démonstration du produit	2023 données
Démos numériques mensuelles	4,200
Taux de conversion	22%
Opportunités qualifiées générées	924 par mois

Samsara Inc. (IoT) - Modèle d'entreprise: segments de clientèle

Sociétés de transport et de logistique

En 2024, le Samsara dessert environ 20 000 clients de transport et de logistique, représentant 41% de leur clientèle totale.

Type de client	Pénétration du marché	Contribution annuelle des revenus
Fleets de camionnage	65%	187,3 millions de dollars
Services de livraison	22%	63,5 millions de dollars
Transporteurs de marchandises	13%	37,2 millions de dollars

Construction et organisations industrielles

Samsara compte environ 15 000 clients de construction et industriels, représentant 31% de leur clientèle totale.

• Suivi de l'équipement lourd: 45% du segment
• Surveillance de la conformité à la sécurité: 35% du segment
• Solutions d'efficacité opérationnelle: 20% du segment

Flats du secteur public et municipal

Les clients du secteur public représentent 12% de la clientèle totale du Samsara, avec environ 5 800 clients municipaux et gouvernementaux.

Segment du gouvernement	Nombre de clients	Dépenses annuelles
Flottes municipales	3,200	42,6 millions de dollars
Gouvernement de l'État	1,500	27,3 millions de dollars
Agences fédérales	1,100	19,8 millions de dollars

Distribution des aliments et des boissons

Le Samsara prend en charge environ 4 500 clients de distribution alimentaire et de boissons, ce qui représente 9% de leur clientèle totale.

• Surveillance de la température: fonctionnalité critique pour 78% des clients
• Optimisation de l'itinéraire: utilisé par 65% des clients
• Suivi de la conformité: mis en œuvre par 55% des clients

Entreprises de service sur le terrain et de maintenance

Les clients des services sur le terrain représentent 7% de la clientèle totale du Samsara, avec environ 3 400 clients actifs.

Catégorie de service	Pourcentage de clientèle	Valeur du contrat annuel moyen
Services de CVC	35%	$18,500
Services électriques	25%	$16,200
Services de plomberie	20%	$15,700
Autre maintenance	20%	$14,300

Samsara Inc. (IoT) - Modèle d'entreprise: Structure des coûts

Frais de recherche et de développement

Pour l'exercice 2023, Samsara Inc. a déclaré des dépenses de R&D de 224,7 millions de dollars, ce qui représente 31% des revenus totaux.

Exercice fiscal	Dépenses de R&D	Pourcentage de revenus
2023	224,7 millions de dollars	31%
2022	186,3 millions de dollars	28%

Infrastructure cloud et hébergement

Les coûts d'infrastructure cloud pour le Samsara en 2023 ont totalisé environ 87,5 millions de dollars.

• Amazon Web Services (AWS) Fournisseur de cloud primaire
• Dépenses annuelles des infrastructures cloud estimées: 87,5 millions de dollars
• L'hébergement cloud représente environ 12% du total des dépenses opérationnelles

Investissements de vente et de marketing

Les frais de vente et de marketing de Samsara au cours de l'exercice 2023 ont atteint 291,2 millions de dollars.

Exercice fiscal	Ventes & Frais de marketing	Taux de croissance
2023	291,2 millions de dollars	22%
2022	239,1 millions de dollars	18%

Coûts de fabrication de matériel

Les dépenses de production et de fabrication de matériel pour le samsara en 2023 étaient estimées à 112,6 millions de dollars.

• Coût de fabrication de matériel moyen par unité: 45 $ - 65 $
• Volume total de production matérielle: environ 2,3 millions d'unités
• Le coût de fabrication représente 15,6% du total des dépenses opérationnelles

Compensation des employés et acquisition de talents

La rémunération totale des employés du Samsara en 2023 s'est élevé à 418,3 millions de dollars.

Catégorie de compensation	Montant	Pourcentage des dépenses totales
Salaires de base	276,4 millions de dollars	66%
Compensation en stock	89,6 millions de dollars	21%
Recrutement et acquisition de talents	52,3 millions de dollars	13%

Samsara Inc. (IoT) - Modèle commercial: Strots de revenus

Frais de logiciel d'abonnement récurrent

Samsara Inc. a déclaré des revenus récurrents annuels (ARR) de 673,4 millions de dollars au T2 2023.

Niveau d'abonnement	Fourchette de prix mensuelle	Caractéristiques clés
Basic	$39 - $99	Suivi de l'IoT de base et analyse de base
Professionnel	$99 - $249	Rapports avancés et suivi des actifs multiples
Entreprise	Prix ​​personnalisés	Intégration complète de la plate-forme et solutions personnalisées

Ventes de périphériques matériels

Samsara a généré 108,3 millions de dollars de revenus matériels au T2 2023. La société vend des appareils IoT sur plusieurs catégories:

• Dispositifs télématiques de véhicule
• Capteurs de suivi des actifs
• Systèmes de caméras
• Matériel de surveillance environnementale

Services de mise en œuvre professionnels

Les revenus des services professionnels ont atteint 22,7 millions de dollars au quatrième trimestre 2023, couvrant la mise en œuvre, la formation et le support d'intégration personnalisé.

Analyse des données et rapports avancés

Les offres d'analyse de données de Samsara ont généré environ 45,2 millions de dollars de revenus supplémentaires au cours du quatrième trimestre 2023, avec Informations prédictives améliorées par l'apprentissage de l'apprentissage comme proposition de valeur clé.

Solutions d'entreprise personnalisées

Les revenus de la solution personnalisée en entreprise ont totalisé 37,5 millions de dollars au quatrième trimestre 2023, ciblant les clients industriels et transportations à grande échelle avec des implémentations IoT sur mesure.

Segment d'entreprise	Contribution des revenus	Industries clés
Transport	18,6 millions de dollars	Camionnage, logistique, gestion de la flotte
Fabrication	9,2 millions de dollars	Surveillance des équipements industriels
Secteur public	5,7 millions de dollars	Services municipaux, infrastructure
Autres industries	4 millions de dollars	Construction, agriculture, services publics

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.