Where we are, where we want to be and the long and stony way to get there.
Wave finds itself now in a role, where the sales force has become more and more important, and the visionaries lose power. Waves product team now has to learn, that potential customers now lead further developments and that the sales force has to bring in the message.
For years Wave developed a product and a market, without having to address day today needs and wishes of their customers and without having compatibility problems with other software or database systems, due to the lack of any existing implementation. Now the time has come where Wave has to learn, how difficult it is, to implement their solution in existing IT ecosystems. These IT structures were implemented a long time before any Embassy product saw the life, and have grown for years. Everybody can imagine how much BS runs on several domain controllers and how many servers and different domains are in ONE company. Now we have to deal with different applications, databases and security software and we have to integrate our products in these jungles. Not an easy job, but the good news is that we only have to IMPLEMENT our SERVER software ONCE and can wait for further orders of more ERAS or EKMS seats.
Our business model will look like similar to McAfee in a few years, where every client out there has to pay ANNUALLY for their TPM software maintenance, but for now, we are in a business where we have to go to each customer for a few K bucks. So we have to spend hundreds of thousands of dollar for thousands of dollars reward. This WILL change!
The next issue is that we can´t serve legacy machines right now. YES we have our killer application, but ONLY for NEW machines. As most here know, enterprises demand COMPLETE solution and so we have to think about the integration of a software FDE solution! (SKS can you remember SAFENET? I CAN)
Once we can provide a complete encryption solution for ALL machines, I´m sure we´ll have less problems in sales. And if we are IN with ETDM and ERAS, we can upsell all other products of our portfolio.
Face it, we are in OPERATIONAL mode, your SALES team is your ear and your customer is your chief! And this will last for the rest of every companies life!
We have to spend most money now in a time with low SP and financial crisis, but I´m sure we´ll make the race! Once we have, the upside potential is INCREDIBLE! (as it always was, but most of us forgot this FACT)
BR
ISPRO
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