Blue, first things first.
I understand your concerns and doubts considering Wave's long jaded history. In my view the lack of large visible enterprise sales under Solms has mostly been due to the need for refining and repositioning certain key products, namely the VSC solution. This had to be done prior to tapping the relevant markets, and based on comments he made at the ASM as well as various conference calls and interviews, he strongly believes there is huge market potential for VSC 2.0.
Solms would not have devoted so much time and resources if he felt this product would merely "help hold the tent up until the other products can be re-jiggered to be more acceptable in the market place." As far as I can determine Solms figures this new product has considerably more potential right now than "the other products." Thus the big push.
Solms has been fairly consistent in his projections for large enterprise orders to begin occurring in Q3 and Q4. In fact he has been rather consistent all along in his methodical approach to reorganizing, replenishing and refocusing the company. None of this is surprising when one looks at his track record, especially the responsibility he had for developing a Gulf War mobilization plan for the Joint Chiefs under Colin Powell.
You're absolutely correct that Solms and his team must prove themselves. He's got the sales talent, and he believes strongly he has the wares, so now is the time to start the clock.
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