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All right, good afternoon and welcome to Samsara Investor Day. My name is Mike Chang, and I'm the Vice President of Corporate Development and Investor Relations here at Samsara. Thank you all for joining us in Chicago today. It is amazing to see so many familiar faces, and for those who are joining us virtually, it's great to have you on as well. Before we get the show started, I have two quick disclaimers. The first is that we'll be making forward-looking statements during today's presentation. These statements are subject to risks and uncertainties described fully in our SEC filings, our investor relations website. And the second is that we will be discussing non-GAAP financial measures today. These measures should be viewed in addition to and not as a substitute for GAAP, and a reconciliation can be found in the appendix of today's presentation. All right, so at Samsara, we are digitizing the world of physical operations, and it is pretty incredible to think about the progress we made in the last decade since we were founded in 2015. To give you a better understanding of the Samsara vision and where we plan to take the platform, I'm excited to bring on Sanjit, our co-founder and CEO, Kieran, our chief product officer, Laura, our president, two of our very own customers with DHL Nutrition and Dominic, our CFO. And we hope that through this process, you get a better understanding of the multi-decade journey we're embarking upon. We have about two and a half hours together today, so please reserve all your questions for the very end so we can keep on track. And with that, I'll pass it over to Sanjit to lead us through our vision for the future of connected operations.
All right, thanks Mike, and thanks everyone for making it out. So I'm going to get things started, share a little bit about the big picture, but we're going to try to mix things up a little bit and do some live demos as we go. So I'll get things kicked off, Kieran will do a few demos as well, but that way you get a sense for what our customers see in the platform and where the value really is. Let me start with the very big picture, which is our mission as a company. We're focused on helping our customers, the world of physical operations, improve their safety, their efficiency, and sustainability. And these are big, asset-heavy, labor-intensive industries, and they're very large industries. We'll talk about that in a second, but in terms of how we found our way to this, it's a bit of an interesting story. So my co-founder John and I, we started this company about nine years ago. Our previous venture had been bought by Cisco Systems, a big networking company. I think everyone knows Cisco pretty well, and we were trying to figure out what we want to work on next. And as we looked at the marketplace and we thought about where we could go have impact in the world, because we still had a lot of energy, we still wanted to build, we noticed that a lot of the other folks in the industry were focused in two places: either the world of the consumer, helping revolutionize consumer experiences, and by 2015, Amazon, Apple, Google had all shown what can be done with modern technology in the world of consumer. So we knew a lot of people working in that area. We also knew a lot of people who had also been in enterprise, so we knew people who had worked at ServiceNow or Salesforce or Workday, building up those systems and transforming the enterprise user experience. But in our time at Cisco, we'd also gotten exposed to a different part of the world, which is the world of infrastructure and operations, the infrastructure of our planet. And we didn't know a single other technology team, at least in the Bay Area, that had been focused on that buyer, that customer. And so we saw it as an opportunity to have tremendous impact, because if you think about it, the infrastructure of our planet is absolutely enormous. It's 40% of our world's GDP. You've got billions of people who work frontline jobs, and we didn't know anyone building modern technologies for them. So we really started market-first. We said, what can we do to go have an impact in that world of physical operations? And as we got closer, it became very obvious that this was an underserved market that was about to go through the digital transformation wave that we've seen in the other parts of the industry. And so when you go and visit physical operations, especially a decade ago in 2015, you would see pen and paper, clipboards. You'd see people planning their routes using big maps on the walls, see them making phone calls to figure out where everyone was. And that to us was the opportunity. We said, there is a better way. We know the technology can help. We just need to build it. So that's what we set out to do, was basically build this platform for the customer. We always started with this idea of a platform, not a single application, but multiple applications and a big platform underneath.
So let's kind of double-click a little bit. I'm talking about physical operations, and when I go deeper and talk about the industries, these are the pictures you should have in your mind. We're talking about the companies that do waste management for all of us in our communities, the construction companies that build our roads and highways and our buildings, the chemicals carriers who are working behind the scenes, the transportation companies who run our supply chains, but also the food and beverage companies that feed us all. This is what I mean by the infrastructure of the planet and the 40% of global GDP. Hopefully this puts it in perspective. And when you go and spend time with these customers, many of whom are here with us at the customer conference, you'll hear that they have some real-world problems they're trying to solve. You see a couple of them on the screen. As I mentioned, these are asset-heavy, labor-intensive industries. So in some cases, they have thousands or tens of thousands of assets, and they're trying to figure out which ones need maintenance and repair, what order should I maintain them in, how much of my equipment is underutilized. I've met multiple customers that have billion-dollar balance sheets of equipment, and they're trying to figure out, do we need all of those assets, do we need all that equipment, or can we get rid of 5 or 10% of it, maybe rent it instead of own it, and use that capital for more productive purposes. They're also trying to figure out how to serve their customers, and it's not just transportation. In field services, for example, they're trying to figure out what order should I visit my customers in to keep them as happy as possible. Frontline workforce and frontline labor is a big front-of-mind concern as well, because a lot of these industries, these are hard jobs, and they have a lot of labor turnover. So they're trying to figure out, well, how do I train everyone for this upcoming job that we have and get them retrained and up-to-date on the equipment we've got? How do they reduce risk? And more recently, how do we transition to electric and stay current? All of these are problems that can be answered with data, but you need good data. You need a system of record for physical operations, and that's what we're building.
I mentioned a couple of names earlier. These are companies you're all familiar with, and they've gotten to be significant players because they have built respective systems of records in their regions. Whether it's ServiceNow building a system of record in IT, Workday building one for human capital management, Salesforce building a CRM, these are all big systems of record. But none of these companies, and really no one that we'd encountered, had built a system of record for the companies I mentioned earlier, for physical operations. So that's what we're building. And as we kind of go a little deeper and look at the architecture of our connected operations cloud, it looks something like this. The idea is that frontline operations and physical operations have a lot of assets and they have a lot of people. You want to get data about everything that's going on out in the field, and that's what's coming in the bottom here. So it's data coming in from those sources as well as third-party sources. In many cases, they have other systems that are already online that are siloed, and so we're breaking into those silos and exchanging data via APIs, bringing all that data into the Samsara platform, which is where we can go and analyze it. That's where we find insights in the data. So rather than presenting a customer with a big long report or an Excel spreadsheet, we want to go and find the insight in that data for them, surface it, and we can use modern AI technologies to do that. And then we unlock the value in that data through those insights and help our customers take action. In some cases, that action's happening in the moment in the cab, so we can train an AI model to detect things like distracted driving or not wearing their seatbelt or tailgating. In other cases, we're helping surface long-term behaviors, eco-driving for example. How can they help their drivers save fuel when they're out on the road? So these are all multiple different applications. We'll talk through those today, and the idea here is not just to think about the front line, but the back office as well, really the entire operation. Unlock a ton of value for the customer, which is in many cases worth millions and millions of dollars, and that gets them to want to invest more and more in the platform, get more data about their operations, and get this flywheel really spinning.
So as I mentioned, we're about a decade in, and the first application that we started with, the first use case, was around tracking these vehicles out on the road, is telematics. And as we built that real-time GPS tracking platform or application, we started building out the platform. We expanded in concentric circles to safety, which is now our number one application, often sold right next to telematics. And then from there, we added equipment to the platform, workforce, and now we're thinking about the overall future of connected operations. For those of you who saw our main stage announcement, you can see how we're expanding every single year with this platform, doing more and more for our customers, tracking more assets, digitizing more workflows, and really trying to bring their entire operations into this modern cloud age. So what I'd like to do next is go from the abstract to the real. I want to just kind of open up the dashboard, show you the system that our customers use, and then hopefully that gives you some context of how they're seeing value. I'll click around to a few different use cases, but this is kind of the background, and we'll come back to this demo over the course of the day and show you a little bit more. All right, we can flip over.
Okay, so just to orient everyone here, this is the dashboard system that our customers typically log into. We have about a half dozen customers who let us demo their operations live, and the amazing part about this is it's a very powerful selling tool because operations companies can recognize these are the real-world challenges they're facing. So I'll flip through a few different customer examples, but the first one I'll start with is a food distributor who primarily operates out on the west coast of the US, and they're actually up and running right now. And they're basically moving food from distribution warehouses to retail locations like restaurants. And for them, they have fairly complex operations. So they have the distribution centers, they have hundreds of trucks, they have hundreds of drivers, they also have the trailers, and they want to make sure that everything is showing up on time, it's being kept at the right temperature, which is important for food safety. And in this business, they really care about customer service. In other words, they want to show up exactly when they're supposed to because someone needs to be there to receive the food, unload it, and so on. So what we're looking at here is the real-time tracking. I'm just going to click in on a vehicle here, and this was the first use case or application that we started with, which is simply understanding where this distribution truck is. Now this seems like a pretty straightforward use case to I'm sure most people in the room. If you've used an Uber or Lyft, right, you know that you can see things in real time. Well, when we started, this was not the case. Most people were making phone calls to figure out where their drivers were because the state-of-the-art back in 2015 was to get breadcrumbs, a little dot on a map that would update every couple of minutes. That's still in fact what a lot of our customers use. So they may have telematics, or prospects use, they may have telematics, but it's not real-time telematics. It's not as data-rich as what we're showing you. So we can see on the right-hand side the map of where this vehicle is. We can see the traffic conditions, and we can zoom out a little bit. These folks are out in California. There's not typically a lot of weather, but if there was, we could do a weather overlay and see if there was a big storm overhead. This is all important from an operations perspective because this is what causes disruptions. On the left-hand side, we can see who's driving the trailer that they're pulling, that's where all the food is, where they are, a view out the front, and we can even see that they're currently on a job, they're on a route. So we can see some details, and I'll come back to this in a second. We can see details about the engine itself as well as the vehicle. So in this case, we can see is the driver's seatbelt buckled. The engine computer knows that, the dash knows that, we now know it too here in the cloud. Can see the fuel level, the odometer, and a bunch of other diagnostic information. And I'll come back to this as well when we talk about maintenance. But we can go deeper, and this is what makes Samsara different and unique. Most of the competitors in this space have been point solutions. They would give you GPS tracking or they might give you a compliance solution. We brought it all together in one place because that's what the customer cares about, their overall operations. So I'm just going to click in here on the trailer that was being pulled, and again, we can see that. So this is the little square that you see, and you'll see here on the left it says reefer controls. This is a refrigerated unit that's running on the highway, and you can see that it has a set point of 34 degrees. So they're running food, they care a lot about the food safety, and they want to make sure everything's kept at temperature. And we can click in and we can actually see that the trailer is full. Can see the actual temperature. We can even view some additional details, and it turns out it's about 110 degrees outside. So it's very important that this thing is working. If it wasn't working, if the driver had forgot to set it, which was a manual process before Samsara, that load would be ruined, right? They'd have to write it off, and that would be a huge expense for them. So this is the kind of visibility that wasn't possible until Samsara showed up. We can even show them that the door is closed in the back. Sometimes what happens, people are making these food deliveries, they forget to shut the rollup door, the hot air comes in, ruins everything in the back. So again, this is all about operational visibility and context. And by the way, everything that I'm showing here is also available via the APIs. So I mentioned that they're running routes. They know when they're going to pick up something that's refrigerated, they know when they're going to pick up something that's frozen. They can set the temperature set point via the API, have everything happen automatically behind the scenes, and the driver no longer has to remember. They can even set the set point in advance. So if they're going to go pick up a load of ice cream, it might take two hours to come down to temperature if it's 110 degrees outside. It takes a while to cool off those trailers. They can set it in advance so when they show up at the distribution center, they're ready to go. If they had to do it manually, they might have had to sit in what's called detention, sit in the yard for a couple of hours, lose that productive time during the day just because they hadn't kind of orchestrated everything. So this is the fleet side. This is also the trailer telematics and equipment monitoring side. I'm going to flip around here and show you a couple of other things. So as I mentioned here, this individual driver is on a route. We can click in, we can see route details, and this is a pretty short route, but you can see when were they supposed to be somewhere and when did they actually show up. And these routes can run hundreds of miles, and like I said, sometimes there's weather, there's construction, there's a road closure. So they might have a case where they're interrupted and they don't make their stop on time. Well, in this business, you really want to show up on time, and if you're not going to show up on time, you want to automatically notify the end customer. You can do all of that from the Samsara system. You can live share link, you can do it programmatically, you can send emails. And we've seen that where our customers will wire this up so the distribution center automatically sends an email, a notification to the end customer that we're on our way and here's what's coming. We can see planned versus actual. We can see how much time was spent at the stop, and in the case of a multi-stop route, you can see this stuff cascade over time. We can aggregate all this as well because it's not about one truck, one driver, one route. It's actually about how's the system operating. So our customers can see, okay, are we seeing some seasonal differences? Sometimes there's more traffic or less traffic in a certain season. We can see it by driver, which ones need the most attention. Maybe these routes need to be replanned. All of this information is now in one system. This is completely different than what customers were used to. Okay, I'm going to flip to a little bit of a different context here. And oh, sorry, I have a multi-stop route here in case we wanted to take a look, but I think you guys get the idea. I'm going to flip to a different context, which is around safety. Now we have all kinds of different customers, many, many different industries, but they all want to be safe. Whether you're in construction or logistics or food and beverage, everyone is trying to minimize the risk of accidents out on the road. At scale, these fleets will spend millions and millions of dollars dealing with those accident claims, and the best thing that they can do is train their drivers to be safe on the road and break bad habits, basically prevent people from developing bad habits like looking at their mobile phone, which increases their reaction time. So this is another company that operates ready-mix construction equipment. So we're talking the big cement mixers you see on the road, and for them, safety is really important. First of all, because they don't want to get into accidents, but second of all, because if you tip one of those mixers, it's devastating. The cement dries, you need to get jackhammers out, it's very expensive operation, and it's not a good look for their brand. So they have a lot of reasons they want to be safe on the roads. And in this case, this is a regional company. They have a few different operations, so we got Nebraska and Iowa it looks like, and they have a few cement mixers per plant. So they're regionalized, in other words, they have different general managers, they make independent hiring decisions, but they want to be safe across the board. So in this case, they're able to see the safety of their entire operations. They can see what the relative safety score is, and as you can see, this is a very safe fleet. They really take this seriously. We can look over the last 90 days if we want, and they're maintaining a 99 or 100. This is exactly where they want to be. In case anything is changing, they can see it all here. They can see the trending information, and they can do this not just for the entire fleet, but the way they operate, the way they're organized is by plant. So they can go click in and say, okay, looks like distracted driving is getting better, but maybe we have a problem with harsh driving. They can go in, click on that, they can see for a given plant how they're performing over time. This is the level of visibility into risk and safety that customers like this simply didn't have before. And this is what I mean by insight. So we're taking in all of that GPS data, we're taking in the video data from the cameras that are out in the cab, we're running the AI models on it and looking for that trending information. And like I was showing you earlier on the previous screen, we can see which driver was behind the wheel because the risk isn't actually tied to the asset, it's tied to the operator of the asset. So in this case, we can see, okay, are folks in the plant doing well? We can actually see their score and their trending. We can see if there's a dip. We can go down and dig into, well, where are the people that maybe need a little more attention. So a lot of detailed information there. And then if there is an incident, which is statistically likely to happen when you have hundreds or thousands or tens of thousands of vehicles in your fleet, you can gain visibility into exactly what happened. And let me show you what this looks like. This is an event that happened on one of their mixers. I'm going to play it for a second just to give you all some context, and we'll talk about it. If we can turn on the audio, this specific one has a little bit of in-cab audio. So great tunes, going head detected. So I think there's a little delay in the audio here, but what you can see is that this is a guy driving a big cement mixer. Someone cut him off, right? They went ahead and went through that stop sign. There's no way that this guy could have stopped in time. Had the guy been a little bit closer, this driver has probably been doing this for 20 or 30 years. He did all the right things. So you can actually see was his foot on the accelerator or the brake. So we can see he took his foot off the brake. We can see when it was in the video. We can see he had to do it, he had to hit the brakes pretty hard, and that created a harsh event. And everything is okay, right? This was not a big deal. But maybe a quick public service announcement: if you do see a heavy vehicle on the road, do not cut it off. They cannot stop. So this is the kind of thing that in previous systems would have shown up as a harsh event. Harsh events typically are used as a demerit, like you ding the driver's score. But in this case, the driver did a really nice job, and you want to recognize them. So what we're able to do is run a whole workflow here. We know who is driving. Most of these companies that have safety managers, safety coaches, this video got automatically routed to a coach. You can mark it as a recognition opportunity. So usually they want to go recognize their drivers every Monday on the safety call. You can see that we have the whole workflow here in the system. You can see when it happens, so just a couple of days ago that it was a harsh brake, but also defensive driving. So this is the incredible part about AI is no one's watching these cameras non-stop. It's the AI model is running at the edge, and we're able to show them all that. And so we can, you can see the whole workflow here on the right-hand side. You can see the context of where it happened, and then you can even see all of the workflow details of, okay, it was marked as, or it was first viewed, it got marked needs coaching, and who all saw it, and so on. You can even share this with the driver because some of these drivers don't come back to an office or home terminal, they're out in the field. And this is something that is again changing the game because it wasn't possible before. It used to be all the coaching happened in the back office. Now you can send it to their tablet or their mobile device with the video and recognize them, or in some cases say, hey, we need to work on your defensive driving, or we need to work on mobile phone distraction, or wearing a seatbelt. We've got courses for that built in. It's an automatic workflow. And we talked about this in the main stage, but we're now rolling out training, and it's going incredibly well with our customers where they're saying this is making a difference to our risk by closing the loop, by actually breaking these habits as they're happening. We really do change risk out in the field.
So I'm kind of going fast here. I want to show you the entirety of the platform, which is pretty broad at this point. But flipping gears one more time, we've also got a lot of information not just about drivers and risk, but about what's going on with the assets themselves. And we're tied in at a pretty deep level. So when we are on a truck, for example, or a different kind of vehicle, we get information about the engine, how well it's performing. You saw the diagnostic codes and the seatbelt codes and all that kind of stuff. We can even see how much fuel they're consuming. And for some of our customers, their fuel bills are expensive. We're talking about $30, $40 million a year. So if they can find a way to reduce their fuel consumption, that might be reducing engine idling or coaching the drivers on eco-driving, or even swapping out the asset, basically buying a newer vehicle because they have better miles per gallon. It makes a huge difference to their bottom line, their profitability. So they're all looking for ways to drive up their efficiency. And some of these customers are even transitioning to electric, especially in the light-duty side of things. So if you have a van or a work truck and it's only driving 40, 100 miles to see customers, you might want to move that over to electric because it costs less to run. So we can see all of that here, and we can see it again organized by tag. This is a customer that has a couple hundred, maybe a thousand vehicles. We can see all of the fuel efficiency across their fleet. And you'll notice here it shows you exactly how much fuel they've used. And in the cases of internal combustion engines, we'll show you the carbon emissions. We can even do this for multiple fuel types. So in some cases, they're running biodiesel, which has a different carbon footprint than traditional. You can see the cost, and in some of these cases, we're talking just about a month of use, they're spending thousands of dollars. And this is helping our customers be much more data-driven. One of the things that is also important to recognize is that we are sitting on an aggregate platform, so we can see data from millions and millions of assets in aggregate, and that helps us provide things like benchmarks. So many of our customers are wondering, hey, should I replace this vehicle or am I driving it wrong? Do I need to coach my drivers? We can see all that. So we can say for a given vehicle, this is a GMC Sierra, it's a 2017. The benchmark for other folks in this industry is 13 and 3/4 miles per gallon. We're only getting about 10, so maybe we should do something about this. So all of this is around driving action, giving them all this data at their fingertips.
So bit of a whirlwind tour. There's a lot more that we can show you here. We can do things like, well, if I'm trying to figure out which vehicle should I transition to electric, we can do the data analysis for that. This isn't a project for an analyst, this is just something the system does for you. In this case, we can tell you based on the mileage, how many miles they typically drive in a day, what their maximum range is, and the fuel costs, which ones make sense. In this case, you can see vehicle 1548, it's driven half a million miles, it gets 5 miles per gallon, not the best. It gets 8, it only goes about 84 miles on average, and the max that's driven over the last couple months is 140 miles. So it could definitely be electrified, and they would save somewhere in the order of $23,000 on that vehicle, and they'd save a lot of carbon emissions. So it's excellent from a transition perspective. This is the kind of data-driven approach that our customers love because it helps them make smarter decisions. Okay, so I covered a lot of the platform. This is a bit of an introduction to Samsara. We'll come back to this in a little bit, but hopefully that gives you a sense of how our customers use all of this data in an operational setting. So Mike mentioned we're on a multi-decade journey. That's how we view things at Samsara. We're building for the long term. The first roughly decade or so of our journey so far has been about establishing that product-market fit, establishing that foothold, not just with one application or in one industry, but across all these different physical operations industries. And our entry point was real-time telematics, that GPS tracking, and now we've started expanding the platform. As you all know, as we work on phase two, this is really about that concept of a platform in a single system. It's an open platform. If you all have a chance, we have an expo hall. There's 290 partners that are now part of our ecosystem. We're able to exchange data with lots of different systems and proprietary enterprise systems. But the idea is now you can have multiple apps running on it, get multiple sources of value for that data. And over the long term, we see some exciting phenomena that are coming. We see AI continuing to develop, these models are getting more and more powerful. We'll talk about that. We also see autonomy being deployed, and in operations, this is vitally important because they're always short-handed, they always could use a little bit more labor, and they're always trying to operate more efficiently and around the clock. Autonomy enables that. We're starting to see beginnings of that, and we're very much aligned with that vision.
I mentioned data a few times today. That is really the core of what we do. It's what powers our flywheel, and we measure a bunch of different statistics. A few of them are shown on the screen here, but we look at how many miles are being driven on our platform. So in the last year, we saw about 60 billion miles driven on the Samsara platform. That's the equivalent of crossing the country every second or two. It's a tremendous amount of visibility over our roads and the behaviors that come along with that. We saw about 75 billion API calls between systems. That also counts as data that comes in. You saw the routes, for example, that were in the food and beverage distributor's system. We're able to pull that in. We're able to pull in the planned versus actual times. These are all data points, and that totals up to about 9 trillion different data points. And again, this is about solving real-world problems. So how do we help our customers reduce risk? How do we help them utilize their assets more efficiently? If you have a bunch of trailers but 20% of them aren't being used, you probably don't need all those trailers. You can even figure out how to transition to EVs. So these are the kinds of real-world problems we want to solve. And when it comes to AI, AI is becoming more and more powerful. It's helping us find deeper insights in all that structured data that we have. And our data is not available online. These customers aren't posting all their routes and their fuel efficiency and so on onto online sources. So we have a proprietary data asset behind the scenes, but we can use a lot of these new models and train them and fine-tune them on the data we've got. And this is kind of where we're going. We are looking at ways to go and measure risk in a deeper way. We see all of these roads that are being driven. Can we understand which intersections are the riskiest? Absolutely. We see that behind the scenes. We're looking at labor and asset utilization. Can we help you operate smarter by maybe replanning how you're running out in the field? Can we improve your energy efficiency, maintain compliance? All of these are data problems, and they're solvable using all of these new techniques.
So what I want to do next is give you a little bit of a preview of how we're thinking about data in our system, and sorry, how we're thinking about applying some of these latest AI technologies in our system. So I think at this point everyone is familiar with generative AI. You've all kind of used ChatGPT or one of those new products, and so I won't start there, and we'll just assume that you're familiar with voice recognition and so on. What I do want to do though is highlight how those technologies can be applied in an operational context. This is a technology preview. This is not something that we are shipping in a general availability context, but we do have it in front of a number of our customers and gotten some pretty good feedback. So what I'm going to show you is a different way of interacting with the reporting interface and the data that you saw earlier, which is through natural language. Now we can do some of the basic stuff you're probably familiar with, like querying our knowledge base. If you want to know how to use our product or how to do compliance, you can do all of that. We can also go into some of the operational data. So I'm going to click in here, and this is a fleet, by the way, that's another one of our reference customers, they're local to Chicago, so I thought it would be kind of fun to show them based out here. And we're going to take a look at some of their operational data using this interface. So let's give it a shot. Create a report of weekly engine faults over the last six weeks. Okay, so it went out, queried a bunch of the data behind the scenes. We can see what sorts of maintenance codes are being thrown off of these engines. We're talking about 2,000 assets out in the field, and can see trending data and so on. And our customers love to be able to explore this data and they like to be able to interact with it and ask questions of it. So I'll do a little bit of that. Show me the top five vehicles that need servicing today. Okay, so here it went out to the kind of maintenance back end and was able to look through all the different vehicles that they have, and looks like there's about five vehicles here that might need some attention. And we can see some of them are Freightliners, some of them are Max, and I will go a little bit deeper. I think the top one is HST 245, so let's ask about that. Create a report, oh sorry, for vehicle HST 245, which fault code should my mechanic look at? And by the way, you can do this in Spanish. I'm not so great at Spanish. So, and now it's going really, it's going and looking for the fault codes for that individual vehicle. It's pulling them all off from the last time it was seen, and it's looking up for that manufacturer what those fault codes mean. So it's not just like a number, but it's actually decoding. This is an after-treatment SCR, which is a kind of emissions fault. It's giving us a lot of details there. It's telling you the severity. So some, again, these were the five that really need maintenance. Some of them are informational, some of them are moderate, one of them is severe. They all affect emissions. This is the kind of data the mechanics in the shop love because it tells them which parts they need to order, which ones need attention. A lot of the times drivers don't report a check engine light because they just want to get on with their day, but this is a vehicle that would break if they didn't do anything about it. So it gives them a lot of visibility into that maintenance and diagnostic information. Fleets like this, as you can see, they're pretty large scale, and let me zoom in here, and you can see they've got thousands and thousands of vehicles. And what am I doing? There we go. So they're also every morning doing an inspection report. They do a walk-around inspection before they start their day. They do an end-of-day inspection, which is called a post-trip. So we can also ask the chatbot about those kinds of things. So let's try that out. List unsafe inspection reports in the past week. And this is a pretty big query because there's thousands and thousands of these that pile up every single day. It's going through all of them, figuring out which ones were unsafe, and organizing them for us. And we can see all those details. And this is great because you can actually start to click in. I'll just open these up. You can see some image details. You can see, you know, the walk-around photos. This is all at sort of a mouse click away, and we'll come back to this as well. But you know, in some cases you don't want to see a report, you actually heard about something, you want to go dig in. So we can actually get multimodal models running on this as well. So there's a bunch of text from the workflows, of course, there's images being taken by the phones. You saw some of those earlier. So we might want to know, hang on one second, show me inspection reports with images of broken mirrors. This is the kind of thing that gets reported to the back office pretty often. So let's see how many of those there are. It's running that same kind of query but going through all the images. And let's see. Oh, here's one that's definitely broken. So click on that. Okay, so this guy, this got resolved back in May, but he hit a trailer parked on the side of the road with a mirror, and it's shattered. Not good. Mechanic now knows I need to go order a mirror assembly. Really useful, really practical, and the kind of stuff that our customers are always trying to find out more about. Okay, so these are the images from the walk-around inspections from the pre-trip. Let me click here, and we can also look at all different kinds of images that are in the system. Show me images of driving in heavy rain. And this is related to the dash camera, so we're able to look at the front, and again, semantic understanding of all the scenes, and it's pulling a bunch of rainy pictures. And you can see it's actually been pretty nice weather here, but we can click in and see more details there. And it's not just image data, because as you know, our cameras record video. So if we take a look, let me do a different one. Show me videos of cars braking hard in front of my driver. And I told you all not to do this, so you can see how often it happens. So this is now going out and looking at the dash camera footage, and you can see it happens in all different scenarios. We can mouse over, and what we're doing here is actually pulling data that's related to the forward collision warning that's running in the camera, analyzing that, and you can see here they've got lots of different videos. The hotel network's a little bit slow, it looks like, but you can see this, you know, white car pulls over in front, he's obviously trying to take an exit or something, hits the brakes. So again, this is exactly what we asked of the video. We didn't have to do this to the reporting interface. Basically anyone can pick this interface up and run with it. And then our customers are finding new and creative ways to look at this stuff too. So they want to know things like, let me try another query here. Show me videos with road construction. So construction is very commonly something that disrupts operations, right? It slows you down. So we can see videos of that. It's going to pull here, and this isn't just looking for orange cones, right? So you see lots of different kinds of construction here. Let's mouse over for a second. Give it a sec. You can see construction equipment off to the side of the road. We've got orange cones. We've got all kinds of different environments. So what's amazing about this is the power of these models is getting more and more powerful every single year. We're able to apply it in the operational context to all this proprietary data that wouldn't be out there. So hopefully that gives you a sense of different ways that AI can be used to really turbocharge connected operations. But for us, this is exciting because it takes advantage of this incredible data asset that we've been building up over the years. Okay, if we can flip back to the slides.
So I've mentioned a bunch of different use cases, and that's what the platform was designed to do, really align with the world of physical operations and solve their real-world problems. And in operations, operations industries have been around forever, hundreds if not thousands of years. And over that time, they're always trying to find ways to be safer in their operations. They want to basically make sure no one's getting hurt on the job, so they want to go identify operational risk, train their teams, coach them. They always want to be more efficient, that makes them more competitive, and they also have limited labor, so they have to be very efficient with the people they have. And we're doing that through workflows, through chatbots, all that kind of co-pilot technology that we're just demoing now. And they want to be more sustainable. Most of these industries are energy-intensive. That could be in the form of fuel, for example. They're spending tens of millions of dollars. How can they consume less fuel in their operations? That could be from reducing idling, could be from coaching their drivers on eco-driving, and they just want to limit the amount of energy they're wasting because it hits their bottom line. And now many of them are now reporting carbon emissions, so they want to reduce those numbers across the board. So for us, we're excited because this is an evergreen set of challenges. Customers and operations will always want to be safer, always want to be more efficient, always want to be more sustainable, and we think data and these modern technologies will be able to help them. And from our perspective, we want to be that platform. We want to build everything out so they can run on Samsara, make smarter data-driven decisions, and to do that, they're going to need a system of record for physical operations. Okay, I would love to show you all a site visit video of our customers. So because we can't bring everyone on site, we thought we'd bring a site to you. This is one of our customers, Liberty Energy. They're in the oil and gas industry. Watch a short video, then we'll turn it over to Kieran to tell you more about products.
Liberty Energy Representative
40:58 ↗
We run fleets throughout North America, and each one of those fleets is the horsepower of a 747 jet engine. Yet we've got to drive it across bumpy dirt roads to remote locations, assemble all those components together under stringent operating conditions in all sorts of outdoor physical environments. To choreograph that dance in real time with robust data is essential to us. It's always been a mission of Liberty's to become better. How do we bring up the industry, not just Liberty, to the next level? When we can see everything in one place, our entire operation comes together. When we were looking for a new telematics provider, we were hoping for a reliable, easy-to-use platform that our drivers and managers like. We also wanted a company that we could grow with. We quickly learned that we could fully integrate our payroll systems, our maintenance software, our tax structure monitoring, our third-party drivers, all in a simple, easy-to-use platform. The Samsara integrations into our maintenance management system have freed up a massive amount of labor for all of our different managers. We can have our field mechanics focus only on those 40 units that are out on those locations and not get distracted by the 3,200 units that are all over the country. Using Samsara's location data, we can easily pull the sales tax rates in any given spot where our trucks or tractors are located. We can get us a very, very accurate tax rate. This data from Samsara is going to save probably 10-plus million dollars in savings for the bottom line of Liberty. Our relationship with Samsara has only grown. So where do you think that might go in the future? We'll certainly grow and deepen that partnership between us. As trust builds and knowledge builds, that's the ingredients to innovation going forward. They're partners in building and making a great business.
All right, good afternoon everyone. My name is Kieran Saheb, Chief Product Officer at Samsara. And you just saw Sanjit demo the Samsara platform, and you saw the breadth of the products on that platform. You heard Sanjit talk about the scale of data that we're operating on, and now you just heard from one of our customers share how that turns into impact in their business, $10 million in savings. What I'd like to do now is share with you three of the newest products on our platform that we announced earlier today. All of these products were made possible by the flywheel that you heard Sanjit talk about, this flywheel of data enabling insights with AI and translating that to action through our software, which in turn makes customers want to bring more and more of their data into our platform. This flywheel actually underpins our broad product expansion strategy. We're focused on building new products that bring more operations data into our platform. Our customers operate diverse operations with many different types of data, and they're looking to bring more and more of that into our platform and rebuild new products to enable them to do that. We also build products that surface new insights from that data using technologies like AI, taking all of that data and finding opportunities for customers to operate smarter. And then we enable our customers to act on those insights by delivering new products into a single pane of glass that our customers are already working out of every day. Our customers are operating large teams of frontline workers, and having that simple integrated experience is important to them. It's how they can adopt technology at scale, and our product strategy enables them to do that. So let's talk about what's new, starting with a product that's oriented around data. If you visit one of our customers' operations, you'll see that they often look something like this. They're very asset-intensive operations with a broad, diverse set of assets that they rely on. So we started working with customers by helping them have visibility into their vehicles, right, giving them real-time GPS for the first time. And from there, we expanded into video safety, into connected equipment, enabling them to have visibility into more and more of their operations. And for many of these customers, they were getting visibility into their equipment with Samsara for the very first time. So they could understand what was going on with their heavy construction equipment or even unpowered equipment like an intermodal container or a roll-off dumpster. And we heard from customers that the impact that this data was having on their businesses. For example, we would hear of customers who would be able to successfully recover lost or stolen assets, and we'd hear about customers who were able to use this data to identify unutilized equipment and move it to a site that needs it, whereas before, without data, they'd go buy more units. And in the process, they'd be able to save tens of millions of dollars of capex. But we also heard of a lot of cases where customers struggled to manage assets in their operations that just wouldn't be practical to connect over the cellular network. These would be assets like a toolbox or maybe specialized equipment like a fiber splicer or maybe even a drum of chemicals. We hear stories like a customer who operates a large crane rental organization and crane servicing, and they use Samsara to track their cranes, their trucks, and make sure a
A crane gets on site where it belongs, but sometimes that crane is missing an attachment. And this one piece of missing equipment means that an entire work crew is sitting idle. And that one instance, that missing attachment can cost them $100,000. We heard about a customer who had specialized engine cowlings that they were moving from one site to another. These things cost half a million dollars each. They shipped six of them and only five arrived. And we hear about customers who lose tens of millions of dollars of equipment out in the field every year. So we wanted to enable customers to be able to have visibility into all of these types of assets in Samsara 2. So we asked ourselves, how could we bring visibility to these smaller assets? We'd have to build a device that was small enough and efficient enough that our customers could put it on practically anything. So when you look at the devices that would connect larger assets into a platform like Samsara, you'll see that the biggest part of them, the biggest component in these trackers is actually the battery that's used to power the cellular radio and the GPS system. So we started thinking, how could we get rid of the GPS? How could we get rid of the cellular radio? How could we get rid of the big battery that powers them? And the aha moment came when we realized that there are already millions of connected IoT devices that are connected into our platform and are collectively reporting millions of GPS points every single minute. These happen to be on our customers' vehicles, on our customers' trailers, on their powered equipment, and they are everywhere that our customers operate. So we thought if we could build a device that could piggyback off of this network, it could connect to a nearby Samsara IoT device. It wouldn't need to talk over the cellular network, it wouldn't need GPS, and that means we could get rid of these components and the battery that powers them. And that means that we could build a device that's small enough and efficient enough that our customers could put Samsara on just about everything. Well, we built that device. It's called the Samsara Asset Tag and it looks like this. As you can see, this thing is really tiny, but it's really tough. It's rugged for our customers' harsh operating environments and it communicates to any of the nearby Samsara gateways using an industrial-grade Bluetooth. This is an efficient technology that's far more powerful than consumer Bluetooth that you'd have in your personal devices. So that means it can work through concrete and metal and all the things in our customers' operations. We think this could be really impactful to customers as it can help them improve their asset utilization, recover lost or stolen assets, and help their teams be more efficient by making sure they have the right equipment at the right job site at the right time. We also think it could be a really great business. By eliminating the cellular radio, the GPS, and data connectivity, we're able to offer this in a really efficient package with attractive margins. And from a competitive perspective, this takes advantage of our network of connected devices. So if someone else wanted to offer the same product experience, they'd not only have to build this device, but they need the millions of connected IoT devices with secure, modern, real-time connectivity, which gives us a really unique, differentiated offering for our customers. We've been beta testing the Asset Tag with some really early customers and it's been incredible to see what they've been putting these on. Everything from specialized tools to safety equipment to high-value parts and materials. I'd like to show you now what this looks like from our customer perspective with a quick live demo. So if we can move over to the dashboard, and here we're going to look at the exact same system that Sanjit showed you and we're going to see the Asset Tag. But first we're going to take a look at the network that powers it. Here we can see where we are in North America and this is a map of all the connected IoT devices. Each of these dots represents a single IoT gateway on one of our customer assets over just a one-hour period. So as you can see, these look like they're on virtually every road and everywhere that operations happen, and that's pretty much where they are. Let's zoom in to where we are right here in Chicago and take a closer look. And as you can see, these things are practically everywhere, and that means that customers using the Asset Tag can find their assets in so many different places quickly and easily. So now to test this out, we've been testing our own, we've been monitoring our own assets and equipment. And it turns out that putting on this event requires a lot of supplies. So we have a number of toolboxes that our events and operations team used to make sure that all of this can come together. We sent them out from our headquarters in San Francisco here to Chicago and tracked them with Asset Tags. And we can see one of these toolboxes right here. So we can see that it's right here in the convention center in the hotel. And this is amazing for our team right now. They're not worrying, did it arrive on site? Is it where it needs to be? They can see through the map exactly where it is. Now we can also zoom out and see the path that it took to get here. So let's take a look at the week that we sent it out. And we can see the path that it took from our headquarters in California. We can zoom in here and we see that each of these dots represents the time that the Asset Tag was picked up by another vehicle. Let's drill into its path through Salt Lake City, for example. We can see that it was detected here at 8:21 a.m., again at 8:53, again at 8:58. This is pretty incredible. Every few minutes, this tag, which is inside a toolbox, inside a shipping container, inside a truck moving 60 mph down the road, is getting picked up by another Samsara device moving the other direction on the highway at 60 mph. This visibility for customers is game-changing. It helps their teams keep track of their assets, make sure they have what they need when they need it. And because this is all part of the Samsara platform, our customers have access to all of their alerts, all of their reporting, all of their API integrations. So they can seamlessly bring this data into their operations. And that's the Asset Tag. So when we look at the Asset Tag and the data that's coming from it, we can see that this data ultimately exists to help enable people. And all of the Samsara data ultimately helps our customers operate more effectively in these frontline operations. We've seen examples like DHL where putting technology in their workers' hands helps them cut their labor turnover by half while also helping them cut their accident cost in half. And so that's why we focus on making easy-to-use, elegant, simple tools for frontline operations. Last year we previewed a new product called Connected Forms to allow our customers to digitize all of the tedious paperwork that their frontline workers need to perform. We started shipping Connected Forms in Q1 and the adoption has been pretty incredible. We've seen customers digitize everything from safety audits to equipment inspections to incident reports. And so now customers have these processes and these forms all digitized in Samsara in the same system where they also have all of their other operational data and context. And so this enables some really powerful workflow automations. We thought, wouldn't it be powerful if form fields could be automatically filled in based on asset data from our cloud? We thought it would be great for customers if when a worker entered a hazardous environment, they could automatically be prompted to go through a risk assessment workflow to make sure that they're safe to operate on site. We thought it would be incredible if when our AI detects an accident out on the road, we could automatically trigger an incident investigation workflow to find the root cause and make that less likely to happen again. So we have built a new product to enable all of these workflow automations and more called Connected Workflows. Connected Workflows combines the simplicity of Connected Forms with the power of the data and automation in our platform, and it allows customers to automate and digitize all different kinds of workflows in their operations, from maintenance to safety to workforce management. This helps customers ultimately have more productive workforces, higher worker engagement, and lower risk to their frontline operations. Let's take a look at a few examples of how this can be used out in the field. Say, for example, we have a customer that operates in a hazardous environment. They've got a job site with heavy equipment moving all over the place, they've got hazardous materials on site, they might have exposed high-voltage lines, and that's all mapped in Samsara with geofences. Now one of their workers is arriving on site. Our telematics device can detect this in real time and can actually prompt the worker to complete a risk assessment workflow. The risk assessment workflow will guide the worker through a series of questions to make sure they have the protective equipment and the training to operate safely on this site. And if they do, they can go ahead and proceed with their work. But if there's something that they're missing, the workflow will automatically notify their supervisor who can help and make sure that that worker is safe to operate. So the worker starts their work on site and the first thing they need to do is inspect the equipment that they're about to use to make sure that it's in proper working order. While Connected Workflows can make sure that they have the right inspection for the equipment they're going to use and can even pre-populate data based on the sensors and diagnostics data that's in the Samsara platform, so they don't have to type that data in, so they don't make mistakes. And most importantly, they're guided through the right inspection steps for the right assets. Now they continue their process, they continue going through their site inspection and they find that their equipment's working properly, but there is a damaged ladder. They can be prompted to take a photo of this and this can automatically trigger a workflow for their dispatcher to send a technician who happens to be nearby to bring a replacement on site. These are just a few examples of the types of workflows that can be digitized and automated with software. Our customers have workflows that span safety to maintenance to workforce management to routing to field services, and Connected Workflows gives them a tool to digitize all of these and more. So that's Connected Workflows. Now, when we spend time out with our customers and their frontline teams, we find two things. One is a lot of these processes that we can digitize. The other is a lot of tasks and skills that these teams need to be trained on how to do. Our customers are often doing specialized work, it's often in hazardous environments, and they operate with extremely high labor turnover, sometimes 90 to 100% annualized turnover. So that means that they're constantly onboarding and training new workers into their operations. We realized that all of the data in our platform and the AI insights on top of that data could enable a much better way to train frontline workers out in the field. And so we built a new product called Connected Training that does just that. Connected Training starts with the data in Samsara and uses it to understand what an individual worker's risk factors and skills are that they need to be trained on. Connected Training can then automatically deliver targeted training out to a worker in the field based on the skills that they need to be trained on. And this training is optimized for frontline workers who are on the go, so they can be delivered training content seamlessly through their mobile apps integrated into their daily workflows. Let's take a look at an example. Let's say we've got a driver and they have developed a tailgating problem. Our AI detects that they're following too close, putting them at a risk of an accident, and we see that this is happening again and again. The in-cab alerts are helping them in the moment, but then they're falling back into bad habits. So we want to deliver them training. Well, the AI can detect this opportunity and automatically push out a training module specifically for that driver. It's going to target the training for that driver with defensive driving for heavy vehicles, right, targeted for the specific areas this driver needs to skill up. This training is delivered in their mobile app, and so at the start of their next shift, they can be prompted to complete the training before they start their day. They can view short-form video and even complete quizzes to make sure that they've retained the information. We have customers who have been beta testing Connected Training and they've seen that this training can actually help reduce repeat behavior by up to 35%, which can translate to massive reductions in accidents and insurance costs. So now driver safety training is something that applies to virtually all of our customers. So Connected Training includes professionally produced commercial driving training content right out of the box. But our customers' operations are very broad and they often need to train on more niche or specialized skills. So Connected Training also includes the ability for customers to create their own content specific to their operations. Say, for example, there's a construction company and they operate concrete mixers. They might have a driver who's very skilled in operating a heavy commercial vehicle but never used a concrete mixer before. Now they can be prompted to complete their concrete mixer training before the start of their very first shift. They can be taught how to use the control panel, how to properly deliver concrete on site, how to properly wash down the drum at the end of the shift. And all of this makes sure that their equipment stays in proper working order, they deliver high-quality service to their customers, and they do this all safely. So that is three of the newest products on our platform: Asset Tags, Connected Workflows, and Connected Training. All three of these are made possible by our flywheel. They start with the data coming into our platform, they're benefited by AI applied to this data to find insights, and they're delivered alongside all of our other products that our customers use every day through a single pane of glass. And finally, they are connected to our ecosystem of partners who have integrated with Samsara. It's been awesome hearing the early feedback from customers in the last few hours since we've announced these new products, and I'm glad to have had a chance to share them with you all today. Thank you. We're now going to take a 10-minute break and come back with Lara.
Okay, can you guys hear me? Great, I got the thumbs up. All right. Well, I'm Lara Cy, I'm the President of Worldwide Field Operations. So I look after the whole customer journey from pre-sales all the way to post-sales. And when I saw you all here a year ago, I think I was two weeks into the job. And I shared a bunch of why I decided to come to Samsara at the time: the market opportunity, the platform vision, our customer impact, and our incredible purpose. And what I can share a year later is that all of it is true and so much more. I really do believe that we are at the beginning stages of digital transformation for our customers and Samsara is the platform that they're choosing to go on that journey with, which is really, really exciting. So I am super optimistic about the road ahead and wanted to take a few minutes to share a bit about our go-to-market strategy. So we should start with the most important thing: our customers. As you know, we sell to the world of physical operations, which is 40% of the GDP. Our customers span the largest and most complex physical operations companies that are out there. And it's not just one vertical, it's many, many verticals. So, you know, manufacturing, utilities, construction, airlines, truly the companies that are powering our planet. And the logos that you see here are evidence of our momentum and our relevance. We resonate across all sorts of companies and verticals because we have a horizontal solution that truly does solve our customers' most pressing needs. We can manage their fleet safely and efficiently, we can optimize high-value assets, and we can help them deploy hundreds if not thousands of frontline workers. The list goes on and on. So I want to start to share a few things about our go-to-market strategy. First, let's start with the left. We divide our customers by size, with our largest customers in Enterprise and a powerful foundation of customers in mid-market, which are supported by market motions. As you know, we are on a committed strategy to continue to grow up-market. So our larger customers tend to have more complex operations and therefore more opportunity for us to expand and drive real value for them. And so we're seeing a lot of traction in that. Dominic and his section next is going to share a number of statistics on how we're measuring that, and we feel really great about it. Geographically, on the right, we continue to grow our non-US portion of our revenue. So we actually see white space everywhere in our core, but especially internationally. So we're in really early days of penetration there. Our growth rates are really high and we have a ton of white space. And as you know, Q1 was our largest international quarter to date. We had most of our net new ACV we've ever had coming from our non-US countries. And I feel like we're really just getting started there. We've been making a lot of investments, we're seeing real success. So, you know, you land a big customer that's relevant in the region, the flywheel kind of starts to go in terms of being known, and we're continuing to strengthen our value proposition in those markets. So I truly believe there's a huge amount of opportunity for us. So the other part of our go-to-market strategy that I want to spend a few minutes on is our land-and-expand strategy. So we land our new customers with an optimized top of funnel, a sales team that's focused on leveraging our products and our platform to solve real business value. And we often show quick time to value with a real ROI through a trial. And I think this is a really, really differentiating part of how we go to market. So I came, as many of you know, I came from ServiceNow, and you could not show, you could not trial ServiceNow. It took, you know, a complicated six-month implementation before you could see any value. Well, what's really cool about Samsara is it was designed to be plug-and-play. So in just a 30-day trial, you can baseline the customer's metrics and then show real value. And this is often hard ROI, which is what's really great. So these tend to be in areas that are evergreen, right? Things that our customers are always interested in: safety, efficiency, sustainability. These are C-suite topics, they're topics that they talk about with their board, and we can show hard and real ROI. So for me, this is super, super exciting and a huge differentiator. We tend to land with our Connected Fleet applications, so telematics and safety, where we, you know, like I said, get to ROI quickly. And then more and more we're landing with both of these, and then we can leverage our platform vision to talk about, you know, where we can go together over time. So then from there we expand, and we do this by truly partnering with our customers around business value. So we'll start with one program, let's call it safety, and what they want to do is decrease accidents. So we'll focus on behaviors that tend to lead to that. Maybe we'll start with a quarter or a month of, you know, speeding events, and then we'll look at distracted driving, and we'll go after it. And so over time we're partnering with them to change their culture and change their behavior. And then of course we'll discover things about their operations. We'll see assets that are out there that are underutilized, or maybe we'll see a bunch of paper processes that are there that need digitizing. So you can see that this partnership allows us to expand the platform pretty materially. And so that's why we've really focused on our post-sale experience, and I think this is a true differentiator of our partnership. You'll actually hear that, I think, as part of the message from our customers who come up in the panel later today. So Nutrien, which is one of the customers you'll hear from, we actually collaborated with them to get the buy-in of 12,000 drivers. And so what we did was we created custom change management videos and other collateral with them. And I think in just 90 days we were able to decrease distracted driving events by 50%, which is, you know, pretty impressive. So let me share an example of a customer that we've been growing with over time. So next here is a leading publicly traded provider of oil field services. They have 10,000 employees and they offer a full suite of services to help customers service their oil fields. And for those of you who heard the Beyond keynote this morning, Amy was one of the customers on stage sharing her story. And so we landed in 2021 with telematics and safety, displacing a legacy telematics provider. So we worked hand-in-hand with them, got them to quick ROI, and then they've been growing through acquisitions over time. So they bought a bunch of companies, we got them to value, they standardized on Samsara, so we expand that way. We also expanded into assets, and so we're tracking a number of their oil field assets. So that went from two to three products. And then as our new product, Forms, was in beta, which Amy talked about this morning, NextEra saw the potential to digitize what they call journey management, which is just a standard oil and gas workflow to drive safety, you know, making sure that the trip is safe for the drivers. They immediately saw value and decided to roll it out. What's, I met with Amy and her team yesterday, and what's really great about them is Amy's like, sign me up, you know, I want to sign up for every beta. So I think we are well on our way to making NextEra, you know, a four, a five, a six, you know, and more a product customer. So it's just a great example of how we land and expand. Okay, so one of the themes that I mentioned about why our companies buy and then expand is our commitment to get them to business outcomes in terms that they define, right? So we sponsored a study with IDC to really understand the business value that our customers see with Samsara. And it basically came back with what we regularly hear from our customers. So customers that participated saw an eight times return on investment. And for this particular cohort of customers, which was, you know, mid-market all the way through our Enterprise, so the average savings was $2 million a year from Samsara. And this was driven by an improvement in key behaviors around safety, efficiency, and sustainability. So decrease in idling time, you know, decrease in accidents, and an increase in vehicle lifespan. So but those behaviors translate into real dollar savings. So this slide kind of enumerates the different buckets of savings that were out there. So obviously safer driving reduced crash cost by 14%, fewer accidents reduced insurance cost by 24%, less idling, fewer miles driven, that reduced fuel cost by 5%. I'm not going to go through all of it, you guys can see up at the list goes on and on. And again, these are those tangible hard dollar savings that are really C-suite topics for our customers, which is great, right? We love being able to really impact metrics that matter in a real meaningful way in a short period of time. But it doesn't stop there. So I talked, this slide has a lot of stuff going on, I promise I will not read everything on it. But we see, you know, lots of ways that we're driving ROI from our customers. And so the center circle in blue are the areas that I just talked about, that's what IDC validated and that's what really we see across the board for all of our customers. And we're calling that our Universal ROI. But because customers are integrating with, I think we have 300 integrations on the platform, like every time I say this statistic every month I have to like look it up again because it continues to grow and grow. They're driving additional value. And so I thought the best way to do this would actually be to tell you a few stories about customers because I think it actually helps you understand their operations a little bit and it brings it to life. So I'm not going to go through every number on the slide, but I'll go through a few. So let's start with the $30 million one, excuse me, on the bottom left. So Satas is a distributor of compressed natural gas and hydrogen via fleet instead of, you know, pipeline. And they've been able to use Samsara to automate 95% of their invoices. So they send a truck to deliver natural gas to a customer and then they have an Samsara has an integration with their transportation management system and that gives them all the data that they need to automatically create an invoice. So they have start-stop time, they have chain of custody data, they have customer data that's tied to the location of the vehicle. So this automation has allowed them to bring in payments 23% faster and free thousands of hours of time for folks that were processing that in the back office. So that was $30 million of savings, which was, you know, pretty incredible for this company. Another example, so the top left, the $8 million. So this is one of the largest LTL, less than truckload, carriers in North America. And a key inefficiency in that business is something that they call detention. So it's basically when a customer is holding them up, a customer is not ready to either, you know, put the delivery on or, you know, accept the delivery. And now they have data to prove that they're being detained by the customer. So they can share this transparently with the customer and now bill for that time. So that's led to $8 million in revenue, which for that business drops straight to the bottom line, which is a pretty big deal for that industry. So switch over to the top right, Liberty Energy. You saw the video of Liberty Energy earlier. They're a provider of oil field services and I think they operate across 60 different wells and all of those are different tax jurisdictions. So now they can really accurately define where their assets are being used, file their taxes with more accuracy, which saved them $10 million a year in taxes. Interesting. And then the last one I'll talk about, and I like this one actually because it's very visual for me. So the bottom right, Aan. So it's a multinational provider of pipeline services. So one of their main lines of business is actually to manufacture and install these liners that go inside existing pipelines. And so what's interesting about that is the liners have to be kept at a certain temperature and if they go to too high, they basically turn into like solid rock inside the truck. And so they literally need to be like chainsawed out, which costs a ton of money and a bunch of time, etc. It's like not good when that happens. So they use temperature monitoring with Samsara to make sure that never happens, which has saved them $6 million a year. So I love all these stories because for me it really brings to life not just the universal value that you see with Samsara, but also the more bespoke value that is specific to all these different kind of businesses by being able to just operate with more transparency and more data. Okay, so as I close, I want you to take away a few things today. First, physical operations really is in the early innings of digital transformation. So I talked about all the white space that we see in the market, but I see opportunity everywhere, right? We have new geographies, we have new products, we have new integrations, we see new use cases. And so as I think about the ability to create an enduring growth story, which is why I came and I think what we're all here to create, there's a ton of opportunity ahead of us. The second, our customers experience real ROI in mission-critical areas that are like board-level priorities for them, you know, sustainability, safety, efficiency. It's pretty incredible to be able to sell a product that effectively, you know, pays for itself in a really short period of time. And I love that our products and our selling motion allows us to do that. And then finally, we are really just at the beginning of a journey with our customers. What we find is that when customers start their Samsara journey, it can lead to a culture change. And I'm looking at Fred because we're going to talk about that. They start to rethink how they're going to approach things. So at DHL, you may have heard the story of, you know, they wanted to reduce accidents and reduce accident costs. But the surprising, like, amazing statistic that happened was they reduced driver turnover because they introduced a really powerful culture of safety, which led to this incredible benefit. And then at Nutrien, you know, we'll talk a little bit about it, but, you know, we started with one project and now Nutrien's on this amazing digitization journey and we're co-innovating together, which is really, really exciting. So our customers, they want to be innovative, they want to be more efficient, and they really want to partner with Samsara to help them do that. So speaking of our customers, I am thrilled to be joined by Kyle and Fred from Nutrien and DHL. So we're going to talk a bit more about Samsara, the platform, and the journey together. So come join me on the stage. Welcome. Okay, so let's kick off with introductions. Fred, maybe introduce yourself, tell us a bit about DHL and, you know, maybe your safety culture since I mentioned it.
Yeah, thank you, Laura, for having me. I'm a senior project manager for DHL Express, which is one of multiple divisions at DHL. And with that, I oversee technology initiatives and compliance initiatives across our globe regions and US, so that way we can continuously grow our platform of safety integrated platforms and systems. And with that, DHL is the top logistics company of the world. With that, we have about 600,000 employees, and we service 220 countries and territories, about 92,000 on-road vehicles and a gabillion trailers across the world, right? So with that, I would say the military has a pretty good logistics program, but we can get it there much faster, much quicker. We literally deliver things from one side of the world to the other overnight. And with that, we have our customers, which are Ford, Boeing, Amazon, the UN, embassies, militaries from around the world, and we can get it there faster than any other company in the world.
That's great. So your turn, Kyle.
All right, thank you. So Kyle Springs, I'm the Senior Director of Safety and Health for Nutrien Solutions. At Nutrien, retail is really a quarter of our pie. We're also into nitrogen production, phosphate mining, and potash mining in Canada. So our retail operation is the largest in the world from agricultural inputs provider, direct to the farmer. So think of everything a farmer would need to grow a crop from the seed going into the ground until the time it's harvested. About 1,500 locations, retail locations, servicing the customer. About 14,000 employees in our direct retail business, 24,000 overall. And we operate around 14,000 vehicles with another approximately 75,000 assets. And, you know, really, safety is a core value for us. So it is one of our four core values for the company. Our goal is to send people home safe every day, but also with the goal of feeding the world and feeding the future. So with population growth approaching 9.8 billion by 2050, our goal is to grow and to have agriculture modernized and advanced enough to keep up with the growing population, knowing that our farmland is shrinking really every day, especially in North America. So thank you for being here.
Yeah, well, thank you for being here with us today and for being great customers. So I want to start by painting a little bit of a picture for the group who might not, you know, work in your industries every day, about what some of the operational challenges are that you faced before implementing Samsara. So Kyle, maybe we'll start with you on this one.
Yeah, so logistic challenges, obviously, which we're going to discuss a little later, but we really came to Samsara from a safety perspective. You know, humans make 2,000 decisions an hour. With our workforce, we're making about 460,000 decisions every second. And we don't always get those decisions right. So humans make mistakes, we can't make the right decision 100% of the time. And with our previous telematics provider, we could see things like speeding, seat belt, harsh braking, cornering, but we weren't really seeing an improvement on our accident rate. And we wanted to get behind what's going on in the cab. How are we going to improve driver behavior if we don't really know what that behavior is that's causing the ultimate outcome? And so we came to Samsara with a problem, and the problem was we need visibility into our cab, a way to communicate and coach with our drivers. And the solution and the partnership that we formed has given us the ability to have that visibility in the cab and to move forward with giving our drivers an opportunity to fail safely. So they may become drowsy, they may accidentally pick up their cell phone, but with that Samsara device, we're given the opportunity to correct that behavior real-time.
Yeah, that's great. Well, we're happy to partner with you on that. So Fred, what about you? What were some of the operational challenges you were facing that brought you to Samsara?
Yeah, so the reality of this is that we had way too many gadgets and gizmos, vendors and systems in our trucks, right? And the bigger the company, the more systems it has, right? So we wanted one platform. And with that, we were able to just right off the bat reduce by seven different systems. That's the cab cams, DVS, ELDs, and so on. And then the hundreds of spreadsheets massaging and messaging the data from all kinds of other systems, right? So that was really a huge driver for us, is just a simplified system, right? And then with that, it's the integration piece, right? I mentioned all those systems, and one of the probably big key integrations for us was what we did with the Kronos integration. So ELDs, right? DOT hours of service, regulatory requirements, you know, the DOT says, hey, you got to keep track of your driver's time from clock in, clock out, and everything in between. So Samsara was able to pull off a miracle for us by putting in that integration and it lowered so many errors for us, bringing down the regulatory risk here in the United States. And I have really wonderful drivers that take to this technology like a duck in water, but I also have some that don't do so well. So I had a lot of error when they were fixing their times. And kudos to Samsara and the NASA scientist engineers that they have that were able to fix this problem for us.
Yeah, and yeah, no, that's great. I love the stories of, like I said earlier, all the stories of how different integrations solve a ton of problems. I know you have some OEM integrations with John Deere and others. Want to maybe talk a little bit about how you're leveraging integrations?
Yeah, absolutely. So, you know, we mentioned the 75,000 other assets in addition to vehicles. We have a lot of applicators on the road, we have a lot of fertilizer spreaders, chemical applicators, a lot of things running on green paint. And the OEM connection with John Deere really gives us that full picture. So from the delivery vehicle taking the product to the field to the equipment that's going to be putting the product on the field, determining efficiencies, determining making sure we get the customer what they need when they need it and how they need it. And, you know, OEM integrations on some of our light-duty vehicles, and really what that's done for us is has cut down on installation of hardware and software, which is cost savings, but it's also saved us about a million dollars in just OEM integration versus going with physical hardware. So it's giving us better view into our equipment and our assets and the data we need while also providing us an opportunity to save some costs.
Yeah, that's great. Well, I'm going to stick with you because before you guys heard me talk about the journey that we go on together. And, you know, we started obviously with safety and giving you visibility in the cabs, but now we're on a much broader journey. So maybe tell us a little bit about your digital supply chain vision and the partnership with Samsara and what you'd like that to be.
Yeah, so we would like to partner with Samsara for an end-to-end process or operations where we have visibility into all of our fleet, all of our assets, whether powered, unpowered. You know, we have operations across all of North America and they differ very greatly, but at the same time there's assets we could utilize sometimes that are down in areas where we can bring assets from other areas. The logistics of providing the products to our retail branches as well as to our growers when they need it. Something very unique about agriculture is you can't plan too far ahead. So you may have a grower that tells you they're going to plant 10,000 acres of corn and they don't get rain in time, they're going to be planting 10,000 acres of soybeans. And that's completely different products, completely different things they may need. If they're in a drought, they may have bug pressure and we were planning on rain and we had fungicide in place where we may need now pest control. So the logistics of being able to see an end-to-end operation of where are our trucks, where are our trailers, where's our product, how are we going to move that, get it to the customers when they need it, how they need it, as well as have the equipment there. And so the opportunity to provide that holistic view with Samsara is going to give us that end-to-end integration that we've been lacking.
Yeah, well, I love it. It's really cool. We sat in EBC a couple months ago, I think, in San Francisco with your team. And one of my favorite stories was our team's like solving this with them. And I can't remember which guy it was, but he was allergic to peanuts and deathly afraid of snakes. And so they're like in Georgia or something at a peanut field. And your guy's like in the truck and our guy's like climbing on top of the tanker or something. It's an awesome visual. Again, I love a visual, a good one.
Yeah, that was Ryan Sherl long climbing from Samsara, climbing in through everything, and one of our people hiding in the trucks.
Yes, yeah. But what's really cool, I think, is some of the tank monitoring stuff we're innovating on, which, you know, I like the idea of being able to decide when you need to not have to waste time refilling tanks or checking on tanks, etc.
Yeah, so from a logistics perspective, you know, being able, we're in remote areas. People say you get to travel for work, it must be fun. I fly into an airport and I go as far away from civilization as possible. And so that's where we operate and that's where our tanks are. And so the ability to know how much product is needed in a tank prior to dispatching a driver. Maybe a tank's half full and you have another one half full nearby, you can send one load to both as opposed to sending a full load to a tank that only needs a half and then having to come back to refill to go to the next. So it's really going to help us be more efficient in our operations.
Yeah, that's great. Well, I'm super excited and we're privileged obviously to be on this journey with you. So one thing I talked about before you guys heard me was ROI. And I think both of you have experienced a lot of fantastic ROI. So maybe let's pivot over to you, Fred, and talk about some of the return on your investment that you've seen with Samsara.
Yeah, so for us it was a little bit eye-opener, right? When we looked at just the cameras themselves for a minute, because we had kind of bits and parts of everything else. And what we found really crazy was the three-sided ROI sword. And what I mean by that is number one, you put the cameras in the truck and you cut down on all those shenanigans that people aren't doing if there was a camera there, it wasn't right. So that cut down a whole lot of stuff. Then you got the second part, which is the harsh events and the coaching opportunities, which we shared org-wide as a learning, right, all the way through to change our culture. And then number two is that we're able to address the individual on their behaviors. Then number three, when we were wrong, I cut so much of that claims cost on the back end. He said, she said, reconstruction, lawyers, and everything else. I'm able to close my claims very, very quickly and settle very, very quickly. So we saw a massive savings right there, which led to those statistics you heard earlier this morning or even up here, which is 69% or so of harsh events and the triggered events. Then you got what about 29% in accidents altogether reduction, and then about a 45-49% cost savings in just our backend claims management of that. So remarkable.
Yeah, well, and then there's the return, the retention issue, which is amazing. It's an incredible outcome.
Yeah, so we've been able to exonerate, if not dozens, hundreds of drivers. Then we have our retention piece, right, which is extremely high. And that's in part to Samsara because now we got their back, right? We're protecting them. And drivers want that long-term levity inside of their career. They sign up for something, they're looking for a long haul, right? Then we got the backside of ROIs on EVs, and the EV is huge for us. We've got something like 22,000 in our network, 22,000 vehicles around the globe that are now electrified. So think about this for a second. The EVs, number one, you're going to have to reroute everything, can't just pull over gas station. So that ROI on all the rerouting and everything that we have to do. And then number two, the EV suitability report. If I have a vehicle that's got a lot of waste, a lot of mileage, a lot of CO emissions, this EV suitability report pinpoints my biggest losers, like that I can switch them out, send them to auction, whatever it is that I need to do with them. So then everything there is one massive ROI for us.
Yeah, that's awesome. The other story that you shared when we were prepping for this is how Samsara has actually helped you win business. So maybe talk about the revenue implications that you see.
Yeah, so that's on our supply chain side. One of the big wins we had was in their life sciences division. One of the customers with drugs and medicines, very high valued. One of their particular requirements, very strict requirements, is that when they're delivered, they can't open the trucks until they get to that end point. So wrapping those geofences around where it's at, an alarm if the doors open up before it's supposed to happen, that immediately shot off to our security firm that was handling those and they can respond immediately. And then that there, they were very, very happy with that as well. So DHL, we deal with everybody winning business because of the different technologies and functions that we can have is just an A+ add to everything we're already doing.
Yeah, that's great. Well, so Kyle, why don't you share your ROI stories?
Okay, thanks. We're really getting into that journey and we've already seen lots of benefits, like the $1 million I talked about, which is an annual savings on integrations with the OEM. You know, we were able to reduce our unsafe driving events by 50%. And then if you just look at unsafe driving, that was distracted driving and speeding, it was 51% within just a 3-month period. We haven't actually put pen to paper on what that cost savings is on gas just by not speeding, you know, the gas cost savings. But we have recovered, I think, close to 10 stolen vehicles now here in just under 15 months of really only about 6 months of full deployment, because it took time to deploy to 12,000, 14,000 vehicles spread out over all of North America. But we've also had the ability to not just recover stolen vehicles, but the same as Fred mentioned, exonerate a lot of our drivers. So we've had at least seven incidents that would have previously probably required a lawyer, probably required court, probably required some type of settlement that we were never even approached by a lawyer from the other team because we had video proving that our driver was in the right and did everything absolutely possible. And, you know, I heard you talk earlier about the change management and the change management for drivers and getting them on board of Big Brother's watching me with a camera in the cab to my job was just saved, I'm not in a sitting on a stand, that spread like wildfire. So all it took was one really good story, one really good incident of how we put those in the cabs to protect our drivers and the story spread. And now drivers are happy that those are in the car and they're using those to become better drivers and not just protect themselves but protect our communities.
That's exactly same with all my thousands and thousands of Teamsters. Once it goes, it's wildfire and they really like that.
Yeah, that's great. Well, changing gears a little bit, you all saw the keynote this morning and I think you just saw the demonstration earlier. We announced our exciting new product, our Asset Tags, today. I think each of you probably has one in your pocket, your gift from your Oprah gift. So tell me about, you know, it's brand new, but what use cases can you imagine for that product? Whoever wants to go first.
Yeah, so for us, we deal with a lot of airplanes, ships, right, trains, trucks, all over the world. And for us, I think for me, right off the cuff, when Kieran and them had mentioned it, is it's all the stuff behind the scene that the customer doesn't see, the end customer. So we got a shipment, millions of dollars, computer chips, and it's not on the right plane, it's not on the right truck. For companies to be able to solve that problem before it becomes a big problem and now you have an upset customer, they're no longer loyal, you no longer have your loyal customer there, right? For us, things like that. Then the gap in visibility, a lot of trucking companies work in checkpoints, right? It's going to ship to truck to warehouse, back on another plane. So to be able to see that stuff in between, I can see limitless, limitless openings for those kind of products. I think one of the bigger things is when we make an error, right? And Houston, we got a problem, it's going one way and it should be going over there with that truck. And I think that's going to resolve a lot of problems and make the world faster. I can think of some brides back in my past that the dress was on the wrong plane. Oh, I didn't know where going, that was going to not make me nervous. Yeah, that product right there probably would have saved some angst that would solve the world's problems. So good move, the entire Samsara team. Amen to you all.
Right, well, that's awesome. So Kyle, any thoughts?
Yes, absolutely. About a million. So, you know, with all of those assets, we have things called fertilizer buggies that farmers borrow, we have bubble trailers farmers borrow, we have seed tenders farmers borrow. They usually come back in a lot worse shape than when we lend them out, but sometimes they don't come back at all. And so the ability to track like high-value assets that we're providing to our customers as a customer service. We have about $150 million investment in seed boxes. One, from a safety aspect, the bags would fall on people, so we invested in hard-sided seed boxes. They're $900 something dollars a seed box and have about a 30-year lifespan on them, 20-30 year lifespan. So being able to protect that investment and make sure we get those boxes returned to us. I could probably go on and on and on and on about retail uses, but one that popped in my head just as I was walking in is our potash rail cars. They get lost. A 25-ton rail car with 100 tons of product in it is quite frequently lost and it takes weeks to determine what rail yard it's sitting in and when it's going to get to us. I'm going to go straight to my pod as business partners and say, look, here's a tag you can stick in our rail cars and you can quickly identify where it is on
Any rail yard anywhere in North America, and send it to the rail company and not lose weeks of waiting on your product. So that's a game changer, really.
That's awesome. Well, so now I want to talk about the other new product. You heard us talk about our connected workflows, which I know, Kyle, you guys were I think a Forms pilot customer at Nutrien. So talk a little bit about what value you see coming out of Forms.
Sure. So we had a lot of — we have a lot of IoT devices to do different things, such as audit, such as vehicle inspections, you know, probably over 30 out there. And what Samsara is building in their IoT is going to allow us to eliminate nearly all of them. Forms being one of the things that we actually didn't have a provider for — it was still a very manual process. 1,200 locations in North America that I'm directly responsible for, the rest are in Australia and South America. And for us to do a pre-job hazard assessment, it was a written card. So you had to go to the office, get a card, write it, take it back, have it signed, find somebody to sign it, and then you had to file it. Well, when my CEO comes to me after an incident and says, 'Are we doing our pre-job hazard assessments? Are we doing our process safety reviews prior to restarting the process? Are we doing our life critical permit cards prior to doing those jobs?' — and I have to look at him and say, 'We've trained them to, and we hope they are, but I'll have to go to all 900 locations and look in their filing cabinet to answer that correctly' — yeah, I'm going to be able to open an app and say yes we are, no we aren't. And if we aren't, then I'm going to be able to work with those locations and coach them and train them to make sure that we're doing it. And so that's — we were looking for a digital service provider to be able to do that for probably two years. And Samsara listened to us, and they've developed and built the product and partnered with us and given us the opportunity to really share our needs and have a product developed that's going to work for everyone but meets our needs right out of the gate. So really excited about that and looking forward to it.
Well, we're proud to partner with you on that. Well, so Fred, what about you? With our workflows, what do you see for DHL?
Yeah, so very similar, but we've just barely touched the iceberg with the workflows. We have them integrated into our DVS, going to outside mechanic vendors and stuff like that, triggers for unsafe, for, you know, defaults and all that stuff. So we got that kind of building all out. Then hours of service is super important to us — we're trucking, we're a trucking company, so we got a lot of different workflows going with that. And then our U.S. side of supply chain is actually piloting a whole lot of hosted connected forms with yard checks and gate checks and performance dialogues, which are employee discussions and stuff like that. So they've got a whole host that they're also piloting right now. And I think we've just barely touched the iceberg. And I think we've got like 2,500 different workflows that are working like every hour now.
Awesome. All right, so one of the things that I shared with these guys, I claimed that our customer service and our post-sales support is a differentiator, but I'd actually rather ask you that question. What do you think?
So we went shopping for a telematics provider to replace our existing one, and thinking that someone was going to sell us a device and give us a platform to use it in. And very quickly it was beyond evident that Samsara didn't want to sell us a device — they wanted to sell us a solution. They wanted to engage us in a partnership. From the pilot to the change management to the implementation to the customer support, from being fully on the system, has just been nothing short of miraculous. And it's truly been a partnership, and just couldn't be more happy with the decision to go with Samsara.
That's great. You all make me feel proud. What about you?
So for us, right, there's that honeymoon period, right, with any vendor. They come through the door and they're going to sell me the world. And I spend a lot of energy batting these vendors away and actually literally getting rid of them. And with that, I was extremely surprised when Samsara — that never ended. You know, we kept going, we kept going. I still now have, every two weeks, I'm on with my project teams with Samsara, and we're working through those things for long-term, for actionable items, to improve, get gaps, what's on the future, what's on the horizon. And honestly, from me personally, Samsara is an amazing company and their people are incredible. They fit in really, really well with DHL. They match our culture and our values. And it's pretty simple: motivated employees lead to great customer service, to quality customers that you keep forever, right, loyal customers, and then a profitable network. You guys broke down that recipe very, very well. I'm very, very pleased, and honestly, that's their niche.
