Posted by: Ramsey2 Date: Monday, September 21, 2009 1:24:19 PM
In reply to: xxxxcslewis who wrote msg# 182261 Post # of 182282
You are mostly correct imo, although:
Infineon’s management tools are Infineon specific.
That used to be true, but I believe Infineon software is now interoperable across all TPMs. ETS/ERAS though is much the better feature set compared to Infineon Pro Package/TCMS and ERAS manages SEDs while TCMS does not. That makes a huge difference today since SEDs are showing better traction than TPMs (TPMs are coming along though).
My perception is the Vostro units still use the Infineon TPM client management tools but also may include the Wave Trusted Drive Manager for self encrypting drives from both Seagate and the Samsung.
I need to resaerch this to be 100% sure, but my understanding is that when TPMs were first made an option on Vostro, it came with Infineon software. That may still be the case. However, if an SED is ordered it comes with Wave's TDM and since TDM is implemented in ESC that means it would be part of ETS. Therefore if the Vostro takes an SED it comes w/ Wave's ETS/TDM, if it's TPM only it may still be Infineon software.
There is a negotiated per unit cost to the purchaser of this central administration capability, use $50/unit. It is necessary for non Dell units (perhaps non Acer as well) to purchase and install Embassy software. There will be a fee required for the purchase of Embassy for those units, perhaps $20/unit. That should be compared to the retail cost for Embassy on Wave’s website of around $100/unit. That is the advantage for Dell as the software is already included on the Dell units. It also would explain the revenue per upgrade seat of around $70 per seat that has been mentioned on conference calls.
Your assumptions on $50 ERAS on any machine and $20 ETS upgrade on non-Dell machines are reasonable. I think the bulk of business though is on Dell machines where the sale is for ERAS only (ETS is already bundled). Imo revenue significantly above $50 for ERAS on Dell machines could include the first year maintenance. I agree though that on non-Dell machines revenue would include both ERAS and ETS and would thus be higher than ERAS only Dell machines. Like you, I am inclined to think Wave would price the ETS client to non-Dell customers well below retail to faciliate selling the ERAS seats.
I now see SED demand driving demand for central administration (ERAS) and functioning as a catalyst for the activation of the existing TPM infrastructure.
I agree. In fact if the customer is non-Dell and they want SED management only (I think Seagate is one of these accounts), when they procure TDM it includes the full ETS client. Therefore they will have all the Wave TPM management tools at their disposal, including ERAS. It only becomes a matter of time imo for a customer who has fully implemented ERAS for SEDs to begin managing TPMs. |
