Blackberry Analyst-Summit-2017 PDF

BlackBerry 2017 Analyst Summit
SAFE HARBOR STATEMENT

Some of the statements we will be making today constitute forward-looking statements and are made
pursuant to the “safe harbor” provisions of the U.S. Private Securities Litigation Reform Act of 1995 and
Canadian securities laws.
We will indicate forward-looking statements by using words such as expect, plan, anticipate, estimate,
may, will, should, forecast, intend, believe, continue, and similar expressions.
Forward-looking statements are based on estimates and assumptions made by the Company in light of
its experience and its perception of historical trends, current conditions and expected future
developments, as well as other factors that the Company believes are appropriate in the circumstances.
Many factors could cause the Company’s actual results, performance or achievements to differ materially
from those expressed or implied by the forward-looking statements, including the risk factors relating to
the Company that are discussed in the “Risk Factors” section of our Annual Information Form, which is
included in the Company’s Annual Report on Form 40-F, and the Company’s MD&A (copies of which
filings may be obtained at www.blackberry.com). These factors should be considered carefully, and you
should not place undue reliance on the Company’s forward-looking statements.
The Company has no intention and undertakes no obligation to update or revise any forward-looking
statements, whether as a result of new information, future events or otherwise, except as required by law.
Opening Remarks
Marty Beard
Chief Operating Officer
Exploding Connections . . .
20.8 billion
connected things
On average, 10 million new

“things” added every day
6.4 billion 6.1 billion

connected things smartphones
3.9 billion
smartphones
In 2016 By 2020
Source: Ericsson Mobility Report, November 2016
© 2017 BlackBerry. All Rights Reserved. 4

And Threats . . .
Number of confirmed breaches due to hacking rising rapidly
1,500
1,000
500
0 5
2005-2015
Source: Verizon Data Breach Investigations Report, April 2015

And Enterprise Impact
CYBER ATTACKS CEO’S DO NOT INCREASED FOCUS FOR

ARE COSTLY FEEL PREPARED COMPANY BOARDS
$400B 50% 82%

Estimated global Of CEO’s at Of boards are
cost of cyber- companies with concerned or very
attacks annually $500M+ revenue concerned about
feel unprepared cybersecurity
for a cyber-attack 6
Source : Center for Strategic and International Studies, June 2014, sponsored by McAfee - Source: “ISACA State of Cybersecurity: Implications for 2016”
Source : The major survey targeted 1,278 CEOs in 10 key markets (Australia, China, France, Germany, India, Italy, Japan, Spain, UK and US) and nine key industry sectors (automotive, banking, insurance, investment management, healthcare,
manufacturing, technology, retail/consumer markets and energy/utilities). A quarter of the respondents have over US$10 billion in annual revenue, with no responses from companies under US$500 million

Growing Need
Enterprises Now Require:

 Secure Network
 Secure Operating System
Connected More Cyber
 Secure Communications
Things Protection Threats
 Secure Applications
 Secure Management
 Secure Analytics
Software Drives the Protection and the Value . . .

Enterprise of Things
• The Internet of Things is transforming how
we live. McKinsey & Company estimate $4+
trillion of value will be created by 2025.
• 70% of this value will be driven by B2B use

cases in areas like healthcare, logistics,
transportation, energy and security.
• We call these segments the Enterprise of

Things - this is our strategic focus.
• And we secure, manage and connect the

Enterprise of Things via BlackBerry Secure.

Industry Approach
Healthcare Financial Services Government Transportation
We focus on strategic industries with vertical specific

use cases and work with channel partners to reach
other segments and the mid-market
Product Marketing
COPE BYOD COBO
BlackBerry Apps
Communication Collaboration EFSS
ISV Apps &
Ecosystem
Custom
Apps CLOUD
We are changing the
END-TO-END
SECURITY Core Platform
‘narrative’ from a brand
Enterprise Mobility Management Secure Containers DRM Open APIs HYBRID associated with hardware
Global Secure Connectivity to a brand synonymous
RICH USER
EXPERIENCE
Secure Communications Global NOCs Identity & Access Split Billing
ON-PREM with critical enterprise
Complete Cross-Platform Secure Enterprise Mobility Solution
software solutions
SMARTPHONE TABLET COMPUTER WEARABLE IOT
Ecosystem Customer
High Tech,
Manufacturing Telco
Strategic Services,
Travel,
Government
Retail
ISV
Oil & Gas,
Utilities Logistics
Aerospace
Legal
& Defense
Reseller
Automotive
Financial
Services
Developer Healthcare

OUR VISION
The enterprise of things
OUR MISSION
Secure, connect and mobilize the enterprise
OUR VALUE PROPOSITION

BlackBerry Secure - the most secure and comprehensive way to connect
people, devices, processes and systems for the enterprise of things
Financial Remarks
Steven Capelli
Chief Financial Officer
Key Financial Objectives
• Above-market software growth driven by:
• Unified endpoint management
• Embedded software and connected car
• Mobile security and cybersecurity
• Profitability in all business units
• Overall company profitability
• Overall positive free cash flow

14

Strong Financial Foundation Positions BlackBerry for Growth
YTD FY17 Revenue* YTD FY17 Profitability*
• Total Revenue: • Operating Inc.: $42M

$1,077M • EPS: $0.01
• Software: $493M • Adj. EBITDA: +$140M
• Y/Y Growth: +32% • 12 consecutive quarters
positive
• Software Orders with
9,000-plus Enterprise
Customers
* Non-GAAP

Strong Position and Leadership in Converging
Opportunity to Securely Connect the World
Enterprise Mobility BlackBerry is uniquely positioned to address

market convergence:
Embedded Software
Market leadership • IoT / EoT
with large and Mobile Security • Unified End Point Management
Dominant share in
growing base: automotive: • Connected Car / Autonomous Driving
Highest scores in 6 of
- 20% share in EMM - 50%-plus share in 6 critical capability
- 23,700 enterprise infotainment use cases for high
customers security mobility
- In 60 million vehicles management
worldwide
(Gartner, Aug 2016)

Investments and Initiatives to Drive Continued Growth
Product
Go To Market Cybersecurity
Development
• Direct Enterprise Sales • BlackBerry Secure – • Cybersecurity Operations

capability comprehensive mobile Center for FedRamp
security platform
• Channel Partner Program • Cybersecurity Services
– 360 new partners YTD in • BlackBerry Radar asset Practice
FY17; 1,192 total tracking solution
• Vertical Partnerships in • Ottawa Innovation Center
Cybersecurity for Autonomous Driving

Enterprise Mobility
Carl Wiese
President of Sales and Services
Agenda
1.What is the Market Opportunity for BlackBerry?

2.How are we addressing it?
3.What is Next?
Our Market Opportunity is Growing
Embedded & EoT
Applications
Applications
Professional Services
Professional Services
EMM UEM
EMM
MDM
COMPUTER WEARABLES
SMARTPHONE SMARTPHONE TABLET
Device Management Mobility Management Enterprise Management Extending the Enterprise

(Circa 2012) (2013 – 2014) (2015 – 2016) (2017+)
• Market was BlackBerry only • Evolution of cross platform • Tablets=>Laptops=>Wearables

21
• Enterprise of Things
• Secure Email Device• Management
Focus on BYOD • Enterprise Applications • Seamless Workflow

BlackBerry Go-To-Market Focus
GTM Objectives: Expand the Base | Drive Net New Logos | Grow With Partners
Regulated Non – Regulated
Financial Government Healthcare Wholesale Aerospace & Transportation Mfg.

Services & Retail Defense
• Increased focus on engaging with value: 48% of Tier 1 users already transitioned to BlackBerry Work
• Increased focus on driving non regulated business: 39% of revenue FY’17 YTD from non regulated customers
• Increased focus on corporate accounts outside of the F2000 and governments: 75% increase in Sales HC
• Increased focus on driving scale through partners: Channel > 60% of Billings22for FY17Q3

Driving Business Outcomes
Mobilize sales team BYOD to improve Mobilize Field Services Consolidate

collaboration to communications to increase capacity infrastructure to
improve sales by 20% & response by 15% by 25% improve TCO by 30%
23

Engaging to Change the Conversation
Industry & LoB Engagement
24

Customers are Responding …
High Tech,
Manufacturing
Telco
Services,
Travel, Government
Retail
Oil & Gas,

Logistics
Utilities
Aerospace Legal
& Defense
Automotive
Financial
Services
Healthcare
25

Robust BlackBerry Ecosystem
Alliances ISV’s Resellers
(1,000+)
26

Delivering Enterprise Level Customer Support
Waterloo, ON Maidenhead, UK
Halifax, NS
San Ramon, CA
Sunrise, FL Wroclaw, Poland
Mountain View,
CA Irving, TX
Tokyo
Israel Japanese customer support
only
Singapore
Region Hours of Operation
NALA 8AM – 8PM Eastern Time
APAC 7:30PM – 4AM Eastern Time
EMEA 2AM – 11AM Eastern Time

27

BlackBerry Enterprise Professional Services Today
Professional Services Cybersecurity Services
1. Secure Mobility Management 1. Software Security Engineering

Consulting • Product development GAP analysis, Design review,
• BYOD policy definition and Threat modeling, Source code review, Technical Risk
execution, Mobile app strategy, etc. Analysis, M&A Due Diligence
2. Secure Mobility Design and 2. Open Source & Software Vulnerability Management
Implementation Services 3. Security Assessments
• Packaged Platform Deployment, • Penetration Testing, Web application vulnerability, OS
Infrastructure Health Check, End build reviews
User Adoption Services
4. Incident Response
3. Mobility Educational Services
• Forensics, Data Recovery
• Administration and Application
Developers 5. Social Engineering and Physical Security testing
• Red Team
6. Certification and Education Services
• PCI DSS, Cyber Essentials

BlackBerry Security Lifecycle
A full circle application, security and mobility services provider
• Mobility Management Planning • Design and Implementation

Assessments
• M&A Due Diligence
Strategy Assess • Penetration Testing
• Breach Detection and Prevention
Monitor Implement
• Vulnerability Management
• Migration and Implementation
Services
• Security and Threat Monitoring
• Incident Response / Forensics
• Security Compliance
• Security Training & Certifications

What Will Be The Target Markets
Financial Services Government Healthcare
Utilities Transportation Oil and Gas / Mining Manufacturing
• Focus on current regulated enterprise markets as customers intensify their digital transformations
• Expansion into markets where embedded software and critical infrastructure is important (utilities, healthcare, transportation)
• This portfolio of services will allow us to extend our reach beyond our traditional customer base to net new industries

Creating The Extended Enterprise
 New business
processes through
“frictionless” workflows
 Leverage EoT
 Focus on mobilizing
“existing” process
 LoB engagement
 Designed to facilitate
sharing
Value
 Designed with limited  Still built on legacy
systems in mind workflows
 PIM Focused
31
Legacy Processes Collaboration Mobilizing Existing Apps Extending the Enterprise
Goal
Enterprise Apps
Billy Ho Frank Cotter

Executive Vice President, Vice President,
Enterprise Products & Enterprise Product
Value Added Solutions Management
Product Strategy to address market needs
End-to-end Secure Platform Secure and Connect Enterprise
of Things
COPE BYOD COBO
BlackBerry Apps
ISV Apps & Custom
Communication Collaboration EFSS Ecosystem Apps CLOUD
END-TO-END
Enterprise Mobility Management Secure Containers DRM Open APIs HYBRID
Global Secure Connectivity

RICH USER Secure Communications Global NOCs Identity & Access Split Billing
EXPERIENCE ON-PREM
End-to-end mobile application platform Externalize Service to secure and connect EoT
Unleash a distributed business network by making it

Run your business on mobile by providing secure end- easy to externalize business workflow by extending
to-end mobile application platform in-house and third party systems with a cohesive user
experience and embedded yet invisible security
34
Across any employee/customer/partner, endpoint and
ownership model

BlackBerry Secure EoT Platform 1.0
Secure end-to-end mobile application platform to run your business on all end points
COPE BYOD BYOT COBO
BlackBerry Apps
ISV Apps & Custom
END-TO-END Platform-as-a-service
SECURITY
End-to-end Platform Services
Enterprise Mobility Management Secure Containers Workspaces/DRM Messaging
Security and Scalability Core Foundation

RICH USER Secure Communications Global NOCs Identity & Access Connectors
EXPERIENCE ON-PREM

Customer values
COPE BYOD COBO
• Integrated end-to-end comprehensive cross-platform solution
BlackBerry Apps
ISV Apps & Custom
• Secure network and communication
END-TO-END
• One brand
• Suite offering to meet all stages of mobility deployment
Enterprise Mobility Management Secure Containers DRM Open APIs HYBRID
RICH USER Secure Communications

Global Secure Connectivity
Global NOCs Identity & Access Split Billing
Customer Deployment proof points (Jan 16 –> Jan 17)
EXPERIENCE ON-PREM

• ~2/3 of devices under management are non-BlackBerry BBOS/BB10
• UEM (aka BES12) total devices under management grew by ~200% YoY
• Number of “enterprise” Dynamics apps grew by 40%
• Overall Dynamics app footprint grew by >250%

Unleash distributed business network to externalize services, secure and connect Enterprise of
Things
COPE BYOD COBO M2M
BlackBerry Apps
ISV Apps & Custom
SECURITY
HYBRID
Enterprise Mobility Management Secure Containers Workspaces/DRM Messaging

RICH USER Secure Communications Global NOCs Identity & Access Connectors
EXPERIENCE ON-PREM

Unleash distributed business network to externalize services, secure and connect Enterprise of
Things COPE BYOD COBO M2M
BlackBerry Apps
ISV Apps & Custom
Communication Collaboration Team EFSS Ecosystem Apps
WorkSpaces CLOUD
SECURITY
UEM and Trusted Dynamic and
Organization PIM Services Authentication Content
Provisioning
Network Services Services
Services Notification Document Messaging
Services Thin Client to
Services all end points Services Services
SSO Extend to
Extend to Externalize Mobile ZSO EoT/M2M
EoT Services WorkFlow
RICH USER
EXPERIENCE ON-PREM
EMM AtHoc Secure Containers Workspaces/DRM Messaging

Secure Communications Global NOCs Identity & Access Connectors

BlackBerry Business Value
Comprehensive unified endpoint management with industry-leading security
• Unified management for wide range of devices, apps, content and identity (BlackBerry UEM)
• Ranked by Gartner as the Industry Leader in 6 of 6 high-security use cases1:
Best-in-class secure mobile productivity and collaboration for improved operations

• All-in-one IM, email, contacts, calendar, presence and documents app, plus tasks and notes (BlackBerry Work, Tasks, Notes, Connect)
• High-performance VDI alternative with support for HTML5 web apps and intranet access without a VPN (BlackBerry Access)
• Enhanced workflows and secure file sharing (BlackBerry Workspaces)
Rich development platform for enhanced custom/partner app enablement

• Comprehensive platform SDKs for rapid development for iOS, Android, Windows, macOS
• Over 100 enterprise ISV partners and 3000+ custom apps built on BlackBerry Dynamics platform
• Cross-platform application development frameworks (Xamarin, Cordova/PhoneGap, HTML5 web apps)
• App diagnostics and analytics built-in
Unique global secure communications infrastructure for complete end-to-end protection
• NOC-based architecture delivers unmatched security and scale via a single port connection
• Highly scalable global architecture enables powerful secure app and identity services (BlackBerry Enterprise Identity)
Leading regulated mobility solutions portfolio for full industry compliance

• Defense-grade containerization, file-level rights management, secure real-time communications (BBM Enterprise, SecuSUITE) and
39
crisis alerting (AtHoc)
1 Gartner, Critical Capabilities for High-Security Mobility Management, August 2016.

EoT - Headworn Wearable Devices
• Nascent category that enable hands-free access to
real-time visual information.
• High growth: 108K units shipped in 2015. 7.94M units
expected to ship in 2021 — 49% enterprise 1
• Key use scenarios include video and audio calling,
step-by-step instructions, live checklists, notifications,
bar-code scanning, GPS navigation etc.
• Industry vertical use cases for Field service,
Manufacturing, Logistics, Maintenance, First
responder.
• Benefits to enterprise include increased productivity
via accelerated task completion, increased accuracy,
reduced re-work rates and maximized uptime.
40
1 https://www.tractica.com/research/wearable-devices-for-enterprise-and-industrial-markets/

EoT – Connected Car PoC
• The QNX CAR Platform for Infotainment
includes a wide array of QNX technologies
• QNX Neutrino realtime OS
• Mobile connectivity framework
• Multi-media engine
• Application framework supporting Qt, HTML5 and other
native UI toolsets and apps.
• UEM PoC enables device enrollment,

connectivity, inventory, reporting, IT actions,
application management etc.
41

Eugene Petzer
Technology Architect
Freshfields Bruckhaus Deringer - Overview
Business:
• Global law firm founded in 1743 with 5,000 employees and 27 offices
• In 2015, the top ranked law firm for European, UK and Asia-Pacific M&A.
Technology
• 4,500 devices, BlackBerry, iOS, Android
• Corp owned and BYOD
• Consolidating from two EMM vendors to one (BlackBerry/UEM with BEMS)
• UEM will replace:
• Mobile Iron
• GFE
• Good Dynamics
•
43
BES10

Freshfields Bruckhaus Deringer - Applications
• Used BlackBerry Dynamics as it eased mobile development by providing an

abstraction layer which reduced complexity while provide security and
secure connectivity
• Used for different categories of applications:
1. Existing desktop app - made an existing desktop Contacts application available on
mobile – while application development took months, applying the Dynamics SDK only
took 1 day
2. Short term apps – some mobile apps were only need for 1-2 quarters (e.g. conference
apps) and Dynamics SDK made it easy
3. LOB Apps – Dynamics SDK enabled a rapid prototyping approach so apps could be
quickly and easily created to see if they delivered business value
4. Partners – convinced partners to use Dynamics SDK (a Dynamics version of the product
allowed more extensive use of their product via BYO)
44

Company Contacts Application
All Contacts Search Favourites Office Info Settings & Info
 Initial screen  Search screen  Save frequent  Select office for  Settings lists first
shows all criteria allows for contacts as contact details aiders by office
contacts, listed more focused favourites  Displays map  Display status of
alphabetically results updates
 Allows switch to
maps app  Update options

Enterprise Information
Sharing
Guy Miasnik
President, AtHoc, a Division of BlackBerry
Information sharing is vital to enterprise
success but complexities are common
Enterprises require… …but there are challenges
Balancing security needs

Workforce
Collaboration
Supporting unique business

processes
Business continuity
Extending to enterprise
And many more… 48 eco-system

Examining business continuity needs
Contra Costa County Office of
Emergency Services (OES)
• Responsible for emergency preparedness and
disaster management
• Coordinates information, plans for resources, and

• 1.1M residents supports priorities among County agencies, local
• Significant petro-chemical governments, and special districts.
industry
• Chevron • “Serves as a link between the Federal Emergency
• Shell Management Agency (FEMA), California
Emergency Management Agency (CalEMA) and the
• Tesoro
County’s cities, towns, villages and special
• Dow Chemical districts.”

“Smart City” safety enabled by connected endpoints
Internal
Notification
Accountability
Internal event
Notification
External
Contra Costa Health
County
Office of
orgs.
Emergency
Services
Gas
Sensor Citizens
Fire Police Etc.
External 50
Notification Other
input

Heather Tiernan
Community Warning System Manager at
Contra Costa County Office of the Sheriff
Contra Costa County: Chevron Refinery Fire
Chevron Refinery
BART Station
53

BlackBerry services and applications enable secure
information sharing to address specific business needs
Platform Services Business Applications
Workspaces for collaboration

and file sharing BlackBerry AtHoc Alert for
Crisis Communications
OrgConnect for BlackBerry AtHoc Account
cross-organization for Personnel Accountability
collaboration
BlackBerry UEM for securing
controlling endpoints
Notification for
event driven processes BlackBerry Dynamics for
managing mobile app
security
BBM Enterprise for
secure communication 54

Workspaces enables secure collaboration and file
sharing, customized by business process
55

OrgConnect delivers cross-organizational information
sharing and collaboration
56

AtHoc Account business app - securely manages
personnel safety to ensure business continuity
57

BlackBerry secures information sharing with services and
apps that support business processes
• BlackBerry is building a unique platform that already

delivers solutions for complex information sharing needs
• With its security track record, communication expertise,

cross-org end-point management capability and customer
trust, BlackBerry is positioned to deliver unique value in this
market space
Cars & Trailers
Sandeep Chennakeshu
President, BlackBerry Technology Solutions
UEM for Mobile End Points
Connected Cars, Trailers and More
UEM Snap-Ins
single pane of glass to
merge IT and OT
management activities
Fleet
Management
Dashboard
RADAR
Logistics
Dashboard
Vehicle
Software
IoT Health Check
Platform
IT Endpoint
Management,
OTA
61 & ECU
Single Sign-
management
Security, OTA On to Console

Zoriana Workun
Director of Eastern Operations
Joost de Vries
VP of Sales & Service
The Evolution of Karma
We are a new OEM/Start-Up, with a running start…
November 2011 – MY12
Fisker Karma launched
• About 2,300 cars were sold. 1,600 in

NASA and 700 in the rest of the world
• Received many awards for technical

vehicle innovations and exceptional
styling
• Assets purchased for $140M in March

2014
64

Primary interface is Wanxiang America – large established U.S. Company
• Established in 1994
• 2015 - $3.5B Revenue
• Headquartered outside Chicago
• 28 U.S. companies, 12,500
employees
• January 2014 - Purchased A123
for $256.6 Million
65

Our owners represent patient capital; You don’t build an aspirational ‘NEW’ luxury
brand overnight.
“It’s my dream to build cars.

If I can’t in my life, then my
Son will. If my Son can’t,
then my Grandson will
carry the flag forward.”
– Chairman Lu Guanqiu
66

Our growth has been rapid…sourcing people from many locations
800 Company Growth
700
600
Headcount
500
400
300
200
203 749
100 22
0
MM
a racrhc h2 0 21 0
4 14 M a rMc a
h r 2c 0h1 52
015 Y e aYr e Ea nr d E2n0 d1 62 0 1 6
Axis Title
67

Built a new ‘purpose-built’ 550,000 sq.ft. low volume production facility in SoCal.
• Why SoCal and why new?
• Proximity to Headquarters
• Ability to craft high quality product
• Perfectly fits our SoCal brand
image
68

Our Business
Attract a small niche of Customers (a few thousand)…
69

Our Business
…who are attracted to Product that…
• Speaks to them through

– Beauty
– Craftsmanship
– Technology
– EV/GT Ride
– Responsible
– Simply unique
– Born and bred in Southern

CA
70

Our Business
…by communicating beauty, craft and tech in a simple and personal way.
71

Karma and Connected Car
We want to be realistic and stay focused on our Customers
• The ‘industry tsunami’ of connectivity is arriving
• Every OEM must choose their participation
• Karma - ‘walk before we run’
• Initially focus on connectivity that provides
customers with a simpler ownership experience
(e.g. vehicle health and diagnostics, service
updates OTA)
• After the OEMs and suppliers spend the big
discovery money, we will draft in quickly behind
• Karma - Mindful of our customer
– Owners choose us because they enjoy driving, because of
the emotional return of driving
72

Evolution of Karma and Connected Car
What we are (and what we’re not)
• Art 
• Craft 
• Tech 
• Eco-Friendly 
• EV/GT Ride 
• Connected Car 
• Autonomous 
• Super Tech
• OLD SCHOOL
73
(Our owners love style and enjoy driving!)

Karma + BlackBerry
Applications
& Services
Secure OTA &

IVI Telematics
SW Delivery
Infrastructure Vehicle Security &
Cluster Acoustics Secure Health Management
& services
Services Authentication System
Gateways
BlackBerry Products Used in Revero
1. QNX Neutrino Embedded Operating System
Secure
RTOS
2. QNX CAR (Connected Automotive Reference) – Infotainment & Digital Instrument Cluster
3. QNX Acoustics – Active Noise Reduction and Echo Cancellation
Secure Vehicle
Software Platform
4. QNX Wireless Framework – Cellular communications
5. BlackBerry IOT OTA – Secure Over-the-Air Updates to infotainment, instrument cluster,
Secure
Manufacturing and ECUs (electronic control units)
6. Certicom Managed Public Key Infrastructure (M-PKI) – Secure inter & intra vehicle
networking communication 74
7. Certicom AMS (Asset Management System – Secure Manufacturing

OTA Experience
Security, OTA
IoT Vehicle Software OTA & ECU

Platform Health Check management
How do we intend to use OTA, and why we chose

BlackBerry OTA
• Ease of implementation (took 15 days to bring up over Christmas)
• Will be used initially for updating the infotainment features as well as
3 ECU’s
• SERIOUS cost reducer of warranty expenses once fully connected 76
IT Endpoint Management,
into the complete architecture of the vehicle Single Sign-On to Console

Secure Mobile Solutions
Alex Thurber
Senior Vice President,
Devices Global Sales
MOBILITY SOLUTIONS STRATEGY
Focus on profitable growth and expanding our addressable market
Best in Class
BlackBerry Best Software
in Class Secure development
Software as a business
Growth + Profitability
BlackBerry 10 BlackBerry BlackBerry
Ford
Engineering
Devices Secure Android Services Agreement
Completed
Completed:
BlackBerry 10 -BlackBerry Supply
-TCL Global
10.3.3 Compliant Agreement
-Indonesia
-Licensing BlackBerry -Hub+
Brand and Software
In Progress:
Secure Emerging Markets
Gov’t/Regulated Android/BB10 for BlackBerry Productivity and
Industries Enterprise Security
Security Increasingly Important
To Smartphone Users
DEGRADED PERFORMANCE & DOWNTIME
• Malware like viruses can take over your phone, impacting performance and even rendering your
MALWARE HIJACKS phone unusable, disconnecting you from your mobile world and impacting your productivity.
YOUR PHONE • If your phone’s manufacturer doesn’t release timely security updates, you could be left
vulnerable to new threats.
LOST CONTROL OF YOUR PRIVACY

APPS STEAL YOUR • Seemingly harmless apps could potentially be surreptitiously accessing and sharing details like
your name, location, contacts and other sensitive personal data, compromising your online
INFOMATION privacy.
• Determining what apps are accessing your information can be difficult.
YOUR REPUTATION COULD BE AT RISK

• If your stored data isn’t encrypted, it could be accessed and shared online, with potentially
YOUR PHONE IS LOST damaging consequences to your reputation, finances, etc.
OR STOLEN • If your device is unlocked, a thief could easily have access to all of your apps and information.
B
W
Security Evolution
Security Assurance Level
Government
Enterprise
• PIM enterprise enhancements
SME • AfW password
• IT policy & device profiles
• SD Card encryption
• Certificate validation
• Least cost routing
Consumer
• Certificate manager
• DTEK Network Monitoring • Smart Card support
• Password Keeper – VKB Integration
• Password Keeper – Chrome Plugin
• Platform hardening
81
• BIDE enhancements
• BSIS Lite

HOW OTHERS APPROACH SECURITY
Most vendors provide Device Hardware

INDIVIDUAL PIECES of security. Samsung, LG, Apple
Individual security offerings are reliant on

OS Platform
Android, iOS, Windows
other solutions to support their product
resulting in: Anti-Virus Protection
• Vulnerabilities due to longer lead Norton, McAfee, AVG
times to adapt and address new

security threats IT Security Services
root9B, Herjavec Group, IBM
• Fragmented, inconsistent user
experiences Applications & Communications
Slack, Skype, Dropbox
• Support complexity for IT
• Increased cost to the end customer EMM
MobileIron, AirWatch

WHAT MAKES BLACKBERRY THE MOST SECURE
BlackBerry is the only provider Secure Manufacturing Model

of END TO END SECURITY. Certicom, Infrastructure
Secured Hardware and OS

Leveraging our security Priv, Neon, Argon, Mercury powered by Android
expertise in end to end mobility Adaptive Security

and productivity enables us to DTEK, BID, OS & Kernel Patching
design, integrate, test, and

Security Expertise
secure every part of the Security Research, Incident Response, Consulting
solution.
Secure Apps & Communications
The end result is a certified SecuSUITE, Watchdox, BBM Protected, AtHoc,
BlackBerry VPN
solution that provides best in
Secure EMM
user experiences and support. BES12, Good for Enterprise

Not All Smartphones are Created Equal
We started with security in mind, as a result,
Our Secure Android is equipped with all the security features you want and need…
Hardware Secure
DTEK App
Root of Trust Bootloader
Adds security Uses multi- Helps users

keys to the stage monitor and fix
chipsets to verification to privacy
prevent prevent violations
devices from hacking of the
being AndroidOS
Current Licensing Components
Modifications to customer’s SW to BlackBerry Industrial Design Modifications to customer’s SW to

implement key security features (Boot support integration of BlackBerry
Chain, Kernel Hardening, BIDE) BlackBerry brand applications
Delivery of manufacturing system for BlackBerry applications (Hub+,

secure SW loading DTEK, Camera, Keyboard, BBM,
Launcher, etc.)
Support and services for monthly
security patches
85
SECURITY DESIGN / BRAND EXPERIENCE

Licensing Business Models
Fully Branded BlackBerry BlackBerry Secure*
DEVICE Enterprise Expansion

CORE VALUES
Major Carrier branded handsets
SECURITY Industrial / Verticals

FOUNDATION
Specialty/Premium
Hub+ via Google Play Store – Individual and Enterprise

86
Licenses

Next Areas of Focus – The Attack Vector of Things

Financial Breakout Session
Steven Capelli
BlackBerry, CFO
Software Pivot – Business Benefits
• Leverage acquisitions
Hardware Manufacturing to • Simplify product platform and GTM
Enterprise Software message
• Device software licensing model
• Increased operational efficiency
De-risk Financial Model • Right-size opex / reduced
infrastructure
• Improved profitability
• Software revenue growth
• Efficient balance sheet
Drive Positive Returns
• Investments in growth
• Positive free cash flow

Software Pivot – Financial Benefits
Benefits of the Software Pivot FY16 FY17 YTD

Favorable revenue mix
- Software and Services % of total* 24% 46%
- Hardware % of total* 40% 30%
- SAF % of total* 36% 24%
Margin expansion
- Overall gross margin* 46% 61%
Reduced capital requirements

- Debt $1.25B $605M
Improved profitability
- Operating income* ($118M) $42M
- EPS* ($0.20) $0.01
Reduced Enhanced
Improved
Capital Shareholder
Profitability
Requirements Returns
* Non-GAAP

Pillars for Growth and Driving Shareholder Value
Unified Endpoint Embedded

IOT Appliances Licensing
Management Software
• Suite sales • Direct relationship • Radar • Device software

- Q1: 528 with auto OEMs licensing
- Q2: 750 - Expand ARPU • Vertical solutions - BlackBerry-
- Q3: 860 - Expand # of branded
vehicles - SW licensing
• Channel growth - Productivity suite
- 360 new partners • Connected car
YTD in FY17
- 1,192 total • IP Portfolio
• Secure connected
endpoints

UEM: Securing the next billion devices in the enterprise
Enterprise Devices under UEM
1,000,000,000
750,000,000
500,000,000
250,000,000
-
2016 2017 2018 2019 2020
Smartphones and Tablets PCs and Macs Enterprise of Things

Sources:
BlackBerry internal estimates
Gartner, Forecast: Internet of Things — Endpoints and Associated Services, Worldwide, 2016
Gartner, Forecast: PCs, Ultramobiles and Mobile Phones, Worldwide, 2014-2020, 4Q16 Update
IDC, Worldwide Enterprise Mobility Management Software Forecast, 2016–2020

Automotive Market Segment Growth
Infotainment Market Growth Digital Cluster (DiC) Market Growth
Infotainment SAM (units) Digital+Hybrid Cluster SAM Trends

80 (units)
Millions
70 80 • Digital Instrument Clusters,
Millions
60
50 60 ADAS, Telematics growing
40
30
40 faster than IVI
20
20
10
- - • Gateways and high-
2016 2017 2018 2019 2020 2016 2017 2018 2019 2020
performance computing nodes
ADAS Market Growth Telematics Market Growth
will add to growth
ADAS SAM (units) Telematics SAM (units)

• Require safety certification
80 80
Millions
• Opportunity: 2x-3x ARPU from

Millions
70 70
60 60
50 50 automotive royalties
40 40
30 30
20 20
10 10
- -
2016 2017 2018 2019 2020 2016 2017 2018 2019 2020
Source: LMC Automotive, IHS Market, Strategy Analytics

Radar Total Addressable Market (TAM)
Total Equipment Market
18,000,000
Radar Differentiators
16,000,000
INSTALLATION 10 MIN. versus HOURS
SECURITY AUTHENTICATED AND ENCRYTPTED

14,000,000
DATA GRANULARITY 30 to 50 x MORE DATA

12,000,000
DATA PRIVACY FINE GRAINED PERMISSIONS
Radar
BATTERY LIFE 3+ YEARS no Charge
10,000,000
Radar “Lite”
TAM TAM SENSORS 7 versus 2-4
8,000,000
DOOR OPEN/CLOSE BUILT IN
6,000,000 CARGO LOAD/NO LOAD BUILT IN
USER INTERFACE BROWSER BASED

4,000,000
OVER THE AIR UPDATE YES
2,000,000
PLATFORM HOSTED GLOBAL > 99.9% AVAILABILITY
- EXTENSIBLE 94 APPS, FIREHOSE, CONNECTORS

Van Other Trailer Agriculture Construction Container Radar Radar Lite
North America South America EMEA

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BlackBerry 2017 Analyst Summit

SAFE HARBOR STATEMENT

On average, 10 million new

6.4 billion 6.1 billion

© 2017 BlackBerry. All Rights Reserved. 4

© 2017 BlackBerry. All Rights Reserved. 5

CYBER ATTACKS CEO’S DO NOT INCREASED FOCUS FOR

$400B 50% 82%

© 2017 BlackBerry. All Rights Reserved. 6

Enterprises Now Require:

© 2017 BlackBerry. All Rights Reserved. 7

• 70% of this value will be driven by B2B use

• We call these segments the Enterprise of

• And we secure, manage and connect the

© 2017 BlackBerry. All Rights Reserved. 8

Healthcare Financial Services Government Transportation

We focus on strategic industries with vertical specific

SMARTPHONE TABLET COMPUTER WEARABLE IOT

© 2017 BlackBerry. All Rights Reserved. 11

OUR VALUE PROPOSITION

• Profitability in all business units

• Overall company profitability

• Overall positive free cash flow

© 2016 BlackBerry. All Rights Reserved. 14

• Total Revenue: • Operating Inc.: $42M

© 2017 BlackBerry. All Rights Reserved. 15

Enterprise Mobility BlackBerry is uniquely positioned to address

© 2017 BlackBerry. All Rights Reserved. 16

• Direct Enterprise Sales • BlackBerry Secure – • Cybersecurity Operations

© 2017 BlackBerry. All Rights Reserved. 17

1.What is the Market Opportunity for BlackBerry?

SMARTPHONE SMARTPHONE TABLET

Device Management Mobility Management Enterprise Management Extending the Enterprise

• Market was BlackBerry only • Evolution of cross platform • Tablets=>Laptops=>Wearables

© 2016 BlackBerry. All Rights Reserved. 21

Regulated Non – Regulated

Financial Government Healthcare Wholesale Aerospace & Transportation Mfg.

© 2017 BlackBerry. All Rights Reserved. 22

Mobilize sales team BYOD to improve Mobilize Field Services Consolidate

© 2017 BlackBerry. All Rights Reserved. 23

© 2017 BlackBerry. All Rights Reserved. 24

Oil & Gas,

© 2017 BlackBerry. All Rights Reserved. 25

© 2017 BlackBerry. All Rights Reserved. 26

Region Hours of Operation

NALA 8AM – 8PM Eastern Time

APAC 7:30PM – 4AM Eastern Time

EMEA 2AM – 11AM Eastern Time

© 2017 BlackBerry. All Rights Reserved. 27

1. Secure Mobility Management 1. Software Security Engineering

© 2017 BlackBerry. All Rights Reserved. 28

• Mobility Management Planning • Design and Implementation

© 2017 BlackBerry. All Rights Reserved. 29

Financial Services Government Healthcare

Utilities Transportation Oil and Gas / Mining Manufacturing

© 2017 BlackBerry. All Rights Reserved. 30

Legacy Processes Collaboration Mobilizing Existing Apps Extending the Enterprise

Billy Ho Frank Cotter

Global Secure Connectivity

Complete Cross-Platform Secure Enterprise Mobility Solution

SMARTPHONE TABLET COMPUTER WEARABLE IOT

Unleash a distributed business network by making it

© 2016 BlackBerry. All Rights Reserved. 34