Wave Systems Corp. (fka WAVXQ)

[Weby]

It's my opinion that we need some Sales People who Don't sell the technology, but sell the benefits.

I never want to hear about TPMs from Steven again, but he seems trapped in slightly different versions of a decade old speech.

As a customer, I want to understand....instant erase, easy encryption, an audit trail to protect my reputation. All these techies whether at Wave or Dell MUST be so into the tech to sell it that it's difficult to shift gears when it becomes time to sell to managers, accountants, and folks who don't have security on their agendas. They need reasons to buy it that BENEFIT them.

If I hear the word LEVERAGE one more time, I'll scream!!!

The only think my bank's president wants to leverage is the interest rates that he charges. I am concerned that we've turned a corner and the folks to convince aren't the techies at Dell, Gateway, Intel, but the management folks at citibank, the DoD, and we are having some trouble adjusting our presentation to them. I don't know if the company has brought in any outsiders to function as a message consultant, but I sure think the message needs to be adjusted to a different reality now that the TPM battle has been won. Knowing SKS, I imagine it will be. I'd hope he could start by SEVERELY limiting the redundancy of telling us what we already know at the SHM presentation and telling us why WAVE Software is necessary instead of why TPMs will be sold in huge quantity. We know that already. What we don't know for sure is why so few flags have been raised beyond Dell and Gateway for a long time?