Wave Systems Corp. (fka WAVXQ)

[RootOfTrust]

Here's another account:

Testimonial released with the Q1 earnings report:

CBI Health

“As one of the largest healthcare services and management providers in all of Canada, with more than 2,300 clinical and support providers on staff, it’s our obligation to safeguard our patients’ information and take proactive measures to mitigate the risk of data breach. Wave offers a technically progressive solution that was compelling when compared to the other market offerings.” said Ken Waring, Director of IT at CBI (Canadian Back Institute) Health, a network of more than 135 community- and hospital- based rehabilitation, medical and healthcare facilities. “Wave’s software, which manages both the Seagate Momentus full disk encryption drives and the Trusted Platform Modules on these PCs, is integral to our corporate security strategy going forward. We chose Wave because of its ease of use, low total cost of ownership and their strategic relationship with Dell.”

http://www.cbi.ca/default3.cfm

Well, this account looks like it has something like a seat for each of their "clinical and support providers on staff"...let's call this a 2000 seat account. Ken Waring mentions TPMs, so it's a reasonable assumption Wave can eventually expect to sell product to all of CBI Health's seats, including those non-FDE ones already deployed with TPMs. This is a smaller firm, but even with this one it may take some time for their IT guys to commit to going out to all of the deployed machines, activate the TPMs in the BIOS and bring them under server management. So, even with this 2000 seat account, how soon can Wave expect to sell product to all 2000 seats? Answer: as quickly as CBI Health commits to going out and taking ownership of their 2000 TPMs which may or may not be as soon as we all hope.

Again, as the customer base continues to expand, the increasing number of customers will foster more adoption events. And here is where referrals and customer use cases will become important, especially from the larger accounts.