Samsara Inc. (IoT): Modelo de Negócios Canvas [Jan-2025 Atualizado]

No mundo em rápida evolução da Internet das Coisas (IoT), a Samsara Inc. se destaca como uma força transformadora, revolucionando como as empresas rastreiam, analisam e otimizam seu desempenho operacional. Ao integrar perfeitamente a tecnologia avançada de sensores, o software baseado em nuvem e a análise de dados inteligente, o Samsara oferece soluções digitais abrangentes que capacitam organizações nos setores de transporte, construção e serviço para obter níveis sem precedentes de eficiência, segurança e visibilidade operacional. Seu modelo inovador de modelo de negócios revela uma abordagem estratégica que vai além das ofertas de tecnologia tradicionais, criando um ecossistema holístico de conectividade e insights inteligentes.

Samsara Inc. (IoT) - Modelo de Negócios: Principais Parcerias

Provedores de rede celular para conectividade da IoT

A Samsara faz parceria com os principais provedores de redes celulares para garantir uma conectividade abrangente da IoT:

Provedor de rede	Detalhes da parceria	Cobertura
Verizon	Conectividade LTE e 5G IoT	99,6% de cobertura populacional dos EUA
AT&T	Infraestrutura de rede de IoT em todo o país	68.000 sites celulares
T-Mobile	Tecnologias NB-IoT e LTE-M	94% de cobertura populacional dos EUA

Provedores de serviços em nuvem

Samsara aproveita as parcerias em infraestrutura em nuvem:

Provedor de nuvem	Tipo de serviço	Gastos anuais em nuvem
Amazon Web Services (AWS)	Infraestrutura de nuvem primária	US $ 42,7 milhões em 2023
Plataforma do Google Cloud	Serviços em nuvem suplementares	US $ 12,3 milhões em 2023

Fabricantes de hardware

As principais parcerias de fabricação de hardware incluem:

• Flex Ltd. - Parceiro de fabricação de sensores e dispositivos primários
• Circuito Jabil - Parceiro de produção de hardware secundário
• Foxconn - Suporte de fabricação adicional

Enterprise Software Integration Partners

Samsara colabora com os provedores de software corporativo:

Parceiro de software	Foco de integração	Base de clientes conjuntos
Salesforce	Integração do CRM	Mais de 1.500 clientes corporativos compartilhados
ServiceNow	Gerenciamento do fluxo de trabalho	850 implantações corporativas conjuntas

Empresas de Tecnologia de Gerenciamento e Logística de Frota

Parcerias estratégicas no setor de transporte e logística:

• Trimble Transporte - Soluções de Gerenciamento de Frota
• Geotab - integração telemática
• Peoplenet - Tecnologia de transporte comercial

Valor do ecossistema total de parceria: aproximadamente US $ 75,2 milhões em investimentos em parceria estratégica para 2023

Samsara Inc. (IoT) - Modelo de Negócios: Atividades -chave

Desenvolvimento de plataformas de sensor de IoT e software

A Samsara investiu US $ 92,3 milhões em P&D em 2023, concentrando -se no desenvolvimento da plataforma da IoT. A empresa mantém 237 patentes ativas do sensor de IoT a partir do quarto trimestre 2023.

Métricas de desenvolvimento da plataforma	2023 dados
Despesas totais de P&D	US $ 92,3 milhões
Patentes de sensor de IoT ativos	237
Versões da plataforma de software	8.5

Análise de dados e pesquisa de aprendizado de máquina

A Samsara emprega 312 profissionais de ciência de dados dedicados à pesquisa de aprendizado de máquina. A empresa processa 4.2 Petabytes de dados da IoT diariamente.

• 312 Profissionais dedicados à ciência de dados
• 4.2 Petabytes de processamento diário de dados
• 12 centros de pesquisa de aprendizado de máquina globalmente

Design de produto e engenharia

Em 2023, a Samsara lançou 17 novos produtos de hardware e 24 atualizações de software. A equipe de engenharia consiste em 456 engenheiros em período integral.

Métricas de desenvolvimento de produtos	2023 Estatísticas
Novos produtos de hardware	17
Atualizações de software	24
Engenheiros de tempo integral	456

Serviços de suporte e implementação do cliente

O Samsara mantém uma taxa de satisfação de 94% do cliente, com 678 profissionais de suporte dedicados em 6 centros de suporte globais.

• 94% da taxa de satisfação do cliente
• 678 Profissionais de apoio
• 6 Centros de Suporte Global

Software contínuo e inovação de hardware

A empresa aloca 22% da receita anual à inovação, com 63 projetos de pesquisa em andamento na tecnologia da IoT.

Métricas de inovação	2023 dados
Porcentagem de orçamento de inovação	22%
Projetos de pesquisa ativa	63
Aplicações de patentes	42

Samsara Inc. (IoT) - Modelo de negócios: Recursos -chave

Tecnologia avançada do sensor de IoT

O Samsara opera com mais de 400.000 ativos conectados em vários setores. A implantação de hardware inclui:

Tipo de sensor	Quantidade	Aplicação do setor
Sensores de veículo conectados	250,000	Transporte/logística
Sensores de rastreamento de ativos	100,000	Industrial/Construção
Sensores de monitoramento ambiental	50,000	Segurança/conformidade

Infraestrutura de software baseada em nuvem

A plataforma em nuvem de Samsara lida:

• 3.2 Petabytes de dados processados ​​diariamente
• 99,99% de confiabilidade no tempo de atividade
• Processamento de dados em tempo real em mais de 30.000 organizações de clientes

Talento de engenharia e ciência de dados

Segmento da força de trabalho	Número de funcionários
Equipe total de engenharia	1,200
Cientistas de dados	350
Engenheiros de Desenvolvimento de Produtos	550

Propriedade intelectual e patentes

Portfólio de patentes: 87 patentes registradas a partir de 2023, cobrindo a conectividade da IoT, algoritmos de aprendizado de máquina e tecnologias de telemática.

Robusta Plataforma de Dados e Analytics do Cliente

• Recursos de processamento de dados: 2,5 milhões de conexões de dispositivo
• Cobertura de análise: mais de 40 indústrias
• Modelos de aprendizado de máquina: mais de 150 algoritmos preditivos

Samsara Inc. (IoT) - Modelo de Negócios: Proposições de Valor

Visibilidade operacional em tempo real para empresas

A Samsara Inc. fornece visibilidade operacional em tempo real com as seguintes métricas-chave:

Métrica	Valor
Ativos conectados	2,2 milhões
Processamento de dados	Mais de 700 bilhões de pontos de dados anualmente
Base de clientes	Mais de 22.000 organizações

Rastreamento aprimorado de segurança e conformidade

As soluções de segurança e conformidade incluem:

• Câmeras de traço movidas a IA com precisão de detecção de incidentes de 97%
• Rastreamento de conformidade reduz as violações em 45%
• Melhoria da pontuação de segurança do motorista de 35%

Eficiência operacional aprimorada

As métricas de eficiência operacional demonstram melhorias significativas:

Métrica de eficiência	Porcentagem de melhoria
Utilização da frota	Aumento de 28%
Otimização de rota	Redução de 22% no tempo ocioso
Programação de manutenção	40% mais manutenção preditiva

Redução de custos através da manutenção preditiva

Os recursos de redução de custos incluem:

• Redução de custos de manutenção de 18-25%
• Redução de tempo de inatividade em 30%
• Precisão de manutenção preditiva de 92%

Soluções abrangentes de transformação digital

Ofertas de transformação digital:

Categoria de solução	Cobertura
Indústrias servidas	Transporte, construção, fabricação, logística
Plataformas de integração	Mais de 150 integrações de software de terceiros
Infraestrutura em nuvem	99,99% Garantia de tempo de atividade

Samsara Inc. (IoT) - Modelo de Negócios: Relacionamentos do Cliente

Equipe de vendas empresariais dedicadas

A Samsara Inc. mantém uma equipe de vendas empresarial dedicada, voltada para o meio do mercado e grandes empresas nos setores de transporte, logística, construção e fabricação. A partir do quarto trimestre 2023, a empresa informou:

Métrica da equipe de vendas	Valor
Total de representantes de vendas empresariais	387
Valor médio anual do contrato	$48,300
Cobertura geográfica da equipe de vendas	América do Norte, Europa, APAC

Plataforma online de autoatendimento

O Samsara fornece uma plataforma digital de autoatendimento abrangente com as seguintes características:

• Gerenciamento de contas on -line
• Configuração do dispositivo em tempo real
• Gerenciamento automatizado de cobrança e assinatura

Métrica de uso da plataforma	Valor
Usuários online ativos mensais	72,500
Taxa de ativação da conta de autoatendimento	68%

Gerenciamento personalizado de sucesso do cliente

A Samsara emprega uma equipe de sucesso do cliente dedicada focada em:

• Suporte a integração
• Otimização contínua da conta
• Orientação de implementação de tecnologia estratégica

Métrica de sucesso do cliente	Valor
Total de gerentes de sucesso do cliente	214
Taxa média de retenção de clientes	94%
Clientes por gerente de sucesso	87

Suporte técnico e assistência de implementação

O Samsara fornece suporte técnico multicanal com a seguinte infraestrutura:

Canal de suporte	Disponibilidade	Tempo de resposta
Suporte telefônico	8:00-20:00 EST	<30 minutos
Suporte por e -mail	24/7	<4 horas
Bate -papo ao vivo	8:00-20:00 EST	<10 minutos

Treinamento regular de produtos e seminários on -line

Samsara conduz programas de treinamento abrangentes:

Métrica de treinamento	Valor
Sessões mensais de webinar	42
Participantes anuais do treinamento	18,600
Módulos de aprendizado on -line	87

Samsara Inc. (IoT) - Modelo de Negócios: Canais

Equipe de vendas da empresa direta

A Samsara Inc. mantém uma força de vendas corporativa dedicada de 312 representantes de vendas a partir do quarto trimestre de 2023. A equipe gera US $ 498,2 milhões em receita recorrente anual por meio de interações de vendas diretas.

Métrica da equipe de vendas	2023 dados
Total de representantes de vendas	312
Receita anual de vendas direta	US $ 498,2 milhões
Tamanho médio de negócios	$157,000

Site online e marketing digital

Os canais digitais da Samsara geram 42% do total de aquisições de clientes. A empresa investe US $ 37,6 milhões anualmente em estratégias de marketing digital.

• Tráfego do site: 2,1 milhões de visitantes mensais
• Orçamento de marketing digital: US $ 37,6 milhões
• Taxa de conversão: 3,7%

Conferências de tecnologia e feiras

O Samsara participa de 24 principais conferências de tecnologia anualmente, gerando aproximadamente US $ 62,3 milhões em possíveis oportunidades de pipeline.

Métrica da conferência	2023 dados
As conferências totais compareceram	24
Oleoduto gerado	US $ 62,3 milhões
Leads médios por conferência	187

Redes de referência de parceiros

A Samsara mantém 876 parceiros de tecnologia e integração ativos, contribuindo com 28% da receita total por meio de redes de referência.

• Rede total de parceiros: 876 parceiros
• Receita gerada por parceiro: US $ 223,4 milhões
• Porcentagem de receita do parceiro: 28%

Demonstrações de produtos digitais

A empresa realiza 4.200 demonstrações de produtos digitais mensalmente, com uma taxa de conversão de 22% para oportunidades de vendas qualificadas.

Métrica de demonstração do produto	2023 dados
Demos digitais mensais	4,200
Taxa de conversão	22%
Oportunidades qualificadas geradas	924 por mês

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

Empresas de transporte e logística

A partir de 2024, a Samsara atende a aproximadamente 20.000 clientes de transporte e logística, representando 41% de sua base total de clientes.

Tipo de cliente	Penetração de mercado	Contribuição anual da receita
Frotas de caminhões	65%	US $ 187,3 milhões
Serviços de entrega	22%	US $ 63,5 milhões
Transportadoras de frete	13%	US $ 37,2 milhões

Organizações de construção e industrial

A Samsara possui aproximadamente 15.000 clientes industriais e de construção, representando 31% de sua base total de clientes.

• Rastreamento de equipamentos pesados: 45% do segmento
• Monitoramento de conformidade de segurança: 35% do segmento
• Soluções de eficiência operacional: 20% do segmento

Setor público e frotas municipais

Os clientes do setor público representam 12% da base total de clientes da Samsara, com aproximadamente 5.800 clientes municipais e governamentais.

Segmento do governo	Contagem de clientes	Gasto anual
Frotas municipais	3,200	US $ 42,6 milhões
Governo do Estado	1,500	US $ 27,3 milhões
Agências federais	1,100	US $ 19,8 milhões

Distribuição de alimentos e bebidas

A Samsara suporta aproximadamente 4.500 clientes de distribuição de alimentos e bebidas, representando 9% de sua base total de clientes.

• Monitoramento de temperatura: recurso crítico para 78% dos clientes
• Otimização de rota: usado por 65% dos clientes
• Rastreamento de conformidade: implementado por 55% dos clientes

Empresas de serviço e manutenção de campo

Os clientes de serviços de campo representam 7% da base total de clientes da Samsara, com aproximadamente 3.400 clientes ativos.

Categoria de serviço	Porcentagem do cliente	Valor médio anual do contrato
Serviços HVAC	35%	$18,500
Serviços elétricos	25%	$16,200
Serviços de encanamento	20%	$15,700
Outra manutenção	20%	$14,300

Samsara Inc. (IoT) - Modelo de negócios: estrutura de custos

Despesas de pesquisa e desenvolvimento

Para o ano fiscal de 2023, a Samsara Inc. registrou despesas de P&D de US $ 224,7 milhões, representando 31% da receita total.

Ano fiscal	Despesas de P&D	Porcentagem de receita
2023	US $ 224,7 milhões	31%
2022	US $ 186,3 milhões	28%

Infraestrutura em nuvem e hospedagem

Os custos de infraestrutura em nuvem para Samsara em 2023 totalizaram aproximadamente US $ 87,5 milhões.

• Amazon Web Services (AWS) Provedor de nuvem primário
• Gastos anuais estimados para infraestrutura em nuvem: US $ 87,5 milhões
• A hospedagem em nuvem representa aproximadamente 12% do total de despesas operacionais

Investimentos de vendas e marketing

As despesas de vendas e marketing da Samsara no ano fiscal de 2023 atingiram US $ 291,2 milhões.

Ano fiscal	Vendas & Despesas de marketing	Taxa de crescimento
2023	US $ 291,2 milhões	22%
2022	US $ 239,1 milhões	18%

Custos de fabricação de hardware

As despesas de produção e fabricação de hardware para Samsara em 2023 foram estimadas em US $ 112,6 milhões.

• Custo médio de fabricação de hardware por unidade: $ 45- $ 65
• Volume total de produção de hardware: aproximadamente 2,3 milhões de unidades
• O custo de fabricação representa 15,6% do total de despesas operacionais

Compensação de funcionários e aquisição de talentos

A compensação total dos funcionários para o Samsara em 2023 totalizou US $ 418,3 milhões.

Categoria de compensação	Quantia	Porcentagem do total de despesas
Salários da base	US $ 276,4 milhões	66%
Remuneração baseada em ações	US $ 89,6 milhões	21%
Recrutamento e aquisição de talentos	US $ 52,3 milhões	13%

Samsara Inc. (IoT) - Modelo de negócios: fluxos de receita

Taxas de software de assinatura recorrentes

A Samsara Inc. relatou receita recorrente anual (ARR) de US $ 673,4 milhões a partir do quarto trimestre de 2023. A Companhia oferece preços de assinatura em camadas para sua plataforma de nuvem de operações conectadas em várias verticais da indústria.

Camada de assinatura	Faixa de preço mensal	Principais recursos
Basic	$39 - $99	Rastreamento central da IoT e análise básica
Profissional	$99 - $249	Relatórios avançados e rastreamento de vários ativos
Empresa	Preços personalizados	Integração completa da plataforma e soluções personalizadas

Vendas de dispositivos de hardware

A Samsara gerou US $ 108,3 milhões em receita de hardware no quarto trimestre 2023. A empresa vende dispositivos de IoT em várias categorias:

• Dispositivos telemáticos de veículos
• Sensores de rastreamento de ativos
• Sistemas de câmera
• Hardware de monitoramento ambiental

Serviços de implementação profissional

A receita de serviços profissionais atingiu US $ 22,7 milhões no quarto trimestre de 2023, cobrindo a implementação, o treinamento e o suporte de integração personalizada.

Análise de dados e relatórios avançados

As ofertas de análise de dados da Samsara geraram aproximadamente US $ 45,2 milhões em receita adicional durante o quarto trimestre 2023, com Insights preditivos aprimorados pelo aprendizado de máquina como uma proposta de valor chave.

Soluções corporativas personalizadas

A Receita de Solução Custom Enterprise totalizou US $ 37,5 milhões no quarto trimestre de 2023, visando clientes industriais e de transporte em larga escala com implementações de IoT personalizadas.

Segmento corporativo	Contribuição da receita	Principais indústrias
Transporte	US $ 18,6 milhões	Caminhões, logística, gerenciamento de frota
Fabricação	US $ 9,2 milhões	Monitoramento de equipamentos industriais
Setor público	US $ 5,7 milhões	Serviços municipais, infraestrutura
Outras indústrias	US $ 4 milhões	Construção, Agricultura, Utilitários

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.