Hi Dig,
Oh. Sorry, looks like I misunderstood.
So it sounds like you are saying that Dell may no longer be providing the foundation for the online sale of the central management software. Is that right?
On the face of it, it doesn't sound like a good thing.
But there are quite a few ways in which maybe it is less of an issue than it may appear, and there are also uncertainties. I'm sure you'll have thought of some of them.
eg If Ingram and others are placing ERAS, Wave is not short of a sales outlet. So perhaps untied resellers are a more effective solution than specific OEM service providers.
eg How many sales was Dell responsible for via Dell.com? - if DEll.com wasn't proving to be a productive avenue, then perhaps Dell and/or Wave decided it wasn't the right way forward.
eg Maybe Dell's cut was high and Wave doesn't need to service that level of commission anymore.
eg Now Wave has invested in its own sales team, perhaps it has decided the direct sales method makes more sense.
I think I see where your Dell-related questions are pointing. What's the revenue hit to Wave if Dell has simply dumped ERAS?
For some reason, my instinct is it would not be a huge number. Hopefully someone will ask the question during the CC.
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