Discovery & Qualification
What are some Samsara-Specific reasons we need discovery?
Tiered pricing model, Multiple verticals with different product needs, Avoiding feature dumping, Gearing up for trial goals, Fixed account books, Qualify opportunities, Curate demo
What are the 3 value drivers?
Reduce Risk
Increase Efficiency
Digitally Transform The Business
I have a customer from 2023. What price book would they be on?
What’s one challenge Geotab customers face when relying on resellers?
Fragmented support and procurement complexity through resellers.
What is the correct asset tracker for a trailer?
Powered Asset Tracker
What COM related items are we looking to uncover in discovery?
Before Scenarios, Negative Consequences, After Scenario, PBO
What is a Before Scenario?
The initial, detailed description of a prospect’s current, undesirable state.
What happens to a contract if a customer wants to order more product?
We co-term the agreement.
What’s one weakness of Verizon Connect compared to Samsara?
Outdated UI, weaker video/AI features, unreliable data, complex support, non co-terminous agreements.
What is the ping rate for an Unpowered Asset Tracker?
2x a day but customizable
What are the 4 components of a Samsara demo?
Upfront contract, Discovery, Product Demo, Close for Trial
What are "required capabilities?
This part of the decision process defines what a solution “must do” for the customer.
What’s one way to handle a prospect who says, “Your competitor is cheaper”?
Acknowledge competitor pricing, then reframe around total cost of ownership, value, and outcomes.
Which competitor is known for long video retrieval times, sometimes up to 24 hours?
Lytx
Where do you install a vehicle gateway?
Through the OBDII port
This “disorder” occurs when sellers don’t understand or listen to the customer’s business.
What is Seller Deficit Disorder?
The measurable cost that comes from an operational headache is called this.
Negative Consequences
What’s a strategy you could use if a deal is stuck because of price concerns?
Reframe value, involve more stakeholders, explore creative deal structures (phased rollout, pilots).
Which competitor offers quad-view cameras but struggles with false positives?
Netradyne
What is the feature called where I can store drivers license expirations and other certifications etc for drivers?
Driver Qualification Files
“What would a win look like if you solved this?” is designed to surface this critical CoM element.
What is a Positive Business Outcome (PBO)?
This is the ultimate summation in CoM, starting with “What I hear you saying…"
Mantra
What is the standard length of agreement at Samsara?
3-5 years
Name two of Samsara's competitive differentiators.
All-in-one consolidated platform, 24/7 reliable support, rate of innovation
If customers struggle to link weather to incidents, this recent Samsara product can help.
What is Weather Intelligence?