Samsara Inc (IOT) 2022 Q4 法說會逐字稿

Good afternoon, and welcome to Samsara's Fourth Quarter and Fiscal Year 2022 Earnings Call. I'm Mike Chang, Samsara's Vice President of Corporate Development and Investor Relations. Joining me today are Samsara Co-Founder and Chief Executive Officer, Sanjit Biswas; and our Chief Financial Officer, Dominic Phillips.

下午好，歡迎參加Samsara 2022財年第四季及全年業績電話會議。我是Samsara企業發展與投資者關係副總裁Mike Chang。今天與我一同出席的還有Samsara聯合創辦人兼執行長Sanjit Biswas，以及我們的財務長Dominic Phillips。

In addition to our prepared remarks on this call, additional information can be found in our shareholder letter, press release, investor presentation and SEC filings on our Investor Relations website at investors.samsara.com. The matters we'll discuss today include forward-looking statements. Actual results may differ materially from those contained in the forward-looking statements. Any forward-looking statements that we make on this call are based on assumptions as of today, March 2, 2022, and we undertake no obligation to update these statements as a result of new information or future events, unless required by law.

除了我們在本次電話會議上的準備發言稿外，您還可以在我們的投資者關係網站 investors.samsara.com 上的股東信函、新聞稿、投資者介紹和美國證券交易委員會 (SEC) 文件中找到更多資訊。我們今天將討論的事項包括前瞻性陳述。實際結果可能與前瞻性陳述中的結果有重大差異。我們在本次電話會議上所做的任何前瞻性陳述均基於截至今天（2022 年 3 月 2 日）的假設，除非法律要求，否則我們不承擔因新資訊或未來事件而更新這些陳述的義務。

During today's call, some of our discussions will include our fourth quarter and fiscal year 2022 financial results. We'd like to point out that the company reports non-GAAP results in addition to and not as a substitute for superior to financial measures calculated in accordance with GAAP. All financial figures we will discuss today are non-GAAP, except for revenues and revenue growth. Reconciliations of GAAP to non-GAAP financial measures are provided with our press release and investor presentation.

在今天的電話會議上，我們將討論第四季和2022財年的財務表現。需要指出的是，公司報告的非公認會計準則績效是對公認會計準則財務指標的補充，而非替代。今天我們將討論的所有財務數據均為非公認會計準則數據，收入和收入成長除外。我們將在新聞稿和投資者簡報中提供公認會計準則與非公認會計準則財務指標的對帳表。

We'll make opening remarks, provide an overview of our business for those new to the story, dive into Q4 highlights and then open up the call for Q&A. With that, I'll hand the call over to Sanjit.

我們將致開幕詞，為新來者概述我們的業務，深入探討第四季度的亮點，然後開始問答環節。之後，我將把電話交給 Sanjit。

Thanks, Mike, and thank you, everyone, for joining us today. Before beginning, I want to take a moment to recognize the war in Ukraine. While we don't currently have any employees there or do business in Ukraine or Russia, many of us have friends and family in the region, and our hearts go out to everyone affected by this tragic situation.

謝謝麥克，也謝謝各位今天加入我們。在開始之前，我想先了解烏克蘭的戰爭。雖然我們目前在烏克蘭或俄羅斯沒有員工，也沒有開展業務，但我們許多人在該地區都有親朋好友，我們對所有受這場悲劇影響的人深表同情。

Now on to our prepared remarks on our first earnings call as a publicly traded company. Our IPO in December was an important milestone in advancing our mission to increase the safety, efficiency and sustainability of the operations that power the global economy. It would not have been possible without our customers, partners, investors and all the Samsarians who helped along the way. I'd like to take a moment to thank everyone that contributed to Samsara's success. We see significant market opportunities ahead and are confident that the best is yet to come.

現在，我們來談談作為上市公司首次財報電話會議的準備發言。我們去年12月的IPO是推動我們使命的重要里程碑，即提升驅動全球經濟營運的安全性、效率和永續性。如果沒有我們的客戶、合作夥伴、投資者以及所有一路相伴的Samsara員工，這一切都不可能實現。我想藉此機會感謝所有為Samsara的成功做出貢獻的人。我們看到了巨大的市場機遇，堅信最好的未來還在後頭。

In fiscal year 2022, we achieved a significant company milestone in surpassing $0.5 billion of ARR while growing more than 60% year-over-year. Reaching this level of scale while maintaining a high growth rate is a testament to the team's hard work and dedication. We also continued to see exceptionally strong growth in the $100,000-plus ARR customers. We now have more than 800 customers in this segment, including Roto-Rooter Services Company, Chefs' Warehouse, Atlas Van Lines, Sunrun, Performance Food Group, the State of Tennessee and many others. We see our success with large customers as a sign that our Connected Operations Cloud is resonating with large-scale, complex physical operations.

2022財年，我們實現了公司重要的里程碑：年度經常性收入（ARR）突破5億美元，年增超過60%。在保持高成長率的同時達到如此規模，充分證明了團隊的辛勤工作和奉獻精神。此外，我們觀察到10萬美元以上ARR客戶的成長異常強勁。目前，我們在該領域擁有800多家客戶，包括Roto-Rooter Services Company、Chefs' Warehouse、Atlas Van Lines、Sunrun、Performance Food Group、田納西州等眾多客戶。我們認為，在大客戶方面的成功表明，我們的互聯營運雲端（Connected Operations Cloud）正在與大規模、複雜的實體營運產生共鳴。

Before we get into details of this quarter, given that this is our first earnings call, I'd like to spend some time providing an overview of our business for those new to our story and provide some perspective on what's driving our growth. Through our work deploying networks during our first venture at Meraki, we got to see a lot of operations up close. We saw a huge opportunity to digitally transform the world of physical operations across organizations in logistics, supply chain, energy utilities, food and beverage distribution, construction, local governments and more. These industries are the backbone of our economy and make up more than 40% of global GDP.

在深入探討本季業績之前，鑑於這是我們的首次財報電話會議，我想先花點時間向那些不熟悉我們業務的朋友概述一下我們的業務，並分享一些關於推動我們增長的因素的觀點。在 Meraki 成立初期，我們透過部署網絡，近距離觀察了許多營運。我們發現，在物流、供應鏈、能源公用事業、食品飲料分銷、建築、地方政府等產業的實體營運領域，數位轉型蘊藏著巨大的機會。這些產業是我們經濟的支柱，佔全球 GDP 的 40% 以上。

We're living in a time of rapid change. Over the last 10 to 15 years, digital transformation has disrupted entire industries. But the way the physical operations businesses work hasn't kept pace. We believe that the next chapter of digital transformation is about connecting the world's physical operations to the cloud, making operations safer, more efficient and more sustainable.

我們正生活在一個快速改變的時代。過去10到15年間，數位轉型顛覆了各個產業。但實體經營企業的運作方式卻未能跟上。我們相信，數位轉型的下一個篇章是將全球實體營運與雲端連接起來，使營運更安全、更有效率、更永續。

Historically, the complexity of physical operations made it difficult to connect and analyze data at scale. Recent breakthroughs in technology are unlocking this opportunity. First, the ability to collect vast amounts of data and process it in the cloud is growing exponentially. Second, more IoT assets are connecting to the Internet. Third, an evolution in wireless technologies has enabled higher bandwidth and greater coverage, making it possible to do things like stream HD video in real time. And last, sensors are now being made smaller at lower costs and higher quality than ever before.

過去，物理操作的複雜性使得大規模連接和分析資料變得困難。最近的技術突破正在釋放這一機會。首先，收集海量資料並在雲端處理的能力正在呈指數級增長。其次，越來越多的物聯網資產正在連接到互聯網。第三，無線技術的演進帶來了更高的頻寬和更廣的覆蓋範圍，使得即時傳輸高清視訊等成為可能。最後，感測器現在比以往任何時候都更小、成本更低、品質更高。

These were all big enablers as we built Samsara. We're bringing the latest in technology to the world of physical operations as we help companies make the jump from 20th century pen-and-paper processes the 21st century digital technologies. For many physical operations businesses, digitizing their fleet is the first step to transforming their entire operations. Fleets are critical to moving people, goods and services. They're central to the operating model of almost every physical operations' business. We've seen tremendous traction with our safety and telematics applications for fleet, and we believe we're just scratching the surface of this market.

這些都是我們打造Samsara的重要推手。我們將最新技術引入實體營運領域，幫助企業從20世紀的紙筆流程躍升至21世紀的數位科技。對許多實體營運企業而言，車隊數位化是轉型整體營運的第一步。車隊對於人員、貨物和服務的運輸至關重要。它們幾乎是所有實體營運企業營運模式的核心。我們已經看到，我們針對車隊的安全和遠端資訊處理應用程式獲得了巨大的吸引力，我們相信，我們才剛剛觸及這個市場的皮毛。

As we began developing tools for fleets, we realize that they aren't just a collection of vehicles. They're part of a broader operation. So we started asking questions about the other components of our customers' operations and uncovered new opportunities. We saw that many of them have equipment out in the field like tanks, generators, compressors, trailers and other types of industrial assets. We connected those pieces of equipment to the cloud and offered the same visibility and insights customers had with their fleets.

當我們開始為車隊開發工具時，我們意識到它們不僅僅是車輛的集合，而是更廣泛運作的一部分。因此，我們開始探究客戶營運的其他組成部分，並發現了新的機會。我們發現，許多客戶在現場擁有各種設備，例如油箱、發電機、壓縮機、拖車和其他類型的工業資產。我們將這些設備連接到雲端，為客戶提供與車隊相同的可視性和洞察能力。

Customers love that they could get this broader view of their operations on one platform, analyze and make changes to their operations based on the insights we provided. From there, the concentric circles of our product offering started to expand as customers started asking about their loading docks, warehouses, factory floors and remote sites.

客戶非常樂意在一個平台上更全面地了解他們的營運情況，並根據我們提供的洞察進行分析和調整。從那時起，隨著客戶開始諮詢他們的裝卸碼頭、倉庫、工廠車間和遠端站點，我們產品服務的覆蓋範圍開始不斷擴大。

So the next area of technology we developed was Connected Sites. Site Visibility is an application that lets customers pull video from IP cameras that are already installed and connects them to the cloud. By bringing different parts of an operation together in a single integrated cloud platform that we call the Connected Operations Cloud, we unlock unprecedented value for our customers.

因此，我們開發的下一個技術領域是「互聯站點」（Connected Sites）。 「網站視覺性」（Site Visibility）是一款應用程序，允許客戶從已安裝的IP攝影機中提取視頻，並將其連接到雲端。透過將營運的不同部分整合到我們稱為「互聯營運雲」（Connected Operations Cloud）的整合雲端平台中，我們為客戶釋放了前所未有的價值。

Here's how the Connected Operations Cloud works. First, we aggregate massive amounts of data from vehicles, pieces of equipment and sites using Samsara gateways. In addition to the data we gather directly, we also integrate with OEMs and other third parties to bring in external data. All this data flows into our cloud where we process it, aggregate it, enrich it and run it through our AI and machine learning models. From there, this data can be used to power workflows or provide alerts to customers. Ultimately, this manifests into different applications that we license to the customer, depending on what problems they're trying to solve.

互聯營運雲的工作原理如下。首先，我們使用 Samsara 網關聚合來自車輛、設備和站點的大量資料。除了我們直接收集的數據外，我們還與原始設備製造商 (OEM) 和其他第三方集成，以引入外部數據。所有這些數據都流入我們的雲端，我們在那裡處理、聚合、豐富，並透過我們的人工智慧和機器學習模型運行。從那裡，這些數據可以用來支援工作流程或向客戶提供警報。最終，這些數據會體現在我們授權給客戶的不同應用程式中，具體取決於客戶試圖解決的問題。

Our revenue primarily comes from 3- to 5-year subscription contracts. Each license we sell corresponds to a specific application for a given asset, making it easy for our customers to scale up or down depending on their needs.

我們的收入主要來自3至5年的訂閱合約。我們出售的每個許可證都對應特定資產的特定應用程序，方便客戶根據自身需求輕鬆擴展或縮減。

Our Connected Operations Cloud is operating at a scale that's difficult to replicate, and that advantage has only compounded over time. The amount of IoT data we process in our cloud has more than doubled, from 2.2 trillion data points last year to about 4.6 trillion this year. In addition, API calls grew from -- to 33 billion this year, an increase of more than 4x year-over-year. And video recorded on our IoT devices grew 2x to 85 billion minutes. We use this massive amount of data to regularly train our AI models and enhance our benchmarking data.

我們的互聯營運雲 (Connected Operations Cloud) 的營運規模難以複製，而且這種優勢隨著時間的推移而不斷增強。我們在雲端處理的物聯網資料量成長了一倍多，從去年的 2.2 兆個資料點成長到今年的約 4.6 兆個。此外，API 呼叫次數從去年的 100 億次成長到今年的 330 億次，較去年同期成長超過 4 倍。我們物聯網設備上錄製的影片長度成長了 2 倍，達到 850 億分鐘。我們利用這些大量資料定期訓練我們的人工智慧模型，並增強我們的基準資料。

Our customers are able to combine safety and telematics data to unlock new use cases. For example, customers can exonerate a driver by recreating an entire accident. They can also benefit from risk-adjusted insurance premiums by quantifying the safety of their fleet. Samsara's data-powered applications are meaningfully impacting our customers' bottom line. As more customers connect to the Samsara platform, the scale of our data grows, our models get better, and we have even more opportunities to provide rich insights and actionable tools to our customers.

我們的客戶能夠將安全資料與遠端資訊處理資料結合，從而解鎖新的用例。例如，客戶可以透過重現整個事故過程來免除駕駛員的責任。他們還可以透過量化車隊的安全性，從風險調整後的保險費中獲益。 Samsara 的數據驅動應用程式正在顯著提升客戶的獲利能力。隨著越來越多的客戶連接到 Samsara 平台，我們的數據規模不斷增長，我們的模型也不斷完善，我們也擁有更多機會為客戶提供豐富的洞察和可操作的工具。

We have approximately 14,500 core customers around the world who touch nearly every aspect of the global economy. They are leaders in industries like transportation, warehousing, construction, field services, utilities and local governments. Our horizontal platform is built to serve a wide variety of industries and requires little to no customization. This allows us to meet the needs of our diverse customer base and efficiently go to market with a horizontal sales motion.

我們在全球擁有約14,500家核心客戶，幾乎涵蓋全球經濟的各個層面。他們是運輸、倉儲、建築、現場服務、公用事業和地方政府等行業的領導者。我們的橫向平台旨在服務各行各業，幾乎無需客製化。這使我們能夠滿足多元化客戶群的需求，並透過橫向銷售模式有效地進入市場。

Our global sales teams sell all Samsara applications to customers across all industries. Our direct sales motion includes an inside sales team and a distributed field sales team. We also work with a network of resell partners.

我們的全球銷售團隊負責向各行各業的客戶銷售所有 Samsara 應用程式。我們的直銷團隊包括內部銷售團隊和分散式現場銷售團隊。我們也與眾多經銷商合作夥伴合作。

We estimate our total addressable market to be $55 billion, growing to $97 billion by 2024, which represents a 21% compound annual growth rate. The world of physical operations is rapidly digitizing, and we're in the early innings of this massive opportunity.

我們預計，我們的潛在市場總額為550億美元，到2024年將成長至970億美元，複合年增長率為21%。實體營運領域正在快速數位化，我們正處於這巨大機會的初期階段。

At Samsara, our people, our culture and our shared mission drives our growth. Our team delivers world-class innovation and customer support that has distinguished Samsara year-over-year. Our laser focus on the success of our customers is the force behind our feedback loop, powering our product development road map and our close relationship with our customers.

在 Samsara，我們的員工、我們的文化和共同的使命驅動著我們的成長。我們的團隊提供世界一流的創新和客戶支持，使 Samsara 逐年卓越。我們對客戶成功的專注是我們回饋循環背後的力量，也為我們的產品開發路線圖和與客戶的緊密關係提供了動力。

This year, we are honored to have received awards that recognize the impact of our values in our culture, including recognition on the 2021 Forbes' Cloud 100, the Forbes AI 50 and the Financial Times' Fastest Growing Companies in the Americas list.

今年，我們很榮幸獲得一些獎項，這些獎項認可了我們的價值觀對我們文化的影響，包括 2021 年福布斯雲端運算 100 強、福布斯人工智慧 50 強和金融時報美洲成長最快的公司榜單。

With that, let's dive into the fourth quarter. First, we saw strong sales momentum in Q4, driven by the addition of new customers and the continued success of our land and expand strategy. We ended the year with ARR of $558 million, up 64% year-over-year. During Q4, we added over 90 $100,000-plus customers, which brings us to over 800 $100,000 ARR customers in total.

好了，讓我們來看看第四季的業績。首先，由於新客戶的增加以及我們「落地並擴張」策略的持續成功，我們在第四季度實現了強勁的銷售勢頭。截至年底，我們的年經常性收入 (ARR) 達到 5.58 億美元，年增 64%。第四季度，我們新增了 90 多名 10 萬美元以上的客戶，使我們的 ARR 總數超過 800 名 10 萬美元以上的客戶。

I'll touch on some big wins from this quarter. First, we welcomed a new Fortune 500 customer in a 7-figure deal. This peer-to-peer car-sharing service operates in over 15 airports nationwide. They saw a sharp increase in demand due to limited rental car availability caused by chip shortages. So they chose Samsara's vehicle telematics solution to track and maintain their 6,100-vehicle fleet. Our solutions help keep their fleet running longer and more efficiently. Now they're better positioned to gain valuable insights, improve efficiency and increase fleet longevity across their extensive operations.

我將談談本季的一些重大進展。首先，我們迎來了一位新的財富500強客戶，交易金額高達七位數。這家點對點汽車共享服務公司在全美超過15個機場營運。由於晶片短缺導致租車供應受限，他們的租車需求急劇增長。因此，他們選擇了Samsara的車輛遠端資訊處理解決方案來追蹤和維護其6100輛車的車隊。我們的解決方案幫助他們的車隊更有效率地運行更長時間。現在，他們能夠更好地獲取有價值的洞察，提高效率，並在其廣泛的營運範圍內延長車隊的使用壽命。

Next, one of the largest office retailers in North America chose Samsara for their 1,100 vehicles and 40-plus warehouse and fulfillment centers in a 6-figure deal. They're using Samsara's video-based safety and vehicle telematics applications to increase safety and reduce carbon emissions across their supply chain. During the Samsara pilot, they reduced safety events by 73% by using our real-time in-cab audio alerts and driver coaching.

接下來，北美最大的辦公用品零售商之一選擇 Samsara 為其 1,100 輛汽車和 40 多個倉庫及配送中心提供服務，該交易金額達六位數。他們正在使用 Samsara 基於視訊的安全性和車輛遠端資訊處理應用程式來提高整個供應鏈的安全性並減少碳排放。在 Samsara 試點期間，他們透過使用我們的即時車內音訊警報和駕駛員指導，將安全事故減少了 73%。

This quarter, we also saw significant expansions with some of our largest customers. I'll highlight 2 exciting Fortune 500 expansions. The first is a distribution company with 10,000-plus drivers and supporting teams. In a multimillion dollar expansion deal, they added our vehicle telematics and driver workflow solutions to their current deployment of video-based safety coaching solutions. Samsara is helping them protect and create new efficiencies for their employees.

本季度，我們與一些最大客戶也實現了顯著的擴張。我將重點介紹兩家令人振奮的《財星》500強企業。第一家是一家擁有1萬多名司機和支援團隊的配送公司。在一項價值數百萬美元的擴張協議中，他們將我們的車輛遠端資訊處理和駕駛員工作流程解決方案添加到他們目前基於視訊的安全培訓解決方案的部署中。 Samsara正在幫助他們保護員工安全並提高效率。

The other Fortune 500 expansion is one of the world's largest logistics companies with more than 400,000 employees in over 220 countries and territories. They replaced several disparate solutions with Samsara's Connected Operations Cloud and now use our video-based safety, vehicle telematics, apps and driver workflows and equipment-monitoring applications across multiple business units within their organization. Samsara is providing an integrated view of their operations, improving their safety record and improving their customer service. With Samsara, they have a data trail and real-time visibility from the moment a route is created until the delivery is completed.

另一家財富500強企業是全球最大的物流公司之一，在220多個國家和地區擁有超過40萬名員工。他們用Samsara的互聯營運雲取代了多個不同的解決方案，現在在其組織內的多個業務部門使用我們基於視訊的安全系統、車輛遠端資訊處理、應用程式、駕駛員工作流程和設備監控應用程式。 Samsara正在提供其營運的綜合視圖，從而改善其安全記錄並提升客戶服務。借助Samsara，他們擁有從路線創建到交付完成的數據追蹤和即時可見性。

Next, I want to talk about multiproduct adoption. As I mentioned earlier, we began our platform with fleet applications and have expanded our offerings to capture data from equipment and sites. With visibility into more parts of their business, customers are able to extract richer data and achieve better insights into their end-to-end operations.

接下來，我想談談多產品應用。正如我之前提到的，我們的平台最初是針對車隊應用，後來擴展了產品範圍，可以捕捉設備和站點的數據。透過深入了解業務的更多環節，客戶能夠提取更豐富的數據，並更好地洞察其端到端營運。

For example, Aunt Millie's is a 120-year-old family bakery that produces and distributes 0.5 million pounds of bread daily across hundreds of stores. In Q4, they deployed Samsara's Site Visibility to reduce the risk of theft and damages across their branches, retail locations and offices. In addition, it protects the integrity of the product that ends up in the hands of consumers. Aunt Millie's now uses Samsara applications for site visibility, video-based safety, vehicle telematics, apps and driver workflows and equipment monitoring. This gives them real-time insights into the robust operations, which supports their long-term business goals for safety and efficiency.

例如，Aunt Millie's 是一家擁有 120 年歷史的家族麵包店，每天在數百家門市生產和分銷 50 萬磅麵包。第四季度，他們部署了 Samsara 的場地可視性系統，以降低其分店、零售店和辦公室的失竊和損壞風險。此外，該系統還能保障最終到達消費者手中的產品的完整性。 Aunt Millie's 目前使用 Samsara 的應用程式進行場地可視性、基於視訊的安全監控、車輛遠端資訊處理、應用程式和駕駛員工作流程以及設備監控。這讓他們能夠即時洞察穩健的營運狀況，從而支持他們實現安全和高效的長期業務目標。

Finally, I'd like to share 3 examples of how we continue to build for long term. First, we're making an ongoing investment in developing our ecosystem of partners and integrations. We now integrate with over 155 partners to unlock data directly into the cloud. On average, our large customers are using 4 or more integrations.

最後，我想分享三個例子，說明我們如何持續建構長遠發展。首先，我們持續投資發展合作夥伴和整合生態系統。目前，我們已與超過 155 家合作夥伴集成，將資料直接解鎖到雲端。平均而言，我們的大客戶使用 4 個或更多的整合方案。

In addition to software partners, we've successfully integrated with leading OEMs of vehicles and equipment, like John Deere, Ford, Navistar and Komatsu. OEMs are increasingly embedding sensors and cloud connectivity in new vehicle and equipment models. Our OEM integrations help customers to bring IoT data from their assets directly into the Samsara cloud.

除了軟體合作夥伴外，我們還成功與領先的車輛和設備原始設備製造商 (OEM) 集成，例如約翰迪爾 (John Deere)、福特 (Ford)、納威司達 (Navistar) 和小松 (Komatsu)。 OEM 越來越多地在新車型和設備中嵌入感測器和雲端連接。我們的 OEM 整合服務可協助客戶將其資產的物聯網資料直接傳輸到 Samsara 雲端。

We are building an open platform that connects other business-critical systems to Samsara. Our customers get even more value out of our Connected Operations Cloud, leveraging our solutions we provide and the data we gathered. This makes our platform even stickier and helps drive long-term growth.

我們正在建立一個開放平台，將其他關鍵業務系統連接到 Samsara。我們的客戶能夠利用我們提供的解決方案和收集的數據，從我們的互聯營運雲中獲得更多價值。這將增強我們平台的黏性，並有助於推動長期成長。

Second, our customer-centric approach and rapid pace of innovation are core to our long-term growth strategy. We released over 200 features in FY '22. These included new workflows in the Samsara driver app, providing drivers the tools they need to operate safely and efficiently throughout their day.

其次，我們以客戶為中心的理念和快速的創新步伐是我們長期成長策略的核心。 22財年，我們發布了200多項功能，其中包括Samsara司機應用程式中的全新工作流程，為司機提供全天安全高效駕駛所需的工具。

In Q4, we also released Camera Connector, which provides 360-degree visibility into road conditions and safety hazards by connecting with multiple camera feeds.

在第四季度，我們還發布了攝影機連接器，透過連接多個攝像頭，可以 360 度全方位地查看道路狀況和安全隱患。

Third, we attribute our growth to Samsara's differentiated culture and shared mission to increase the safety, efficiency and sustainability of the operations that power the global economy. Specifically, the work we do helps customers reduce their environmental footprint, and it's a competitive differentiator that helps us attract and retain top talent. We plan to continue our hiring momentum in FY '23 as we invest in the business to meet customer demand.

第三，我們將成長歸功於Samsara的差異化文化和共同使命，即提升驅動全球經濟營運的安全性、效率和永續性。具體而言，我們所做的工作幫助客戶減少環境足跡，這也是我們吸引和留住頂尖人才的競爭優勢。我們計劃在2023財年繼續保持招聘勢頭，並加大對業務的投資以滿足客戶需求。

We continued expanding our international footprint in FY '22 by opening new offices in Mexico and the Benelux region. Our talent base across the organization also continues to grow. We recently brought on Dave Bossio as our Chief Information Security Officer. Dave is an industry veteran with over 20 years of experience, building and scaling teams at Salesforce and Microsoft, and a welcomed addition to our growing team. Our total employee count is now over 1,600, representing approximately 30% growth in FY '22. It's clear that Samsara is a top talent destination.

2022財年，我們繼續拓展國際業務，在墨西哥和比荷盧三國地區開設了新的辦公室。我們整個組織的人才隊伍也不斷壯大。我們最近聘請了Dave Bossio擔任首席資訊安全長。 Dave是一位業界資深人士，擁有超過20年的經驗，曾在Salesforce和Microsoft組成和擴展團隊，對我們不斷成長的團隊來說，他是一位備受歡迎的新成員。目前，我們的員工總數已超過1,600人，2022財年增加了約30%。顯然，Samsara是人才的首選之地。

This was a fantastic quarter and fiscal year for Samsara. We're in a strong position. We're also excited to host our customer conference on June 15 and 16, during which we will provide additional insights in the Samsara's trajectory and the future of physical operations.

對Samsara來說，這是一個輝煌的季度和財年。我們目前處於有利地位。我們也很高興將於6月15日至16日舉辦客戶大會，屆時我們將就Samsara的發展軌跡和未來的實體營運提供更多見解。

I'd like to end with a huge thank you to all Samsarians, as well as to our customers, partners and investors. I know I speak for the whole team when I say we're just getting started and are excited by the tremendous runway ahead of us.

最後，我要衷心感謝所有 Samsarians 員工，以及我們的客戶、合作夥伴和投資者。我知道，我代表整個團隊說，我們才剛起步，我們對未來無限的希望充滿期待。

With that, I'll hand it over to Dominic for financial highlights.

說完這些，我將把財務亮點交給 Dominic。

Thanks, Sanjit. As a reminder, please refer to our shareholder letter and investor presentation at investors.samsara.com for additional information on our Q4 results and FY '23 guidance.

謝謝，Sanjit。提醒一下，請參閱我們在 investors.samsara.com 上的股東信函和投資者演示文稿，以獲取有關我們第四季度業績和2023財年指引的更多資訊。

Q4 was our strongest quarter ever. It was highlighted by incredible top line growth driven by continued large customer momentum, multiproduct success and significant expansions within our existing customer base.

第四季是我們有史以來表現最強勁的一個季度。由於持續強勁的客戶成長勢頭、多產品的成功以及現有客戶群的顯著擴張，我們實現了令人難以置信的營收成長。

Before jumping into the results, I first want to give a quick overview of our business model. More than 98% of our revenue is generated from subscriptions to our Connected Operations Cloud. We typically sell 3- to 5-year subscriptions for all of our applications, each of which includes a standard set of services, including data collection, which usually comes from a Samsara IoT device; cellular connectivity; access to our cloud-based platform; customer support; and warranty coverage. Because these services are included in each subscription, we recognize revenue from the entire license ratably over the life of the contract. And as Sanjit mentioned earlier, each license we sell corresponds to a specific application for a given asset, making it easy for our customers to scale up or down depending on their needs.

在介紹業績之前，我首先想先簡單介紹一下我們的商業模式。我們超過 98% 的收入來自 Connected Operations Cloud 的訂閱。我們通常為所有應用程式提供 3 至 5 年的訂閱服務，每個訂閱服務包含一套標準服務，包括數據收集（通常來自 Samsara IoT 設備）、蜂窩連接、訪問我們基於雲端的平台、客戶支援以及保固。由於這些服務包含在每個訂閱服務中，因此我們會在合約有效期內按比例確認整個授權的收入。正如 Sanjit 之前提到的，我們出售的每個許可證都對應特定資產的特定應用程序，這使得我們的客戶可以根據自身需求輕鬆擴展或縮減服務規模。

I also want to touch on how we think about our customer strategy. At the end of FY '22, we had more than 28,000 total customers, approximately half of which are small customers with less than $5,000 of ARR who contribute only 7% of total ARR. The other half are core customers with more than $5,000 of ARR who contribute 93% of total ARR. This is the segment we're actively investing in going forward. And within our core customers, we're heavily focused on large customers with more than $100,000 of ARR who contribute 45% of our ARR mix.

我還想談談我們對客戶策略的看法。截至22財年末，我們共有超過2.8萬名客戶，其中約一半是年平均經常性收入（ARR）低於5,000美元的小客戶，僅佔總ARR的7%。另一半是年平均經常性收入（ARR）超過5,000美元的核心客戶，佔總ARR的93%。這是我們未來將積極投資的領域。在我們的核心客戶中，我們將重點放在年平均經常性收入（ARR）超過10萬美元的大客戶，他們占我們ARR組合的45%。

Now let's get into the results. In FY '22, we delivered meaningful growth at scale with ending ARR of $558 million, growing 64% year-over-year. Revenue in FY '22 was $428 million, growing 71% year-over-year, and our Q4 revenue was $126 million, growing 66% year-over-year.

現在讓我們來看看業績。在22財年，我們實現了規模化、有意義的成長，期末年度經常性收入（ARR）達到5.58億美元，年增64%。 22財年營收為4.28億美元，年增71%。第四季營收為1.26億美元，年增66%。

A few factors drove our strong top line performance. First, our investment in landing new customers and expanding our relationship with existing customers that pay more than $100,000 annually are paying off. We now have 806 customers with ARR of more than $100,000 each, an increase of 91 customers in Q4 and an annual increase of 354 customers in FY '22 or 78% year-over-year growth. As a result, $100,000-plus customers now contribute 45% of our total ARR.

幾個因素推動了我們強勁的營收表現。首先，我們在吸引新客戶和拓展與年支出超過10萬美元的現有客戶關係方面的投資正在獲得回報。目前，我們擁有806位年經常性收入(ARR)超過10萬美元的客戶，第四季增加了91位，2022財年增加了354位，較去年同期成長78%。因此，年收入超過10萬美元的客戶現在貢獻了我們總ARR的45%。

Second, multiproduct transactions continue to contribute significantly to our top line growth, showing the strength of our Connected Operations Cloud in the market. Eight of our top 10 deals in Q4 included 2 or more subscriptions, and over 70% of our core customers and 90% of our $100,000-plus customers subscribe to multiple applications.

其次，多產品交易持續為我們的營收成長做出顯著貢獻，彰顯了我們互聯營運雲在市場上的強勁表現。第四季度，我們十大交易中有八筆包含兩個或兩個以上的訂閱，超過70%的核心客戶和90%的10萬美元以上客戶訂閱了多個應用程式。

We're also seeing multiproduct adoption at scale. At the end of Q4, our vehicle telematics and video-based safety applications were more than $200 million of ARR each, and our remaining applications combined contribute more than 10% of total ARR.

我們也看到多產品應用正在大規模普及。截至第四季末，我們的車載遠端資訊處理和基於視訊的安全應用的年經常性收入 (ARR) 分別超過 2 億美元，其餘應用合計貢獻了總 ARR 的 10% 以上。

And finally, Q4 was another quarter of strong customer expansions. And while we added a record number of new customers in the quarter, Q4 was the first quarter ever that more than 50% of our net new ACV came from our existing customer base. As a result, our large customer dollar-based net retention rate continues to be greater than 125%, and our total customer dollar-based net retention rate continues to be greater than 115%.

最後，第四季客戶成長強勁。雖然本季新增客戶數量創歷史新高，但第四季是我們有史以來首次超過50%的淨新增ACV來自現有客戶群。因此，我們大客戶淨留存率持續超過125%，總客戶淨留存率持續超過115%。

In addition to our strong top line performance, we continue to operate more efficiently as we scale. As a result, we saw strong year-over-year leverage across all functions. Our Q4 non-GAAP gross margin was 74% compared to 72% in Q4 last year, an improvement of 2 percentage points driven by lower excess and obsolete inventory expenses.

除了強勁的營收表現外，隨著規模的擴大，我們的營運效率也持續提升。因此，所有職能部門的槓桿率均較去年同期強勁成長。第四季非公認會計準則下的毛利率為 74%，而去年同期為 72%，得益於過剩庫存和過時庫存費用的降低，毛利率提升了 2 個百分點。

Our Q4 non-GAAP operating margin was negative 14% in Q4 compared to negative 41% in the same period last year. The year-over-year improvement of 27 percentage points was driven by increased go-to-market efficiencies, including improved productivity and a stronger focus on cost management.

第四季非公認會計準則營業利益率為負14%，去年同期為負41%。年比提升27個百分點，主要得益於市場推廣效率的提升，包括生產效率的提升以及對成本管理的更加重視。

And our adjusted free cash flow margin improved by 7 percentage points year-over-year driven by the operating leverage I just mentioned but partially offset by negative working capital adjustments, primarily from required upfront inventory purchases. And while the global supply chain disruption continues to put pressure on critical component costs and availability, in Q4, we improved our gross margin, we shipped enough IoT devices to meet all customer demand, and we continued to build a larger inventory buffer to reduce the impact of future supply chain disruptions on our business.

我們的調整後自由現金流利潤率年增了7個百分點，這得益於我剛才提到的營運槓桿，但部分抵銷了負營運資本調整的影響，這主要來自必要的前期庫存採購。儘管全球供應​​鏈中斷持續對關鍵零件成本和供應造成壓力，但在第四季度，我們的毛利率有所提高，物聯網設備出貨量足以滿足所有客戶的需求，並且我們繼續建立更大的庫存緩衝，以減少未來供應鏈中斷對我們業務的影響。

And the final Q4 point I want to make is regarding hiring and headcount. We primarily go to market with a direct sales model. As a result, adding more sales capacity, along with improving productivity, is a key driver of future growth. After reducing headcount capacity in FY '21 at the beginning of the pandemic, we reignited our hiring engine in FY '22 and grew headcount close to 30% this year. And Q4 was one of our largest-hiring quarters since COVID emerged, and we ended the year with 1,616 total employees.

關於第四季度，我想談的最後一點是關於招募和員工人數。我們主要採用直銷模式進入市場。因此，提升銷售能力和生產力是未來成長的關鍵驅動力。在疫情初期於21財年裁員後，我們在22財年重啟了招募引擎，今年的員工人數增加了近30%。第四季是我們自新冠疫情爆發以來招募規模最大的季度之一，截至年底，我們的員工總數為1,616人。

More than 1/3 of the net new employees in FY '22 and more than 40% of the net new sales and marketing employees in FY '22 started in Q4 alone. Based on our average ramp times, we expect the productivity of new sales hires in Q4 FY '22 to be fully productive by the end of FY '23. And in addition to ramping productivity, we expect to hire even faster in FY '23 to drive durable growth for years to come.

光是第四季度，22財年新增員工人數就超過三分之一，新增銷售和行銷員工人數也超過40%。根據我們的平均成長速度，我們預計22財年第四季新招募的銷售人員的生產力將在23財年末達到最高水準。除了提高生產力之外，我們預計23財年的招募速度將更快，以推動未來幾年的持續成長。

Okay. Now turning to guidance. For Q1 FY '23, we expect total revenue to be between $130 million and $132 million, representing year-over-year growth between 48% and 50%; non-GAAP operating margin to be approximately negative 25%; and non-GAAP EPS to be between negative $0.07 and negative $0.08, assuming 507 million weighted average shares outstanding.

好的。現在談談業績指引。對於2023財年第一季，我們預計總收入在1.3億美元至1.32億美元之間，年增48%至50%；非公認會計準則下的營業利潤率約為-25%；非公認會計準則下的每股收益在-0.07美元至-0.08美元之間，假設加權平均流通量為5.07億股。

For full year FY '23, we expect revenue to be between $568 million and $578 million, representing year-over-year growth between 33% and 35%; non-GAAP operating margin to be approximately negative 22%; non-GAAP EPS to be between negative $0.25 and negative $0.27, assuming 514 million weighted average shares outstanding.

對於 23 財年全年，我們預計營收在 5.68 億美元至 5.78 億美元之間，年增 33% 至 35%；非 GAAP 營業利潤率約為負 22%；非 GAAP 每股收益在負 0.25 美元至負 0.27 美元之間，假設加權平均流通量為 5.14 億股。

Please note, we provide guidance based on our margin expectations or our operating metrics as a percentage of revenue instead of dollar-based results to align with our philosophy of prioritizing investments for growth while driving margin leverage in our model.

請注意，我們根據利潤預期或營運指標（佔收入的百分比，而不是基於美元的結果）提供指導，以符合我們優先投資成長同時在我們的模型中推動利潤槓桿的理念。

And finally, we included some additional modeling notes for full year FY '23 in our shareholder letter.

最後，我們在股東信中補充了一些 23 財年全年的額外建模說明。

So to summarize, we're very pleased with our Q4 results and our first quarter as a publicly traded company. We're operating in large, fast-growing markets, and our customer demand has never been stronger as they embrace digital transformation to drive safety, efficiency and sustainability across their physical operations.

總而言之，我們對第四季度的業績以及作為上市公司的第一季表現非常滿意。我們業務涵蓋龐大且快速成長的市場，隨著客戶積極擁抱數位轉型，以提升其實體營運的安全性、效率和永續性，我們的客戶需求也空前強勁。

With that, I'll hand it over to Mike to moderate Q&A.

說完這些，我會把時間交給 Mike 來主持問答環節。

Thanks, Dominic. (Operator Instructions) The first question today comes from Keith Weiss at Morgan Stanley, followed by Sterling Auty at JPMorgan.

謝謝，多米尼克。 （操作員指示）今天的第一個問題來自摩根士丹利的 Keith Weiss，然後是摩根大通的 Sterling Auty。

Very nice initial quarter. Great to see that outperformance on the top line. I was hoping you could talk to a little bit about the competitive environment, both in terms of -- obviously, you guys are taking a lot of share in this market. These are growth rates well ahead of the overall market growth. Who are the competitors you're seeing? And why is Samsara winning and gaining so much share?

第一季表現非常好。很高興看到營收表現優異。我希望您能談談競爭環境，包括——顯然，你們在這個市場上佔據了很大的份額。這些成長率遠高於整體市場的成長。您看到的競爭對手是誰？為什麼Samsara能夠獲勝並獲得如此大的份額？

And maybe as a follow-on question, you talked about partnerships and integrations with OEMs to get the data from sensors that they're embedding. Is there any sense to which those OEMs are becoming more of a competitive threat? Or is the heterogeneity argument just too strong for them to become real competitors to what Samsara is offering?

或許作為後續問題，您談到了與原始設備製造商 (OEM) 的合作與整合，以獲取他們嵌入的傳感器數據。這些 OEM 是否正在成為越來越大的競爭威脅？或者，異質性問題是否太激烈，以至於他們無法成為 Samsara 產品的真正競爭對手？

Keith, this is Sanjit. So on a competitive point, we see a number of different competitors depending on the kind of application we're engaging with the customer on. So for example, there are different competitors in telematics versus driver safety versus even areas like compliance, Connected Equipment and Connected Sites. So it's a fragmented set. The big pattern, however, is that they tend to be legacy incumbents. Their technologies haven't changed in 15 to 20 years. And the solutions are fragmented. So the data is siloed. The customers can't gain insights from connecting all that data together.

基思，我是桑吉特。從競爭角度來看，我們看到許多不同的競爭對手，這取決於我們與客戶互動的應用程式類型。例如，在遠端資訊處理、駕駛安全，甚至合規性、互聯設備和互聯站點等領域，都存在著不同的競爭對手。所以這是一個碎片化的市場。然而，整體趨勢是，這些競爭對手往往是傳統的老牌企業。他們的技術15到20年來都沒有改變。解決方案也支離破碎。因此，數據孤立。客戶無法透過將所有數據連接在一起來獲得洞察力。

So the biggest difference that we offer to the customer is that we're one single consolidated platform. We have a massive data advantage. I talked about some of the statistics earlier in the call, but the amount of video we're processing in our cloud has now expanded. The amount of data we're collecting in the cloud has expanded. The number of connections we offer is also unprecedented. So that's our big differentiation and I think one of the reasons we see customers switching over so quickly.

因此，我們為客戶提供的最大差異化在於我們是一個單一整合的平台。我們擁有龐大的數據優勢。我在之前的電話會議中談到了一些統計數據，但我們在雲端處理的視訊量現在已經擴大。我們在雲端收集的資料量也增加了。我們提供的連線數量也是前所未有的。這就是我們最大的差異化優勢，我認為這也是客戶如此迅速地轉換的原因之一。

And then in terms of market dynamics, I think the telematics market, while it has been around for some time, is more penetrated. The driver safety market is more greenfield, and so we are just seeing the market expand. This is a $55 billion TAM growing to about $100 billion by 2024. So it's just a -- it's a growing market as well.

就市場動態而言，我認為遠端資訊處理市場雖然已經存在了一段時間，但滲透率更高。駕駛安全市場則更像是未開發的領域，所以我們看到的只是市場擴張。目前，該市場的潛在市場規模為550億美元，到2024年將成長至約1,000億美元。所以，這仍然是一個正在成長的市場。

The second part of your question, you asked about partnerships with OEMs and whether they're competitive. I think you touched on it, which is what we see today is that our customers have heterogeneous fleets. They don't just drive one make or one model of vehicle. And so they want to see data across all of their operations. And often not just trucks, they want to see their warehouses, their factories, their equipment all in one place.

您問題的第二部分，您詢問了與原始設備製造商的合作關係以及它們是否具有競爭力。我想您提到了這一點，我們現在看到的是，我們的客戶擁有多種多樣的車隊。他們駕駛的車輛並非單一品牌或單一型號。因此，他們希望查看所有營運數據。通常，他們不僅希望查看卡車的數據，還希望將倉庫、工廠和設備的數據整合到一個平台中。

And so our OEM partnerships are really kind of playing into that, where we can connect the data to our cloud directly. It's a better customer experience in terms of it being seamless and software-driven. But it does provide that full visibility, and that's our differentiation. And that's something that OEMs alone cannot offer.

因此，我們與 OEM 的合作確實發揮了一定作用，我們可以將資料直接連接到雲端。無縫銜接和軟體驅動的特性帶來了更好的客戶體驗。它確實提供了全面的可視性，這正是我們的差異化優勢。而這正是 OEM 自身無法提供的。

Our next question comes from Sterling Auty at JPMorgan, followed by Kash Rangan at Goldman Sachs.

我們的下一個問題來自摩根大通的 Sterling Auty，然後是高盛的 Kash Rangan。

So I'll just ask one question. So if I simplistically think about your business as being solutions that are either in or attached to vehicles versus out of vehicle, when you look at the new customers that you brought on during the quarter, what percentage of those took something that was outside the vehicle, so like warehouse and some of the other use cases that you described?

所以我只想問一個問題。如果我簡單地把您的業務想像成車內或車外的解決方案，那麼當您查看本季度吸引的新客戶時，其中有多少比例的客戶使用了車外的東西，例如倉庫和您描述的其他一些用例？

Sterling, it's Dominic. So the bulk of our ARR and the new customers that we onboarded in Q4 and expanded to in Q4 are using vehicle-based solution. So whether that's telematics, safety, driver application and workflows. About 10% of our ARR is outside of the vehicle, so that's things like Connected Sites and Connected Equipment. I think it's worth mentioning that the Connected Equipment product, this was the largest net new ACV mix that we've seen ever in that product. And so still seeing a lot of momentum in the vehicle-based solutions but a nice quarter in our emerging products as well.

斯特林，我是多米尼克。我們的大部分平均年收入 (ARR) 以及我們在第四季度獲得併擴展的新客戶都在使用基於車輛的解決方案。無論是遠端資訊處理、安全性、駕駛員應用程式或工作流程。我們大約 10% 的 ARR 來自車輛之外，例如互聯站點和互聯設備。值得一提的是，連網設備產品是我們迄今為止在該產品中看到的最大的淨新增 ACV 組合。因此，基於車輛的解決方案仍然保持強勁成長勢頭，但我們的新興產品也在本季表現不俗。

Our next question comes from Kash Rangan at Goldman Sachs, followed by Matt Hedberg at RBC.

下一個問題來自高盛的 Kash Rangan，然後是加拿大皇家銀行的 Matt Hedberg。

Hi. I hope you can hear me okay, and I'll take that as a yes...

嗨。希望你能聽見我說話，我就當這是肯定的…

(technical difficulty)

（技術難度）

I think we lost you there, Kash. Let's move forward, and we'll have Kash ash a question if he comes back.

卡什，我想我們把你弄丟了。我們繼續吧，等卡什回來的時候，我們再問他一個問題。

Let's move forward. Let's move to Matt Hedberg at RBC, followed by Kirk Materne at Evercore.

讓我們繼續往下看。我們先來看 RBC 的 Matt Hedberg，接著是 Evercore 的 Kirk Materne。

Matt, are you on?

馬特，你在線嗎？

Matt, do you have a question?

馬特，你有問題嗎？

Oh, sorry, about that, guys. I unmuted on Zoom but not on my phone. Strong quarter, guys. I think when we think about the potential drivers, ELD is something that's really starting to resonate, I think, with partners as well as investors as a tailwind here. Within that kind of the app and driver workflow, I guess, maybe broadly compliance, how important is that when we think sort of long-term catalyst for growth in that segment?

哦，抱歉，各位。我在Zoom上取消了靜音，但在手機上沒有。各位，這個季度表現強勁。我認為，當我們考慮潛在的驅動因素時，ELD確實開始引起合作夥伴和投資者的共鳴，成為順風車。在這種應用程式和駕駛員工作流程中，我想，也許還有更廣泛的合規性，當我們考慮該領域長期成長的催化劑時，它有多重要？

Matt, I'll take that. This is Sanjit. ELD has been a nice tailwind to the business, but it's been around for quite some time. In fact, when we first started shipping the telematics product several years ago, the ELD mandate was just coming to the foreground and has continued to be in place now for heavy vehicles here in the United States.

馬特，我接電話。我是桑吉特。 ELD 一直是我們業務的利好，但它已經存在很長時間了。事實上，幾年前我們剛開始推出遠端資訊處理產品時，ELD 強制要求才剛開始，現在美國重型車輛仍然在使用。

That being said, over 3/4 of our business is to vehicles that don't require ELD. In other words, they're not covered by the mandate. Now those drivers often benefit from the driver-based app that we offer and the tools. So we simplified things like the walk-around inspection, start-of-day and end-of-day workflows, things like that. So we are seeing strong adoption of our apps, and we expect that to continue.

話雖如此，我們超過四分之三的業務面向的是不需要ELD的車輛。換句話說，這些車輛不受強制要求的約束。現在，這些駕駛員通常會受益於我們提供的基於駕駛員的應用程式和工具。因此，我們簡化了諸如巡檢、每日開始和結束工作流程等流程。因此，我們的應用程式的採用率很高，我們預計這種情況還會持續下去。

And ELD is a feature on that app, but it's, again, not required for all the vehicles. So we're happy to have it as part of the feature set, but we're actually just seeing strong adoption of apps in general out in the field.

ELD 是該應用程式的一項功能，但並非所有車輛都需要它。因此，我們很高興將其作為功能集的一部分，但實際上，我們看到該應用程式在現場的普遍採用率很高。

Got it. That makes a lot of sense. And then, Dom, one for you. Obviously, a huge market opportunity, and I think you alluded to that on your spending expectations. International is massive, obviously, as well, and it's really underpenetrated from a Samsara perspective. How do you think about allocating expenses from an international perspective, given, obviously, a large market domestically here but an untapped international opportunity?

明白了。這很有道理。然後，Dom，我想問你一個問題。顯然，這是一個巨大的市場機會，我想你在支出預期中也提到了這一點。國際市場顯然也很龐大，而且從Samsara的角度來看，它的滲透率確實很低。考慮到國內市場很大，但國際市場機會尚未開發，你如何從國際角度考慮費用分配？

Yes. It's really to find balance. The market opportunity in North America is still very, very large. 90% of our ARR is in the U.S. and about 10% outside of the U.S. And so we're still seeing a lot of incredible growth in our own backyard, and that is where the bulk of our investment dollars are. But we do recognize that the same problems that exist for customers in the U.S. exist -- are very similar problems that exist in other markets. And so we are investing.

是的。這真的是為了找到平衡。北美的市場機會仍然非常非常大。我們90%的年度經常性收入（ARR）在美國，大約10%在美國以外。因此，我們仍然看到自己本土市場出現了許多令人難以置信的成長，而我們的大部分投資資金也投向了那裡。但我們也意​​識到，美國客戶面臨的問題與其他市場也存在著非常類似的問題。所以我們正在投資。

That's one of the big priorities for us as we go into FY '23 as more international expansion. And today, we're really focused on areas like Western Europe, Canada and Mexico and would expect those regions to grow faster than the U.S., although at smaller scale at this point.

邁入23財年，這是我們的首要任務之一，因為我們將進一步擴展國際業務。目前，我們主要關注西歐、加拿大和墨西哥等地區，預計這些地區的成長速度將超過美國，儘管目前規模較小。

Our next question comes from Kirk Materne at Evercore, followed by Michael Turrin at Wells Fargo.

我們的下一個問題來自 Evercore 的 Kirk Materne，然後是富國銀行的 Michael Turrin。

This is actually Peter Burkly. I'm filling in for Kirk. Congrats on the great quarter. So I guess, first, just to start us off, hiring in 4Q is obviously very impressive, 30% year-over-year. And the commentary is suggesting that you're going to hire even faster coming into this next year. So I guess, just with that as a baseline, given what we've been hearing about the competitive landscape in terms of just hiring talent, kind of I'm curious how that plays into your hiring intentions for fiscal '23.

我是彼得·伯克利 (Peter Burkly)，代替柯克 (Kirk) 發言。恭喜您取得如此出色的季度業績。首先，我想先說一下，第四季的招募情況非常令人印象深刻，比去年同期成長了 30%。而且評論還暗示，明年你們的招募速度會更快。所以，以這個數據作為基準，考慮到我們聽到的關於人才招募競爭格局的消息，我很好奇這會如何影響你們 2023 財年的招募計畫。

Yes, we really stepped on the gas -- sorry, it's Dominic, Peter. We really stepped on the gas hiring-wise in Q4. As I mentioned, 1/3 of our total net new employees in the entire year started in Q4. And within sales and marketing, more than 40% of those FY '22 hires started in Q4. So a lot of focus on it. We were able to hit our FY '22 goal of getting to over 1,600 employees and, as you mentioned, almost 30% growth. And the expectation is to grow even faster in FY '23.

是的，我們真的加大了招募力道——抱歉，是多明尼克，彼得。我們在第四季度的招募方面確實加大了力度。正如我所提到的，全年新增員工總數的三分之一是在第四季入職的。在銷售和行銷領域，2022財年新增員工中有超過40%是在第四季入職的。所以我們在這方面投入了很大的精力。我們實現了2022財年的目標，員工人數超過1,600人，而且如你所提到的，成長了近30%。我們預計2023財年的成長速度會更快。

So Q4 was an incredible hiring quarter from a gross adds perspective, but it was also our lowest attrition quarter that we've seen since pre-COVID. So really pleased with the momentum that we saw in Q4 and leading into FY '23.

因此，從新增員工數量來看，第四季的招募量驚人，但這也是我們自新冠疫情爆發以來員工流動率最低的一個季度。我們對第四季以及2023財年的成長動能感到非常滿意。

Great. That's helpful. And then just maybe if I could just sneak one more in here. Obviously, the expansion within customers is really impressive. You're seeing more customers adopting more and more products, which is great. Curious on the net new customer add side. Are you seeing customers sort of land, adopting maybe 2, 3 products? Or has the dynamics not changed that much, meaning the lands are still relatively small and then grow from there?

太好了，這很有幫助。然後，我能否再補充一點？顯然，客戶群的擴張確實令人印象深刻。您看到越來越多的客戶採用了越來越多的產品，這很好。我對淨新增客戶成長感到好奇。您是否看到客戶逐漸適應，大概採用了2、3種產品？還是說，市場動態沒有太大變化，也就是說，客戶群仍然相對較小，之後會逐漸成長？

Yes. It's really a mix, as I mentioned in the prepared remarks. I don't know -- I mean, it was an incredible expansion quarter for us, but we also -- it was the largest number of new logos that we've ever added as well. And so it was a really nice balance of both. And we see customers land with one application or with multiple applications. More than 70% of all of our customers have 2 or more products. And so that continues to be a big reason that customers are selecting us. Eight of our top 10 deals in the quarter were multiproduct as well. And so we're seeing a really nice mix whether they're landing with one product and -- or landing with multiple products.

是的。正如我在準備好的發言中提到的，這確實是一個混合體。我不知道——我的意思是，這對我們來說是一個令人難以置信的擴張季度，但我們也——這也是我們有史以來新增識別數量最多的季度。所以，這兩者之間取得了非常好的平衡。我們看到客戶選擇一款或多款應用程式。超過70%的客戶擁有兩款或兩款以上的產品。所以，這仍然是客戶選擇我們的一個重要原因。本季我們十大交易中有八筆是多產品交易。因此，我們看到了一個非常好的組合，無論他們是選擇一款產品還是多款產品。

Our next question comes from Michael Turrin at Wells Fargo, followed by Alex Zukin at Wolfe.

我們的下一個問題來自富國銀行的 Michael Turrin，然後是 Wolfe 的 Alex Zukin。

Congrats on another major milestone here. Dominic, we know these are 3- to 5-year deals. We just talked about the expansion rates you're seeing with larger customers. Can you just talk about the visibility that provides in this model and maybe your framework and philosophy around guidance, given the degree of visibility you might have with some of those larger customers?

恭喜您又取得了一個重要的里程碑。多明尼克，我們知道這些都是3到5年的交易。我們剛才談到了您從大客戶那裡看到的擴張速度。您能否談談這種模式提供的可視性，以及考慮到您對一些大客戶可能擁有的可視性程度，您在指導方面的框架和理念是什麼？

Yes. So as I talked about in the business, 98% subscription recurring revenue, ratable revenue recognition, which provides us a lot of visibility. Going into a period, we have -- more than 90% of our revenue is known. And so we've got tremendous visibility into the next quarter but also into the full year.

是的。正如我在業務中提到的，98%的訂閱經常性收入，以及按比例確認的收入，這為我們提供了很高的可視性。進入一個時期，我們90%以上的收入都是已知的。因此，我們對下一季以及全年的業績都有著極高的可視性。

I would say around guidance, look, this is our first guidance out of the gate as a public company. It's also our first guidance of the fiscal year. And so we want to make sure that we're putting out numbers that we feel highly confident about hitting and then have the ability to increase our numbers throughout the year as we see how our performance unfolds.

我想說的是，這是我們作為上市公司發布的第一份業績指引，也是我們本財年的第一份業績指引。因此，我們希望確保公佈的數字是我們非常有信心能夠實現的，並且隨著業績的進展，我們有能力在全年提高這些數字。

That's helpful. Just if I could sneak in just a quick follow-on. On the margin side, I mean, what stands out is the headcount that you showed relatively flat on where you ended fiscal '20. So are there efficiency gains you'd flag that give you confidence in the longer-term margin structure of the business given the trade-offs you're making towards growth currently?

這很有幫助。如果我可以偷偷跟進一下的話，我想問一下。在利潤率方面，我的意思是，最引人注目的是，你們的員工人數與20財年末相比基本上持平。那麼，考慮到你們目前正在為成長做出的權衡，你們是否會指出一些效率提升，從而讓你們對業務的長期利潤結構更有信心呢？

Yes. I mean we are seeing incredible leverage across all of our functions. So all the way up to gross margin, we improved by 2 percentage points year-over-year. Sales and marketing, R&D, G&A, we're just getting more efficient. We're more productive. And I think a lot of that is being driven by just our leadership position within the market, decreasing sales cycles, increasing win rates, and that is providing a lot of momentum in the business and a lot of leverage that we expect to be able to continue to show period-over-period.

是的。我的意思是，我們所有職能部門都展現出了令人難以置信的槓桿效應。就毛利率而言，我們年增了2個百分點。銷售和行銷、研發、一般及行政管理（G&A）部門的效率都在提高，我們的生產力也更高了。我認為這很大程度上得益於我們在市場中的領導地位，縮短了銷售週期，提高了成功率，這為業務帶來了巨大的成長動力和槓桿效應，我們預計這些效應將持續顯現。

Our next question comes from Alex Zukin at Wolfe, followed by Kash Rangan at Goldman Sachs.

我們的下一個問題來自 Wolfe 的 Alex Zukin，然後是高盛的 Kash Rangan。

So maybe just the first one for Sanjit. As investors think about Samsara maybe 2 to 3 years out, what's the right way to think about that product mix from an ARR perspective in the sense of -- if I think about a product that maybe -- or set of products you're incrementally most excited about, do you see a Samsara where it's 1/3, 1/3, 1/3 at some point? And kind of what are the products that you think get you there?

所以對Sanjit來說，這或許只是第一個問題。投資人正在考慮Samsara未來2到3年的發展，那麼從平均年收益率（ARR）的角度來看，如何正確看待產品組合？如果我考慮一款產品，或者說一組你逐漸感到最興奮的產品，你認為Samsara在某個時候的年收益率會是1/3、1/3還是1/3？你認為哪些產品能讓你達到這個目標？

So Alex, I think what we're most excited about is this platform. We're trying to give our customers full visibility over their physical operations. So that means connecting those fleet assets, giving them visibility over safety but also their equipment and their sites and more. So the way that I think about it isn't so much about one application versus the other. It's about enabling that entire platform. The market that we're serving with telematics and safety is very, very large. If you think about the TAM there, it's $55 billion, and it's growing 20% year-over-year. So we want to make sure that we continue engaging with customers and expanding those deployments and getting more folks on the platform.

Alex，我認為我們最興奮的就是這個平台。我們正努力讓客戶全面了解他們的實際營運情況。這意味著連結這些車隊資產，讓他們能夠全面了解安全狀況，以及他們的設備、場地等等。所以，我的想法與其說是某個應用程式與另一個應用程式之間的比較，不如說是要賦能整個平台。我們服務的遠端資訊處理和安全市場非常龐大。如果算上潛在市場規模 (TAM)，它有 550 億美元，並且年增 20%。因此，我們希望確保繼續與客戶互動，擴大部署，並讓更多人使用這個平台。

On the equipment side, as Dominic mentioned, we had a great quarter for Connected Equipment. It's our best quarter yet. So that is an application that's also growing very fast, but it's just -- everything is trying to kind of keep up with the growth there. So I don't know that you'll see the mix significantly change, but you should see this growth rate sustain, and that's really where we're focused. And then thinking about new applications that we can layer on top and add on to this platform over time. So in the limit, Alex, I would say that you should expect us to see -- to ship multiple applications to these customers, not just 2 or 3.

在設備方面，正如Dominic所提到的，我們本季的互聯設備業務表現非常出色，是我們迄今為止最好的季度。互聯設備應用的成長速度也非常快，但所有業務都在努力跟上其成長速度。因此，我不確定產品組合是否會有顯著變化，但這種成長率應該會持續下去，而這正是我們真正關注的領域。此外，我們也會考慮一些新的應用，這些應用可以疊加到這個平台上，並隨著時間的推移而不斷添加。所以，Alex，在極限情況下，我認為我們應該能夠看到我們向這些客戶交付多個應用，而不僅僅是兩三個。

Perfect. And then, Dom, maybe for you, a 2-parter. Just if I think about pipeline construction, as you look into fiscal '22 versus -- or calendar '22 versus prior year at the same time, what are some of the -- like if we think about growth limiters, whether it's quota carriers or supply chain or any other elements, just to keep in mind as you see this opportunity set in front of you?

太好了。然後，Dom，也許對你來說，可以分成兩個部分。就拿管道建設來說，當你同時對比2022財年或2022日曆年與去年同期時，有哪些成長限制因素，例如配額承運商、供應鏈或其他因素，在你看到這個機會擺在你面前時，需要牢記哪些因素？

I think that at this time, now versus where we were a year ago, we obviously were coming out of COVID, coming into calendar year '21. And so I think we have a lot more visibility and momentum behind us and a lot more confidence that customer demand will continue to be there now that we're kind of 6 quarters beyond that kind of initial impact. And so we feel really good about the pipeline as we go into FY '23, which is -- and this is -- again, it's a direct sales model, subscription business, direct sales. And so one of the limiters is sales capacity, which is why we've really started to reignite that hiring engine in FY '22, and in particular in Q4, and we expect to push that momentum into FY '23, bringing on more capacity.

我認為，與一年前相比，現在我們顯然剛走出新冠疫情的陰影，進入21日曆年。因此，我認為我們擁有了更高的透明度和發展勢頭，也更有信心，客戶需求將持續存在，因為我們已經擺脫了最初的影響6個季度。因此，我們對23財年的產品線感到非常樂觀，這又是直銷模式，訂閱業務，直銷。因此，銷售能力是限制因素之一，這就是為什麼我們在22財年，尤其是在第四季度，真正開始重新點燃招募引擎的原因，我們預計將把這種勢頭延續到23財年，帶來更多的產能。

And then, again, this is a sales model that requires the capacity to ramp over time. And so we're excited about that new capacity coming on this year.

再說一次，這是一種需要產能隨時間而提升的銷售模式。因此，我們對今年即將推出的新產能感到興奮。

Supply chain is also a constraint as we're navigating through this disruption. We've been able to stay pretty nimble, and we've been able to successfully find enough IoT devices to meet all of our customer demand, but it's something that we are monitoring and it's still a potential headwind as we go into FY '23.

在我們應對這場疫情衝擊的過程中，供應鏈也是一個限制。我們一直保持著相當靈活的策略，並成功找到了足夠多的物聯網設備來滿足所有客戶的需求，但我們正在密切關注這一情況，在邁入23財年之際，它仍然是一個潛在的阻力。

Our next question comes from Kash Rangan at Goldman Sachs, followed by Derrick Wood at Cowen.

我們的下一個問題來自高盛的卡什·蘭根 (Kash Rangan)，然後是考恩的德里克·伍德 (Derrick Wood)。

Can you guys hear me okay this time?

這次你們能聽清楚我的話嗎？

That's great, Kash.

太棒了，卡什。

Perfect. So I wanted to say congratulations on your first quarter as a public company. One question for Sanjit. As you look at the -- the market is -- one can make the market out to be fairly horizontal. It's more of a Control C, Control V, just expand deployments. But part of me also thinks that there is a product road map here. There is a technology story here. As you listen to your toughest customers and the ones that are going to be leading on -- leading you on to bigger and bolder opportunities, what are you hearing, Sanjit, as to the next generation of problems that present opportunities that could help you materialize the TAM to a greater degree than what you can do with your current product capability? And I have one follow-up question for Dom.

太好了。恭喜你們公司上市後的第一季。我想問Sanjit一個問題。你看市場——人們可以把它看作是相當水平的。它更像是一個控制C，一個控制V，只是擴大部署。但我內心深處也認為這裡有一個產品路線圖。這裡有一個技術故事。 Sanjit，當你傾聽那些最難纏的客戶以及那些將引領你走向更大、更大膽機會的客戶時，你聽到了什麼？下一代問題會帶來哪些機遇，這些機會可以幫助你實現TAM，比你目前的產品能力所能達到的程度更高？我還有一個後續問題想問Dom。

Sure. So Kash, I love the question. What we hear from customers is they're excited about the data and the value that data unlocks for them. So once they can see not just their GPS locations but their safety profiles, how their equipment is performing, how they're doing in terms of compliance all in the cloud, they start to see ways to connect that data to other systems. So we have customers sharing this data with their insurance providers, using it for payroll. We see all kinds of interesting integrations. So we now have over 155 integrations on our app marketplace, and that's a number that's been growing year-over-year.

當然。 Kash，我很喜歡這個問題。我們從客戶那裡了解到，他們對數據以及數據為他們帶來的價值感到興奮。一旦他們不僅能在雲端查看自己的GPS位置，還能查看安全設定檔、裝置運作以及合規性，他們就會開始考慮將這些資料連接到其他系統。因此，我們的客戶會與他們的保險公司分享這些數據，並將其用於薪資單。我們看到各種有趣的整合。現在，我們的應用市場上有超過155個集成，而且這個數字還在逐年增長。

And when I talk to our largest, most challenging customers, they're trying to find more ways to leverage that data. And so part of that is about getting more data into the cloud. So the Connected Sites offering is a great example. They want data about their loading docks and their factories and their warehouses and remote sites. And so that's one area that we've been investing. It's connecting more data into the Connected Operations Cloud.

當我與我們最大、最具挑戰性的客戶溝通時，他們正在嘗試尋找更多方法來利用這些數據。其中一部分就是將更多資料導入雲端。互聯站點 (Connected Sites) 產品就是一個很好的例子。他們想要取得裝卸碼頭、工廠、倉庫和遠端站點的資料。因此，這正是我們一直在投資的一個領域，即將將更多資料連接到互聯營運雲 (Connected Operations Cloud)。

And then the second area is around integrations and then -- and finding insights in that data. So training AI models, looking at even more video. I think I talked about a number, 85 billion minutes of video on the cloud. We're able to find deeper and deeper insights in that, that helps provide risk insights, utilization insights and so on.

第二個領域是資料集成，以及從數據中獲取洞察。例如，訓練人工智慧模型，查看更多影片。我之前提到過，雲端視訊儲存量高達 850 億分鐘。我們能夠從中獲得越來越深入的洞察，這有助於提供風險洞察、利用率洞察等等。

So those are the 2 categories, I would say, it's getting more data in the cloud and then unlocking more insights from that data. And that's an advantage that's compounding for us the larger we get in terms of scale.

所以我想說，這就是兩大優勢：在雲端取得更多數據，然後從這些數據中挖掘更多洞見。隨著規模的擴大，我們的優勢會不斷疊加。

Wonderful, Sanjit. And one for you, Dom. As you look at your sales productivity models, clearly, the market opportunity is big and the value proposition is very clear. You're getting 50-plus percent of your net new ACV back to the base, great retention rates. Could the productivity get even better as higher of an expectation that could be? And then couple that with your sales hiring in fiscal '23, could we be -- I dare to use the word reacceleration. Are we at a point where the business could reaccelerate based on if then certain things had happened subject to those conditions?

太棒了，Sanjit。還有一點要告訴你，Dom。從你的銷售效率模型來看，市場機會龐大，價值主張也非常清楚。你的淨新ACV（平均銷售價值）有50%以上回到了基層，留存率很高。那麼，生產效率還能再提高嗎？如果預期更高，再加上你在23財年招募銷售人員，我們能不能──我敢用「再加速」這個詞。我們是否已經到了業務可以再加速的階段，如果當時某些事情發生，並符合這些條件，我們能做到嗎？

Yes. I mean sales productivity or kind of net new ACV per sales rep or per ramp rep is one of the key metrics that we track internally. And as that is moving up as sales reps are becoming more productive, that gives us a lot of confidence that we can go out and add more capacity into that model. And that is what we've seen since coming out of COVID as productivity has continued to improve. And you can get a sense of that by just looking at our ARR per employee has continued to move up. And so which -- it's a reason we are going to add capacity.

是的。我的意思是，銷售效率，或者說每位銷售代表或每位上門服務代表的淨新ACV（平均平均銷售收​​入）是我們內部追蹤的關鍵指標之一。隨著銷售代表效率的提高，這項指標也不斷提升，這給了我們很大的信心，讓我們可以進一步拓展，為這個模式增添更多產能。自疫情結束以來，我們看到了生產力的持續提升。從我們每位員工的年平均營收（ARR）持續上升就能看出這一點。這也是我們計劃增加產能的原因之一。

And to your acceleration point, our overall headcount was -- grew 30% -- almost 30% year-over-year in FY '22. And we plan to grow overall headcount by more than that in FY '23. About half of our total employees are in our sales and marketing organization, and I would expect that to be the same case as we move forward into FY '23. So to that point, yes, I do think that the overall hiring will accelerate.

至於您提到的加速點，我們的總員工人數在22財年年增了30%——幾乎是30%。我們計劃在23財年將總員工人數的成長幅度進一步提升。我們大約一半的員工來自銷售和行銷部門，我預計在23財年，這種情況也會持續下去。所以，我確實認為整體招募速度會加快。

Our next question comes from Derrick Wood at Cowen, followed by Matt at William Blair.

我們的下一個問題來自 Cowen 的 Derrick Wood，然後是 William Blair 的 Matt。

Congrats from me as well. I just want to stay on that line of thinking on the sales capacity. And what's been impressive is that you guys have been fairly constrained in capacity over the last year, and you're hitting these great growth numbers. You're landing record new customers. Just I'm curious, what are the drivers behind the improvement in productivity? Is it partly because of just the growing demand out of the market? And how much benefit have you had from -- I think you guys were not as well-known and you had to kind of push your way into deals. And now that your brand awareness is better, you're getting pulled more into RFPs. How much is that a factor?

我也祝賀你們。我只是想繼續討論銷售能力的問題。令人印象深刻的是，你們在過去一年的產能相當有限，卻實現瞭如此驚人的成長。你們吸引了創紀錄的新客戶。我只是好奇，生產力提升背後的驅動力是什麼？部分原因是市場需求的成長嗎？你們從中獲得了多少好處？我認為你們之前不太出名，所以你們不得不費力爭取交易。現在，你們的品牌知名度提高了，你們的招標書（RFP）也越來越多。這在其中佔了多大比重？

Yes. I do think that Samsara has been selling for 6 years where we're founded in 2015, so we're a 7-year-old company. And as we mature, as we went through the IPO, a lot of these things are really tailwinds to us. We are taking more market share. We are -- it used to be the case where maybe we wouldn't know about a deal or we'd get into it later. Now that rarely happens. We're in all of the RFPs, and our customers are aware of us. Industry analysts are more aware of us. And so that is definitely helping us with win rates and sales cycles, which is definitely contributing to the overall productivity improvements that we're seeing.

是的。 Samsara成立於2015年，但實際上已經銷售了6年，所以我們現在算是一家7年歷史的公司。隨著我們逐漸成熟，完成了IPO，很多事情對我們來說都是利多。我們正在佔領更多的市場份額。以前，我們可能對某筆交易一無所知，或之後才會參與。現在這種情況很少發生。我們參與了所有的招標書（RFP），我們的客戶也了解我們。產業分析師也更加了解我們。這無疑有助於我們提高得標率和銷售週期，從而促進我們整體生產力的提升。

Yes. And if I can just add one thing. I would say we also have more people in the industry practitioners who are familiar with Samsara who are recommending us to their peers in the industry, so we get more referrals as well. So I think that's just something that time sort of yields for us.

是的。我再補充一點。我想說的是，我們行業中也有更多熟悉Samsara的從業者，他們向同行推薦我們，所以我們也獲得了更多推薦。所以我認為這就是時間帶給我們的收益。

Makes sense. And a question for you, Sanjit, that -- I mean, you guys can serve ESG initiatives. I mean cutting carbon emissions with more efficient fleet operations. Just curious, how often is ESG a driving force behind a company investing in Samara versus it being a nice derivative benefit? And do you see ESG becoming a bigger force of adoption, whether it be electrification or other new kinds of use cases that could be more of a driver?

很有道理。 Sanjit，我想問你一個問題，你們可以服務ESG計劃。我的意思是，透過更有效率的車隊營運來減少碳排放。我只是好奇，ESG在多大程度上是公司投資Samara的驅動力，而不是作為一種不錯的衍生收益？您是否認為ESG會成為推動電動車普及的更大力量，無論是在電氣化還是其他可能成為更大驅動力的新用例方面？

Yes. Derrick, I think you put your finger on it. ESG is becoming more front of mind for our customers, especially in the large enterprise. So we are starting to see the data from the Samsara platform appear in ESG reports, as many of our customers are trying to quantify their carbon emissions and figure out how to hit their targets. We are seeing customers make that transition to electric vehicles. That is a macro trend that we've been preparing for and building tools for.

是的。 Derrick，我覺得你說得對。 ESG 越來越受到我們客戶的重視，尤其是在大型企業中。因此，我們開始看到 Samsara 平台的數據出現在 ESG 報告中，因為我們的許多客戶都在嘗試量化他們的碳排放，並尋找實現目標的方法。我們看到客戶正在轉向電動車。這是一個宏觀趨勢，我們一直在為此做準備，並建立相應的工具。

And there, you'll see us working with state and local governments, which is, I think, where we kind of saw it start a few years ago, but it's starting to occur across all these different vertical industry segments. So those are both there on the sort of environmental side.

在那裡，你會看到我們與州和地方政府合作，我想這在幾年前就已經開始了，但現在這種合作已經擴展到了所有不同的垂直行業領域。所以，從環境角度來看，這些合作都存在。

And then we are also seeing a lot of interest in worker safety. That is something in the world of physical operations. It's very front of mind for our customers. Our AI models that help keep drivers safe on the roads is being really well received and is part of that broader kind of ESG stance.

此外，我們也看到人們對工人安全非常關注。這在實體營運領域尤其重要，也是我們的客戶最關心的問題。我們協助保障駕駛員道路安全的人工智慧模式廣受歡迎，這也是我們更廣泛的ESG立場的一部分。

So we are hearing it a lot, especially in the large enterprise. And we're also living it ourselves. So you'll see an ESG report coming out from us in a few months. And so ESG very much is a theme. And it's actually always been part of our story. If you think about the mission of the company, we're helping drive safety, efficiency and sustainability. And so we're excited to embrace that ESG trend and believe this data and these tools will really help.

我們經常聽到這種說法，尤其是在大型企業中。我們自己也正在經歷這種轉變。幾個月後，您會看到我們發布一份 ESG 報告。 ESG 是我們的一個重要主題，它實際上一直是我們故事的一部分。如果您思考公司的使命，您會發現我們正在幫助推動安全、效率和永續性。因此，我們很高興擁抱 ESG 這一趨勢，並相信這些數據和工具將真正發揮作用。

Our last question today comes from Matt at William Blair.

我們今天的最後一個問題來自威廉布萊爾的馬特。

Just wanted to ask one on the business' sensitivity to the price of oil. So with oil prices continuing to increase, obviously, it improves the ROI that your solution provides your customers. But does that influence demand? Do you see a spike in demand at periods of time where oil prices are on a rapid rise like they are now?

只是想問一下你們的業務對油價的敏感度。油價持續上漲，顯然會提高你們的解決方案為客戶提供的投資報酬率。但這會影響需求嗎？在像現在這樣油價快速上漲的時期，你們是否看到需求激增？

Matt, I would say -- this is Sanjit. We don't see our demand directly correlate or connected to the price of oil. Now fuel spend has always been front of mind. It's an operating expense that -- and also carbon emissions area that our customers would love to reduce. And so we have a lot of tools that provide deep insights into benchmarking of how you're performing, how much fuel you're using, that sort of thing. So I do think as the price of fuel and oil in general increases that our customers are going to use this data more heavily to reduce their footprints. But it's not something where we see more telematics product or less telematics sold in conjunction with the price of a gallon.

馬特，我想說的是──我是桑吉特。我們認為我們的需求與油價沒有直接關聯。現在，燃料支出一直是我們最關心的問題。這既是一項營運支出，也是我們的客戶希望減少的碳排放領域。因此，我們有許多工具可以深入洞察您的績效基準，例如您的燃油使用量等等。因此，我確實認為，隨著燃油和石油價格的普遍上漲，我們的客戶將更多地使用這些數據來減少他們的碳足跡。但這並不意味著每加侖汽油的價格上漲就意味著遠端資訊處理產品的銷售增加或減少。

So this concludes the question-and-answer portion. Thank you all for attending our Q4 fiscal year 2022 earnings call. It was a great conversation. This past quarter capped off a very successful year for the company and reinforced the strength of Samsara's Connected Operations Cloud and continued customer momentum. We're only getting started, and we look forward to updating you on our progress as we pursue the big opportunities that lie ahead.

問答環節到此結束。感謝各位出席我們2022財年第四季財報電話會議。這次對話非常愉快。過去一個季度為公司非常成功的一年畫上了圓滿的句號，鞏固了Samsara互聯營運雲的實力，並持續保持了客戶成長勢頭。我們才剛起步，期待在未來的重大機會中向大家報告進展。

Before I let you go, I have a few short announcements. First, we'll be attending the Morgan Stanley Technology, Media & Telecom Conference in-person on March 7 and the Wolfe Research Software Conference virtually on March 22. So we hope to see you again at one of those events. Second, we are hosting our inaugural Investor Day on June 14 in San Francisco. Please send an e-mail to ir@samsara.com if you're interested in attending in-person. For those who prefer to attend virtually, our IR website will have a link to the live webcast.

在結束之前，我有幾個簡短的公告。首先，我們將於3月7日現場參加摩根士丹利科技、媒體和電信大會，並於3月22日以線上方式參加沃爾夫研究軟體大會。我們希望在這些活動中再次見到您。其次，我們將於6月14日在舊金山舉辦首屆投資者日活動。如果您有興趣現場參加，請發送電子郵件至ir@samsara.com。如果您選擇線上參加，我們的投資者關係網站將提供網路直播連結。

That's it for today's meeting. If you have any follow-up questions, you can e-mail us at ir.samsara.com. Thanks again. Bye, everyone.

今天的會議就到這裡。如果您有任何後續問題，請發送電子郵件至 ir.samsara.com。再次感謝。再見，各位。