Grant, keep a watch for a joint press release between Osicom and one of their new customers. It should be out Tuesday or early next week. They couldn't identify the customer until both houses approved the wording in the press release, but they already agreed to issue the joint release. This is a U.S. customer, finally, and should result in additional sales.
As far as how long they've had evaluators in phase 3, I don't know the answer. But it's encouraging that 16 are there. I'm sure for some it could take longer than expected, especially if the total purchase is larger than the one unit sales to some clients. And at least one of those that were in this pipeline has now bought. The other U.S. sale announced skipped phases and was only something like 60 days. The reason was that they were losing something like $200,000 per month in sales that they couldn't handle due to maxed out line. They considered running new lines, but the cost was 2-3 times what the GigaMux solution provided. I'm writing without my notes in front of me, so don't quote numbers.
Additionally, Osicom was the only company that could meet their time requirement. When sales are being lost, you want the answer now! Par says they expect that a lot of companies are in that situation, which could mean faster sales down the road. |
