How Trimble Navigation Systems used Sentinel for new selling models

Selling Differently

Bill Graber

Ecommerce Trimble Inc.

Agenda � About Trimble

� Why we did what we did

� Why Sentinel

� How it all fits together

� Where do we go from here

A Brief History of Trimble and the birth of GNSS

1978: Trimble is founded by Charlie Trimble

The first NAVSTAR Global Positioning System (GPS) satellite is place in orbit (20,000 KM above earth)

1982: US has 7 GPS satellites in Orbit and start working on contract for 28 more

The first Russian navigation system (GLONASS) satellite is placed in orbit

1986: The 12th GPS Satellite is placed into Orbit

The first missile is developed using GNSS guidance technology (Cruise Missile)

1990: With 16 satellites in orbit, the NAVSTAR GPS system becomes operational providing a guaranteed three-

dimensional coverage lasting about 19 hours. The new devices had a built-in error of only sixty feet

compared to earlier land based systems with up to eight miles in expected error.

Trimble becomes a publically traded company to raise money for building receiver boxes

1991: Trimble provides 4000 GPS receiver devices to US Army in Golf War. Ground operation lasts 4 days

1993: DOT joins DOD to jointly manage GPS system and to support civilian use

1995: All 24 NAVSTAR GPS satellites are in orbit providing world-wide coverage 24 hours per day

All 24 GLONASS satellites are in orbit providing world-wide coverage 24 hours per day

European Space Agency announces plans for Galileo GNSS system

SLGR (AN/PSN-10)

GPS (30) 1995

GLONASS (24) 1995

Galileo (30) 2020

COMPASS (35) 2020

NAVIC (11) 2018

QZSS (4) 2018

Growth by Acquisition

1989 TAU Corporation, JAPAN Differential GPS

1991 Datacom Software Research Ltd - Christchurch, NZ Survey and Mapping

2000 Spectra Precision Group Laser and Optical Devices

2000 Tripod Data Systems(TDS), OR, USA Data Collectors

2002 Cat Trimble JV (CTCT), USA Grade Control

2003 Nikon Trimble JV, Japan Total Stations

2003 Applanix Corp, Ontario, CAN Inertial Navigation (INS)

2003 MENSI S.A., France 3D Scanning

2004 TracerNet Corp, VA, USA Fleet Management services (Ready Mix)

2004 GeoNav, Germany Precision GPS Europte Market

2005 Pacific Crest, CA, USA Wireless Communication solutions

2005 MobileTech Solutions, TX, USA Produce Fleet Management

2006 Advanced Public Safety, FL USA Handheld SW products for public safety

2006 XYZs of GPS, MD, USA GPS Accuracy improvement solutions

2006 Quantum, AUS Development SW for highways, pipelines and canals

2006 Eleven Technologies, MA, USA Packaged Goods (CPG) transportation solutions

2006 BitWyse Solutions, MA, USA Power Plant design software

2006 Visual Statement Inc., BC, USA Crime and Forensics software

2006 XYZ Solutions, GA, USA 3D Vizualization software

2006 Meridian Solutions, CA, USA Construction Project Management software

2006 Spaciant Technologies, CA, USA Municipality Field Service solutions

Growth by Acquisition – Page 2 2007 @Road, CA, USA Fleet Management services (Service and Utility)

2007 Impho GmBH, Germany Aerial Photogrammetry and LIDAR software

2007 Ingenieurbüro Breining GmbH Survey and Cadastral/Land Platting software for Europe

2007 UtilityCenter® SW from UAI, AL, USA Gas and Electric workflow management software

2008 Crain Enterprises, IL, USA GPS hardware tool accessories

2008 HHK Datentechnik GmbH Survey and Cadastral/Land Platting software for Europe

2008 Géo-3D Inc, Montreal, CAN Mobile Mapping software

2008 SECO Manufacturing, CA, USA Survey hardware tool accessories

2008 RolleiMetric from Rollei GmbH, Germany Camera systems for Aerial Imaging

2008 Cat Trimble JV2 (VSS), USA VisionLink Fleet Management services for construction

2008 Tru Count, Inc., IA, USA Agriculture Plant Row valve shutoff solutions

2008 TopoSys GmbH, Germany LIDAR and Metric Cameras for UAVs

2008 Rawson Control Systems, IA, USA Hydraulic and Electronic Valve Control for Agriculture

2008 FastMap and GeoSite from KOREC, UK Mapping sofware for the EMEA region

2009 Callidus Precision Systems GmbH, Germany 3D Laser Scanning solutions

2009 QuickPen International Building Information Modeling (BIM) software

2009 Trimble China JV (CASIC-IT), Beijing, China Colaborative development of the COMPASS GNSS platform

2009 NTech Industries, CA, USA Agriculture Crop Sensing solutions for fertilizer and herbicide

2009 Accutest Engineering Solution, UK Automotive vehicle diagnostics and telematics technologies

2009 CTN Data Service, LLC, IN, USA Farmworks Crop and Livestock Management software

2009 Trimble China JV2 (CREEC), Chengdu, China Digital Railway Solutions for the Railroad Industry

Growth by Acquisition – Page 3

2010 Pondera Engineers LLC, ID, USA High-voltage transmission and distribution line software

2010 LET Systems, Cork, Ireland Management software for electric, gas and water utilities

2010 Trimble Russia JV (Rusnavgeoset), Moscow Colaborative development of the GLONASS GNSS platform

2010 Definiens' Earth Sciences, Zurich Ecognition image analysis software

2010 Accubid Systems, Ontario, CAN Estimating sofware for mechanical, electrical, and plumbing (MEP)

2010 Cengea Solutions Inc., BC, CAN Supply chain management software for the forestry and agriculture

2010 Trimble Hilti JV (ICT) Integrated Construction Tools for measuring and positioning

2010 Terralite assets from Novariant Technology for augmenting GPS coverage in mines and quarries

2010 ThingMagic, Inc., MA, USA RFID scanning and tracking solutions

2010

Tata AutoComp Mobility Telematics Limited (TMT),

India Telematics and Mobile Resource Management (MRM) solutions

2010 Mesta Entreprenør AS, Norway Customized construction solutions for the Nordic markets

2011 OmniSTAR™ from Fugro N.V., Netherlands

Subscription-based correction services for agriculture, construction,

mapping

2011 Ashtech S.A.S., France Survey solutions for emerging markets

2011 Dynamic Survey Solutions, VT, USA Software tools for oil and gas (seismic) surveyors

2011 MyTopo™, MT. USA Print and digital maps for outdoor enthusiasts

2011 Yamei Electronics Technology, Beijing, China Automotive telematic products for GPS tracking and diagnostics

2011 Tekla Corporation, Finland Building Information Modeling (BIM) software

2011 PeopleNet, MN, USA Fleet Management SW for service amd long haul trucking

Growth by Acquisition – Page 4

2012 StruCad and StruEngineer from AceCad, NJ, USA Project estimating, modeling and detailing software

2012 Plancal of Horgen, Switzerland CAD/CAE and ERP software for the MEP industry

2012 Gatewing, Gent, Belgium Wing-based unmanned aircraft system (UAS) for aerial imaging

2012 SketchUp® from Google

Computer Autmated Design (CAD) software for construction and 3D

printing

2012 GEOTrac Systems Inc., Calgary, CAN Fleet Management for oil and gas industry

2012 WinEstimator, Inc., WA, USA Construction cost estimating and cost-modeling software

2012 Logicway, Netherlands Automating payroll and expenses software for the Transportation industry

2012 TMW Systems, Inc, OH, USA Enterprise software to Transportation and Logistics (T&L) companies

2012 Refraction Technology, Inc., TX, USA Provider of seismic sensors and high-frequency data logging systems

2012 Vico Software, Inc., CO, USA 5D virtual construction software and consulting services

2013 ALK Technologies Inc, NJ, USA Routing, mapping, mileage and navigation technologies

2013 Penmap.com Ltd., UK Data collection software designed for the cadastral and surveying markets

2013 Trade Service Company, LLC, CA, USA Content management software architecture, engineering and construction

2013 Actronic Holdings Limited / Loadrite, Aukland, NZ Solutions for on-board and stationary weighing systems

2013 RainWave, LLC, AL, USA Precipitation monitoring services for agribusiness

2013 IQ Irrigation, Christchurch, NZ Solutions for controlling linear and pivot irrigation systems

2013 Asset Forestry Limited, NZ Supply chain management to optimize returns on timber

Growth by Acquisition – Page 5

2014 GeoDesy, Hungary Accessories for surveying instruments, lasers, robotics, and GNSS systems

2014 MAYBIM, UT, USA Building Information Modeling (BIM) software for MEP

2014 Mining Information Systems (MIS), Perth, AUS Monitoring and management of mining and ore processing operations

2014 The Omega Group, CA, USA Solutions for public and private sector forensics and security organizations

2014 Manhattan Software, UK Real estate and facility management software

2014 Load Systems International Inc. (LSI), Montreal, CAN Load balancing and collision avoidance solutions for crains

2014 Gehry Technologies, CA, USA Collaboration and format integration software for construction

2014 Amtech Group Limited, UK Estimating and supply chain management sofware for MEP in the UK

2014 Nexala, Dublin, Ireland Lifecycle management of rail transport vehicles

2014 IRON Solutions, Inc., TN, USA

Links equipment, seed and chemical dealers to growers with ERP/CRM

system

2015 Linear project GMBH, Germany

Project Management and scheduling software for roads, pipelines and

canals

2015 Fifth Element, Finland Provides integrated, scalable SaaS solutions to forestry companies

2015 HarvestMark® from YottaMark, Inc, CA, USA Food traceability and quality inspection solutions

2015 Spatial Dimension, Vancouver, CAN Enterprise scale land management solution

2015 Vianova Systems AS, Norway Building Information Modeling (BIM) software for European markets

2015 PocketMobile, Sweden Enterprise mobile workforce solutions for international customers

2015 AGRI-TREND®, CA, USA Largest network of independent agricultural consultants in North America

2015 Telog Instruments, Inc., NY, USA Wireless water infrastructure monitoring and management solutions

Growth by Acquisition – Page 6

2016 Sefaira Ltd., UK Cloud-based software for the design of high-performance buildings

2016 AXIO-NET, Germany Provider of GNSS corrections and data services serving German

2016 Building Data, CA, USA Software that provides MEP data content for engineers and contractors

2017 Beena Vision Systems, GA, USA Vision-based automatic wayside inspection systems for the railroad industry

2017 Oy Silvadata Ab, Finland Cloud-based data, collaboration and workflow automation for forestry

2017 Savcor Oy, Finland Diagnostic solutions for forestry processing and production planning

2017 BOS Forestry, BC CAN Forest industry software designed to manage harvesting operations

45 Software Companies, many with multiple products!

Geospatial

Buildings & Infrastructure

Resources and Utilities

Transportation

� What’s all of this Software? (No problem, just ship a disc in a box)

� What about upgrades? (No problem, just ship another disc in a box)

� Electronic Delivery? (What do you mean we’re not going to ship anything?)

� Temporary Licenses? (No one will want to buy temporary licenses)

� Demos and Trials? (Who is keeping tracking of these again?)

� Recurring Billing? (No problem, it’s the same process every month, right?)

Why we did what we did…

To Streamline Software Delivery

To Convert SW to Services

Why Sentinel? …….to gain an advantageTop Subscriber Companies

Company Subscribers (M) $ per Month User Installed Base Total Monthly Revenues(M)

Verizon 146 $44 NA $6,424

AT&T 134 $50 NA $6,700

Netflix 104 $10 NA $1,040

Amazon Prime 85 $10 NA $850

Tmobile 73 $43 NA $3,139

Spotify Premium 60 $10 NA $600

Sprint 58 $43 NA $2,494

Cable TV (total) 50 $70 NA $3,500

HBO 31 $10 NA $310

Pandora Premium 30 $7 NA $210

Adobe Creative Cloud 9 $47 13M $423

Salesforce.com 5 $60 5M $300

AutoDesk 1.3 $185 8M $241

Birchbox 1 $10

MoviePass 0.3 $10

Why Sentinel? ...To prevent theft while you convert your delivery

How it all fits together

Where do we go from here….

Automated Building Design Performance

Where do we go from here….

• Professional Software to recreate, analyze and visualize crime and crash scene data.

• Reveal is used to build the prosecutions case and present evidence in court.

• Licenses will be managed with Sentinel RMS & Cloud Services.

• Data can be stored in the cloud and shared appropriately.

• Trimble Reveal and SmartRoads Software will help automate and improve law enforcement.

Trimble Forensics Reveal Software Licenses

Crash Scene Modelled from 3D Scan

2018 Corvette at 106 MPH and a Tree

Image from SX10 Scan from SX10

3D Point Cloud of Crashed Vehicle

2D Visual Depiction of Crash

3D Visual Depiction of Crash

Summary

� Trimble is partnering with Gemalto to

transform the way the world works

Agenda � Automation Opportunities

� From Manual to Automated

� Summary

Opportunities to

Automate

Business Application Landscape• To automate and streamline business processes, front-end and back-end applications need to be integrated.

Warranty and SLA Contracts

Licensing &Entitlements

UsageTracking Data

ElectronicSoftware Delivery

CRM CustomerInteractions

BillingSystems

ERP OrderFulfillment

Manual FulfillmentWorkflow

• Sales Rep alerts Sales

Admin of deal, quote

created (collects end user

fingerprint)

• Quote in ERP becomes

Order (Assume

requirements met)

• License Admin takes

relevant data from Order

to generate license

• License Admin/Operations

Manually updates

Order/Install Base

• Electronic or physical

shipment to end customer

• Order closed

Sales Admin Sales Rep

License Admin

LicenseFile

Shipping(Dongles Only)

End Customer

Quote

ERP

ERP Order

License Generator

ERP Install Base

Automated Fulfillment

Order

Download link

and EID

1

2

Sentinel EMS

RMS

Generator

Entitlement

Management

3

4

ERPBilling

1. New order via ERP or

Billing System

2. Order details flow to EMS

3. EMS creates new

entitlement with unique

EID

4. EMS sends email to

contact on entitlement.

Email includes download

link and EID.

5. End user activates

(redeem license)

6. Application calls EMS to

verify entitlement

7. EMS validates request and

grants license

Notes

Customer Premise

Software

ApplicationUser

5

6

7

Integration with CRMWorkflow

• Orders are created in

SFDC

• Information Passed to

EMS to create Entitlement

• Software is Activated:

• From Customer

Portal

• Directly from

Software

• Activation/Usage data is

passed back to SFDC to be

stored in Install BaseDirect Software

Activations

Activation Information passed from EMS to Install Base

Install Base Sentinel EMS

RMS

Generator

Entitlement

Management

Portal Activations

Web Portals

ChannelCustomer

User Users

License Manager

RMS

Summary � Partnering with Trimble to transform

the way the world works

� Improving Customer Experience

� Increasing Operational Efficiency

QUESTIONS & ANSWERS

QUESTIONS & ANSWERS

THANK YOU !

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