Document


	Q3 FY2024			Q3 FY2023			Y/Y Change
Annual Recurring Revenue (ARR)	$	1,002.7		$	723.7		39		%
Total revenue	$	237.5		$	169.8		40		%
GAAP gross profit	$	175.9		$	122.5		$	53.4
GAAP gross margin	74		%	72		%	2		pts
Non-GAAP gross profit	$	179.0		$	125.2		$	53.8
Non-GAAP gross margin	75		%	74		%	1		pt
GAAP operating loss	$	(54.8)		$	(63.5)		$	8.7
GAAP operating margin	(23		%)	(37		%)	14		pts
Non-GAAP operating income (loss)	$	12.7		$	(16.6)		$	29.3
Non-GAAP operating margin	5		%	(10		%)	15		pts
GAAP net loss per share, basic and diluted	$	(0.08)		$	(0.11)		$	0.03
Non-GAAP net income (loss) per share, basic and diluted	$	0.04		$	(0.02)		$	0.06
Net cash provided by (used in) operating activities	$	11.9		$	(12.9)		$	24.8
Free cash flow	$	8.5		$	(23.2)		$	31.7
Adjusted free cash flow	$	8.5		$	(14.9)		$	23.4
Net cash provided by (used in) operating activities margin	5		%	(8		%)	13		pts
Free cash flow margin	4		%	(14		%)	18		pts
Adjusted free cash flow margin	4		%	(9		%)	13		pts

We report non-GAAP financial measures in addition to, and not as a substitute for, or superior to, financial measures calculated in accordance with generally accepted accounting principles (“GAAP”). See the section titled “Use of Non-GAAP Financial Measures” for an explanation of non-GAAP financial measures and the tables in the section titled “Reconciliation Between GAAP and Non-GAAP Financial Measures” for a reconciliation of GAAP to non-GAAP financial measures.

A reconciliation of non-GAAP guidance financial measures to corresponding GAAP guidance financial measures is not available on a forward-looking basis without unreasonable effort due to the uncertainty and potential variability of expenses, such as stock-based compensation expense-related charges, that may be incurred in the future and cannot be reasonably determined or predicted at this time. It is important to note that these factors could be material to our results of operations computed in accordance with GAAP.

Samsara is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. With tens of thousands of customers across North America and Europe, Samsara is a proud technology partner to the people who keep our global economy running, including the world’s leading organizations across construction, transportation and warehousing, field services, manufacturing, retail, logistics, and public sector. The company’s mission is to increase the safety, efficiency, and sustainability of the operations that power the global economy.

This press release contains forward-looking statements within the meaning of Section 27A of the Securities Act of 1933 and Section 21E of the Securities Exchange Act of 1934. These statements may relate to, but are not limited to, expectations of future operating results or financial performance, the calculation of certain of our key financial and operating metrics, our market opportunity, industry developments and trends, customer demand for our solution, macroeconomic conditions and any expected benefits of our products, and our competitive position, as well as assumptions relating to the foregoing.

Forward-looking statements are inherently subject to risks and uncertainties, some of which cannot be predicted or quantified and could cause actual results and events to differ. In some cases, you can identify forward-looking statements by terminology such as “anticipate,” “believe,” “contemplate,” “continue,” “could,” “estimate,” “expect,” “goal,” “guidance,” “intend,” “may,” “objective,” “ongoing,” “plan,” “potential,” “predict,” “project,” “seek,” “should,” “target,” “will,” “would,” or the negative of these terms or other comparable expressions that concern our expectations, strategies, plans, or intentions. You should not put undue reliance on any forward-looking statements. Forward-looking statements should not be read as a guarantee of future performance or results and will not necessarily be accurate indications of the times at, or by, which such performance or results will be achieved, if at all. Forward-looking statements are based on information available at the time those statements are made, including information furnished to us by third parties that we have not independently verified, and/or management’s good faith beliefs and assumptions as of that time with respect to future events, and are subject to risks and uncertainties that could cause actual performance or results to differ materially from those expressed in or suggested by the forward-looking statements. In light of these risks and uncertainties, the forward-looking events and circumstances discussed in this press release may not occur and actual results could differ materially from those anticipated or implied in the forward-looking statements.

These risks and uncertainties include our ability to retain customers and expand the Applications used by our customers, our ability to attract new customers, our future financial performance, including trends in revenue and annual recurring revenue, net retention rate, costs of revenue, gross profit or gross margin, operating expenses, customer counts, non-GAAP financial measures (such as non-GAAP gross margin, non-GAAP operating margin, free cash flow margin, and adjusted free cash flow margin), our ability to achieve or maintain profitability, the demand for our products or for solutions for connected operations in general, the impact of the Russia-Ukraine conflict, geopolitical tensions involving China, the conflict in Israel and Gaza, the emergence of pandemics and epidemics, and macroeconomic conditions globally on our and our customers’, partners’ and suppliers’ operations and future financial performance, possible harm caused by silicon component shortages and other supply chain constraints, the length of our sales cycles, possible harm caused by a security breach or other incident affecting our or our customers’ assets or data, our ability to compete successfully in competitive markets, our ability to respond to rapid technological changes, and our ability to continue to innovate and develop new Applications. The forward-looking statements contained in this press release are also subject to other risks and uncertainties, including those more fully described in our filings and reports that we may file from time to time with the Securities and Exchange Commission, including our Annual Reports on Form 10-K and Quarterly Reports on Form 10-Q.

Non-GAAP financial measures have limitations as analytical tools and should not be considered in isolation or as substitutes for financial information presented under GAAP. There are a number of limitations related to the use of non-GAAP financial measures versus comparable financial measures determined under GAAP. For example, other companies in our industry may calculate these non-GAAP financial measures differently or may use other measures to evaluate their performance. In addition, free cash flow and adjusted free cash flow do not reflect our future contractual commitments or the total increase or decrease of our cash balance for a given period. These and other limitations could reduce the usefulness of these non-GAAP financial measures as analytical tools. Investors are encouraged to review the related GAAP financial measures and the reconciliations of these non-GAAP financial measures to their most directly comparable GAAP financial measures and to not rely on any single financial measure to evaluate our business.

Expenses Excluded from Non-GAAP Financial Measures—Stock-based compensation expense is excluded primarily because it is a non-cash expense that management believes is not reflective of our ongoing operational performance. Employer taxes on employee equity transactions, which is a cash expense, is excluded because such taxes are tied to the timing and size of the vesting of the underlying equity awards and the price of our common stock at the time of vesting, which may vary from period to period independent of the operating performance of our business. Lease modification, impairment, and related charges are excluded because such charges are not reflective of our ongoing operational performance.

Non-GAAP Gross Profit and Non-GAAP Gross Margin—We define non-GAAP gross profit as gross profit excluding the effect of stock-based compensation expense-related charges, including employer taxes on employee equity transactions, included in cost of revenue. Non-GAAP gross margin is defined as non-GAAP gross profit as a percentage of total revenue. We use non-GAAP gross profit and non-GAAP gross margin in conjunction with traditional GAAP measures to evaluate our financial performance. We believe that non-GAAP gross profit and non-GAAP gross margin provide our management and investors consistency and comparability with our past financial performance and facilitate period-to-period comparisons of operations.

Non-GAAP Income (Loss) from Operations and Non-GAAP Operating Margin—We define non-GAAP income (loss) from operations, or non-GAAP operating income (loss), as income (loss) from operations excluding the effect of stock-based compensation expense-related charges, including employer taxes on employee equity transactions, and lease modification, impairment, and related charges. Non-GAAP operating margin is defined as non-GAAP operating income (loss) as a percentage of total revenue. We use non-GAAP income (loss) from operations and non-GAAP operating margin in conjunction with traditional GAAP measures to evaluate our financial performance. We believe that non-GAAP income (loss) from operations and non-GAAP operating margin provide our management and investors consistency and comparability with our past financial performance and facilitate period-to-period comparisons of operations.

Non-GAAP Net Income (Loss) and Non-GAAP Net Income (Loss) per Share—We define non-GAAP net income (loss) as net loss excluding the effect of stock-based compensation expense-related charges, including employer taxes on employee equity transactions, and lease modification, impairment, and related charges. Our non-GAAP net income (loss) per share–basic is calculated by dividing non-GAAP net income (loss) by the weighted-average number of shares of common stock outstanding during the period. Our non-GAAP net income per share–diluted is calculated by giving effect to all potentially dilutive common stock equivalents (stock options, restricted stock units, shares issued under our 2021 Employee Stock Purchase Plan) to the extent they are dilutive. Non-GAAP net loss per share–diluted is the same as non-GAAP net loss per share–basic as the inclusion of all potential dilutive common stock equivalents would be antidilutive. We use non-GAAP net income (loss) and non-GAAP net income (loss) per share in conjunction with traditional GAAP measures to evaluate our financial performance. We believe that non-GAAP net income (loss) and non-GAAP net income (loss) per share provide our management and investors consistency and comparability with our past financial performance and facilitate period-to-period comparisons of operations.

Free Cash Flow and Free Cash Flow Margin—We define free cash flow as net cash provided by (used in) operating activities reduced by cash used for purchases of property and equipment. Free cash flow margin is calculated as free cash flow as a percentage of total revenue. We believe that free cash flow and free cash flow margin, even if negative, are useful in evaluating liquidity and provide information to management and investors about our ability to fund future operating needs and strategic initiatives.

Adjusted Free Cash Flow and Adjusted Free Cash Flow Margin—We define adjusted free cash flow as free cash flow plus non-recurring capital expenditures associated with the build-out of our corporate office facilities in San Francisco, California, net of tenant allowances. Adjusted free cash flow margin is calculated as adjusted free cash flow as a percentage of total revenue. We believe that adjusted free cash flow and adjusted free cash flow margin, even if negative, are useful in evaluating liquidity and provide information to management and investors about our ability to fund future operating needs and strategic initiatives by excluding the impact of non-recurring events.


SAMSARA INC.
CONDENSED CONSOLIDATED BALANCE SHEETS
(In thousands)
(Unaudited)

	As of
	October 28, 2023		January 28, 2023
Assets
Current assets:
Cash and cash equivalents	$	208,099	$	200,670
Short-term investments	451,659		489,192
Accounts receivable, net	115,199		122,867
Inventories	27,103		40,571
Connected device costs, current	99,230		82,046
Prepaid expenses and other current assets	39,593		22,189
Total current assets	940,883		957,535
Restricted cash	21,683		23,096
Long-term investments	189,414		113,101
Property and equipment, net	56,635		59,278
Operating lease right-of-use assets	85,491		112,624
Connected device costs, non-current	214,665		194,852
Deferred commissions	161,463		140,166
Other assets, non-current	16,140		16,356
Total assets	$	1,686,374	$	1,617,008
Liabilities and stockholders’ equity
Current liabilities:
Accounts payable	$	38,263	$	30,144
Accrued expenses and other current liabilities	51,930		53,824
Accrued compensation and benefits	28,360		36,030
Deferred revenue, current	367,401		300,113
Operating lease liabilities, current	20,529		22,047
Total current liabilities	506,483		442,158
Deferred revenue, non-current	136,320		126,452
Operating lease liabilities, non-current	83,342		100,873
Other liabilities, non-current	9,298		9,506
Total liabilities	735,443		678,989
Commitments and contingencies

Stockholders’ equity:
Preferred stock	—		—
Class A common stock	9		7
Class B common stock	23		23
Class C common stock	—		—
Additional paid-in capital	2,294,065		2,107,013
Accumulated other comprehensive loss	(1,439)		(652)
Accumulated deficit	(1,341,727)		(1,168,372)
Total stockholders’ equity	950,931		938,019
Total liabilities and stockholders’ equity	$	1,686,374	$	1,617,008


SAMSARA INC.
CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS AND COMPREHENSIVE LOSS
(In thousands, except share and per share data)
(Unaudited)

	Three Months Ended				Nine Months Ended
	October 28, 2023		October 29, 2022		October 28, 2023		October 29, 2022
Revenue	$	237,534	$	169,800	$	661,111	$	465,968
Cost of revenue	61,585		47,253		178,008		131,128
Gross profit	175,949		122,547		483,103		334,840
Operating expenses
Research and development	60,820		49,970		185,155		132,802
Sales and marketing	116,780		94,056		353,643		273,347
General and administrative	48,354		41,997		139,888		127,098
Lease modification, impairment, and related charges	4,762		—		4,762		1,056

Total operating expenses	230,716		186,023		683,448		534,303
Loss from operations	(54,767)		(63,476)		(200,345)		(199,463)
Interest income and other income (expense), net	9,378		5,613		28,493		7,094
Loss before provision for income taxes	(45,389)		(57,863)		(171,852)		(192,369)
Provision for income taxes	142		692		1,503		1,455
Net loss	$	(45,531)	$	(58,555)	$	(173,355)	$	(193,824)
Other comprehensive loss:
Foreign currency translation adjustments	(820)		315		276		416
Unrealized gains (losses) on investments, net of tax	382		(1,304)		(1,063)		(1,304)
Other comprehensive loss	(438)		(989)		(787)		(888)
Comprehensive loss	$	(45,969)	$	(59,544)	$	(174,142)	$	(194,712)
Basic and diluted net loss per share:
Net loss per share attributable to common stockholders, basic and diluted	$	(0.08)	$	(0.11)	$	(0.33)	$	(0.38)

Weighted-average shares used in computing net loss per share attributable to common stockholders, basic and diluted	537,464,892		516,551,258		531,873,324		511,867,718


SAMSARA INC.
CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS
(In thousands)
(Unaudited)

	Three Months Ended				Nine Months Ended
	October 28, 2023		October 29, 2022		October 28, 2023		October 29, 2022
Operating activities
Net loss	$	(45,531)	$	(58,555)	$	(173,355)	$	(193,824)
Adjustments to reconcile net loss to net cash provided by (used in) operating activities:
Depreciation and amortization	3,646		3,345		10,839		8,350
Stock-based compensation expense	59,791		45,538		172,395		133,490




Lease modification, impairment, and related charges	4,762		—		4,762		1,056

Other non-cash adjustments	(2,167)		454		(10,681)		3,336
Changes in operating assets and liabilities:
Accounts receivable, net	(2,943)		(14,934)		3,824		(13,297)
Inventories	(5,336)		(5,446)		13,467		(11,434)
Prepaid expenses and other current assets	(17,691)		(2,388)		(17,448)		(5,300)
Connected device costs	(9,333)		(22,279)		(36,997)		(58,993)
Deferred commissions	(8,219)		(4,122)		(21,297)		(10,455)
Other assets, non-current	(104)		(1,590)		267		(1,520)
Accounts payable and other liabilities	5,043		27,820		(206)		(9,398)
Deferred revenue	26,684		19,673		77,155		60,557
Operating lease right-of-use assets and liabilities, net	3,287		(404)		7,338		(1,216)
Net cash provided by (used in) operating activities	11,889		(12,888)		30,063		(98,648)
Investing activities
Purchase of property and equipment	(3,355)		(10,307)		(8,858)		(27,237)
Purchases of investments	(167,012)		(355,730)		(541,401)		(355,730)
Proceeds from sales of investments	1,700		—		6,174		—
Proceeds from maturities and redemptions of investments	167,215		—		508,093		—
Other investing activities	—		432		(50)		432
Net cash used in investing activities	(1,452)		(365,605)		(36,042)		(382,535)
Financing activities



Proceeds from issuance of common stock in connection with equity compensation plans	265		164		13,435		10,868





Payment of offering costs	—		(324)		—		(2,532)
Payment of principal on finance leases	(501)		(369)		(1,416)		(856)
Net cash provided by (used in) financing activities	(236)		(529)		12,019		7,480
Effect of foreign exchange rate changes on cash, cash equivalents, and restricted cash	(542)		(75)		(24)		(471)
Net increase (decrease) in cash, cash equivalents, and restricted cash	9,659		(379,097)		6,016		(474,174)
Cash, cash equivalents, and restricted cash, beginning of period	220,123		849,233		223,766		944,310
Cash, cash equivalents, and restricted cash, end of period	$	229,782	$	470,136	$	229,782	$	470,136


	Three Months Ended						Nine Months Ended
	October 28, 2023			October 29, 2022			October 28, 2023			October 29, 2022
Gross profit and gross margin reconciliation
GAAP gross profit	$	175,949		$	122,547		$	483,103		$	334,840
Add:


Stock-based compensation expense-related charges (1)	3,100			2,685			9,307			7,043
Non-GAAP gross profit	$	179,049		$	125,232		$	492,410		$	341,883
GAAP gross margin	74		%	72		%	73		%	72		%
Non-GAAP gross margin	75		%	74		%	74		%	73		%

Operating income (loss) and operating margin reconciliation
GAAP loss from operations	$	(54,767)		$	(63,476)		$	(200,345)		$	(199,463)
Add:


Stock-based compensation expense-related charges (1)	62,712			46,869			183,355			136,093
Lease modification, impairment, and related charges	4,762			—			4,762			1,056

Non-GAAP income (loss) from operations	$	12,707		$	(16,607)		$	(12,228)		$	(62,314)
GAAP operating margin	(23)		%	(37)		%	(30)		%	(43)		%
Non-GAAP operating margin	5		%	(10)		%	(2)		%	(13)		%


	Three Months Ended				Nine Months Ended
	October 28, 2023		October 29, 2022		October 28, 2023		October 29, 2022
Net income (loss) per share, basic and diluted, reconciliation
GAAP net loss per share attributable to common stockholders, basic and diluted	$	(0.08)	$	(0.11)	$	(0.33)	$	(0.38)
Total impact on net loss per share, basic and diluted, from non-GAAP adjustments	0.12		0.09		0.36		0.27
Non-GAAP net income (loss) per share attributable to common stockholders, basic and diluted (1)	$	0.04	$	(0.02)	$	0.03	$	(0.11)
Weighted-average shares used in computing GAAP net loss per share attributable to common stockholders, basic and diluted	537,464,892		516,551,258		531,873,324		511,867,718
Weighted-average shares used in computing non-GAAP net income (loss) per share attributable to common stockholders, basic	537,464,892		516,551,258		531,873,324		511,867,718
Weighted-average shares used in computing non-GAAP net income (loss) per share attributable to common stockholders, diluted (1)	566,082,414		516,551,258		559,620,309		511,867,718


	Three Months Ended						Nine Months Ended
	October 28, 2023			October 29, 2022			October 28, 2023			October 29, 2022
Free cash flow, adjusted free cash flow, free cash flow margin, and adjusted free cash flow margin reconciliation
Net cash provided by (used in) operating activities	$	11,889		$	(12,888)		$	30,063		$	(98,648)
Purchase of property and equipment	(3,355)			(10,307)			(8,858)			(27,237)
Free cash flow (1)	8,534			(23,195)			21,205			(125,885)
Purchase of property and equipment for build-out of corporate office facilities, net of tenant allowances (1)	—			8,309			(10,179)			21,874
Adjusted free cash flow (1)	$	8,534		$	(14,886)		$	11,026		$	(104,011)
Net cash provided by (used in) operating activities margin	5		%	(8)		%	5		%	(21)		%
Free cash flow margin (1)	4		%	(14)		%	3		%	(27)		%
Adjusted free cash flow margin (1)	4		%	(9)		%	2		%	(22)		%


	Q4 FY2024 Outlook	FY 2024 Outlook
Total revenue	$257 million – $259 million	$918 million – $920 million
Year/Year growth	38% – 39%	41%
Non-GAAP operating margin	2%	(1%)
Non-GAAP net income per share, diluted	$0.02 – $0.03	$0.05 – $0.06