First, GM, PwC, BP managed to do biz with Wave without it meeting any kind of fiscal stability standard at all. So either these are exceptions that prove the rule, or the whole risk assessment construct is not that important in netting sales.
Secondly, you wrote: "capable managment could have parleyed Dell followed by the year of GM-BASF-BP into something of a company." I agree with you completely and in fact made that exact point a few days ago. There were so many missed opportunities along the way.
I think now the argument should be focused on what is the bar to Wave selling--what is hampering Wave in this target-rich mega opportunity? I'm not sure we are likely to get a straight answer from mgt because a straight answer might destroy Wave at this weak point if my suspicions about the product are correct.
There is the give-them-more-time option--only it hasn't worked out so well in the past. A reasonable time to execute is one thing, but a blank check is quite another.
Why should Wave be such a hard sell? Either it works as advertised, or not. I suspect not. I try to come up with a scenario where there is another solution to the Wave mystery and can't. Frustrating.
Blue
