ECM: Selling Compliance-related Solutions
Much has been made of late of Sarbanes-Oxley (SOX), HIPAA and various other regulatory compliance related issues. Supposedly, these initiatives were going to drive Enterprise Content Management (ECM) sales in much of 2003 and 2004. Yet, for the most part, ECM vendors have left a lot on the table and not capitalized on this major trend to the greatest extent possible. Let’s examine why I believe vendors are struggling in this area, what they need to do to get the right message out, and the best way to approach compliance-minded organizations. Read the rest of this entry »
