Vertical Voices Fleet Management Software Buyer Insights

Research evidence excerpt

Vertical Voices Fleet Management Software Buyer Insights

J P M O R G A N North America Equity Research

27 May 2026

Vertical Voices

Fleet Management Software Buyer Insights

Vertical SaaS & HealthTech

Alexei Gogolev AC

(1-212) 622-9391

alexei.gogolev@jpmorgan.com

Isabella A Camaj

This is the eighth installment of our Vertical Voices Series. Over the past months, (1-212) 834-2379

bella.camaj@jpmorgan.com

we have conducted 40+ expert calls across industries our coverage overlaps with,

Ella Smithincluding technology buyers and operators across fleet, logistics, and shared

(1-212) 622-2451

mobility. We focus here on the competitive positioning of various SaaS players, ella.smith@jpmchase.com

including Samsara, their differentiation vectors in video safety and workflow

Destiny Jackson

automation, and where buyers see value versus alternatives such as Geotab, Lytx/ (1-212) 622-4360

Netradyne, Verizon Connect and others. Our conversations highlight a market destiny.jackson@jpmorgan.com

defined by safety ROI, rising expectations for open integration and “deviceless” J.P. Morgan Securities LLC

OEM data, as well as high switching costs driven by installed hardware and process

retraining.

• Across calls, Samsara is frequently cited as a top leader, with buyers

emphasizing strengths in video-based safety, deployment reliability,

integration breadth, and marketplace depth. In parallel, buyers describe a

competitive set in which several providers win on commercial terms, including

sharper pricing, attractive fuel card rebates, and bundled offerings that simplify

procurement for cost-sensitive fleets. Overall sentiment suggests that “best fit”

outcomes are increasingly determined by deployment model, integration

requirements, and the buyer’s ability to operationalize safety workflows—