Samsara Inc. Q4 FY2025 earnings call

• FY ‘25 was a year of durable and efficient growth with ARR reaching $1.46 billion, 32% year-over-year growth. • Grew customers with more than $100,000 in ARR to 2,506, an increase of 36% year-over-year, including a record quarterly increase of 203 in Q4 for $100,000 plus ARR customers and 14 for $1 million plus ARR customers. • Shared an example of a North America large do-it-yourself moving and storage operator using Samsara's solutions to achieve savings and performance improvements. • Processed over 14 trillion data points annually and had over 120 billion API calls in FY ‘25, both 50% year-over-year growth. • Helped prevent 250,000 accidents, digitized 300 million workflows, and saved more than 3 billion pounds of CO2 in FY ‘25. • President of Worldwide Field Operations Lara Caimi will leave, with Amit Vyas and Robert Stobaugh taking over responsibilities. • Announced annual customer conference Beyond in June in San Diego with an Investor Day.

In FY ‘25, Samsara ended with $1.46 billion in ARR, achieving 32% year-over-year growth or 33% year-over-year adjusted growth. Q4 revenue was $346 million, an increase of 25% year-over-year, or 36% adjusted growth. FY ‘25 revenue was $1.25 billion, an increase of 33% year-over-year, or 37% adjusted growth. Q4 net new ARR was $109 million, an increase of 10% year-over-year or 12% adjusted only for constant currency. FY ‘25 net new ARR was $356 million, an increase of 16% year-over-year or 17% adjusted for constant currency. Ending ARR was $1.46 billion, an increase of 32% year-over-year or 33% adjusted for constant currency. At the end of Q4, there were 2,506 $100,000 plus ARR customers, growing 36% year-over-year, including a quarterly record increase of 203. There were 118 $1 million plus ARR customers, growing 44% year-over-year, including a quarterly increase of 14. The average ARR per $100,000 plus customer increased to 323,000, and the ARR mix for $100,000 plus customers was 55% in Q4.

• Q1 FY ‘26: Expected revenue between $350 million and $352 million, 25% year-over-year growth, non-GAAP operating margin 7%, non-GAAP EPS between $0.05 and $0.06. • Full year FY ‘26: Expected revenue between $1.523 billion and $1.533 billion, year-over-year growth between 22% and 23%, non-GAAP operating margin approximately 11%, non-GAAP EPS between $0.32 and $0.34.

• Macro economic uncertainty and geopolitical tensions could impact business. • Different products have varying competitive dynamics, with some being more greenfield and others facing more incumbency.

Q: Matt Hedberg asked about quantifying the extra week impact on ARR.

A: Dominic Phillips said it's difficult to quantify the impact to ARR of the extra week, as it's easy for revenue but challenging for bookings, and removing one-fourteenth of the $99 million from net new ARR from Q4 of last year would imply roughly $7 million of added net new ARR in Q4.

Q: Jim Fish asked about macro uncertainty and its impact on business.

A: Sanjit Biswas said customers are large scale, asset-heavy, labor-intensive businesses always trying to be more efficient, and Dominic added that these customers have operated through many economic cycles and are adopting technology rapidly.

Q: Dylan Becker asked about network density benefit and going deeper with existing customers.

A: Sanjit Biswas said network density helps with new products and visibility over operational behaviors, and there's a lot of opportunity to go broader and deeper, with the data asset being a decades-long journey.

Q: Chris Quintero asked about international growth and hiring.

A: Dominic Phillips said international growth is due to investments and referenceability, and Sanjit Biswas said hiring helps with sales capacity, engineering teams, and balancing culture.