Samsara (IOT) 5 Dec 242025 Q3 Earnings call transcript

Good afternoon, and welcome to Samsara Third Quarter Fiscal 2025 Earnings Call. I'm Mike Chang, Samsara's Vice President of Corporate Development and Investor Relations.

Joining me today are Samsara Chief Executive Officer and Co-Founder, Sanjit Biswas; and our Chief Financial Officer, Dominic Phillips.

In addition to our prepared remarks on this call, additional information can be found in our shareholder letter, press release, investor presentation and SEC filings on our Investor Relations website at investors.smstore.com. The matters we'll discuss today include forward-looking statements. materially subject contained described to in SEC differ statements the more may our are and risks filings. results from in those forward-looking fully Actual and uncertainties

on make and unless XXXX, undertake required future result no these this we of December update we that to by as statements of today, law. forward-looking call Any events based statements assumption obligation new as X, or on a information

make to we will to financial not discuss out quarter reports to third company Reconciliations XXXX With like a highlights and in measures substitute into call addition press call, then opening our for non-GAAP the results. provided for to fiscal quarter We'll hand the I'll non-GAAP are to We'd accordance in or Q&A. remarks, today's calculated financial for with point as in the of Sanjit. call that up and delve release GAAP the superior During results our measures GAAP. over open financial that, presentation. and not investor

and of Thanks, quarter today. delivered ARR, us Samsara everyone, billion ended XX% joining with for strong in growing year-over-year. you, growth. $X.XX and another QX efficient durable thank We Mike,

record quarterly a free delivered margin. adjusted also We flow cash XX%

world's powered deep is by Our growth most partnerships largest with our complex the and organizations. operations

we XXXX largest equipment third for and a major wins world's company with customer company, full-service added than network $XXX,XXX like quarterly includes This John's, food of medical in delivery with the confectionery QX, XXX In more beverage a highest large customers ever. ARR, Fortune our companies. and additions second pizza Papa fortune organizations

]. unlocking excited about with grow, to [ innovation the continue we're that we we're Gale As

customers' better more stronger loops to challenges dollars invest and customer Includes to better understand models technology. benchmarking, in and AI R&D feedback our

running. customers digitally the keeps with We're operations. infrastructure their partnering provide world transform have them the to mission-critical and They asset-heavy organizations. labor-intensive that Our

operations. improve [indiscernible] clear This payback our often data months. asset which delivers to ROI insights with can platform, growing they and Our fast AI-powered their customer, periods translates in feeds our measured to

estimated million with customers to survey include year. costs, lower improved hiring and on recent ROI. $X This Samsara retention. and that average IDC, better realized Xx premiums asset a efficiency, insurance than payouts, savings savings In Typical more they maintenance utilization, improved fuel lower per customer equates per of worker

expand As our they of two customers and examples expansions to clear for both more quarter this that multiple realized achieve They like have ROI, savings. us often I'd have even with fast had becoming customers. customers ROI. expanded since and share

XXXX in operations air Fortune an reduction contracting provides vehicle top over customer conditioning XXX a they environment. events Zero units Comfort services. in reduction ventilation, employees. and and Samsara, over months. in a and locations With XX work achieved X XX% electrical committed is XX% had a that to value safety customer since now is company heating, XXXX. safety becoming speeding as a operating XX expansions Systems a XX,XXX core a have X prioritizes and just Harm They're and Their Comfort span Systems over with

expanded using Asset and welders lifts, like Senstar's [indiscernible] pipe monitoring. video-based to their equipment and Tags They're Asset and with Asset added more machines. sites scissor They're position. to smaller they high-value, QX, In also job on track using asset improve of equipment Tag safety, Tags

and hygiene XXX services. a to Fortune turn global that infection and prevention let's solutions company Next, provides water,

also Collision speeding by events Warning They they this They're events with vehicles in In reduced locations Samsara's by of safety employees X became XX% decreased also XX,XXX nearly XX,XXX had a XX their and have million harsh telematics using decreased XXXX across year, worldwide. light-duty divisions. opportunities divisions. expansions using customer expansion support pilot us. cab Forward in and alerts. to applications video-based additional our and have application. XX% They identified two They by severe a video-based have driving X more XX% customer We've within safety and

proud their our are on to We partner with customers real-world a make operations. to impact

the the play operations. leaders our in sustainability and We operate. XX% operations increase AI of safety. are cited that in of efficiency in impact over show safety, these reported AI investments year. findings benefits of data in and AI. how X,XXX Connected customers' XX% are reported report. efficiency. found of surveyed future our highlighted These that on recently gains and physical state reported XX% reshaping the the improvements Operations. role AI in analytics our they We They fundamentally to will XX% AI-driven in is many capabilities planning coming operational advancements amplifying connected operations enhanced organizations powerful

has more now process To trillion our decisions breadth. It great and Intelligence that billion announced Samsara more set, more earlier is helps AI suite week. smarter data which we efficient to expanded We an this annually. and trained our Samsara make XX bring and expansive points is safer, operations. than scale data driven miles AI of offerings customers, XX run Intelligence teams

group end broad Our markets data types and types, spans diverse of and asset data a geographies.

tough Our help our data AI and use models them this solve includes Samsara Assistant real-world Intelligent Experiences. cases. to and challenges, customers Samsara Intelligence use face

to generative customers' It interactive compliance and operations. that questions. tool the Samsara Assistant provides maintenance operational improves answers is their an safety, our of AI instant

vehicles regulatory of in fault signal or might understanding risk resolve identifying of drivers for to receiving drivers a geography and type. and a like safest for the recognizing with assistance. stops, new or codes operations instructions customer include performance daily examples which in need service step-by-step requirements and time-sensitive at Some hours them Spotting unexpected Determining them. severe their disruptions

AI actions training and the visual Samsara accessible to by throughout line recommendations providing AI embeds front platform. coaching Experiences It the intelligence. Intelligent and makes

They customer photo Both reducing delivery see Intelligent identify now by AI bill administrative a in on initial also a can For products. their example, and excited from a workers provide running feedback. generally creating improve We're proof to of America. safety uploading a customers available our and are while training compliance many They significant Experiences [indiscernible]. Assistant site. worker Operators in a from can new frontline of be can available time module safety from photo a records of by job beta of hazards also impact achieving our to our will customers already Samsara North policy after just document. custom

growth. to Now with dozens this long-term I'd inspired markets to like meet time I'm I with them, to turn our of I've international in the impact. met international opportunity expand by our year. customers Every

There frontline workers U.S. market and international the is Mexico in very and more First, the are large. and Europe, Canada assets in

penetrated its journey. the the less market Second, is in than international and U.S. earlier digitization

for and these regions. ROI is customer the achieving insurance in utilization. customers similar costs, are premiums, penetration, from comparable low the and impact improve despite opportunity retention asset payouts in worker fuel These Third, savings

In customer Go together customers hundreds our to of event November, discuss each operations. brought impacting events, local customer international X we European and conference, AI Beyond We connected are Mexico. and of first at Innovation world data how in hosted Day the

and customers low customers Bridge We trucks System, risk whenever Strikes Low bridges. new to new these we pass. height features they drivers European in their a Go the tailored Monitoring maximum are uses our vehicle that's minimize Beyond to Customers alerted too And and EBPMS. approach markets. Bridge Brake hitting we for bridge AI set also several local the help low of Performance in announced Electronic Strikes which X features: call product Europe, Low announced

it bridge in U.K. or breaking our X,XXX below U.K., performance GBP standards year, customers also falls acceptable It costing Every happen million. maintain when alerts XX breaking nearly strikes fleet EBPMS performance detects around the taxpayers their helps record. operators faults.

break testing expect We in of XXXX, that accepted the methods in U.K. will become one EBPMS the for two

in feature dashboard. alerts and feature. the reports when meet At compromised. allows effectively also monitor the priority new provides in customizable through customers vehicles. we Mobilizer to detailed Day operators' Innovation is the needs of This announced top Mexico, safety real-time Engine helps a Physical Mexico. customers our This safety their their Samsara for is X.X It security

Our globe. the and the our exciting We'd partnership go and the local for It's we're and these it of around been Samsara, over of quarter. excited the impact. growth just over capabilities, to our I'll quarter the this customers now started. Together, partners all being getting part Samsarians, were investors of highlights of for like forward another to we're Dominic customers customers, all seeing hand for efficient by durable grateful to for financial to thank journey. looking and new we're

ARR Thank QX flow particular, additions More for just at quarterly In and quarter and high Sanjit. our growth free the quarter net quarter-over-quarter gross second sustained Asset $XXX,XXX-plus surpassing achieving margin. quarter product quarterly Tag ever. XXX% selling records margin new cash growth and second our $XXX you, ACV of another highest by operating customers, in operating was margin, continued than customers of XXX, scale adding leverage. highlighted million-plus ARR was and

$XXX performance in billion, million, line ending QX XX% QX Several year-over-year. top and $X.XX growing was year-over-year. XX% drove factors ARR growing was our revenue strong QX.

continue second to on X,XXX, quarterly increase quarter we customers scale. efficient XXX, drive to $XXX,XXX-plus large customers, durable First, focus growth including highest representing enterprise a is ARR have year-over-year now at of We and growth XX% which serving our ever.

XX%, ago. XX% XX%, up adding ARR $XXX,XXX customers, year more an to The up also a mix year X large ago. to combination adding addition higher customer X customers ARR plus and ARR average for to X average from years QX, large of and ago in large In from customers more $XXX,XXX increased per $XXX,XXX, resulted we our grew in

Second, landing this relationships. quarter included mix of customer new customers existing expanding balanced a and

fifth logos, we number of our customers X,XXX second added. added core the core consecutive customers over for highest For including new quarter

new part new X multiple over different of of more XX record $X the third than million were XX one Additionally, a employees transaction logistics leader X XXX, global across customers, signed a customers applications. quarterly Also, customers $XXX,XXX-plus added largest the with customers. in products, XXX,XXX ARR of top the a with signed new

and customer subscribed licensing and our this newer transaction. X in SKUs Monitoring Safety initial one their Vehicle applications, In Video-based addition Equipment Telematics, software-only to of to our vehicle-based also

expanded of XX allowed the and XXX% The past XX customers included top XXX% Also, and expansions retention products. quarters. large QX of core dollar-based strength customers the of expanded rate expansions, XX for top our X target customers, For over to net also X expansions and respectively. multiple XX, achieve us and have of in XX our our top QX

customers highest fourth by quarterly drove execution X demonstrated which Mexico, contributed which last the international of contributed City we over its X of frontier as QX, markets. ACV highest County new all the transactions $XXX,XXX, fifth consecutive contribution new XX quarter. strength was and Fresno ever. net mix, the highest in such than in quarterly quarterly net strong public the Construction of and including second and including third, ACV Europe, came for Wildlife. by several ARR ever highest years, driven ACV transactions the The greater year-over-year from quarter its greater ACV And and the growth net Florida international $XXX,XXX geographies record than XX% mix for new across led industries consecutive Omaha, new the sector of mix Fish Department net a accelerated

surpassed using that a we customers quarter-over-quarter In Asset And strength of non-vehicle emerging than in just achieved application, also second products. multiproduct new selling more growth and QX, XX% XXX% saw ACV of Tag product. in we large net our we quarter and

In non-GAAP gross a top addition a margin free all operating profitability records business growth, deliver XX% our key line XX% operating driving cash scale. XX% leverage continue flow We we an we including margin. and delivered as strong to quarterly across metrics, margin, to across

Okay.

metrics year full because to turning our Now raising guidance of key our performance. across strong We're all QX guidance.

reminder, XX-week a year's year's quarter XXth fiscal to in QX. fiscal QX standard compared a As this included week a last

revenue We 'XX, which in in was expect X of remove the week growth this X previous will year having current the points fewer percentage adjusted already guidance. revenue FY in factored year-over-year of QX impact and

year-over-year year of For growth $X.XXX we billion XX%. to representing $X.XXX adjusted billion, be revenue full expect 'XX, between and revenue FY

implied QX $XXX of last $XXX from guidance million quarter million revenue to unchanged. remains Our

approximately modeling finally, FY We additional notes letter. operating to non-GAAP our between $X.XX please And margin expect in $X.XX. and non-GAAP be be X% 'XX shareholder see and EPS to

delivering improved and while are also In So operating sustained at forward, with performance efficient believe for scale, leverage. up, delivering well durable positioned QX, we wrap 'XX. continue high we're reasons. we growth growth and our for the FY record to And outlook looking following to pleased QX we

over our and which opportunity a payback customer very our to underserved demand, moderate We're with are safely, very digitizing we're a to that, large different customers and helping our targeting to and and operations, customers, physical to Q&A. Mike market them to real hand sustainably. of ROI a operations it partner excited budget. We're I'll operate offer continue And proud driving with products that's efficiently more world the strong and and period fast is

Thanks, Dominic.

main When open questions for one the to up your line follow-up please turn, and limit questions. now question. X will it's your We question

by today from Hedberg Weiss first The Keith Morgan comes question RBC followed with Matt with Stanley.

next-gen with know you it Sanjit, talk guys customer I'm I was want -- I focused about to AI usage a you. within base. of curious start lot kind has been your have a come There if time, to I been there? long bit the on something sort of into little apps. of killer give could for wonder and you up trying us road with product development the map AI more insight a

Sure.

application we've announcements, in think, you unlock using in AI collecting. a additional several points, year. for investment continued billion XX ways are unlocked I said, data value all of platform video-based recent highlighted data now. our the I for on trillion every been XX of really investing our AI. the highlight the there amount customers. some miles been We we've Like to tremendous of The years think safety So value Matt, driven

data. ways So we're safety, find fault in able see not to maintenance, code the insights just we like unlock in to where areas value but and

fault a those. outcomes codes We number of We understand tremendous year. the see every of

And So there's areas that's then other efficiency utilization. and asset like fuel example. one just

of kind board. we across having So see impact AI the

That's great.

operationally, curious, opportunity. me, huge that thing know else success expansion, additional growth to to what well. what hear has I'm further more driver there, other Mexico long-term drive a even steps out operationally, success are like but of seems I'm product's already guys needed we Great sort It think happen there? some to and I wondering a super The Europe. -- drive are when to you sit that to the in even big just The penetration? for as international

about the We're term. excited long for absolutely it

investment Strikes from proud so product running side, in to I features. us always feedback. teams, the like built continue see Bridge some of go-to-market see of -- that's a EBPMS those success, We're the then and and what you'll you've think far we're and of continued support. features customer what we've And functionality seen customer with kinds you'll Low what what and newer and is on the

figure some of these spending are is does we markets. in our I some think, relevant with uniquely international The out customers, that which time way take by time.

Zukin with with comes Morgan Stanley, by followed The from next Weiss question Keith Wolf. Alex

motion And on model is there in the will? NRR the net distribution could base in or the better of if evolution sort ] ] from installed from about now and give XXX [ definitely see and change sort any farmers, an sort to upsells customer of what's of within into hunter really portfolio the versus well. coming wondering distribution the what of the business in [ new? terms is I talked you as the segregate You doing from expands the of XXX coming the model we percentage maybe could in terms your upsell where we update was that are kind of of base. you if us any

take quarter. pretty last and was toward was over this It of It seen few the a expansion I'll slightly more tilted little quarters. that. kind Keith, bit balanced we've Yes. that

more As XXXX top more purchase time, expansion mentioned some did they'll continue an to these XX we I in upmarket larger QX. I enterprise of our think tend move and customers to into of deals, over

expansion. that driving really that's so And

motion to for logos well. territories, -- farmers, a counts to reps sign those they customer we the it's to don't different and life have focus of have sales assigned as really and reward Something on that able territories different have in maintain relationships happening versus they're or We continue those expansions and kind naturally. new in go-to-market hunters

I if sneak follow-up. And in maybe one could

of just your Or improve Samsara that new have model? the to and Samsara this of just platform these to guys So and potentially were Assistant. monetization on better value the solutions I are the the of stand-alone just but about making intelligence products you is the evolution it's just released beta, like kind Intelligence know in it's a utilization would platform customers? adding that

in Keith, out excited products use make to as going available the in We're in remarks, to figure opportunity we're beta, as customers and prepared them. how package to price that to them are we to talked that so and beta. are these about generally an

in continuing the We to platform. also core invest are in AI

So to strategy, kind we'll it's back come you boat but finalized of a when we have all pricing.

The next with Zukin [indiscernible] question with comes Aleks followed from Wolfe by Sachs. Goldman

a about solid feeling just the seen number shift? the events, environment? general a cycle, conference demand And another election of on international up? Congrats like you to in quick kind Have that then ask in because maybe quarter, the opened then I just was there got momentum strong any wanted really, clearly hesitation of You had any and I of a quarter. linearity really a follow-up. Beyond sales

It quarter similar we've Dominic. seen was It's it's I'll Aleks, a in take consistent pretty that. in QX. previous to quarters. what

more deals, purchase change. but those of hear customers quarter, election to results. that As but a material until I said, on it be after few I year closed a in impact and they wasn't QX, said did doing larger already the but tend the was that those real to a back We've I more we're number no weighted, wanted would decision that notable. anecdotally a deals deals enterprise delay the of --

just large time opportunities from how year to this Dominic, and some bit just curious, new economy. consensus think a seems again, what launching last momentum products, given, talked a where little maybe really strong like of terms I'm then monetization, lands next And and continued about multiproduct helpful. in more Super year, you about was. AI better

so we of how should our kind don't of initial Any thoughts our brackets of models, ahead skis? kind get of we or tune

Yes.

for definitely next yet yes, guidance mean, a to give we're in year. not I formal position So

FY know, quarter. our be the of it's is our couple plan, 'XX QX months. heavily And what largest As happens over influenced by going to next you

And and so FY the plan. can really need we we finalize then through our 'XX of get to kind quarter

What that, outlook, the that earnings needs I our we consensus right would say think is next formal to on don't now. with are we'll the call. dollars current that where current change, more guidance do on feel based good but provide I

Sachs, [indiscernible] Kash? All Michael Wells comes Turrin question right. Kash followed Goldman next with Fargo. with from The by

question. Next

Turrin Let's with with Kirk Fargo, Michael Evercore. go followed Materne with by Wells

reaching You're billion still territory, fairly growing in XX%. unprecedented $X.XX ARR,

think with through and and the and current from as couple So you're of scale us from over a can you're seeing what well? maybe we those just that new the scale frontiers see zoom out the could ARR product maybe address, sequence help or of potential set time period highlighting longer contribution

Yes.

Dominic. as So Michael, I it's --

using talked Day months just have back, much just about our within look few commercial the As the in technology. core at I products. I a we at Investor still U.S., XX% opportunity aren't than telematics our still of and vehicle more vehicles market so If

you at U.S. video-based the largest safety, If using in technology. our are look now vehicles commercial XX% not product of

much our And vehicle-based to for X so expand there's still so products. with land opportunity us and

we've and a ARR $XXX that than with products have non-vehicle growing still doing customers. million And land of other that host and that more impact got expand whole are of opportunities are great based then very quickly to we

this introducing year announcements We're good -- and kind AI Asset product we of feel our all things like Tag that week. And of the innovate so continuing came this out about set. quickly, really to the

innovation. pace of So product good the about we feel

degree. asking tariffs. a bit things And you're some of to implications with seen -- there on like or Alex that the the just Are any administration little we've maybe just question different scenarios was twist around contemplating headlines new a the

sophisticated in and just effectively navigate supply You're And seen procurement we've chain. prior periods. you very terms very turbulence in of

we're of of just lot mindful But of we a and pieces of terms could the takes that and just contemplating government digesting as the what to anything in start puts be just varying implement? should

things things are just how mean, play to -- It's are not so I unclear. Yes. still not we're going out. sure

on scenarios. of through definitely different based a we're So working number strategies

a your with lot dealing we this. of experience point, have some To of

really team. have They're some at through supply different chain a We these incredible of scenarios. really good navigating

X put when the feed of we in to that so some what the provide what comes place. we're And can new need through just in, we into see And thinking in happens administration policies that months. and that, we outlook they when

with question Materne with comes The William from Evercore by next Kirk Becker Blair. Dylan followed

some application things Europe. for curious about very I Sanjit, into of, you a the there get are specifically designed those meaning wondering bigger that of newer similar an was was mindset verticals, you're And European of some terms for in just clients. is products designing helpful of as your I kind of

that like time something pursue you maybe more asking for Are and customers keep -- point have specific now those Is there construction more are horizontal? verticals? not verticals things to you this necessarily in or state are that that want at that local are to yet it or

Kirk. Great question, Yes.

frontiers, run loops as across geographies public sector. of we So feedback well the as all so different our

vertical. time what's We understand also spend going on in trying to industry each

an lot has highlighted because Dominic they're a different. been industry construction have those that's us. They're well are been of assets But they for it's and some rapidly, labor-intensive. of digitizing performing really assets,

they'll that iron tools left at big of great the they've product, and So example. lots bulldozers for been job have behind ATXX of adopters small or new sites, get yellow

each would maybe across to say we and the needs about additional about tweaks use we are the similar their investment. think some very And of require features. board. or or spend with So partnerships time that's needs. these I case integrations XX% how understand their different and product industries, do trying either XX% the

your as perspective, answer Alex's go feel like was front? question of from on a And I'm then, year? that is year. year next to lot next But we anything we Okay. due also a -- last leap these for year from questions a follow-up asking should year to XQ anything days. we consider into I seasonality Dominic, consider on there leap That's I just should helpful. just

holidays think in quarters. have I impact No, to business. is one on weekends and not I so. our day going I various don't mean mean we an into run

a And material expect X so day don't impact. to have I

followed Blair Dylan Matt with William Becker BofA. Next by question comes from Bullock

of mix. guess, kind the I here acceleration -- successive strength, and how fifth -- -- proposition value that quarter a overall increasing is the front, the of of significant. or think, fourth and period another international ROI of of contribution Maybe function I of obviously, continued on much

that a a much kind larger opportunities and of awareness brand swath of International building how of fact reference-able that given But wider kind base is driving the in of there's further segment? that out the

I'll take that one.

we're pleased regular low Like sort it's So still There of with you the on say accelerating I market digits. kind said, But consistent growth. feels would early. our international a of very basis. been it awareness. still growing single share is is

We more customers. reference have

the to people of looking low bridge And have that are these example. are sort strikes, product the unique question, earlier markets for of we like feeders more for to

great continue pathway So a it while, feels still a I think we have early. but growing for to

customers operational maybe you continue just of lap the given that guys guys. those for improvement leverage scale kind the are here growth in cohorts you that that the that of are you business initial of Okay. we we're to Dom, And expand. economics But some how at I these highly the internally? favorable you for opportunity and That's are here of about think to then, I as renewal for great. the thinking from thinking about guess, kind would exceptional at, how

Yes.

operating growth sustaining driving do us, to and again, balanced it's think focus more for think continue I both we high can that we a both. on leverage, really

with most area on they customer, ACV to relationship or leverage, if area our most go-to-market the of dollar largest that I operating is therefore, think when perspective, first is renew from the of their of is and be cost investment expand right of than the in it near us. of you're likely is sale term, [indiscernible] lower that an land leverage

We're sell a We X-year to And so significant X- company. there's contracts. still portion. a X-year-old

so see not natural still a have expect there's first as and I go-to-market. customers would renewal. our that leverage that more happens, And large of portion to And a gone through

followed with Derek The Wood question from comes next Matt by BofA, Cowen. with TD Bullock

few I could. A Sanjit, for if

from would trajectory historical a releases to that to? of First, fair beyond. it will be attribute of week. and Intelligence just that acceleration anything feature and slight beta launches cadence Seems assume Is the forward? on product be product continue the to new the there launch and of to last going you'd accelerate And annually Samsara

I'll as We and Well, and functionality, hard for annual our new compliment. really deliver that wait Matt. take don't work to features we want customer a to conference.

year not each So kind of something waiting products release for is features. we're of that a of to is and -- it whole portfolio Samsara every Intelligence until June suite us. features

And so the that out we're excited to get door.

you think see a in to expect and us continue engineering pretty our R&D we as scale of team. I continue innovation should invest to pace rapid

then capture this additional And the opportunity do it some Since impact Systems dynamics? week, see as reevaluate there's just more a has then to more Track Fleet last one GPS the vendor we And by Great. notable integration and specifically, as business on telematics quarter, of of fleet some can those competition. its Trimble quite how in just Sonar their share then should distracted you been Power competitive few consolidation industry. management in are industry about customers transactions thinking and and be divested peers bought this acquired Fleet How Complete. an choices?

Yes.

got and we time, players we have I of large companies together. is out, seen And over dozens It's sold a think it. this zoom market. if and be in bought merged

So consistent past. in I what we've think the seen with this is

Our position is unchanged.

a -- we're it's record I adopt it's customers our system because them. a our seeing for really products platform rapidly of think

position we're that's not other -- competitive So a together telematics safety It's monitoring equipment strong it's that or the products. in. everything or or just video-based

to, our think it comes can for back really I we all customers, clear deliver And ROI are. which we

to we're some or of And changing made those we moves relative our going to the in the strategy market. customer. have So that on relevant focused of stay kind aren't to been continue

comes question Cowen follwed Next with Piper Sandler. Fish with Derrick WOod Jim TD by from

to mean acceptance high-level market. Monitoring I in on greenfield with an a prevalent. I safety hear kind an Video Just and has drive to guess, video it more know question cameras Sanjit. by sell -- drivers for does love it's this early -- still make market conversion you, there certainly become this of I and the more there. more just driver-facing market But is update easier market?

Yes.

I often idea you for dash drivers, with accustomed It's time camera. think used very with the So if most exoneration. of spend having everyone a is

So it's if not so road. on sort an see incident much the able there but or was the happened inward of facing, to what some accident being

side safe at doing safety. the really every their putting both think want and drivers risk inward-facing The when is And fleets lives be day They're jobs. I to they're their roads. around on

either distracted, can not we if wearing seatbelt, or a mobile like habits it better. phone being bad makes help everyone's bit So little break a using lives a or

So there these do. and increased what awareness technologies of is adoption

And intelligence, is then our videos. not the there's increased And artificial a and the camera it's piece model really with comfort it. helping the think like technology, back understand because watching those in these real-time now I the drivers that's office sitting all provide of that's level computer alerts. someone in other It's really

Got it. motions wanted to application Don, around the ask the about I just marketplace.

Just around years? next you over what seeing that of the are do And you manifesting monetization see opportunities? couple how

of these especially to their as where. more integrations, of it's vendors, we -- really important bunch have and than OEMs, large are a technology external record, really insurance XXX These we get pulling They want data. applications. vertical-specific as use technology deals UCMSR into now, other system enterprise integrations, Right providers, really,

have than year. API more calls a We XX billion

the up we And in think and integration plans maybe not seeing And the think where ways as monetize Right term. applications to that's so opportunities data this that could metric show about just to this we're kind of term, the the hub. usage are integrations. a kind I longer good these just or to think their technology our ISVs to I that's with near have now, the of or but open a

by comes The Jim Piper followed with question with JPMorgan. next from Sandler, Lexi Fish

the to Can majority in the exposure? see of here. exciting conference. out was Construction growth point? is net product asset sort main cases how called for It think diversity new we that of Is that at those customers? XXX% the about vast tags, quarter-over-quarter should any this was there use understand help Or in the at ACV us you the

that take I'll Yes, one.

to on. transportation use limited cases We there's core and construction getting of the Tag. logistics so use good there's Asset even to of services a not field I for pretty If generalize, the and had industry. broad So cases. kind set of see It's adoption X

assets. The frontline time are to first is assets. stolen save Those The or across lost locate industries. again workers' is helping finding next

at a out they once something job arrive site, is. figure where can So they

utilization. then industries serve, the third industries. we also both heavy labor-intensive, Almost asset is And but improving all asset the they're

if can productive cash use so and their more assets figure of call off. utilized customers assets for can XX% those or these aren't well that it, XX% out which, purposes. they sell And

getting board, are that's consistent the ATs So that's I where and industries. pretty used across across think

Got for helpful. it. Dom, you. And one then, maybe That's

of of in go-to-market hiring that called key You out we're as of should kind in rep mix the the so seeing about the for versus year. space some given How terms next the traction focus far? think of we investments international international domestic

Yes. I going focused be mean primarily to but on I on go-to-market, on think our is also R&D. capital allocation

the the U.S. in part may higher hire will a business. because number little it's larger think that be that's growth higher big of number just will and international a smaller in opportunity. the be a just bit a because I year-over-year of our salespeople overall we

we'll a kind But fourth quarter, to the time. as our we just through get said you have at earlier, next for year need make plans and I better and that outlook of really

JPMorgan, question Jester next by with followed BMO. comes Dan The from Alexi with

Kanner iGogolev. This Alex is for on Elyse

and could power you seeing up the the were pricing renewals X- those to to alluded demand the rates You contract the you're about that given we X-year more renewals renewal environment. have But coming talk wondering if during currently links. given you

Yes.

rates customers. metrics the ] core XXX net that renewal I have [ retention kind of XXX large and embedded very in rate for gave strong. the of been They're So

big been but And we've talked customers that's they being -- about time of expansions do it well. a earlier Customers of consistent. expand will at business. throughout the renewal contract, as part the life of So our definitely will

it's and broader out of seen a good success opportunity have So with that. to lot customers, of we've conversations a

BMO, followed Truist. Dan? by with The with next [indiscernible] Daniel Okay. question from Jester comes

to go Let's Truist. next Junaid with

Sanjit.

yourself you of some in ask compliance on. of area potentially disclosure part number cybersecurity an data the with if expands competition, as working with connected an got the especially and of Just threat customers security vector you Is and important wanted can privacy. and becoming to with more you've from requirements? the they're certifications devices, about some of where differentiate discussions And increasing

you're it. customers wanted overall, about to of So how I thoughts about just get your how and just thinking security kind thinking about are

Absolutely.

in. an So differentiate we area significant it is scale at able to level. invest pretty We, at are our in a R&D

attacks. large I about very customers area it's to we're We security-related think of it. that are who And focused these our factors have sophisticated an able and sorts a enterprise are asking on team large very differentiate and risk

ISO whether have and that's related of we certification or state local certifications, or government ones the to certification. state So federal and number a XXXXX

of think So And these we're that infrastructure important area investing for the a companies to going power our I aware customers really because, critical keep are there. be it's planet. to

course, So to them and targets there able for a helping good keep been are, of of we've these attacks, job safe. do

Okay.

with back question Our Loop Capital to and Mark and comes next with Kash then from check come we'll Dan.

little Nice just a rates those the with you're unique and could products. products. maybe seeing forms new of workflows quarter. you're that connected Also -- about uptake use uptake your just excuse job an seeing the you rates bit with Sanjit, some connected on me, example cases provide talk

Yes.

relatively of are These good. and newer terms workflows products been has connected uptake So forms. in

customers sort modernize. of process, digitize paper have they're to All of our looking and some or pen

Intelligence example. Visual as great earlier of there. So Sensor features that's what are we're -- of that relevant really week, the selling push released is Intelligence think the into newer I part some this a we

a can take basically a photograph You form. of

are We even things the then And risks do will fill the fields. a photo. automatically understand identify like job site can we the what within out in fields it, workflow

it a a beta have ago, released thrilled that's just functionality. it. really couple and new of been So with the days brand testers We

more of that. we're excited doing keep to So

Okay.

Our last question comes from Dan Jester Dan? with BMO.

All right.

So I earlier. apologize that about

to area Is make over and to that sector the you out call this to Or we're called investments past to on So else strength was I get wanted there year that is across build guess that out seeing I out the here? I strength category? the that focus of the ask an quarter environments. what you'd about know public into those

success an over land. And with strong with and time deals mix, it's the Yes. in $XXX,XXX sector against and these of of to a highest lot so, area public investment really I supplementation XX in just been a the take QX ACV and net record of years would continued last or can the that focus deals say happen quarter. X we've seen

right. All

year this call. earnings attending Thank question-and-answer for all QX the XXXX fiscal portion. our concludes you So

few you for Before a go I let announcements. have

bus in Sachs tours Francisco. Piper the XX. following on Tech January Goldman on hope San be these X, on The see tour bus Jefferies on FBN participating The Jan the of bus in one Company for tours We X. bus XX. events. tour X Conference January today's and BofA and December to December tour on the bus Evercore We'll the meeting. Sandler Virtual That's you Allen on The

If Bye can you everyone. you have e-mails questions, at any ir@samsara.com.