Trimble (TRMB) J.P. Morgan 54th Annual Global Technology, Media and Communications Conference summary

Strategic focus and business transformation

• Maintained momentum with a beat and raise quarter, exceeding top and bottom line expectations across all segments.

• Portfolio streamlined over five years by divesting 24 businesses, focusing on construction and transportation.

• Software now represents 79% of business, with recurring revenue at about two-thirds of total revenue.

• Gross margins increased from 58% to 72% over five years, with EBITDA up over 500 basis points.

• Asset-light model with negative working capital and CapEx under 1% of revenue, supporting reinvestment and buybacks.

Connect and Scale strategy and product bundling

• Connect and Scale strategy launched in 2020 to integrate acquired capabilities and connect data, people, workflows, and ecosystems.

• Product bundling (TC1) offers over 20 prepackaged solutions tailored to different customer personas.

• Recurring revenue bundles ("trundle") drive ARR growth and align product and go-to-market motions.

• Named account user model implemented to enhance cross-sell and upsell opportunities.

• Targeting over $1 billion in cross-sell in AECO and $400 million in transportation, with global rollout ongoing.

Regional expansion and go-to-market execution

• TC1 rolled out in Asia Pacific after expanding software capabilities and organizational redesign.

• Project management and additional capabilities introduced in APAC, aiming to replicate success from Europe and North America.

• Bundled strategies being adapted for Field Systems and transportation, with early cross-sell success and room for growth.

• Over 20% of transportation bookings are cross-sell, despite not all enabling mechanisms being fully implemented.