Wave Systems Corp. (fka WAVXQ)

[telstarjohn]

Helpful...sorry but I disagree with your claim that selling to security is different. I don't care what it is, selling is selling. Benefits, applications, trust, etc.

The problem with Wave, IMO is they follow and don't lead customers. Your list of customer objections is exactly why I brought up this topic months ago. Hell we've been talking about this for years.

The problem is and will continue to be Wave is selling the wrong people within the organization. This is a leadership decision with SUPPORT from IT and we do it ass backwards IMO.

We can debate all day about sales, but had to chime in when you lump Security as some special group that can only be sold a certain way...just not true. It's like saying golfers can only swing a certain way at the IT course and differently everywhere else. Golf is golf and sales is sales...some are just better than others and I question our team based on track record to date.

Numbers are hard to ignore, but am hopefully optimistic...