the new ceo hopefully continues to focus his attention far more heavily on feedback from the demand side.
He's targeting the incumbent enterprise authentication solutions, primarily OTP hardware devices and their software versions. These solutions are widely deployed in large commercial enterprises. As he's described, you establish dialogue with the customer, listen, identify the pain and offer a solution to both eliminate the problem and be more cost-effective. In reality the sales people go into the customer knowing "the pain" is in their deployed authentication solution and that the Wave solution offers a superior alternative, but still they "listen" and want to "tailor their better alternative to the customer's needs" vs. trying to evangelize some huge TCG-based paradigmatic shift. Imo the "listening' part is good customer relations where in reality the Wave sales guy already knows he's selling a better solution, it's a question of doing the selling the correct way, something the SKS-led Wave could never put together. Of course it would have helped also to do enough listening to customers in the design and concept stages in order to first develop an off-the-shelf TPM product that actually delivered what the average enterprise IT department (both SMB and large customers) needed to replace what they were already doing for authentication. Obviously SKS failed to make the tough choices to populate the company with the right people to accomplish that since he alone was unable to do it.
My own sense based on news of the first gov't customer and the dozens of pilots is that there is interest/growing demand to replace incumbent authentication solutions with a next-generation better approach to security ie. move software to a hardware-secured root of trust. Frankly, it appears VSC 2.0 is beginning to sell.
