Replies to post #212645 on Wave Systems Corp. (fka WAVXQ)

[alritethen]

You tech guys know more about this stuff than I do, but couldn't they do like 6-month free trials and if they like it they buy it? If not, its removed? If I'm understanding correctly how well our stuff performs as advertized, then trying to live without it after the 6-month period would be almost impossible? No? Or is it just simply too much work to do it and undo it? Maybe the free trial is on a substet of seats instead of the whole package? I'm just trying to think of regular/usual sales techniques that work in some other instances.

[New Wave]

Hi alea,

The intent of my post was only to cite one of the challenges to receiving any kind of order for SED management, whether it be for the big upfront type or the more incremental type. In line with Wave's curent strategy of focusing on large enterprises, I wasn't contemplating the SMB market which is the area that's been deteriorating due to limited sales resources.

I don't believe the odds are high for Wave to land a steady stream of large upfront deals accompanied by PRs, but I do feel at some point they should be able to demonstrate more significant across-the-board growth of ERAS seats for SEDs in their quarterly reports. Statistically there should be a good deal more growth of the incremental kind. That being said, we're all still waiting for that evidence.

Perhaps Wave needs to find a way to offer a useful and simple hardware-dependent tool rather than demanding the adoption of a new architecture. Evolution rather than revolution. Perhaps Wave they will find a new approach to product development and/or pricing to make it easier for companies to take a simple and solid step in their direction, as opposed to a leap into the dark.

The architecture finally beginning to grow around the use of universally available TPMs should be the more "useful and simple hardware-dependent tool" you describe.