Samsara (IOT) - 2025 Q4 - Annual Report

Part I Business Samsara provides a Connected Operations Platform leveraging AI and IoT to enhance safety, efficiency, and sustainability for organizations with physical operations - Samsara's mission is to enhance safety, efficiency, and sustainability in physical operations via its Connected Operations Platform, integrating IoT, AI, and third-party data[31][33][34] Fiscal Year 2025 Financial Highlights | Metric | FY 2025 (ended Feb 1, 2025) | FY 2024 (ended Feb 3, 2024) | Year-over-Year Growth | | :--- | :--- | :--- | :--- | | Revenue | $1,249.2 million | $937.4 million | 33% | | Net Loss | $154.9 million | $286.7 million | N/A | - As of February 1, 2025, Samsara served over 20,000 Core Customers (ARR of $10,000+) and 2,506 large customers (ARR of over $100,000)[37] - The company's Data Platform processed over 14 trillion data points in FY2025, leveraging AI models for actionable customer insights[39][51] Our Solution and Applications Samsara's end-to-end Connected Operations Platform integrates a Data Platform with applications like Video-Based Safety and Vehicle Telematics for real-time operational insights - The solution is built upon a Data Platform that ingests, aggregates, and enriches data, complemented by a suite of applications for actionable insights[35][46] - Core applications for connected fleets include Video-Based Safety for AI-enabled driver coaching and Vehicle Telematics for real-time location, diagnostics, and fuel efficiency[47] - Expansion applications cover broader physical operations, including Workforce Apps for productivity, Equipment Monitoring for asset tracking, and Site Visibility for remote security[45][49] Growth Strategies Samsara's growth strategy centers on new customer acquisition, existing customer expansion, continuous product innovation, ecosystem partnerships, and international market growth - Key growth strategies involve acquiring new customers, expanding within the existing customer base (over 80% of Core Customers use multiple applications), continuous innovation, expanding partnerships (over 300 integrations), and growing internationally (approximately 13% of FY2025 revenue from outside the U.S.)[59] Competition Samsara competes in a fragmented market against point solution providers, differentiating through its integrated platform and comprehensive feature set, scalability, and ROI - The connected physical operations industry is fragmented, with competitors often specializing in specific verticals or solution sets[84] - Primary competitors include Avigilon, CalAmp, Fleet Complete, Geotab, Lytx, Motive, Nauto, Netradyne, Omnitracs, Platform Science, Verizon Connect, and Zonar[85] - Principal competitive factors include an all-in-one solution, cloud-native applications, rapid development, actionable insights, scalability, ease of adoption, reliability, and strong customer support[88] Intellectual Property Samsara protects its intellectual property via patents, copyrights, trademarks, and trade secrets, holding 147 issued U.S. patents as of February 1, 2025, while emphasizing technological skill and continuous innovation - As of February 1, 2025, Samsara's patent portfolio included 147 issued and 15 allowed U.S. patents, with 106 U.S. and 3 non-U.S. patent applications pending[91] - The company relies on a combination of patents, copyrights, trademarks, trade secrets, and contractual protections to secure its proprietary rights[90] - Samsara believes technological skills and continuous innovation are more essential to market leadership than formal intellectual property rights alone[92] Risk Factors The company faces diverse risks across business operations, intellectual property, government regulation, finance, and stock ownership, potentially impacting its financial performance and future prospects Risks Related to Our Business, Industry, and Operations Key operational risks include a history of net losses, challenges in customer acquisition and retention, dependence on limited IoT device manufacturers, and potential security breaches impacting reputation and finances - The company has a history of losses, incurring a net loss of $154.9 million in FY2025, and may not achieve future profitability due to continued growth investments[106] - Samsara's business relies on attracting new customers and expanding existing relationships, which are susceptible to competition, customer budget cycles, and macroeconomic conditions[109][111] - The company depends on a limited number of joint design manufacturers and suppliers for IoT devices, risking shortages, long lead times, and price increases, especially from China and Taiwan[127][128] - A security breach impacting customer data, IoT devices, or the Data Platform could result in loss of customer confidence, legal liability, and material adverse business effects[136][138] Risks Related to Our Intellectual Property Risks to intellectual property include inadequate protection, unauthorized copying, and costly litigation, notably an ongoing dispute with Motive, alongside potential challenges from open-source software use - Failure to adequately protect proprietary technology and intellectual property, including patents, trademarks, and trade secrets, could harm the business[178] - Samsara is engaged in ongoing litigation with competitor Motive over alleged patent infringement, false advertising, and trade secret misappropriation, which may be costly and time-consuming[179][185] - The use of open-source software in the platform could lead to litigation or necessitate re-engineering if license terms are violated or challenged[191][193] Risks Related to Government Regulation Samsara faces regulatory risks from ELD compliance, evolving data privacy laws like GDPR and CCPA, and international anti-corruption and export control regulations, with potential for significant penalties - The company's solution is subject to significant regulations, including FMCSA requirements for ELDs; failure to maintain certifications could hinder customer compliance use[198] - Samsara is subject to evolving data privacy laws like GDPR and CCPA, with non-compliance potentially leading to substantial penalties, including fines up to 4% of global annual turnover under GDPR[205][207][211] - International operations expose the company to anti-corruption laws like FCPA and export control regulations, where violations could result in severe penalties and reputational damage[213][219] Risks Related to Finance, Accounting, and Tax Matters Financial risks include fluctuating quarterly results, delayed revenue recognition impact from the subscription model, potential need for additional capital, and limitations on utilizing substantial $2.3 billion federal NOL carryforwards - The company's operating results are likely to fluctuate significantly due to unpredictable sales cycles, seasonality, and timing of operating expenses, making future results difficult to predict[226][228] - The company may require additional capital to fund growth, and an inability to obtain favorable financing could adversely affect its business[232] - As of February 1, 2025, the company held U.S. federal and state NOL carryforwards of $2.3 billion and $3.0 billion, respectively, with potential limitations on their future use to offset taxable income[245] Cybersecurity Samsara maintains a comprehensive cybersecurity risk management program, overseen by the CISO and Board, involving routine assessments, mitigation, and third-party testing to safeguard its systems - The company has integrated processes for assessing, identifying, and managing material cybersecurity risks within its overall risk management framework[288] - Cybersecurity governance is managed by the Board of Directors and Audit Committee, with the CISO primarily responsible for day-to-day assessment and management[296][297] - Samsara engages independent third parties for annual penetration tests and holds ISO cybersecurity certifications, alongside undergoing SOC 2 assessments[292][293] Properties Samsara leases all its office spaces, including a 133,000 square feet principal office in San Francisco, and deems current facilities adequate for foreseeable needs - The company's principal offices comprise approximately 133,000 square feet of leased property in San Francisco, California[300] - All company offices are leased, with no real property owned, and current facilities are considered adequate for foreseeable needs[300] Part II Market for Registrant's Common Equity, Related Stockholder Matters and Issuer Purchases of Equity Securities Samsara's Class A common stock trades on the NYSE under 'IOT'; the company has never paid cash dividends and plans to retain earnings for business expansion - The company's Class A common stock trades on the NYSE under the symbol 'IOT'[304] - Samsara has never declared or paid cash dividends and does not expect to in the foreseeable future, intending to retain earnings for business operations and expansion[305] Management's Discussion and Analysis of Financial Condition and Results of Operations This section analyzes Samsara's financial performance, highlighting significant revenue growth, improved profitability metrics, and strong growth in key business metrics for fiscal year 2025 FY 2025 vs. FY 2024 Performance | Metric | FY 2025 | FY 2024 | Change | | :--- | :--- | :--- | :--- | | Revenue | $1,249.2M | $937.4M | +33% | | Gross Profit | $950.9M | $690.4M | +38% | | Gross Margin | 76% | 74% | +2 p.p. | | Net Loss | ($154.9M) | ($286.7M) | N/A | | Operating Cash Flow | $131.7M | ($11.8M) | N/A | Key Business Metrics (as of Fiscal Year End) | Metric | Feb 1, 2025 | Feb 3, 2024 | Change | | :--- | :--- | :--- | :--- | | ARR | $1,457.9M | $1,102.0M | +32% | | Customers > $100k ARR | 2,506 | 1,848 | +36% | Results of Operations FY2025 revenue grew 33% to $1.25 billion, gross margin improved to 76%, and operating loss decreased to $190.0 million, driven by customer growth and operational efficiencies - Revenue grew by $311.8 million (33%) in FY2025, primarily driven by increased customer count and expanded purchases from existing customers[351] - Gross margin increased to 76% in FY2025 from 74% in FY2024, attributed to operational efficiencies in IoT device costs, labor, and warranty charges[353] Operating Expenses Change (FY2025 vs FY2024) | Expense Category | FY2025 ($M) | FY2024 ($M) | Change ($M) | Change (%) | | :--- | :--- | :--- | :--- | :--- | | Research & Development | $299.7 | $258.6 | +$41.1 | +16% | | Sales & Marketing | $601.6 | $486.6 | +$115.0 | +24% | | General & Administrative | $234.6 | $195.0 | +$39.6 | +20% | | Legal Settlement | $0.9 | $68.7 | -$67.8 | -99% | Non-GAAP Financial Measures Samsara utilizes non-GAAP measures, reporting $113.6 million non-GAAP operating income (9% margin) and $111.5 million free cash flow (9% margin) in FY2025, reflecting significant performance improvement Non-GAAP Performance (FY2025 vs FY2024) | Non-GAAP Metric | FY 2025 | FY 2024 | | :--- | :--- | :--- | | Gross Profit | $966.2M | $703.1M | | Gross Margin | 77% | 75% | | Income from Operations | $113.6M | $1.3M | | Operating Margin | 9% | 0% | | Net Income | $148.6M | $37.9M | Free Cash Flow (FY2025 vs FY2024) | Metric | FY 2025 | FY 2024 | | :--- | :--- | :--- | | Net Cash from Operations | $131.7M | ($11.8M) | | Free Cash Flow | $111.5M | ($22.8M) | | Free Cash Flow Margin | 9% | -2% | Liquidity and Capital Resources As of February 1, 2025, Samsara held $977.5 million in liquidity, with FY2025 operating cash flow at $131.7 million, and believes existing capital is sufficient for the next 12 months - As of February 1, 2025, the company held $977.5 million in cash, cash equivalents, and short- and long-term investments[375] Cash Flow Summary (in thousands) | Cash Flow Activity | FY 2025 | FY 2024 | | :--- | :--- | :--- | | Operating Activities | $131,659 | ($11,815) | | Investing Activities | ($66,621) | ($78,687) | | Financing Activities | $27,101 | $20,997 | - The company believes its existing cash and investments are sufficient to meet working capital and capital expenditure needs for at least the next 12 months[374] Financial Statements and Supplementary Data This section presents the company's audited consolidated financial statements for FY2025 and FY2024, including balance sheets, statements of operations, stockholders' equity, and cash flows Consolidated Balance Sheet Highlights (As of Feb 1, 2025) | Category | Amount (in thousands) | | :--- | :--- | | Total Assets | $2,024,302 | | Total Current Assets | $1,145,154 | | Total Liabilities | $955,106 | | Total Current Liabilities | $761,346 | | Total Stockholders' Equity | $1,069,196 | Consolidated Statement of Operations Highlights (FY 2025) | Category | Amount (in thousands) | | :--- | :--- | | Revenue | $1,249,199 | | Gross Profit | $950,878 | | Loss from Operations | ($189,973) | | Net Loss | ($154,907) | Controls and Procedures Management concluded the company's disclosure controls and internal control over financial reporting were effective as of February 1, 2025, with an unqualified audit opinion from Deloitte & Touche LLP - Management concluded the company's disclosure controls and procedures were effective as of February 1, 2025[565] - Management's assessment concluded the company's internal control over financial reporting was effective as of February 1, 2025[567] - The independent auditor, Deloitte & Touche LLP, issued an unqualified opinion on the effectiveness of the company's internal control over financial reporting[571] Part III Directors, Executive Officers and Corporate Governance Information on directors, executive officers, and corporate governance is incorporated by reference from the company's 2025 Proxy Statement - The required information for this item is incorporated by reference from the company's 2025 Proxy Statement[582][584] Executive Compensation Information regarding executive compensation is incorporated by reference from the company's 2025 Proxy Statement - The required information for this item is incorporated by reference from the company's 2025 Proxy Statement[585] Security Ownership of Certain Beneficial Owners and Management and Related Stockholder Matters Information on security ownership of beneficial owners, management, and related stockholder matters is incorporated by reference from the company's 2025 Proxy Statement - The required information for this item is incorporated by reference from the company's 2025 Proxy Statement[586] Certain Relationships and Related Transactions, and Director Independence Information on certain relationships, related transactions, and director independence is incorporated by reference from the company's 2025 Proxy Statement - The required information for this item is incorporated by reference from the company's 2025 Proxy Statement[587] Principal Accountant Fees and Services Information regarding principal accountant fees and services is incorporated by reference from the company's 2025 Proxy Statement - The required information for this item is incorporated by reference from the company's 2025 Proxy Statement[588] Part IV Exhibits and Financial Statement Schedules This section lists consolidated financial statements and exhibits filed with the Form 10-K, noting the omission of financial statement schedules where not applicable - This item lists the consolidated financial statements and exhibits filed with the Form 10-K[590] - Financial statement schedules are omitted as they are not applicable or the information is included elsewhere in the report[591]