Right! But these weren't the conversations we were having a couple to a few years ago. Back then, we were touting Embassy as the only programmable solution, and that all of the others would require a new PC, or at least an upgrade CD every time a new service was offered. It is only over the last year or so that we've switched our conversations away from Embassy more, and more towards the security services. It's only in the last year that NSM, Intel, HPQ and others have begun touting their own trusted PCs and TPMs. Why do we believe that all of these computers will use Wave's services when they didn't all use Embassy?
Granted, Wave never wanted to be a chip company, and services has always been the direction that Wave has wanted to go in, but viewed Embassy as the only viable way to get there because of its programmability. Now, an alternative approach is introduced. Now, it's White Box TPMs and Chipsets, all requiring the service to be on the box when it's shipped, or come in a downloadable or uprgadeable CD. While many try to figure out what that means to them,Wave believes that they are the only ones with the best kinds of services that others need, and still the only one with the chipset solution that everyone will someday figure out they need.
Is that true? Will the TPMs that everyone's deploying require ongoing upgrades for newer security services to work? And, if Wave's are so much needed (as per Wave), why isn't everyone who buys these PCs requiring them? If IBM and HP already have a Secure document solution, or a secure signature solution, as prior documents have shown, then why would anyone buy or download Wave's CD. What's the catalyst unless Wave pushes it, or spends millions in marketing expenses.
While I think I know these answers, it might be a good idea to cover this. IS this a step solution to where Wave thinks it's ahead of the curve, when in reality, they could just be getting strung out until these companies offer services of similar quality?
Why download Wave's security services? And, if they're necessary, why not offer them right up front to the enterprise customer?
