WIXLIB

Selling DifferentlyHow Trimble Navigation Systems usedSentinel for new selling modelsBill GraberEcommerce Trimble Inc.

AgendaAbout TrimbleWhy we did what we didWhy SentinelHow it all fits togetherWhere do we go from here

A Brief History of Trimble and the birth of GNSS1978:Trimble is founded by Charlie TrimbleThe 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 moreThe first Russian navigation system (GLONASS) satellite is placed in orbit1986:The 12th GPS Satellite is placed into OrbitThe 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 threedimensional coverage lasting about 19 hours. The new devices had a built-in error of only sixty feetcompared 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 boxes1991:Trimble provides 4000 GPS receiver devices to US Army in Golf War. Ground operation lasts 4 days1993:DOT joins DOD to jointly manage GPS system and to support civilian use1995:All 24 NAVSTAR GPS satellites are in orbit providing world-wide coverage 24 hours per dayAll 24 GLONASS satellites are in orbit providing world-wide coverage 24 hours per dayEuropean Space Agency announces plans for Galileo GNSS system

SLGR (AN/PSN-10)GPS (30) 1995GLONASS (24) 1995Galileo (30) 2020COMPASS (35) 2020NAVIC (11) 2018QZSS (4) 2018

Growth by Acquisition1989TAU Corporation, JAPANDifferential GPS1991Datacom Software Research Ltd - Christchurch, NZSpectra Precision GroupTripod Data Systems(TDS), OR, USACat Trimble JV (CTCT), USANikon Trimble JV, JapanApplanix Corp, Ontario, CANMENSI S.A., FranceTracerNet Corp, VA, USAGeoNav, GermanyPacific Crest, CA, USAMobileTech Solutions, TX, USAAdvanced Public Safety, FL USAXYZs of GPS, MD, USAQuantum, AUSEleven Technologies, MA, USABitWyse Solutions, MA, USAVisual Statement Inc., BC, USAXYZ Solutions, GA, USAMeridian Solutions, CA, USASpaciant Technologies, CA, USASurvey and MappingLaser and Optical DevicesData CollectorsGrade ControlTotal StationsInertial Navigation (INS)3D ScanningFleet Management services (Ready Mix)Precision GPS Europte MarketWireless Communication solutionsProduce Fleet ManagementHandheld SW products for public safetyGPS Accuracy improvement solutionsDevelopment SW for highways, pipelines and canalsPackaged Goods (CPG) transportation solutionsPower Plant design softwareCrime and Forensics software3D Vizualization softwareConstruction Project Management softwareMunicipality Field Service 00620062006200620062006200620062006

Growth by Acquisition – Page 22007@Road, CA, USAFleet Management services (Service and Utility)2007Impho GmBH, GermanyIngenieurbüro Breining GmbHUtilityCenter SW from UAI, AL, USACrain Enterprises, IL, USAHHK Datentechnik GmbHGéo-3D Inc, Montreal, CANSECO Manufacturing, CA, USARolleiMetric from Rollei GmbH, GermanyCat Trimble JV2 (VSS), USATru Count, Inc., IA, USATopoSys GmbH, GermanyRawson Control Systems, IA, USAFastMap and GeoSite from KOREC, UKCallidus Precision Systems GmbH, GermanyQuickPen InternationalTrimble China JV (CASIC-IT), Beijing, ChinaNTech Industries, CA, USAAccutest Engineering Solution, UKCTN Data Service, LLC, IN, USATrimble China JV2 (CREEC), Chengdu, ChinaAerial Photogrammetry and LIDAR softwareSurvey and Cadastral/Land Platting software for EuropeGas and Electric workflow management softwareGPS hardware tool accessoriesSurvey and Cadastral/Land Platting software for EuropeMobile Mapping softwareSurvey hardware tool accessoriesCamera systems for Aerial ImagingVisionLink Fleet Management services for constructionAgriculture Plant Row valve shutoff solutionsLIDAR and Metric Cameras for UAVsHydraulic and Electronic Valve Control for AgricultureMapping sofware for the EMEA region3D Laser Scanning solutionsBuilding Information Modeling (BIM) softwareColaborative development of the COMPASS GNSS platformAgriculture Crop Sensing solutions for fertilizer and herbicideAutomotive vehicle diagnostics and telematics technologiesFarmworks Crop and Livestock Management softwareDigital Railway Solutions for the Railroad 0820082009200920092009200920092009

Growth by Acquisition – Page 32010Pondera Engineers LLC, ID, USAHigh-voltage transmission and distribution line software2010LET Systems, Cork, IrelandManagement software for electric, gas and water utilities2010Trimble Russia JV (Rusnavgeoset), MoscowColaborative development of the GLONASS GNSS platform2010Definiens' Earth Sciences, ZurichEcognition image analysis software2010Accubid Systems, Ontario, CANEstimating sofware for mechanical, electrical, and plumbing (MEP)2010Cengea Solutions Inc., BC, CANSupply chain management software for the forestry and agriculture2010Trimble Hilti JV (ICT)Integrated Construction Tools for measuring and positioning2010Terralite assets from NovariantTechnology for augmenting GPS coverage in mines and quarries2010RFID scanning and tracking solutions2010ThingMagic, Inc., MA, USATata AutoComp Mobility Telematics Limited (TMT),India2010Mesta Entreprenør AS, Norway2011OmniSTAR from Fugro N.V., NetherlandsCustomized construction solutions for the Nordic marketsSubscription-based correction services for agriculture, construction,mapping2011Ashtech S.A.S., FranceSurvey solutions for emerging markets2011Dynamic Survey Solutions, VT, USASoftware tools for oil and gas (seismic) surveyors2011MyTopo , MT. USAPrint and digital maps for outdoor enthusiasts2011Yamei Electronics Technology, Beijing, ChinaAutomotive telematic products for GPS tracking and diagnostics2011Tekla Corporation, FinlandPeopleNet, MN, USABuilding Information Modeling (BIM) softwareFleet Management SW for service amd long haul trucking2011Telematics and Mobile Resource Management (MRM) solutions

Growth by Acquisition – Page 42012StruCad and StruEngineer from AceCad, NJ, USAProject estimating, modeling and detailing software2012Plancal of Horgen, SwitzerlandCAD/CAE and ERP software for the MEP industry2012Gatewing, Gent, BelgiumWing-based unmanned aircraft system (UAS) for aerial imaging2012SketchUp from GoogleComputer Autmated Design (CAD) software for construction and 3Dprinting2012GEOTrac Systems Inc., Calgary, CANFleet Management for oil and gas industry2012WinEstimator, Inc., WA, USAConstruction cost estimating and cost-modeling software2012Logicway, NetherlandsAutomating payroll and expenses software for the Transportation industry2012TMW Systems, Inc, OH, USAEnterprise software to Transportation and Logistics (T&L) companies2012Refraction Technology, Inc., TX, USAProvider of seismic sensors and high-frequency data logging systems2012Vico Software, Inc., CO, USA5D virtual construction software and consulting services2013ALK Technologies Inc, NJ, USARouting, mapping, mileage and navigation technologies2013Penmap.com Ltd., UKData collection software designed for the cadastral and surveying markets2013Trade Service Company, LLC, CA, USAContent management software architecture, engineering and construction2013Actronic Holdings Limited / Loadrite, Aukland, NZSolutions for on-board and stationary weighing systems2013RainWave, LLC, AL, USAPrecipitation monitoring services for agribusiness2013IQ Irrigation, Christchurch, NZSolutions for controlling linear and pivot irrigation systems2013Asset Forestry Limited, NZSupply chain management to optimize returns on timber

Growth by Acquisition – Page 52014GeoDesy, HungaryAccessories for surveying instruments, lasers, robotics, and GNSS systems2014MAYBIM, UT, USABuilding Information Modeling (BIM) software for MEP2014Mining Information Systems (MIS), Perth, AUSMonitoring and management of mining and ore processing operations2014The Omega Group, CA, USASolutions for public and private sector forensics and security organizations2014Manhattan Software, UKReal estate and facility management software2014Load Systems International Inc. (LSI), Montreal, CANLoad balancing and collision avoidance solutions for crains2014Gehry Technologies, CA, USACollaboration and format integration software for construction2014Amtech Group Limited, UKEstimating and supply chain management sofware for MEP in the UK2014Nexala, Dublin, Ireland2014IRON Solutions, Inc., TN, USA2015Linear project GMBH, GermanyLifecycle management of rail transport vehiclesLinks equipment, seed and chemical dealers to growers with ERP/CRMsystemProject Management and scheduling software for roads, pipelines andcanals2015Fifth Element, FinlandProvides integrated, scalable SaaS solutions to forestry companies2015HarvestMark from YottaMark, Inc, CA, USAFood traceability and quality inspection solutions2015Spatial Dimension, Vancouver, CANEnterprise scale land management solution2015Vianova Systems AS, NorwayBuilding Information Modeling (BIM) software for European markets2015PocketMobile, SwedenEnterprise mobile workforce solutions for international customers2015AGRI-TREND , CA, USALargest network of independent agricultural consultants in North America2015Telog Instruments, Inc., NY, USAWireless water infrastructure monitoring and management solutions

Growth by Acquisition – Page 62016Sefaira Ltd., UKCloud-based software for the design of high-performance buildings2016AXIO-NET, GermanyProvider of GNSS corrections and data services serving German2016Building Data, CA, USASoftware that provides MEP data content for engineers and contractors2017Beena Vision Systems, GA, USAVision-based automatic wayside inspection systems for the railroad industry2017Oy Silvadata Ab, FinlandCloud-based data, collaboration and workflow automation for forestry2017Savcor Oy, FinlandDiagnostic solutions for forestry processing and production planning2017BOS Forestry, BC CANForest industry software designed to manage harvesting operations45 Software Companies, many with multiple products!GeospatialBuildings & InfrastructureResources and UtilitiesTransportation

Why we did what we did To Streamline Software DeliveryTo Convert SW to ServicesWhat’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 Sentinel? .to gain an advantageTop Subscriber CompaniesCompanySubscribers (M) per Month User Installed BaseTotal Monthly Revenues(M)Verizon146 44NA 6,424AT&T134 50NA 6,700Netflix104 10NA 1,040Amazon Prime85 10NA 850Tmobile73 43NA 3,139Spotify Premium60 10NA 600Sprint58 43NA 2,494Cable TV (total)50 70NA 3,500HBO31 10NA 310Pandora Premium30 7NA 210Adobe Creative Cloud9 4713M 423Salesforce.com5 605M 300AutoDesk1.3 1858M 241Birchbox1 10MoviePass0.3 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 .Trimble Forensics Reveal Software Licenses Professional Software to recreate, analyze and visualize crime and crashscene data. Reveal is used to build the prosecutions case and present evidence incourt. 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 improvelaw enforcement.

Crash Scene Modelled from 3D Scan

3D Point Cloud of Crashed VehicleImage from SX10Scan from SX102018 Corvette at 106 MPH and a Tree

2D Visual Depiction of Crash

3D Visual Depiction of Crash

SummaryTrimble is partnering with Gemalto totransform the way the world works

AgendaAutomation OpportunitiesFrom Manual to AutomatedSummary