telstarjohn - we are getting close to a violent agreement, but I would contend that Wave is differentiated from its competition by its technology. That is, Wave is pitching the same value propostion to the CEO as its software-based competitors.
The CEO doesn't understand or care aout the technology, and will direct his CIO to take the lowest-cost, lowest-risk solution that meets the requirements of the enterprise.
BTW, my background is also telecom ... corporate IT solutions, actually. I can state unequivically that nothing of significance was implemented without the involvement of a very substantial "big brother".
cliff
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