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[IMAGE] [IMAGE] Your Thoughts [IMAGE]
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We surveyed 151 Information Security readers on your impressions of the shrinking vendor pool. Here's what you told us.

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On the flip side, small vendors have various strategies for dealing with potential customers skeptical of their future.

"If you have something that no one else has, it takes that issue off the table," says Paul Paget, CEO of Core Security Technologies, a supplier of network penetration testing software. "It doesn't go away entirely, but if you have a solution that solves a real problem on the part of the customer, and does it in a fairly immediate fashion, all the long-term arguments go away."

Breach Security CEO Marc Shinbrood says he emphasizes the sta...

"Because it is standalone, it will be valuable to an acquiring company and they won't get rid of it right away," he says. "Therefore, it will still have value to the customer and they won't be hurt by installing our product."

Looking Ahead
To be sure, the security market will continue to consolidate, leaving buyers to navigate a changing landscape. However, security professionals and industry experts are split as to what degree it will shrink."I don't see why security is any different from any other industry. The day will come when we have maybe one or two or three significant players in the space," says Liberty Mutual CISO Scott Blake. "That's the nature of capitalism."

But others say there still is plenty of room for new companies that come up with solutions to the evolving problem of security. "There are so many different areas [in security] that there will be new companies popping up all the time," CDW's Schwartz says.

"There will be innovation in security for a long time to come. ...There are a lot of problems that need to be solved," Enterprise Strategy's Oltsik says.

Whatever shape the market takes, security buyers like University Health Care's Pentz will do their due diligence and hope their vendor choices today don't leave them in the lurch tomorrow.

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