Sanjit Biswas: So we’ve talked a little bit about connected forms and Mobile Experience Management as some new products that we’re experimenting with. There I think the pricing model is going to be very similar to what we have where it’s per asset per year or per user per year model. We’re going to look at different ways to package it, just to make it easy for our customers to adopt and consume the technology. But for us, it’s really, let’s keep it simple and let’s focus on the customer experience.
Daniel Jester: Great. Thank you very much.
Mike Chang: Our next question comes from Junaid at Truist, followed by Kirk Materne at Evercore.
Junaid Siddiqui: Great. Thanks for taking my question. Sanjit, I was just curious to get your thoughts on the SEC reporting requirements around emissions and whether you think that could serve as a potential catalyst for your business going forward similar to the ELD mandate some years ago?
Sanjit Biswas: Sure. So many of our large customers use our – the connected operations data we provide in their ESG reports, and they do that today. And it makes their lives a lot easier because they can understand exactly how much fuel do they consume and where were they operating and so on. I think as those reporting requirements become a little more mature, we’ll certainly integrate that into the product. And I think it’s going to be helpful for our larger public companies. But I don’t know that it’s an ELD tailwind that would be a much kind of broader effect.
Junaid Siddiqui: Great. Thank you. And just on the go-to-market front. Any update that you could provide us with now that Lara has been aboard for a couple of quarters as CRO? Any change in strategy with respect to partners or any changes to your go-to-market organization?
Sanjit Biswas: No. I’ll say, Lara has been doing a great job just getting up to speech. She’s been out on the road with me a time and customers have really enjoyed getting to meet her. No big changes to announce. I think continued focus on execution as Dominic highlighted earlier, is kind of what we’re focused on as a team and there’s just a lot to do right now.
Junaid Siddiqui: Great. Thank you very much.
Mike Chang: Our last question today comes from Kirk Materne at Evercore.
Kirk Materne: Yes. Thanks very much. Dom, I was wondering, obviously you guys are now signing up a lot of customers with multiple products at the outset, which is great. Are those customers coming in and is that just still a subset of their equipment sort of inventory? Or are they now coming in when they have multiple products as they’re using ecosystem of record and starting at a larger size and scale? I was just kind of curious about that dynamic. Obviously, it’s very positive to kind of get the platform deal up front. Just kind of curious if the expand from there is similar to if they just decide to take on telematics to start?
Dominic Phillips: I think we’re getting into some bigger lands upfront. But I don’t think that’s – that customers are landing wall-to-wall. Still the majority of the large customers will land with a subset of their assets, their vehicles, their field assets, and then they’ll expand over time. That continues to be the primary way that we see customers growing with us. A lot of these customers have different operating segments and different decision makers and they grow through M&A. And so there’s a steady stream of expansions coming on as well. And I think that’s indicative of just if you look at the net new ACV mix, in the quarter 51% came from new customers, 49% came from expansions to existing customers. So we tend to experience really good balance across both of those.
Kirk Materne: Great. And then Sanjit, really quickly, can you just talk about the momentum in the marketplace? Just kind of curious what you’re seeing. Obviously as your customer base gets bigger, the opportunity for your partners in the marketplace gets bigger. Just anything that stands out to you in that dynamic?
Sanjit Biswas: Sure. Kirk, I think you’re referring to our app marketplace.
Kirk Materne: Yes, I’m.
Sanjit Biswas: Yes. So we have now over 260 partner integrations and it’s really across a very wide range of partnerships. So great momentum there. Customers are very much adopting those integrations, turning them on. If you look at our larger customers, the ones who are over 500k in ACV, they typically have six or more integrations that are active. So I think that’s an area of continued pull and really differentiation where the largest platform for them in terms of these integrations. So it’s really about delivering more value for our customers and the partners love it because we make it easy.
Kirk Materne: Super. Thank you all.
Mike Chang: Thanks, Kirk. This concludes the question answer portion. Thank you all for attending our Q3 fiscal year 2024 earnings call. Before I let you go, I have a few short announcements. We’ll be participating in the Piper Sandler Bus Tour in San Francisco on December 4. The FBN Virtual Bus Tour on December 12. The William Blair Bus Tour in San Francisco on December 12. The Goldman Sachs Bus Tour in San Francisco on January 3. And the Evercore Virtual Bus Tour on January 8. We hope to see you at one of these events. That’s it for today’s meeting. If you have any follow-up questions, you can email us at ir@samsara.com. Thanks, again. Bye everyone.
