As the legacy technology “moats” evaporate in the heat of the artificial intelligence revolution, the potential sale of a major transportation software provider is signaling a new era of agility for bulk haulers.

Or at least that’s the take from one “C-SaaS” company in the tank truck space.

According to a July 7 report from Axios picked up by multiple commercial vehicle media outlets last week, Trimble is working with Goldman Sachs to explore the sale of its transportation and logistics segment in a head-turning development sparking a deeper conversation about the future of industry-standard software. And for Chris and Steve Sommer, co-owners of BulkOffice provider TwoSommers, this story isn’t about another corporate transaction—it’s a symptom of the shift toward Custom Software-as-a-Service (C-SaaS) and AI-driven efficiency.

The erosion of the legacy ‘moat’

For years, major providers maintained a dominant position through massive codebases and established customer bases, TwoSommers leaders contend. However, Steve argues that the advent of AI has fundamentally changed the barriers to entry into the software market.

“Legacy providers dug moats,” he explained. “They had the customer base and the code. But those moats don’t exist anymore. A team of four developers can use Claude or Cursor to build out a new feature or dispatch system faster than any legacy provider—and they can do it much cheaper because legacy companies are still servicing customers with antiquated on-prem systems.”

Steve further notes that incumbents struggle because they are attempting to “bind a modern layer of technology onto their decades-old platforms,” a strategy his father, TwoSommers founder Bob Sommer, predicted would “never work” because the platforms are carrying too much “tech debt.”

What a sale means for tank truck fleets

For carriers currently utilizing Trimble’s systems, a sale—particularly to a private equity firm—introduces new operational risks, TwoSommers says. Steve warns a transition could be a “nightmare” for carriers because new ownership often brings changes to pricing, support, and corporate focus.

Furthermore, bulk haulers already are the most underserved by “one-size-fits-all” platforms, Chris insists.

“I’ve talked to countless people on older systems, and the thing I always hear is, ‘We’re paying all this money for product upgrades and features, but we’re getting half the use out of the system because it’s tailored for large LTL providers,’” he said.

“So that model isn’t compatible with where technology and AI are going.”

The rise of ‘game-changing’ C-SaaS

In response to bulk fleet frustrations, TwoSommers champions a transportation management software (TMS) model they dubbed C-SaaS, or Custom SaaS, that prioritizes speed and specific operational needs over rigid, pre-built modules.

“We like to call ourselves a Custom SaaS provider because you receive 80% of what you need out of the box—but that ‘Custom’ piece is the real gamechanger,” Steve said. “If one of our customers needs a change by next month, we can do it. If you’re with a legacy provider, good luck.”

TwoSommers’ model already has proven successful for carriers like American Bulk Commodities. By moving off an old AS/400 system to the cloud-native BulkOffice platform, the company achieved a fully digital process from “in-cab apps through dispatching, billing, and payroll.”

An ‘exciting time’ for bulk haulers

While the potential sale of a major TMS provider creates uncertainty regarding data continuity and support, the Sommers view this as a net positive for the industry, because the collapse of software development costs and rise of AI-driven tools are empowering carriers to demand more.

“The carriers themselves are going to be the ones that benefit from this sort of revolution in the space,” Chris concluded.

“So this is an exciting time in in my opinion.”