Samsara's success was partly due to timing—they entered the market during the ELD mandate that forced an entire industry to adopt electronic logging devices.

7:59you know, at the very beginning it was like internet connected sensors, like all the value chains are going to come sensored up. How do we you know, get sensors out there and ingest this data, give it back to business owners in in digestible and usable ways. Um and one of the first products that started gaining traction were these telematics units. And you know, taking a step back if you think about you know,

8:19the the world of transportation, long-haul trucking, right? Um you know, prior to like 2016, uh they had these manual logbooks. If you were driving a truck and you stopped to take a break, you would write down in your logbook, I had just drove for 4 hours, now I'm taking a 20-minute break, and then then you drove for 2 more hours and you stopped for lunch. And if you

8:38got pulled over by highway patrol, they would ask to see your logbook and they'd audit and make sure you weren't driving too long. It was a it was a safety regulation. And in the US, roundabout 2016, they implemented this ELD mandate, right? And stands for electronic logging devices. And the idea there was, hey, we can use technology to actually track when the vehicle's moving and when it isn't and

8:59are they taking enough breaks and so forth, right? Take the human uh and and and data element out of it, um the human element rather. And and so you know, over a 2-year period, that was basically implemented between 2016 and 2019 with various phases of of sort of compliance. But what it did is it it provided this huge tailwind for anybody making these electronic logging devices. And we just happened to be one of the

9:22newer companies doing it. And there were some very very established players, right? AT&T had a solution, Verizon had a solution. There were a number of companies that were in sort of a you know, hundreds of millions, half a billion in revenue already doing this. And you know, rising tide floats all boats. It helped everybody. But if you were a new entrant into the market, like we were at Samsara, it really helped

9:41because basically the entire industry all of a sudden had to find budget to go out and and buy these things. And a certain percentage of them, you know, clearly would say, "Hey, let's check out what's new out there. Are there any new entrants into the field?" And so it really helped kind of, you know, give us a a boost. >> How did you navigate like the the social

10:00proof side of that? Cuz like, you know, I think the casual observer might think about that and say, "Okay, wow, this is regulated. Like we can't screw this up." So you probably have to go win, I don't know what the largest long-haul trucking company is. I'm trying to think of the ones I see on the freeway, but in any event, you probably have to go win that

10:14one. But it doesn't sound like that's what you did from what I understand. It's not what you had to do. So how did you navigate that social proof element? >> Yeah. Well, I think you know, I would maybe I'm doing a little bit of disservice to to the amount of strategy that went into this, but there wasn't a lot of strategy that went into like do we chase