Building OnShared Success

Dear Trimble Distribution Partner,

Welcome to the Trimble Geospatial Partner Conference 2013. The annual Trimble Geospatial Partner Confer-ence allows you to collaborate with peers and Trimble, while taking part in strategic sessions and conversa-tions focused on growing and developing your business to position you for success in 2013 and beyond.

You may have noticed the Trimble Partner Conference has evolved to become the “Trimble Geospatial Partner Conference,” further reflecting our strategy to provide a complete Geospatial solution composed of Survey, GIS Data Collection, Infrastructure, and Geospatial Imaging solutions. We continue to focus on provid-ing these solutions to a range of industries, including survey and engineering, federal and local government, rail, land administration, environmental, utilities, and oil and gas.

During the 2013 conference, we will:

• Updateyouontheprogressthathasbeenmadesince the 2012 conference

• Giveyouinsightintothe“bigpicture”Trimble Geospatial strategy

• Sharebusinessopportunityandbusiness development success stories from your peers

Each morning of the conference will begin with a general session; in these general sessions you will learn about the big picture Trimble and Trimble Geospatial strategy and learn about how to begin implementing succession plans in your business today.

Our conference theme this year is “Building on Shared Success” and each day will also feature breakout ses-sions relevant to this theme. During last year’s confer-ence, we focused on the opportunities available for you to grow your business within the many vertical markets Trimble is addressing. We also shared best practices for developing your business. This year, we plan to continue that conversation and show you the progress

that has been made in 2012. On the first and second day of the conference, you will have the opportunity to attend sessions focused on business opportunities; some of these opportunities may have been presented in 2012 and in those sessions, our aim is to show you the progress that has been made since 2012 and how your peers have been successful pursuing those opportunities. On Day 3, we will offer sessions on ways you can further develop your businesses and case studies of other distributors who have implemented these practices.

In order to optimize your distributorship’s experience at the conference, we recommend that each of your representatives attend different presentations so your distributorship can be a part of as many presentations as possible.

This year, we have also added a new component to the conference, the Trimble Opportunity Showcase. Designed to present additional business growth op-portunities and markets available to you beyond those presented in the breakout sessions, the Opportunity Showcase gives you a chance to walk around, get infor-mation about the opportunities, and have one-on-one conversations with the respective Trimble managers and ask any questions you may have.

It is always a pleasure to begin the year by bringing together Trimble representatives and our partners through this conference to share our knowledge and experiences, exchange ideas, reflect on the past year, and most importantly, look forward to another year of partnership. Thank you for taking the time to take part in this event with us, and we look forward to the next three days of events and presentations together as we position ourselves for another successful year.

Thank you,

Chris Gibson Peter Large

Building On Shared Success

Geospatial Partner Conference 2013

2013 Trimble Geospatial Partner Conference Schedule

eBuilding On Shared Success Geospatial Partner Conference 2013

e

Building a Successful Land Administration BusinessPresented By: Kevin Daugherty and Matt Delano, Trimble and Jussi Koskinen, Geotrim

The Land Administration Solutions team ( formerly Cadastral Solutions) provides support to Trimble Partners in identifying and closing new business related to Land Administration. This session discusses ways to identify new business opportunities, new product initiatives currently in process to improve the portfolio, and a success story of collaboration with a distributor.

Infrastructure – The Transformation Has Already BegunPresented By: Martin Janousek and Julian Gray, Trimble and Ian du Toit, Optron

More than a decade ago, the typical Infrastructure business offered a Network Modeled RTK solution catering to the Survey business. With time, this backbone of Infrastructure has grown and expanded to serve numerous markets in varying applica-tions. Growing from RTK corrections, Infrastructure now serves areas such as Real Time Networks (RTN), Navigation Infrastruc-ture and its Safety of Life at Sea (SOLAS) applications, Earth Systems, Monitoring, and the recent acquisition and integration of REF TEK which brings a whole new suite of seismic sensors into the Infrastructure backbone. During this session we will focus on the business opportunities in the Monitoring market. You will hear more about the expansion of the portfolio and solutions offering and we will discuss possible scenarios on how to go to market and system integration.

Maximizing Consumer’s Satisfaction (and Yours), the Field Service Management WayPresented by: Mark Forrest, Omar Soubra , Trimble and Alan Browne, KOREC

What if your customers could ensure their technicians have the right parts for their maintenance jobs, the right skills to fix the problem and are on location at the right time...Sounds like mission impossible? For managing 10 to 400 of your custom-ers’ technicians, Field Service Management provides you with a unique opportunity to achieve this mission and improve your customers’ field operations.

Positioning Services: New Innovations to Complement Your Core BusinessPresented By: Hermann Mergenthaler and John Sprivulis, Trimble, and Tomas Honc, Geotronics Praha

Learn how the new, innovative positioning services technology, Trimble RTX, can complement other high accuracy solutions and reinforce your business’ image as an innovative market leader. Join the Positioning Services team’s discussion on how RTX technology can strengthen your recurring revenue stream. Also, learn how new subscription service management and reporting tools can make your subscription renewal processes more efficient and deepen your customer relationships.

Railway Opportunities: New Opportunities in Metros and Light Rail

Presented By: Ron Bisio, Andreas Sinning , Trimble and Grzegorz Romik, Geotronics Polska

There are exciting new opportunities around the globe in building and maintaining metro railways. This session will highlight Trimble track surveying and scanner-based clearance scanning technology that is ideally suited to improving productivity and enhancing safety of light rail, subway, trams and other metro railways.

Day 1 and 2 Presentations – Business Opportunities

Note: It is recommended that attendees from your company split up so your distributorship can see as many of the presentations as possible.

Keynote Presentation: Succession Management Planning and Transition of PowerSaturday, March 9 at 8:45 AM

Professor de Massis’ keynote presentation will include:

• Whyyoushouldbeginimplementinga succession plan today

• Successionplanningbestpracticesbased on Professor de Massis’ research

• How to be a better leader

Keynote Speaker – Alfredo de Massis

Alfredo De Massis is Assistant Professor of Family Business & Entrepreneurship at UniversityofBergamo,co-founderand

Deputy Director of the research Center for Young & Family Enterprise(CYFE)ofthesameUniversity.HeisChairoftheSTEPEuropean Leadership Council and member of the Global Board of the Global STEP Project for Family Enterprising founded by BabsonCollege(USA),ResearchFellowattheWittenInstituteforFamilyBusiness(WIFU)ofWitten/HerdeckeUniversity(Germany), Member of the Advisory Committee of the Family Enterprise Research Conference (FERC), Program Chair-Elect for the “Special Interest Group on Family Business Research” at the EuropeanAcademyofManagement(EURAM),LecturerofFam-ily Business in the Ph.D. Program on Economics and Technology ManagementoftheUniversityofBergamo,andmemberoftheEditorial Board of the International Journal of Social Entrepre-neurship and Innovation. He has been TOFT Visiting Professor at Jonkoping International Business School (Sweden) and a visiting scholar at the Haskayne School of Business (Canada).

He has also been Manager in SCS Consulting, senior consultant in the Strategy service line of Accenture and financial analyst at the Italian Stock Exchange. He is member of several academic and professional associations on family business, e.g. Interna-tional Family Enterprise Research Academy (IFERA), Italian Family Enterprise Research Academy (ITFERA), Family Firm Institute (FFI), and is also ad-hoc reviewer for journals including Journal of Management Studies, Journal of Business Venturing, Entrepreneurship Theory & Practice, Journal of Small Business Management, Family Business Review, International Journal of Management Reviews, Journal of Family Business Strategy.

His research and teaching is focused on innovation and technology management in family firms, family business goals, intra-family succession, conceptual and empirical indeterminacies in family business research, transgenerational entrepreneurship and behavioural issues in enterprising families.

Building On Shared Success Geospatial Partner Conference 2013

Attract and Retain New Business with New Tools in Event MarketingPresented By: Eric Harris and Shelly Nooner

Put your expertise to work for your business. Your organization holds vital knowledge on how to make your customers success-ful, more productive, and more efficient by providing solutions that meet their daily requirements. So, how do you attract new customers to your business? Event marketing is a key tool to deploy to expand your customer base. Either virtual or in person event marketing organized and executed properly can help propel your business. For anyone willing to invest a little time, energy, and resources to gaining new customers, join us to take a look into two types of event marketing you can implement in 2013.

Finding Sustainable Growth - with the Three Horizons ConceptPresented By: Dan Sun, Trimble and Marianne Couderé , Couderé Geomatic Enginnering

This workshop will introduce the Three Horizons concept on how to achieve sustained business growth by balancing between existing business activities, building emerging businesses and creating long-term options. The content is adapted to fit the Trimble Geospatial distribution business with real world examples from Couderé Geomatic Engineering, a Trimble distribution partner in Europe.

Business Valuation – Maximizing the Value of Your BusinessPresented By: Rob Painter

Valuation is important. Whether you are building and investing inasustainablebusiness,planningforsuccession,raisingdebt/equityorbuying/sellingabusiness,valuationmatters. Join us in this presentation where we will explore the drivers of fundamental business valuation, and where we explore the steps you can take to increase the value of your business.

Business Velocity and Recurring Revenue StreamsPresented By: Brett Humphrys, Tim Koch, Sally Neubauer, Henry Munoz, Trimble

The past four years, more than any in recent history, have demonstrated volatile business conditions. It is during periods of reduced business demand that best illustrates the importance of recurring revenue to pay for business operating expenses. During the session, we will identify sources of recurring revenue with a focus on best practices in:

• Hardware extended warranty service plans

• Software maintenance

• Accessories

• Service Repair

Distribution Investment Decisions and Opportunities Presented By: Chris Rose and Phil Sawarynski

In a constantly changing environment, it is imperative that a business can change as well. This workshop will include discussions on: what the distributor of the future could look like; what are the positives and negatives in each scenario; and how to make investment decisions. The format will be designed to be an open dialogue about different situations and option on how to approach them.

Day 3 Presentations – Business Development

Note: It is recommended that attendees from your company split up so your distributorship can see as many of the presentations as possible.

eBuilding On Shared Success Geospatial Partner Conference 2013

The Silent Majority: Vast GIS PotentialPresented By: Michelle Frye, Trimble and Charles Meyer, Optron

A balanced strategy of upgrade sales plus new business has always made sense. With tools available from Trimble in 2013, identifying opportunity from a set of interested prospects is more real than ever. Find out how your business will benefit from an influx of new users into the world of Trimble GIS Data Collection.

Survey & Engineering Segment Strategy

Presented By: Darin Muncy

Gain insights into Trimble’s strategy to address survey & engineering companies, including non-surveying employees and office workflows. Enhance your understanding of how customers spend time and what their needs are, and investigate software solutions that help meet their challenges, expand your reach into survey & engineering companies, and provide growth for your organization.

Trimble Buildings DistributionPresented By: Bob Hanks

During this interactive session, learn more about Trimble Buildings Distribution – what it is, what the opportunity is, and how you can participate in this new opportunity. Attendees will be given time to ask questions during the session.

Trimble Forestry - Transforming the Forestry Supply Chain

Presented By: Pierre Rainville and Brooks McKee

Trimble Forestry, a world leader in enterprise solutions and logistics, is revolutionizing supply chain management through innovations that complement our Connected Forest Vision. Learn how Forestry today spans beyond the “woods to mill” paradigm and how to leverage your existing contacts to generate revenue through joint efforts with our group.

What’s Up with SketchUp?Presented By: Steven Dapkus and Tom Wyman

FindoutwhySketchUpisthemostpopular3Dmodeling software in the world.  We’ll give a quick demonstration of SketchUpandtalk about whyitisdifferentfromother modeling software, how it is used in architecture and a variety of other industries, and how it fits in a BIM workflow.

Development ServicesTrimble Survey Development Services offers users the ability to hire Trimble for their software development needs. We can help build out a custom Trimble Access workflow, a new Trimble Access application, or custom data export from Trimble Access by providing with the expertise and the experienced software engineers to build a customized solution.

Environmental SolutionsTrimble Environmental Solutions division is focused on the needs of the waste and environmental industry; from waste collection through transportation, recycling and disposal. We are striving to build solutions that meet the needs of the environmental profes-sionals, as well as identify and close business opportunities. We work across all divisions in Trimble to offer the best solution to meet your customers’ needs. Come see us at the Opportunity Showcase to discuss ways we can work together to grow the Environmental Solutions business in your territory.

Field Service ManagementWhat if your customers could ensure their technicians have the right parts for their maintenance jobs, the right skills to fix the problem and are on location at the right time... Sounds like mission impossible? For managing 10 to 400 of your customers’ techni-cians, Field Service Management provides you with a unique opportunity to achieve this mission and improve your customers’ field operations.

Forestry SolutionsForest environments are critical resources for global economic and environmental benefits that require continual planning, maintenance, and work to maximize utility. Advances in technology have made it possible to better understand and utilize forest resources in a sustainable and safe manner. Trimble Forestry offers the most advanced forestry management solutions from timber farming and production to urban forestry planning and workforce management.

Energy Distribution UtilitiesTrimbleEnergyDistributionUtilitiesservesElectricity,GasandDistrictHeatingdistributionutilitieswithanextensiveoffering of software, hardware and services. We provide software solutions for network information management, asset and maintenance management and advanced distribution management as well as related workforce and field work management solutions. Our modular solutions provide seamless data flow through processes and fluent workflows from office to field and back.

GatewingAcquired by Trimble in 2012, Gatewing designs and provides one of the world’s fastest and easiest to use remote sensing solutions for the geospatial industry. Based on its revolutionary X100 lightweight unmanned aircraft, Gatewing has built a solution for rapid terrain mapping that consists of image acquisition field operation and fully digital and automated image processing.

Opportunity Showcase - Participating Business Areas

Participate in the Opportunity Showcase taking place throughout the conference in the Tiziano Prefunction Area to learn about additional business opportunities available to you. See agenda schedule on page 2-3 for times.

eBuilding On Shared Success Geospatial Partner Conference 2013

Next Steps to Creating High Performance Environments

Presented By: Kim Benson

This session follows up on similar content from last year’s conference, while providing

some additional guidance on steps you can take to increase the effectiveness of your environment in stimulating higher employee engagement and performance.

• LearnaboutresearchTrimbleconductedonourdistributionchannel in 2010

• LearnwhatTrimbleisdoingtofurthersupportour distribution partners in increasing their leadership skills

• Understandhowyoucanapplythisinformation to your own business

• Discoverresourcesavailabletoyounow!

Size Does Matter: The Importance of Territory Sizing in Increasing Your ProfitabilityPresented By: Nathan Pugh, Trimble and Alan Browne, KOREC

You want to grow your business. To grow your business you need to increase sales. And in order to increase your sales, you are going to have to bring on more sales personnel or increase the effectiveness of your existing personnel. This session will be a workshop on how to calculate and verify that your sales territories are designed to have effective coverage and offer sustainability for your sales representatives. Two partner case studies will be presented showing justification and the results of territory analysis.

Bringing Custom Solutions to your Market Leveraging Trimble’s Platform & ServicesPresented by: Jason Rossback, Trimble and Wim Egberts, Geometius

Trimble’s flexible and extendible platform offers an infinite number of possibilities to reach out to a much larger market. Add Trimble’s development services into the equation and you have a roadmap for customer retention, market growth, and capturing new customers. This session will describe Trimble’s strategy for growth via specialized applications; provide practi-cal advice on how to recognize new opportunities; and present case studies on how other distributors have taken advantage of the platform and services to grow their businesses.

eBuilding On Shared Success Geospatial Partner Conference 2013

Geospatial ImagingTrimble applies geospatial imaging technologies to a variety of industry-specific workflows, seamlessly transitioning from data acquisition through to geo-information creation. Trimble’s land and aerial mobile sensors capture geo-referenced images and point clouds that are interpreted using Trimble’s production-scale photogrammetry, terrain modeling and feature extraction software. The resulting high-fidelity models increase business productivity and improve decision-making for a diverse community of global customers, including aerial and land mapping service companies, governments, utilities and transportation.

Global Services – Extended Warranties, Service, Support and TrainingThe Global Services Support and Training organizations provide Technical Support, in-field services and Certified Training pro-grams to meet customer requirements and compliment the offerings of our business partners.

The Global Services Partner Community is an exciting new platform designed to provide partners with a private communication network to share ideas and knowledge, post issues, solve problems and communicate with peers globally. The community is free to all Trimble Partners, so feel free to visit the Global Service showcase area to see a demonstration and sign-up for your user account.

Infrastructure and MonitoringIt is our vision to provide critical decision making data to ensure safety of public, infrastructure and resources. Trimble Infrastructure has grown and expanded to serve numerous markets in varying applications. Growing from RTK corrections, Infrastructure now serves areas such as Real Time Networks (RTN), Navigation Infrastructure and its Safety of Life at Sea (SOLAS) applications, Earth Systems, Monitoring, and the recent acquisition and integration of REF TEK which brings a whole new suite of seismic sensors into the Infrastructure backbone.

Land Administration SolutionsThe Land Administration Solutions team ( formerly Cadastral Solutions) provides support to Trimble Partners in identifying and closing new business related to Land Administration. Our mission is to build a solution portfolio to meet the needs of the Land Administration market, as well as identify and close business opportunities. We work across all divisions in Trimble to offer the best solution to meet your customers’ needs. Come see us at the Opportunity Showcase to discuss ways we can work together to grow Land Administration business in your territory.

Oil, Gas and ChemicalTrimble Oil, Gas and Chemical is a recently established division focused on the needs across the Oil and Gas industry; from Exploration and Drilling to Production, Transportation, Storage and Refining.  As we continue to broaden our knowledge, we are keen to learn more about our Partners experiences within the industry so that we can determine how existing and future Trimble solutions can be utilized to penetrate the market and develop new business opportunities.  

Positioning ServicesLearn how the new, innovative positioning services technology, Trimble RTX, can complement other high accuracy solutions and reinforce your business’ image as an innovative market leader. Trimble Positioning Services delivers common technological plat-forms that can be leveraged across markets and applications, including Surveying, Mapping & GIS, Construction and Agriculture.

SketchUp Pro 3D ModelingSketchUpProis3Dmodelingsoftwareforprofessionals.SketchUpiseasyandintuitive,allowinganyonetomodelin3Dquickly andaccurately.Using3Dmodels,designerscanmakemoreinformeddecisions,communicateprojectdetails,andshareideas with colleagues and customers to reach a common goal.

SketchUpProalsoincludesLayout,a2Ddocumentationandpresentationtoolforprofessionals.Layoutcombines3Dmodels with text and 2D drawing elements to create design documents, construction drawings and compelling digital presentations.

Spectra PrecisionFrom lasers to construction accessories, Spectra Precision has more choices for your customers. More choices because Spectra Precision invented the concept of laser positioning for construction in 1965. More choices because since this date, Spectra Precision has pioneered every major development in laser positioning. Better choices, too, because all Spectra Precision are designed to be the toughest on earth and the easiest to use on the job site. Spectra Precision lasers target either internal (Distances measurement, Checkofangles,alignment,plumb,Lay-outofwalls,InstallationofCeilings…)orexternal(Checking/settingelevation,CutandFill,Leveling,Grading,Pipelaying,Excavating)application.Discoverthemallnow!

Water SolutionsTrimble Water is focused on providing hardware, software, services and solutions in the areas of Water, Waste Water and Storm Water. Our partners and customers include utilities, private companies and suppliers to the water industry.

Congress Center - Conference Map

MAIN LOBBY LEVEL

eBuilding On Shared Success Geospatial Partner Conference 2013

Notes: