If it is the WEM DoD thing that I am talking about, then the "qualifying" of the opportunity seems pretty straight forward NIST 150.147, 150.155 (I think I got those numbers right).
In this case its not a matter of talking a bank into doing a better job with PII, its about providing a product to meet a federal requirement on federal machines, the pilot being the process of proving that it does/can.
It sounds like you’re saying that Wave is so amateurish that they just thought there was a $5-6 million deal. I wouldn’t be surprised to hear that Wave acts in an inexperienced way, but what you describe sounds pretty extreme.
On the other hand, “not knowing much about the purchasing process” would explain the discrepancy between projections and results that we see.
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