DD.....a year ago Lenovo sold the Seagate FDE in some of their notebook models without software. At this point Waves ETDM was the only choice to manage the drives, that’s why they agreed to upsell ETS on demand of the customer.
ETS was never bundled, nor was an agreement to sell ETDM actively.
RE: competition
Of course we have competition and that’s good! But I guess most of you are looking in the wrong direction. We are bundled with Dell and others and we are the only software which can work with all OEMs.
We are not competing with HP (IFX) or Lenovo, they are Dell competitors. Both HP and Lenovo chose to develop their own proprietary solution, so we have lost TWO OEMs.
Dell is dependent on Wave to manage the complexity of their security offerings, like HP is dependent on Infineon. But HP has enough power to kick Infineon out of their machines and don’t forget, Infineon is HPs number one chip supplier (TPM is only a small part of the IFX product portfolio). Dell chose to pay Wave more money and this fact tells the tale, since Dell wouldn’t pay one cent more, if they didn’t need ETS.
We just need to sell to 20% of all Dell TPM customers to get rich, think about that. The more TPM and SED machine are activated in an enterprise environment, the more need for centralized management will occur. At this point in time Waves has the only solution to manage both, TPMs and SED with one piece of software (ERAS).
In my view our competitors are still software based security developers and companies like Winmagic, Secude, Pointsec and others.
BR
ISPRO
