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CLIENT
INDUSTRY
Technology
FEATURING
Business model reinvention
Salesforce
$1.4B+
in recurring revenue—driven by a subscription-first business model
2X
growth in cross-sell sales—expanding value across the customer base
40%
faster quote cycles—accelerating deal velocity and time to close
PwC helped modernize Trimble’s business—so it can grow revenue and better serve customers
SITUATION
Rapid growth, rising complexity, and an untapped market
Trimble is an industry leader in construction software, connecting data and workflows across design and construction for architects, engineers, contractors, and owners. The markets it serves are large, global, and rapidly evolving.
The construction industry was digitizing quickly and customer needs were changing. Customers wanted to connect their data and workflows across more of the construction lifecycle. Trimble saw an opportunity to better serve customers. By simplifying and bundling its software offerings, Trimble could solve more complex, end-to-end challenges—helping customers work smarter while setting the stage for faster growth and a larger share of the market.
But years of growth and a decentralized model had left the company fragmented, with multiple CRM and ERP systems, 40+ profit centers, independent go-to-market strategies, and dozens of product catalogs with no unified view of the customer. To access the opportunity Trimble needed to simplify, focus, and set itself up for long-term growth by shifting to a SaaS model to build stronger relationships and deliver ongoing value.
Simplifying a complex business into one clear customer experience
Operations fell behind. Customers noticed—often hearing from multiple teams with disjointed offers. Disconnected systems and go-to-market inefficiencies made it hard for Trimble to move quickly or with focus.
Trimble’s new leaders saw the need for a reset. Selling standalone products through fragmented go-to-market teams and separate systems made it difficult to scale and harder to deliver consistent, high-quality customer experiences. To chart a new course, Trimble launched its Connect and Scale strategy, a bold plan to transform how it sells, delivers, and supports products—connecting everything from systems to workflows and teams.
The core of Trimble’s Connect and Scale strategy was simplification—bundling solutions and bringing go-to-market processes and systems together. This shift from one-time product sales to subscription-based offerings—putting software at the center—required a complete overhaul of its operating model spanning pricing and packaging, marketing, sales, support, customer success, and finance. The goal: seamless customer engagement, smarter workflows, and a digital-first experience that could unlock growth.
SOLUTION
Tech-enabled, customer-obsessed, and growth-ready
Reimagining the customer experience
Together, we began with an enterprise-wide initiative to bring the One Trimble vision to life—one company, one platform, and one connected experience for every customer. PwC introduced a Salesforce-based customer engagement platform, designed so customers interested in multiple products could visit one website and connect with one seller to receive one quote, one contract, and one invoice. In short, use one portal to manage their entire relationship with Trimble. The result: greater value for customers and a truly unified experience.
From products to solutions: Evolving how Trimble drives value
Under a SaaS business model, Trimble had to rethink how to capture and deliver value. Instead of selling point products, the company's product strategy now focused on customer workflows and integrated capabilities that helped solve broader customer challenges. Trimble worked with PwC to define how new product bundles could be priced, billed, and swapped at renewal time to create more value for customers. We introduced a flexible sales model with bundled offerings such as Trimble Construction One, making it easier for customers to adopt multiple capabilities and get more value, faster. The successful adoption of these integrated solutions created meaningful financial returns—with a 2X year-over-year increase in cross-sale bookings.
Revitalizing go-to-market
Teams were consolidated and aligned to the markets they serve—reducing duplication, sharpening focus, and simplifying customer experience. Instead of selling standalone products, sellers began addressing the customer’s broader priorities with bundled solutions. Higher win rates with faster, larger deals resulted in a 2.5X increase in new logo sales and a 2X year-over-year increase in cross-sell bookings. As customers adopted more products in the bundle, the subscription model’s flywheel effect created compounding ARR growth for Trimble.
To sustain and scale, Trimble and PwC introduced a global lead-to-renewal playbook that standardized processes across teams, supported by a new internal transformation office to keep efforts aligned.
Marketing was modernized, too. Trimble leaned into digital and relied less on field sales to scale its new go-to market approach and capture more cross-sell opportunities. Eight disconnected tools were replaced with Salesforce Marketing Cloud and integrated with Salesforce Data Cloud. This created one trusted view of customer data—spanning web activity, product trials, transactions, and renewals—with built-in consent and privacy controls. Campaigns became automated and personalized across channels and sales outreach, powered by advanced lead scoring and attribution models to measure impact on pipeline and bookings. Data insights now drive meaningful interactions. Customer engagement data is captured to fuel AI that can help pinpoint when customers are ready to buy, how to engage them, and when to act.
The result is sharper targeting, smarter spend, and stronger alignment.
Redefining the digital core
PwC then helped build the foundation for Trimble’s SaaS business model, placing Agentforce Revenue Management at the core. Customer subscriptions now run on a single platform that makes it easy to add, upgrade, or renew services—all integrated with other solutions to power Trimble’s new digital ecosystem.
We also helped unify the CRM systems and many back-office tools into one modern platform; all connected to customers through a single account experience portal. Customers now have a single place to manage accounts, track purchases, and engage with Trimble. Inside the company, sales and operations teams collaborate in a shared Salesforce environment—quoting faster, accessing real-time data, and anticipating customer needs.
AI-powered transformation
With PwC’s help, Trimble introduced a virtual sales development representative (SDR) that automatically follows up with prospects, identifies real interest, and passes qualified leads to sales—accelerating sales velocity and enhancing seller-efficiency by getting quality leads in queue faster. Customers receive timely, relevant, and personalized answers to their questions that respect their time and help get them to the right solution faster. An AI-driven quoting tool further simplifies complex deal configurations and pricing, speeding up the sales process. AI also transformed customer service with a conversational invoice agent providing real-time billing support, resolving disputes instantly.
These capabilities are driving efficiency today and building the foundation for smarter growth tomorrow. Soon tools like Next Best Action—which guide sales teams with automated product recommendations and the more effective next steps for the customer—will make it easier to uncover sales opportunities and convert faster.
RESULTS
One platform. One experience. One smarter way to grow.
Trimble’s transformation didn’t just streamline operations. It reshaped how the company delivers value, scales, and competes. Together, we consolidated more than 40 profit centers—so Trimble can better anticipate customer needs, move faster, and deliver with precision.
In one of the largest Salesforce transformations in the industry, Trimble and PwC operationalized Marketing Cloud, Sales Cloud, Revenue Cloud, Data Cloud and Agent force—creating a connected platform that helps sales teams close bigger deals faster, operations teams respond smarter, and marketers engage customers in real time. Customers now get one experience. A single quote. A single invoice. One digital portal where they can manage it all.
Annual recurring revenue has grown consistently, climbing to more than $1.4 billion. Today, 95% of Trimble AECO’s revenue is recurring, with gross margins above 80%. Sales cycles are faster, win rates are up, and deals sizes are larger. Cross-sell bookings and new deals have doubled—clear signs that Trimble isn’t just easier to work with but delivering more value at every turn.
“We have a degree of visibility into our business that we’ve never had before.”
“With PwC’s help, we’ve not only transformed how we operate—we’ve fundamentally changed how we serve our customers. Today, we’re faster, smarter, and more connected than ever.”
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