Opinion: Companies should make spending decisions based on knowledge, not fear, but that's not what's happening in the compliance market.
I was walking around the vendor showcase floor at a recent conference and was amazed at the number of vendors pushing compliance-related themes. That's not all that surprising I suppose when estimates have pegged compliance spending at more than $15 billion annually.
Compliance after all is one of the easier sells because it is by and large a fear-based sales pitch. Let's face it: Companies are not spending millions of dollars a year on compliance because they can quantify their return on investment. Now we can debate the so-called rational ROI approach to buying software or services, but nothing gets a market more pumped up than fear.
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