Kiren Sekar, CPO @ Samsara

1. From 0 to $500M ARR in 6 Years
Learnings from innovating in underserved markets with Samsara’s CPO
Kiren Sekar
Chief Product Officer
Samsara
@Samsara
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2. 2
©
Samsara
Inc.
Confidential.
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● Brief company overview
● How Meraki, our first startup, shaped Samsara
● Lessons learned from 0 - $500M in 6 years
● Q&A
Agenda

3. 1. Customer feedback loops guide through unfamiliar markets
2. A little hardware can unlock massive software
3. Multi-product, through adjacencies, as early as possible
4. Industry transformation takes decades - think long term!
The Building Blocks to $500 Million
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4. Samsara
The Connected Operations Cloud
To increase the safety, efficiency,
and sustainability of the operations that
power the global economy
OUR MISSION
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5. Samsara at a Glance
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1 ARR is defined as the annualized value of subscription contracts that have commenced revenue recognition
as of the measurement date
2015
Samsara Founded
Founding leadership
from Meraki
2021
Initial Public Offering
NYSE: IOT
$558M
FY23 Q1 ARR1
64%
YoY ARR growth
~14,500
Core customers
74%
FY22 Q4 gross margin
5
Key Applications
Fast Company
AI and Data World
Changing Ideas
2020
The Software
Report
Top SaaS CEOs,
2020
Forbes
Cloud 100
Top 20,
2021
Financial Times
America’s Fastest
Growing Companies
Ranked #2, 2021
LinkedIn
Top Startups
Top 15,
2021
Recent
Accolades

6. Case Study: Food Express Inc.
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Food and beverage distribution
Combining Samsara’s full suite of solutions
to provide next level customer service
Video-Based
Safety
SOLUTIONS
Equipment
Monitoring
Vehicle
Telematics
Apps &
Workflows
Site
Visibility

7. Learnings
from Meraki
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8. Case study: WiFi over the long term
0.01M devices
Desktop PCs
1991
1M devices
Laptops surfing the web
2001
100M devices
Smart devices
streaming video
2011
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9. 1,000,000x Growth
Meraki 2011 2021: 10B WiFi Clients
Everything has WiFi,
even garage door openers Do not place text, or graphics
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10. Samsara inspired by Meraki learnings
10
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2012 2015
Acquired by
Cisco for $1.2B
2018 2019
Founded 2 million
active
networks
$2B sales
LESSONS
LEARNED
Customer
Feedback
Company
Culture
Growth
Mindset

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Operations are 40% of GDP,
rely on antiquated technologies

12. Lowered Compute and
Storage Costs
More Efficient to
Process and Store
Growing Volume of Data
Technology Tailwinds
High Bandwidth
Cellular Network
More IoT Assets
Connected to the
Internet
39 Billion Connected IoT
Devices by 20241
Better Camera and
Sensor Technology
1 IDC Worldwide IoT Device and Data
Forecast, July 2020
Real-Time HD Video
Streaming
Smaller, Lower Cost,
and Better Quality
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13. Founded
Samsara in 2015
VISION
Easy to use, internet-connected
sensor data systems for operations
APPLIED MERAKI LEARNINGS
Customer feedback, culture,
growth mindset
13
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14. On-site with customers,
testing prototypes in first ~100 days
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15. 15
©
Samsara
Inc.
Confidential.
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Cowgirl Creamery | Petaluma, CA

16. From temperature to trucks
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17. Discovered Connected Fleets,
the Backbone of Physical Operations
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18. Running our Customer Feedback Loop
Make sure
customers
win
Introduce Connected
Operations
Discover new
use cases
Add products
& features to
our cloud
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19. Saved $600K annually
on operational and
administrative costs
by going paperless
The Samsara Effect: Smarter Operations
150,000 gallons of fuel
(1,400 tons of CO₂)
saved resulting in
$500K saved annually
76% increase in dispatch
productivity over one
year and improving
customer service and
their bottom line
Decreased driver
accidents by 43% with
video-based coaching
and alerts
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20. What’s Next for
Samsara
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21. Customer-Led Expansion
Connected
Equipment
Connected
Fleets
Connected
Sites
BUILDING ON
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22. Risk-adjusted Insurance Premiums | Predictive Maintenance
Fleet Benchmarking | Workflow Automation
New Opportunities with Data
85 Billion+
MINUTES OF VIDEO FOOTAGE / YR
4.6 Trillion+
DATA POINTS IN FY22
2.4 Billion+
AI-BASED DETECTIONS IN FY22
33 Billion+
API CALLS IN FY22
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Video-Based
Safety
Equipment
Monitoring
Vehicle
Telematics
Apps &
Workflows
Site
Visibility

23. 23
©
Samsara
Inc.
Confidential.
Reduce occupational
safety injuries and deaths
Safety
Increase efficiency & give people
back millions of hours of time
Efficiency
Impact emissions on
a global scale
Sustainability
23
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Huge opportunity for impact
in physical operations

24. 1. Customer feedback loops guide through unfamiliar markets
2. A little hardware can unlock massive software
3. Multi-product, through adjacencies, as early as possible
4. Industry transformation takes decades - think long term!
Top Takeaways
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25. Build a safer,
more efficient, and
sustainable world
samsara.com/careers
25
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26. Thank you!
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