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Technology Stocks : WAVX Anyone?
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To: andrew peterson who wrote (138)1/12/1997 10:41:00 AM
From: Steven Sprague   of 11417
 
Andrew,

There are a number of electronic commerce companies that compete with Wave, These range in functionality from internet commerce to software unlocking. However the key issue to understand is that this is ultimately a marketing challenge. Because of the huge chicken and the egg issue associated with this business the challenge is to install a viable installed base and then leverage that installed base into new market. Many people have asked why hasn't wave shipped it's own retail product instead of pursuing an OEM marketing relationship and it is primarily for this reason. The advantage of an OEM partner is that Wave is a feature and not a standalone product. As a result it is possible to build an installed base with a very high level of certainty. To get a feel for the volume potential look at that volume of harware products that Creative labs ships every month. The primary market advantage wave has is that by bundling the WaveMeter with Creative and eventually others we can build an installed base of users very quickly. The reason Wave has chosen the entertainment market is that it is the best content to drive metering to every platform. 50% of the top 100 titles on a rent to own basis is probably sufficient to attract the consumers attention.

I hope this provides some clarity on looking at competition. This ultimately will not be a technology battle but an installed base battle in the long term.

Thanks for your interest

Steven Sprague
President
Wave Systems
ssprague@wavesys.com
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