The Sprague-led Wave blew their opportunity to extend large SED management customers past the Big Three. It eventually became clear the "Thailand floods" weren't the determining factor in the failure to deliver more large billings. It was other factors such as dwindling finances, lousy sales staff relations with prospective customers (e.g. Steven offending them) and probably the CEO's refusal to undercut the pricing of Wave's FDE competitors who developed SED support including WinMagic and others.
Solms is tasked with reviving Wave's SED management sales for which advertising and marketing play a role. I can't imagine a Spague-led Wave having the credibility to engage Intel in an SED marketing initiative including getting them to produce a video. Every little bit helps.
so the fact of wave doing marketing things is one thing. an important thing. not so much one thing at a time but as a strategy. what is solms doing across the board to soften the market for wave's products?
but my particular demand-side interest germinates only if traction occurs as a result of it.
alongside wave's advertising, set the lack of authority tcg commands (so small a proportion of adopters vs the whole market) and the lack of adoption in their own enterprises by tc members. it's a hard hill to climb but if one sees solms operating with intelligence, that is broadly encouraging. we've seen an educated approach to product development already.
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