sonim analyst deck 28 october 2011
DESCRIPTION
Sonim Technologies analyst and strategy presentationTRANSCRIPT
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CONFIDENTIAL
WORKFORCE-CRITICAL MOBILITY
October 2011
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CONFIDENTIAL
U.S. BASED GLOBAL COMPANY THAT . . .
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• Builds the world’s most extremely reliable mobile phones
• Ultra-rugged combined with built-in safety features to protect workers
• Targets workers in demanding and hazardous environments in 8 industry verticals – where safety and reliability are paramount
• Enables teams to work smart via workforce management applications from leading partners
• Exclusively offers a comprehensive 3-year warranty covering accidental damage
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CONFIDENTIAL
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SIGNATURE SONIM MOBILE PHONESUltra-rugged Communication for Demanding Workplaces
INTRINSICALLY SAFE / SPARK PROOF(Market Share Leader)
LONE WORKER /MAN-DOWN SOLUTION
IP-68 PHONE- 2 METER
SUBMERSIBLE
MRM* SOLUTIONLONGEST TALK &
GPS TRACKING TIME
NFC**READER
3G UMTS3G CDMA
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CONFIDENTIAL
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KEY MARKET SEGMENTSWhere Safety, Ruggedness & Intelligence Matter the Most
• Security & Facilities Management
• Construction
• Oil, Gas & Chemical
• Utilities
• Transportation & Logistics
• Forestry & Paper
• Agriculture
• Defense
• Other Heavy Industries
• Telecommunications & Field Infrastructure
• Workers comprise 10%+ of the workforce
• Workers part of a larger enterprise
• Enterprise buys phones as package from a mobile operator
• Enterprises make decision on
– Price / TCO
– Risk mitigation
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CONFIDENTIAL
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NEEDS SHARED BY 85M USERS IN DEVELOPED MARKETS
Industries US (MM)
Security / Facilities Management
1.05
Construction and Extraction 6.50
Oil, Gas, Chemical 1.47
Utilities 0.63
Transportation/Logistics 9.51
Forestry & Paper 1.6
Agriculture 0.43
Defense 2.30
Telecom Field Infrastructure 0.27
Other Heavy Industry 9.91
33.7
11% of US population arein target vertical workforces
11% of (US + W. Europe + Canada + Aus/NZ) = 85M
Sources: LABORSTA, Bureau of Labor Statistics
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CONFIDENTIAL
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THREE FUNDAMENTAL REQUIREMENTS Workforce-Critical Mobility Exists In Three Domains
ULTRARUGGED
BUILT-INSAFETY
TEAMSMART
WORKFORCE
CRITICAL
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CONFIDENTIAL
ULTRA RUGGED - ELEMENTSDesigned for Use In the Most Hazardous & Demanding Work Environments
• Physically tough
– Resilience under continual demanding use
– Day-in, day-out for 3 years on the job
• Usability under duress
– Gloved and one handed use,
– Loud audio speaker
– Noise canceling microphone,
– Sunlight readable display
– Gore™ vent to clear water from speaker
– Strong antenna performance
• Long operation
– Battery operation for double shift (16 hour) workdays and 25% talktime
– Simultaneous with GPS tracking - sending positions to a server every 3 minutes
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ULTRARUGGED
BUILT-INSAFETY
TEAMSMART
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CONFIDENTIAL
ULTRA RUGGED – ELEMENTS
• Not Rugged …. Ultra Rugged
• MIL-SPEC? ….. Beyond MIL-SPEC
• How many four foot (1.2m) employees does your company have walking around on plywood?
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ULTRARUGGED
BUILT-INSAFETY
TEAMSMART
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CONFIDENTIAL
SONIM RUGGED PERFORMANCE STANDARDS Beyond MIL-SPEC
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1 TON OF EXTREME PRESSURE
RESISTANT TO SHOCKS &
VIBRATIONS
-20C TO +55C ACCESSIBLE KEYPAD
100 dB SPEAKER
IP 68 IMPERVIOUS
TO DUST
2 METER DROPS ONTO
CONCRETE
IP68 2 METER DEEP WATER
SUBMERSIBLE
UP TO 24 HRS TALKTIME / 26 HRS
GPS/MRM
3-YEAR COMPREHENSIVE
WARRANTY
RESISTANT TO PETROLEUM
OILS
PUNCTURE PROOF
(500 KG/SQ.MM)
ULTRARUGGED
BUILT-INSAFETY
TEAMSMART
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CONFIDENTIAL
BUILT-IN SAFETYSafety Features Designed Into the Core of Our Phones
• Ultra-rugged works when you need it the most
• Lone-worker / man-down protection
– GPS tracks presence to aid in man-down recovery
– Panic button always works – all the time
– Accelerometer detects falls and other man-down incidents
• Intrinsically Safe-certified models
– For use in high-risk explosive environments
• Fail-safe communication
– Applications maintain state through reboots
– Safety-critical software runs reliably for weeks and tested through thousands of iterations
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ULTRARUGGED
BUILT-INSAFETY
TEAMSMART
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CONFIDENTIAL
TEAM SMARTPower Tools for Workforce Operations Managers
• Vertical Industry Solutions
1. Applications in the cloud
2. Applications in the phone
3. Intelligent accessories that work with the applications
• Workplace productivity enhanced by real-time data
– Mobile resource management (MRM) with GPS
– Project management and voice reporting tools
• Communication extended across the workforce
– Between team and base -- and between team members
– Push-to-talk, worker location, safety alerts
• Service quality measured at the point of delivery
– Ensure service companies are meeting contract obligations
– Proof-of-activity and presence through indoor (NFC) / outdoor (GPS) positioning
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ULTRARUGGED
BUILT-INSAFETY
TEAMSMART
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CONFIDENTIAL
BENEFITS OF WORKFORCE CRITICAL MOBILITY
ULTRARUGGED
BUILT-INSAFETY
TEAMSMART
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Extreme Reliability
Key Benefit
Total Cost of Ownership
Risk & Liability
Reduction
Operations Excellence
WORKFORCE
CRITICAL
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CONFIDENTIAL
WORKFORCE MOBILITY MARKET
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AppleRIM
Motorola(enterprise)
Intermec
Casio
Samsung
TE
AM
SM
AR
TT
EA
M C
OM
MU
NIC
AT
ION
+
OP
ER
AT
ION
AL
EF
FE
CT
VE
NE
SS
BUILT-IN SAFETY + ULTRA-RUGGED
EXTREME RELIABILITY
WORKFORCECRITICAL
TRADITIONALDATA
CAPTURE
Motorola(consumer)
Shenzhen Clones
STANDARDSMART PHONES
Future Sonim AndroidPhones
HTC
Symbol
RUGGED FORSPORTS / PLAY
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CONFIDENTIAL
STANDARD CONSUMER
WORKFORCE CRITICAL
RUGGED FOR SPORTS / PLAY
UNIQUE MARKET POSITIONSmart Teams In Ultra-rugged Environments
TRADITIONAL DATA CAPTURE
MARKET SIZE
PR
ICE
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CONFIDENTIAL
ANNUAL UNITS
(MILLION)
TO DISTRIBU
TOR
MNO SUBSIDY
REPLACEMENT
CYCLE (YEARS)
TRADITIONALDATA CAPTURE
3 $800 $0 4.5
WORKFORCECRITICAL
? $300 ($200) 3.0
RUGGED FOR PLAY TIER 1 (Mot, Samsung)
3 $150 ($150) 1.5
RUGGED FOR PLAYTIERS 2 – 3
5 $100 $0 1.5
STANDARD CONSUMER
1,500 $130 $0 - $150 1.2
UNIQUE MARKET POSITIONSmart Teams In Ultra-rugged Environments
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CONFIDENTIAL
BRINGING INTELLIGENCE TO WHOLE TEAMSEntire Workforce Enablement – Anytime, Anywhere
• N2 effect – the greater the number of connected team members, the more powerful and effective the team
• Targeting underserved market segments
• Disruptively priced for team-wide deployment
– $300 - $800 MSRP
– $1,500 devices don’t reach every security guard, construction worker, cleaner
– Handheld computers don’t climb trees and transmission towers or go down manholes – and are often left in the car
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CONFIDENTIAL
COMPETITIVE DIFFERENTIATIONConsumer Device Manufacturers
• This market requires focus and commitment – not side trips
• Most ruggedized phones are built for sport – not built for daily use in demanding environments
• Ruggedness isn’t enough
– Extreme reliability
– Team smart
– Built-in safety
– Enterprise 3-year warranty - covering accidental damage
• Simply a sideline for most mobile manufacturers
– Not their core business
– Consumer mobile phone perspective does not match needs of specific government and enterprise industry sectors
– No expertise in the industries
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CONFIDENTIAL
COMPETITIVE DIFFERENTIATIONTraditional Data Capturing Devices for the Enterprise
• Focused on team-wide deployment
– e.g. every construction worker and security guard
• Disruptive lower price point
– Underlying consumer derived cost base
– Mobile operator subsidy
• Distribution by mobile operator business sales force (plus VARs & integrators)
– Verticals large enough
– Portfolio effect
– Support operator white label services (lone worker, e-health, field force)
• Focus narrower and deeper on select verticals
• Extreme reliability
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CONFIDENTIAL
19PARTNER ECOSYSTEMPartnering with Best-of-breed Team Intelligence & Safety Providers
PUSH-TO-TALK
LONE WORKER MONITORING SERVER
NEAR FIELD COMMUNICATIONS (NFC) APPLICATION PROVIDERS
MOBILE RESOURCE MANAGEMENT
EMERGENCY RESPONSE
CENTERS
SYSTEMS INTEGRATORS
INTRINSICALLY SAFE
CONSTRUCTIONVOICE REPORTING
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CONFIDENTIAL
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USED BY LEADING ENTERPRISES WORLDWIDE
UTILITIES SECURITY / FM
TRANSPORTATION &LOGISTICS CONSTRUCTION HEAVY INDUSTRY
OTHERS
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CONFIDENTIAL
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DISTRIBUTED THROUGH NETWORK OPERATORS WORLDWIDE
• Americas
– Canada: Rogers and another top tier carrier
– US: T-Mobile, Cincinnati Bell, Viaero, ACG (26 smaller CDMA carriers)
– Latin America: Entel Chile, Tier 1 multinational group
• Europe
– Northern: 2 of big 3 in UK, 3 Sweden, Telenor, TeliaSonera, TDC, KPN
– Southern: Vodafone Portugal, Telefonica Spain
– Eastern: T-Mobile Hungary, TelSim, VimpelCom
• MEA
– South Africa: Vodacom, MTN
• Asia
– Australasia: Vodafone Australia & New Zealand
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CONFIDENTIAL
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IN SUMMARY
Sonim creates workforce-critical mobile phone solutions that are ultra-rugged and team smart with built-in safety
– Marketed to enterprises at disruptive price-points to enable team-wide deployment
– Continued operation throughout the workday, under duress and in the harshest conditions
– Resilience to continual, demanding use
– Ability to always know where workers are
– Inter-team communication at all times
– Integration with enterprise communications and hosted
– Modular extensibility
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CONFIDENTIAL
ADDITIONAL SLIDES
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CONFIDENTIAL
Lone Worker Protection
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GPS Location
EMERGENCY RESPONSE
CENTER
EscalationManagement
Location Data HOSTED
MONITORING SERVER
Red Riskbutton
- sends GPS location and calls ERC even when
phone locked
Green Riskbutton –
Track start and end of
a shift
Amber Riskbutton – request
monitoring and
tracking
– Simple Mode: sends heartbeat messages
– Tracking: sends GPS position every 1-5 minutes, battery life 26 hours at 3 minute intervals
– Man Down: monitors accelerometer for accidents, sends alerts to server
– Alarm: sends current position to monitoring centre, calls Emergency Response Center
NETWORK OPERATOR
Audio recording
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CONFIDENTIAL
Mobile Resource Management
- Increase efficiency
- Locate and track
- Dispatch nearest worker
- Automatic time sheets reduce over claimed hours
- Automatic mileage reduce over claimed expenses
- More time with customers, less time on paperwork
- Field Service, Utilities, Transportation & Logistics
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CONFIDENTIAL
Network Operator
Push-to-talk (PTT)- PTT enhances workforce productivity
- Near instant one-to-many communication
- Sonim has 11 granted patents on PTT on cellular networks
- Specific phone models support:- Kodiak servers: circuit-switched PTT (2G/EDGE) and packet-switched PTT (3G/HSPA)
- Qualcomm Qchat on CDMA
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CONFIDENTIAL
II 2 G Ex ib IIC T4
Device Group
Application Atmosphere
* Maximum surface temperature exposed to gas
in case of malfunction
ATEX – Intrinsically Safe
Explosion Group
Temperature Class (°C)*
Type of Ignition Protection
Device Category Explosion Protection
- Incapable of causing sparks- Required in potential explosive environments- Oil and gas extraction, processing and distribution- Chemicals industry- Grain mills- Biogas
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CONFIDENTIAL
NFC battery cover accessory
• Proof of activity for Security Guards, Cleaning Crews
• Applications in dairy farming, home visit nursing
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CONFIDENTIAL
NFC WORKFORCE MANAGMENT
WHO – IdentificationWHAT - Activity
WHERE - LocationWHEN - Timestamp
• Security and Facilities Management– Security Guards
– Facilities Managers / Supervisors
– Cleaning Crews
– Technicians and Equipment Maintenance Crews
• Home visit Healthcare– Nurses
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CONFIDENTIAL
SONIM’S NFC SOLUTION
Application PartnersData collection and Reporting
Activity Assignment
and work tracking
User and Location
Management
Incident Report and
Management
Time & Attendance
Services
REAL TIME BUSINESS INTELLIGENCE
CELLULAR OPERATOR NETWORK
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CONFIDENTIAL
NFC App solution partners
Partial List• Reslink, Finland, UK• Avistatime, Sweden• Tuomi, Germany, Austria, BeNeLux, US• SoftClean, Germany, Austria• Motec-data, Germany• Pitcom, Germany• P&T Consulting, France• Ntech/Ceysoft, Turkey• Spotmaster, Netherlands• A.S.E. Ebner, Austria• ACS, UK• Over-C, UK
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CONFIDENTIAL
Example Economic Model Output
Workforce management applications drive: recurring revenue, 100% data plan take-up and lower churnEnterprise lifecycle and 3 yr warranty drive 3 year contractSONIM drives PROFITABILITY