Nowak- good points, addressing the total available market for ETD is really hard. You can call a gov. rep up one day and there is NO MONEY for trace. Within 6 months, there is plenty of money. The opposite is also true.
Now, I think one of the fundamental reasons DRS. McGANN and JONES joined IMSC was they saw the future at Morpho being dim and Smith's was sitting back also on the trace niche.
So my sense, once cargo was initially awarded, and follow on cert. into the passenger began, two things formed up quickly- gov. interest ( 99.9% of all buyers for passenger) and a competitive awakening by S-M that little ole IMSC was at the right place at the right time with the right product to capture the next refresh wave of ETD buying. It would be very hard to NOT be excited under those circumstances as all of MC GANN's and JONES' suppositions appeared just like they imagined.
Further, the sales cycle to govs is very very obtuse as you can see the India sale went round and round for years, the USA TSA sale is protested and I am sure every other sale will be. Most companies try to avoid the Pharoh's mistake- killing the newborn is easier than killing the king. And I believe we all can agree- S-M are tying to kill this new-IDIQ-born child.
