Wave Systems Corp. (fka WAVXQ)

[telstarjohn]

Dig, I can say first hand selling into the govt space is a bitch and would never take on another project with them as the primary focus.

Now education acts independent of govt, even though that's where the money originates. The wild card is children...and you don't mix politics with the kids when ever possible. That is why we focused on education market during one of our launches and got lots of traction and visability within govt. When we expanded to general govt....the strategy remained same (top down selling), but implementation was slooooooow. Dealing with general govt added about 18 more months to the sales cycle of 6-8 mos in education.

I really hope wave is working HARD in the private sector....but good thing with govt... once you're in, you have to work hard to get tossed out.