Wave Systems Corp. (fka WAVXQ)

[RootOfTrust]

Player, thank you very much for that.

It did occur to me earlier that to even make the pilot/POC stage that Risk Management has already taken a look so time is not wasted with an unqualified vendor. That being the case if the decision maker ends up requesting procurement, the vendor would already be part way there or better on passing the risk management evaluation.

When you allude to multi vendors being part of an RFI/RFP, in Wave's case I would think they are often poking their head in the door where there is an incumbent vendor or in-house solution and no RFI/RFP out, they are simply "cold calling" a customer or following up a lead.