Replies to post #176313 on Wave Systems Corp. (fka WAVXQ)

[RootOfTrust]

cliffdweller, would you agree with my contention that a lead from a Dell rep can or often does place Wave at or ultimately leads to "big brother"?

From my experience a Wave sales rep would indicate that in the larger firms it HAS to start at a lower level and work it's way up. And this inevitable process is what causes the evaluations, proof of concepts etc. it to take so long. But eventually it gets all the way through...to "big brother". Fortunately Wave solutions are leading edge in their field and appear positioned to stay that way, but it's still very much still just an "emerging" technology. New stuff is risky for these IT folks. It has to be right, or heads can roll.

Telstarjohn suggests that going straight to big brother expedites the whole thing, but he would probably acknowedge that the lengthy process of testing and certification is a still neceassry prerequisite for network-wide procurement. It would certainly help if big brother was hot to trot from the gitgo.

[telstarjohn]

Cliff, on the surface your post makes sense, but I differ. In our case, we sold SaaS versus hardware (IT loved hardware BTW and had many year relations with incumbent we replaced. Cost wise, we were more expensive on paper, but we sold value, need and urgenncy.

Regarding CEO not caring about tech, you're right. Butwe never sold tech to CEO, just what it will do for every department. So when CIO or others took over, we were front burner project.

Like wave, this is not a comodity solution product/service so cheap is not better.