mobileiron presentation

Mobile Iron, Inc.Enterprise Mobility Platform

Bob TinkerEmail: [email protected]: (415) 505-6544

mailto:[email protected]

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)


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”

Email

MicrosoftExchange

More Bandwidth

IT trying

to keep up

…and Empower the End-User


Opportunity for a Mobility Platform

RIM

Blackberry

Email

Security

Control

Apps

Visibility

HeterogeneousClientsSymbia

nLinux Window

sOS-X

Enterprise Mobility Platform

Security

ApplicationVisibility

Control

MoreApps


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


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


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)


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


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


Use Case: Employee Self Portal

Company XYZLogged In as: Harry Thomas

My Profile x+ File1

+ Presentations+ Folder2

+ Projects+ Drawings

My Documents x+ File1



My Pictures x+ File1



Contacts x+ File1



Messages x+ File1



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


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


Anti-VirusDM/DS

QuarantineZone


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


Security


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


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 DataLayer

ControlLayer

Application


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


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


Linux

iPhone

Mobile Iron: Data Sync vs Application Sync

Internet Enterprise


Cellular

Symbian

Windows EnterpriseApps

App Sync


Mobile Iron Architecture (Virtualization)

Anti-virus Policy ControlIPSEC

EmployeePortalAnti-Virus

HelpdeskPolicy Mgr

SyncEngine

QuarantineZone

Firewall Firewall

DMZ

To Core/Data Center

Internet

Internet


Virtual DataLayer

ControlLayer

Data SessionLayer

External Storage

Connector to Other Anti-virus engines

Enterprise Apps

VIEngine

FileShare

APIs

Go To Market &Operating Plan


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


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


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


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)


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


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 presentation

Investor Relations