Replies to post #193980 on Wave Systems Corp. (fka WAVXQ)

[AprilJ]

Hi Prudent.

I, too, was wondering this. Any clarification would be appreciated.

[ilikebarrels]

Hope i am not off base on your question.

The agreement signed allows them to sell our products....usually when a customer requests them.

A bundling agreement would mean every unit of x type computer would have our ets or fde manager included...whereby wavx gets a .90 or 7.50 slice of the action.

[pointandfigure]

Prudent A bundling arrangement is akin to DELL.

Many of DELL'S laptops come bundled with Wave TPM management. Wave
gets a set amount of revenue per unit. We are hoping that TPM activation
would generate additional revenue.

HP has not bundled Wave into any of its PCs or other hardware. Instead, the
HP arrangement is that they have the capacity to install Wave if they feel the
need to do so (e.g. a customer specifically requests Wave). HP has essentially
made it so they have all their options available.

Now, having said the above, the issue of the HP centric sales staff at Wave becomes
EVEN MORE salient and urgent. Why does Wave need to establish a formal and
very large (relatively speaking vis-a-vis Wave's size) senior sales staff if HP intends
to install Wave on a piecemeal basis. This makes no sense!! The establishment of
such a relatively large senior sales (HP devoted) staff at Wave only makes sense if
the company forecasts a LARGE inflow of HP business. And so, how does such a
large inflow of business suddenly develop? Well, it could be that a number of very
large enterprises (similar to the global auto maker) are set to enter the picture and
these enterprises are using HP hardware. This is one possibility. Another possibility
is that HP is going to bundle Wave into its product lines. Or it could be a combination
of both.

I think the HP centric sales operation at Wave is a clear signal that this is coming
down the pipeline.

p&f