Patterson: Samsara packages hardware directly into ongoing recurring SaaS subscriptions
Sarah Patterson · 3 Lessons from Building a Marketing Engine to Grow Pipeline from Millions to Billions | Samsara CMO · Dec 22, 2022 · at 40:38
Samsara CMO Sarah Patterson addresses an audience question regarding customer acceptance of hardware monetization within a SaaS business model.
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“So in charging for our hardware, we put it as part of a subscription. We make sure that our customers know We are giving you a service, and the hardware is one component of that to enable us to be able to give you a certain type of experience. Our customers have been really receptive to this. They love the fact that we are showing them the value that they are going to get out of that product, and that that product is not just about putting a device into their vehicle, right, into their operations. It's truly about the ongoing value. So once customers, once we've explained that to them, we have not had issues with them saying that they do not like the fact that we are really just taking that hardware and making it a part of their ongoing subscription.”
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