the problem is the things that sell don't command much of a premium, Wave's headcount has long been too big for a company that sells things at such a low price per seat.
I appreciate your demand thingy, but there is more to player's comments IMO, the VSC "launch" wasn't about standards etc creating demand, the argument was that the demand is there now, and it is an argument Solms has stuck with. He has not pointed to NIST or any of these folks on VSC, he has pointed at Wave.
Solms' blame game has not been at NSA-NIST-FIPS-HSPD etc. Solms blames Wave. Their packaging, their condition, their execution, their size.
It continues to remain to be seen (somewhat past a broadly accepted performance measument point) if Solms is correct in his speculation regarding demand for premium products (e.g. VSC/ERASc).
The above content is my opinion.
