Samsara CEO Sanjit Biswas explains product adoption patterns across their enterprise customer base to SaaStr's Jason Lemkin.
Disclosure
Samsara maintains generalist sales and product teams across verticals
“We never specialized the sales team and we never specialized the product teams, except for public sector. Public sector has a different buying cycle, right? And they have like different contracts. So government sales is a little different for us.”
Insight
Standout 'wow' features can overcome vertical domain gaps for software entrants
“The key though for us has been have a couple of wow features that The market has just never seen. So whether it's real time tracking or AI in the camera or apps, there would just be things that legacy player was just, it wasn't on the roadmap even. And we just…”
Insight
Essential operations insulate Samsara from macroeconomic tech downturns
“No, it's very consistent because if you think about who these folks are, it's the folks picking up your trash, delivering food to the grocery store, running the electric utility. These are essential services. So they're just constant, right? They're just runni…”
Insight
Physical infrastructure is digitizing like enterprise IT did decades ago
“And it's just the size and scale, the infrastructure that runs the planet. So then consumers, you got businesses, you also just have this world of infrastructure, which, like I was saying, it's utilities, it's the roads, it's all of this other stuff that's beh…”
Insight
Re-running 10-year-old tech playbooks rarely works for new ventures
“I think if we went back to IT would have been tempting to just dust off the playbooks and run them over again, which rarely works 10 years later.”
Assertion Not checkable as stated
Samsara developed its entire product portfolio organically via customer conversations
“Everything we offer on the platform, we came up with organically through these customer conversations.”