reply from frank glatz

Hi ASF,

I sent Frank Glatz a message to see if he'd be able to share anything on the two questions you asked (thank you for those btw). Here's what he had to say...

Questions from ASF

* How long does "in-market validation" take?
* Are there any steps after in-market validation, or is that it, and then the contract is signed?

Frank's reply...

Market validation typically takes 6 months, then you negotiate commercial launches. Usually big companies start with smaller applications in a specific market, then if all goes well they expand the region and/or application. You expand step by step. This can be a longer term process, but usually when you are in you will grow with this company. The most difficult step is to deliver the first commercial product, and in-market validation is the critical step when the business unit of the customer (not just technical team) commits itself.

We expect sales commencing in 2013.

End of message.

.......................

(Doesn't actually mean that sales will commence at the start of 2013, but company appear to be a big global player.)

Hope this helps.

Regards,
Tony