Hello weets, I'm certain in the absence of additional very large ERAS-to-manage-SEDs orders such as those seen with GM, BASF and BP, that the order class of 5000 seats and less is growing, and this is just my opinion, but I believe it's currently well north of $1m/q and now reaching up towards $2m/q. This would equate to somewhere between 25k-30k licenses/q (bear in mind that smaller order pricing is higher than the large order pricing of $60/seat including one year maintenance). Feeney is now able to take the billings for this order class as revenue in one allotment. I believe Wave has a number of large account ERAS customers whose SED procurement activity hasn't yet scaled up to include anywhere near all their PCs (as GM, BASF and BP did). This type of large customer can purchase new laptops with ERAS-managed SEDs, for example 500, 1000 or more at a time, but yet these size transactions are not large enough to 8-K.
So, evidence of more Wave phone #'s in the sales organization is evidence that the sales organization is growing, and the ERAS order volume along with it. Major ISV's such as Symantec and McAfee measure a large portion of their business in SMB orders (5000 licenses and less) so it's a mistake to expect all of Wave's enterprise sales progress to be measured in the large orders such as those to GM, BASF and BP.
A point underlying Wave's ERAS-managed SED business is that the customer must buy new hardware (new PCs w/ SEDs) for Wave's ERAS sale to occur. That's not exactly a level playing field for Wave compared to the normal enterprise software sales path (for example software FDE) where the solution can be installed on hardware (PCs) the customer already has deployed.
Yet another point with respect to the ERAS-managed SED business is the 2000+ Safend customers and the potential for upselling them to SEDs as they replace their PCs. At some point (I predict before year's end) the Safend manangement console will be integrated into ERAS and this will make it all the more attractive for Safend customers who have licensed and deployed Safend solutions to implement ERAS-managed SEDs (and TPMs).
