Replies to post #241214 on Wave Systems Corp. (fka WAVXQ)

[aleajactaest]

Thanks. I put the "" around pilots because I thought he had updated his definition. Couldn't remember the new meaning.

[RootOfTrust]

You mean in the Q3 call when he thought the questioner was referring to technology partner pilots, not enterprise customer POC's/pilots?

The gov't customer PR in Q4 referenced dozens of pilots across multiple verticals so imo the matter of what % of "pipeline opportunities" today are pilots is a moot point. I never worked IT sales but I wouldn't think a prospect is in the "sales pipeline" until they at least do a POC or possibly even advance to a pilot.