Samsara co-founder and CEO Sanjit Biswas explains to SaaStr host Jason Lemkin why Samsara's business remains steady despite broader enterprise IT slowdowns.
“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 running nonstop.”
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More from Sanjit Biswas
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.”
Sanjit BiswasNov 12, 2024▶ 32:15Samsara’s Rise to Vertical SaaS Leader and $1B+ ARR with Samsara's CEO and Co-Founder
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…”
Sanjit BiswasNov 12, 2024▶ 34:17Samsara’s Rise to Vertical SaaS Leader and $1B+ ARR with Samsara's CEO and Co-Founder
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…”
Sanjit BiswasNov 12, 2024▶ 2:08Samsara’s Rise to Vertical SaaS Leader and $1B+ ARR with Samsara's CEO and Co-Founder
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.”
Sanjit BiswasNov 12, 2024▶ 7:46Samsara’s Rise to Vertical SaaS Leader and $1B+ ARR with Samsara's CEO and Co-Founder
AssertionNot 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.”
Sanjit BiswasNov 12, 2024▶ 18:07Samsara’s Rise to Vertical SaaS Leader and $1B+ ARR with Samsara's CEO and Co-Founder
AssertionSupported
Samsara's biggest product is now AI driver safety coaching
“Our biggest product now is a driver safety coaching product that uses cameras and AI to basically help break risk, prevent risky things from happening on the road. That was not in the cards when we started the company.”
Sanjit BiswasNov 12, 2024▶ 22:12Samsara’s Rise to Vertical SaaS Leader and $1B+ ARR with Samsara's CEO and Co-Founder
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