Wave Systems Corp. (fka WAVXQ)

[RootOfTrust]

(Edit): Whitewash re: channel leads vs. direct leads:

It's my understanding Wave takes any lead they can get from Dell (a channel) and then they have to get the lead to an evaluation and then convert them to post-evaluation sales. Same thing for Wave's own leads (direct). And I thought Wave does generate some of their own leads, like the reference in a CC to the customer who Wave switched to Dell from another OEM. In either case though it's Wave who converts the lead into an account and sales, not the channel. I assume the hope is that one day the channel will produce sales with little or no Wave sales assistance, but I believe it became clear quite some time ago that Wave Sales would have to walk this past the core of early adopters.

I can see where you are frustrated by the slowness of the Dell channel...me too!...Wave did at one time expect direct sales from the Dell reps and told us as much. Now it's become clear that the Dell reps merely generates the lead and Wave has to take the lead and generate the sale. Jeff, it's been like this for quite some time now.

So, I see the training and orientation sessions that Wave has had with the Dell sales force having the effect so far of producing customer leads that are handed off to Wave for Wave Sales to close. I suspect awareness for Dell's Wave-enabled trusted computing solutions among the Dell sales organization is increasing. This generates more leads for Wave and hopefully will lead to direct sales by Dell reps.