Rippin' Coldies
Bev Distributor: Fleet Manager says:
We're not interested, we don't use GPS.
- open ended question around why
+More discovery around safety, compliance, etc.
Champion Says:
My owner doesn't have time to hop on a zoom and look at this...
- How was the owner involved in this decision making process on other technology purchases in the past?
- That's fine, who else would be a typical stakeholder with technology like this?
- Is this a real open project?
Readymix Company - EB says:
We have Telogis, we know it sucks, but it's all we can afford...
Customer Support Play
- Are you guys in compliance with Telogis?
- Dig into pain "why does it suck"
- What are you guys paying?
++ Sounds like you cant afford not to make the switch
Construction company - Low level Fleet Champion:
I want a better discount, you guys are too expensive
Build value around Samsara
- Are they the EB?
- Push for meeting with their EB
-No feature/price guard (appreciating asset)
++Looking to get more engagement from their leadership team prior to more discounting offered.
Taxi Company: EB says:
What if I want to cancel my contract?
You cant (Discover & Overcome)
- Be curious
- ask open ended questions (why)
- previous experience?
Construction Customer: Compliance Manager Says:
I don't want a demo, I still have 2 years left on my current ELD contract...
- look for consolidation play or other ROI's to attack, Cams, Assets, etc. (Cam only / Trailer deal)
Mid Trial, Champion says:
We're too busy for this trial right now, we're slammed
- What are you busy with?
- Where does this project sit in priority
- What time commits could you make? Gauging their free time + comparing it to the ease of the trial.
- Who else could we get on the trial that would be a stakeholder on this project?
Amazon Last Mile Co. - EB says:
Your camera system is basically just like the one we have, Nauto, but they are half the price...
Consolidation play (need this)
- What are they doing for maintenance/ELD/HoS/Asset Tracking talk to other value adds.
+Customer support
+Samsara Business Model (Feedback loop & innovation rate)
Power Utility Company - Champion says:
Why would I pay this price when I can pay half the price for "SMALLTOWN GPS"
Any answer that probes into competitor product or builds samsara value.
+No feature/price guard (appreciating asset)
Passenger Transit: Champion says:
My owner says she won't sign anything longer than 1 year agreement...
Be curious (Discover & Overcome)
- ask open ended questions about how they have made purchases in the past
- Samsara Discounting Structure
++Would your owner be open to scheduling a call with our leadership team to discuss?
Tow Truck Company: Owner says:
We're not interested in a demo, we're old school and our fleet is too small for something like this.
- Maybe disqualify
- Do you guys have tow-ables or any other assets to track?
- How are you tracking your fleet today?
Mid Trial w/ 3 weeks left in quarter, Champion says:
I haven't logged into my trial in 3 weeks, can we get an extension for another 30 days?
- Who else can we get on the trial to maximize success of evaluating the technology?
- "Maybe this isn't a good time? Should we revisit when things calm down?" (next quarter)
++ With our end of quarter right around the corner, and we give you this extension... Would you guys be in a position to make a move with some extra EoQ incentives?
Trucking Co - Fleet Operations Manager says:
We have 900 trailers on Skybitz, we just want to focus on ELD & Cameras.
Consolidation play + Customer support
- Samsara rate of innovation for tracking assets. - Challenge customer on how they track utilization/detention metrics
Ambulance Company: EB says:
I want the 5 year price, on a 3 year term
- Explain Samsara Pricing Model - Bring the why
- If we can get close to this price can we get deal done by "X" date?
++Creativity on progressing deal (if I can get you close to that pricing 5 year pricing can you close by friday?)
Double Jeopardy!!
Waste Company: EB says:
What if I buy from you, finance this deal, and Samsara goes out of business?
Samsara Story (needs to be strong)
- Where we came from and where we are going...
- Happy to bring leadership in to talk revenue
Community Trucking Company: Fleet Manager says:
I've heard of you guys, what's your best price?
- Give/Get approach
- Get Customer into trial
- Goal: Use interest to get additional information w/o giving pricing.
Mid Trial, champion says:
We actually cant do anything if you don't have TMW/McLeod integration...
- Talk to current integrations, roadmap & Phase
- ask what integrations they are looking for
++ask to schedule a call with an SE
+++Disqualify
Double Jeopardy Face Off!!
Crane Company - Champion says:
Our GeoTab partner has deep rooted integration with our CRM and other mission critical applications. It would be too expensive for us to switch vendors...
Consolidation play & Customer Support
- How much time/money did those integrations cost? Tell me about those integrations?
- Lots of Geotab partners are actually making the jump over to resell Samsara
++Understanding of Geotab ecosystem and how Samsara is going to play in the future. Consolidation Play.
Towing Company - EB says:
The price looks good on the 150 trucks, can we just start out with 11 for now. Same price?
Give & Get
Discount model - Ask why? Be curious
++On creativity to progress larger deal
Central Valley Trucking: EB says:
I just want to pay Samsara like I'm able to pay Verizon!? Why would I finance this deal through a bank!?
Sympathize & overcome
- Explanation of Samsara business model (cash upfront)
- How we evaluate risk
- Where our pricing/deals fuel our feedback loop
Construction Company - Safety Manager says:
Eh, we don't have any open projects right now.
- Push for close on demo & build value
- Push for another contact in different LoB
++Looking for creativity on closing for demo
IE Reference local customer
Double Jeopardy Face Off!!
Construction Company - Fleet Manager says:
Dash cams!? We have union drivers and we'd have a mutiny!
Discovery is key:
- Build value using exoneration, safety.
- Ask about any accidents, incidents in the past?
++Driver education talk track on what product can/cant do (CSM talk track too)
HVAC Company - Mid trial, Champion says:
KeepTruckin promised us some camera's and they are cheap...
Feedback Loop - Innovation Rate - Customer Support
They're cheap because they suck
++Samsara cameras are on their 3rd gen, this stuffs not easy. They are trying to GIVE this stuff away.
Double Jeopardy!!
Construction Company: EB says:
What?! You guys charge sales tax? Verizon doesnt charge sales tax on their software.
Enter Sales Tax language here
- happy to get you connected with our Tax/Legal team.
Double Jeopardy Face Off!!
What happens when you guys come out with new gear? Am I just stuck with the old stuff?
Future Proof pitch
- Talk to RMA process
- Talk to upgrade paths
- Talk Licensing Model