Mobile Iron, Inc. Enterprise Mobility Platform Bob Tinker Email: [email protected] Phone: (415) 505-6544
Mobile Iron, Inc.Enterprise Mobility Platform
Bob TinkerEmail: [email protected]: (415) 505-6544
MobileIron Confidential - For SEQ Mtg3 204/15/2023
Introductions Bob Tinker, President & CEO
Execution: Closing and ramping large routes to market, client partnerships, delivering products
Expertise: Wireless, Mobility, enterprise, market entry (Airespace, Cisco)
MBA, Stanford; B.S Systems Eng.
Suresh Batchu, VP of Engineering
Execution: Developed numerous products shipping in volume and managed teams as large as 150+ as Sr. Director (Nortel, Alteon)
Relevant technical expertise: enterprise, data center, security, app acceleration (Nortel, Alteon)
MS in Computer Science, Univ. of S. Florida
Outside Board of Directors Frank Marshall (CSCO, NSCN/JNPR) Tae Hea Nahm (Storm) Tim Danford (Storm)
Ajay Mishra, VP of Product Mgmt
Execution: Understanding customer’s requirements, acquiring rapid beta customers (Airespace Founder, Cisco)
Relevant wireless & enterprise background (Motorola, Cisco)
MBA, University of Chicago Advisors Customers (7), Technical/Business (5)
MobileIron Confidential - For SEQ Mtg3 304/15/2023
Enterprise Mobility at a Transition
Enterprise Apps Coming
Base IT ToolsDevice mgtVPN clientSecurity
LOB AppsSales, SvceLearningEngineering
Core AppsEmail, IMDirectoryCollaborationVoice
Wave of Personal Apps
OS-X
Heterogeneity
Symbian Linux Windows
End-Users Demand“Mobile Productivity”
MicrosoftExchange
More Bandwidth
IT trying
to keep up
…and Empower the End-User
MobileIron Confidential - For SEQ Mtg3 404/15/2023
Opportunity for a Mobility Platform
RIM
Blackberry
Security
Control
Apps
Visibility
HeterogeneousClientsSymbia
nLinux Window
sOS-X
Enterprise Mobility Platform
Security
ApplicationVisibility
Control
MoreApps
MobileIron Confidential - For SEQ Mtg3 504/15/2023
Smartphone ShipmentsExplosive growth; Heterogeneity growing
Heterogeneous Smartphones (Q1, 07)Source: Infonetics Research, Inc.
57%
17%
12%
7%
4%
3%
Symbian
Windows mobile
Linux
Blackberry OS
Palm OS
Other
“A top priority for 47% of enterprise CIOs is to define and execute a mobility strategy”, - Forrester, 2007
* doesn’t include iPhone/Android
Smartphones, PDAs, BlackBerrys Shipmentssource: IDC Forecast 2006-2010 forecast, July 2006
0
50
100
150
200
250
2005 2006 2007 2008 2009 2010
Mill
ion
Uni
ts
Consumers
Enterprise
MobileIron Confidential - For SEQ Mtg3 604/15/2023
The Opportunity
“Enterprise Mobility Platform”
position is open
Enterprise Mobility is in transition
CIO’s are challenged with mobility
Smartphone shipments at 37M (+40-50% / year)
Significant platform value available (~$100/user)
$1B+ Market opportunity
IT must respondEnd-users demand access to more mobile apps
MobileIron Confidential - For SEQ Mtg3 704/15/2023
Introducing Mobile Iron
Market Trend Smartphones exploding into enterprises. Wave of applications and heterogeneity creates a platform opportunity.
Customers (CIOs)
Extend enterprise security, control, and applications. Meet end-user demand
Current Solutions
Either Single vendor or too complex --- don’t meet CIO needs
Mobile Iron Mission
Capture the Enterprise Mobility Platform opportunity(Appliance using innovative client virtualization architecture)
Go-2-Market Teaching Customers -> Direct/VAR -> SI/Large Partners
Financials Series “A” $10m (50% from Storm)$6.5M to paying reference customers. ZCD Aug 2009
History Incubated at Storm Ventures2 patents filed (more in process)
MobileIron Confidential - For SEQ Mtg3 804/15/2023
What do customers say (problem)?“New devices are emerging in enterprises. Support for Multi-OS is a must for our user base: Symbian, Windows, Blackberry, iPhone” – Company A
“We evaluated first generation vendors, the solutions were complex to deploy and operate” – Company C
“We pay our employees to buy their smartphones but we don’t have any comprehensive tools to see what they are bringing into enterprise” – Company E
“I do not care about the sheet metal & plastics but I do care about the enterprise data in the smartphone” – Company D
“We can not depend on carriers to manage our diverse user base” – Company B
“We need an enterprise mobility infrastructure that can support both today’s and future applications on smartphones. For example, WebEx”, - Company F
Heterogeneous ControlEase of
Deployment
SecurityReal-TimeVisibility
Application
MobileIron Confidential - For SEQ Mtg3 904/15/2023
Linux
iPhone
Mobile Iron Solution: Mobility Platform
Internet EnterpriseMobile Iron Appliance
Cellular
Wi-Fi
WiMaxSymbian
Windows
EnterpriseApps
PPTT-sheetSF.com
PPTT-sheetSF.com
KyteMcAfeeSF.com
WordCRMGood
Clone the User Data andCreate Virtual Instance
..and AppContext
Device MgmtSecurity Applications
SecurityReal-TimeVisibility
Application
ControlHeterogeneousEase of
Deployment
MobileIron Confidential - For SEQ Mtg3 1004/15/2023
Use Case: Employee Self Portal
Company XYZLogged In as: Harry Thomas
My Profile x+ File1
+ Presentations+ Folder2
+ Projects+ Drawings
My Documents x+ File1
+ Presentations+ Folder2
+ Projects+ Drawings
My Pictures x+ File1
+ Presentations+ Folder2
+ Projects+ Drawings
Contacts x+ File1
+ Presentations+ Folder2
+ Projects+ Drawings
Messages x+ File1
+ Presentations+ Folder2
+ Projects+ Drawings
My Phone - Blackjack x
Requirement: Access Smartphone data
offline File Sharing Initiate Lock/Wipe Data Backup Swap devices
Solution: Portal is presented Employee can bring up
virtual instance to perform certain actions (e.g. Config settings)
Advantages: Can have access to the
data even when the actual device is not accessible (lost/dead).
ControlReal-Time Visibility
MobileIron Confidential - For SEQ Mtg3 1104/15/2023
Use Case: IT Helpdesk – Offline/Online support
Helpdesk
Requirement: Troubleshoot application Troubleshoot hardware Fixing data corruption Pre-analysis at VM Testing then deploying
update
Solution: Virtual Architecture
Advantages: Offline device
management User can continue using
the device while problem is being fixed.
Mobile Iron Appliance
DM/DS
Virtual Instance(VI) Layer
Virtual DataLayer
ControlLayer
SF.comT-sheet Y! Go
ApplicationContext
ControlReal-Time Visibility
MobileIron Confidential - For SEQ Mtg3 1204/15/2023
Anti-VirusDM/DS
QuarantineZone
Virtual Instance(VI) Layer
Virtual DataLayer
ControlLayer
Connector toOther Anti-virusEngines
Use Case: Back-end Anti-VirusRequirement: Check for Virus or
Malware on data to/from smart phone
Solution: Enterprise-based Virtual
architecture OMA-DM and
DM+
Advantages: Less client work.
Back-end always updated.
Minimizes power and processing consumption on client
Run Anti-virus as frequently as needed
Mobile Iron Appliance
Security
MobileIron Confidential - For SEQ Mtg3 1304/15/2023
User A sends the command toShare a file
A copy of file is sharedWith User B data
During next sync the File gets transferred to User B
Mobile Iron Appliance
PC Files/Network Files
Requirement: Enable file sharing
between users. Extend
laptop/server file system to phone
Solution: Virtual Architecture
Advantages: No need to use air
time for sending documents.
Access to all data on demand.
Use Case: File Sharing
File Sharing
Virtual Instance(VI) Layer
Virtual DataLayer
ControlLayer
Application
MobileIron Confidential - For SEQ Mtg3 1404/15/2023
Mobile Iron Architecture Advantages
*Mobile Iron Advantage over competition (Improved by virtualization / *Particular to
virtualization)
• Cellular or WiFi networks
• Multi-OS• Application diversity
• Single Appliance• Little or No Client
SW• Easy to add new
OS / Smartphone model
• IT managed• Carrier Agnostic
Ch
ara
cte
rist
ics
Control Ease of DeploymentHeterogeneous
• Session Security• End Device/
Peripheral Security• IT Policy Mgmt • Data Security (AV)*
• Backup and Restore• Patch/Software
Downloads• On-line/Offline
Helpdesk*• Real-Time Device
Visibility*• SW “Image”
Provisioning*
• View Server Document
• Image Library & Sharing
• App Delivery• Employee Self-
Portal*• Document
Collaboration*
Use
Case
s
Security Real-Time Visibility Application
MobileIron Confidential - For SEQ Mtg3 1504/15/2023
Roadmap
2008 2010
Large Enterprise Release 1.0• Heterogeneous (Symbian, WinMob)• CIO Control (IT Managed)• Ease of Deployment (Little Client SW)• Enterprise Data Protection (Security)• Real-Time Visibility (Device Mgmt)
Mobility Appliance
Secure Client
EmployeeSelf-portal
NMS
Teaching Customers Consulting Large Mfg Technology Hospital Consumer Goods University Others to come
Managed/Hosted Solution- SaaS
Large Enterprise Release 2.0• Application/Collaboration• More Clients
Architect fo
r SaaS
TechnicalArchitecture
MobileIron Confidential - For SEQ Mtg3 1704/15/2023
Linux
iPhone
Mobile Iron: Data Sync vs Application Sync
Internet Enterprise
Mobile Iron Appliance
Cellular
Symbian
Windows EnterpriseApps
App Sync
MobileIron Confidential - For SEQ Mtg3 1804/15/2023
Mobile Iron Architecture (Virtualization)
Anti-virus Policy ControlIPSEC
EmployeePortalAnti-Virus
HelpdeskPolicy Mgr
SyncEngine
QuarantineZone
Firewall Firewall
DMZ
To Core/Data Center
Internet
Internet
Virtual Instance(VI) Layer
Virtual DataLayer
ControlLayer
Data SessionLayer
External Storage
Connector to Other Anti-virus engines
Enterprise Apps
VIEngine
FileShare
APIs
Go To Market &Operating Plan
MobileIron Confidential - For SEQ Mtg3 2004/15/2023
Competitive Landscape
Email/PIM Any Application
HomogenousSmartphones
HeterogeneousSmartphones
SynchornicaInnopathPerlego
Utimaco
mFormation
Pervacio
Credant Pointsec (CKPT)Mobile ArmorBluefire
Trust DigitalSmithMicro
Nokia/ Intellisync
HP/Bitfone?
RIM/Blackberry Microsoft
Point Solution
Motorola/Good Sybase(M&A)
XCellenetExtended SysMobile365
End-End Mobility Solution
MobileIron Confidential - For SEQ Mtg3 2104/15/2023
Market Assessment
Price Point/user $250-$300 $100
Target Enterprise
Attach
0 10M attached devices
(< 16% of install base*)
Market size$200 M $1B
(excluding email)
Mobile Iron Platform Opportunity
*2008: 38M enterprise smart phone shipments60M total enterprise install base
MobileIron Confidential - For SEQ Mtg3 2204/15/2023
Validating Customer Deal Size
- Deal size approx. $100/user- Overall customer revenue supports cost of sales for direct touch / VAR- Sales strategy is digestible “starter kit”; scale revenue as deployment expands
Employees Starter$ Deal Size
Full DeploymentSmartphone Penetration
Full Deployment$ Deal Size
CompanyA 27,000 $50,000 30% of users $947,500
Company B
3,000 $12,000 66% of users $260,000
Company C
6,000 $12,000 70% of users $510,000
Company D
100,000 $50,000 30% of users $3,447,500
Company E
8,000 $12,000 30% of users $322,500
Company F
1,700 $12,000 90% of users $197,500
MobileIron Confidential - For SEQ Mtg3 2304/15/2023
Go To Market Phases
1. Gain early tractionPaying reference customersDirect/High Touch -> Demand stimulationSign Specialized VARs
2. Win Big FriendsWho sells “Mobility” to the Enterprise?
Mot, NEC, HP, Sybase, Siemens, Cisco, ALA/LU, NortelWildcards: Nokia, Google, IBM
Pure Handset/Device ManufacturersApple, Nokia, Samsung, HTC, LG, Dell
3. Revenue and Solution RampSign System Integrators (EDS, Tata, IBM)App Providers (SAP, SalesForce.com)
MobileIron Confidential - For SEQ Mtg3 2404/15/2023
Market will happen
Be capital efficient until market signals, then invest
Culture of frugality
Trigger-based Operating Plan
2008 20102009
• VP+2 Sales Teams
• More launch
Beta Traction / Market Pull
R 1.0 sales / pipeline growth
Delayed until Rel 1.5
Big Customers / Big Partners
Product /MarketSignals
• 2->4 Sales Teams
• Expand feature development
• Market breaking open. Shift to aggressive mode
• Expand sales footprint• Expand marketing
First 15 months the same Run frugal, until market signals
InvestmentActions
Q1 Q2 Q3 Q4 Total Q1 Q2 Q3 Q4 Total Q1 Q2 Q3 Q4 TotalBookings - - - 42 42 110 304 511 779 1,704 1,479 2,169 2,840 3,486 9,974
Direct/VAR 0 0 0 42 42 110 304 511 688 1,613 1,219 1,836 2,390 2,852 8,297Partners 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0SI 0 0 0 0 0 0 0 0 91 91 260 333 450 634 1,677
Revenue: 0 0 0 0 0 97 213 412 614 1,336 1,098 1,855 2,400 3,006 8,359Cost of Revenues: 0 0 23 74 97 102 126 237 257 722 363 545 668 784 2,360Gross Profit (Margin): 0 0 (23) (74) (97) (5) 87 175 357 614 735 1,310 1,732 2,222 5,999
Operating Expense:R&D 366 922 1,187 1,237 3,712 1,136 1,160 1,231 1,235 4,762 1,441 1,519 1,709 1,784 6,453Sales/BD 0 0 59 262 321 435 570 626 689 2,320 1,004 1,242 1,474 1,443 5,163Marketing 54 64 114 245 477 270 256 277 267 1,070 334 417 413 342 1,506G&A 116 161 172 202 651 276 299 297 300 1,172 315 314 326 330 1,285Total 536 1,147 1,532 1,946 5,161 2,117 2,285 2,431 2,491 9,324 3,094 3,492 3,922 3,899 14,407
Annual Cash Burn (534) (1,150) (1,567) (2,043) (5,294) (2,159) (2,249) (2,322) (2,215) (8,945) (2,455) (2,294) (2,318) (1,818) (8,885)
Headcount Total: 15 28 37 44 50 56 66 68 82 94 109 113 Onshore 9 17 21 21 22 20 21 21 21 21 21 21Offshore 0 5 7 7 8 13 16 17 26 32 41 45
R&D 9 22 28 28 30 33 37 38 47 53 62 66Sales/BD 0 0 2 5 6 8 10 11 15.5 20 23 23Marketing 1 1 1 3.25 3.5 3.5 4.5 4.5 5 5 6 6G&A-US 2.6 2.9 3 4 5.5 6 6.5 6.5 7 7 7.5 7.5G&A-India 2 2 2 2 2 3 3 3 3 3 4.5 4.5Services 0 0 1 2 2.5 2.5 4.5 4.5 4.5 6 6 6
2008 2009 2010
MobileIron Confidential - For SEQ Mtg3 2504/15/2023
Summary
“Your timing seems about right”
– EDS
Users demanding more mobility
Enterprise market is in transition
Mobility Platform position is open
$1B market opportunity
Mobile Iron’s innovative architecture will deliver what CIO’s need today, and win the platform position for Enterprise Mobility
MobileIron Confidential - For SEQ Mtg3 2604/15/2023