Solms admitted that they are having trouble making sales.
In any case it's impossible to say they are having trouble making sales when Embassy/Safend billed $3.4m last q. Yes, that is way down from the three years when Dell was $16m/yr. bundling and total billings were $30m/yr. but to say they are having trouble making sales when they sell product every day is not accurate.
An issue is they don't sell enough currently to support the cost of operations. They are more than the 38 employee company I posted that does $4m/yr. (CSS Security) and $16m/yr. billings isn't enough.
Solms' strategy includes moving from the SMB business where 2000-3000 seats is a large order to the large enterprise and in particular the TPM solutions business which as you may know was never able to launch from the previous product set, hence the development of VSC 2.0. Sales cycles to large enterprises is not short especially for something as broad reaching as an authentication solution for all users/devices involving a restructuring of the network and the removal of deployed solutions including politics relating to the incumbent vendors.
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