MobileIron

1. Mobile Iron, Inc.
Enterprise Mobility Platform
Bob Tinker
Email: btinker@mobileiron.com
Phone: (415) 505-6544

2. MobileIron Confidential - For SEQ Mtg3 24/24/2015
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)

3. MobileIron Confidential - For SEQ Mtg3 34/24/2015
Enterprise Mobility at a Transition
Enterprise Apps Coming
Base IT Tools
Device mgt
VPN client
Security
LOB Apps
Sales, Svc
eLearning
Engineering
Core Apps
Email, IM
Directory
Collaboration
Voice
Wave of Personal Apps
OS-X
Heterogeneity
Symbian Linux Windows
End-Users Demand
“Mobile Productivity”
Email
Microsoft
Exchange
More Bandwidth
IT trying
to keep
up
…and Empower
the End-User

4. MobileIron Confidential - For SEQ Mtg3 44/24/2015
Opportunity for a Mobility Platform
RIM
Blackberry
Email
Security
Control
Apps
Visibility
Heterogeneous
ClientsSymbian Linux Windows OS-X
Enterprise Mobility Platform
Security
ApplicationVisibility
Control
More
Apps

5. MobileIron Confidential - For SEQ Mtg3 54/24/2015
Smartphone Shipments
Explosive 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 Shipments
source: IDC Forecast 2006-2010 forecast, July 2006
0
50
100
150
200
250
2005 2006 2007 2008 2009 2010
MillionUnits
Consumers
Enterprise

6. MobileIron Confidential - For SEQ Mtg3 64/24/2015
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 respond
End-users demand access
to more mobile apps

7. MobileIron Confidential - For SEQ Mtg3 74/24/2015
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 Ventures
2 patents filed (more in process)

8. MobileIron Confidential - For SEQ Mtg3 84/24/2015
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 Control
Ease of
Deployment
Security
Real-Time
Visibility
Application

9. MobileIron Confidential - For SEQ Mtg3 94/24/2015
Linux
iPhone
Mobile Iron Solution: Mobility Platform
Internet Enterprise
Mobile Iron Appliance
Cellular
Wi-Fi
WiMax
Symbian
Windows
Enterprise
Apps
PPT
T-sheet
SF.com
PPT
T-sheet
SF.com
Kyte
McAfee
SF.com
Word
CRM
Good
Clone the User Data and
Create Virtual Instance
..and App
Context
Device MgmtSecurity Applications
Security
Real-Time
Visibility
Application
ControlHeterogeneous
Ease of
Deployment

10. MobileIron Confidential - For SEQ Mtg3 104/24/2015
Use Case: Employee Self Portal
Company XYZ Logged 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

11. MobileIron Confidential - For SEQ Mtg3 114/24/2015
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 Data
Layer
Control
Layer
SF.com
T-sheet
Y! Go
Application
Context
ControlReal-Time Visibility

12. MobileIron Confidential - For SEQ Mtg3 124/24/2015
Anti-Virus
DM/DS
Quarantine
Zone
Virtual Instance
(VI) Layer
Virtual Data
Layer
Control
Layer
Connector to
Other Anti-virus
Engines
Use Case: Back-end Anti-Virus
Requirement:
 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

13. MobileIron Confidential - For SEQ Mtg3 134/24/2015
User A sends
the command to
Share a file
A copy of file is shared
With 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 Data
Layer
Control
Layer
Application

14. MobileIron Confidential - For SEQ Mtg3 144/24/2015
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
Characteristics
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*
UseCases
Security Real-Time Visibility Application

15. MobileIron Confidential - For SEQ Mtg3 154/24/2015
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
Employee
Self-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

16. Technical
Architecture

17. MobileIron Confidential - For SEQ Mtg3 174/24/2015
Linux
iPhone
Mobile Iron: Data Sync vs Application Sync
Internet Enterprise
Mobile Iron Appliance
Cellular
Symbian
Windows Enterprise
Apps
App Sync

18. MobileIron Confidential - For SEQ Mtg3 184/24/2015
Mobile Iron Architecture (Virtualization)
Anti-virus Policy ControlIPSEC
Employee
PortalAnti-Virus
Helpdesk
Policy Mgr
Sync
Engine
Quarantine
Zone
Firewall Firewall
DMZ
To Core/
Data Center
Internet
Virtual Instance
(VI) Layer
Virtual Data
Layer
Control
Layer
Data Session
Layer
External Storage
Connector to
Other Anti-virus
engines
Enterprise
Apps
VI
Engine
FileShare
APIs

19. Go To Market &
Operating Plan

20. MobileIron Confidential - For SEQ Mtg3 204/24/2015
Competitive Landscape
Email/PIM Any Application
Homogenous
Smartphones
Heterogeneous
Smartphones
SynchornicaInnopath
Perlego
Utimaco
mFormation
Pervacio
Credant Pointsec (CKPT)
Mobile ArmorBluefire
Trust Digital
SmithMicro
Nokia/
Intellisync
HP/Bitfone?
RIM/Blackberry Microsoft
Point Solution
Motorola/Good Sybase
(M&A)
XCellenet
Extended Sys
Mobile365
End-End Mobility Solution

21. MobileIron Confidential - For SEQ Mtg3 214/24/2015
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 shipments
60M total enterprise install base

22. MobileIron Confidential - For SEQ Mtg3 224/24/2015
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 Deployment
Smartphone
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

23. MobileIron Confidential - For SEQ Mtg3 234/24/2015
Go To Market Phases
1. Gain early traction
Paying reference customers
Direct/High Touch -> Demand stimulation
Sign Specialized VARs
2. Win Big Friends
Who sells “Mobility” to the Enterprise?
Mot, NEC, HP, Sybase, Siemens, Cisco, ALA/LU, Nortel
Wildcards: Nokia, Google, IBM
Pure Handset/Device Manufacturers
Apple, Nokia, Samsung, HTC, LG, Dell
3. Revenue and Solution Ramp
Sign System Integrators (EDS, Tata, IBM)
App Providers (SAP, SalesForce.com)

24. MobileIron Confidential - For SEQ Mtg3 244/24/2015
 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 /
Market
Signals
•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
Investment
Actions
Q1 Q2 Q3 Q4 Total Q1 Q2 Q3 Q4 Total Q1 Q2 Q3 Q4 Total
Bookings - - - 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 8,297
Partners 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0
SI 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 8,359
Cost of Revenues: 0 0 23 74 97 102 126 237 257 722 363 545 668 784 2,360
Gross 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 6,453
Sales/BD 0 0 59 262 321 435 570 626 689 2,320 1,004 1,242 1,474 1,443 5,163
Marketing 54 64 114 245 477 270 256 277 267 1,070 334 417 413 342 1,506
G&A 116 161 172 202 651 276 299 297 300 1,172 315 314 326 330 1,285
Total 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 21
Offshore 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 66
Sales/BD 0 0 2 5 6 8 10 11 15.5 20 23 23
Marketing 1 1 1 3.25 3.5 3.5 4.5 4.5 5 5 6 6
G&A-US 2.6 2.9 3 4 5.5 6 6.5 6.5 7 7 7.5 7.5
G&A-India 2 2 2 2 2 3 3 3 3 3 4.5 4.5
Services 0 0 1 2 2.5 2.5 4.5 4.5 4.5 6 6 6
2008 2009 2010

25. MobileIron Confidential - For SEQ Mtg3 254/24/2015
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

26. MobileIron Confidential - For SEQ Mtg3 264/24/2015