Samsara

“AT&T had a solution. Verizon had a solution. There were a number of companies that were in sort of the, you know, hundreds of millions, half a billion in revenue already doing this.”

“And so for us at that point in time, the mid market was the place to go for a couple of reasons. Number one it didn't require as much social proof, right? It was more about, Hey, are you satisfying my need for telematics? Do you fit the requirement? And then, …”

“At both Meraki and Samsara you know, the sort of earliest example of Lighthouse was when we verticalized. And in both those instances, it was basically into, like, public sector.”

“But if you were a new entrant into the market, like we were at Sansara, it really helped because basically the entire industry all of a sudden had to find budget to go out and buy these things.”