Replies to post #145664 on Wave Systems Corp. (fka WAVXQ)

[Inky]

I don't understand all the bashing of this company. They have managed to stay afloat to the point, where the whole trusted computing concept is either going to be adopted, or not.

The problem today, is that TC is still an untested concept. There is no real world proof that TC has any benefit. Wave is asking me, as an IT manager, CIO, CEO, to put my job on the line, by making a large investment in something where there is no proof that there is a long term benefit.

It doesn't matter how thick the steel of the vault is. There are always multiple ways in. Let's say I put up 10 million to upgrade, and tomorrow there is a blog on the internet explaining how to get around something the TPM is not supposed to allow. Possible? I don't know, but it's something an early adopter needs to think about.

Selling something that might make you money, is a lot easier than selling something that might save you money.

I've been holding eight years, and hope trusted drives make Wave enough money to get to the point where there is massive adoption of the TPM in the network arena. If not, I guess I will have to keep crunching code to pay for my next meal.

[Weby]

Yes, sales people frame the conversation.

People don't buy air conditioners because of the condensors. They buy air conditioners to keep cool, make their children happier, make themselves healthier, meet friends expectations. They don't want to know about the technology. They want to know what's in it for them!!!

I don't buy a car without a battery. I won't buy my next computer without a TPM, but I'd be happy if I NEVER heard the term again. I want to know how buying WAVE stock will benefit me. I want a clearer understanding of the obstacles. Why are we not really partners with Lenovo and HP after a decade? We've had two years post DriveTrust to plant that flag. Why hasn't it taken root?

Again, the technology features are not the benefits and people buy benefits......Sometimes the benefits are savings. Sometimes the benefits are status, smiles, hopes for the future. Sometimes they are security. For a decade we have been selling a paradigm shift and a theory.

Little things can mean an enormous amount. Sales are about perceptions of benefit. Some simple things can vastly improve the belief of need and thus make people invest in security rather than use the same money for building a new profit center in Des Moines. So yes, salesmen can sell benefits without selling technology more easily that they can sell technology without selling benefits.