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About Samsara
Samsara (NYSE: IOT) is the pioneer of the Connected Operations® Platform, which is an open platform that connects the people, devices, and systems of some of the world’s most complex operations, allowing them to develop actionable insights and improve their operations. With tens of thousands of customers across North America and Europe, Samsara is a proud technology partner to the people who keep our global economy running, including the world’s leading organizations across industries in transportation, construction, wholesale and retail trade, field services, logistics, manufacturing, utilities and energy, government, healthcare and education, food and beverage, and others. The company's mission is to increase the safety, efficiency, and sustainability of the operations that power the global economy.
Samsara is a registered trademark of Samsara Inc. All other brand names, product names, or trademarks belong to their respective holders.
The Mandate
Samsara leadership set a clear goal: drive meaningful productivity gains across GTM, as fast as possible. The C-Suite viewed AI adoption as a structural shift in how work happens, not an incremental improvement.
The team had already built foundational GTM intelligence capabilities internally. Those investments delivered real efficiency gains, but leadership saw them as a starting point. The ambition was to give every person on the GTM team access to the agentic tooling and insights to empower them to be a top performer.
As that roadmap took shape, a structural opportunity became clear.
THE CHALLENGE
Samsara's GTM AI roadmap spanned use cases across sales, marketing, and customer success. Each use case had the same two requirements: a single, continuously maintained source of context across internal and external data sources, and a way to turn that context into actionable intelligence embedded directly in team workflows.
Building this context layer use case by use case would have produced a fragmented set of agents, each with bespoke logic and increasing maintenance overhead. That model couldn't scale to the ambition of the roadmap.
Samsara needed a single foundational system: a persistent intelligence layer continuously building context on accounts across their addressable market, and reasoning through new information to help teams act. While Samsara had the internal capability to build this, doing so would have diverted valuable resources away from core product innovation. They sought a strategic partner to accelerate this rollout.
Why Actively
Actively fit because it starts from the same origin Samsara identified: the account.
Rather than organizing intelligence around workflows or locking it in tools, Actively is built around the account as the core unit of GTM. Per-account agents continuously reason across CRM, call recordings, enrichment data, product usage, and external sources to maintain a current picture of each account. That context persists across use cases, roles, and time, so teams apply consistent intelligence without rebuilding it from scratch.
As Zach Merritt, Senior Director of Data Science and AI, described it:
"When I saw Actively's agent memory, it aligned perfectly with our architectural vision. Leveraging this foundation allowed us to optimize our engineering resources and unlocked the rapid innovation we had planned."
As Ryan Schwartz, VP of Marketing Systems & Intelligence, summarized:
"Actively allowed us to rapidly accelerate the deployment of our GTM AI roadmap. It acts as a powerful complement to our GTM stack, seamlessly enhancing our own intelligence capabilities."
How Samsara Uses Actively
Samsara initially ran a four-week proof of concept with Account Development Representatives. The speed of results validated the approach and created confidence to scale across the GTM organization.
Account Development ADRs and Commercial AEs receive account prioritization guidance and outreach recommendations from Actively agents. Research and drafting that used to take hours now happens before the first call of the day. Actively-sourced opportunities have driven a 2x conversion rate.
"We knew that Actively was going to be a gamechanger for us when, after the POC was complete, the reps started complaining that we had taken their intelligence away from them. They were hooked only after a few weeks." — David Cook, Senior Director of Account Development
Sales Enterprise and Mid-Market AEs receive daily meeting prep from Actively agents, including account summaries, talking points, and suggested next steps, before they start their day. This frees time for the conversations that move deals forward.
Customer Success Customer Success Managers get proactive risk alerts from Actively agents, surfaced directly in their CX platform. Action plans that may previously have taken 1–3 weeks to create are completed in just 1–2 days.
"We were so impressed with how accurate Actively-powered tasks were in driving the next best actions for our teams. We are now evaluating our entire CTA strategy, and seeing how their intelligence can improve outcomes across the customer journey."
Sam King
Senior Manager, Customer Success
A Foundation That Scales
Actively serves as a powerful complement to Samsara’s overarching GTM strategy. Because agent context persists and improves over time, value compounds as the team adds use cases. Samsara and Actively continue to expand the deployment, giving teams across the GTM organization access to the intelligence they need to drive better outcomes
"We have set ambitious goals for AI GTM transformation at Samsara. Actively is one of those unique solutions that not only meets our vision and matches our pace, but challenges our views on AI in GTM."
Robert Stobaugh
COO