Risk management software vendors are having a hard time penetrating the buy-side market, according to a new report from Meridien Research.
The report, "Sell-Side Risk in a Buy-Side World", says that vendors will have to tailor their products to meet the specific needs of buy-side firms if they are to survive.
According to Peter Keppler, senior analyst at Meridien Research, sell-side vendors generally lack a thorough understanding of the factors that could motivate buy-side firms to address risk management issues.
"We believe that it will require substantial work on their part to analyse the market forces and practices Internal to the industry and then to develop and market appropriate solutions. This industry can not be approached with a one-size-fits-all model. Each segment has unique needs and solutions must be tailored to them," says Keppler.