SKO 2020 Linux

WELCOME TO THE
WIND RIVER LINUX

PRODUCT SESSION
1 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

LINUX IS FREE
to USE

“ Open Source is one of the most “
successful enablers of global
innovation in history.
—Jim Zemlin, Executive Director, The Linux Foundation

2005 2007 2011 2015 2019

LEADERSHIP
ENEA AB Xilinx, Inc.
MontaVista
NXP 0.49% 0.40%
0.98%
1.48%
Linux Foundation
1.52% Intel
30.48%
Linaro
1.70%
Fujitsu
2.46%
Freescale/NXP
2.53%
Comcast
4.08%
Mentor Graphics
4.42%
Texas Instruments
6.11%
(Not Affiliated)
Wind River 19.13%
14.74%

“ Wind River Linux is the global leader
in the Commercial Embedded Linux
and Related Services market, with
“
52.1% market share.
—VDC Research,
The Global Market for IoT and Embedded Operating Systems (2018)

embedded Linux commercial
offering to be ISO 9001:2015
compliant for quality throughout
the product lifecycle

embedded Linux commercial
offering to provide continuous
integration / continuous delivery
for true DevOps

to develop, integrate, and upstream
technology for building and
deploying at the edge:
OverC, OSTree, TensorFlow

EXPERTISE
Wind River Linux
use cases over multiple verticals
Aerospace
Automotive Industrial Medical Telecommunications
and Defense

100+ active Wind River Linux subscribers
with more than a thousand projects
20% customers on custom or long-term

support and maintenance

31M+ 2019 ACV
13% Growth over 2018

$12M
New Product ACV Target
©©2020
2020WIND
WINDRIVER.
RIVER.ALL
ALLRIGHTS
RIGHTSRESERVED.
16 RESERVED. WIND RIVER COMPANY CONFIDENTIAL.
PARTNER ECOSYSTEM

Celebrating 15 years of Wind River Linux

PORTFOLIO
WIND RIVER LINUX & WIND RIVER PRODUCT PORTFOLIO
▪ Wind River Linux & Wind River ▪ Wind River Linux & Wind River
Helix Virtualization Platform Cloud Platform
C. CLOUD NATIVE
A. DEVICE B. INFRASTRUCTURE

Product Services
50% 50%

I don’t understand,
why don’t they just EasyEasier
to start,
to use
harder
Meet
In embedded,
them in their
its
Enterprise
to commercially
Linux on
start with Wind River everywhere
journey
a deploy
desktop
Linux then?
How popular is
Linux in our So how do we
Hold on a sec, markets? break into that?
how hard is it to
build with Linux?
22 © 2020 WIND
WINDRIVER.
RIVER. ALL
ALLRIGHTS
RIGHTSRESERVED.
RESERVED.
WIND RIVER LINUX PRODUCT PORTFOLIO
Free $$ $ $
Binary CD LTS LTS
DEVELOPER JOURNEY
$
WHO NEEDS CONTINUOUS DELIVERY?
“I want the advantages of continuous integration”

“I need cutting-edge content”
“I want to get off old versions”
“I want to release on my schedule”
“I need a tight feedback loop from Wind River”

Wind River Linux OR VxWorks
AND
WORKBENCH

Leadership
Compliance
License Expertise
Export
Community
Portfolio &
TCO
Partners
Critical, Optimized
Commercial Hardware &
Grade Software

EVERY CUSTOMER IS UNIQUE
You need Wind River Linux if _______

TRAPS TO AVOID:
▪ OSS is just about support and
maintenance—value is limited.
▪ I can do it myself, I don’t need you.
▪ I didn’t know Wind River did Linux;
why didn’t you tell me?
▪ The community does the innovation,
not you guys.

QUESTIONS THAT MIGHT HELP
▪ Where do you use Linux today, and how is it
working for you?
▪ Are you a Yocto Project shop?
▪ Do you get the OS support you need from your
hardware supplier?
▪ Would a security audit be helpful?
▪ Does your platform team do continuous
integration?
▪ Do you find it hard to hire expertise in this
market?
▪ What are you worried about?

CUT TO THE CHASE—HOW DO I GET A PO?
▪ Decision time—what matters?
– Do you support my hardware?
– Are you a partner I can trust to
be there for me?
– How much is it worth to me to
solve my specific problem?
– What do you cost and do I have
cheaper options?
– How do I “test the waters” with
you guys?

LINUX IS THE BIGGEST AND GROWING SEGMENT
NOT COMMERCIALLY SERVED IN OT
not served!

Competition “Desktop”
COMMERCIAL “Free to Use”
32 © 2020
2019 WIND RIVER. ALL RIGHTS RESERVED.
Competition “Embedded”
COMMERCIAL “Free to Use”
33 © 2020
2019 WIND RIVER. ALL RIGHTS RESERVED.
WIND RIVER LINUX
COMMERCIAL “FREE to Use”

#1 Embedded Linux
Yocto Project Upstream & Leads
Designed for Embedded
5+ Years Support
CVEs Tracking & Fixes
Tools
Multi-platform, Silicon Neutral
License & Export Disclosure
Cloud Native
OTA
35 © 2020 WIND
WINDRIVER.
RIVER. ALL
ALLRIGHTS
RIGHTSRESERVED.
RESERVED.
Be Bold
This week’s popular Linux

(source: distrowatch.com)
95%

▪ 2019 Examples:
– Ericsson: 6.5M
– Toshiba: 1.4M
– NEC: 1.2M
– Nokia: 1.2M
– Intel: 1M
– ASML: 1M

HOW DID WE WIN IN 2019?
40 © 2020 WIND
WINDRIVER.
RIVER. ALL
ALLRIGHTS
RIGHTSRESERVED.
RESERVED.
ABBOTT LABS DESIGN WIN
AM: VINCE CALANDRA
FAE: HOWARD ALYNE
41 ©©2020
2020WIND
WINDRIVER.
RIVER.ALL
ALLRIGHTS
RIGHTSRESERVED.
RESERVED.
ABBOTT SALES CYCLE AND STRATEGY
▪ Abbott: $30B+ Annual Revenue
▪ CardioMEMS System Upgrade Wind River
– Measures pulmonary artery pressure
OTA Services
▪ Why We Won:
– Led with security assessment Abbott Summit w/
– FDA “60-day” fix guidance Wind River Content
– OTA solution seen as extension
to Wind River Linux CardioMEMS Security Assessment
Security Group & Webinar
Wind River Linux + Service
Pacemaker Hack Threat (500K Patients Vulnerable)

NOKIA BASEBAND DESIGN WIN
AM: LAURENT ACCARD
FAE: MATIAS SUNDMAN

SAVINGS AND BENEFITS WITH WIND RIVER LINUX SOLUTION
QUANTIFIABLE SAVINGS WITH CUSTOMER BENEFITS

WIND RIVER LINUX ADOPTION Wind River Linux helps address “real-life” challenges
– Standardized Yocto Project Kernel: 3 FTE (€600k/yr) ▪ Shorten TTM when introducing new hardware
– Integration and testing: 3 FTE (€600k/yr)
▪ Increase Nokia platform upgrades and update pace by
– Security monitoring and solving: 2 FTE (€400k/yr)
immediately leveraging Linux/Yocto Project innovations
– Maintenance: 5 FTE (€1M/yr)
– Export classification & disclosure info 2 FTE (€400k/yr) ▪ Have prioritized access to a dedicated Premium
Support team with perfect knowledge of your hardware
➢ TOTAL SAVINGS: 15 FTEs / (€3.0M/yr) & software platform
▪ Benefit from bulletproof CVE monitoring / fixing
Wind River Linux License and Support Costs
(2 Main Projects, 8 Hardware Derivatives) ▪ Get rid of maintenance burden, including in custom
Nokia packages
– Wind River Linux License: €650k/yr ▪ Use patch testing / porting on a complex matrix of
– Premium Support: €350k/yr software branches / hardware platforms
– Customized Content Maintenance: €300k/yr, 2 FTEs ▪ Reduce the number of branches with Yocto Project
➢ TOTAL COSTS: €1.3M layers
▪ Get Frozen Branch maintenance when required

NORTHROP GRUMMAN
AM: RICK SMITH
FAE: JOEL MARMET

MISSION COMPUTER UPGRADE
▪ History: More than 30 years of working with Wind River, VxWorks, and
Workbench. Adopted Wind River Linux 3.x initially for Triton and migrated to other
programs.
▪ Why we won:
– Scalable embedded solution, buildable source code, vs. Red Hat bulky binaries
– Commercial support, mandated by USG customer
– Workbench tooling, aligns with familiar development tools
– No royalties, vs. Red Hat
– Proven security response process and kernel hardening, CVE, STIG
▪ Value: $1.3M ACV all programs, 2019 NGC enterprise agreement

QINGDAO SIFANG IN-VEHICLE
NETWORK PLATFORM (RAIL)
AM: SHOUJIAN GU
FAE: RENSHENG YANG

WRLinux for In-Vehicle Network Platform
Qingdao Sifang is main train control system provider in China
▪ Customer Use case: ▪ Lessons learned
– Converge on single company – Strong technology brings confidence to the
wide Linux platform customer：
Customer had several projects discuss with Wind
▪ Business Challenge: River, technically they strongly respect Wind River.
– Simplify support and – Deeply understand the customer ‘s pain
maintenance point：
Propose WR Linux as unified Linux platform in
▪ Technical Challenge: companywide to save engineering cost.
– To consolidate various distros of Propose Wind River Labs, to build confidence.
Linux to a single one. – Vision Match for Design Win:
Wind River is the single provider for multiple
▪ Wind River solution: platforms: In-Vehicle network platform (WR Linux).
– WRLinux LTS 18 For future, HVP+VxWorks for next generation
TCMS.
– $75K
WIND RIVER LINUX WAS A SUPERSTAR FOR
PROFESSIONAL SERVICES IN 2019
40% of PS Bookings 20% of PS Deals

$19M 100 Bookings
$190K Average
Networking: $13M Deal! 44 Bucket of Hours
Industrial: $4M 31 NRE/Fixed Price
Auto: $2M 18 Long Term Support
A&D: $91K 3 Assessments
3 End-of-Life
1 Platinum Support

SERVICES AT ANY POINT OF THE CUSTOMER’S LIFECYCLE
▪ Solution Assessments / Architecture Studies
- Analyze requirements, design, and development trade-offs
- Risk assessments: performance, reliability, security
▪ Accelerate Adoption of Wind River Linux
Define Design
- Support, training, mentoring, consulting
▪ Simics Model Development
▪ Integration with Customer Product (BSP), Third Party,
or Open Source
Professional
▪ Customization of Wind River Linux Maintain Services Develop
- New / modified features or roadmap acceleration
- Support over-the-air updates
▪ Software Engineering Process Support
▪ Testing and Certification Services Test Integrate
▪ Managed Services (Long Term Support)

WIND RIVER CUSTOMER SUPPORT &
MAINTENANCE OFFERINGS
Version Current Legacy End-of-Life
Professional Services,
Support
Last Release or Standard, Enterprise, or Long Term Enterprise EOL eSupport, or
(Phone
Previous Release Premium Support or Premium Support EOL Enterprise
Support)
Support
Long Term
Last Release Standard Maintenance Maintenance + Long Professional Services
Maintenance Term Security Shield
(Bug and
Security
Previous Release Professional Services Professional Services Professional Services
Patches)
Managed Services Professional Services Professional Services Professional Services

WE SUPPORT OUR CUSTOMERS!
▪ We have four primary support offerings and can also provide custom offerings:
1. On-Demand Engineering Services (Bucket of Hours [BOH])
▪ Flexible, customer driven, short or long term, insurance policy
2. Managed Services—Frozen Branch Management (FBM)
▪ Wind River code branches on reference hardware
3. Managed Services—Custom Content Management (CCM)
▪ We manage customer software using the customer’s hardware
4. Managed Services—Binary Release *NEW*
▪ We become the customer’s software team
▪ Quarterly binary release of customer software on customer hardware
▪ Shared revenue model: NRE + $ per product sold
PROVIDING CUSTOMERS LONG-TERM STABILITY
▪ Very healthy Long Term Support business (22 customers x ~$161K each!)
▪ Long Term Support = Good money + great margins
▪ We can support for 1 -> 5 -> 10 -> 15 years
▪ We can provide:
- Single point of contact with escalation path
- Dedicated staff that knows the customer’s solution
- Staff have their solution on their desks
- Monthly, quarterly, or on-demand releases
- Security monitoring and patching

CUSTOMERS ARE DEMANDING SECURITY SERVICES
▪ Wind River Linux is:

- STIG for LTS 19 (pending approval)
- LTS19 cert ready; FACE LTS 18 cert pending
- FIPS 140-2 ready
▪ Services extend the value proposition
- Helix Platform security assessment - FIPS 140-2 certification
- Root of trust - Secure key store
- Attestation - Encryption—data in motion, at rest
- Physical tampering recognition - Secure firmware over-the-air

IS YOUR CUSTOMER ASKING ABOUT DEVOPS?
LINUX PRODUCT DELIVERY PROFESSIONAL SERVICES DELIVERY

• CD release every 3 weeks • Agile development
• LTS release yearly • Project management
• Automated testing
• Managed services

CASE STUDY: VOLVO
▪ Secure automotive gateway

▪ Deal combines Product and Professional Services
▪ Elimination of the classic Tier 1 to collaborate with Wind River in the design
and development of the solution
▪ Leverage Wind River Linux
- Supports the LS1043A-RDB reference platform out-of-the box
- Strong security pedigree, including security monitoring
- Long Term Support and maintenance
▪ Started with high-level discussions, multiple meetings, corporate audit

Case Study: Stryker
▪ Next-gen hospital bed with gateway and display

▪ Longtime Wind River customer
▪ Leverage Wind River Linux LTS17 on NXP i.MX6
▪ Board support package
▪ Bootloader
▪ Improved graphics framework—Crank$213K
▪ Improved connectivity capabilities
▪ Strong security and reliability pedigree
▪ Support and maintenance
▪ Started with high-level discussions, multiple meetings, corporate audit
▪ Now getting follow-on work for maintenance, additional features

THE CUSTOMER PROBLEM BECOMES A SERVICES SOLUTION
Solution
Complexity
Customized Solution $$$ $$$$ $$$$$

Certification Req’d
Update Mechanism
Custom BSP $$ $$$ $$$$

Additional Packages
Tools, CI / CD
Standard BSP $ $$ $$$

Standard Kernel Config
Standard Packages
Standard Customized Long Term Support

Subscription SOW Approach Deal Structure

YOUR SUCCESS IS OUR SUCCESS
59 ©©2020
2020WIND
WINDRIVER.
RIVER.ALL
ALLRIGHTS
RIGHTSRESERVED.
RESERVED.
Leadership
Expertise
Portfolio
Try to engage early
Ask the right questions
See the bigger picture
61
Add services into the mix
© 2020 WIND RIVER. ALL RIGHTS RESERVED.
Titanium
Linux
3 ©©2020
63 2020WIND
WINDRIVER.
RIVER.ALL
ALLRIGHTS
RIGHTSRESERVED.
RESERVED.
Converging Trends United States Government Accountability Office
Report to the Committee on Armed
Services, U.S. Senate
October 2018
WEAPON SYSTEMS
▪ Linux market grows with a CAGR of CYBERSECURITY
18.5% CAGR from 2018-2023
DOD Just Beginning
▪ Growth mainly driven by demand for to Grapple with Scale
of Vulnerabilities
secure systems
▪ 83% of developers say Linux is the Open
platform of choice Source DoD cybersecurity funding
▪ 15,000 developers from over 1,500 (2019 budget): $8.5bn
companies contributed to Linux* Source: govinfo.gov
GAO-19-128
▪ Critical issue for DoD projects

▪ US Defense Budget for Cyber of
$8.5bn in 2019
▪ Cyber security plays an
▪ Estimate of $96.3bn spent in
increasingly important
private sector
role in process safety
systems ▪ Particular problem in combat
systems cyber security and
foreign military sales
https://hostingtribunal.com/blog/Linux-statistics/#content-2
https://www.whitehouse.gov/wp-content/uploads/2018/02/ap_21_cyber_security-fy2019.pdf
https://www.marketresearchfuture.com/reports/linux-operating-system-market-7697
Titanium Security Suite
ADDRESSING LINUX SECURITY CHALLENGES
▪ Linux is a general-purpose OS
▪ “Bring your own applications”
▪ Existing solutions don’t provide a complete solution
– Extensive engineering is required
– Some capabilities are platform dependent
– Maze of different capabilities (SELinux, eCryptFS, dm-crypt, ima, kernel self-hardening project, etc.)
– Supportable APIs
– Assumes there is always a privileged user that can “administer” the system
▪ Varied security and cybersecurity regulations and requirements

▪ Largest competitor is “roll your own”
Titanium takes a holistic view and transitions Linux to a purpose-built OS

Titanium Security Suite Components
Titanium Kernel
• Hardened configuration
• Titanium Linux Security Module (LSM) for MAC policy
• Enforces immutable deployment configurations
• Assumes a “root” level attacker
• Application & library whitelisting
• File and full disk authentication and encryption drivers* Titanium Tooling
• User & kernel space crypto module*
• File authentication (no encryption) driver
• Secure file system provisioning tools (integrates into existing build system)
• Fully-integrated key management*
• Mandatory Access Control (MAC) Policy Editor GUI
• Delivered as pre-built RPM (w/source), patch bundle for • Key generation / management tool
integration with existing kernels, or Yocto layer1 for WR Linux • Delivered as pre-built RPMs
& other Yocto-based offerings
* certification targets: FIPS 140-2, NIAP/CC, CSfC

(1) Currently in progress
Titanium Security Suite
USE CASES AND UNIQUE VALUE
▪ Market
– Currently focused exclusively on US A&D (2020 expansion to include: EMEA A&D, Industrial, medical, etc.)
▪ Use Cases
– Software / technology protection
– Application whitelisting
– Linux application and data security
– X86 and ARM single-board computers, rackmount, and embedded systems
▪ Typical customer requirements

– Export compliance (ITAR, FMS / DCS)
– Commercial Solutions for Classified (CSfC) for Linux
– The only general-purpose certified data-at-rest solution for Linux
– Cybersecurity / RMF (NIST 800-53) requirements
Assume the system will be compromised! Titanium is the only Linux security solution to focus on the post-compromise activities
of adversaries; it protects critical data and applications even after an adversary gains access

Recent Wins and Competition
REPRESENTATIVE SYSTEMS WHERE TITANIUM HAS BEEN USED
Competition
▪ Ground and airborne radars,
trainers / simulators, weapon
systems
▪ SBCs (VME, VPX, etc.)
▪ Rack-based systems
Mostly RYO with SELinux or LUKS

Selling Star Lab Titanium Security Suite
▪ Where to look for opportunities
– US DoD programs
▪ Export FMS/DCS announcements, tech refresh announcements, new sub-systems
– Emerging industry trends
▪ What to look for
– Cyber security requirements
– Classified data at rest
– Technology protection
– Users of WR Linux, Red Hat, Red Hawk, etc.
▪ How to engage with Star Lab
– Michael Ring, VP of Sales (michael_ring@starlab.io)

Titanium Linux Summary
Primary Market Today A&D
Technical Use Case Harding package for Linux distributions
Market Use Case Combat Systems Cyber Security, Foreign military sales
Customer Value Mission-critical data and application protections from root-level
intruders, cryptographic data-at-rest protections, anti-tamper,
mandatory access controls, NSA CSfC
Possible Adjacent Markets Any market with Linux security concerns
Unique Value Proposition Linux distribution agnostic, data-at-rest certifications, easy-to-
use tooling, operates with SE Linux
WR Synergies Augments our WR Linux security capabilities with data-at-rest
and anti-tamper protections, provide us an opportunity to do
business with other Linux distros and technology could be
leveraged to enhance VxWorks security in the future
™

SKO 2020 Linux

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WELCOME TO THE

WIND RIVER LINUX

1 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

2 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

3 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

4 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

7 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

8 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

9 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

10 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

11 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

13 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

20% customers on custom or long-term

14 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

13% Growth over 2018

15 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

17 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

18 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

20 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

21 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

Binary CD LTS LTS

“I want the advantages of continuous integration”

24 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

25 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

26 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

You need Wind River Linux if _______

27 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

28 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

29 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

30 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

31 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

COMMERCIAL “Free to Use”

COMMERCIAL “FREE to Use”

34 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

This week’s popular Linux

38 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

39 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

Security Group & Webinar

Wind River Linux + Service

Pacemaker Hack Threat (500K Patients Vulnerable)

FAE: MATIAS SUNDMAN

43 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

QUANTIFIABLE SAVINGS WITH CUSTOMER BENEFITS

44 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

FAE: JOEL MARMET

45 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

46 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

FAE: RENSHENG YANG

47 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

40% of PS Bookings 20% of PS Deals

49 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

50 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

Managed Services Professional Services Professional Services Professional Services

51 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

53 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

▪ Wind River Linux is:

54 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

LINUX PRODUCT DELIVERY PROFESSIONAL SERVICES DELIVERY

55 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

▪ Secure automotive gateway

56 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

▪ Next-gen hospital bed with gateway and display

57 © 2020 WIND RIVER. ALL RIGHTS RESERVED.

Customized Solution $$$ $$$$ $$$$$